Periodically, we ask three HR managers how they’d handle a real-life problem at work. Today’s problem: HR has to make a convincing argument to get more money from the budget.
The scene
“Let’s talk for a minute about that presentation we heard yesterday,” said CFO Brian Bucks.
“Sure,” HR manager Sharon Cale replied. “I thought that software vendor did a good job of describing how to set up a Web site where managers and employees can find out about their benefits and responsibilities.”
“Oh, the presentation was fine,” he nodded, “but …”
“Is this about money, Brian?” Sharon smiled.
‘Show me the payoff’
“Hey, I’m the CFO, right?” he smiled back. “Sounds like we’d be spending a chunk of money on technology that I’m not sure we need. And I don’t see the payoff.”
“I guess it’s time for me to do a little presentation of my own,” Sharon said as she pulled out a legal pad with a list of names and dates.
“I’ve kept a 30-day record of the things I spend my time on,” she explained. “Turns out, I spend about half my day responding to the types of information requests the site is designed to handle.”
“I’m impressed with your due diligence,” Brian laughed. “But maybe not impressed enough to cut a check.”
“I understand the pressure you’re under,” Sharon said evenly. “So let’s talk about another plus: informed employees who are happy and more productive.”
“Good point, but I’m still not sure which way to go on this one,” he admitted.
If you were Sharon, what would you say or do next?
Rob Snyder, HR director, Franklin Savings, Cincinnati
What Rob would do: It looks as if convincing the CFO might take a little more work and data, so if I wanted to move forward on this, I’d do a straight cost-benefit analysis. That would take some time to do, but if you really think the technology is a good idea, the effort will be worthwhile.
Reason: You have to speak the language of the CFO to get approval for something like this. Show the savings, and you have a better chance of success.
Theresa Lane, HR director, Lane Exteriors, Barnstable, MA
What Theresa would do: More than pointing out how it would help me, I think I’d focus more on how it would help employees and save them time (and the company’s money as a result). Along with that, I’d try to get support from other departments. If a lot of people get on the bandwagon and show some real interest in the technology, you have a better chance of getting approval.
Reason: Your argument has to be something more than “this is great for HR.” Support from outside HR – along with the money-saving aspect – will give you a big boost.
Linda Russo, HR manager, JR Contractors, Holden, MA
What Linda would do: To get the CFO’s attention, you have to talk savings, but I’d also try to bring in HR managers from other companies that are using the system successfully. Maybe I could use my contacts to find someone or ask the vendor to provide several names of people we could talk to.
Reason: It always helps to hear about the experience from someone who’s been there. On top of that, you might learn about some of the pitfalls and get a better idea of what you want to do.
