Presenting a case to non-technical executives is always a challenge. While executives are focused on ROI and keeping cost predictable and sensibly manageable, some do have an ear for technology solutions that bring value and savings over time to an organization. Not all technology requests have to be feared as long as they are presented in a fashion that makes fiscal sense.
When pitching IT solutions, do not take a technical approach. Leave the technological advantages for last and only after you have captured the attention and interest in your money and resource saving IT virtual solutions. Make the following three points when explaining your ideas.
1- Savings Over Time. Present factors that can ultimately lead to big savings on capital expenditures on hardware/software showing that purchasing fewer systems will improve the bottom line.
2- Time Savings. The idea will lead to more time spent on critical projects that add value and dollars to the bottom line. This free time can be spent on strategy planning and moving the enterprise to a higher operating plane.
3- Increase Performance. Performance can be improved without having to buy more keeping a tight budget.
Back up all the above with KPIs. Hard graphical data trending over time always captures everyone’s attention. It is hard to dispute the cold reality of numbers.