Building and Managing your Order Book Strategically
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The Aim: to provide delegates with critical insights into order book management and its impact on business development in general
Who Should Attend: this course is aimed at middle and senior managers of small and medium sized enterprises whether from the manufacturing or the service sector and from any industry, trade or profession.
The Training Method: The course is a mixture of lectures, discussion and easily understood case studies. Workshop sessions are used to experiment with and cement the lessons learned. Copies of the training material are provided.
In parts of the course we will make use of a variety of Excel spreadsheets for demonstration; but experience of Excel is not essential.
The Learning Outcomes: delegates will learn how to refocus their efforts at order book building and management by taking a more strategic review of the process. Delegates will also learn how to form links between the order book, the shop floor and the management of the finances of the business. By the end of this two day programme, delegates will be in a position to recognise their organisation’s failings in the area of order book management and be able to devise a strategy for resolving such problems in a structured manner.
The Content: the content of this two day course is split into three separate areas

1 Order Book Management John Blake

1. Identifying
   1. when an order book is under developed
   2. who ‘owns’ the order book
   3. who is empowered to monitor and build the order book
2. First steps in order book development
   1. understanding the business
   2. understanding the players
3. Systematically working through the company and the industry
4. Courting the market:
   1. how to make the key players feel that they are important to you
   2. use and abuse of the telephone and fax machine in the order book building process
5. Turning the Order Book into Real Business

2 The Order Book and Production Management John Blake

1. Stating the obvious: if we can’t make it we can’t sell it
2. Materials availability
3. Machine capacity
4. Labour hours available
5. Overtime issues

3 Cost Accounting and Management Information Duncan Williamson

1. An introduction to cost accounting
   1. reminder of financial accounting
   2. the benefits of cost accounting’s for any organisation
2. classification of costs as an aid to better
1. data identification and collection
2. data analysis
3. reporting to management
4. cost control
5. decision making
3. Gathering cost information and building the cost per unit
4. The problem with overheads and the solution of the problem
5. Pricing policies
   1. cost plus pricing
   2. marginal cost pricing
6. Break even analysis
7. Managerial decision making
8. Utilisation of people and resources
9. Budgeting and budgetary control

Fee: £395 for the two days
Dates: TBA
The Presenters: John Blake has successfully turned around a number of businesses by concentrating on order book management. Working in a variety of industries John has started with order books that equal one year’s turnover and by systematically working through the company and then the industry has increased the value of the order book by 100% then another 100% then another 100%. Allied to building the order book is building the company itself: John will link his order book building strategy with his production management and development strategies.

Duncan Williamson, will discuss how he has helped numerous organisations to appreciate the need for and power of using cost accounting information for management information purposes.

Contact Name: Duncan Williamson
Company Name: J&B
email: training@duncanwil.co.uk
Telephone: 0780 300 6558
Website: http://www.duncanwil.co.uk/train
Course Location: Portsmouth
Course Date: TBA
Course Time: 09:30 – 17:00
Course Cost: £395