7 Steps to Navigating the ROI Discussion

想象一下，自己坐在你的机构外部的执行委员会之外。您正在等待被呼吁进行投资的案例。你相信模拟的好处。而且，你对它可以做的事情充满热情。但在某些时候，你知道你会被问到，“投资回报率是什么？”

为了使您在讨论中索赔，专家建议您找到共同点。这涉及在理解对高级管理层对高级管理层重要的事情之间进行平衡，清楚地清楚你打算提供什么，以及剩下对解决手掌问题的指标的努力。

To find that common ground and navigate the ROI discussion, follow these easy steps.

1.拥有你的数学部分，而不是所有的

You don’t have to be a CFO to engage in the ROI discussion. What’s important is that you appreciate how a CFO thinks. A CFO’s job is to maximize investment outcomes for the benefit of the organization. The hallmark for how they approach this is the formula for ROI.

Experts advise, avoid viewing your CFO and senior executives as gatekeepers. Yes, they hold the key to something you want: money. However, you hold a key to something they want: gains in organizational performance. Now more than ever, senior management is seeking solutions to achieve better performance. If you define your gains correctly, you will increase your chances of making the ROI discussion a collaborative one.

2.真实地了解你的问题

As you focus on gains, help your CFO and senior management understand the problem as you see it. What pain point are you trying to solve with simulation? Why do you need to solve that pain point now? What happens if you don’t? Why should anybody care? Communicate the problem that your organization faces in real-world terms.

回答上述问题将允许您创建一个有说服力的问题声明，即您可以用来激发项目的兴趣。以下是一位主治负责劳工和交付部门的产科医生的模拟示例：

Our staff does not respond adequately as a team to shoulder dystocia emergencies. We need to address this problem now because we’ve already experienced three cases in the past month. In each case the infant was compromised, one seriously. If we ignore this issue, we will make this problem systematic, putting our patients at predictable risk. Our organization needs to make solving this problem a priority because we cannot afford the liability, the impact to our reputation, or the potential for patient harm.

优化这一陈述以反映自己的临床领域和情况，但不要失去你在真实世界中所经历的本质，其他人可能很少看到。

3.呈现简单且专注的仿真解决方案

仿真设计越复杂，可以依赖一切连接到您所识别的增益越困难。大多数专家都建议您应将您的项目保持简单 - 特别是如果您是新的模拟。首先考虑您的指标，并确保您的仿真设计适合如何定义成功。

The following list can become quite complex if you let it:

• 仿真设备
• Instructor training
• 支持services (if necessary)
• Ancillary equipment to support the simulation, such as medical supplies and consumables
• 时间工作人员需要致力于培训，而不是在他们的常规工作中

“仿真的理由是您正在使用的目标和指标来衡量您的日常成功，”Wakemed Health＆Copyals的创新学习中心主任Amar P. Patel博士。在一天结束时，我们在这里帮助学习者对自己的技能更加有能力和充满信心。我们在这里让患者安全。“

Simulation does not have to be complex to achieve this. Match your design to your metrics.

4.现在获得具体收益

你理解并可以解释这个问题。您已创建了解决方案。现在，您可以回答您的组织能够获得的内容。它会降低风险吗？改善患者满意度？任务成就？更好的护士保留？更好的员工订婚？

美国医师领导®和HFMA协会的联合报告表明，根据帮助建立高可靠性组织的一般主题，许多收益均下降。³Drawing on their recommendations, consider outlining your gains in terms of patient safety, quality, patient satisfaction, and financial margin. If your solution leads to positive gains in any of these categories, you’ve now touched on areas where senior management is likely to focus. The good news for you is that you may be the first ever to introduce them to simulation as a solution.

5.在您到达那里之前在会议室内创建倡导者

继续保持您的首席财务官，并拓宽您的支持基地。联系决策者并要求他们的帮助。邀请他们看到并体验您寻求解决的问题。安排他们参加模拟并向他们展示模拟如何以其他解决方案可以的方式解决问题。

According to Joe Fifer at HFMA, “As a hospital CFO I saw great ideas daily. The ones that really got my attention and commitment were sponsored by people who got me actively involved so I could experience the problem first hand, sometimes even at the patient’s bedside.”

By getting members of your senior management involved, you’ll be presenting to an audience that already feels some ownership of the problem and are more likely to view your efforts as a problem-solving session rather than a bid for funding.

7.站在门里。去！这是你在哪里把它放在一起，并为投资的强大案例

在这里你可以把它放在一起,马ke a powerful case for investing in simulation.

• 引领痛点。解释为什么它现在需要解决，如果你没有，未来看起来像什么
• Explain why simulation is the best solution
• 提出费用，但根据具体，可测量和重要的收益，为未来创造更好的愿景
• 通过更好的参与来展示如何，您可以以其他解决方案不能提供短期增量增益

By getting your CFO and other key stakeholders involved early in the process, you’ll be confident in framing the discussion in terms that they can understand and appreciate.

Summary

Your senior management’s ultimate goal is to implement solutions that advance the functions of your institution—while giving them the greatest ROI. You know the advantages of simulation training. And now you have the background to effectively present your case.