 |
ROI Case Studies
The content of the ROI Case Studies is based primarily on a single 60-minute
phone interview with the customer, along with any supporting documentation
and data provided by you, the project sponsor. Sometimes multiple interviews
or onsite visits are an option, but the approach always needs to accommodate
the customer’s schedule and resources.
Our preparation and approach for these interviews, and the structured steps taken in developing the business case and written document, helps to limit the customer’s total time commitment to about two hours.
Our process takes about 30 days to complete a customer-approved ROI
Case Study, ready for web publishing and distribution. The key elements for
working successfully with the customer through this development include:
- Understanding the customer’s guidelines for participating in a case study document.
- Having the customer establish the process of how the completed document will be approved and signed-off for publishing and posting.
- Setting expectations with the customer on what the ROI Case Study will
cover, and communicating the commitment needed from the customer to develop
the story and business case.
- Providing guidance to the customer during the interview, so the customer
can comfortably select reasonable answers to quantitative questions in instances
where he or she may not know the answers.
- Not expecting the customer to allocate time to researching information and data for the case study.
- Working collaboratively with the customer to fine tune the business case until the customer actually refers to the results presented as ‘their results’ vs. CSF’s results.
Based on this process and our experience, most clients have us manage their
entire base of customer candidates. We initiate contact with qualified participants,
schedule all interviews and draft reviews, conduct all approval processes,
and, upon completion, submit the release form to the customer for signature
approval and prepare the document for publishing. See
examples.
|
|
|
 |
|
