What do you do if your business case fails to win over decision makers? First off, don’t despair that your project wasn’t approved. You’ve contributed to the success of the company by helping it identify that the project wasn’t a worthwhile investment. The real purpose of a business case is not necessarily to win approval for your proposal — it’s to provide enough information that the committee can make an informed decision. But don’t just say thank you and walk away. Always ask “Why?” If you know precisely why the decision makers rejected your case, then you’ll be able to follow up appropriately. Whether you ask in the meeting or in a subsequent email, don’t pick a fight or try to change the outcome. Instead, seek to understand the reasoning. You might say, “Thanks for letting me know about your decision. I’d love any feedback you have on why the project wasn’t approved.”
Adapted from
HBR Guide to Building Your Business Case, by Amy Gallo.
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