ROI & Business Case Writing Framework

Business case documents fail when they use vendor-supplied ROI statistics ("customers achieve 40% efficiency gains") that buyers discount because they know they're marketing claims. A CFO reviewing a business case asks: "Where do these numbers come from, and why should I believe them?" A business case built on the buyer's own estimates — their current cost, their target improvement, their revenue opportunity — passes this test because the assumptions are the buyer's own, not the vendor's.

The ROI Business Case Framework builds the financial argument from the buyer's own numbers, structures the assumptions transparently, and produces a document the champion can present to finance without the vendor in the room.