A User-Centered Approach to Selling Information Architecture
http://www.digital-web.com/columns/ianythinggoes/ianythinggoes_2003-02.shtml

Lash, Jeff
Digital Web Magazine

Abstract:

One of the most popular topics for discussion among those practicing Information Architecture is “selling IA.” There is a constant struggle to show the value and benefits of including information architecture techniques on a project. The most common approach to selling IA involves introducing the basic concepts, along with explanations and examples of what deliverables are produced, and some discussion of the benefits. At that point, usually the client will comment, or ask about how these procedures can fit in to a specific project. This is antithetical to the mantra of user-centered design, which says that the needs of the user should be understood before the design begins. How can one design a sales approach before understanding the needs of the client? The proper approach should be to figure out what the goals and needs of the client are before ever starting to try and sell Information Architecture as a possible solution.