Financial Fluency — 3 Hour Workshop
Speaking the CFO’s Language
Understanding the B in B2B
Most Enterprise deals don’t stall because the Champion couldn’t see the fit. They stall because they couldn't speak the language that funds it.
A high-energy 3-hour working session that gives your AEs and SEs the financial language to move a deal from Champion interest to executive approval.
The Gap
Your Champion sees the value,
but the CFO isn’t convinced.
If your Enterprise deals are dying at the operational level, it's because the business case landing on a CFO’s desk doesn’t answer the questions that actually determine whether a project gets funded.
Capital is rationed. ROI is not enough. What is the NPV of the project? Does it clear their hurdle rate? Most sellers don’t know what these and other crucial financial terms are. So their business cases don’t speak to them.
The result is that promising deals die at the finish line because nobody in the room could translate the operational pain into the financial language that moves capital.
This workshop closes that gap.
What participants leave able to do
Read a deal through the lens of an economic buyer, a procurement gatekeeper, and an operational champion - simultaneously.
Run discovery that extracts the buyer's own numbers rather than asserting the seller's benchmarks.
Equip your Champion(s) to win funding when you are not in the room.
How it works
How the session is tailored
A thorough sync with Senior Stakeholders, ICs, and Enablement to relate teaching to your business reality and to design relevant exercises.
What's included
Full facilitation, participant work materials, pre-work to prime the room, and a post-work retention prompt sent as a follow-up to reinforce the core ideas before the dreaded Forgetting Curve kicks in.
Delivery
In-person, virtual, or hybrid. Fits a half-day block within any SKO, QBR, or team offsite.
A Good Fit When
Your sellers' deals are dying at the procurement/CFO stage
Champions are engaged, but business cases are challenged internally. Deals are going quiet without a clear reason.
Your SEs cannot connect the dots to financial outcomes
They can show the product works. They can't always show what it's worth to the economic buyer.
Your AEs and SEs are selling into Enterprise for the first time at scale
Deal cycles are getting longer. Multiple stakeholders are involved. The team needs a shared frame for how enterprise capital decisions actually get made.
You want to add commercial depth to your SKO/QBR/Offsite
The team knows the product. This session builds the financial fluency to sit across from a CFO.
Pairs well with Stories Are How We Engineer Decision Confidence, the Commercial Storytelling workshop.
What clients say
“Nikhil has a unique ability to reframe negotiation - not as a pricing discussion, but as a value conversation. He brings clarity, structure, and a deep understanding of how to align with what truly matters to the customer.”
Guru Vaidya
Head of APAC Solution Consulting, Adobe Systems
“Nikhil facilitated a fantastic in-person leadership course to help accelerate deal progression and executive engagement. His stage presence and insightful delivery was invaluable. He drove tremendous participation and instilled confidence across the organisation.”
Justin Grosskurth
Digital Experience Leader and Strategic Advisor, Adobe
Next steps
If this is the gap, let’s talk about your team.
Book a conversation. We’ll talk about where your team is, what the event context looks like, and whether this workshop is the right fit.