Commercial & Financial Awareness for Telecoms Professionals

2 Day Course
Code PWL131

This course has been retired. Please view currently available Telecoms Commercial Awareness.


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Investment appraisal techniques – Part I (6 topics)

  • Explore how shareholder value is created
  • Examine the two fundamental principles of investment appraisal
  • Learn how to apply Pay Back analysis
  • Understand the importance of Break Even analysis to aide decision making
  • Appreciate the strengths and weaknesses of each technique
  • Discuss appropriate levels of performance or hurdle rates for each measure within the communications market

Investment appraisal techniques – Part II (7 topics)

  • Develop an understanding of the principles behind Discounted Cash Flow Analysis
  • Learn how to calculate a Net Present Value and understand its relevance to decision making
  • Appreciate how the Internal Rate of Return relates to the NPV and how the IRR is used in decision making
  • Examine how the techniques can be modified when investment funds are limited
  • Appreciate the strengths and weaknesses of each technique
  • Look at how the techniques can be developed to deal with the uncertainties of the communications sector
  • Examine expected levels of performance in the communications sector

Overview of the basic financial statements (5 topics)

  • A review of the contents, layout and significance of the financial statements
  • The difference between opex and capex
  • The difference between fixed and variable costs
  • An introduction to accounting slang - the "top" and "bottom" lines
  • Definitions of key terms such as ARPU, EBITDA, Net Profit, Capital Employed, Margins, Free Cash Flow and Shareholder Value

The economics of communications companies (3 topics)

  • Economies of scale and the implications for company strategy
  • Financial performance of companies within the communications sector
  • Differences between the developing and developed markets

Budgeting and budgetary control (2 topics)

  • Understand the importance of budgeting and budgetary control and the typical budgeting process
  • Review best practice principles for preparing a budget

Business simulation exercise (1 topic)

  • Use a simulation model to examine the levers of value creation and the economics of a communication company

Accounting concepts and principles (4 topics)

  • The basics of account preparation
  • How to present capital expenditure and fixed assets in the financial statements - depreciation and amortisation
  • Understanding prepayments and accruals
  • Financing issues and interest payments

Profitability and efficiency analysis (6 topics)

  • A step-by-step guide to reviewing financial information and an overview of the techniques which can be used
  • Calculate profitability margins from gross margin, EBITDA margins down to Net margins
  • Understand the significance of different measure of profit
  • Review efficiency ratios such as debtor days, creditor days and stock turnover
  • Learn how to manage cash effectively
  • Perform a benchmarking exercise within the communications sector to get a feel for typical levels of performance

Return on Investment, solvency and investment analysis (5 topics)

  • Learn the meaning of return on investment and calculate ratios such as Return on Capital Employed and Return on Equity
  • Examine ratios that examine the solvency of a business such as gearing and interest cover
  • Look at the ratios and techniques that equity analysts uses to value companies
  • Examine the levels of performance achieved by companies within the communications sector
  • Discover the horrors of the Dot Com boom and bust


The course assumes no prior knowledge of finance or accounting.

What Our Customers Say

The training was delivered with a high level of expertise and excellence. Instructor was highly knowledgeable.”

Technical Trainer, Aviat Networks

Overall the course was really good, the trainer really understood the material and was very approachable.”

Customer Training Manager, Aviat Networks

Excellent course, informative and well-paced.”

CSE, Cisco

Course was very well outlined. Topics were great and bridged many gaps.”

System Engineer, Cable & Wireless

An excellent intro to video encoding & MPEG transport streams - I would definitely recommend it.”

Broadcast Engineer, Cisco

Definitely an excellent intro. Left me interested in learning more.”

Broadcast Engineer, Eircom

Excellent training course with real examples and practical classroom demonstrations.”

Transport Designer, Orange

Instructor knowledge and experience was excellent.”

Solutions Engineer, Akamai

Excellent course, very clear and well organised. Course content delivery was very good.”

Assistant Engineer, Dhiraagu

Very informative and appropriate.”

Network Support Technician, BT

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