Selling Tech to the C-Suite? Using Business Cases May Help Gain Approvals

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Partnering with IT, getting free trials from vendors can be effective as well

When human resource leaders approach C-suite executives with requests to fund new HR technologies, they can feel a little like a teenager asking a date’s parents for permission to stay out past midnight.  

“No” is the common and often-anticipated answer, owing to HR’s position as a staff support function rather than a profit center. But human resource information system (HRIS) leaders who’ve beaten those odds say it doesn’t have to be that way.

Whether it’s seeking dollars for a human capital management (HCM) upgrade, a new cloud-based talent management system or analytics software, some proven tactics can increase the chances of getting the green light from chief financial officers (CFOs), chief executive officers (CEOs) or chief information officers (CIOs).

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