Use cashflow (flow of value) to justify which decision is best. Perform value analysis from at least two perspectives.
- The value to be provided to your customers
- The value to be gained by selling to customers
- Prove benefit when closing complex sales
- Justification of capital expenditure
- Budgeting and resource planning
- Product roadmap prioritisation
Valuable Customer Stories
Net Present Value is quantifying belief in a story. Assign stories to ledgers
- Allocate specific revenue streams to a dedicated ledger
- Proportion feature benefits to a revenue stream
- Proportion waste eliminating tasks to expense ledgers
- Proportion sustaining expenses
Link customer interview stories to standardised process workflows that quantify
- Lost opportunity
- Lost time
- Cost of errors
- Control of inputs
- Process standardisation
- Risk Analysis
- Put yourself in the customer's shoes. Where the customer is any person with a problem-dream story to solve.
- Walk their journey with them, observing emotional triggers and quantifying estimates where value is lost.
- Convert stories into worksheets linking back to the transcribed conversation.
- Proportion stories to ledgers as appropriate
- Link aggregated stories to a cashflow forecast for each ledger item.
Refer back to the collection of hero's journey stories for both marketing and product development.
Net Present Value, IRR, Payback
- Have you spoken to critical domain experts?
- What is the riskiest assumption?
- Do you believe the expectations?
- What is the minimal bet to test the path?
- Business forecasting, running a business as a series of six-week strategic projects
What decisions need to be made?
Has a credible critical-path for delivery?
Right team balance?