Commercial Awareness and Business Acumen

Commercial Awareness and Business Acumen

Participants will be expected to research and prepare an individual assignment prior to arrival at the course

Aim

This course will assist those participating to identify and handle business opportunities more successfully, through

• recognising and understanding the key business dynamics affecting different sectors
• helping the client facer to better understand the business concerns of the client
• developing improved skills of strategic thinking
• improved preparation of client/prospect meetings

Objectives

• To engender a better understanding of the client’s business through improved awareness of background information and clues available in the public domain
• To make participants aware of the benefits of devoting time to gaining an improved view of the client through targeted research
• To practice those attending in the interpretation of financial and non-financial information
• To apply the knowledge gained to the benefit of representative commercial opportunities
• To enhance the commercial and business awareness of those who attend

• Preparation and research prior to the consultative visit
• Analysis of information in the public domain
• Video: Balance Sheet Barrier and exercises to familiarise with balance sheet structures
• Risk transfer mechanisms: risk versus reward; cost and accounting considerations
• Corporate psyche: who or what drives the Profit & Loss account?
• Video: Profits of Doom
• Individuals to compile a check list of key factors to consider
• Gaining an understanding of the risk appetites of various companies
• Corporate structures and organisation
• Planning, budgeting and forecasting cycles, and the reporting of variances
• Case study: a small private company ‘P&P’
• The decision-making processes: what they are, how they differ, and who controls them
• Case Study: examination of the risk management and control structures of a prominent corporation
• Case study: a large quoted company ‘T Plc’.
• Participants will employ PEST and 5 Forces analysis methods

Day 2

• Group exercise: ‘Getting to know your client’
• Research and investigation into the activities and structures of a series of mid-market quoted corporations
• Review of small quoted businesses from annual reports and accounts
• Presentations in groups
• Corporate restructurings: takeovers, mergers and acquisitions, disposals, buy-outs and buy-ins, and the subsequent impacts on considerations of risk management. Threats and opportunities for the insurance and financial services markets.
• Analysis of a representative change of ownership in a mid-market company
• Group consultancy simulation exercises: ‘Insurance as a cost’: Groups to research and examine specific corporations and businesses, and to conduct specimen consultancy role play sessions.
• Feedback
• Summaries and creation of ‘Key Learning Points’ dossier

N.B. participants will be required to undertake some pre-course and evening assignments.