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Call us on +44 (0) 1527 861 113 or
email us at enquiries@grangepartnership.com

Commercial acumen

Aim

To give your managers the skills and knowledge to make them excellent commercial managers and make the best commercial decisions.

Target Population

Managers who have to make commercial decisions in their everyday work.

Objectives

After this programme managers will be able to:

  • Define what is meant by success
  • Perform an external analysis of their market place and relate that to corporate or divisional strategy and targets
  • Understand and Interpret the different financial statements and management reports and relate them to the key financial and operational performance measures used by the business
  • Use business plans as an effective planning and control tool within the business
  • Construct robust investment plans both for short term and long term investment, taking into consideration risk and uncertainty

Detailed Content

Day One

Success

What does success look like for the business?

Strategic analysis

A session which explains two key tools used for external analysis. The participants then use these tools to explore the external environment of the business and relate the issues indentified to actions required for success.

Understanding the financial statements

A session which explains the financial statements and areas of particular interest to the participants e.g. revenue and cost recognition, how the business records profit , working capital management and what the difference is between profit and cash.

Performance measures

A session which relates the key financial, operational and corporate measures to the financial statements.

Improving the business

By understanding the links between decisions made and the results produced the session asks - What levers can we pull to improve business performance?

Day Two

Financial planning and control

A session which illustrates how the financial planning system works and what part managers play in managing the resources of the business. The participants use their own performance report and identify areas of concern/opportunity which require action using the “What? why? and so what?” approach to analysis.

Short term decision making

A session which explains how costs behave and vary with volume, how prices relate to cost and subsequently margin. Participants can then analyse the impact of decisions regarding discounting, promotions, customer and product rationalisation.

Long term decision making

A session which examines what constitutes a robust business case and explains the financial analysis carried out for capital investment.

Action planning

A short workshop to clarify how and where the learning can be applied in the workplace.

Interim period

The participants work in teams on a project suggested by senior managers in the business which builds on elements of the two day teaching part of the programme.

Day 3

The participants spend the morning completing and practising their project presentations.

Each team presents their project findings to key senior managers and the rest of their peer group and answer any questions.

All of our programmes are individually tailored to your specific needs. For some examples of programmes we
run, please see below:

Finance for non finance managers

find out more

Building a business case

find out more

Finance for sales professionals

find out more