Coming soon · Step-by-step Guide
Show Me the Money_ How to Determine ROI in People, Projects, and Programs
A step-by-step methodology for determining the return on investment of projects, programs, and people by collecting, isolating, converting, and reporting six types of data that culminate in a credible, conservative ROI calculation.
This is a step-by-step procedural book — we're building it into Stepcode, with a profile to follow.
What it’s about
In an era where stakeholders increasingly demand to 'show me the money,' this book provides the most documented and widely used methodology in the world for proving the value of projects and programs across virtually any function—from human resources and learning to technology, Six Sigma, meetings, public policy, and social programs. The Phillips' ROI Methodology guides readers through a comprehensive process: aligning projects with business needs, setting objectives at five levels, collecting reaction, learning, application, and impact data, isolating the effects of the project from other influences, converting data to monetary values, tabulating fully loaded costs, and calculating ROI as a percentage. Fortified with case studies, guiding principles, conservative standards, and practical tips, the book teaches not only how to evaluate completed projects but also how to forecast ROI before launching them. For managers, analysts, consultants, and executives who need credible, balanced data to justify investments and earn a seat at the strategy table, this book demystifies the conversion of hard and soft measures into believable financial results.
The through-line
- Who it’s for
- A manager, analyst, consultant, or executive responsible for proving the value of projects, programs, and people who wants credible evidence of financial contribution.
- The problem
- Projects are expensive and often fail to demonstrate their monetary value, leaving stakeholders unconvinced that investments paid off. They feel pressured, skeptical, and fearful that their projects' value cannot be proven or might be exposed as negative.
- The plan
- Align the project with a legitimate business need and set objectives at five levels.
- Collect reaction, learning, application, and impact data using credible methods.
- Isolate the effects of the project from other influences.
- Convert impact data to monetary values and tabulate fully loaded costs.
- Calculate ROI, report intangibles, and communicate results to stakeholders.
- The payoff
- Projects deliver demonstrated, credible monetary value compared with costs. · The professional earns respect, a seat at the strategy table, improved support, and justified budgets. · Decisions are based on credible facts rather than opinions or gut feelings.
See our guide
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Additional reading
- Causal Inferences in Nonexperimental Research · Blalock, H. M. Jr. (1964)
Cited as a foundational text for causal modeling, which is the basis for the structural equation models used throughout the book to analyze measurement quality and correct for error.
- Convergent and discriminant validation by the multitrait-multimethod matrices · Campbell, D. T., & Fiske, D. W. (1959)
The seminal paper that introduced the Multitrait-Multimethod (MTMM) matrix, which is the core experimental design for evaluating question quality in this book.
- Questions and Answers in Attitude Survey: Experiments on Question Form, Wording and Context · Schuman, H., & Presser, S. (1981)
The classic text on experimental survey methodology, frequently cited for its split-ballot experiments demonstrating the powerful effects of question wording and format on responses.
- Mail and Internet Surveys. The Tailored Design Method · Dillman, D. A. (2000)
Referenced as the key source for practical guidance on questionnaire layout, ordering, and administration across different survey modes, topics which the book touches on but does not cover in depth.
- Structural Equations with Latent Variables · Bollen, K. A. (1989)
Cited as a comprehensive textbook for Structural Equation Modeling (SEM), the advanced statistical technique required to implement the MTMM models and error-correction procedures central to the book's methodology.
- The Psychology of Survey Response · Tourangeau, R., Rips, L. J., & Rasinski, K. (2000)
Frequently referenced for its comprehensive model of the cognitive processes underlying survey responses (comprehension, retrieval, judgment, and reporting), which provides the theoretical explanation for why question characteristics affect data quality.
- Survey Sampling · Kish, L. (1965)
The book frequently refers to this text, recommending it as a primary resource for its comprehensive discussions of sampling practice.
- Sampling Techniques · Cochran, W. G. (1977)
Recommended by the author as a key text for its thorough treatment of the statistical theory underlying survey sampling.
- Sample Survey Methods and Theory · Hansen, M. H., Hurwitz, W. N., and Madow, W. G. (1953)
Cited as a foundational text for its discussion of the practical application of sampling methods.
- Survey Methods in Social Investigation · Moser, C. A. and Kalton, G. (1971)
Co-authored by the book's author, it provides a broader introduction to survey methods, placing sampling in context.