Business Case

 Ray Collis

Examining the Business Case – The Cost-Benefits Equation

Examining the Business Case – The Cost-Benefits Equation
This entry is part of 12 in the series Business Case

The business case can take many forms, but at its core is one key question — why should we buy? or more to the point: How will this purchase help the organization (department/unit) succeed? The business case clearly outlines the value equation of the proposed purchase that reflects not only costs, benefits and risk, but also how […]

 Ray Collis

Examining the Business Case – The Political Dimension

Examining the Business Case – The Political Dimension
This entry is part of 12 in the series Business Case

A business case is an economic argument for investing in a project or purchase. However, it is not purely economic, but also political. In this context the successful business case will involve a process of extensive involvement with stakeholders and will be written, or at least reviewed, by cross-functional committees. This is essential to creating […]

 Ray Collis

The Role Of The Business Case

The Role Of The Business Case
This entry is part of 12 in the series Business Case

Why is the business case so important? Well, the key reasons the business case is now at the center of major buying decisions are listed below. 1. Drives business success: It ensures any projects, purchases or investments enable the organization to achieve its objectives. 2. Allocates scarce resources to maximum effect to get the best […]

 Ray Collis

Examining the Business Case – Strategic Fit

Examining the Business Case – Strategic Fit
This entry is part of 12 in the series Business Case

When the numbers of the cost-benefit equation stack up and an attractive payback is evident, even making allowance for risk and compliance, is the result a compelling business case? Perhaps not, because managers must demonstrate that the project fits with the pre-existing jig-saw of organizational priorities, goals and strategies. They must demonstrate the purchase will […]

 John O' Gorman

Think Business Case Not Sales Proposal

Think Business Case Not Sales Proposal

Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? Probably not. As one salesperson told us recently; ‘I have seen more business cases in the past year than I have in the previous 19 years’. With budgets being squeezed in response to the […]

 Ray Collis

Are Buyers and Sellers Really on the Same Page?

Are Buyers and Sellers Really on the Same Page?

You know the song ‘you say tomato, I say tomatoe – let’s call the whole thing off!’.  Well buyers sometimes feel that way when dealing with salespeople. For example, when it comes to looking at orders and how they are won, there is a fundamental duality between vendors and buyers.  Here is why: Vendors are […]

 John O' Gorman

The Business Case Is King!

The Business Case Is King!
This entry is part of 12 in the series Business Case

One of the key trends of concern to sellers is the rise in importance of the business case in the making of important buying decisions. The reality is that the business case is King and that means sellers must bow before it. (a) Putting the Business Decision First Major purchase decisions are first and foremost […]

why-buy-smallad
The latest research on how buyers buy
Who makes the buying decision