The Art of Buying Business Value & Top 10 Lessons Learned

#BusinessTransformation #ValueCreation

The pursuit of business value is like chasing a mirage in the desert - always visible on the horizon, yet surprisingly complex to grasp. As I've walked the halls of countless organizations and sat in boardrooms filled with eager faces, I've come to realize that the question "How do we buy business value?" is both deceptively simple and profoundly challenging. #StrategicThinking

Picture yourself standing at a crossroads. One path leads to cost reduction - the comfortable, well-worn trail that many before you have traveled. The other path winds toward innovation and transformation - less certain, but potentially more rewarding. Which do you choose? The truth is, business value isn't about choosing one path over another - it's about understanding how these paths interweave and complement each other in ways that might surprise you. #Innovation #CostOptimization

I want you to pause for a moment and challenge your assumptions. When was the last time you truly questioned the difference between what your organization needs versus what it wants? It's a distinction that often gets lost in the noise of quarterly targets and stakeholder presentations. Yet, this simple question lies at the heart of every successful business transformation I've witnessed. #OrganizationalChange

Let me share my individual research and an interesting case study that brings this to life - H&M Corporation. A remarkable case study how they transformed their organization by refusing to accept the status quo. They didn't just implement new technology - they reimagined what technology could mean for their business. Through their journey, they discovered something profound: true business value emerges when you align your technological capabilities with your customers' deepest needs. #DigitalTransformation #RetailInnovation

Think about this: In just 18 months, H&M evolved from a traditional retailer into a market leader that could introduce new products with unprecedented speed. How? By understanding that business value isn't just about cutting costs or launching services faster - it's about creating an ecosystem where innovation becomes part of your organizational DNA. #TimeToMarket #CompetitiveAdvantage

The journey of buying business value is like building a cathedral - it requires vision, patience, and an understanding that every stone must serve both form and function. McFarlan's framework isn't just another business tool; it's a lens through which you can view your organization's potential. It challenges you to think beyond the immediate and consider how each decision ripples through your entire business ecosystem. #StrategicFramework #BusinessStrategy

Here's a thought that might keep you awake at night: Are you really maximizing your organization's potential, or are you simply maintaining the status quo? When Professor William D. Burge talks about understanding your customers and what they value, he's not just offering business advice - he's challenging you to look deeper into the very soul of your organization. #CustomerValue #OrganizationalExcellence

Consider how H&M transformed their business by leveraging IT not just as a tool, but as a catalyst for change. They didn't stop at streamlining data or enhancing collaboration - they pushed further, using technology to fundamentally change their value chain and innovate their business model. Their story challenges us to ask: What could your organization achieve if you viewed technology not as a cost center, but as a transformative force? #ITStrategy #BusinessInnovation

The path to buying business value isn't linear - it's a spiral that takes you deeper into understanding your organization's true potential with each revolution. It demands that you question your assumptions, challenge your preconceptions, and dare to imagine what might be possible. #ContinuousImprovement #OrganizationalGrowth

As you reflect on your own organization's journey, ask yourself: Are you truly buying business value, or are you simply purchasing solutions? Are you building capabilities that will transform your organization, or are you maintaining the status quo? The answers to these questions might make you uncomfortable - and that's exactly where growth begins. #ChangeManagement #BusinessGrowth

Remember, the greatest risk isn't in making bold moves - it's in standing still while the world around you transforms. The journey of buying business value isn't just about making smart investments; it's about creating a future where your organization doesn't just survive but thrives in ways you never imagined possible. #FutureOfBusiness #StrategicLeadership

What will your next step be in this journey? The answer lies not in following a predetermined path, but in having the courage to forge your own, guided by a deep understanding of what truly creates value for your organization and its customers. #Leadership #BusinessSuccess

#BusinessValue #CustomerSuccess #LeadershipLessons

After decades of helping organizations transform their approach to buying business value, I've learned that the journey is as much about mindset as it is about metrics.

Here are my top 10 lessons learned, each carved from experience and polished by both successes and failures.

1. Start With the Why, Not the What #StrategicThinking I've watched countless executives fixate on immediate cost savings, only to miss transformative opportunities. My most successful engagements began when I asked, "What would fundamentally change your business for the better?" rather than "How much can we save?" I remember working with a healthcare provider who came looking for IT cost reductions but left with a patient engagement platform that transformed their care delivery model. The cost savings were there, but the value created was exponentially larger.
2. Make Value Tangible Through Stories #ValueNarrative I've learned that spreadsheets don't inspire change – stories do. When I helped a retail client understand how their investment in predictive analytics could prevent stock-outs, I didn't just show ROI calculations. I painted a picture of satisfied customers always finding their size, of store managers confidently managing inventory, of marketing teams launching targeted campaigns. The numbers supported the story, but the story sold the value.
3. Build Value Frameworks That Breathe #ValueFramework The rigid value frameworks I used early in my career often crumbled in real-world applications. Now, I create living frameworks that adapt to each organization's unique context. They're more like compasses than maps, guiding decisions while allowing for course corrections as business conditions change. This flexibility has proven invaluable in helping customers navigate uncertainty while staying focused on value creation.
4. Create Value Champions Within #ChangeManagement My most successful transformations always had internal champions who understood both the business and technology landscapes. I now spend considerable time identifying and nurturing these champions early in any engagement. They become the translators of value, speaking both the language of the C-suite and the language of operations.
5. Connect Technology to Business Outcomes #BusinessOutcomes I learned to stop talking about technology features and start discussing business capabilities. When a manufacturing client was hesitant about cloud migration, I shifted the conversation from technical specifications to how cloud capabilities could accelerate their product development cycle by 40%. The technology didn't change, but the perception of its value did.
6. Make the Intangible Tangible #ValueMetrics One of my hardest-learned lessons was the importance of measuring the unmeasurable. I developed a practice of creating "value proxies" – measurable indicators that reflect harder-to-quantify benefits. For instance, with a financial services client, we tracked employee collaboration patterns as a proxy for innovation potential, turning an intangible benefit into actionable metrics.
7. Focus on Capability Building, Not Just Solutions #CapabilityDevelopment I've seen organizations achieve dramatic results when they shift from buying solutions to building capabilities. Working with a logistics company, we focused not just on implementing new routing software but on developing their ability to continuously optimize their delivery network. The software was the tool, but the capability was the value.
8. Embrace the Long View #SustainableValue Early in my career, I chased quick wins. Now, I help customers understand the compound effect of strategic investments. A retail client initially balked at the timeline for their digital transformation initiative, but by showing how each phase built upon the previous one, creating exponential value, they embraced the longer journey. Three years later, they're outperforming their competitors significantly.
9. Create Safe Spaces for Innovation #InnovationCulture I learned to help customers create "value laboratories" – safe spaces where they could experiment with new ideas without risking their core business. These controlled environments allowed them to prove value on a small scale before making larger commitments. One energy company used this approach to test smart grid technologies, leading to a successful company-wide rollout.
10. Build Trust Through Transparency #TrustAndValue Perhaps my most valuable lesson has been the importance of absolute transparency in the value creation process. I now share both successes and setbacks openly with customers, making them true partners in the journey. This transparency has led to deeper relationships and, ironically, greater willingness to invest in transformative initiatives rather than just cost-cutting measures.

#ReflectiveClose Looking back, I see that enabling customers to buy business value is really about helping them see beyond the immediate and obvious. It's about building trust, sharing vision, and having the courage to challenge conventional thinking. Most importantly, it's about understanding that true business value isn't just about what you save – it's about what you enable your organization to become.

The journey continues, and with each new engagement, I learn more about how to help organizations unlock their full potential. The key is remembering that business value isn't a destination but a continuous journey of discovery and growth.

#BusinessTransformation #LeadershipInsights #ValueCreation