Kase Methodology | BizKase ROI Framework

BizKase - The Methodology

The BizKase Methodology is new, unique, and effective because we listened and understood what customers are asking for.

However, this is a different way of thinking about measuring and quantifying business impact, and you need to understand some simple-to-understand basics.

This short section gives you the ‘new thinking’ within BizKase. It’s easy to consume and will take you just a few minutes.

We Set the Scene with the Customer

Difficult, 'heavy-lift' business cases are a thing of the past
Business value and impact is defined in hard-number outcomes
The customer's experience can be measured
The buyer and seller have a framework for continuous process improvement, and a long-term value-centric relationship
Business case building process is 100% transparent to reinforce trust

We Think Differently

We recognise that features and benefits are not so important to today’s customers. What matters instead is business impacts and outcomes.
For example, as sellers, we will always start qualifying and understanding the customer's problem or issues - the reason they are talking to you about your company's solution.
So, what changes?
First, rather than immediately trying to link your solution to the customer's problem or issue through benefit statements … we take a pause and dig deeper into the business impacts these problems and issues create. These impacts are the foundation for how your product or solution will bring real, hard-number value to your customer.

We Begin With the End in Mind

Together with the customer, we will identify and quantify all of the relevant impacts affecting the customer's company, and we will group these into what we call a SCENARIO. Impacts are rolled-up into EVENTS, which in turn are rolled-up to define the Scenario.
The total value of this scenario is then compared to the cost(s) of your SOLUTION to automatically calculate the derived BizKase.
So, fundamentally, our start point is the understanding that reductions in Total Business Impact ($) less Solution Cost ($) = ROI ($). This is what we will build the BizKase around.
Hard-number As-Is and To-Be value metrics are captured at the impact, event, and scenario levels, and all of these impacts are weighted to reflect each customer's perception of value, and how conservative they want the business case to be.
The BizKase is continuously re-calculated in real time as new impacts or solution costs are entered into the system. In turn, the graphics and results are continuously updated, and changes are to specific impacts, values or costs can changed on-the-fly in seconds so the BizKase can be immediately and continuously refined to best meet the customer's evolving situation.

The Customer Gets Aligned to Our Methodology

Understand the problem(s) / issue(s) they are looking to fix
Build a high-level list of the specific impacts they have identified. There will be additional Impacts that you (the seller) will inevitably uncover add to that list
Then, we will need to identify the individual stakeholders who we can talk with to really dig into each of the impacts, understand the detail, and quantify the hard numbers behind them

We Engage Stakeholders to Quantify Impacts

With the sponsor’s buy-in, you will engage with the various customer stakeholders to qualify and quantify the specific impacts
Inevitably, you will uncover and identify additional impacts that have affected the customer, and these will be additional impacts that will build on top of the list your customer initially identified to you. This is important because the more impacts you identify with the customer, the more value - in hard dollar terms - will be identified and built into the BizKase process, and therefore the stronger your ultimate BizKase will become.
To that end, each impact will be quantified around four core questions, and each question will be tied to a unit of measure for time, whether it's per hour, per quarter, per event to ensure we capture exactly what the customer says without needing to do the heavy-lift math in front of the customer.

We Define Your Solution to BizKase

As you are gathering impacts, you will naturally start to zero-in on the solution that you will use to address the customer's issues.
In BizKase terms, this solution is entered into the system as an (up to) three level bill of material in which you can define the quantities and costs for individual Items, which roll up to Products, which then roll up to the Solution.

We Review the Finished BizKase

We Present the BizKase to the Customer

Since your customer worked with you to define their value metrics and then engaged with you in the business case build process, you will find the presentation approach you previously used will be more of a joint review … of a jointly produced business case.
Most important, because your customer team was fully engaged, they will be very confident to explain their BizKase to their executives, and if needed, to defend it.

The BizKase Becomes the Go-Forward Baseline

BizKase - The Methodology

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BizKase - The Methodology

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