Winning a Business Deal -

Winning a Business Deal

OVERVIEW

Do you want to present a compelling case for your audience to get all “Yes's" so that you win the contract over? This Winning a Business deal course is carefully crafted to help you define via solutions to your clearly defined business problem or new product.

We also provide you a framework for business case development and techniques that fit any type of projects that needs funding or management approval.

Benefits for Organization.

Reduce consultancy costs.
Faster throughput and a clear, proportionate approval process.
Improve quality of decision making.

LEARNING OUTCOME

Upon completion of this Business Case program, the participants will be able to:

Set clear objectives – what you want to achieve from the investment.
Construct a clear business case to make better business decisions.
Consider a range of potential solutions – ensuring an optimal balance of benefits, cost and risk.
Craft compelling business plan.
Apply risk assessment techniques to forecast and mitigate issues.
Prioritize alternative solutions according to key decision criteria.
Present the business case to critical stakeholders.
Creating a persuasive executive summary.

LEARNING METHODOLOGY

This is an experiential training which integrates learning through videos, role plays, presentations, activities, business games, case studies, presentations, group discussions and reflection.

Module 1: Introduction

Fundamentals of a business case
Where the business case fits into the project life cycle
Business case as an Organization Process Asset (OPA)

Module 2: Defining and Presenting Business Case

Effective Executive Summary
Project Initiative
Strategic Alignment
One project vs Multiple projects to achieve mission
SMART objectives and key performance indicators
Proving that benefits are realized

Module 3: Documenting the Case

How much details are required
Harvesting stakeholder goals
Clarifying the business drivers
Applying the stakeholder perception matrix
Creating the problem statement
Turning goals into business requirements

Module 4: Justifying the Case

Identification and prioritization of alternative solutions
Cost / benefit analysis
Terminology and financial metrics
Estimating techniques
Process-related impacts
People-related impacts
System-related impacts
Quantifying Implementation costs
Quantifying Ongoing/operating costs
Quantifying Benefits

Module 5: Comparing Costs and Benefits

Estimating costs; Cost Estimation Worksheet
Evaluating and selecting financial appraisal methods
Forecasting benefits
Categorizing tangible and intangible benefits
Proving intangible benefits with a benefits rationale
Creating and applying a basic cost model
Employing four common financial analysis tools
Producing a cash flow model

Module 6: Managing Business Case Risk

Risk assessment methods and tools
Recognizing the impact of time and risk
Creating and using a risk register
Applying a risk assessment matrix
Prioritizing risks
Framing risk with your stakeholder analysis
Aligning risk evaluation with stakeholder point of view

Module 7: Targeting Your Recommendation

Delivering and positioning the solution
Three common decision-making heuristics
Aligning the business case with stakeholders
Aligning and prioritizing initiatives
Prioritizing and selecting alternatives
Selecting the business case delivery methodology

Module 8: Crafting a Persuasive Business Case

Preparing the document
Overcoming the business document paradox
Minimizing content to get maximum results
Polishing the Executive Summary
Avoiding common mistakes

Module 9: Presenting the Business Case

Organizing your presentation
Revisiting key decision-maker hot buttons
Preparing the message
Sequencing the content
Tailoring your presentation to the audience
Selecting the delivery medium
Communicating your case with confidence
Generating feedback for improvement

Business analysts
Project managers and anyone who creates business cases to justify investment in a program, product or purchase, as well as business and technical evaluators who evaluate and report on business cases.

This course includes