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Relationship based negotiating - success for a leading bank with Mercuri
 

Relationship based negotiating - success for a leading bank with Mercuri

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OUR SOLUTION ...

OUR SOLUTION
1. The programme
We developed a highly flexible programme based on
the Mercuri Relationship-based negotiating model.

An extensive series of case studies were designed to help groups apply the learning into their specific sectors including real estate, professional services, leasing, asset finance and distressed clients.

This programme includes pre-programme rapid learning, engages participants for two days face to face, plus e-learning and implementation analysis surveys.

2. Measurement and implementation
Mercuri measured the impact of its programmes for the
Bank using its own ‘Results, Activities, Competence’ ©
model, twinned with the classic 4-level Kirkpatrick training methodology.

Reaction to training, evidence of skills learned and the ability to apply those skills in the workplace, plus bottom line, commercial impact were all measured. This allowed our sales performance team to demonstrate a proven return on client investment.

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    Relationship based negotiating - success for a leading bank with Mercuri Relationship based negotiating - success for a leading bank with Mercuri Document Transcript

    • Relationship Based Negotiation www.mercuri.net For more information contact: Matthew Everitt Tel: +44 7572 343 341 Email: matthew-everitt@mercuri.co.uk MERCURI INTERNATIONAL CASE STUDY THE CHALLENGE A leading bank appointed Mercuri International to deliver 35 relationship-based negotiating programmes to 316 Bank relationship managers across five departments in ten months. The requirement was to not only deliver sales improvement programmes that supported the Bank’s performance objectives, on time and to budget, but to also then measure the impact of that training through both delegate feedback and monetary return on investment – payback. The bank needed to rework its approach to negotiating due to the significant market changes since 2008. In order to meet commitments to government it needs to increase lending but at the same time reduce exposure, optimise use of capital, manage profitability and handle reputational risk. Doing all these at the same time was extremely challenging! It required new skills and approaches for RMs who had grown used to a much more liquid and stable financial world. OUR SOLUTION 1. The programme We developed a highly flexible programme based on the Mercuri Relationship-based negotiating model. An extensive series of case studies were designed to help groups apply the learning into their specific sectors including real estate, professional services, leasing, asset finance and distressed clients. This programme includes pre-programme rapid learning, engages participants for two days face to face, plus e-learning and implementation analysis. surveys. . 2. Measurement and implementation Mercuri measured the impact of its programmes for the Bank using its own ‘Results, Activities, Competence’ © model, twinned with the classic 4-level Kirkpatrick training methodology. Reaction to training, evidence of skills learned and the ability to apply those skills in the workplace, plus bottom line, commercial impact were all measured. This allowed our sales performance team to demonstrate a proven return on client investment. THE RESULT  Customer retained and income increased by £150K  >50 examples of results change e.g.Bank exposure reduced by €1.3M e.g.Margin improved by 2%  >100 examples of behavioural change  14% improvement in confidence in 90 days  98% very satisfied or satisfied  99% would recommend to a colleague “We utilised the expertise of Mercuri International to deliver advanced relationship management skills to a team of over 100 relationship managers. The delegates rated the training provided by Mercuri International as excellent, worthwhile and relevant. As the coordinator of the programme it was a pleasure to work with Mercuri who were professional, engaging and consistent in their delivery.’’ Sector Head