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
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
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
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
