1. Business Value is a Conversation, Not A Number Kent J. McDonald @beyondreqs

2. The Prime Directive: Deliver Business Value! The organizers wish to apologize for any gratuitous trekkie references that may appear in this presentation. Those responsible have been sacked.

3. What is business value? I’ll know it when I see it Justice Potter Stewart, concurring opinion in Jacobellis v. Ohio 378 U.S. 184 (1964), regarding possible obscenity in The Lovers.

4. Why do we care about Business Value?

5. Some key decisions Is it worth it? Are we delivering the right thing? How unique should it be?

6. Is it worth it?

7. Decision Filters Simple questions used to guide decision making.

8. “To be the low cost airline.” - Southwest Airlines

9. “Will this help us be the low cost airline?” - Southwest Airlines

10. Student Information System

11. How Unique Should It Be?

12. Purpose Based Alignment Model

13. Innovate, Create Achieve and maintain parity, Mimic, Simplify Do we take this on? Minimize/ Eliminate

14. Order new pages by 2pm and get them tomorrow! The Billboard Test

15. Things to consider Parity is mission critical Purpose is not priority Different- iating changes over time Distribute the decision filters Purpose shifts the burden to behavior change

16. Deep Thought Academy 15:1 Student Teacher Ratio “Personalized” lesson plans Music Education w/ DSM Symphony OTM Enrollment Fundraising Book keeping Curriculum Facilities Parent Communication

17. Are we delivering the right thing?

18. Start with value, then identify stories

19. Use Goals & Objectives to define value Goal: Increase our ability to handle expected increase in students during enrollment Goal: Increase our ability to handle expected increase in students during enrollment Objective: Reduce time spent enrolling students from 60 min/student to 20 min/student by 2015 Objective: Reduce time spent enrolling students from 60 min/student to 20 min/student by 2015

20. Describing Objectives AttributeDescriptionExample NameUnique name for objectiveReduce enrollment time ScaleWhat to measure (units)Minutes per student spent by Dir. Of Enrollment MeterHow to measure (method)Total time spent on enrollment/# students TargetSuccess level we’re aiming to achieve 20 min/student by 08/2015 ConstraintFailure level we’re aiming to avoid > 60 min/student by 08/2015 BaselineCurrent performance level60 min/student 08/2014

21. Identify Assumptions Most student’s enrollment information does not change from one year to the next The enrollment attributes we request does not change from one year to the next. Parents would provide enrollment information electronically

22. Identify stories to validate assumptions & meet objectives Most student’s enrollment information does not change from one year to the next In order to determine how much new information we need from students each year As Enrollment Director I need… In order to determine how much new information we need from students each year As Enrollment Director I need… Parents would provide enrollment information electronically In order to gauge our parent’s willingness to provide enrollment information As Enrollment Director I need … In order to gauge our parent’s willingness to provide enrollment information As Enrollment Director I need …

23. Questions?

24. If you remember nothing else… Business value is a conversation to help us decide:  Is it worth it?  How unique should it be?  Are we delivering the right thing? Use business objectives to tell if you delivered value

25. Questions: kmcdonald@b2ttraining.comkmcdonald@b2ttraining.com Connect! http://www.linkedin.com/in/KentMcDonald Follow! @beyondreqs Stay Connected