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The Case For Making A Business Case with Dave Macdonald, CMA March 12th, 2013 Presentation for the BC Legal Management Association 1 Monday, 18 March, 13

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.

Text of 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 Inuencing Your Decision Makers (Parts 1-4) Break Inuencing Your Decision Makers (Part 5) Getting Your Plan Together (1 Part)Monday, 18 March, 13 2
  • 3. Introduction: Why Dave Macdonald? Certied 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 projects outcomes. Know your projects risks. Photo modified and used under CC license Sean MacEntee.Monday, 18 March, 13 4
  • 5. Introduction: Detailed Agenda Inuencing 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 Inuencing Your Decision Makers (contd): 5. Pre-sell The Plan & Collect Feedback Compiling The Business Case Q&AMonday, 18 March, 13 6
  • 7. Knowing Outcomes Improve Competencies Efcienc 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. Dening 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, lets put Awesome. We canSaves on so&so to work Labour reduce labour. on x. Great, we can reduce Saves on Great, lets use spending on z. Space, that resourceOverhead 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 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 Inuencers 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: [email protected] p: 604-897-3351Monday, 18 March, 13 25
  • 26. Business Model CanvasMonday, 18 March, 13 26
  • 27. Photo Credits Slide 4: Modied and used under CC license from Sean MacEntee. Slide 7: Money. Modied and used under CC license from Tax Credits. Slide 7: Hockey Practice. Modied and used under CC license from GoonSquadSarah. Slide 7: Light Bulb. Modied and used under CC license from John Steven Fernandez. Slide 7: Recycling Containers. Modied and used under CC license from Soctech. Slide 7: Hertz Marketing. Modied and used under CC license from x-ray delta one. Slide 16. Hippo. Modied and used under CC license from DEMOSH. Slide 17. Enthusiastic Audience. Modied and used under CC license from bpsusf. Slide 18. Panel Interview. http://www.hrnasty.com.Monday, 18 March, 13 27