Understanding Your Client's Financials - Searchlight Insurance Training

Understanding Your Client’s Financials

This is a foundation for people who have had little formal exposure to business finance, the sources and uses of money in business, its measurement and the jargon.

A good broker discusses client needs as part of the sales process. But the best broker talks the client’s own financial language.

Financial considerations influence client’s decisions: what they insure, the amount of cover they buy and the size of deductibles they retain. Brokers must be able to appreciate the financial dynamics of their client’s business; interpreting their financial statements, discussing financial aspects of their business strategy and appreciating the critical indicators of the company’s health (or otherwise!)

Participants need have no previous financial knowledge. The conduct of the training is highly experiential, going at the pace of the participants.

It balances: input sessions, practical exercises and case studies and discussion of real life cases.


Duration: 1 day(s) CII CPD Hours: 6


At the end of this workshop participants should be able to:

  • Explain commercial cash flow in a firm and explain the importance of working capital
  • Describe the main sources of funding, and issues associated with each
  • Differentiate between solvency and liquidity
  • Navigate the balance sheet, profit and loss account and cash flow statement
  • Use key ratios to measure liquidity, profitability and return
  • Determine the critical indicators of company health
  • Suggest the financial factors which will influence insurance buying decisions

What you will gain

Participants will receive a set of comprehensive stand-alone business finance support notes combining key visuals with additional explanation, detail and examples to become a permanent reference document. Immediate post workshop tutor follow up support is also available.


Cashflow: Keeping the business money machine working

Cash v profit: Why do companies fail?

Assets and liabilities

Fixed and variable costs

Exploring debt and equity

Rules and conventions: UK GAAP v IFRS

Interpreting financial statements

Key ratios to measure liquidity, profitability and return

Quality of and risk to cashflows

Credit control

Gearing, leverage and the implications

Cost of capital and return on capital

Company valuation: what might influence share price?