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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