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Building the B2B Case

Decision support is a more subtle aspect of Information Architecture which you may not have considered. Having an outside expert with a variety of information-handling skills is like having your own personal think-tank. Often times, the budgetary size of a project alone can be intimidating. A few dollars invested early in organizing your information and strategy can pay big dividends later. How to justify the cost of hiring a consultant? Let's build a case for internal B2B consulting support.

1. Identify Your Real Audience and Narrow Your Focus
Internal B2B collaboration can span different areas and departments. You may need approval from different departments and managerial levels. Do your homework. Know the people needed to secure funding. Make sure your business case contains elements which appeal to each decision-maker. You will need cost savings for Operations, improved customer services or sales support for Marketing and Sales, and a strategic vision for the Senior Management.

2. Consider the Context Of Your Project
Many IT managers plow ahead with the task of putting together a business case without first establishing how the project fits into their company’s overall strategic plan or making sure they can meet some basic financial requirements, no matter what type of project it is.

3. Executive Sponsorship
Projects without executive support fail. Your executive sponsor must formally and informally explain to the whole organization why the initiative is necessary and what will be gained. Your executive sponsor has to be a cheerleader, securing resources, promoting successes and responding to questions. Your executive sponsor will spend most of her time making sure no one forgets the big picture.