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The Key to the C-Suite
book

The Key to the C-Suite

by Michael J. NICK, Jill KONRATH
June 2011
Intermediate to advanced content levelIntermediate to advanced
208 pages
4h 13m
English
AMACOM
Content preview from The Key to the C-Suite

CHAPTER 8BUILDING YOUR BUSINESS CASE

We have spent the first seven chapters of this book getting to this point. Building your business case is a key success factor in selling complex goods and services. It must encompass all of your work with your prospect and provide a compelling story that says, “Buy from me, and buy from me now!” A business case is the document that you will ultimately use to present your solution. It should include all of your research, findings from discovery, expectations, and recommendations.

A high-quality business case will consist of many sections that display information that you have collected, calculated, forecasted, and projected. In this chapter, we will cover eight sections that we believe to be the most important. ...

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Publisher Resources

ISBN: 9780814417300