Essential Commercial Skills

Essential Commercial Skills

Learn the importance of carefully analysing, creating, and communicating a successful business case in order to maximise its chance for approval.

In this commercial finance training course, you gain the skills to define desired outcomes, design evaluation criteria, weigh costs against benefits, and communicate a comprehensive business case to improve decision making.

What will this workshop feature?

Business Case Fundamentals

  • Business case content and context
  • The business case in the business project life-cycle
  • Business options in the business case
  • Business case content and structure

Managing Stakeholders and Requirements

  • Stakeholder Identification and Management
  • Identifying business-level stakeholders
  • Conducting stakeholder analysis
  • Harvesting stakeholder goals
  • Determining the Problem
  • Clarifying the business goals
  • Creating a Problem Statement
  • Documenting the scope
  • Turning goals into business requirements
  • Documenting the business requirements

Estimating costs

  • Establishing costs
  • Evaluating and selecting financial appraisal methods
  • Creating and applying a basic cost model
  • Forecasting benefits
  • Categorising tangible and intangible benefits
  • Proving intangible benefits with a benefits rationale
  • Investment appraisal
  • Employing four common financial analysis tools
  • Understanding Time Value of Money concepts
  • IRR, Paypack, NPV, Profitability Index and Economic Value Added (EVA)
  • Producing a cash flow model

Managing Business Case Risk

  • Risk assessment methods and tools
  • Recognising the impact of time and risk
  • Creating and using a risk register
  • Prioritising risks
  • Applying a risk assessment matrix
  • Framing risk with your stakeholder analysis
  • Aligning risk evaluation with stakeholder point of view

Presenting the Business Case

  • Crafting a Persuasive Business Case
  • Overcoming the business document paradox
  • Minimising content to get maximum results
  • Presenting the Business Case
  • Organising your presentation
  • Preparing the message
  • Sequencing the content
  • Tailoring your presentation to the audience
  • Selecting the delivery medium
  • Communicating your case with confidence
  • Validating your presentation
  • Generating feedback for improvement

Post Implementation Issues

  • Managing and tracking performance
  • Variance analysis
  • Making the most of “lessons learned”

How will this workshop be presented?

This workshop combines theory and practice. We use company examples to illustrate how the techniques presented have been applied in real case studies. The purpose is to use a mix of proven learning techniques to ensure maximum understanding, comprehension and retention of the information presented.

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