If you find that you are increasingly being asked to
prove a Return on Investment before customers sign on the
dotted line then read on ...
Business case justification to support buying decisions is
no longer reserved for large capital acquisitions, but is
being used on smaller purchases and also now covers service
and solution based purchases as well. More frequently,
customers are expecting the supplier to do the work to produce
the business case and financial justification model. Even if
the customer does not request such a justification, your
competitors may be providing it as a part of their proposal
and as a result you may be at a disadvantage when trying to
win the work.
Intellect's Marketing Group are hosting a seminar on ROI
on 3rd November 2004. The session will also look at ways in
which business case justification can be incorporated and
embedded within the whole customer engagement process.
Business case justification needs to be a fully integrated
part of the selling process if it is to work effectively. It
is important that your customer engagement staff (sales,
account managers, etc) are familiar with the techniques
required to gather the necessary information to enable to
preparation of a business case and financial justification to
support your proposals.
By the end of the session, you will go away with the means
of starting to create your own process for building business
cases. We will leave you with 10 top tips to help with your
own process. The final deliverable for you should eventually
include:
- More first time sales
- More repeat business
- More profitable sales
- Better qualified opportunities
- Less time wasted on things you cannot win
As an active member of Intellect, formerly the Computer
Software & Services Association, Performative regularly
contributes to group meetings.
For time and venue information for the
seminar, email us now or call us on 01494 582 084
