2011 Educational Program

Thursdays, February 24th to April 14th, 2011
4:30 PM - 7:30 PM, Graham Training Room
Markham Convergence Centre, 7271 Warden Ave.
Program is limited to 16 participants.
$199/person, pre-registration required.

Course Outline

The following Course Outline may be subject to change or modification by the ISCM.

Table 1 . 2011 Educational Program · Course Outline and Schedule
Session Description Dates Session Objectives
Session 1:
Where is My Company Now?		 24 February An earnest self assessment of the company and it’s products or services.
  • Company introductions
  • Business self-evaluation
  • Importance of competitive intelligence
  • Evaluating client feedback
Sessions 2:
Marketing – Getting the Word Out and Bringing Leads In		 03 March Marketing basics for small business.
  • Understanding your value and benefits to customers
  • Communicating your value and benefits
  • Target segments and attract qualified buyers
  • Building a brand
Sessions 3:
Sales – Managing the Revenue Pipeline		 10 March Managing the small business sales process.
  • Understanding how your customers buy
  • Guiding prospects through their buying process
  • Accountable sales forecasting
Schedule Break 17 March
  • No session this week (School Winter Break)
Session 4:
Cash Flow – Managing the River Without Being Pulled Under 		24 March Understanding the most common SMB cash flow problems and how to mitigate them.
  • Introduction to cash flow principles
  • Cash flow projections
  • Managing payables and receivables
  • Adding money and credits
Session 5:
Business Legal - Fostering Productive Relationships		 31 March Understanding the role of modern law in your business relationships.
  • Avoiding pitfalls common to vehicle selection, incorporations, shareholder agreements, tax planning, ownership of intellectual property/other assets and capitalization
  • Managing your business critical relationships with bankers, landlords, employees, suppliers, customers and others
  • Building a cohesive company structure, preparing for the transition of your business and steps you can now implement to maximize the future value of your enterprise
Session 6:
Paths to Your Next Stage of Growth		 07 April When the money from "friends and family" runs out, understand the options available for your next critical stage of business growth.
  • Assessing the value of your business
  • Exporting and franchising
  • Venture capital and private investment groups (PIGs)
  • Angel investors, mezzanine financing
  • Mergers and acquisitions
Session 7:
Strategic Planning and Securing Advisors You Can Trust		 14 April Preparing for the future – strategic planning practices and choosing the right advisors.
  • Strategic business planning principles
  • Next steps for your business
  • Types of advisors and options
  • How to select & approach mentors and advisors