While most sales individuals get to what a prospect needs in a solution many fail to understand why they need it. An ideal business case should contain the following information:
The status quo
Problems with the status quo
The impact of those problems on the prospect’s business
The trigger behind initiating the change
Must haves that the new solution should contain and why they are must haves
Everything else like who the decision maker will be, the numbers involved and time lines are irrelevant to the business case. They only serve as additional qualifying parameters.
Here is our infographic inspired from the earlier blog post.