Chief Commercial Officer.
What is the Agency’s Economic Engine? How is money made? How is money lost or left on the table? How do we build a financial framework to ensure more margin remains in the Agency to reinvest, reward loyal staff and provide a return to stakeholders?
Working with:
Finance Team: Build a financial framework that focusses on margin levers, KPI’s and consistent reporting. On the job mentoring for the finance team at every role level.
Commercial / Client Service Team: Educate, mentor and Instil an understanding of what levers are available to extract margin. Will influence budget templates, remuneration models and client engagement.
Department Heads: Mentor each HOD on how they can influence margin levers in their departments. Design and build tools and templates.
Objectives / Outcomes
- Understand how the Agency makes money & loses money (margin)
- Remedy where margin is being lost and double-down where it’s made
- Separate Financial Management (accounting) from Project Finance (margin)
- Engage and mentor all HOD’s ways in which they can increase margin
- Design and build tools and templates that drives margin not just cost control
- Ensure minimal level compliance across all legal documentation
- Report and financially manage the business in real-time (live data)
My CCO Leadership Principles- Knowing your numbers = Risk appetite (creative & entrepreneurial) - Cost control (negative mindset), growing margin (positive mindset)- Every role can impact profitability, you just need to show them how
Financial
Management | Project
Finance | Governance,
Risk & Legal |
1/ MAP THE BUSINESS | Review, Distil, Prioritise | Review, Distil, Prioritise | Review, Distil, Prioritise |
Supplied Information
Desk Research
Team Interviews
Gap Analysis
Distil & Identify Gaps | Commercial ProcessReporting ProcessP&L (min. 3 years)Success KPIsAccounting Platforms | Project Finance ProcessFinancial IQ (Team)Budget Models (Margin)Rate Cards (vs Cost)Key Margin Levers | Client ContractsSupplier AgreementsSustainability AmbitionsData & IP ProtectionRisk Management Process |
WHERE ARE THE GAPS? |
2/ MINE THE BUSINESS | Audit, Revise, Benchmark | Build, Educate, Execute | Audit, Remedy, Procure |
Prioritise Gaps
Identify Improvement Areas
Leadership Engagement
Critically Assess Talent
Action Plan Framework | Refresh ProcessP&L reporting (EBITDA)Set KPIs & MetricsFY Budget Development
Cashflow Management | Refresh ProcessClient Profitability ReviewBudget MethodologyMargin OpportunitiesBenchmark Rate Cards | Identify Non-CompliancePro-forma ContractsLegal & Risk PartnersOH&S Compliance |
WHAT DOES SUCCESS LOOK LIKE? |
3/ ALIGN THE BUSINESS | Capture, Evaluate, Commit | Build, Educate, Embed | Embed, Educate, Comply |
Engage Team (Vision, Plan)
Operationalise Plan (Tasks)
Share & Delegate (Tasks)
Workshops > Outcomes
Communicate & Execute | Cost all Growth InitiativesFY P&L Scenario (EBITDA)Build Decision Matrix
Agency Financial Literacy | Build Budget TemplatesBudget Training (Margin)Rate Card Adjustments Assess Unprofitable ClientsSupplier Relationships | Remedy Non-complianceEngage PartnersSet Sustainability Metrics
(Include in Brand Story) |
ALL AGENCY ENGAGEMENT |
4/ PROPEL THE BUSINESS | FINANCIAL FRAMEWORKS | MARGIN MAXIMISATION | QUALITY STANDARDS |
Investing in Growth
Growing People Forward
Ride the Technology Wave
Industry Leadership
Measurable Business Value | Integrated PlatformsLive P&L Dashboard Investor Friendly Reporting
SLT Reporting (mthly)Quarterly Staff Updates | Cloud Based PlatformsInnovation Rem. ModelsClient Retainer Models
Productisation
Educate Procurement Teams | Industry AccreditationIndustry standardsCode of ConductB-Corp |
A BRILLIANT FUTURE ! |