Need to Convince Management? How to Build a Business Case

Johanna Rothman
Regardless of your place in the organization, you often need to convince others to spend money or time on a necessary effort. Sometimes, those proposals succeed. But too often, they don’t—and the organization suffers.
Instead, you can learn the secrets of successful consulting proposals.

Those secrets
include:
- Focusing the proposal on the ideal decision-maker,
- Explaining the tangible, intangible, and peripheral benefits, and
- Offering three options for your management’s consideration.

Don’t waste your time trying to calculate an incalculable number, such as ROI. Instead, become an internal consultant to help convince your management to fund the tools, training, or work, you need to succeed.