Post Associates - Selling Financial Benefits Workshop -Delivery and Follow-Up

DELIVERY AND FOLLOW-UP

PHASE 3 Delivering the workshops and capturing results

Each workshop will be made up of key account sales managers and their teams. Some of our clients have marketing managers and finance managers who work with the key account teams also participate in the workshop.

“To be truly effective, the sales and marketing functions must make a stronger effort to understand each others roles”

James Huguet, President, The Northern Organization

Conduct the pilot workshop

1. Collect participants’ feedback and recommendations for future workshops

2. Collect financial insights brought out during the team exercises

Modify the workshop if necessary

1. Based on participants’ feedback and recommendations

Conduct the remaining workshops

Participant survey responses are used to keep the workshop content and activities meeting the needs of the participants.

During Post Associates’ involvement with workshop delivery, we will work closely with assigned key account management and finance managers to keep current on latest events in your company, business unit, and industry.

PHASE 4 Optional follow-up activities

A. In the two-day workshop key account managers and teams learn how your company standard products, programs, and services help customers achieve their financial goals.

In an optional third day workshop participants learn how non-standard requests from customers would impact your company’s sales, costs, assets, return on investment, and cash flow. Customer requests could include price reductions for increased unit sales, delayed payment terms, consignment inventory, special delivery requirements, product changes, cancellation or shipment delay privileges, and other non-standard items that would benefit the customer.

B. Collect, document, and distribute financial insights that came up in workshops.

C. Regular planned communication between key account teams and marketing, finance, R&D, and manufacturing.

D. On-going distribution of financial reports from securities analysts, press releases, and business publications about your company key accounts.

E. Continuing financial education and key account analysis from Penn Post.

F. Annual key account financial update workshop.

Participants in our workshops have overwhelmingly asked for additional workshops, meetings, and activities. They tell us they want to:

1. Review and reinforce what they have already learned
2. Learn new financial concepts and tools
3. Identify more ways to use what they have learned
4. Practice using the new concepts and receiving feedback
5. Keep up-to-date on customers financial results and how your company products can help meet those needs

Continuing education and training is required to meet financial goals in a changing world. The tools and requirements change as technology, economics, and business models change. Lifelong learning is the key

“The course translated some of the ”vagaries” of finance into common understanding and gave us all better insights into the calculation and importance of financial metrics, such as return on net assets”.

Tom Burbage, Vice President, Lockheed Martin

“My most important learning was how to work with our finance staff to develop creative solutions to my customer’s problems”.

Bernie Lee, Director National Accounts, M&M/MARS

Top of Page