The Just Don't Get It!

enhancements, delivery reliability, customer satisfaction gains, competitive positioning. These "soft" benefits often have hard financial impact when properly quantified. A project with 24-month payback becomes more attractive when you add the value of eliminating safety risks or preventing customer defection. "This isn't the right time." Show the data that demonstrates the cost of waiting. If you've done your analysis using solid data, you'll be able to show steadily declining performance, increasing maintenance costs, or growing competitive vulnerability. The cost of inaction often exceeds the cost of action, especially when equipment degradation accelerates over time. Bottom line: if you can speak their language, you will eventually get the resources you need, even if not immediately. The key is positioning your operational needs as business opportunities. Building Your Track Record This systematic approach works consistently when applied with discipline. I took responsibility for a plant filled with obsolete equipment and a deeply

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