Business Case Development

When 5-8 prospects need internal approval, offer to co-create business case: 'Let me help you build the case for your leadership team'.

Structure business case with key sections: Executive Summary (one-page overview), Problem Statement (current pain and cost), Proposed Solution (how you solve it), Financial Analysis (ROI and payback), Implementation Plan (timeline and resources), Risk Mitigation (how you de-risk), Strategic Alignment (how it supports company goals).

Quantify current state costs: inefficiencies, manual work, lost opportunities, error rates, customer churn; calculate total annual impact.

Model future state benefits: time savings, cost reductions, revenue increases, quality improvements; show year 1, 2, 3 projections.

Calculate financial metrics: Total Cost of Ownership (TCO), Return on Investment (ROI), Payback Period, Net Present Value (NPV) if applicable.

Address executive concerns: include competitive risks of not acting, alignment with strategic initiatives, change management plan, measurement framework.

Track PostHog events: business_case_initiated, section_completed, financial_model_created, executive_review_scheduled.

Set pass threshold: Co-create business cases for ≥5 opportunities in 1 week with ≥60% securing executive approval.

Measure effectiveness: track business case win rates, time to approval, deal size impact.

Document which business case elements drive approvals; proceed to Baseline if threshold met.