Whenever I visit with potential customers, the conversation always turns to the same questions: How can you help me save money? What's in it for me? How will this make me look good? One of the great things about Stat, is that it can help you save money and help you look good to your organization. So my standard technique is to describe and show product features that can and will ultimately save the organization time and money. We are often asked to prove this or show examples. This can come in a couple ways but most commonly people think of both hard costs and soft costs. Hard costs are pretty straightforward and what everyone prefers. Realistically, there can be even greater savings in soft costs. The challenge is that those kinds of costs are hard to quantify – as the name would imply.
This is a tall order even if you have living, breathing examples from similar organizations to prove it. The reason? They're easy to ignore- soft costs, that is. It's human nature that repetitive, painful processes become so familiar to us that we stop thinking about what they actually cost nor do we think of them as a cost. They just become routine and we accept their faults. Eliminating them would be like giving attention to that air conditioning filter that needs replacing yet gets ignored in favor of watching the NBA finals (not that I'm ignoring my AC filter or anything - Go Mavs!) In business, however, ignoring that clogged up filter results in a significant "soft cost" that is hard to measure and easy to ignore, until a problem hits. You know, like an AC failure on the hottest day of the year when you happen to have a summer cold with a 102 degree fever! Yea, not so fun. In the end, we've become accustomed to soft costs and believe we can't do with out them, that is until we realize we can or have to, because in the end, they're not that soft.