McGill Executive institute

Building and Selling a Winning Business Case

Available dates

Nov 27—28, 2019
2 days
Montreal, Quebec, Canada
CAD 1995 ≈USD 1508
CAD 997 per day
May 27—28, 2020
2 days
Montreal, Quebec, Canada
CAD 1995 ≈USD 1508
CAD 997 per day


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About the course

You’ve solved a problem and are ready to propose a solution or you have a great idea that will shift the way you do business. When we communicate our recommendations, we often tell the story of how we arrived at the solution instead of why the solution should be adopted, forgetting that our reasoning isn’t obvious to our audience.

Through this program, participants will learn the language, tools and techniques to develop, critically assess and present a compelling business case from a strategic view. Participants will start by gaining skills and knowledge in analyzing financial information and developing business improvement and business development investments. Next, participants will learn how to use the pyramid principle to develop a persuasive pitch and convince stakeholders to invest in their solutions.

Key Benefits & Takeaways

  • Properly evaluate business decisions
  • Analyze key financial information
  • Interpret ROI calculations
  • Use the pyramid principle
  • Structure clear and persuasive arguments
  • Prepare and present business cases
  • Understand your audience and cater to their needs

Topics covered during the program

** Day One**

Understanding key financial decision-making tools

  • Time value of money
  • Opportunity cost

Evaluating Investment Decisions

  • NPV
  • Discounted cash flow
  • Internal Rate of Return
  • Payback Period
  • Profitability Index

Day Two

Structuring your pitch

  • Pyramid principle
  • Opportunity statements

Knowing your Audience

  • Building trust
  • Comfort zones

Successfully pitching your business case

  • Increase awareness
  • Verbal, para-verbal and non-verbal communications
  • How to deliver your message
  • Managing time

Who should attend

This program is designed for managers, executives, engineers, and entrepreneurs who need a toolkit for business growth. Participants will learn how to provide more impactful solutions and successfully pitch them to ensure buy-in.

Trust the experts

Richard Donovan

Prior to joining McGill in July 1997, Richard Donovan worked at a top Canadian life insurance company for 8 years, where he held positions such as Systems Consultant, Senior Training and Development Consultant, and as a Production Manager supervising a staff of eighteen. Since his arrival at McGi...


Sujata Madan

Sujata Madan is a McGill professor teaching in the areas of corporate finance, portfolio management, microeconomics and international business. With a degree from the Massachusetts Institute of Technology (MIT) and an MBA from the Indian Institute of Management, she worked with the Boston Consult...


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