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IT Business Value

Since its inception, Lawrence Associates has specialized in helping organizations quantify the business value of technology solutions within their organization - whether Corporation, Education or Government. Today, Lawrence Associates has evolved to support our clients' successful deployment of their software investments, including - but not limited to - library automation, CRM, EPPM, the Microsoft Office SharePoint Server (MOSS) platform and other Microsoft solutions, by providing business value justifications and Total Cost of Ownership (TCO) analysis.

Our team includes MCTS-certified MBAs that can work with business stakeholders to improve business processes that reduce costs, improve time to market, encourage rapid adoption of new or next generation software solutions, and increase revenue. Collectively, the consulting team has delivered over 250 business cases on IT products over the last 10 years. Our Business Value Practice specializes in customized consulting engagements. Our typical engagements may include:

  • Business Value Assessments, optionally including sustainability ("green") impact
  • Comparative compete assessments such as L4U/TLC, Windows/Linux, Exchange/Notes
  • EPPM, ERP, CRM, Mobility and/or Business Process Reengineering Strategy Consulting
  • Worldwide Market Research, ROI assessments of IT Optimization, and Analytics
  • White Papers, Evidence, and Case Studies

Our BVA Practice’s reputation with our customers reflects the following:

Enhancing Field Sales Results:

  • An ideal blend of business acumen, understanding of sales and customers, and a hunger to reach end users that is realized through the ability to deliver your key messages globally across any platform
  • Improved performance that is documented through shorter sales cycles, lower cost of sale, and increased EA value
  • Deep domain expertise with world-wide field sales organizations, their clients and partners
  • Programmatic BVA offering which can include the training of internal staff in the process
  • Deep understanding of our customers' culture & systems – Field and Corporate


We use Microsoft’s Rapid Economic Justification (REJ) methodology to generate business cases - a proven methodology that generates a typical business case in 4 to 6 weeks with minimal impact on the organization. For multi-million dollar, multinational software and solution BVAs, our consultants have experience in six to twelve month engagements as well.

REJ is a 5-step process, conducted partially on-site:

  • Business Assessment
  • IT Solution
  • Cost/Benefit Analysis
  • Risk Management
  • Cash Flows and ROI

The deliverables include a business case documenting the strategy, the costs and benefits, risks, recommended risk mitigation strategy and ROI. ROI is calculated with Internal Rate of Return (IRR) and Net Present Value (NPV). Both private sector and public sector clients are becoming increasingly interested in the sustainability (“green”) impact of their decisions, and request inclusion of this assessment in our report. Our TCO calculators may also be incorporated and shared in an Excel document, such that CIOs are able to make their own adjustments as necessary with their Business Development Managers.

Execution Excellence:

  • Dependability, predictability and quality
  • Predictable pricing model
  • Working directly with OEM, alliance partners, sales, marketing and end customers
  • Experience in enterprise enablement, including optimization tools
  • Proactive project management that reduces burdens and surprises on the part of program managers and stakeholders
  • Excellent customer service (with stakeholders and their internal customers)

Select Business Value Assessment Engagements:

 We have been engaged to support all products and with various business sectors and segments. Our select world-wide client list includes:

  • Cox Communiations (USA)
  • International Bank of Commerce (IBC)
  • Vivendi
  • Barnes & Noble
  • Peel District School Board (Canada)
  • DuPont
  • Qwest
  • Avon
  • Instituto Mexicano Del Seguro Social (Mexico’s Social Security Organization)
  • 7-Eleven
  • GE Medical Systems
  • Gentiva Health Care