Unlocking PotentialMaximising income by changing behaviours

Unlocking Potential…Why?

In today‟s market, there is a pressing need to maximise income

through the most effective use of resources

Key to this is the ability of your people to maximise income from

existing and new relationships

Our programme takes them on a challenging journey to develop

their commercial focus – both as individuals and in teams

We work as partners with you to tailor the programme to meet your

strategic and tactical needs

Our capability is based on over 50 years international experience in

coaching, mentoring and training in the business world

What is your firm looking for?

Identify revenue

opportunities through

these closer

relationships

Build closer

relationships,

confidence and trust

with new and existing

clients

Improve

effectiveness of client

contacts at the

decision-making level

Improve competitve

„hit rate‟ through

enhanced meeting,

pitch and

presentational skills

Drive internal change

to promote

“recession-busting”

focus on client

opportunities

Develop individuals

commited to work in

relationship-building

teams across functions

and cultures

Generation of new

and incremental

revenues

Maximum impact of

existing people and

resources

Sound familiar?

Who do I look to in our firm

for new business

opportunities and new

income?

How conscious are our

people of the benefits of

„selling‟ internally as well

as externally?

How many can hold their own

in a client meeting and defend

the proposition and price?

How good are their

interpersonal and

presentation skills?

Do my people have that

“spark” that will differentiate

our firm and drive a closer

relationship?

How do I stir up, focus

and regalvanise our

people?

How clearly do they get

across what the firm can

do for the client?

How well does the firm optimise the

“eyes and ears” of all our people

involved in the delivery of products

and services to our clients?

How well do our people

work together as a team

in front of the client?

How many strive to improve

the client relationship and

take it to a higher level?

How good are our sales

people at sniffing out new

business and building on

existing client relationships?

How well do our people understand

the pressures on our clients in today‟s

world, and the challenges to improve

efficiencies and reduce costs?

What sort of people do you want?

More confident and “savvy” people in

dealing with clients

More disciplined in managing and

building client relationships

More ambition to understand clients‟

needs

More competent in working in cross-

functional/cultural teams

More pride in their firm‟s capability to

provide and deliver solutions

More command of the personal and

presentational skills needed to be a

success in creating better

relationships and increasing business

More focused and capable of

identifying and probing for new

business

More skilled listeners

More aspirational in achieving a

higher level of relationship contact

More coherent, functional and

enduring teams – all pointing in the

same direction of meeting client needs

More assertive in defending price

More motivated to “pitch” for their firm

outside their own specific area of

expertise

What has been your experience?

Team-building

days

Simulations,

scenarios,

role-plays

Networking and

relationship

trainingPitch and

presentation

training

Sales training

Psychometric

profiling

Off-sites

They all have their place…

Personal

coaching

Leadership

away-days

Cultural

awareness

training

How do we drive your outcomes?

Interactive exercises

in large and small

groups, tailored for

specifc client

situations

External „client‟

introduced for final

exercise to enhance

real-life scenario

Two full-time

facilitators each with

25 years professional

servces experience

Flexible, mixed use

of media: slide

presentations, flip-

chart, role-plays etc.

Quantified feedback

to track improvement

through self-critique,

peer analysis and

panel diagnostics

Energising mix of

theory, best practice,

and real-life

experience

CHALLENGE

FOR

CHANGE

Sample itinerary

SESSION 1

Building Relationships

Half-day group sessions (9-15 delegates)

SESSION 2

Putting Skills into Practice

SESSION 3

Delivering as a Team

COACHING

1

COACHING

3

COACHING

2

WEEK 1 WEEK 5 WEEK 9 WEEK 10 WEEK 14 WEEK ??

Individual/small group coaching

Accelerator phase Cruise control

Sample content

• Understanding the

importance and

principles of networking

and relationship building

• Behaviours at first

meetings, including

„elevator‟ pitches

• Building questioning and

listening skills

• Interactive exercises for

individuals, small groups

and whole team

• Introduction to feedback

techniques to support

mutual development

Building Relationships

• Techniques for planning

and running successful

client meetings

• Teams challenged

against specific

objectives in two

simulated meeeting

scenarios, including

“reverse reality”

• Observation and

feedback

• Tools on how to

structure presentation for

Session 3

• „Homework‟ set to

prepare for Session 3

Putting Skills into Practice

• Guidance and techniques

for delivering high impact

presentations

• In-context meeting

scenario with

presentation to „external‟

client

• Teams challenged to

deliver against specific

business objective

• Assessment of learning

experience

• „Letter of Commitment „ o

new behaviours

Delivering as a Team

No feedback, no development…1 2 3 4 5 Area of Assessment

Introductions: Were greetings warm and personable? Business cards exchanged?

Social Icebreaker: Was an effort made to engage on personal topics?

Responsibilities: Was each person’s role and responsibilities explained?

Agenda: Was an agenda outlined or formalised? If so, how well followed?

Elevator Pitch: How effective? Did it mean anything to you? Help understanding?

Listening: Did they give you time to explain your challenges? Did they understand?

Probing: Did they drill down? Did they recognise buying signals?

Needs Recognition: How well did they identify your main requirements?

Solutions: How well did they align their potential solutions to your needs?

Innovation: How unique and visionary were their proposed solutions?

Assertiveness: How strongly did they seek your support to their proposals?

Attentiveness: Did their body language indicate they were interested in you?

Courtesy: What was their general level of politeness?

Time Management: Did they stick to the clock/agenda? How balanced?

Closing: How well did they summarise and close the meeting?

Result: Did they push for business? Proof of concept? Trial? Next meeting?

Relationship: How well did they build a relationship / rapport?

Next Meeting: Would you WANT to meet them again?

Recommendation: Would you be happy to recommend them up the line?

An integrated approach

KeyTopics

High-impact presentations

Listening & probing

Successful meetings

Networking for life

Achieving results

Maximising income through effective relationship management

Methodology

Ongoing coaching

Multi-level feedback

Performing under pressure

Real-life simulations

Mixed use of media

Themes & Outcomes

Internal cohesion

A common language

Team-building

Commercial focus

Cultural awareness

Who should take the journey?

Management

Sales

Support

Line management

Managers responsible for delivery of products, services, projects

Senior relationship directors

Senior and junior sales managers

Technical experts involved in delivery and maintenance of client services

Support staff involved in delivery and maintenance of client relationships

How is this programme different?

Goes beyond the “theory”

Reinforces best practice through real examples

and interactive exercises

Challenges participants to listen and interpret

reactions and signals

Forges internal team spirit and cohesion

Breaks taboos and undoes bad habits

Forces participants to think creatively

Provides pressure situations in gruelling

simulations in real business scenarios

Learning through personal experience

Recognising my shortcomings

Operating outside my comfort zone

Rebuilding my approach to client relationships

Putting myself squarely in the shoes of the client

Being more assertive in asking for business

Dealing with stress and tension in difficult meetings

Making myself more personable in business situations

Appreciating the benefits of working as a team

P A

R

T

I C

I P

A

N

T

C L

I E N

T

Challenge for change in attitude and behaviour

Examples of changing behaviours

“When I get back to the office I am

going to get my sales team

together, along with the support

and delivery teams, and hammer

out new client strategies redefining

everyone‟s role and involvement.”

“I am going to get all my people to

be more prepared before client

meetings, researching the latest

info and having a clear objective on

how they will improve the personal

side of the relationship.”

“I need to talk to other

managers dealing with the

same client and come up

with a far more glued

together approach.”“Despite being on the

technical implementation

side, I will now go into every

client meeting looking for

new business and ways to

increase the relationship.”

“I am going to review how

we reward and incentivate

our people – not just in

sales. We have to link

everybody into growing the

client revenue.”

“I am going to identify all

the others in my teams that

could do with a shaking up

and get them on this

course.”

Who are we?Alex has a professional background as a senior executive managing businesses and people across frontiers and cultures with a

strong history of coaching and mentoring both teams and individuals.

He spent over 30 years with Barclays Bank, developing new businesses and turning around underperforming operations in USA, Europe

and UK. He has faced the challenge of roles at director, COO and CEO levels in sales and marketing, product development, finance, IT &

operations and country management and believes passionately in the importance of building team confidence and motivation.

More recently Alex has worked as an adviser for companies in the software solutions, property and wealth management sectors in the UK

and Europe, helping them develop their products and people. He holds a number of directorships and is a regular facilitator and panellist

on seminars and programmes testing the participants’ ability to develop, negotiate and close sales and build commercial relationships.

Alex obtained a degree from Manchester University in Modern Languages and has worked and lived for over 15 years in Spain, France

and Portugal and has a deep understanding of working in a global, multicultural and multilingual environment.

Chris brings to his clients a practical background in business development and a genuine enthusiasm to maximise potential through

training and coaching.

He spent over twenty years working in a variety of functions in the international arm of Barclays Bank and more recently he held the role

of European Director of Marketing and Communications in two leading international law firms, Dewey Ballantine and Orrick, Herrington &

Sutcliffe, coordinating all marketing and business development activities across the firms' European offices.

In his more recent roles in the legal world, Chris has drawn on his experience with Barclays to introduce practical and measurable

solutions to the challenges of developing business in the professional services field, working closely with partners and associates to

develop the skills required to achieve success.

Chris obtained a degree from Cambridge University in Modern Languages and has spent more than ten years living and working in

France, Spain and Italy. His lifelong passion for languages has maintained his fluency in French, Spanish and Italian and he has delivered

coaching and training sessions in each of those languages.

Alex Dyce

07775 552624

alex.dyce@esprima.co.uk

Chris Scoble

07734 908297

chris.scoble@esprima.co.uk