Building and Selling a Winning Business Case

McGill Executive institute

What are the topics?

McGill Executive institute

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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.

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

Experts

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...

Nathaniel Haeems

Nathaniel started his career at Starbucks, highlighting the need for stores and staff to be oriented towards customer’s needs. He spent seven years in the pharmaceutical industry and worked at GlaxoSmithKline as part of a three year leadership training program, tasked to evolve the operation towa...

Videos and materials

Building and Selling a Winning Business Case at McGill Executive institute

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.