78 Courses in Bristol

An insightful, enjoyable and experiential programme to help you analyse data and information and make a balanced decision based upon sound commercial reasoning. It will enable you to identify options, make decisions and take actions based on a thorough analysis combined with instinct and intuition to make a positive effect on profitability. This programme will help you: Identify ways to analyse data and sort relevant from irrelevant information Develop analytical and numerate thinking, and consider the financial implications of a decision Make decisions based on sound commercial reasoning - a mix of intuition and analysis Select from a range of tools to analyse a situation and apply these effectively Understand how costs and profits are calculated Use tried-and-tested techniques to manage and control your budgets Appreciate the fundamentals of financial analysis Focus on the bottom line Identify the basics of capital investment appraisal for your business Evaluate results and seek opportunities for improvement to your business 1 The commercial environment What do shareholders and investors want? What do managers want? Profit v non-profit organisations Investor expectations 2 Financial and non-financial information Risk and reward considerations Drivers of commercial decisions 3 Running a business A practical exercise to bring financial statements to life Different stakeholder interests in a business The impact and consequences of decisions on financial statements 4 Where do I make a difference to the organisation? How can I contribute to an improved business performance? Key performance indicators - measuring the right things A 'balanced scorecard' approach - it's not all about money! 5 A 'balanced scorecard' approach Analysing and reviewing my contribution to the business direction What is the current focus of my commercial decisions? Developing the business in the right way - getting the balance right! Where should/could it be in the future? Do my decisions support the overall vision and strategy? 6 Making commercial decisions Left-brain and right-brain thinking Convergent and divergent thinking Analysis and instinct Interactive case study exercise - emotional and rational decisions Reflection - what is my style of making decisions 7 Let's consider the customer! Identifying target markets Differentiating propositions and products Customer service considerations Marketing considerations and initiatives Pricing strategies and considerations 8 Strategic analysis The external environment The internal environment LEPEST analysis SWOT analysis Forecasting Group activity - analysing markets and the competition How do these improve your decisions? 9 Comparing performance Analysing key financial ratios Ways to compare performance and results Break-even analysis 10 Profit and loss accounts and budgeting Managing income and expenditure The budgeting process How does this link to the profit and loss account? Managing and controlling a cost centre/budget The role of the finance department Different ways of budgeting Incremental budgeting Zero-based budgeting 11 Understanding the balance sheet Purpose of balance sheets Understanding and navigating the content What does a balance sheet tell you? How do you affect your balance sheet? Links to the profit and loss account A practical team exercise that brings financial statements to life 12 Business decisions exercise How does this improve your decisions? A practical exercise to apply new knowledge and bring commercial thinking to to life The impact and consequences of decisions on financial statements 13 Working capital Why is this important? The importance of keeping cash flowing Business decisions that affect cash Calculating profit 14 Capital investment appraisal Capex v Opex Payback Return on investment The future value of money The concept of hurdle rate 15 Lessons learned and action planning So what? Recap and consolidation of learning The decisions that I need to consider Actions to achieve my plan

This course was developed for one of the largest investment institutions in the world, a multi-trillion household name. We explain in detail our tips and tricks to build an accurate and rolling enterprise value, and then review different valuation methodologies, from DCF, through the sum of the parts and football field analyses to LTV/CAC based methods. We conclude with a series of case studies examining the valuation of individual stocks.

Overview 2 day course on scorecards, rating agency frameworks, regulation and integration and quantification of Environmental, Social and Governance (ESG) analysis into equity and credit investing / lending for / to corporates, banks and other financial institutions, applied to many case study companies and industries Who the course is for Investors and analysts – equity and credit; public and private Bank loan officers M&A advisors Restructuring advisors Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Where should management effort be directed? In controlling costs and ensuring proper engineering in live projects? - yes, of course, but true cost control comes by understanding, eliminating and minimising risk prior to a business committing any funds. This course studies the stages required for practical financial and business appraisals of projects and capital expenditure. This course has two primary objectives: To impart the knowledge and skills required to ensure as risk-free as possible expenditure of that scarce resource, cash - the investors', governments' or shareholders' money must not be squandered To improve the quality of the appraisal process in the widest sense - demonstrating how the process of project and capital expenditure appraisal can be used to dramatically improve cost control and deliver as risk-free as possible expenditure As a result of the course, participants will be able to: Understand the economics of appraisal Be in control of their projects from the start Understand the economics of their projects - and devise the most appropriate mode Carry out sensitivity analysis and identify risk Improve their methods of appraisal and approach Focus on the risk areas and take out risk and control costs before they over-run The benefits of attending this course will be demonstrable from day one. Thorough appraisals and risk assessment follow through to success in project management and detailed cost control and project management. 1 Introduction Why appraise? Taking risk out of investment The short- and long-term results of not appraising business expenditure 2 Developing an appraisal process The process - overall and stage-by-stage objectives Understand business and technical risks Manage resources and time Do you invest enough time and effort at this stage? Take out the risks - control costs before you are committed to contracts and action Checklists 3 Appraisal arithmetic Review of the arithmetic of appraisalThe time value of moneyThe effects of different interest or required ratesThe effects of inflation (or deflation) in prices and costs Understanding the economics of appraisal is essential 4 Appraisal measures Meaning and use of appraisal measures Identifying the most appropriate measures for your particular business Payback Discounted cash flow measures - NPV and IRR Other measures - FW, AW, Profitability Index The meaning of the measures and their application in practice 5 Cost benefit analysis The effect on decision-making of more intangible benefits Cost benefit analysis Ensuring costs are genuine Measuring intangible benefits Environmental issues Consideration of intangible benefits in the appraisal decision-making process 6 Developing appropriate models Developing models - examples of spreadsheet models and measures for many different situations Modelling investment opportunities - summarising outcomes Sensitivity analysis - identifying, quantifying and taking out risk 7 Developing an appraisal process The process - managing risk from the outset Using the process in risk management, negotiating and project management Take out risk by thoroughly knowing your project - developing your own process

If training forms a large part of staff members’ roles, give them the advanced techniques they need. We’ll help them assess training needs across a team, department or organisation as well as deliver training with impact and provide you with real ROI. This course includes:

Overview This course covers distressed debt analysis and investing, focusing primarily on corporates but also including financial institutions and sovereign debt as special topics. The programme begins with the foundations of the distressed debt market, causes of and early warning signals, possible outcomes and how to evaluate the probability of outcomes in different scenarios. Restructuring is reviewed in detail, as well as estimation of sustainable debt levels, business valuation and the importance of capital and group structure. Differences between active control and passive non-control investments are highlighted, including stakeholder tactics and due diligence. Case studies cover a variety of companies across sectors and geographies, challenging delegates to make investment decisions on real distressed debt situations. Who the course is for Distressed debt investors, Loan portfolio managers and Private equity investors Hedge fund managers High yield credit analysts and Equity analysts High yield asset managers and Mergers and acquisitions bankers Debt capital markets/leveraged finance bankers Business turnaround/restructuring accountants/corporate finance professionals Lawyers Strategy consultants Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

In today's competitive business world firms are under unprecedented pressure to deliver value to their shareholders and other key stakeholders. Senior executives in all parts of the organisation are finding that they need some degree of financial know how to cope with the responsibility placed on them as business managers and key decision-makers; monitoring and improving business performance, investing in capital projects, mergers and acquisitions: all require some degree of financial knowledge. The key financial skills are not as difficult to learn as many people believe and in the hands of an experienced senior executive they can provide a formidable competitive advantage. After completing this course delegates will be able to: Understand fundamental business finance concepts; understand, analyse and interpret financial statements: Profit Statement, Balance Sheet and Cashflow Statement Understand the vital difference between profit and cashflow; identify the key components of working capital and how they can be managed to generate strong cashflow Evaluate pricing decisions based on an understanding of the nature of business costs and their impact on gross margin and break-even sales; managing pricing, discounts and costs to generate strong business profits; understand how lean manufacturing methods improve profit Use powerful analytical tools to measure and improve the performance of their own company and assess the effectiveness of their competitors Apply and interpret techniques for assessing and comparing investment opportunities in capital projects, business acquisitions and other ventures; understand and apply common methods of business valuation Understand the role of business finance in formulating and implementing competitive business strategy; the role of budgeting as part of the planning process and the various approaches to budgeting and performance measurement 1 Basic principles Delivering value to key stakeholders Accounting concepts, GAAP, IFRS and common terms Understanding and using the balance sheet Understanding and using the profit statement Recognising the vital difference between profit and cashflow Understanding and using the cashflow statement What financial statements can and cannot tell us 2 Managing and improving cashflow Sources of finance and their advantages and disadvantages What is working capital and why is it so important? Managing stocks, debtors and creditors Understanding how working capital drives business growth Understanding and avoiding the over-trading trap Unlocking the funds tied up in fixed assets: asset backed loans and leasing 3 Managing and improving profit Understanding how profits generate cashflow The fundamental nature of costs: fixed and variable business costs Understanding gross margin and break-even How common pricing methods affect gross margin and profit Effective strategies to improve gross margin Using value chain analysis to reduce costs Lean manufacturing methodsUnderstanding Just-in-time, 6 Sigma and Kaizen methods Improving profitEffective and defective strategies 4 Measuring and managing business performance Measures of financial performance and strength Investor behaviour: the risk and reward relationship Return on investment (ROI): the ultimate measure of business performance How profit margin and net asset turnover drive return on net assets Why some companies are more profitable that others Understanding competitive advantage: cost and differentiation advantage Why great companies failWhat happened to Kodak? Using a 'Pyramid of Ratios' to improve business performance Using Critical Success Factors to develop Key Performance Indicators 5 Budgeting and forecasting methods Using budgets to support strategy Objectives and methods for effective budgets Using budgets to monitor and manage business performance Alternative approaches to budgeting Developing and implementing Balanced Scorecards Beyond Budgeting Forecasting methods and techniques Identifying key business drivers Using rolling forecasts and 'what-if' models to aid decision-making

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: Learn how to plan growth and increase revenue from existing accounts Develop skills to build and develop essential relationships to increase value and visibility Learn how best to create loyalty and customer satisfaction Identify how to set account targets and development plan for building contacts and cross-selling Develop persuasion and influencing skills to better define needs and develop opportunities Learn how to add value at all stages; plus gaining competitive advantage Develop an up-selling, cross-selling strategy 1 Performance metrics for account management Introduction to the PROFIT account management model Using practical tools to measure account performance and success Planning your account strategy - red flags and green lights 2 Relationships for account management How to build and manage key relationships Producing a 'relationship matrix' Developing a coach or advocate 3 Setting objectives for your account Developing an upselling cross-selling strategy Setting jointly agreed goals, objectives and business plans Planning session 4 Feedback and Retention - building loyal and satisfied customers How to monitor and track your customer's satisfaction Building a personalised satisfaction matrix Customer service review meetings 5 Influence Getting your message and strategy across to C-level contacts Being able to better develop a business partnership within an accountes 6 Teamwork and time management Working with others to achieve your account goals Managing and working with a virtual team Managing your time and accounts effectively 7 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: Assess the sales profitability and potential of existing key accounts Prioritise where time and energy is directed for maximum profitability Understand the key players in the decision making unit Create a strategic plan for the development of each client target Develop proactive sales consultancy skills Learn advanced communication and influencing techniques 1 What makes an effective account manager? The difference between order taking and account management How do you define a key account in your business? Why should existing customers remain with your company? How do you compare to the competition? 2 How do I prioritise my account management activity? Use practical tools to help you assess revenue potential Analyse the investment required versus the return on your time Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats Appreciate how this knowledge will improve your sales development 3 Planning strategies for each account Create a list of priority accounts and activities Learn how to develop a long-term and sustainable relationship Discover how they make their purchasing decisions Research the make-up of the Decision Making Unit for each client 4 Learning and utilising the six principles of influence Learn the secrets these principles offer sales people Discover how these principles will work for you Create an influencing strategy for influencers within the client Learn new habits of influence 5 Proactive sales skills Plan proactive sales meetings for key accounts Set primary and secondary objectives for every touch point with the customer Structure sales meetings for maximum effectiveness Help the customer commit and achieve their objectives 6 Putting it into practice Discuss real scenarios to plan for putting these skills into practice Share common issues with fellow sales people Create a personal development plan

The main aim of this workshop is to encourage and enable delegates to present their sales messages stylishly and persuasively to expert buying audiences and improve their conversion rates. The focus is placed firmly on performance and creativity in top level presenting. It is aimed at experienced sales professionals who are expert at selling but need to be able to present and pitch for business at high skill levels in order to land major accounts. Delegate numbers will be restricted to 4 people. Delegates should be willing and be prepared to give video-recorded presentations as part of the course. Course Syllabus The syllabus of the Sales Presenting course is comprised of two modules, covering the following: Module One Components of Top Presenting Preparation and performance in presenting Being stylish and compelling Differentiation, risk-taking and presenting Connecting with your audience Achieving impact and drama Creating a buying emotion Getting out of a comfort zone First delegate presentations Module Two Pitching in Teams Getting your act together - the plan Looking and sounding like a team The buyer's perspective Getting your moves right - choreography Dealing successfully with questions Rehearsing to succeed Second delegate presentations Dragon's Den Exercise The delegation is split into two groups, each with a specific product or service to win the Dragons' investment. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an "I'm in" or an "I'm out" reply. A full debrief is then conducted covering: Planning Commercial consequences Putting forward a business case Critical thinking Negotiating Selling skills Presentation skills Profile building Scheduled Courses This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.