Because Money Doesn't Come with Operating Instructions
|Name||Associated Benefit Consultants|
Works with clients--individuals and businesses--on a holistic planning level. Unlike for many financial advisors, the solutions do not orbit around investments. Instead the Associated Benefit Consultants' team works with clients to determine what matters most in life. These core tenents are sheltered from unforeseen life events by implementing a protection first, fully, and forever philosophy.
Account ManagementFor your reference, we've included some sample project ideas below. We encourage educators to mix-and-match components from various departments so that the projects are cross functional in nature. In all cases, we customize the projects based on company goals and course teaching objectives.
- Do a deep dive into the company and the industry from a sales and account management standpoint. How is the account management or client success team structured? Are they split by market sizes, geography, or verticals? How many accounts are the account managers responsible for? What level of service and interaction is required or expected in this industry? How does the company's model compare with the industry's?
- How does the company interact with their current customers? Survey the account managers and create a visualization of what their day-to-day looks like. Are there any processes that are redundant or inefficient? Anything that can be automated? How can they more effectively keep their accounts happy and satisfied?
- How are Account Managers incentivized? Do they use renewals, up-sells, customer satisfaction, net promoter scores, or new business? Are those effective or would other metrics be more effective? How can you best align incentives with internal operations to maximize success?
- Think about cross functional opportunities with sales, marketing, product, and ops. Create a hypothetical case where it would be beneficial for the Account Managers to have a cross functional team. What would it look like and how would the process be different? Who would you want in the room? What would count as success for the team?
Reporting & Financial AnalysisFor your reference, we've included some sample project ideas below. We encourage educators to mix-and-match components from various departments so that the projects are cross functional in nature. In all cases, we customize the projects based on company goals and course teaching objectives.
- Get up to speed on the company's industry and product. What makes them unique compared to competitors in their industry? Build a flexible financial model that can provide upper management and investors with more insight into the business. The team is ultimately looking to set goals for the next few years and wants to best understand how the different cost and revenue components tie to each other as the business scales.
- How will the company's growth plan affect the financial model you built in the last section? Interview upper management and sales and get an idea of scale over the next 6, 12, and 24 months. Update your financial model according to their scaling forecasts and goals. Develop these goals into a usable budget.
- Use the projections from your financial model to develop a Discounted Cash Flow model. Help the company determine its appropriate WAAC and use that WAAC and the future cash flows to determine a company valuation. Use industry benchmarks to determine if the valuation is reasonable.
- Develop a model to help the company predict performance next year. Make model dependent on a set of assumptions that they can manipulate to understand how the dynamics of their business.
- Perform an internal audit of the firms books. If the company uses cash accounting determine if they should be moved to accrual. If they use accrual accounting, determine if the following accounts are recorded correctly: 1. Deferred Revenue 2. Prepaid Expenses 3. Accrued Expenses 4. Fixed Assets & Depreciation
Sales & Business DevelopmentFor your reference, we've included some sample project ideas below. We encourage educators to mix-and-match components from various departments so that the projects are cross functional in nature. In all cases, we customize the projects based on company goals and course teaching objectives.
- Craft an industry overview to familiarize yourself with how other companies are operating in the current business environment. Pay close attention to the key players, their growth trajectory, and the major regions where they find the most success.
- Who are the biggest competitors and how do they stack up against the company's model?
- Do any companies present interesting opportunities for partnerships?
- What additional channels can the company tap in order to scale more effectively?
- How has the company's revenue model changed since they began
- Why did they decide to change their revenue model?
- What made this model more appealing? How has it been received?
- Do you agree with the new strategy? Why or why not?
- How satisfied are the current customers with the product or service? Craft a survey and administer customer interviews to help identify where the company can improve. Pay close attention to how the company may be able to provide additional value to existing customers.
- How should the sales team prioritize their sales initiatives?
- What different sales opportunities are on the table? How do you prioritize them? What is your logic?
- Are there alternative ways sell that the company hasn't considered? Would they be more effective? What data do you have to support your reasoning?
- Should the sales team be focused on expanding existing relationships or creating new ones? Why?
- Consider an inside vs. outside sales strategy for this company. What makes more sense and why? How would you go about implementing this sales strategy? Why is it beneficial over the alternative? What goals would you set for this team (considering size, location, and industry)?