Commercial Roles, Workflows, and Demo Strategy

Vocabulary flashcards covering role profiles, workflows, demo paths, outcomes, value pillars, and the core demonstration framework.

Commercial Banking - Relationship Manager

Job: Build customer relationships and identify lending opportunities. Workflow Problem: How do I have a more informed client conversation and build a stronger lending case? Demo Path: At a Glance -> Industry Performance -> Financial Benchmarks. Outcome: Better client conversations, stronger lending opportunities, faster preparation. Pillars: Revenue, Cost.

Commercial Banking - Credit Analyst

Job: Assess borrower risk and challenge assumptions. Workflow Problem: Does the borrower's story match industry reality? Demo Path: Industry Performance -> Financial Benchmarks -> Risk Ratings. Outcome: Better underwriting, independent validation, improved lending decisions. Pillar: Risk Mitigation.

Accounting - Corporate Finance / Deal Advisory

Job: Support acquisitions, valuations and transactions. Workflow Problem: Is this market attractive enough to support the transaction? Demo Path: At a Glance -> Forecasts -> Competitive Landscape -> Financial Benchmarks. Outcome: Stronger deal thesis, better transaction materials, faster research. Pillars: Revenue, Cost.

Accounting - Tax Adviser

Job: Deliver commercially relevant tax advice. Workflow Problem: What industry conditions should influence my recommendations? Demo Path: At a Glance -> External Drivers -> Forecasts. Outcome: Better client conversations and stronger commercial credibility. Pillar: Risk Mitigation.

Investment Banking - M&A Adviser

Job: Win mandates, build sector viewpoints and support transactions. Workflow Problem: How do I create a compelling market story? Demo Path: At a Glance -> Forecasts -> Competitive Landscape -> Financial Benchmarks. Outcome: Stronger pitches, better transaction narratives, improved deal credibility. Pillars: Revenue, Cost.

Private Equity Investor

Job: Evaluate investments and acquisition opportunities. Workflow Problem: Should we invest in this sector? Demo Path: At a Glance -> Forecasts -> Competitive Landscape. Outcome: Faster sector screening, better investment decisions, improved diligence. Pillars: Revenue, Risk.

Procurement - Category Manager

Job: Manage suppliers and negotiate contracts. Workflow Problem: How do I challenge supplier pricing and reduce risk? Demo Path: Cost Structure -> Competitive Landscape -> Supply Chain. Outcome: Better negotiations, supplier management and sourcing decisions. Pillars: Cost, Risk.

Procurement Director

Job: Lead procurement strategy and deliver savings. Workflow Problem: Where should procurement focus its resources? Demo Path: Industry Performance -> Cost Drivers -> Supply Chain -> Competitive Landscape. Outcome: Better prioritisation, savings validation and executive risk visibility. Pillars: Cost, Risk.

Sales Director / Business Development

Job: Generate pipeline and win customers. Workflow Problem: Which sectors should I target and why? Demo Path: At a Glance -> Forecasts -> Products & Markets -> Key Trends. Outcome: Better prospecting, targeting and pipeline generation. Pillar: Revenue.

Marketing Director

Job: Segment markets and improve campaign effectiveness. Workflow Problem: Who should we target and what matters to them? Demo Path: At a Glance -> Products & Markets -> Industry Performance -> Key Trends. Outcome: Better segmentation, stronger campaigns and improved marketing ROI. Pillar: Revenue.

Corporate Strategy Director

Job: Determine where the company should invest and grow. Workflow Problem: Which markets present the best growth opportunities? Demo Path: At a Glance -> Forecasts -> External Drivers. Outcome: Better market selection, planning and investment decisions. Pillars: Revenue, Risk.

Week 3 Golden Rule

The goal of a great demo is not to prove that you understand the report. It is to prove that you understand the customer.

Demo Formula

Persona -> Workflow -> Business Problem -> Insight -> Outcome -> Revenue/Cost/Risk.

Commercial Banking - Portfolio Manager / Risk Manager

Monitor portfolio exposure, industry concentration and changing sector risk. Workflow Problem: Help me understand where the portfolio is exposed, what is changing and where growth or diversification may be appropriate. Demo Path: Risk Ratings → Industry Performance & Forecasts → Supply Chain / External Drivers. Business Outcomes: Improved visibility across the lending book, earlier warning of industry deterioration and stronger diversification decisions. Primary Pillar: Risk.

 

Accounting - Audit Manager / Audit Partner

Plan audits, identify material risks, challenge management assumptions and obtain independent evidence. Workflow Problem: Help me understand the client’s industry, target audit risk and challenge management assumptions. Demo Path: At a Glance / Executive Summary → Industry Performance & Forecasts → Financial Benchmarks → Risk Ratings. Business Outcomes: Faster planning for unfamiliar sectors, stronger independent evidence and better challenge of management forecasts. Primary Pillars: Cost + Risk.

Private Equity - Investment Associate / Investment Director

Source opportunities, screen industries, conduct diligence and build investment cases. Workflow Problem: Help me establish whether the industry is attractive before I spend time assessing the target. Demo Path: At a Glance → Industry Performance & Forecasts → Competitive Landscape → Financial Benchmarks / Key Success Factors. Business Outcomes: Faster screening, stronger investment theses and improved diligence. Primary Pillars: Revenue + Cost + Risk.

Corporate Strategy - Strategy Manager / Corporate Development Leader Job:

Drive strategic planning, market entry, diversification and acquisition decisions. Workflow Problem: Help me compare strategic options and build an evidence-led recommendation for growth or investment. Demo Path: At a Glance → Industry Performance & Forecasts → External Drivers → Competitive Landscape / Key Success Factors. Business Outcomes: Faster market screening, stronger strategy recommendations and better-informed capital allocation. Primary Pillars: Revenue + Cost + Risk.