March 2009 "Hot Button" Survey Results

Our latest survey asked you what is the biggest cause of rejected business cases in your organization. Let's match up the survey results with last month's feature article, "Three Classic Business Case Mistakes."

1. We said: Put detail in the right place.
Survey said: The largest group of survey respondents — 85% — have seen too much detail presented to executives in a business case.
Lesson: Start with the big picture and drill down in detail only as much as is necessary to support your business case.

2. We said: Don't gloss over the numbers, especially in the financials.
Survey said: 69% have seen presentations that fell short on detail in the financials.
Lesson: Work with your Finance team to project the numbers over the right time horizon, and make sure they support the company's financial objectives.

3. We said: Ask for the sale.
Survey said: 46% have seen presentations where the presenters did not ask the executives for approval to move forward.
Lesson: Close! (That was the fourth tip in our February lead article, "Four Tips for Better Business Case Presentations.")

4. We said: Do your homework.
Survey said: 38% have seen presenters who didn't have answers to the tough questions, and matching numbers of respondents have seen incorrect estimates for market demand or time to market. 31% have seen business cases that did not align with company goals.
Lesson: Before the presentation, sit down with your team and make sure you have solid answers for the inevitable "tough questions."

Thanks to everyone who responded and commented!