27th and 28th of September 2018, Vilnius

The training is focused on managing the performance of a business with key performance indicators (KPI). What gets measured, gets done is a no-brainer. However, in business practice the question is what to measure and how. In the era of big data it is more likely to drown in data without having the right KPI.

First, a set of specific strategic goals is the baseline for deriving KPI. A strategy map specifies the strategic direction of a company and facilitates operational and strategic feedback and learning. Based upon that, financial and non-financial KPI are set up to measure the strategic goals. Dos and Don’ts of setting up KPI will be discussed and shown by excercises and cases.

A next step is to look at financial KPI. At a first glance it appears easy as profit is sales minus costs. Yet, we know that cash is a fact, profit is an opinion. Therefore, we will elaborate when to use which profit or cash figures. Especially adjusted EBIT figures are often used to indicate operating profit. However, is an adjusted EBIT just EBIT before bad stuff?

No profit without customers – hence, we will take a closer look how to manage customer relationships for both: customer and company value. Aspects of measuring and managing customer profitability, customer lifetime value and customer loyalty are the focus of the next section. Specifically the NPS – Net Promoter Score – as a standardized non-financial KPI will be discussed.

Ideally, customer value and company profitability is to be considered when designing new products and services, not after having launched them. Target costing is a method bringing together different perspectives (marketing and sales, finance, operations) in the design phase.

Case studies and real company examples show how the concepts are used in businesses and make sure participants take away insights for applying them in their own.

The topics covered

  • Strategy maps – the baseline for KPI (KPI follow strategy, not vice versa)

  • Managing and measuring performance with the right KPI – dos and don’ts (e.g., how do develop non-financial KPI, interactive versus diagnostic use of KPI)

  • Financial KPI – understanding when to use which profit and cash figures
    (e.g., adjusted EBIT(DA) margin, ROCE, WACC, cash-to-cash-cycle)

  • Performance measurement and management of customer relationships:
    (e.g., customer profitability analysis, customer lifetime value, customer loyalty - the NPS: Net Promoter Score )

  • Target Costing – product and service design for customer value and profitability (e.g., EBIT-margin in product/service design, target costs for product/service components)



27-28 September, 2018

 Venue:   BMI Executive Hall, Konstitucijos ave. 7,Vilnius
 Language:   English
 Participation fee:   1600 EUR

 Early bird fee: (if paid by August 31, 2018)

  1200 EUR

 There is special BMI Alumni tuition fee:

  1500 EUR
 BMI Alumni early bird fee: (if paid by August 31, 2018)   1100 EUR
 The number of participants:   Limited
 Registration at:
 Contact person:   Jurgita Rešitkienė:, +370 5 2487254