“I last came on FP&A Today before I started my new CFO gig, and I was pretty nervous. I was talking a lot in theory of what I thought it would be, and now I can tell you a little bit more of the reality. So it's been quite the ride.” Returning guest CJ Gustafson–master of the hugely popular Mostly Metrics newsletter–delivers in his custom funny and frank style the lessons from his first year as CFO and the practical lessons for anyone in finance (and particularly FP&A). His worst budget experience - working six months on an operating plan  thrown away within a week during COVID (and the surprising conclusion) Getting stamps on my finance passport getting me to CFO The biggest lessons on being a CFO-as removing blockers and letting an organization go faster. CFO as chief psychologist, chief contract signer, and chief risk officer How I prioritized my finance hires Views of FP&A as a CFO  How knowing numbers better than anybody else projected me to CFO Why BI was put under the CFO function (“it’s like putting data insights on steroids and you combine FP&A and BI”) Why ARR per employee is my favorite SaaS metric CAC payback period as the golden SaaS metric  How I (painfully) learned about the power of the “meeting before the meeting”  Creating a category for yourself as CFO Sign up for the Mostly Metrics Newsletter from CJ Gustafson: https://www.mostlymetrics.com/ Check out Run the Numbers hosted by CJ: a weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups https://podcasts.apple.com/gb/podcast/run-the-numbers-startup-finance-strategy-and-operations/id1704418764 Follow CJ or get in touch with him on LinkedIn https://www.linkedin.com/in/cj-gustafson-13140948/ Or Twitter https://twitter.com/cjgustafson222

Sales expert CJ Gustafson provides a crash course in sales compensation, covering topics like designing sales rep comp plans, base vs. variable pay, accelerators, SPIFs, paying sales reps, commission rates, and benchmarks for account executives. He also discusses the flaws in comp plans, using Salesforce's early comp plans as a case study.

CJ Gustafson, CFO of PartsTech and the mind behind Mostly Metrics, talks about annual planning and the importance of understanding business models and resource allocation. He outlines a three-month timeline for annual planning and breaks down the process into digestible stages, focusing on setting realistic goals for revenue, productivity, and profitability. CJ also addresses the challenges of planning with incomplete data and emphasizes the need to adapt. His insights provide valuable lessons on balancing ambition with the realities of startup finance.

CJ Gustafson, an expert in cash conversion cycles, shares his career insights and real-life success stories. He discusses optimizing cash flow, revealing how he reduced Days Sales Outstanding from 55 to 37 days. Using examples from companies like Starbucks and Chewy, he highlights innovative cash management strategies, including influencer marketing and gift card systems. CJ also delves into dynamic pricing tactics in the aviation industry, showcasing how these methods can drive business growth and improve financial agility.

CJ Gustafson, CFO who uses memes and a conversational style, discusses the challenges of being a CFO, the drivers of a sustainable media business, the advantages of SaaS businesses, evaluating financial health, changing dynamics of the ad ecosystem, and building a community.