Podcast episode
The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla
30 Minutes to President's Club3 Jun 202538 min
Description
Nate’s Business Case Template Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers. 🎙 ACTIONABLE TAKEAWAYS: Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law. Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content. Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment. Make the document feel like an internal memo by avoiding company branding and marketing polish. NATE’S PATH TO PRESIDENTS CLUB: Co-Founder @ Fluint Chief Growth Office @ Global Venture Network RESOURCES DISCUSSED Nate's One Page Business Case Template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts, and Guides 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Very nice. Round us out. What's number three? Number three, write forwardable emails. This is where you deliver your messaging, not by writing to your buyers, but by writing through them to make sure that they are sending your message to somebody who you need, but isn't directly involved in the deal to date. “The way you do this is, number one, you're going to lead with the bottom line up front.” the rule of thumb. Second, you're going to make sure that that core ask, that need up front, links back to an Existing Priority for Context, and then three, you're gonna show why that's important with specifics. Numbers, names, and dates are the language of the executive. And a pro tip here is always match the style of who you are writing to to make sure
And that's the definition of selling to a priority, not a problem is like executives leave problems burning all the time. And like Nick, back to your point, like that's their job is to decide what are we going to ignore and not solve. So that's what you have to do in inbound ladder up from a problem to a priority. “In outbound, you craft the point of view that you lead with and center your first discovery conversations around.” What is the priority that they're already working on? OK, now can I figure out if the way that they would agree to and frame up the problem standing in the way is something that we could actually help them with? So, folks, we're going to come back to the business case, but let's let's dig into that because that's really, really interesting.
You're going to get back that short list. And from there, what you're going to begin to do is say, OK, well, who do I think owns and is responsible for those? “This is where you then map this back on a contact level.” So then you can immediately start to drive your first outreach email, your call script, whatever it might be. Ghostwrite an email for one of your own executives to send out. And so let's say we were doing this. We discover, okay, there's a shift towards smaller format stores in IKEA. So what I might say is I might reach out and say,
What do we do to make my hair look really nice and exactly like we look at ourselves Flex in the mirror. Exactly. That's right. So somebody could say hey speed this elevator up now You're talking about a brand new hydraulic lift system. You're getting engineers out I mean that's getting pretty expensive, but they're like make it go faster “So you are completely changing the definition of the problem if they're still like yeah. No, it's not that I'm bored” Just this is just slow. Well, okay That's a bad fit deal you checked out of that as soon as you can So much of this the crux of really nailing this is the art of framing problems And now I know what I need to do if I sell elevator mirrors What other recommendations to get good at framing problems?
This is where you you might say, you know every month we have X number of applications coming inbound to us So write it out now force yourself to redefine that problem and write two different versions in a completely different way And this is where you want to go back as you write three different versions of the problem statement “This is where you want to say which of these can we actually solve and which can't we and this is how you're gonna train” Your brain to begin to think about the link between what are the problems we do and don't solve for and then what you're gonna Do is you're gonna come back to your customer on the next call the follow-up call and you're gonna put two versions out there And you're gonna say hey, you know from our last call
and instead it should be simple one-page exact summary business cases? Simple one-page exact summaries and. I am not exaggerating when I say the largest deal for one of our customers that closed, it was $30 million, less than a page, white, black font. That was it. No branding, no logos, “nothing. And the point is that this has to look and feel internal to the customer.” As soon as you bring out the NASCAR logos, all of the branding, it immediately says, this is a vendor selling me something. And if it's going to the executive, it has to feel internal. So it's counterproductive. Good news is you don't have to be a designer because the most effective is just black font, white page. That's it. How do you reconcile that with customers