XWe have detected your location as outside the U.S/Canada, if you think this is wrong, you can choose your location.

Palgrave Macmillan

Making the Compelling Business Case

Decision-Making Techniques for Successful Business Growth

ISBN 9781137340566
Publication Date December 2013
Formats Hardcover Ebook (EPUB) Ebook (PDF) 
Publisher Palgrave Macmillan

Despite clear objectives, managers often make decisions on projects with uncertain outcomes, which can result in failed initiatives, missed goals and overrunning costs. A business case is a process, a tool and a document that builds consensus among stakeholders and gives decisionmakers the rational evidence they need to give the go-ahead.
Making the Compelling Business Case shows readers how to champion new ideas and raise them to senior management; it simplifies the decision-making process by explaining the key theories and practices behind corporate investments. These methods can be applied to a variety of investment decisions, including strategic choices, capacity management, and budget allocation alternatives. This comprehensive and stimulating book features insightful case-studies and valuable hands-on tools, designed to help executives make smart decisions and to maximize enterprise value.

Wolfgang Messner is Associate Professor of International Management at MYRA School of Business and Director of GloBus Research.
He has been in senior management positions with leading companies (BMW Group, Capgemini, Deutsche Bank, The Information Management Group IMG) in Europe and India; Wolfgang has also taught as Adjunct Faculty at WHU – Otto Beisheim School of Management, Royal Docks Business School (University of East London), and the Indian Institute of Management Bangalore. He now undertakes research, runs workshops and consults globally on strategic business transformation projects.
He has written six books, most recently Globalization of Professional Services (2012; co-editors Ulrich Bäumer, Peter Kreutter) and Intelligent IT Offshoring to India (2010). His many articles and papers in international journals and magazines deal with business transformation, the business impact of information technology, and intercultural collaboration. Wolfgang holds a doctorate in Marketing from the University of Kassel, an MBA in Financial Management from the University of Wales, and a Master's degree in Informatics after studies at the Technical University Munich and the University of Newcastle upon Tyne.

1. Deciding on Corporate Investments
2. Key Financial Concepts
3. Fundamentals I: Costs
4. Fundamentals II: Benefits
5. Making Investment Decisions with NPV
6. Factoring Risk and Uncertainty
7. Factoring Strategic Flexibility
8. Business Case Presentation
9. Business Case as Controlling Framework
10. Influencing Decisions in Sales


'A useful, pragmatic, how-to-do-it book. The value proposition of a corporate investment has always been about reducing costs or increasing revenue. Messner shows companies how to ensure that projects are really doing that. It is this process of leveraging project expenditure which makes organisations successful.'
-Heinz-Paul Bonn, Vice President, BITKOM, Germany
'Leaders thrive on results. This excellent book should be of great interest to all executives who need to have continued success with their investment decisions. The approach described not only aligns organizations to take the right decisions, but to sustain delivered benefits over time.'
-Dr Baru Rao, Principal Group Director, Capgemini, USA
'It is amazing how much the quality of business cases varies in both preparation and subsequent execution. Messner brings the voice of experience resulting in a clear, comprehensive, and up-to date guide on building solid business cases. You should have it on your bookshelf and consult it frequently.'
-John Knowles, CIO, Allianz Insurance, U.K.
'Making the Compelling Business Case tackles the most difficult part of a project, programme, or corporate investment – how to analyse the pros (benefits, strategic options) and cons (costs, risks), prepare the underlying business case, and advocate the idea to the CFO and other decision makers by using their financial language. Messner's new book is one of the most extensive works on business cases available; it is very inspiring, includes many interesting cases, and covers everything from fundamentals to hands-on techniques.'
-Dr Yinshan Tang, Senior Lecturer of Business Informatics, Henley Business School, University of Reading, U.K.
'This book very clearly brings out careful use of both quantitative analysis and several qualitative factors that are essential for key investment decisions. Drawing on a wealth of case studies and examples, Messner provides fresh ideas, profound advice, and useful structures that can be quickly applied in today's fast-moving business environment, where succinct and reliable information is the key to success.'
-Som Mittal, President, NASSCOM, India
'This superb text provides a powerful ensemble of formula, techniques, and guidelines for business case success. Comprehensive and complete, it is the long-thought link between financial business case mathematics and stakeholder management.'
-Horst Ellermann, Editor in Chief, CIO MagazinE, Germany
'Messner's new book Making the Compelling Business Case gives a very insightful look into the corporate decision making process in today's competitive business environment. Being comprehensive and complete, it helps to remove the doom and gloom of the business case process.'
-Swaminathan K, Vice President & Head of IT and BPO Solutions, Robert Bosch Engineering and Business SolutionS, India
'Can we really end the litany of challenged projects? This wonderful book is full of fresh ideas and describes in simple terms how to analyse and evaluate investment propositions - decisions we have to face each day in running and growing our business.'
-Enrico Rühle, Managing Director, TÜV Rheinland, India
'Today's information technology landscape is increasingly multifaceted and at the same time increasingly critical to business success. Its complex projects come with significant costs and are not easy to weigh up against each other. Funds are restricted and the company's financial management keeps on challenging project justifications. A business case is the one and only instrument for the project originator to present all necessary facts: costs, benefits, risks, and strategic options. But it does not end here - even the best business case with the best net present value still needs to be presented to senior management for the ultimate go-decision. Messner has created a thorough and systematic book; it gives you new inspiration and guidance to champion your projects professionally and successfully. I personally use these concepts and techniques in my position as CIO.'
-DI Bernd Kuntze, CIO, Haas Food Equipment, Austria
Add a review