Systems Thinking and ROI LO13637
Fri, 16 May 1997 08:59:22 -0400 (EDT)

Replying to LO13601 --

> But lately we have begun to get questions along the lines of, 'Well, this
> was certainly enjoyable but my manager will never buy this unless I can
> show some hard dollar returns. I have to show some tangible benefit.
> Have you got any examples where you can demonstrate that engaging in a
> systems thinking effort to examine a complex problem has resulted in clear
> dollar savings?'

A note from the world of sales - it is your job to sell the concept to the
managers. Assuming you gave the participant a perfect example of a
tangible benefit, what makes you think they will deliver this argument
with anywhere near the authority or competancy that you could? The first
time the manager challenges their line of reasoning they will throw up
their hands and quit trying to sell YOUR concept.

The managers may be asking these questions in earnest, or they may just be
making noise. The person who works FOR them can't (or won't) tell the

If they really need convincing evidence that your work is worthwhile, then
you haven't done a good needs assessment.


Lon Badgett

Learning-org -- An Internet Dialog on Learning Organizations For info: <> -or- <>