VFD Pro Mastery Training Programme
The VFD Pro Mastery Training Programme takes place over twelve weeks comprising two one-hour online workshops each week, totaling 24 hours of CPD in total.
All delegates also receive access to the Online Learning System that allows delegates to evaluate their understanding in their own time. Completion of all the online training modules qualifies delegates to an additional 12 hours of CPD bringing the total to 36 hours.
Spreading the training over 12 weeks has a number of benefits for your team and your practice, but two in particular are worth highlighting: It is much easier for you and your team to find two one hour blocks per week than it is to find 3 whole days when everyone can be out of the business at the same time, but more important, acquiring and consolidating knowledge a bit at a time over an extended period improves knowledge transfer and retention.
In most cases you and your team will start applying your knowledge more or less immediately, discussing with clients and assessing their response at the same time as refining, practicing, and mastering new skills. Ideally you and your team will work to have as many client discussions as possible during the 12 weeks, in which case there is an extremely high probability you will agree increased fees and enjoy an instant return on investment.
The twenty-four sessions, delivered over 12 weeks are as detailed below:
Week 1.1: The 90 Day Plan: Getting to know each other, clarifying objectives, structure for the 12 weeks and access to the Knowledge Base and Learning Management system.
Week 1.2: The Journey from A to B: Key reasons businesses fail, clarify what ‘advisory’ is and what it’s worth to whom, introducing the Business Overview Report and the So What? Guides.
Week 2.1: Business Overview Report: A detailed introduction to the Business Overview Report. Lag, (history), and lead indicators. The bare essential management information needed to run a business.
Week 2.2: Asking Great Questions – So What? Guides: Bringing the numbers to life – discussing with Business Owners. How to ask great questions to make client meetings valuable and desirable.
Week 3.1: The Performance Analysis Report (Above the Line): A detailed look at the Performance Analysis Report and how it highlights multiple opportunities to increase sales, cut costs and increase equity value.
Week 3.2: The Performance Analysis Report (Below the Line): Using the Performance Analysis Report to demonstrate the full value you can bring to your clients and the ways you can help them increase profitability and equity value.
Week 4.1: Presenting the Opportunity to Your Client – The Client Discussion Model: Make the impact of small changes on business growth, income, and equity value tangible and intoxicating. Agree on the value – agree on the scope.
Week 4.2: The Business Growth Model: Practical session on using the Business Growth Model in practice to project and experiment with various business situations and growth scenarios.
Week 5.1: The Performance Trend Report: Keep on top of short-term movements in performance trends to ensure opportunities are maximised and risks are mitigated as quickly as possible. This report is also perfect for businesses with less than two years trading history or with seasonal variations in revenues.
For a more detailed description and an introduction to the Performance Trend Report – click here.
Week 5.2: Customer and Supplier Analysis Reports: Gaining an in-depth understanding of the opportunities and threats to sales and profitability in the customer & supplier base. Asking brilliant questions.
Week 6.1: Management Report and the Board Pack: The Monthly Management information for clients who don’t yet have a forecast – Tracking KPI performance on a rolling 12-month basis or Financial Year to Date (the Board Pack).
Week 6.2: Building the Management Pack, Including Non-Financial KPI’s: Establishing your clients management reporting requirements and their management pack to include both financial and non-financial KPIs.
For a more detailed description of the Non-Financial KPI Report setup and its use – click here.
Week 7.1: The Customer Targeting Model and the Client Segmentation Model: The Customer Targeting Model provides a simple to use, repeatable Process for systematic Gap Analysis, identification of commercial targets to establish sales forecast / cost of sales estimates.
Going beyond the Customer Targeting Model, the Client Segmentation Model helps you establish a detailed projection for the growth potential in your clients (or your prospect’s) business to build their outline five year profit and loss projections.
Week 7.2: 5 Year 3 Way Forecast Report: Sales is Vanity, Profit is Sanity, but Cash is Reality. Delivering a 360° view of forecast performance to create the basis for management to track and drive improved performance over time.
Week 8.1: Funding Proposal: Using your Forecast to help clients create winning funding proposals that maximise the probability of successfully obtaining debt finance – the CAMPARI model.
Week 8.2: Performance vs Forecast Reporting and Managing Risk: Every successful business has to manage risk and have a plan whereby they can review Performance vs Forecast and steps to mitigate risk every step of the way. By helping your client do both, you become an invaluable partner on your client’s journey to success.
For a more detailed description of the Risk Dashboard and its use – click here.
Week 9.1: The Customer Exception & Marketing ROI Report: The Rate and trends in Customer Acquisition and Customer Retention highlight issues with Marketing and the related ROI allowing for a high-value discussion with clients
Week 9.2: Utilities and Using Opportunity Exception Reports: Using Exception Reports typically calls for a unique approach to add value for all clients. Taking Utilities as an example, learn how to add the extra Wow to client discussions.
Week 10.1: The Deep Dive – The Business Intelligence Dashboard and the Business Data Model: How to deliver the business insight most FD’s dream of but never enjoy in the real world – slicing and dicing the raw data to answer any question and the platform to allow you to create any report or view of your client’s financial data you might ever need.
For a more detailed description of the VFD Business Intelligence Dashboard and its use – click here.
Week 10.2: Comprehensive Business Valuation and Financial Due Diligence: A full financial due diligence exercise with associated business valuation would normally take at least a week, we’ll show you have this can be achieved in a fraction of the time.
For a more detailed description of the EVA Financial Due Diligence Report and its use – click here.
Week 11.1: Exit Planning and Forecasting – Reporting Performance vs Plan: Ensure your clients are constantly on top of their performance against their exit plan and be able to predict when their desired valuation will be achieved.
For a more detailed description of the Exit Planning Performance vs Forecast Report and its use – click here.
Week 11.2: Preparing a Business and its Owner for Exit: Every business owner must exit at some stage. Guiding your client from Birth, through growth and value creation to achieve a successful exit.
Week 12.1: Implementation Action Planning: Becoming your client’s most valued and most desired ‘Business Advisor’ making the future happen today by acting right now.
Week 12.2: Consolidation and Ongoing Support Options: A solution for every budget, everyone wants a ‘Done for You’ implementation with a guide and a mentor. Becoming ‘the’ Indispensable Trusted Advisor.