Financial levers to manage sales – Managing growth and profitability
  • Operating Cash Flow - Know how to calculate and analyze Cash Flow and Free Cash Flow using direct and indirect methods. Cash forecasting, steering and WCR optimization: - Know how to calculate cash flows - Know how to establish cash positions - €/currencies - Know how to calculate and interpret the main current asset turnover ratios (DSO, DPO, DII) - Know how to prepare and reconcile cash flow forecasts - Master Cash Flow and WCR optimization tools in relation to operations.

Target audience

- Leaders / Project Managers

X day


This training does not require any particular prerequisite.


– Clarify financial expectations and how performance is measured through indicators
– Improve mutual understanding and collaboration between sales and finance teams
– Grab the operational levers for cash optimization and be able to apply best practices
– Learn how to achieve profitable growth

Detailed content

> Introduction: from business model to financial cycle

– Understanding how financial cycle indicators mirror business model
– Understanding company expectations in terms of return and cash generation

> Understanding company expectations in terms of return and cash generation

– Order intake, backlog, sales
– Financial cycle and financial statements
– Main ratios and value creation

> Acquiring new business

– Measuring the cost of customer acquisition
– Managing growth with a profit target
– Measuring return (introduction to investment decision-making)

> Generating cash

ROCE: Return on Capital Employed and Assets Turn
The basic link between sales, receivables and cash-in
The operating levers and best practices of Order to Cash (O2C)
The main tools to manage receivables, the impact of customer overdues and defaults

Why should you attend?

Managing customer relationship with profitability and cash objectives is a major challenge for any company. The main benefit of this training is to make clear how commercial teams can make a concrete contribution in connection to their day-to-day activities for a new or growing activity.

Training methods and assessment

Concrete links with on-the-ground real-life experience. Numerous practical and realistic applications. Participants define their own roadmap towards best practices.
Assessment questionnaire.
A training certificate is delivered at the end of the session.

The trainer is available by e-mail and telephone to answer any follow-up questions participants may have.


1 020 € Excl. VAT – 1 224 € Incl. VAT



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Jonathan C.