Helping Your Customers Build the Business Case for Professional Services

For years one of the key challenges of selling professional services has been monetizing the “intangible” and articulating the business outcomes delivered through the PS portfolio, a.k.a. building the business case. Business outcomes are the very source of value creation for customers. During the sales process, providers must be proficient at defining business outcomes to be achieved and linking their services to those outcomes. The business case must include financial and non-financial value, ROI, strategic alignment, risk factors and mitigation, and more. This can only be done with a business case built collaboratively with the customer. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. The session goal will be to identify the key elements of the professional services business case and the keys to successful business case selling. Participants should share their company’s practices and what has worked and what hasn’t. Experienced and emerging PS providers will both benefit.