Ep. 25 - Building the Business Case for Automation Investments

Summary

Getting approval for new automation investments requires building a business case with a cost analysis, expected business benefit, and assessment of project complexity and risk. In this episode, Dan Twing and Tom O'Rourke provide guidance on how to build a successful business case for automation initiative, highlighting the need to speak in terms of business value, particularly revenue growth, profit expansion, and customer acquisition. Their conversation includes real-world examples ranging from expanding API access to transforming business operations.

Key Points

- Describe technical capabilities in terms of business services and outcomes

- Understand who is involved in approving your proposal and what their concerns are

- Match project cost and effort to payback expectations

- Strategic alignment is key, initiatives tied to revenue growth, profit expansion, and customer acquisition receive highest priority

- Don't take rejection personally, executive leadership must assess hundreds or thousands of proposals with finite resources  

Takeaways for Automation Leaders

- Build a solid financial framework by partnering with Finance to build the initiative's cost and benefits model

- Explain initiative outcomes through business impact, not technical improvements

- Realistically access risk, complexity and strategic alignment

- Think like a shareholder, asking "Is this truly the best use of company resources compared to other possible investments?"