Getting Business

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Getting Business
listening and asking the right questions

Target Audience

This course is for anyone who needs to immediately master the basics of credit analysis and business development so that he or she can quickly and effectively identify a credit worthy prospect or borrower in the process of successfully developing business opportunities.

15 CEUs

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Course Objectives:

	Appreciate specific personal qualities necessary for business success and understand the importance of competitive advantage to sustainable success in running a business;
	Examine and master a systematic approach to business development;
	Understand the role of emotion in decision motivation, and apply the most effective means of interacting with others;
	Examine the composition of financial statements and differences in business organizations and quickly calculate and interpret key performance ratios;
	Understand the critical importance of questions for discovery;
	Apply and use a quick cash flow statement in assessing performance;
	Identify non-financial red flags and assess their relevance; and
	Appreciate the importance in asking quality questions and understanding the cast of characters and their role in the decision-making process.

Course Materials

	Shockproof! 6 Essentials for Business Success in Good and Bad Times
	Credit Refresher on "Distributions and Withdrawals"
	Credit Refresher on "Information Overload"
	Credit Refresher on "Information Oversight"
	On-Course "A Matter of Inches"
	On-Course "Building the SolutionMap"
	On-Course "Buying…Emotional or Intellectual?"
	On-Course "Got Milk?"
	On-Course "The Problem's Not Enough!"
	On-Course "Stay Focused On The Problem"
	On-Course "Stuck In The Middle"
	On-Course "The Critical Path"
	On-Course "The Value Proposition"
	On-Course "To Be…Or Not To Be…"
	2000 Financial Statements for Sweet Feet
	2004 Financial Statements for Fresno Properties, LLC
	2005 Financial Statements for Concord Printing, Inc.
	2005 Preliminary Financial Statements for Total Coverage, Inc.
	Initial Call on Larry Crevin, CEO of Total Coverage, Inc.
	Follow-up Call on Larry Crevin, CEO of Total Coverage, Inc.
	Exercise Set (downloaded from Shockproof! Training website)
	Online Review Quizzes
	Solution Set (downloaded from Shockproof! Training website)
	Access to the Shockproof! Training Resource Center
	Inclusion in the Shockproof! Training Discussion Forum
	Online Credit Skills Proficiency Exam

Upon Completion

Participants who successfully complete the workshop will be able to:

	Identify comments and responses during calls or interviews that imply specific personal qualities necessary to succeed in business as well as identify sources of competitive advantage and the prospects for maintaining those advantages;
	Understand the elements and sequence of events in shaping and internalizing a systematic approach to business development;
	Understand and fully appreciate the dominate role of emotion in decision motivation and identify its emergence and impact in the course of developing a business relationship;
	Understand the composition of financial statements and their likely variance from one business organization to another as well as quickly calculate key financial performance ratios, including adjustments for distributions and withdrawals, and properly interpret their messages about risk;
	Understand the vital importance of questions to uncover problems and pain as well as refine the focus and thrust of questions to address the business dynamics surrounding movements in the Cash Drivers in the process of more efficiently identifying critical issues;
	Understand the differences between net income plus depreciation and actual cash flow as well as master the construction and use of a quick cash flow estimate in assessing company risk and identifying borrowing causes;
	Identify relevant non-financial red flags and assess their significance to borrower risk in the process of using hard and soft data analysis to determine next steps for a prospective borrower; and
	Properly identify each party in the cast of characters and accurately assess the role or roles they play in the decision making process for a specific company or prospective borrower.

How to Order

Click the "Add to Cart" icon to purchase Shockproof! Training products. Or Contact Us for a personalized review of your credit training needs.

Impact Courses
	Credit Basics
	Getting Business
	Credit Analytics
	Key Credit Analysis Tools and Techniques
	Qualifying Prospects
	Income Producing Properties