Learning Objectives
- Understand the sales and operational life cycle of the SCF product
- Prepare for pilot clients, using lessons learned and best practices from the industry
Specific focus on new solutions that have been introduced by the SCF provider
Capital Chains accelerates the provision and adoption of SCF solutions
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Training Outline
Provide a description of the topic and the main points to be covered
Introduction of participants and trainer(s)
Provide relevance to what the participants are doing in the workplace
Provide a session outline and what they will be learning
Provide assessment details
Establish what the participants already know
- Creating the link between Supply Chain and Finance
Describing the SCF types and individual solutions
Generic (financial) benefits and associated risks of SCF solutions
High-level description of individual solution: Payables Finance
High-level description of individual solution: Dynamic Discounting
High-level description of individual solution: upon demand
Understand the rationale for corporates to engage in SCF products
Identification of SCF opportunities within the specified target segment
Looking at the SCF opportunity from multiple perspectives
- Quantification of the SCF deal potential for an individual corporate
Describing the typical tooling required when prospecting
Understanding the requirements on a corporate for a successful implementation of an SCF program
Supply Chain partner (suppliers and/or distributors) segmentation is crucial for the roll-out planning
Identification of low-hanging fruit (supply chain partners) to the SCF provider
Identification of critical parties (supply chain partners) to the corporate
Interactive segmentation using a large (fictitious) data set
Using a segmentation template for initial grouping and prioritisation
Requirements for data enrichment
Legal aspects of SCF: types of contracts in a typical SCF structure
Deal perfection / assignment of receivables
KYC requirements for clients and supply chain partners (suppliers/distributors)
Best practices in legal documentation from industry leaders
- How to setup the corporate on the platform, what needs to be considered
Detailing the on-boarding process flow for supply chain partners
How to ensure the KYC requirements are met in a sophisticated manner
Best practices in the on-boarding journey, how technology can help
- Detailing the end-to-end process workflow
Describing the business as usual after go-live
Reporting requirements and opportunities for lead generation
- Working with a live case throughout the day
Participants bring their own client data to work with
Optionally: a mock-up data set is provided
- Evaluation of the training content
- Discussing perceived impact on knowledge
Elicit summary points from participants
Enable participants to exchange views in small groups to build their own action plan
Discussion of next steps and determine and manage follow up needs