Profitability: Six Questions That Will Change Your Business

by Yusuf Justin Holcroft
access120 days access
cpd hours4 CPD hours
price£75+vat

This course will enable you to:

  • Improve the profitability of your organisation
  • Find out precisely what your customers want
  • Clarify how well you have to do it
  • Measure how well you are doing it
  • Calculate the cost of under and over-performance
  • Understand why you are under or over-performing
  • Decide what to do about it

Is your organisation as profitable as it could be? As an accountant, you can become the fulcrum of change and improvement, by identifying opportunities for improvement, calculating the financial upside of corrective action, and driving the improvement process.

This course will guide you through six simple questions that can transform the profitability of your organisation. You'll discover the important roles that customers, targets, measurement processes and costs play in the improvement of your organisation. The course will enable you to drive the improvement process based on objective, empirical data.

The six questions

  • Change and improvement
  • Overdelivery
  • Why the six questions?
  • Contributing to customer satisfaction
  • Making change happen

The first question

  • Experiences of organisational hubris
  • Customer touch-points
  • How do we ask our customers?
  • Dovetailing with existing processes
  • Expansionary strategies
  • Customer order supply chain

The second question

  • Setting targets
  • Bad targeting
  • Setting targets against customer criteria
  • Empirical targets in your organisation

The third question

  • Keeping track
  • Bad measurements
  • Hidden horrors
  • Measurement frequency
  • How well are you currently performing?

The fourth question

  • Dealing with abrasive types
  • Lost sales
  • Where does the money go?
  • Utilisation scores
  • Cost of quality
  • Customer involvement

The fifth question

  • Why are we under/overperforming?
  • How to solve a problem
  • The fishbone diagram
  • Failure modes and effects analysis
  • The cause and effect technique

The sixth question

  • Achieving consensus
  • The process in action
  • Constantly involving all stakeholders
  • Bottom-to-top organisational involvement
  • Keeping the customer happy
  • Barriers to implementation

Yusuf Justin Holcroft is a Director of CTS Consulting and Training Specialists (Pty) Ltd, a South African company specialised in business rescue, turnaround and expansion.

He became Trade Development Manager at Coca-Cola Amatil Austria in 1996, and subsequently worked with the Iams Company and Procter & Gamble fulfilling country manager roles for Austria, Switzerland and South Africa. His speciality lies in the sales and marketing arena, with particular emphasis on sales planning, key account management and strategic sales development.

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