Key Learning Objectives
- Develop practical decision-making processes
- Identify analytical methodology in a variety of decision contexts
- Implementation of valuation analysis
- Implementation of pricing analysis
- The modelling approach required for valuations
About the Course
The course seeks to provide a clear interface between the theory of valuation and pricing on the one hand and the process of practical decision-making on the other.
The course commences with a review of the key building blocks of corporate finance – an understanding of the difference in pricing techniques and valuation techniques, the definition of risk, the components of free cash flow, and the root causes of volatility in corporate cashflows.
The course then goes on to explain the process of a valuation analysis in a transaction without particular complications, followed by a group case-study that ensures that theory can be implemented in a practical context.
Once valuation has been mastered, the attention turns to pricing, and the practical steps required in setting up a pricing model – coupled with several illustrations.
The course will then address the complications of valuation in more complex situations – limited recourse transactions, M&A, private equity, emerging markets, private companies, venture capital, LBOs.
The course will then examine issues of measuring shareholder value and the planning and design of valuation models.
Who Will Benefit
Analysts, bankers, financiers, accountants, general managers, directors, officers, and all others who need to understand how to value projects and deals.
People who need to build models, optimise models and logically interpret external models to improve modelling/ananalysis/financial decision making.
An overview of the day: Find it, win it, do it, retain it
- What is today about?
- Why have we come?
- What do we expect?
- What have we learned so far?
- What will we go home with today?
- Why do we need this course?
Building the foundations: Part 1
- A few major marketing terms explained
- What is a brand?
- What is yours?
- Elevator speech:
- What is it?
- What is yours?
- The Marketing Mix:
- What are the 4 P’s?
- What do they mean to me and my area of the business?
Building the foundations: Part 2
- A few major business development terms explained
- Opportunity tracking:
- What is the difference between a lead and an opportunity?
- What is it, how to we grow one?
- Cross selling:
- Can it really grow a business?
- Relationship Management:
- The foundation of successful business development, so how does it work?
The pipeline: What filters can we use?
- Why is a Go/No Go important?
- What should move and when?
- Do we know what chance of winning we have?
- When do we NOT bid?
- Why is networking important?
- How do we network effectively?
Proposal management: Building a company-wide system for developing proposals
- Key ingredients to writing a winning proposal
- Knowing you’ve won before you’ve started writing
Client relationship management: A systematic approach to maintaining client relationships
- Using technology
- Communication methodologies – understanding the importance of face to face
- Writing a client relationship plan
- How do we know if we’re winning?
- Refining the ‘system’ to ensure the future builds on the learnings from the past
- Developing a business development ‘plan of action’ and a client relationship plan template something to take back to work.
On-site & in-house training
Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?
Talk to us about an on-site/in-house & customised solution.