The Case For Making A Business Case with Dave Macdonald, CMA ...
Agenda: Building a Business Case • Introduction • Goa...
Introduction: Why Dave Macdonald? • Certified Management Accountant sinc...
Introduction: What is today about? • Know why the project needs to ...
Introduction: Detailed Agenda • Influencing Your Decision Makers: ...
Introduction: Detailed Agenda • Influencing Your Decision Makers (co...
Knowing Outcomes Improve Competencies ...
Knowing the Investment and Return on Investment • Implementation Costs (investment) ...
Knowing the “Relevant Costs” New Option ...
Defining the “Relevant Costs” • Costs the organization would not ...
Knowing the “Relevant Costs” New Option Year 1: ...
Two Hidden Costs/Savings 1. Salaried Labour Costs ...
The Double-Edged Sword of Hidden Costs and Savings “Great, let’s put “Awesome. We ca...
Return on Investment Review • Know the Relevant Costs ...
Know the Decision MakersMonday, 18 March, 13 15
Monday, 18 March, 13 16
Decision MakerMonday, 18 March, 13 17
Decision MakersMonday, 18 March, 13 18
Resource Strain Cash Flow Marketing ...
Stakeholders • Stakeholders vs Decision Makers • Identify All Stakeholders ...
You Decision Maker(s) ...
Aligning Perspectives • For whom do your key outcomes matter? • Can you match ...
Pre-Selling & Getting Feedback • Engage all the stakeholders with a lot o...
Questions for Pre-Selling & Getting Feedback • “How do you currently communicate ...
Thank you! http://www.yupana.ca Dave Macdonald, CMA ...
Business Model CanvasMonday, 18 March, 13 26
Photo Credits • Slide 4: Modified and used under CC license from Sean MacEntee. ...
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Presenting a Business Case

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.
Published on: Mar 4, 2016
Published in: Business      
Source: www.slideshare.net


Transcripts - 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 AssociationMonday, 18 March, 13 1
  • 2. Agenda: Building a Business Case • Introduction • Goals • Influencing Your Decision Makers (Parts 1-4) • Break • Influencing Your Decision Makers (Part 5) • Getting Your Plan Together (1 Part)Monday, 18 March, 13 2
  • 3. Introduction: Why Dave Macdonald? • Certified Management Accountant since 2008 • Start-up and small business management consultant since 2007 • Communications, marketing, and social media consultant since 2010Monday, 18 March, 13 3
  • 4. Introduction: What is today about? • Know why the project needs to happen. • Know your decision-makers. • Know your project’s outcomes. • Know your project’s risks. Photo modified and used under CC license Sean MacEntee.Monday, 18 March, 13 4
  • 5. Introduction: Detailed Agenda • Influencing Your Decision Makers: 1. Knowing Project Outcomes 2. Knowing the Investment 3. Knowing the Stakeholders 4. Aligning Perspectives • Q&A • BreakMonday, 18 March, 13 5
  • 6. Introduction: Detailed Agenda • Influencing Your Decision Makers (cont’d): 5. Pre-sell The Plan & Collect Feedback • Compiling The Business Case • Q&AMonday, 18 March, 13 6
  • 7. Knowing Outcomes Improve Competencies Efficienc y Marketing ValuesMonday, 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 2013Monday, 18 March, 13 9
  • 10. Defining 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 measureMonday, 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 2013Monday, 18 March, 13 11
  • 12. Two Hidden Costs/Savings 1. Salaried Labour Costs 2. Overhead CostsMonday, 18 March, 13 12
  • 13. The Double-Edged Sword of Hidden Costs and Savings “Great, let’s put “Awesome. We canSaves on so&so to work Labour reduce labour.” on x.” “Great, we can reduce Saves on “Great, let’s use spending on z.” Space, that resourceOverhead for y.” “We’re 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 CostsMonday, 18 March, 13 14
  • 15. Know the Decision MakersMonday, 18 March, 13 15
  • 16. Monday, 18 March, 13 16
  • 17. Decision MakerMonday, 18 March, 13 17
  • 18. Decision MakersMonday, 18 March, 13 18
  • 19. Resource Strain Cash Flow Marketing Information Influencers Sources Municipal / Provincial Goings-on Presentation LeadershipMonday, 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 PerspectivesMonday, 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 caseMonday, 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 outcomesMonday, 18 March, 13 24
  • 25. Thank you! http://www.yupana.ca Dave Macdonald, CMA e: dave@yupana.ca p: 604-897-3351Monday, 18 March, 13 25
  • 26. Business Model CanvasMonday, 18 March, 13 26
  • 27. Photo Credits • Slide 4: Modified and used under CC license from Sean MacEntee. • Slide 7: Money. Modified and used under CC license from Tax Credits. • Slide 7: Hockey Practice. Modified and used under CC license from GoonSquadSarah. • Slide 7: Light Bulb. Modified and used under CC license from John Steven Fernandez. • Slide 7: Recycling Containers. Modified and used under CC license from Soctech. • Slide 7: Hertz Marketing. Modified and used under CC license from x-ray delta one. • Slide 16. Hippo. Modified and used under CC license from DEMOSH. • Slide 17. Enthusiastic Audience. Modified and used under CC license from bpsusf. • Slide 18. Panel Interview. http://www.hrnasty.com.Monday, 18 March, 13 27

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