A business case is a document or a presentation that helps a person or people understand the benefits and risks of an opportunity or recommendation. It compares alternatives and the proposal's benefits with other options and the limitations of the status quo. A strong business case establishes urgency and delivers a compelling argument for implementation. This session explores how to develop and present a persuasive business case.

Understand and deliver the three components of a strong business case.

A business case compares money spent and made over time for a financial decision. This impacts the customer compared to other options or alternatives they may be considering.

• How well do you currently quantify and articulate the financial benefits of your solution instead of just the features, and where are the gaps in making those benefits precise, quantifiable, and verifiable for individual customers?
• What alternatives or status-quo options might your prospect be comparing you against, and how can you explicitly address them in your business case to make your solution the priority?
• At what moment(s) in your sales process should you introduce or reinforce urgency, and how might you weave urgency into the business case so that it feels natural rather than forced?

• What is a business case?
• Why develop and present a business case?
• How do business cases establish urgency?
• How do you represent financial benefits throughout the sales process?
• Quantify the benefits of your solution with your customer.
• Establishing a financial advantage.
• Examples of financial benefits are evaluated and discussed.
• Your financial case must prove that your benefits outweigh the rewards of all other options.

• Be able to identify and represent financial benefits throughout the sales process.

• Recognizing favorable financial opportunities for customers concerning your products, services, and solutions.
• Provide precise, quantifiable, verifiable data based on unique customers.