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

• 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

• 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.