Building and presenting an investment case
Step 1 / 3·The five parts of a business case
0/3 steps done
Learning objectives — after this module you will:
- Build a five-part business case
- Present in the order executives can act on
- Prepare for the hard questions
The five parts of a business case
Get a reusable frame for every proposal.
A proposal to invest in people is structurally no different from a proposal to buy machinery or enter a new market. Using the same structure is the fastest way to have your proposal treated on equal terms with the others.
What leaders look for in each part
| Part | The listener's unspoken question | Common mistake |
|---|---|---|
| The business problem | Is this my problem, or just HR's problem? | Opening with the solution rather than the problem |
| The cause | Are you sure that is the cause? | Concluding the cause from impressions rather than data |
| Options | Is there a cheaper way? | Presenting only one option — which makes the listener feel cornered |
| Cost and benefit | When does it pay back, and what do I give up to fund it? | Stating the benefit without saying when and how it is realised |
| Risk and measurement | If it does not work, when will we know? | Omitting this part — which is what makes a proposal most credible |
Always include an alternative
Present at least three: do it fully, do a minimal version, and do nothing. The 'do nothing' option must state the cost of not acting. This shifts the conversation from 'approve or not' to 'which option' — and that is the conversation you want.
Key takeaway: Five parts: problem, cause, options, cost and benefit, risk and measurement — always with an alternative.