Live Webinar – November 17th 2015, 9:00 am – 10:00 am EST
Offered by: Global Knowledge UK  (REP 1999)
Duration: 1 hour 1 PDU / 1 CDU Credits: 1 PDU Category A – Free PDU

Note: Although Global Knowledge is an REP this opportunity may not have a course number and may need to be recorded as a Category C PDU. Contact Global Knowledge for further information.

This is the next webinar in GK’s new Weekly series “The Sales Excellence Webinar Series for Business Outcomes.”

The business case is a key step, used to articulate the value of the solution and positioned to the customer’s business objectives.

The business case needs to be compelling and present the proposal aligned to how the customer will evaluate the opportunity.

To be credible the business case must articulate not only the advocated solution, but highlight the business benefits that will be realised by the customer.

The key techniques and tools covered are:

• Cause and Effect Benefit Logic Model
  Understanding how we can use this process to look at both the direct and indirect business benefits of a solution architecture
• Benefit Credibility
  Use the target state blueprint views to facilitate the stakeholder review of benefit. From this review we can assess the benefits per objective. Then we score and weight rating to evaluate the relative importance of benefits to business objectives
• Solution Business Value Justification
  This process allows for the business to weigh the risk and reward of the benefit and does so through assessment by the key stakeholders. Usually the key stakeholder will be Sponsors, SMEs and the executive

Watch for these webinars on PDU Of The Day:

• Changing The Sales Engagement
• Uncovering Customers Business Needs
• Engaging with Customer Stakeholders
• Translating Requirements to Capabilities
• Managing Customer Business Requirements
• Modelling the Customers Business
• Developing Business Acumen
• Creating the Solution Business Case
• Delivering Benefits Realisation to the Customer
• Additional Development Support and Tools

PDU Category C (PMBOK 5) documentation details:
Process Groups: Executing
Knowledge Areas: 4- Integration 5 – Scope 8 – Quality

• 5.6 Control Scope
• 9.3 Develop Project Team
• 13.1 Identify Stakeholders
• 13.3 Manage Stakeholder Engagement

As a Category C ‘Self Directed Learning Activity’ remember to document your learning experience and its relationship to project management for your ‘PDU Audit Trail Folder’

Click to register for PM Strategic Planning & Sales Excellence Series: Creating the Solution Business Case