Event

Learning content

• Competitive strategies, customer value, corporate cultures, lifecycles (technology, business, product), market leadership dynamics.
• Continuum commoditization/differentiation.
• Value chain, core and support functions.
• A company’s business portfolio.
• Profit margin sensitivity.
• Profitable and non-profitable products, customers and businesses.
• Drivers of a company’s value (McKinsey model), return on invested capital (ROIC), ROIC value driver tree.
• Strategic planning
• Capital investments, discounted cash flow analysis, quantifying of and dealing with risks, cost-estimating methodologies per planning stage.
• Sales, procurement/purchasing, negotiation strategies

Learning objectives

• better understand a company’s business, financials and their executives/decision makers
• use the language and metrics of senior executives and hold effective conversations with them
• more effectively sell a solution’s or project’s operational and financial value to executives and decision makers