We help professionals acquire the skills and mindset they need to be commercial advisers. We use client insights to run interactive and focused workshops and coaching sessions that result in a real change.
The curriculum includes:
- Introduction to 7 habits and becoming a trusted adviser
- Habit 1 – Understand your client’s desired outcomes – what do we mean by outcomes; how to stay focussed on the end result
- Habit 2 – Understand the business – how to get to grips with the wider business and market context
- Habit 3 – Understand the economics – understand financial jargon and apply financial models
- Habit 4 – Understand the people – stakeholder mapping and people management
- Habit 5 – Agree the scope – manage client expectations and deliver profitability
- Habit 6 – Build practical solutions – create lasting change for the client
- Habit 7 – Communicate for impact – the art of persuasion
- Sales Leadership – how to hit your sales targets as a group
- Consultative selling – core influencing skills for individuals and teams
- Negotiation skills and value pricing – how to win and still make a profit
- Developing proposals and winning bids – differentiate or lose
- Account management – the process and art of client satisfaction
- How to deliver projects more efficiently to improve profit margin
Our team have delivered training and workshops for numerous professional firms including Shearman & Sterling, Pannone, GVA, Kemp Little, Withers and the Financial Times.
A law firm was concerned that its service was ‘good’ but not really engaging with clients on their business issues. We customised and delivered Commerciality workshops for partners and fee-earners, based on research with The Financial Times into ‘Effective client-adviser relationships’.
For a time investment of two hours, participants came away with three SMART actions to change the way they work with specific clients. The firm gained a database of client-focused actions that can be repeated. Senior management acquired a structure for coaching to maintain the momentum.