Is a business case a simple case of business?

During a recent leadership workshop, we tackled a common obstacle leaders face: how to present ideas in a way that gains support and commitment.

The leaders in the room weren’t short on robust business cases. Their proposals were backed by thorough research, compelling data, and logical reasoning. Yet, many of them were hitting a wall when it came to winning over key stakeholders. The question was: why? The answer lies in something often overlooked—buy-in isn’t solely about logic. It’s about tapping into what drives people. And yes, that includes emotions, even if the term makes some people squirm.

The key takeaway from the session? A successful business case isn’t just a pile of facts and statistics. It’s a narrative. It’s about creating an emotional connection and illustrating the impact of decisions, both good and bad. Effective storytelling allows stakeholders to feel the urgency of action and the potential benefits of your recommendation. To do this, you need to understand what truly drives your stakeholders. What are their priorities? What challenges do they lose sleep over? What outcomes make them feel excited or motivated? The personal drivers matter as much as the professional ones.

Although the workshop participants understood their stakeholders fairly well and could predict what might resonate with them, they hadn’t directly addressed these motivators in their proposals.

So, if you’re confident in your data but aren’t getting the traction you need, consider asking yourself:

• Am I simply relaying information, or am I telling a compelling story?

• Am I relying on logic alone, or am I also making an emotional connection?

The right combination of data and empathy can turn a good idea into an irresistible one.

#Leadership #Storytelling #BusinessGrowth #EmotionalIntelligence