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Business & IT Convergence - Creating a Business Case (BIC-CBC)

Course Description Schedule Course Outline
 

Course Overview

Rapidly changing environments require a new sales style. Besides acquiring increased knowledge about technologies, account teams must learn and apply new practices and skills to resonate with stakeholders outside of IT.

Account teams are challenged by an ongoing transformation:

1. Business & IT converge: IT is no longer supporting infrastructure only but is becoming the strategic platform for any organizations development. Infrastructure and applications must be aligned with corporate strategy in order to contribute significant value.

2. More and more IT budget is allocated outside the IT department due to business requirements. Beyond plain technical features, the functionality and value of complex IT solutions must be “translated“ into business terms.

3. As investments into IT are growing, managers ask for financial returns, value creation and other measures of success. IT investments must be linked with strategic and operative goals.

The third course of our transformative education program is addressing the Convince & Close phase and focuses on the financial aspects of any transformative architecture opportunity. Participants will learn to identify major architectural benefits and communicate the values supporting the corresponding business case. Knowing motivation and risk helps participants to build a compelling business case demonstrating the impact of technology on a customers’ organization and the value it creates (ROI). Mastering technical as well as business aspects will help participants to become their customer’s trusted advisor.

The course helps participants to build a compelling business case and a story. With this, account teams are equipped to present in front of any senior executive and not only in front of the IT department. The second part of this course is focused on the various negotiation and objection handling techniques to successfully close the deal.

Related Courses

We suggest that account teams should also attend the following courses in order to maximize the impact of our salesforce transformation program.

Who should attend

Key Account Manager, Account Manager, Sales Team Leader, Business Development Manager

Class Prerequisites

What You Will Learn

Upon completion of the course, you will be able to:
  • understand investment appraisal techniques customers may apply
  • Show and validate key financial indicators such as NPV, ROI and TCO
  • Evaluate the advantages/benefits of an architecture
  • Uncover motivation and risk of a transformative architecture engagement
  • Show the business impact of architectures in financial terms as a foundation for a compelling business case
  • Create a business case story and present/communicate the business case in front of business stakeholders
  • Apply the key elements of a successful negotiation and to manage objections

Outline: Business & IT Convergence - Creating a Business Case (BIC-CBC)

Investment Appraisal
  • Why companies invest and how they make investment decisions
  • Your proposal: a potential investment that competes with other investment opportunities
  • Methodology of investment appraisal (TCO, NPV, ROI and IIR)
  • What does the ROI tell us?
  • Value creation: influencing the ROI
MR FAB
  • Understand how to map features and advantages to business benefits
  • Keeping motivation and perceived risk in check
Risk Analyzis & Mitigation
  • Understand the various types of risk
  • Using perceived risk as a benefit to differentiate evaluate and adopt
  • Strategies to mitigate perceived risk
Storytelling – the Business Case Story
  • Elements of a compelling business case: risk, impact, change, gain
  • How your business case becomes a story: about heroes and mentors
  • Apply storytelling to present a compelling business case (to non IT executives)
Communication & Conversation Techniques
  • Conversation: the verbal part of communication
  • How to get into and lead a conversation (listing, questioning, messaging)
  • Manage conflicts and difficult conversations
  • Emotion drives conversations – how to deal with it?
  • Align verbal and non-verbal communication
  • Uncover and change attitude
Negotiation in Sales
  • The importance of negotiation
  • Sales vs. negotiation?
  • The HARVARD concept of negotiation
  • Preparing negotiation (give/get, concessions, goals, BATNA, etc.)
  • How to start and lead a negotiation
  • Apply the N.E.G.O.T.I.A.T.E. process
  • The psychology of influence
Objection Handling & Deal Closing
  • What is objection (handling)?
  • Identify the hidden concerns, needs and confusion
  • Manage objections successfully
  • Deal closing: thousand useless techniques
  • How to ask for the PO
Classroom Training

Duration 2 days

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