What customers want
The recent economic conditions may have changed the way that
business is conducted either permanently or for a very long time. What worked
before may very well work against you today.
Yes, the customer
wants a solution; that is a competitive necessity. What they really want is
clarity.
How
does this solution impact my financial performance?
And
The
more substantive evidence you can provide the better.
Here lies the challenge. Financial performance is an
integrated discipline, about how a solution will impact the whole. By the whole we mean the income statement,
balance sheet and the cash flow statement.
Financial statements
are the only universally recognized way to measure how and if value has been
created or destroyed. Real advantage is created when we connect the solution we
are selling with how it impacts the customers financial statements.
This is the Global Financial Bridge Mission … to connect people to
their financial statements. The ability to start and end the communication
process through the lens of the customer’s financial statements creates a whole
new dimension in sales leadership.
Our answer is the ONE PAGE FINACIAL SCORECARD. Why? The
total process can be explained with some 30 numbers in an interactive real time
way. AND it is….
$
Informative
$
Fun
$
And Engaging
Our real value is more apparent in the experience of a real
time WEBEX presentation for 30 minutes. The
high impact value offer is delivered visually in an informative, fun and
engaging way. We use technology to deliver
a story that negates fear and inspires adoption; real time.
Figure 1 the One Page interactive
scorecard numbers in $’000
The power of the one page score card allows people to do
what if based on any strategic scenario. Then to measure the impact on the
various decisions simply by isolating the financial consequence of the decision
through the net change feature. This net change feature shows how the income statements,
the balance sheet and cash flow statement are impacted all in a one page environment.
Non financial people are drawn to the scorecard as it is
fixed formatted and tells the financial story based on the 5 Chapters. (See right hand side of scorecard)
Chapter 1
– Growth quality
Chapter 2
– Synchronizing operational profit with changes in growth
Chapter 3
– Working capital
Chapter 4
– Cash impact and the road to sustainable cash flow
Chapter 5
- Creating value through the return on the invested $ (Return on Net Assets)
The fixed format dramatically enhances
the learning curve creating confidence with repetition.
Figure 2
Expanded view numbers in $’000
|
What we offer
Our solution is education. We know that people can make a
more compelling proposition when they relate to the ultimate scorecard being
the customer’s financial statements. Where we provide unique and sustainable
advantage is by combining theory with technology to create a real time
experience that is engaging and fun.
The pathway to financial statement connection establishes the
4 phases of experiential learning. Each phase creates a more intimate alignment
with what is being sold to how this offer could impact the customer’s financial
statements.
The freely availability of listed company financial
statements takes this learning to a whole new level as the One Page Scorecard can provide a instant diagnostic source where a
potential solution may be the most appropriate.
We take dedicated participants to the phase of the development
program that is right for them. We can provide online testing if required in order
to assess an individual’s progression path.
In addition the One page scorecard can be placed on each
qualified person’s laptop to use and practice on if required. The software can
be branded if required to enhance the customer experience.
We train on WEBEX or in traditional classroom environments.
Each phase takes between 2 half day sessions to 3 days sessions.
Please contact us
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