To get funding, pitch value By Jack M. Keen Winning baseball pitchers have a secret we need to know. It's not the different types of pitches they can hurtle that win games.
Victory comes by selecting just the right pitch for the current batter's next swing.
We have the same challenge when playing the game of IT projects funding. Proposals that pitch the right kind of value to the right person get the money. Unfortunately, what executives value is undergoing radical change. As a consequence, most business cases based on value assertions made in the recent past will fail today. Let's examine these changes in value so we can be ready to throw the right pitch at the right time.