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The Key to the C-Suite by Michael J. NICK, Jill KONRATH

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CHAPTER 10ASSEMBLING THE PIECES

There are many pieces to developing your business case for the C-Suite. We started out in Chapter 2 by gaining a better understanding of your value when we created a value inventory. Next, we extended that value to determining the financial impact of your product or service on your prospect’s business. This concept of building your value inventory resulted in a document that you can use to communicate with and sell to C-Suite executives, to teach new employees about your business, or perhaps as a foundation for developing your marketing plan. Creating your value inventory is one of those rare processes in which the steps you take to get to the end result are as valuable as the output. Bringing your team together ...

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