What's the best way to pitch BPM to a company that doesn't know that it needs it?

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A good pitch needs a good context. In the case of BPM, the context should cover: 1) concrete people, 2) their concrete problem(s) to be solved 3) your good knowledge how to use BPM as a powerful tool and 4) relevant stories.

Particular complexity of BPM is that it should be explained to different people (within an organization) in their language, in different ways, and all these explanations should not contradict each other.

Particular beauty of BPM is that it can be used for solving problems which are not usually associated with BPM. For example, a company wanted to select a common electronic publishing tool instead of 30 different tools but each from 30 departments claimed that their use of their tool is unique and it is impossible to select one common tool. As a proof each department showed their publishing processes. We remodeled all these processes with the same modeling procedure and demonstrated that all these processes use a limited set of basic services (but sometimes in different orders). As the result, we have selected a common tool which provides those basic services and can assemble them into different publishing processes.


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