<ul><li class="ql-align-justify">Executives focus on competitive positioning</li><li class="ql-align-justify">Operations leaders on efficiency metrics</li><li class="ql-align-justify">Security teams prioritize compliance obligations</li></ul>

Different stakeholders connect with different aspects of the problem

<ul><li class="ql-align-justify">Balance optimism with realism</li><li class="ql-align-justify">Credibility comes from providing conservative estimates you're confident of exceeding</li></ul>

Effective ROI calculations transform your modernization proposal from a technical request into a compelling business investment

<ul><li class="ql-align-justify">The most successful modernization proposals balance innovation with practical implementation realities.</li><li class="ql-align-justify">Show you've evaluated alternatives and selected an approach that delivers business value</li></ul>

Technical brilliance alone won't win boardroom approval

<ul><li class="ql-align-justify">Even technically sound solutions can fail due to poor user adoption</li><li class="ql-align-justify">Stakeholder resistance can derail projects if people's aspects are neglected</li></ul>

Never overlook organizational change management requirements in your proposal

<ul><li class="ql-align-justify">Teams facing workflow disruptions</li><li class="ql-align-justify">Staff requiring significant retraining</li><li class="ql-align-justify">Addressing concerns proactively prevents being blind sided during approval</li></ul>

Identify potential resistance from groups that may perceive disadvantages from proposed changes

<ul><li class="ql-align-justify">Instead of reporting "high database query times"</li><li class="ql-align-justify">Explain how this means "customer checkout times have increased by 30%, potentially costing us $10,000 in lost sales per day"</li></ul>

When quantifying problems, translate technical difficulties into business impacts

For more inspiration, visit my blog at Caterpillar Garden | SubstackThis post in free version can be found here: https://blog.caterpillar.garden/p/rbm-r-how-to-prepare-the-right-modernizationPaid extended version also available here: https://blog.caterpillar.garden/p/rbme-r-how-to-prepare-the-right-modernization

Caterpillar Garden

<ul><li class="ql-align-justify">Limit your modernization proposal to under 6 pages</li><li class="ql-align-justify">Decision-makers are drowning in information</li><li class="ql-align-justify">Make their choice easy with a compelling, focused case</li><li class="ql-align-justify">Respect their limited time with clear, concise content</li></ul>

Keep your proposal concise and focused

<ul><li class="ql-align-justify">When business leaders see direct value for their teams</li><li class="ql-align-justify">They'll fight for your proposal in ways technical stakeholders rarely can</li></ul>

Your strongest modernization advocates almost always come from the business side, not IT

<ul><li class="ql-align-justify">Terms like "API latency" or "asynchronous processing" might be everyday language for you</li><li class="ql-align-justify">But sounds like a foreign language to executives</li></ul>

Avoid technical jargon that business stakeholders won't understand

<ul><li class="ql-align-justify">Secure early supporters by rebuilding your proposal with key stakeholder input</li><li class="ql-align-justify">Create the buy-in needed to move forward</li></ul>

The more innovative your solution, the more champions you'll need

<ul><li class="ql-align-justify">Best case, Expected case, Worst case</li><li class="ql-align-justify">This approach shows thorough analysis and builds trust with financial decision-makers</li></ul>

Present multiple ROI scenarios to demonstrate confidence in positive returns

<ul><li class="ql-align-justify">The CFO scans for financial returns</li><li class="ql-align-justify">The COO wants operational improvements</li><li class="ql-align-justify">The CEO might focus on strategic positioning or competitive advantage</li></ul>

Tailor benefit messages to different stakeholder perspectives

<ul><li class="ql-align-justify">This positions your initiative as an investment rather than an expense</li><li class="ql-align-justify">It aligns with the organization's future direction</li></ul>

Connect short-term improvements to long-term strategic objectives in your proposal

<ul><li class="ql-align-justify">Subjects like: Change management, Training, Temporary productivity dips</li><li class="ql-align-justify">Realistic cost modeling builds credibility and prevents painful budget conversations later</li></ul>

Don't underestimate implementation costs by omitting

<ul><li class="ql-align-justify">This approach reduces perceived risk</li><li class="ql-align-justify">Creates natural checkpoints to demonstrate value before proceeding</li></ul>

For complex modernization initiatives, break down the solution into logical, manageable phases

<ul><li class="ql-align-justify">This pragmatic approach often accelerates approval</li><li class="ql-align-justify">It reduces perceived risk</li></ul>

When developing solution architecture, deliberately scale back initial approaches to focus on critical systems first

<ul><li class="ql-align-justify">Your document should serve as a starting point for productive conversations</li><li class="ql-align-justify">Not an inflexible blueprint</li><li class="ql-align-justify">Willingness to incorporate feedback determines success</li></ul>

Remember that proposal development is ultimately collaborative

<ul><li class="ql-align-justify">Remain factual while emphasizing risks to drive action</li><li class="ql-align-justify">People rarely act on potential innovations until they become urgent problems.</li><li class="ql-align-justify">Focus on threats to competitive positioning or bottom-line impacts</li></ul>

Create urgency with your problem statement

My new blog post from RAPID-based Modernization series is about how to write a proper proposal document to make sure it sells our idea: https://blog.caterpillar.garden/p/rbm-r-how-to-prepare-the-right-modernization

Tailor benefit messages to different stakeholder perspectives

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