One of the biggest challenges for a business analyst is selling change.
People don’t like change regardless of whether it is a good change or a bad change.
In order to sell the change you not only need to get your client to understand what they are getting but also what they will lose if they don’t get the change.
The negative has a bigger effect than the positive.
If the change is going to save time, focus on the extra hours a client will have to work instead of the efficiency of the solution.
If the change is going to save money, focus on what is lost if the money is freed up rather than the money saved.