Future Book

THE ONE-PAGE BUSINESS CASE

How to Sell Any IT Product, Project, Solution, or Service

 

 

 

 

 

 

Table of Contents

IT Lost: Evolved Buyers, The Sales Maze, and Fat Plans.....................................................6

The Simplest Way to Sell: Introducing The One-Page Business Case................................21

Step 1, Painful Problem: Pinpoint the Hurt........................................................................37

Step 2, Sickly Status Quo: Discover the Acute Complication.............................................55

Step 3, Serious Solutions: Frame a Real Decision.............................................................66

Step 4, Realistic ROI: Think Tough With a  Simple Model.................................................95

Step 5, Believable Benefits: Build With Fact Not Fiction.................................................111

Step 6, Complete Costing: Inject Pessimism into Every Expense....................................144

Step 7, Deal Dangers: Spotlight Risks and Signpost Assumptions.................................158

Step 8, Intelligent Implementation: Forget Fat Plans and Apply Agile...........................203

Step 9, Persuasive Pitching: Sell Signal Not Noise.........................................................232

Examples of The One-Page Business Case: Software, Services, and Hardware...........249

Research Sources.............................................................................................................252

Index................................................................................................................................260

 

What you get

Learn to:

  • Discover what a business case is, why you need it, and how to write it.
  • Write an outstanding business case in 8 easy steps.
  • Distil all the key information you need to justify and sell your product, project or service.
  • Learn how to detect the half truths and outright lies found in some business cases.
  • Protect your business case against common obstacles to getting funded.
  • Produce high-return investments.

Who should use this book

This book will benefit:

  • Project managers justifying their project or program.
  • Marketers who want to differentiate their products or services.
  • Salespeople who want to sell more with a crisp, compelling business case.