Selling More with Fewer Numbers: The One-Page Financial Analysis™
$75
1 Hour
About Selling More with Fewer Numbers: The One-Page Financial Analysis™
Most decisions are made emotionally and then justified financially. Smart sellers of energy solutions realize that the financial decision-maker may not be as emotionally motivated to approve the proposal as the internal champion is, at least not initially. With that in mind, smart sellers always prepare a concise and compelling financial analysis that the internal champion can forward to the capital budgeting folks. That single page analysis clearly maps all cash inflows and outflows throughout the analysis term, discloses all assumptions (discount rate, inflation rate, etc.), clearly depicts the six key metrics that financial decision-makers use to evaluate the merits of any expense-reducing capital project, and facilitates sensitivity analysis (i.e., changing various variables to see their relative impact on returns).
After completing this course,
you will be able to:
- Shift the conversation from popular but misleading metrics like SPP, ROI, and IRR to NPV, MIRR, and SIR.
- Accurately calculate and present utility-cost financial and non-utility-cost financial benefits with credibility.
- Use life-cycle cost analysis to justify higher first-cost, premium-efficiency solutions.
- Compare all-cash, phasing, and financing options to highlight the cost of delay.
- Prepare and present a one-page analysis to make complex financials easy to understand.
About the Instructor
Mark Jewell
Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.