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Investment in new application systems almost always requires approval from senior management. Successful IT managers carefully plan their proposals for such investments, recognizing what arguments are effective and how and when they should be presented. Ineffectively planned proposals can be turned back for more analysis, or they can be rejected outright; either outcome is a major setback for IT management.
Understanding What's Important to the Decision-Makers
A specific argument in favor of an application system may convince one decision-maker while leaving others unimpressed. It is essential, therefore, that the business case address all the particular views and priorities of the individuals that will be asked to approve the recommendation.