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1、1,2003-7-3 Qiyun Yi,BPIP Software Tools Overview,BPIP 软件工具简介,2,BPIP Software Overview,Firm Plan 咨询公司计划 Game Plan 客户财务计划 Profit Sensitivity Analysis 利润敏感性分析 Fundable Growth Rate (FGR) 增长率模型 Business Scenario 商务情景分析 Price Change 价格变化 Profit Possibilities 利润可能性 Working Capital 运营资金计算,3,1. Firm Plan 咨询公
2、司计划,Purpose: 目的 管理咨询公司的财务、项目和顾问计划 Audience 目标客户 咨询公司合伙人、管理人员 Context 使用场合 咨询公司内部管理 Example 举例,4,2. Game plan 客户财务计划,Purpose: 目的 分析客户财务状况，趋势分析 作财务预测， 情景分析 现金流规划 Audience目标客户 咨询顾问 Context 使用场合 咨询顾问内部使用， 分析客户财务状况，作财务预测， Example 举例,5,3. Profit Sensitivity Analysis 利润敏感性分析,Purpose: 目的 反映价格对利润和现金的影响 Audie
3、nce 目标客户 中小企业 Context 使用场合 第一次或第二次推广会议 Example 举例 Sensitivity analysis, discounting, working capital, etc.,6,基准假设 客户交易分析,可控变量 价格 交易大小 销售成本 交易量 直接费用 间接费用,计划目标 净利润 毛利率% 营运资金周转率（天） 现金流 公司价值,3. Profit Sensitivity Analysis 利润敏感性分析,7,3. Profit Sensitivity Analysis 利润敏感性分析,Input data (better clients own da
4、ta) Show profit sensitivity of different levers Analyze discounting effect Low profitability Higher working capital required to reach same sales Show working capital turnover (days) Show B/E diagram, cash/profit targets Print a report to client,8,4 Fundable Growth Rate Model 增长率模型,Purpose: 目的 演示成长型企
5、业面临的特殊的挑战 管理成长和现金的重要性 Audience 目标客户 高成长的公司或有高成长目标的公司 Context 使用场合 第一次或第二次推广会议 Example 举例,9,4 Fundable Growth Rate Model 增长率模型,Profitable business grow too fast,Risk,Ran out of cash,Growing Challenge,Balance,Consuming Cash,Generating Cash,10,4 Fundable Growth Rate Model 增长率模型,Growing business need ca
6、sh for Working capital Facilities/ equipments Operating expenses,3 critical factors/levers Operating cash cycle Cash needed to finance each $ of sales Cash generated by each $ of sales,11,4 Fundable Growth Rate Model 增长率模型,12,4. Fundable Growth Rate Model 增长率模型,Consuming Cash,Generating Cash,Gap,Wor
7、king capital A/R Stock Facilities/ equipments Operating expenses Marketing Promotion Distribution network,Working capital Fast collateral Payable Higher price Higher gross margin Lower material cost,13,4 Fundable Growth Rate Model 增长率模型,Pull levers of growth Speed cash flow Reduce cost Raise prices,
8、Reduce Accounts Receivable Reduce Stock Increase Payable,Process management Outsourcing Financial management,No discounting Increase service level Add new features Selecting profitable customer (ABCD),Management Actions,14,5 Business Scenario 商务情景分析,Simplified FGR and Profit Sensitivity Analysis 简化的
9、增长率模型 和 利润敏感性分析 Price Change 价格变化 Profit Possibilities 利润可能性 Working Capital 运营资金计算,15,a) Price Change 价格变化,Purpose: 目的 Illustrate discounting impact on profitability, And also working capital and cash required Audience 目标客户 Context 使用场合 Example 举例,16,Average S&P 1500 Company 1% increase in price 8%
10、 increase in profit,17,18,a) Price Change 价格变化,Discounting : 1) low profitability a. low profitability b. Gap incased, between profitability% and WCR% c. Lack of cash 2) keep same profit while increase volume a. same profit generated b. increase volume c. more WCR needed d. GAP increased e. Lack of
11、cash,19,Pricing at 3 levels Industry price level Product/market strategy level Transaction level,20,b) Profit Possibilities 利润可能性,Purpose: 目的 反映价格对利润的重要性 Audience 目标客户 中小企业 Context 使用场合 对目标客户的了解和影响 客户管理的重要性 Example 举例,21,b) Profit Possibilities 利润可能性,Revenue made up of 3 items Number of customers a.
12、 +Customer acquired b. - Customer defected Number of transactions per customer Value of each transaction,22,c) Working Capital 运营资金计算,Purpose: 目的 1) Understand working capital is key to manage cash flow 2) Impact of gap on company growth Understand working capital calculation process Audience 目标客户 C
13、ompany who has problem with working capital Company with high growth rate or target Context 使用场合 Example 举例,23,c) Working Capital 运营资金计算,Solution: 1) increase profitability 2) reduce working capital required 3) lower growth rate,Manage growth without insufficient fund,24,c) Working Capital 运营资金计算,1)
14、 understand basics a. income statement key: profitability% b. balance sheet key: (working capital required) WCR% c. The gap leads to requirements for cash 2) Current position a. Gross profit 15%, 4M b. Net profit 7% c. Working capital 11% d. Result: capital deficit 2M,25,c) Working Capital 运营资金计算,3)
15、 Reason for cash deficit a. WC% Profit% or Delta (WC-Profit) 0 b. As company operate, the profit can not generate enough cash for the working capital 4) Solution: a. Identify the biggest item in WC b. Stock is the problem c. If reduce stock by half, we are able to solve the cash problem 5) Future gr
16、owth a. Profit target is 8M b. More WC required, so fund deficit (4M) c. Solution is still reduce stock by half,Assumptions: No investments No big expenditures marketing&sales R&D Note: depreciation,26,Check List 检查表,27,2. Game plan 客户财务计划,28,Objective 目标 Consultants tool 咨询师的工具 High level historical and what if analysis 高层次历史和预测分析 Requirements 软件需求 MS Excel 97 and above 微软电子表格EXCEL97以上 License 软件使用许可 Capacity 软件容量 Max 5 products/business
