Today, more than ever, the ability to provide compelling rationale is a skill every business leader needs to have.
Whether you’re a manager seeking additional funds for your annual budget or a director who needs more people/resources for a particular project, the business case you present will mean the difference between moving forward or stalling your strategies, recommendations and projects.
“Organizations don’t have the time to experiment and, ultimately, if they’re going to support an initiative, they want to know how to measure whether your idea will be a success and how they’ll get a return on their investment,” says Sanjay J. Dhebar, who facilitates programs at the Schulich Executive Education Centre and is a faculty member at the Schulich School of Business Faculty at York University. “That means it’s crucial to structure your presentation in a way that includes both qualitive and quantitative information.”
Dhebar is no stranger to presenting winning business cases. With a diverse background that includes various commercial leadership roles for both startups and established health care and consumer packaged goods companies, he has spent over a decade perfecting the strategies to build a successful business case.
Through his own initial experiences and those of his peers, Dhebar noticed some typical errors that cause business cases to fall flat.
“When I first started working in industry, I had many of ideas but didn’t know how to communicate them well, and a common mistake I started noticing was that people put tunnel vision on during presentations and present from their point of view rather than tailoring the presentation to those who will be approving it,” he says. “They have the information and they have the passion but what’s missing is the ability to tell the story.”
The insight caused Dhebar to begin tweaking his presentations until he developed a five-step methodology that he realized worked — every time. Today, that proven model makes up the content of Developing and Presenting a Successful Business Case, a fully online course, which Dhebar facilitates. Over a five-week period, each step builds onto the next to teach business leaders not only how to achieve professional results, but also how to save time doing it.
“A key component of selling a business case is confidence,” he says. “What I noticed happens is, as participants learn to complete the five steps in my methodology, the confidence comes naturally because they know everything is covered.”
Developing and Presenting a Successful Business Case is a self-paced online learning course that takes place in five modules over five weeks. For more information, or to register, visit the program website.