We’ve offered the Raleigh community

space-saving solutions for the past 10

years. We recommend Northwind Traders

to anyone who will listen to us. They

helped us reclaim over 700 square feet of

our house!” - Annie D. Balitmore

ECONOMIC JUSTIFICATION

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Sputnik-3 has three core competencies embodied in the

implementation, training and coaching of;

(1) strategy, leadership & organisational development

(2) deep sales methodologies and

(3) customer facing intelligent software

The workshop then takes us through the process

of identifying costs and generating cost estimates

that need to be highlighted.

We then identify risks and apply measures to cal-

culate our level of exposure.

Following the cost and risk assessments, we go

through the process of selecting the appropriate

metrics, building cash flow projections and then

calculate the payback.

Finally, we craft and deliver our solution in such a

way that makes economic sense and appeals to

our prospective customer.

What do you get? By the end of the workshop, sellers will be able to:

Identify the prospective customer’s business

goals, initiatives and obstacles to success.

Highlight and quantify the solutions benefits

Develop appropriate cost estimates

Assess the risks and estimate their level of

exposure

Select the appropriate metrics

Build cash flow projections

Calculate the payback for the customer

Present the business case

Through measuring and understanding the bene-

fits, costs and risks of proposed solutions, sellers

are able to apply key financial metrics that justify

the economic benefits of their solution to pro-

spective customers.

How is it done? The Economic Justification workshop equips

sellers with the necessary skills to build a de-

tailed business case for their proposed solution.

The business case provides the necessary finan-

cial metrics to reinforce the Unique Business

Value proposition of what is on offer, while at the

same time speaking to the prospective custom-

er’s goals, initiatives and obstacles that need to

be overcome.

In the workshop sellers learn to unpack a pro-

spective customer’s goals, initiatives and the

obstacles which prevent them from successfully

executing those initiatives and in turn achieving

their goals.

After crafting a solution specific to the prospec-

tive customer, attendees are taught to map tout

he benefits of their and to estimate the value of

those benefits to the customer.

What is it? The Economic Justification workshop is a pro-

gram for entrepreneurs and organisations that

recognize the need to present detailed business

cases that include key economic measures &

justifications when proposing solutions to pro-

spective clients.

Typical challenges these people and businesses

may face include:

Failing to secure funding for projects at po-

tential customers

Losing bids to competitors

Failure to translate solution benefits into hard

economic measures

Have difficulty in convincing potential custom-

ers of their Unique Business Value proposi-

tion

Failure to build effective relationships in fi-

nance departments

What is the philosophy behind the Economic Justification work-shop?

Contact Us

Sputnik-3 Customer Centric Sys-

tems 19 Medborn Street, Midstream

Estate Centurion, South Africa

info@sputnik-3.co.za

+27 12 661 2142

www.sputnik-3.co.za

Business cases with detailed economic justifications win deals