Revenue Maximization – Role of CFO

Revenue Maximization is a major component of Sustainable Profit Growth Framework (SPGF).  Generating Sales is  primary responsibility of Sales & Marketing Heads , however Finance Heads , as a part of Corporate Management has also to play an important part in this. Finance function arranges funds from Banks and Institutions on basis of some Revenue Projections. Hence Finance Head is an important stakeholder in ensuring that Revenue is Maximized.

Revenue Maximization involves following steps :

  1. Realistic Sales Plans : It is observed that Sales Plans are made with optimistic mindset. This is the reason that most of the times Sales Targets are not met. Finance Head should ensure from an independent view that Sales Plans are based on ground realities.
  • Alignment with Production and Supply Chain : Finance Head as a key part of Annual Budget Team has to see that Sales Plan is properly aligned with Production , Manpower and Material availability.
  • Funds Availability : Finance has to ensure that sufficient funds are available for Long Term and Short Term Capital .
  • Control over Discounts, Credits and Price Cuts : Finance Head has to ensure that there is adequate due diligence given to discount and price cuts policy advocated by marketing department.
  • Achievement of Targets :  Finance function has to keep watch on Achievement  of Revenue Targets set for Month and Quarter. Any shortfall on targets has to be escalated by Finance to Top Management.

Implementation Steps :

Key Implementation Steps :

1. Development of Sales & Revenue Plan

2. Production & Resources Alignment Plan

3. Development of Discounts & Rebates Policy

4. Monthly Sales MIS

5. Integration with ERP

Strategic Finance & Accounts MIS

Developing Dynamic Financial & Accounting MIS Framework

Finance is core to any business organization. Its involvement starts with arrangement of Funds to start the business and continues till its closure. Any Financial MIS framework should originate from  Key Functions of Finance which are as follows :

Strategic Finance

  • Investment Evaluation – Utilization of Capital in right projects.
  • Finance Arrangement for Long Term Assets & Working Capital Finance.
  • Risk Management – Managing Risk in business and environment.
  • Stakeholder Communication – Shareholders, Bankers, Investors.
  • Financial Value Creation – Maximization of Business Valuation

Accounting & Statutory

  • Accounting of Transactions of business.
  • Statutory & Taxation compliances

Financial Efficiency

  • Profit Maximization from operations. – Revenue Maximization and Cost Minimization.
  • Financial Hygiene – Fraud & Mistakes Prevention.
  • Treasury Management

Keeping above functions in mind, following Financial MIS Reports can be generated :

Investment Efficiency MIS

Every business starts with introduction of financial capital. This capital could also have been invested in alternate investment opportunities. Apart from own Capital every business also arranges for loans from different sources. This Loan has to be repaid by promoters irrespective of profitability of business. Hence it is desirable that MIS should be generated to check returns and health of financial capital deployed in business. Following MIS may be generated to this effect.

  • Finance Macro Environment Report
  • Financial Value Creation Report
  • Investment Efficiency Report – Liabilities Based
  • Investment Efficiency Report – Assets Based
  • Investment Efficiency Report – Future Incomes
  • Investment Entry Report
  • Investment Exit Report
  • Credit Rating Report

Capital Expenditure MIS

Capital Expenditure Control is a vital element of Financial Management functions. Capital Expenditure generally involves large sum of expenditure. Further capital expenditure has a long term impact on profitability of company. Hence its finds an important place in Financial Management MIS. Some of key capital expenditure and assets related reports are as follows:

  • Capital Expenditure Analysis
  • Assets Disposed Off Report
  • List of Assets Not Authorized for Acquisition /Disposal
  • Fixed Assets Verification Analysis
  • List of Assets Pending Disposal
  • Reconciliation between Fixed Assets Register and Nominal Ledger

Project Progress MIS

Project MIS is a combination of Technical and Financial aspects of management. Every project has multiple components of cost and funding. It is essential that all these components progress as per schedule. This shall ensure that project is completed in time which in turn shall save Time & Cost Over runs. From Finance Angle two types of reports should be generated:

  • Project Progress Report: Expenditure Incurred
  • Project Progress Report: Means of Finance

Risk Management MIS

  • Risk Management MIS
  • Risk Coverage MIS
  • Insurance Adequacy Analysis: Market Value:
  • Premium Paid Analysis
  • Pending Claims Analysis
  • Exchange Fluctuation MIS

Regulatory MIS

Management of regulatory matters covered under different acts such as Income Tax, GST, Company Law, SEBI, RBI etc. are handled by Finance department in most organizations. A proper M.I.S shall help the Finance Manager to keep tab on all important aspects of this area of his responsibility. He should develop checks & systems to come to know about any deficiency in time and take necessary action. Broadly M.I.S for Taxation Compliances has to be patterned around following reports:

  • Statutory Laws Compliance Report
  • Statutory Laws Deficiency Report
  • Statutory Returns Compliance Report
  • Statutory Penalties Report
  • Forms Not Received

Financial Records MIS

  • Financial Records MIS
  • Accounts Master MIS
  • Reconciliation MIS
  • Debit Balance Confirmation MIS

Financial Analysis & Cost Management

  • Balance Sheet Analysis:
  • Profitability Analysis: Total Cost approach:
  • Profitability Analysis: Marginal Cost Approach:
  • Cash Flow Analysis:
  • Cost Minimization MIS:

Working Capital MIS

  • Working Capital Analysis
  • Debtors Analysis
  • Legal Debtors Analysis
  • Creditors Analysis
  • Vendor Advances MIS

Funds Management MIS

Deposit Float Report:

Payment Float Analysis

Bank Movement Plan:

Idle Funds Analysis:

Employee Accounts Analysis


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