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Infinity coffee break 82311 copy

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Take a coffee break with Infinity. Join Infinity for a series of 15 minute webinars featuring QlikView. Watch the video demo and hear the audio here: http://vimeo.com/28424933.

How can you manage and leverage the relationships around a deal to ensure nothing falls between the cracks? Today's webinar will focus on how to:

Ensure deals are completed at the optional value and in the optimal time;

Manage relationships associated with their target investments to better evaluate and execute asset acquisitions; and

Maximize the value of the sale (e.g. by creating a more robust auction).

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Infinity coffee break 82311 copy

  1. 1. Infinity Coffee Break Briefings:Improving Deal Management<br />August 23, 2011<br />
  2. 2. The Goal: Improving Deal Management<br />Increase the velocity of new cash inflows or new business<br />Decrease cash outflows<br />Reduce funnel leakage<br />
  3. 3. The Goal: Improving Deal Management<br />Increase the velocity of new cash inflows or new business<br />Decrease cash outflows<br />Reduce funnel leakage<br />
  4. 4. Key Information To Track – Potential Investor Subscriptions<br />Organization<br />Investor Account<br />Fund<br />Dollars<br />Relationship Manager<br />Probability of Close <br />Estimated Date of Close<br />Stage<br />
  5. 5. Hedge Fund Example In SalesLogix<br />
  6. 6. Private Equity Example in Microsoft CRM<br />
  7. 7. Key Information To Track – Potential Deals<br />Organization<br />3rd Parties<br />Fund<br />EBITDA<br />Revenue<br />Relationship Manager<br />Deal Stage<br />LOB (i.e. Mezzanine, Equity, etc)<br />
  8. 8. Investment Banking Example in MSCRM<br />
  9. 9. Leveraging Effectiveness With Your Pipeline<br />Send email/automatic alerts e.g.<br />For any deal with no activity for two weeks<br />For any deal due to close within two weeks<br />For any organization where cash outflows are increasing<br />Implement CRM/pipeline tracking on mobile device<br />Print daily info package with background info for each client your meeting tomorrow<br />
  10. 10. What Can You Learn From This Information<br />As Portfolio Manager, what cash inflows and outflows can I expect next month?<br />As Marketing Manager, is the pipeline balanced across stage? Where are the bottlenecks? What’s stalled?<br />As Marketing Manager, what market segments are we penetrating well/poorly? <br />As Marketing Manager, how can I coach people on my team to be more effective?<br />As CEO, what is the level of risk in our pipeline? <br />As CFO, what cash flows should I be expecting <br />
  11. 11. SalesLogix Welcome Screen Example<br />
  12. 12. Microsoft CRM Dashboard <br />
  13. 13. Qlikview Pipeline Dashboard<br />
  14. 14. Qlikview Opportunities Dashboard<br />
  15. 15. Qlikview Dashboard Views<br />
  16. 16. Qlikview Dashboard Drill Down<br />
  17. 17. Qlikview Activities Analysis For Coaching<br />
  18. 18. Qlikview Last Touched For Coaching<br />
  19. 19. Q & A<br />

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