Building Compelling Business Cases

Developing Proposals for New Opportunities that
Executives Need to See
Introduction

The Building Compelling Business Cases program is a one day immersive experience to simulate the challenges of evaluating and selling new ideas into complex corporate environments. 


Through the process of building  concise, compelling business cases, we’ll explore the challenges of quantifying customer value, estimating market potential, and the best techniques to effectively communicate new opportunities that get the attention of risk-adverse executives. Through a hands-on format of  case studies and business case reviews, innovators will will learn new skills, including:

 

  • How to develop a business case that meets the needs of funding executives

  • How to develop the right product plan for each stage of a new opportunity

  • Applying the right mix of concept, analysis, and storytelling to sell complex ideas

  • The secrets of selling ideas in complex companies with many stakeholders

  • How to effectively communicate market, customer and financial data

 
Program Summary

PART 1: GREAT BUSINESS CASES OVERVIEW

  • The top five questions every executive will ask

  • Four critical success factors when selling ideas

  • The structure and best approach to concise cases

  • The one-page business case

  • Case Study: Two real world business cases that worked and didn’t work to gain corporate funding. 

 

PART 2: FOCUSING ON THE KEY SUCCESS FACTORS

  • Quantifying and communicating value for each of the key stakeholders - the customers, executive, and company

  • Understanding REAL risk factors 

  • Estimating real market potential and timing 

  • Determining real execution risk

  • Exercises: Developing the elements of business cases

PART 3: BUILDING A CONCISE CASE

 

  • Pulling the elements together

  • Finding and filling gaps in compelling cases

  • Beyond SWOT - using the best models and analysis to tell your story

  • The right way to present roadmaps, marketing mixes and other elements

  • Developing and communicating concise financials

  • Case Study: Good and bad business cases and how to improve them

 

PART 4: SELLING YOUR BUSINESS CASE

  • Creating a selling plan

  • Four key influencing strategies

  • Making the big pitch

  • Messages that sell to management

  • Dos and don’t of pitching a big idea

  • Practice:  Live business case reviews and feedback

 

Download a complete outline here.

Who Should Attend

Anyone who wants to get a solid foundation in how to be an effective innovator. This is ideal for:

  • Product managers 

  • Product marketing managers

  • Aspiring engineers and product developers

  • Product, project and program managers

  • Entrepreneurs

What’s Included
  • The registration fee includes:

  • A comprehensive E-book with tools, examples and key learnings

  • Lunch and refreshments are also included

Download Details

Your Facilitator

Dorian Simpson
MBA. BSEE. Consultant. Author. Certified NPDP.
ATT. Motorola. Intel.

"The best part was how to sell an idea to executives. Very useful tips and I can see mistakes I made in the past."

- T. Fisher, US Navy

"I loved Dorian's stories from his time in Silicon Valley. Very relevant to the topics."

−J. Hershing, ABB

Dates and Locations

 

There are currently no public programs planned for this program. 

Select one of the following options: 

Notify me when a public session is offered

Contact us about an in-house program

Charlotte, NC

Tel: 971-235-4905

© 2017 Kingsley Institute