One of the biggest challenges I hear these days when it comes to BI and PM initiatives is finding a sponsor.  It's not just that funding is limited, it's also that sponsors are reluctant to step up and put their neck on the line in this economy.  Sponsoring a failed initiative right now can be career threatening.

The analogy that comes to mind is The Apprentice:


Each week Donald Trump fires someone and almost invariably it is the losing project leader.  So why would anyone volunteer to be project leader and risk putting themselves squarely in The Donald's cross hairs?  In my opinion there are two answers:

1. Differentiation.  They want to differentiate themselves from their peers in the eyes of the decision-maker.  (The Donald is going to fire someone, I better give him a reason that it shouldn't be me).
2. Confidence.  They believe in their team's ability to excute on the project which mitigates the risk of being fired.

The same psychology can be applied to potential sponsors of BI and PM initiatives.  Many potential sponsors are stuck in a risk averse mode and are content to keep a low profile right now.  They'd rather sit back and let someone else step up and take the risk.  They need to be convinced of why they should even consider taking on the risk of becoming the sponsor.  They need to be pursuaded:

1. How it will positively differentiate them in the eyes of key executives
2. Why they should take on this initiative rather than other potential initiatives
3. Why now is the right time to take it on
4. That the scope is realistic and measurable
5. That the right resources are in place to execute succesfully
6. That the potential risks have been considered and mitigation plans are in place

In the past a strong business case was necessary to get funding approved but today a business case is necessary just to gain sponsorship.