EuroFinance

Course agenda

• Day 1
  • 8.30am-5.30pm

    08:30
    Online course opens

    09:00
    Course Introduction

    09:15 – 10:15
    Understanding and having a common definition of treasury – Objectives and activities

    · Treasury objectives at a strategic level

    · The components of Treasury
    o Cash forecasting and market data
    o Cash management and transaction banking
    o Risk management and the financial markets
    o Operational Treasury: Data flows, systems & outsourcing
    o Typical treasury processes
    o Strategic treasury 1: Corporate finance
    o Strategic treasury 2: Governance (Policies, controls, reporting and audit)
    · How to fit all functions in the framework

    10:15 – 11:00
    Understanding and Having a Common Definition of Treasury – The people and their Organisations
    · The pivotal role of culture on defining treasury types, structures and change
    · Treasury types
    · Treasury structures
    · Global, regional and local functions
    · Individuals’ roles in different treasury types
    · Interactions with other company departments
    · Building on the previous session:
    o Strategic treasury 3: Offering stakeholder services
    o Strategic treasury 4: Changing to align with corporate needs

    · Enhancing the previous model or framework to incorporate cultural-related aspects

    11:00 – 11.30
    Refreshment break

    11:30 – 12.15
    Understanding and Having a Common Definition of Treasuries – Normal days in the life of a treasury function

    · Cash management
    · Risk management
    · Operations
    · Reporting
    · Error-handling
    · Ongoing project implementations

    12:15 – 13.00
    Understanding and Having a Common Definition of Treasuries – Special days in the life of a treasury function

    · Cash forecasting updates
    · Netting days
    · Supplier-, customer- and supply-chain financing
    · Trade finance
    · Corporate finance
    · Project financing and associated hedging
    · Month-end, quarter-end, budget and plan rates setting
    · Pricing support
    · Projects
    · Policy reviews

    13.00-14:00
    Lunch

    14:00-15:30
    EXERCISE: Product and service sales – Matching a banking and system supplier’s offerings to a customer’s needs and their internal stakeholders

    15:30 – 16:15
    The effect of context on the appropriateness of different supplier solutions – What to offer and when

    · Industry
    · Customer purchasing power
    · Supplier purchasing power
    · Competition and new entrants
    · Economic cycles
    · Business cycles
    · Strategically significant events
    · Frequent and accelerating change

    16.15 – 16.30
    Refreshment break

    16:30 – 17:30
    An overview of different professional sales/partnering models and their appropriateness in different customer situations

    · Product and services sales
    · Solution sales
    · Relationship sales
    · Challenger sales
    · Value-based sales

    17.30
    Close of Day 1

• Day 2
  • 8.30am-5.30pm

    08:30
    Online course opens (and Q&A)

    09:00 – 10:30
    Suppliers are experts in depth, customers in breadth: A guide for suppliers to the scope of Treasury.

    · Understanding the interconnectedness of treasury activities with the rest of the business
    · Being authoritative: Understanding the differences between supplier offerings, features, benefits, advantages and solutions
    · Being credible: Being able to understand and subsequently advise customers, when necessary, on aspects that are not part of the supplier offering

    10:30 – 10:45
    Refreshment break

    10.45 – 12:00
    Holistic relationships: The critical role of non-sales individuals when interacting with customers – Higher touch functions
    · Operations
    · Customer Service / Customer Success
    · Implementation / Project Management

    12:00 – 13:00
    Holistic relationships: The critical role of non-sales individuals when interacting with customers – Lower touch functions

    · Product Management & Development
    · Marketing

    13.00-14:00
    Lunch

    14:00 – 15:15
    EXERCISE: Solution sales – Matching a banking and system supplier’s offerings to client needs (same as yesterday), to respond to customers’ needs vs selling specific products

    15:15 – 16:00
    EXERCISE: Organising for maximum effectiveness – Identifying the skillsets needed to build customer solutions and brainstorming ways to access these skills in different situations
    · When corporate treasury experts are available in-house
    · When corporate treasury experts are not available in-house
    · When the supplier company is in resource- and cost-constrained situations

    16.00 – 16.15
    Refreshment break

    16:15 – 17:00
    Future focus: Customer relationship optimisation
    · Working with ever-smaller treasury teams in times of accelerating change – Supporting the Treasurer and CFO for maximum effectiveness
    · Working with ever-smaller treasury teams in times of accelerating change – Helping the Treasurer and CFO plan for and cope with black box issues when operations are mostly automated or outsourced
    · Improving on the current high failure rates of projects (66%+) – Understanding the causes and working with customers to minimise the probability of material issues
    · Avoiding reinventing the wheel – Not investing in products and services that current or future better-placed suppliers will quickly make obsolete.
    · Going beyond seminars and webinars – Appreciating the ways and value information shared by suppliers and customers can contribute to superior results.
    · Handling black swan events – Understanding minimum requirements for managing material adverse unknown-unknowns.

    17:00 – 17:30
    Recap and Q&A

    17:30
    Close of Day 2