Commercial Strategy, Policies & Procedures

Commercial Strategy, Policies & Procedures

OBJECTIVES

• Understand market and stakeholder analysis (based on best practices)
• Align organizational and departmental strategy
• Define corporate culture and employee output measurements
• Use the Balanced Scorecard for analysis of organizational effectiveness
• Use Key Performance Indicators to analyze performance
• Align organizational systems with strategic outputs
• Understand budgeting and costing
• Understand working capital management
• Understand financial appraisal techniques
• Define and implement financial metrics for continuous analysis
• Align budgets with Balanced Scorecard and KPI’s
• Understand financial statements and key financial ratios
• Draft a commercial analysis development plan for their department

WHO SHOULD ATTEND?

• Accounting professionals
• Financial managers
• Heads of departments
• Both financial and non-financial professionals with operational experience

COURSE OUTLINE

Day 1: – Business and Market Analysis

• Analyzing product and service portfolio
• Analyzing stakeholder expectations
• Delivering business value
• Aligning organizational and department strategy
• Understanding and analysis of organization culture
• Organization structuring
• Line, staff and functional responsibilities

Day 2: – Balanced Scorecard and KPI

• Organizational effectiveness and the Balanced Scorecard
• Strategic themes and perspectives
• Defining objectives and initiatives
• Defining Key Performance Indicators
• Lead and lag indicators
• Defining Critical Success Factors (CSF) from the balances scorecard
• Using performance information to analyze performance and evaluate KPI’s

Day 3: – Internal System and Financial Analysis

• Aligning organizational systems with strategic outputs
• Analyzing control environment
• Understanding accounting principles and methods
• Management analysis versus financial analysis
• Cost management and financial performance
• Working capital management
• Cost allocation and apportionment
• The time value of money
• Understanding Appraisal Techniques – Net Present Value (NPV), Internal Rate of Return (IRR) and Payback period
• Strategic considerations in assessing capital projects

Day 4: – Evaluating Financial Performance

• Understanding cost structure and behavior
• Costs as a relationship to outputs – cost/volume/price relationship
• Full Costing, Marginal Costing and Activity Based Costing
• The concept of contribution margin
• Break-even analysis for planning and control
• Benefit-cost analysis
• Budgetary control and variance analysis
• Defining and implementing financial metrics for continuous analysis
• Aligning budgets with Balanced Scorecard and KPI’s

Day 5: – Financial and External Commercial Analysis

• Analyzing business domain
• Overview of International Financial Reporting Standards (IFRS) and disclosures
• Balance Sheet Analysis
• Income Statement Analysis
• Cash Flow Statement
• Financial Ratio Analysis
• Development of Commercial Analysis plan for you department/organization