The business case and buying decision …
The business case and buying decision
It’s a great feeling! You can see that the client really gets
it. They are doing sums in their head and there’s a small
smile on their lips and a light in their eyes. It’s not just
that they like your solution. That’s important, but it’s not
enough. It is that they have worked out what it can do for
them and they’ve seen how they can get approval.
In short they’ve seen the business case!
Yet all too often we leave the business case to chance or
expect the customer themselves to do the work.
Why does the business case matter?