They Just Don't Get It!

embedded workaround culture. Modernization would be expensive and couldn't happen overnight. The team documented every machine's speed, output, crew size, and maintenance cost. We built ROI cases for each upgrade, from minor overhauls to major automation projects. Each proposal followed the same disciplined approach: define the problem with data, calculate the full cost, describe the fix with confidence, and quantify the return with conservative assumptions. Over eight years, we submitted more than 100 capital requests—none were denied. Why? Because we didn't ask for money—we made investment cases backed by data. Every proposal showed how it would cut costs, increase productivity, or drive revenue. We had a vision for transforming the plant, and we proved it made business sense one project at a time. This track record didn't happen by accident—it was the result of consistently applying the principles in this chapter to build credibility with leadership. Beyond CapEx: ROI Thinking in Daily Decisions

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