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8/13/2019 LOI Toolkit: Making the Business Case
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Dont raise your voice,
improve your argument.
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Hello Cubicle Warrior, today
you are The Corporate Catalyst:
the charismatic indispensable
activist in your board room!Your missionTo generate buy-in around your
idea by captivating attention and
breaking through corporate jargon.
Your challenges+Connecting transformational
ideas to a workplace wrought
with short-term objectives
and hackneyed language.
+Measuring and demonstrating
financial, social and environmental
value.
Your super powerUndeniable charm and ability to persuade
even the most ardent of naysayers. A keen
ability to look over the horizon to see the
next wave of the corporate business model
and connect it with todays priorities.
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When is the last timeyour boss asked you totell her a great story?
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No spreadsheet, no bibliography and no list
of resources is sufcient proof to someone
who chooses not to believe.The skeptic will
always nd a reasonRelying too much on
proof distracts you from the real mission
which is emotional connection.
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Assess Pain Points Make it Stick
L
R
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Be AuthenticConnect with Corporate Priorities
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Back up your Hunch with Evidence Practice your pitch
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Find Partners to Share Risk(and Opportunity)
Listen
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Speak the language of your audienceGuard against Mission Drift
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Small steps Bigger steps
This is a simple way to help othersenvision the future. What wouldthe feature article be about yourwork on the cover of Harvard
Business Review, Time Magazineor Wall Street Journal? Mock it up
and share it with others.
Were addicted to foundingstories. Show how your visionconnects to deep values buriedin the origin of your organization.
Couch your pitch in a story fromthe past what inspired you when
your company did X and relatewhat youre trying to do now to
that moment from history.
When Dave Berdish at Ford, forexample, was selling his visionfor the future of mobility, he drewparallels between his vision and
Henry Fords original pioneeringinventions with the Model T.
Study finalists from the TheLeague of Intrapreneurs: BuildingBetter Business from the Inside
Out, and learn how they made thecase for their initiatives.LINK
DRAFT A HEADLINE
Identify a stakeholder in yourproject and use their journey totell the story. For example, rather
than doing a data dump abouthealth benefits of a new medicine,tell the story of Raji, a young
mother, without access to thismedicine and what life will be likeif the medicine becomes availableand what will happen if it doesnt.
INTRODUCE A PROTAGONIST
CREATE BRIDGES
LEARN FROM OTHERS
Clearly define the value you aregenerating. List all the ways your
idea will create value for thecompany by either a) increasingrevenue b) lowering costs c)improving quality or d) enhancing
reputation. And dont forget thesocietal business case. Make sure
there is clear value that can belegitimated by third-party societal
stakeholders (communities, non-profits or public institutions).
Universities are increasinglydeveloping expertise in socialinnovation and impact investing.
Explore the potential forpartnership to establish arigorous monitoring and
evaluation system for yourbusiness model.
DETAIL THE BUSINESS CASE
PARTNER WITH A REPUTABLE UNIVERSITY
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To hell with facts!
We need stories!
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Where can I learn more? Contributors
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Over the past five years we have sought
to make social intrapreneurship partof the formula for how we think aboutchanging the world. Our initial foraysinto the field began with John Elkington
in The Social Intrapreneur A FieldGuide for Corporate Changemakers.
Building on this initial study,we stepped out and rallied greater
institutional support to invest in thecreation of a network for corporatechangemakers. In the Fall of 2012,The League of Intrapreneurs was born
with support from Ashoka, Accenture,the Inter-American InvestmentCorporation, GlaxoSmithKline,
Standard Chartered, Virgin and anumber of other partners.
The Cubicle Warriors Toolkit grows
out of our experiences working in thetrenches with leading change-agentsat large institutions. The creation of thistoolkit would not have been possiblewithout input from leading experts
and practitioners, including membersof the League of Intrapreneuers.
We would especially like to thank:
Gib Bullochat Accenture andRosario Londono at the Inter-American Investment Corporationfor their support in helping us grow
this community and contributing tothe mounting canon of knowledge inservice of social intrapreneruship.
Maggie de Pree and Alexa Clay
The Human Agency
More about the Human Agencycan be found at:www.thehumanagency.net
This document was designedby Adam Loxley.
Illustrations have been done
by Tom Jennings.
Over the coming decades,an accelerating pace of change
will test the resilience of every
society, organization andindividual. The balance ofpromise and peril confrontingany particular organization
will depend on its capacityfor adaptation. Hence, the
most important questionfor any company is this:are we changing as fastas the world around us?