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<p>Preface to the Second Edition xv</p> <p>Acknowledgments xvii</p> <p>Introduction xix</p> <p><b>Part One </b><b>Understanding Value Leaks: Major Threats to Program Success 1</b></p> <p>Chapter 1 Why Value Leaks Torpedo Program Success 5</p> <p>Chapter 2 Being “On-Value”: The Essential Third Pillar of Investment Success 15</p> <p><b>Part Two </b><b>Flushing Out Value Leaks: A Guided Journey 19</b></p> <p>Chapter 3 Avoiding Half-Right “Fixes” 21</p> <p>Chapter 4 Introducing the Value Practices Audit 25</p> <p>Chapter 5 Evaluating Value Practice Areas 33</p> <p>Chapter 6 Shifting the Mind-Sets of Management: The Key Fix for Value Leaks 63</p> <p><b>Part Three </b><b>Plugging Value Leaks: Success Begins Here 85</b></p> <p>Chapter 7 Finding the Best Quick Wins 87</p> <p><b>Part Four </b><b>Getting The Business Case Right 95</b></p> <p>Chapter 8 How to Recognize a Trustworthy Business Case 97</p> <p>Chapter 9 The Importance of Good Processes for Value Realization 105</p> <p>Chapter 10 Defining: Steps 1, 2, and 3 to Building Better Business Cases 113</p> <p>Chapter 11 Assessing: Steps 4, 5, and 6 to Building Better Business Cases 131</p> <p>Chapter 12 Delivering: Step 7 to Building Better Business Cases 153</p> <p>Chapter 13 Finding Hidden Value That Others Miss 161</p> <p>Chapter 14 Handling Intangibles: The Emotional Enigma of Value Realization 173</p> <p>Chapter 15 Using ROI Storytelling to Drive Home the Message 191</p> <p>Chapter 16 Selecting: Prioritizing Programs with Confidence and Ease 197</p> <p>Chapter 17 Tracking: Making Sure Benefits Get Realized 219</p> <p>Appendix Sample Business Case 227</p> <p>Glossary 267</p> <p>Bibliography 275</p> <p>About the Author 279</p> <p>Index 281</p>

<p><b>JACK M. KEEN</b> is the Value Analytics Leader with Infosys Consulting, the consulting arm of Infosys Technologies, Ltd., a leading global player in consulting and IT services. Mr. Keen has over twenty-five years of management consulting experience, including the past eighteen years as a value realization advisor to major global firms. Having completed hundreds of value realization engagements for clients based in over twenty countries on four continents, he is recognized worldwide as a thought leader in creating and delivering high-impact value realization approaches for major transformation programs. He is a charter member of Infosys's global thought leadership team responsible for developing enhanced value realization approaches. A prolific author and accomplished speaker, he can be reached at JackMKeen@gmail.com.</p>

<p><b>Making Technology Investments Profitable</b> <p><i>Making Technology Investments Profitable, Second Edition</i> is the go-to resource that CIOs, CFOs, business unit heads, program directors, and solution design managers can use to be more assured that "expected ROI" becomes "realized ROI" for important IT-enabled investments. <p>Research shows that over 76% of IT programs fail to achieve their promised ROI. Most of this shortfall can be prevented when senior leaders champion a disciplined focus for finding and stopping these avoidable value leaks. <p>Examples of common, but preventable, value leaks explained in this book include: <ul> <li>Hidden benefits that are overlooked when building the business case</li> <li>Valid benefits that are excluded by hyper-conservative managers who misunderstand enterprise needs</li> <li>Omission of crucial intangible (soft) benefits that can make or break the investment's appeal</li> <li>Legitimate benefits that are rejected due to poor explanations in the business case</li> <li>Expected value that never occurs because no one was held accountable to make it happen</li> <li>Design decisions that unintentionally optimize low value capabilities</li> <li>Scope control decisions that ignore the value implications of choices available</li> <li>Rollout sequencing and priorities that disregard impacts on value achievement</li> </ul> <p>A centerpiece of this second edition<i></i> is a powerful, self-administered Value Practices Audit for rapidly detecting if major value leaks are a problem in your organization. In addition, over thirty "quick wins" are highlighted for rapidly halting, or preventing, ROI shortfalls. <p>Because the typical root cause of major value leaks is senior management's lack of awareness of the problem and/or the solution, this <i>Second Edition</i> explains how the mind-sets of enterprise leaders can be enlightened, so that critical programs are not only "on time" and "on budget," but most importantly, "on value." <p>Recognizing this value realization journey as the largest, most undermanaged component of a program's business success, <i>Making Technology Investments Profitable, Second Edition</i> offers an abundance of proven, easily applied tools, tips, and techniques for maximizing the value of IT-enabled investments.

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