9      MAKING A BUSINESS AND FINANCIAL CASE

James Cadle

INTRODUCTION

A business case is a key document in a business analysis project and is the place where the analysts present their findings and propose a course of action for senior management to consider. This chapter considers the purpose, structure and content of a business case and provides some guidance on how to assemble the information and to present the finished product. One thing worth remembering is that, to some extent, a business case is a ‘sales’ document, aimed at getting people to take a decision. Therefore, some of the key rules of successful selling apply: stress benefits, not features; sell the benefits before discussing the cost; get the ‘buyers’ to understand the size ...

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