The Compelling Business Case

With selling very much on the agenda for 2010, customers are increasingly looking to buy great value. When you’re up against stiff competition, making sure you’ve got a compelling business case for your offer can make the difference between making the sale and missing out. We’ve developed this in-house course to help your salespeople make the most of every selling opportunity.

This workshop has been developed for managers who have commercial responsibility and need a better grasp of the key business issues that must be addressed in a business case. It is a very practical course that will be immediately applicable in your business.

What You Will Learn

• The key questions and areas you should be addressing
• Analysing and utilising information within your reporting pack
• Developing a business case that focuses on ‘fact based selling’
• Linking your ‘story’ to key corporate strategies

Workshop Content

OPERATIONAL & CAPITAL INVESTMENT

• The principles of investment appraisal
• The key ROI methodologies used
• Quantification of benefits (hard, soft & intangible)
• Best, worst & likely cases – Sensitivity analysis
• Case study

BUSINESS CASE STRUCTURE

• The effective and high impact questions you need to ask to prepare your business case
• Business case structures & templates
• The key areas you must focus on: costs, margins & sales volumes
• The consequences of not getting your business case approved
• Translating business issues into business solutions

PRESENTATION IS KEY

• Presentations that have focus & impact
• Focusing on the requirements of your audience
• Identifying & delivering key messages with clarity & consistency

DRAGONS DEN

• The opportunity to present your business case to an audience of senior managers – and receive constructive feedback on whether it was compelling!

For further information on how this course could benefit your company, please contact Claudine McClean on 01789 734300.