Program Overview
COMPASS equips bankers with the analytical tools and consultative skills to identify where clients are in their corporate lifecycle and recommend tailored banking solutions that address current and future needs. This empirical, data-driven approach transforms bankers into trusted advisors who can navigate businesses through each stage of development with precision and foresight.
Program Structure
5 half-day modules (4 hours each) combining theory, practical analysis, case studies, and role-playing exercises.
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Module 1: Corporate Lifecycle Navigation
**Duration: 4 hours**
### Hour 1: Corporate Lifecycle Framework
– Introduction to the five stages: Start-up, Growth, Maturity, Early Decline, Decline
– Key financial and operational indicators for each stage
– Understanding transition points and early warning signals
### Hour 2: Data-Driven Lifecycle Analysis
– Financial statement markers for lifecycle positioning
– Non-financial data points: Point of Sale trends, customer acquisition costs, inventory turnover
– Integrated dashboard approach to lifecycle assessment
### Hour 3: Case Study Analysis
– Small group analysis of 3 companies at different lifecycle stages
– Identification of key indicators and positioning rationale
– Presentation and discussion of findings
### Hour 4: Banking Solutions Alignment
– Mapping appropriate banking products to each lifecycle stage
– Anticipating transitions and preparing solution roadmaps
– Exercise: Creating lifecycle-appropriate banking proposals
**Engagement Elements:**
– Interactive polling on identifying lifecycle stages from data snippets
– Competitive case analysis with team presentations
– Digital lifecycle mapping tool introduction and practice
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Module 2: Financial Statement Interpretation for Opportunity Identification
**Duration: 4 hours**
### Hour 1: Beyond the Numbers
– Reading between the lines of financial statements
– Trend analysis and benchmark comparison techniques
– Red flags and opportunity signals in financial data
### Hour 2: Balance Sheet Opportunities
– Asset efficiency analysis and financing opportunities
– Liability structure optimization
– Capital structure assessment and recommendation frameworks
### Hour 3: Income Statement & Cash Flow Analysis
– Profit margin enhancement strategies and related banking solutions
– Cash conversion cycle optimization
– Working capital efficiency improvements
### Hour 4: Integrated Financial Analysis
– Creating financial narratives from comprehensive statement analysis
– Linking financial performance to specific banking solutions
– Exercise: Developing opportunity memos from financial statements
**Engagement Elements:**
– Financial statement detective work: finding hidden opportunities
– Peer coaching on financial analysis techniques
– Real-world statement analysis with solution matching
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Module 3: Business Model Assessment for Banking Opportunities
**Duration: 4 hours**
### Hour 1: Business Model Canvas Framework
– Key components of business models across industries
– Value proposition alignment with revenue streams
– Cost structure analysis and optimization potential
### Hour 2: Industry-Specific Business Models
– Sectoral business model variations and their banking implications
– Disruption patterns and adaptation strategies
– Emerging business models and their financing requirements
### Hour 3: Value Chain Financing Opportunities
– Identifying financing gaps throughout the value chain
– Supplier and distribution financing solutions
– International business model considerations
### Hour 4: Business Model Transformation Support
– Banking solutions that enable business model pivots
– Digital transformation financing strategies
– Exercise: Building banking solution packages for business model evolution
**Engagement Elements:**
– Business model mapping exercise with solution overlay
– Industry panel discussion on evolving business models
– Solution matching game for various business models
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Module 4: Product Knowledge Mastery
**Duration: 4 hours**
### Hour 1: Capital Expenditure Financing Solutions
– Equipment financing options comparative analysis
– Real estate and expansion financing strategies
– Technology investment financing approaches
### Hour 2: Working Capital & Trade Solutions
– Trade finance instruments and their strategic application
– Supply chain financing innovations
– Foreign exchange and international trade solutions
### Hour 3: Capital Markets Solutions
– Equity capital raising approaches for different lifecycle stages
– Bond issuance structures and timing considerations
– Hybrid financing instruments and their applications
### Hour 4: Risk Management Solutions
– Interest rate hedging strategies and client value creation
– Currency risk management approaches
– Commodity hedging solutions for relevant industries
**Engagement Elements:**
– Product application scenario role-plays
– Solution configuration workshop for sample client profiles
– Competitive pitch development for complex financing needs
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Module 5: Consultative Questioning & Solution Validation
**Duration: 4 hours**
### Hour 1: Strategic Questioning Framework
– The COMPASS questioning methodology
– Information gathering vs. insight generation questions
– Building questioning sequences for different solutions
### Hour 2: Capex & Working Capital Validation
– Structured questioning for capital expenditure needs
– Trade finance requirement validation approach
– Working capital optimization dialogue techniques
### Hour 3: Capital Markets & Wealth Management Validation
– Equity and bond issuance readiness assessment
– Corporate wealth management needs identification
– Executive wealth management conversation approaches
### Hour 4: Solution Integration & Program Synthesis
– Creating integrated solution packages across banking domains
– Long-term relationship planning through lifecycle transitions
– Capstone exercise: Comprehensive client advisory simulation
Engagement Elements:
– Video-recorded questioning practice with expert feedback
– Question pathway creation for complex client scenarios
– Client meeting simulation with solution presentation
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Assessment and Certification
– Pre and post-program assessment of knowledge and skills
– Case-based final evaluation with solution development
– COMPASS certification upon successful completion
Application Support
– Digital toolkit with analytical templates and questioning guides
– Bi-weekly coaching sessions for 3 months post-program
– Peer learning community for ongoing case discussion
Key Program Differentiators
1. Empirical, data-driven approach connecting financial analysis to solution development
2. Comprehensive coverage of the entire corporate lifecycle
3. Integration of financial statement analysis with business model assessment
4. Structured questioning techniques for solution validation
5. Practical application focus with real-world cases and simulations
