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Examining the Business Case – The Cost-Benefits Equation
The business case can take many forms, but at its core is one key question — why should we buy? or more to the point: How will this purchase help the organization (department/unit) succeed? The...
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The Role Of The Business Case
Why is the business case so important? Well, the key reasons the business case is now at the center of major buying decisions are listed below. 1. Drives business success: It ensures any projects,...
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Salespeople Grapple With The Business Case
Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? As one UK veteran salesperson told us recently, ‘I have seen more business...
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What Is The Business Case?
One of the most powerful realizations for sellers is that when it comes to the complex sale there are no buying decisions, only business decisions. The implication is that buying decisions which in the...
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What Are Buyers Thinking?
Why do buyers do what they do? Why do they choose one supplier over another and choose some projects to be scrapped, while others are advanced? These are questions that understandably intrigue...
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Buyers Face 3 Business Case Challenges
Predicting the future is not easy, but that is exactly what the business case must attempt to do. This is particularly true in a time of market turbulence. Today’s perfect plan could be completely...
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Examining the Business Case – The Building Blocks
The term business case can mean different things to different people. For this reason it is helpful to explain the key elements of a business case in terms of other more universally understood business...
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How To Make Your ROI More Buyer-Friendly
As with building skyscrapers, the temptation for sellers in building a business case is to add another floor of benefits in a bid to achieve the highest possible ROI for the buyer. However, it is...
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Selling To The Buyer’s Primary Ratio
Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how...
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Why Only Hard Savings Can Close The Deal
Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction. However, increasingly only hard savings have the power to...
View ArticleBuying Logic Examined
Clearly one of the key trends in respect of organizational buying is the movement towards the application of business logic to buying decisions. It is clear that features and benefits will not swing...
View ArticleExamining the Business Case – The Political Dimension
A business case is an economic argument for investing in a project or purchase. However, it is not purely economic, but also political. In this context the successful business case will involve a...
View ArticleExamining the Business Case – Considerations Of Risk
The business case requires much more than a cost-benefit analysis — that is too simplistic for complex business decisions. For example, a more in-depth analysis would highlight that while the payback...
View ArticleSalespeople Grapple With The Business Case
Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? As one UK veteran salesperson told us recently, ‘I have seen more business...
View ArticleThe Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps a direct ‘no’ is less common than people think. Those in procurement and finance have found a more effective way of...
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