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Making the Business Case Louise Rogerson & Helen Baxter

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Page 1: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Making the Business CaseLouise Rogerson & Helen Baxter

Page 2: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Essentials of the business case….

Costs less

Does more

Page 3: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 4: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 5: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 6: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 7: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 8: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
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Page 10: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
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Page 13: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 14: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 15: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 16: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 17: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 18: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
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Page 20: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Value proposition:

Describes the benefits customers can expect from your products and

services

Ref: Osterwalder et al 2014. Value Proposition Design. Wiley & Sons

Page 21: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Customer profile

gains•What the customer wants to achieve

pains•Bad outcomes, risks, obstacles for customer

jobs•What does customer want to get done?

Page 22: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Product and Services Profile:

Gain creators

•How does your service create gains?

Pain relievers

•How does your service alleviate pains?

List services•What do you offer?

Page 23: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Physiotherapy Value Proposition for patients

• List what we offer

• Outline our ‘pain’ relievers

• Outline gain creators

• Rank by order of importance

Page 24: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
Page 25: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds
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Page 38: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Your idea - Value Proposition• List what you offer

• Outline your ‘pain’ relievers

• Outline gain creators

• Rank by order of importance

Page 39: Making the Business Case · 13 February 2017 - 10:36 AM Kettle used for 1 minute and 25 seconds Microwave used 13 February 2017 - 10:22 AM Microwave used for 2 minutes and 19 seconds

Common mistakes

• More detail does not equate to increased understanding

• Physios are naturally salespeople

• Need to see failure as learning … opportunity for growth

• Not invented here – understand the value you bring and how it is something that only you can do!

• GO GET ‘EM!


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