Make It Real

In practice, the prism model first is used to categorize the benefits accruing to patrons participating in agency programs, and then to identify which of the eight components is (or are) most appropriate to a proposal’s justification before supporting data are collected. In this way, only the necessary information is sought, which reduces staff time and resource investment. Further, agency staff is reminded to design methods that examine and measure both the tangible and intangible aspects of those components, and to focus its report on those components rather than to oversell or confuse stakeholders by providing too much information.

Successfully “selling” programs to potential supporters and funders requires not only good data obtained by appropriately measuring both tangible and intangible aspects, but also presenting benefits previewed through a prism that accents the components of most interest to decision-makers.

Works cited:

Edginton, C.R., et al. Leisure programming: A service-centered and benefits approach. 4th ed. Boston: McGraw-Hill, 2004.

Wishart, Keith. “Speak the same language: Making a compelling case for GIS to business executives.” ArcUser: The Magazine for ESRI Software Users (Spring, 2009): 32-34.

Kim S. Uhlik is an Assistant Professor in the Department of Hospitality, Recreation and Tourism Management at San Jose State University. He can be reached via e-mail at

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Related posts:

  1. Make Partnerships Possible
  2. Solid To (And From) The Core
  3. Moving Up (Or Moving Out)
  4. Benefits-Based Staffing
  5. Protecting And Retaining Employees

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