Presenting a Business Case
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Have you ever wondered how to present a business case? It's really a sales pitch and it's all about knowing your decision makers (your customers). Using various tools and tactics, including a detailed stakeholder engagement plan, anyone can present an effective business case and get their idea approved with full buy-in.
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Presenting a Business Case
- 1. The Case For Making A Business Case with Dave Macdonald, CMA March 12th, 2013 Presentation for the BC Legal Management Association Monday, 18 March, 13 1
- 2. Agenda: Building a Business Case Introduction Goals In鍖uencing Your Decision Makers (Parts 1-4) Break In鍖uencing Your Decision Makers (Part 5) Getting Your Plan Together (1 Part) Monday, 18 March, 13 2
- 3. Introduction: Why Dave Macdonald? Certi鍖ed Management Accountant since 2008 Start-up and small business management consultant since 2007 Communications, marketing, and social media consultant since 2010 Monday, 18 March, 13 3
- 4. Introduction: What is today about? Know why the project needs to happen. Know your decision-makers. Know your projects outcomes. Know your projects risks. Photo modified and used under CC license Sean MacEntee. Monday, 18 March, 13 4
- 5. Introduction: Detailed Agenda In鍖uencing Your Decision Makers: 1. Knowing Project Outcomes 2. Knowing the Investment 3. Knowing the Stakeholders 4. Aligning Perspectives Q&A Break Monday, 18 March, 13 5
- 6. Introduction: Detailed Agenda In鍖uencing Your Decision Makers (contd): 5. Pre-sell The Plan & Collect Feedback Compiling The Business Case Q&A Monday, 18 March, 13 6
- 7. Knowing Outcomes Improve Competencies Ef鍖cienc y Marketing Values Monday, 18 March, 13 7
- 8. Knowing the Investment and Return on Investment Implementation Costs (investment) *Revenue Generation (return) *Cost Savings (return) Monday, 18 March, 13 8
- 9. Knowing the Relevant Costs New Option $600 } Status Quo $190 250 $450 $105 -$5 $300 270 360 300 250 $150 2009 250 2010 2011 25 $0 2012 Communications Costs 2013 Monday, 18 March, 13 9
- 10. De鍖ning the Relevant Costs Costs the organization would not otherwise incur Relevance is determined by the decision makers The cost of a project is determined by how far out you are able to measure Monday, 18 March, 13 10
- 11. Knowing the Relevant Costs New Option Year 1: $600 Status Quo $190 250 $450 Year 2: $105 Year 3: -$5 $300 270 360 300 250 $150 2009 250 2010 2011 25 $0 2012 Communications Costs 2013 Monday, 18 March, 13 11
- 12. Two Hidden Costs/Savings 1. Salaried Labour Costs 2. Overhead Costs Monday, 18 March, 13 12
- 13. The Double-Edged Sword of Hidden Costs and Savings Great, lets put Awesome. We can Saves on so&so to work Labour reduce labour. on x. Great, we can reduce Saves on Great, lets use spending on z. Space, that resource Overhead for y. Were spending the , Etc. money anyway so why bother? Monday, 18 March, 13 13
- 14. Return on Investment Review Know the Relevant Costs Know the Return on Investment Over Several Periods Understand the Hidden Costs Monday, 18 March, 13 14
- 15. Know the Decision Makers Monday, 18 March, 13 15
- 16. Monday, 18 March, 13 16
- 17. Decision Maker Monday, 18 March, 13 17
- 18. Decision Makers Monday, 18 March, 13 18
- 19. Resource Strain Cash Flow Marketing Information In鍖uencers Sources Municipal / Provincial Goings-on Presentation Leadership Monday, 18 March, 13 19
- 20. Stakeholders Stakeholders vs Decision Makers Identify All Stakeholders Decision Makers End Users Vendors Ask: Is there enough overall push for this project? Monday, 18 March, 13 20
- 21. You Decision Maker(s) Rest of Company Aligning Perspectives Monday, 18 March, 13 21
- 22. Aligning Perspectives For whom do your key outcomes matter? Can you match your prospective outcomes to decision makers and stakeholders? This is sales. Monday, 18 March, 13 22
- 23. Pre-Selling & Getting Feedback Engage all the stakeholders with a lot of questions The types of questions are important People get bought-in when they feel listened-to Multiple perspectives strengthen your ability to make a business case Monday, 18 March, 13 23
- 24. Questions for Pre-Selling & Getting Feedback How do you currently communicate with colleagues and clients? Do you have frustrations when you do x? What does it mean for you to have outdated information? Find questions that reinforce your prospective outcomes Monday, 18 March, 13 24
- 25. Thank you! http://www.yupana.ca Dave Macdonald, CMA e: dave@yupana.ca p: 604-897-3351 Monday, 18 March, 13 25
- 26. Business Model Canvas Monday, 18 March, 13 26
- 27. Photo Credits 際際滷 4: Modi鍖ed and used under CC license from Sean MacEntee. 際際滷 7: Money. Modi鍖ed and used under CC license from Tax Credits. 際際滷 7: Hockey Practice. Modi鍖ed and used under CC license from GoonSquadSarah. 際際滷 7: Light Bulb. Modi鍖ed and used under CC license from John Steven Fernandez. 際際滷 7: Recycling Containers. Modi鍖ed and used under CC license from Soctech. 際際滷 7: Hertz Marketing. Modi鍖ed and used under CC license from x-ray delta one. 際際滷 16. Hippo. Modi鍖ed and used under CC license from DEMOSH. 際際滷 17. Enthusiastic Audience. Modi鍖ed and used under CC license from bpsusf. 際際滷 18. Panel Interview. http://www.hrnasty.com. Monday, 18 March, 13 27