Purpose:

The primary purpose of the IPC Script is to assist the Financial Professional in making the presentation with the Chief Executive of the business. Please note that you are only going to get about 3 to 5 minutes with the Chief Executive to make your presentation and get their authorization to proceed.

Objective:  

The primary objective is to seek the authorization to do the IPC analysis for a consulting fee. After that you gather the required information in the back office, input the Client Information online, and print the IPC output documents. Explain to the client what is contained in each of the IPC output documents. Before you leave the Client's office, set the appointment to explain the entire IPC analysis and to answer all of the Client's Questions at that time. However, make sure the Client knows you are available before that time to answer any questions by telephone.

When: 

The following script is to be used when making the presentation to the client prospect for the first time. Usually, this is done in the Client's Office.

Script:   

Primary Presentation Script - Non-Technical - 2 Minutes
"I came here today to share with you how your business can enhance your Balance Sheet. I will show you how to increase your Cash Assets and reduce your Liabilities. When this happens, you will be reducing the amount of Capital at Risk doing the same business as before."

"Typically, the Balance Sheet can be enhanced by about 1% to 3% of Annual Revenue without any additional Liabilities."

"Most businesses in this country use Microsoft Excel as one of the principal Financial Analysis and Reporting Tools for the business. I suppose your business also uses this tool."

"I have Invoice Profitability Calculator software, that I would like to share with you to help us determine if your business can benefit financially. Which would be better for you? Do you want to use the Calculator here or in the Back Office?"

Alternative Presentation Script - Technical - 3 Minutes
"I came here today to share with you how your business can enhance your Balance Sheet. I will show you how to increase your Cash Assets and reduce your Liabilities. When this happens, you will be reducing the amount of Capital at Risk doing the same business as before. The Cash Assets are mainly increased because the Investment in Working Capital that is required to fund the Cost of Goods Sold is reduced dramatically, and there is also Tax Relief involved."

"Typically, the Balance Sheet can be enhanced by about 1% to 3% of Annual Revenue for a 30 to 40 day Accounts Receivable without adding any additional Liabilities."

"Most businesses in this country use Microsoft® Excel as one of the principal Financial Analysis and Reporting Tools for the business. I suppose your business also uses this tool."

"I have Invoice Profitability Calculator software, that I would like to share with you to help us determine if your business can benefit financially. Which would be better for you? Do you want to use the Calculator here or in the Back Office?"