Business Flexibility Topic Descriptions

The TLC Factor––"Trustworthiness, Likeability, and Convenience"

Major learning points: This module involves a candid introspective into validating customers' perception of the company and its representatives. Key concepts include, 'Under Promise, Over Deliver', 'Keeping Promises', 'Approach and Accessibility', and 'How Customer Complaints are Handled'.
Module duration time: 1 hour - as needed
Deliverables: Voice of the Customer survey template, review of voice mail messages and company policies regarding customer care, and other assessment tools to keep a finger on the pulse of the business's appeal and reputation.

Pricing Strategies

Major learning points: This module tests and assesses the sales team's understanding and appreciation for the way products and services are priced. Key concepts include 'the Importance of Gross Margin as a Metric', 'the Relationship of Pricing to the Compensation Plan', and 'Interpretative Practicum of the Company's Pricing Strategy'.
Module duration time: 1 - 3 hours
Deliverables: The Break-Even Formula as a what-if tool. Review and suggested rewrite of company's pricing strategy, price lists, and compensation plan.

Attrition Awareness and Control

Major learning points: By defining the term 'Sales Attrition' for the client business (in its own terms and vernacular), this module focuses on assessing the impact of sales attrition on the company's strategic plan and growth forecast. Key concepts include categorizing attrition into three different types, developing a system to calculate, monitor and adjust for attrition, and how to project attrition rates for the future.
Module duration time: 1 - 3 hours
Deliverables: Custom Sales Attrition Awareness spreadsheet template and Attrition Control Plan.

Making Heads or Tails of Your P&L and Other Financial Statements

Major learning points: This module is for Business Owners and Non-Financial Managers with accountability for the financials of the company. Topics may include an explanation of various lines on the Consolidated Income Statement, Balance Sheet and Cash Flow Statement, the calculation of various accounting metrics––such as Days Sales Outstanding, Inventory Turnover, Days Payables Outstanding, Current Ratio, and Cash Conversion Cycle––and how to establish a system to monitor selected metrics in the form of a financial dashboard.
Module duration time: 1 - 2 hours
Deliverables: Custom Statistical Process Control Chart template for key metrics

Fundamentals of Situational Leadership

Major learning points: Leadership is defined as an attempt to influence the behavior of an individual or group. This course teaches anyone in a leadership role––either direct or indirect supervision––to accurately observe behaviors of people they wish to lead and assess their ability and willingness to do a particular task. Key topics include perception, power, change management, timely and practical intervention skills, and coaching and counseling techniques. Delivery format includes interactive lecturettes, assessment instrumentation, video case studies, skill practice, group discussions and written exercises. The course provides an organization with a common vocabulary to analyze and discuss team/employee performance and development and leadership challenges.
Module duration time: 2 days (recommended)
Deliverables: The Situational Leadership model, personalized assessment instruments and interpretation, Individual Leadership Development Plans.