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The CFO’S Guide To Winning Your Business Case
By Gudrun Granholm, Box One, Inc.

For many operational managers one of the most difficult financial challenges involves preparing a business case. Why are some seemingly unimportant projects approved, while other worthy projects never make it to the starting gate? Is there a magic key that improves the probability that your project will be financed? In the next two columns I’d like to share with you the underlying things that help a project reach the approval stage – the CFO’s guide to giving your business case the best shot. For the purposes of this column, a business case can be a:

  • capital project request for new client management software,
  • proposal to add new services to the existing portfolio,
  • buying a competitor
  • request for funds to capitalize on an existing high growth opportunity
  • new productivity initiative to improve routing of service personnel
  • major marketing effort to penetrate existing markets.
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