But increasingly, engineers need to know more about the business side of their organizations. That topic came up for plenty of attention as well, with at least five Workshop sessions devoted to issues such as how to justify automation investments in ways that will make sense to management. In one such Workshop presented on Wednesday afternoon and again on Thursday morning, Pete Sharpe, a Principal Consultant with Emerson Process Management, provided a comprehensive overview of how to build the case for automation. Once you’ve done all your homework, and you’re ready to head to the corner office, Sharpe said, you need to think about the best way to lay out your case. In the session, titled “Methodologies for Project Justification—Selling to Your Boss,” Sharpe projected a slide titled, “Developing the Pitch.” As you prepared for your meeting, Sharpe recommends asking yourself these questions:How does this project...
- Support the company’s strategy and goals?
- Address an acknowledged “pain?”
- Return the funds invested?
- Affect health, safety or environment?
- Manage risks?
- Achieve the goals of the department?
- Impact the boss’s bonus?