making the business case · 13 february 2017 - 10:36 am kettle used for 1 minute and 25 seconds...
TRANSCRIPT
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/1.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/2.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/3.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/4.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/5.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/6.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/7.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/8.jpg)
![Page 9: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/9.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/10.jpg)
![Page 11: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/11.jpg)
![Page 12: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/12.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/13.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/14.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/15.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/16.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/17.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/18.jpg)
![Page 19: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/19.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/20.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/21.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/22.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/23.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/24.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/25.jpg)
![Page 26: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/26.jpg)
![Page 27: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/27.jpg)
![Page 28: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/28.jpg)
![Page 29: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/29.jpg)
![Page 30: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/30.jpg)
![Page 31: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/31.jpg)
![Page 32: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/32.jpg)
![Page 33: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/33.jpg)
![Page 34: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/34.jpg)
![Page 35: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/35.jpg)
![Page 36: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/36.jpg)
![Page 37: 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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/37.jpg)
![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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/38.jpg)
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](https://reader035.vdocuments.mx/reader035/viewer/2022071000/5fbcc17db5d103529d59d42b/html5/thumbnails/39.jpg)
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!