1. Professional Issues Slide 1 The Structure of Organisations & Finance Costs and Prices

2. What’s the difference Professional Issues Slide 2

3. Professional Issues Slide 3 Costs and Pricing Costs What it costs YOU to deliver a product or service Price Is what your CUSTOMER pays

4. Professional Issues Slide 4 Costs Purchase costs –Raw materials –Equipment Costs Costs of Finance –Interest Payable or Lost Direct Labour Costs –Salaries –Pensions Overhead Costs –Premises, Admin, Sales & Marketing –Not attributable to projects

5. Professional Issues Slide 5 Costs of Running a Car Cost £10,000 Run for 3 years Sell for £4,200 10,000 miles per year

6. Professional Issues Slide 6 Cost of Running a Car ….. Fixed Costs: Depreciation5800 Loss of Interest927 Car Tax475 Insurance1500 Total Fixed Costs 870229p/mile Variable Costs: Petrol3300 Servicing300 Total Fixed3600 TOTAL COST1230241p/mile No Inflation

7. Professional Issues Slide 7 Costs…… Fixed –Premises –Administration –Sales & Marketing –Costs of Finance Variable –Raw Materials –Direct Labour Costs

8. Professional Issues Slide 8 Fixed & Variable Costs Production Units Can Have Fixed Costs –Independent of Sales –Magazine Publishing –Toy Manufactures –Software Development

9. Professional Issues Slide 9 Depreciation Need to know value of Equipment and Stock Too costly to revalue every Item Simplified: –Straight Line –Reducing Balance Must be Consistent and Used & Declared in Annual Accounts

10. Professional Issues Slide 10 Straight Line Depreciation YearDepreciationEnd Year Value 120008000 220006000 320004000 42000

11. Professional Issues Slide 11 Reducing Balance Depreciation YearDepreciationEnd Year Value 130007000 221004900 314703430 410292401

12. Professional Issues Slide 12 Reducing Balance…….. Need to Identify Classes of Equipment Computers – High depreciation rate Buildings - Low rate Cars – Medium rate Furniture – Low rate

13. Professional Issues Slide 13 Labour Costs Salary plus on costs: –National Insurance –Pensions Persons Day rate –Statutory & Ordinary Holidays –Sickness –Training –Idle time –Unchargeable Time

14. Professional Issues Slide 14 Staff Costs Total Work Days 260 Junior Staff – 220 Chargeable days Senior Staff- 160 Chargeable days Junior on £20,000 –Cost £24,000 (No overheads) –Overheads £24,400 –Cost per day = £220 per day

15. Professional Issues Slide 15 Overhead Costs Not Attributable to Particular project –Building Costs –Administration Personnel Finance Sales & Marketing Support Fixed Costs and are very Real!! Computer Industry –100% Small Company –200 – 250% Large Company

16. Professional Issues Slide 16 Pricing

17. Professional Issues Slide 17 Pricing in the Computer Industry Cost Plus Services Fixed price Products

18. Professional Issues Slide 18 Cost Plus - Project Work Agree with Client your Costs per day –Usually on Direct Labour –Overhead Agree Profit margin “Body shopping” Unsuitable today for projects but used to supply skills/experience to customer projects

19. Professional Issues Slide 19 Fixed price – Project Work Total of: –Direct Labour –Bought in Items –Indirects Profit added Used in Competitive Tendering Risks versus Profit

20. Professional Issues Project Costings for F P jobs Companies may differ in the way they do this but basically the same idea

21. Professional Issues Labour Costs Arrange staff into levels, grades etc Work out average salary in each grade Work out average daily salary in each grade

22. Professional Issues Labour Costs cont’d Add to daily amount a sum of money to cover the overheads Therefore if all fee paying staff work then we can cover our costs

23. Professional Issues Add it up with more amounts!! Add contingency Add Hardware Add Mark up Add Profit Arrive at the final “Price”

24. Professional Issues Slide 24 Software Product Pricing Marginal Costs Very Low Manual, Box and CD Rom < £10.00 Large Development Costs Amortised over time Sales proportional to marketing Sales fall with increasing price

25. Professional Issues Slide 25 Customer Expectations PriceNature (Low to High) Free Shareware etc. Some great products (Winzip) £20Buyer’s Risk – Internet Sales £100 -£500 High volume - Real Software – Microsoft, Adobe £10,000 Real product – low volume – Bugs and Support £100,000On the drawing board!!

26. Professional Issues Slide 26 Support and other Issues Large percentage of income 10% - 25% of turnover Sage, Microsoft Support & Updates Must be Real and Valuable Annual Licence fee charges Per use Charges Application Service Providers