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Financial transformation: How to improve top and bottom line

16 & 17 December 2020 | 8:30 a.m. – 3:30 p.m. & 14:00 p.m. - 17:15 p.m. | 6 CPD

16 & 17 December 2020 | 8:30 a.m. – 3:30 p.m. & 14:00 p.m. - 17:15 p.m. | 6 CPD

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Webina's overview

In the current business world, where competition is intensified and consumers are increasingly demanding and knowledgeable, profit margins are consistently challenged. A lot of effort has been put on cutting costs to improve the bottom line, or on marketing to grow the top line. However, for the financial performance and profitability to be truly maximised, an orchestrated plan towards improving both bottom and top line is essential.

The organisations that have already started investing in establishing robust profitability strategies which include measures for both the top and bottom line, as well as sustainable governance of such strategies, are enjoying fast and tangible results.

But which are the most effective levers of the top and bottom line? Pricing, from a top-line perspective, and cost management (including cash and working capital management), from a bottom-line perspective, are the key topics of this webinar. Learning how to use them as profitability levers can significantly impact the financials of an organisation.

Webinar's goals

By the end of the webinar participants will be able to:

  • Describe key pricing and cost management principles and recognise their impact on profitability
  • Name pricing and cost management techniques
  • Develop concrete price-setting, discounting and cost optimisation frameworks
  • Execute actions that will increase the organisation’s maturity in price setting and managing costs
  • Encourage the shift of the organisational mindset towards considering price and working capital and cost as an important profitability lever
  • Support the development of a dedicated financial performance unit within an organisation.

Participants*

The webinar is addressed to professionals who are involved with setting or managing prices from top level Εxecutives (CEOs, CFOs, COOs) to Managers and other Executives who are involved in but not limited to strategy, sales, marketing, product promotion and product promotion strategies, operations and/or customer service.

*The number of participants is restricted to 28.

Agenda

Join the webinar (8:30 a.m. - 9:00 a.m.) on 16 of December and (13:30 p.m. - 14:00 p.m.) on 17 December *

Sessions (9:00 a.m. - 12:15 p.m. including a 15-min break between session ) on 16 of December and (14:00 p.m. - 17:15 p.m.  including a 15-min break between session) on 17 of December

1. Welcome to the world of top and bottom line (30 min)

  • Introduction: The importance of managing the top and bottom line
  • Top-line improvement: Introduction to pricing as a top line lever
  • Bottom line improvement: Introduction to cost and working capital management as a bottom-line lever

2. Top-line improvement: 1. Pricing strategy (45 min)

This session explores the parameters that affect the price positioning in the market, with regards to the competition and the relevant customer segments.

  • Competition: Evaluate your competitors and “pick your fights” intelligently
  • Segmentation: Understand your customers and shape your offer to capture variation in Willingness to Pay between segments

3. Top-line improvement: 2. Price setting (1 hr & 30 min)

This session explores methodologies of setting the right price, depending on the perceived value that your product or service offers to your customers. The session will elaborate on innovative price models by providing industry examples, as well as pricing methodologies that are based on price elasticity models.

  • Structure: Explore and challenge non-traditional pricing models
  • Price levels: Determine the right price based on the value offered

4. Top-line improvement: 3. Price execution (45 min)

This session explores the setting of control mechanisms to manage price discounts and rebates, while being transparent and fair to your customers. Examples will be provided regarding how uncontrolled discounting can lead to revenue leakage and how structured price communication can increase customer engagement.

  • Discounting: Give confidence through structure
  • Communication: Be smart and consistent

5. Bottom-line improvement: 1. Cost levers (45 min)

This session explores the key areas that drive cost levers, which can be utilised for optimisation/reduction.

  • Financial levers: Explore the impact of working capital (account receivables and account payables) and cash through tax lens (stimulus measures and cash management)
  • Operational levers: Explore the impact of operations (inventory, supply chain etc.), P&L spend (people and procurement)

6. Bottom-line improvement: 2. Cost improvement measures (45 min)

  • Quick wins: Explore measures that can be applied for the quick improvement of the bottom line
  • Mid- and long-term wins: Explore measures that can be applied for a sustainable optimisation of the bottom line

7. Bottom-line improvement: 3. Cost governance (45 min)

This session explores the processes available to improve the visibility over cost, working capital and cash flows.

  • Controls: Introduction to controls over cash procedures in order to conserve cash
  • KPIs: Introduction to cash related KPIs

8. Conclusions (15 min)

  • The key characteristics of excelling in managing the top and bottom line.

*Note: Please join the meeting 30 minutes prior to the webinar’s start time, in order to make sure that you do not face any connection or other technical issues.

Registration

If you wish to register for the webinar please complete the registration form and send it via email to academy@kpmg.com.cy or via fax to +357 22 513 294.

The programme has been approved by the HRDA. Enterprises participating with their employees who satisfy HRDA’s criteria, are entitled to subsidy. Please note that there are limited seats available therefore enrol in this webinar as soon as possible.

If you do not receive our confirmation e-mail regarding your registration, your participation cannot be guaranteed.

Cost

€200 + VAT. Net investment after subsidy from the HRDA of €102: €136 (including VAT) for all eligible participants*

*Last Date for 10% Early Bird Discount:  26/11/2020

Discounts available:

  • For more than two (3+) participants from the same company a 10% discount is available on the total cost, before the VAT and HRDA subsidy. This discount only applies for participants who enrol in the same webinar, on the same day. This discount can only be combined with the early bird discount and the HRDA subsidy, when applicable.
  • For individuals/legal entities who/which register in more than two (3+) webinars during the same semester (January-June & July-December), a 10% discount is available on the total cost, before the VAT and HRDA subsidy. This discount only applies for individuals/legal entities who/which enrol in more than two (3+) webinars during the same semester, on the same day. This discount can only be combined with the early bird discount and the HRDA subsidy, when applicable.
  • There is a 10% discount for alumni members. This discount should be applied before the VAT and HRDA subsidy and can only be combined with the early Bird discount and the HRDA subsidy, when applicable.
  • There is a 10% Early bird discount on selected webinars for participants who enrol in a training course until a specific date which is stated above. This discount should be applied before the VAT and HRDA subsidy and can only be combined with the HRDA subsidy, when applicable.
  • HRDA subsidy for all HRDA approved webinars. 

Contact

For any queries, please contact Irini Avraam on +357 22 207 460 or at academy@kpmg.com.cy.

CPD: This webinar may contribute to Continuing Professional Development requirements.  Shortly after the webinar’s date, participants will receive electronically a certificate of attendance confirming the total number of training hours  (6 CPD).

Trainers

Anayiotos Christophoros
Board Member, Deal Advisory, KPMG in Cyprus

Christophoros is a Board Member at KPMG in Cyprus and has over 20 years of experience in the field of Deal Advisory Services. He has been involved in valuations, mergers and acquisitions, privatisations, financing and restructuring projects. He provided services for several public and private companies operating in different sectors, including financial services, retail, real estate, manufacturing, tourism, energy and more. Through this wide hands-on experience, he has gained unique in-depth knowledge of the business dynamics in practical situations.

Christophoros has a BSc in Economics (Accounting and Finance) from the London School of Economics, is a fellow Member of the Institute of Chartered Accountants in England and Wales (FCA) and holds the Corporate Finance qualification (CFq) from the same Institute. He is also a licensed Insolvency Practitioner.

Christophoros has been a trainer on a number of seminars relating to valuation, M&A, Restructuring and Financing.  In 2015, he was certified by the HRDA as a “Trainer of Vocational Training”.  

 

Bargilly Antonis
Board Member, Management Consulting & Internal Audit, Risk & Compliance Services, KPMG in Cyprus

Antonis holds a BSc in Business Administration and the professional titles of Fellow Chartered Certified Accountant (FCCA), Certified Internal Auditor (CIA) and Certified Information Systems Auditor (CISA). He is also certified in Risk Management Assurance (CRMA) and he is a PRINCE2 Certified Practitioner. Antonis is a member of the Institute of Certified Public Accountants of Cyprus and has served in various Committees of the Institute. Furthermore, he is a member of the Institute of Internal Auditors, having also served as its Board Member between 2018 and 2020, and member of the Information Systems Audit and Control Association, for which he previously served as the Audit Committee Chairman of the Cyprus Chapter.

Antonis is heading the Strategy, Customer & Operations, as well as the Internal Audit Services of KPMG in Cyprus. He has more than fifteen years of professional experience and he specialises in the provision of tailor-made advisory services to private and public sector clients. The services provided are related, among others, to governance assessments, risk management, cultural assessment, operational restructuring and excellence, strategy definition and implementation of strategic initiatives, process re-engineering, technology implementation and digital transformation in the context of large and small transformational projects. Lastly, Antonis has led various projects in the governmental and private sectors, across a wide range of industries.

 

Damianou Eleni
Senior Manager, Management Consulting, KPMG in Cyprus

Eleni holds an MBA and MEng in Biomedical Engineering. She is a Senior Manager in the Management Consulting Department and a member of the Strategy, Customer & Operations team of KPMG in Cyprus. Eleni specialises in the provision of advisory services to both private and public sector clients. Her services are related, among others, to pricing, operations, operational restructuring and strategy definition. In addition, Eleni advises companies on the implementation of strategic initiatives, in the context of large and small transformational projects.

Prior to joining KPMG, Eleni was a Senior Consultant at Simon - Kucher & Partners, a global leading consultancy in pricing, which provides advisory services on pricing and sales transformations, in Luxembourg and the USA. Eleni was also a university guest lecturer on pricing theory at Maastricht Business School and Vlerick Business School.

 

Panayiotou Eleni
Manager, Deal Advisory, KPMG in Cyprus

Eleni joined the Audit department of KPMG in Cyprus in 2012 and she is currently a Manager in Deal Advisory department. She holds a BSc in Accounting and Finance from the University of Essex and an MSc in Risk Management from the University of Nottingham. She is also a member of the Institute of Chartered Accountants in England and Wales.

Eleni has completed numerous engagements with clients in various industries such as financial services, retail, tourism & leisure sectors and possesses extensive experience in the provision of financial restructuring services.

Eleni was involved in various projects, including the option analysis on the restructuring/recovery strategy of major Debtors (top 20) of a Cyprus Bank and the independent Business Review on the financial performance of a Group of Companies operating in the educational sector. She has also been involved in the assessment and analysis of the current position, viability and debt sustainability of a group of companies operating in the import and distribution of meat, fish and vegetables.

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The programme has been approved by the HRDA. Enterprises participating with their employees who satisfy HRDA’s criteria, are entitled to subsidy. 

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