Making the Business Case

Achieving influence in a decision process is a nuanced art requiring not only great skill in communicating often complex information but also deep insight into the prevailing organizational culture. Organizational culture¹ is made up of shared beliefs, customary behaviors, and other elements adding up to “that’s the way we do things around here,” and it is commonly noted that “culture eats strategy for lunch every day.” Organizational culture is a powerful driver in the outcome when choices regarding investment in information services are made. Other factors such as external pressures (e.g., economic or market conditions) and long-term strategy setting play major roles as well.