Building and Selling a Winning Business Case

Tools to move ideas forward


When we communicate our recommendations, we often tell the story of how we arrived at the solution instead of why the solution and why it should be adopted, forgetting that our reasoning is not obvious to our audience.

Through this program, participants will learn the language, tools, and techniques used to develop, critically assess, and present a compelling business case from a strategic point of view. First, participants will gain the skills and knowledge to analyze and facilitate business improvement and development investments. Next, participants will learn how to use the pyramid principle to develop a persuasive pitch and convince stakeholders to invest in their solutions.

Key Benefits and Takeaways

  • Properly evaluate business decisions
  • Analyze key financial information
  • Interpret ROI calculations
  • se the pyramid principle
  • Structure clear and persuasive arguments
  • Prepare and present business cases
  • Understand your audience and cater to their needs

This program is designed for managers, executives, engineers, and entrepreneurs who need a toolkit for business growth. Participants will learn how to provide more impactful solutions and successfully pitch them to ensure buy-in.

The registration fee includes facilitation by our highly rated faculty members, course materials, results-oriented exercises, meal service (breakfast, lunch and breaks)*, and a certificate of completion from the McGill Executive Institute.

*Meal service is included for in-person programs only.

Topics covered in this course

  • Time value of money
  • Opportunity cost
  • NPV
  • Discounted cash flow
  • Internal rate of return
  • Payback period
  • Profitability index
  • Pyramid principle
  • Opportunity statements
  • Build trust
  • Comfort zones
  • Increase awareness
  • Verbal, para-verbal, and non-verbal communications
  • Deliver your message
  • Manage time

Course Leaders

headshot of Nathaniel Haeems

Nathaniel Haeems


Nathaniel Haeems

Nathaniel Haeems is a seasoned customer strategist, consultant and peacemaker. He is an expert in helping organizations be more customer-centric, strategic and effective in their business communications. He holds a Masters in Business Administration from McGill University.

headshot of Julia Scott

Julia Scott


Julia Scott

Julia Scott (CPA, CA, CFA, MBA) joined McGill University in 2000 and currently leads the CA and CPA programs at the Desautels Faculty of Management. She is an industry leader in financial accounting and business analysis, and advises people who are working towards their CA designation. She is also a Chartered Financial Analyst and an active member of the CFA Institute. Prior to joining McGill, Julia worked for TD Bank in Toronto and earned her Chartered Accountant designation from Ernst & Young (Clarkson Gordon).