Communicating Value

Convincing someone to use or pay for your innovation

This might be the most challenging part of value demonstration. This requires you to fully understand how the decision-maker you are speaking to thinks about value.

Are they entirely focused on monetary gains and losses? Do they care about non-monetary value? How far into the future are they willing to project when considering accumulated benefits? What is a “reasonable” ROI from their perspective?

It can be difficult to know, and every situation is different. However, you are best served if you can:

  • Develop the right value message for the right audience
  • Assemble credible and compelling evidence of both financial ROI and non-monetary value
  • Identify potential barriers or risk related to acceptance and adoption
  • Create effective materials that speak to the decision-maker



So, what should you do?

Your ability to convince decision-makers that your innovation is “worth” the cost, disruption, or added complexity hinges on how well you quantify and communicate the relationship of the benefits to the costs.

In addition to the articles and resources available on this site, below are a few options for what might help get you started:


Need more comprehensive support? Check out how that works. Or, feel free to schedule a free introductory call to talk about your unique situation. You can request a call by clicking the button below.


Below is a free readiness assessment where you’ll get a custom score and some suggested next steps: