This seminar is offered in an interactive, workshop environment. It is built 
upon the accelerated learning model, utilizing a hands-on approach with a 
collaborative learning environment. There is extensive use of case studies to 
provide context for learning, emphasizing the use of financial tools, and 
thereby providing knowledge and skills that can be immediately implemented 
in the work place.

The informational needs and learning objectives of each company are different.  
The subjects of greatest interest depend upon the general level of knowledge, 
your industry and the particular issues with which you deal.  All company programs are designed to focus on the particular needs of your team members.  Your 
company's numbers are used.  We will include an analysis of your competitors 
and customers. 

There is considerable information available about the financial condition of 
your  customers.  These will be analyzed. Understanding how your company contributes to the performance and profitability of its customers is a key 
contributor to the selling process.  This has been used successfully by the 
many of our clients. 

This program will be further customized to focus on the organizational levels of 
the participants.  

The program is designed for those with some or no financial knowledge, as 
well as those needing to "brush-up" on their financial skills.  

Financial Communication

Communication and presentation skills are important in any business situation 
as they are in the use of financial and accounting information. The ability to prepare, analyze, present and verbalize financial information enhances the manager's ability to attain resources necessary to manage programs   and products. It conveys confidence in one's ability to successfully achieve corporate goals and is a valuable ingredient in management success. 

1.  Understanding and Using Financial Statements  

• Balance Sheet
• Income Statement
• Cash Flow Statement

This session improves the attendee's understanding and awareness of financial information available in the company. All business activity ultimately relates to:

• profitable decision-making
• performance measurement

Having the appropriate financial information available and knowing how to use it intelligently are keys to enhanced management performance.

Business managers require an understanding of GENERALLY ACCEPTED ACCOUNTING PRINCIPLES in order to understand the nature of the information received and to be better able to deal with the mind-set of the organization's financial   personnel. This will improve the manager's ability to properly evaluate the performance of the company as a whole, as well as its products, markets and customers.

2. Ratios   

Financial indicators which are used to evaluate profitability and financial trends.            They are valuable in helping a company evaluate the performance of its competitors and customers. Participants will also learn to use ratios to evaluate the desirability of product sales.

 Key aggregate ratios include: 

• Gross Margin %

• Contribution Margin %

• Operating Margin %

• Inventory Turnover

• Days Sales Outstanding

• Return on Assets

• Return on Equity

 3.  Evaluating Product and Business Profitability 

Analysis, decision-making and performance measurement as related to:  

• new products
• evaluating product mix
• pricing strategy
• fixed/variable cost decisions           
• distribution channels
• sources of supply
• investing in additional sales people
• evaluating high growth and mature products

These discussions will use your company's information and situations. We will also discuss how cost information is/should be developed, how to get the information you need from the accounting department and how to incorporate these techniques into analyses of your competitors.

4.  Return on Investment Analysis            

CASH FLOW FORECASTING is an integral  part of the planning process, both long term (strategic) and annual (the budget). It permits the manager to measure the financial benefits of each business proposal and product line and to compare this with the financial resources necessary to implement and support each entity.

Using DISCOUNTED CASH FLOW techniques, attendees will be able to measure and analyze a wide variety of business situations. Included are:                          

• major contract negotiations

• asset leasing

• capital expenditure analysis

• business expansion planning

• evaluating market/customer/product profitability issues

• acquisition of other companies/businesses

• joint ventures, strategic alliances

• research and development programs

• major advertising, promotional efforts

• evaluating new products, businesses          

Cash Flow Forecasting techniques previously discussed are an integral input to this exercise. The varying levels of risk associated with different business opportunities are also considered. Capital budget procedures may also be reviewed. The measures of profitability used as part of this decision-making technique are:                                  

• return on investment
• net present value
• profitability index
• payback period  

Both comprehensive case studies and focused practice sessions are employed throughout the sessions. This serves to assure understanding of the many concepts introduced and to transcend any conceptuality into useful, valuable business           techniques.

5.  Analysis of Customers and Competitors