MGI522 Developing Solutions (8)


In this subject students will learn how to research business problems and develop solutions that meet business priorities using current solution-based investigation principles. Students will also learn how to define clear objectives and strategies for managing a business relationship and generating stakeholder buy-in and alignment.

+ Subject Availability Modes and Location

Session 3
OnlineWagga Wagga Campus
Continuing students should consult the SAL for current offering details: MGI522
Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.

Subject information

Duration Grading System School:
One sessionHD/FLSchool of Management and Marketing

Enrolment restrictions

Only available to students enrolled in: Master of Management (information Technology)
Master of Project Management
Master of Systems Development

Learning Outcomes

Upon successful completion of this subject, students should:
  • be able to research the objectives, culture and environment of a business and create effective solutions based on this analysis;
  • be able to recognise and critically evaluate the influences that political, economic and social factors have on a business;
  • be able to identify customer issues and opportunities and develop buy-in and alignment amongst decision makers;
  • be able to independently develop customer-oriented sales solutions; and
  • be able to design and implement clear objectives and strategies for managing a business relationship.


The subject will cover the following topics:
  • Concepts & Buyer Needs
  • SPIN - Situation & Problem Questions
  • SPIN - Implication & Need/Payoff Questions
  • Solution Selling
  • Leveraging Relationships
  • Existing Customers
  • Capability & Solution Design
  • Closing
  • Objections & Competition
  • Management, Tools & Technologies


The information contained in the 2017 CSU Handbook was accurate at the date of publication: 25 August 2017. The University reserves the right to vary the information at any time without notice.