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Esprima Slides Unlocking Potential 3


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Coaching with a difference

Many top decision makers have been looking at the economic climate and market prospects and asking themselves how their firm is going to survive and get through these hard times.

In Esprima we are a team of business professionals who have sat on both sides of the negotiating table between product and service providers and their clients.

However well tested your product and service in the market place, you know the reality is that your firm’s ability to get the business is only as good as your people involved at every stage of delivery . It is all about making a difference in the business relationship at a personal as well as professional level.

Esprima has a track record in providing a tailored coaching proposition for those firms looking to enhance the skills and confidence of their people involved in not just sales but also in the delivery and maintenance of day to day relationships with clients. It is an experience where your people will find themselves stimulated and inspired but also “leaning into discomfort” as we call it at Esprima

Esprima\'s programme jhas a number of modules that can be tailored to your firm’s specific requirements and provided in three formats
• An intensive 2 day course in an office or remote location
• 4 half days in an office or remote location over a 1-3 month period with reinforcement and “homework” tailored to your organisation
• 3 half days condensed over a 1-2 month period

Published in: Business, Education
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Esprima Slides Unlocking Potential 3

  1. 1. Unlocking Potential Maximising income by changing behaviours
  2. 2. 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
  3. 3. What is your firm looking for? Build closer Improve relationships, effectiveness of client confidence and trust contacts at the with new and existing decision-making level clients Generation of new and incremental Develop individuals Identify revenue revenues commited to work in opportunities through relationship-building these closer teams across functions Maximum impact of relationships and cultures existing people and resources Improve competitve Drive internal change „hit rate‟ through to promote “recession-busting” enhanced meeting, pitch and focus on client presentational skills opportunities
  4. 4. Sound familiar? How well does the firm optimise the How do I stir up, focus “eyes and ears” of all our people Who do I look to in our firm and regalvanise our for new business involved in the delivery of products people? opportunities and new and services to our clients? income? How good are our sales How many strive to improve people at sniffing out new the client relationship and business and building on How conscious are our take it to a higher level? existing client relationships? people of the benefits of „selling‟ internally as well as externally? Do my people have that “spark” that will differentiate How clearly do they get our firm and drive a closer across what the firm can relationship? How well do our people understand do for the client? the pressures on our clients in today‟s world, and the challenges to improve efficiencies and reduce costs? How well do our people work together as a team in front of the client? How good are their interpersonal and How many can hold their own presentation skills? in a client meeting and defend the proposition and price?
  5. 5. What sort of people do you want? More confident and “savvy” people in More focused and capable of   dealing with clients identifying and probing for new business More disciplined in managing and  More skilled listeners building client relationships  More ambition to understand clients‟ More aspirational in achieving a   needs higher level of relationship contact More competent in working in cross- More coherent, functional and   enduring teams – all pointing in the functional/cultural teams same direction of meeting client needs More pride in their firm‟s capability to  provide and deliver solutions More assertive in defending price  More motivated to “pitch” for their firm More command of the personal and   presentational skills needed to be a outside their own specific area of success in creating better expertise relationships and increasing business
  6. 6. What has been your experience? Simulations, Sales training scenarios, Team-building role-plays days Networking and relationship Leadership Pitch and training away-days presentation training Off-sites Psychometric profiling Cultural Personal awareness coaching training They all have their place…
  7. 7. How do we drive your outcomes? External „client‟ Two full-time facilitators each with introduced for final 25 years professional exercise to enhance servces experience real-life scenario Interactive exercises CHALLENGE Energising mix of in large and small theory, best practice, FOR groups, tailored for and real-life specifc client CHANGE experience situations Quantified feedback Flexible, mixed use to track improvement of media: slide through self-critique, presentations, flip- peer analysis and chart, role-plays etc. panel diagnostics
  8. 8. Sample itinerary Half-day group sessions (9-15 delegates) Individual/small group coaching WEEK 1 WEEK 5 WEEK 9 WEEK 14 WEEK ?? WEEK 10 SESSION 1 SESSION 2 SESSION 3 COACHING COACHING COACHING Building Putting Skills Delivering as 1 2 3 Relationships into Practice a Team Accelerator phase Cruise control
  9. 9. Sample content Putting Skills Delivering Building into Practice as a Team Relationships • Guidance and techniques • Techniques for planning • Understanding the for delivering high impact and running successful importance and presentations client meetings principles of networking and relationship building • In-context meeting • Teams challenged scenario with against specific • Behaviours at first presentation to „external‟ objectives in two meetings, including client simulated meeeting „elevator‟ pitches scenarios, including • Teams challenged to • Building questioning and “reverse reality” deliver against specific listening skills • Observation and business objective • Interactive exercises for feedback • Assessment of learning individuals, small groups • Tools on how to experience and whole team structure presentation for • „Letter of Commitment „ o • Introduction to feedback Session 3 new behaviours techniques to support • „Homework‟ set to mutual development prepare for Session 3
  10. 10. 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?
  11. 11. An integrated approach Maximising income through effective relationship management Real-life simulations Networking for life Commercial focus Performing under pressure Successful meetings Team-building Multi-level feedback Listening & probing A common language Ongoing coaching High-impact presentations Internal cohesion Mixed use of media Achieving results Cultural awareness Methodology KeyTopics Themes & Outcomes
  12. 12. Who should take the journey? Line management Management Managers responsible for delivery of products, services, projects Senior relationship directors Sales Senior and junior sales managers Technical experts involved in delivery and maintenance of client services Support Support staff involved in delivery and maintenance of client relationships
  13. 13. How is this programme different? Goes beyond the “theory” Provides pressure situations in gruelling simulations in real business scenarios Reinforces best practice through real examples and interactive exercises Breaks taboos and undoes bad habits Challenges participants to listen and interpret reactions and signals Forces participants to think creatively Forges internal team spirit and cohesion
  14. 14. Learning through personal experience Recognising my shortcomings PARTICIPANT Operating outside my comfort zone Rebuilding my approach to client relationships CLIENT 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 Challenge for change in attitude and behaviour
  15. 15. Examples of changing behaviours “I am going to get all my people to be more prepared before client meetings, researching the latest “When I get back to the office I am info and having a clear objective on how they will improve the personal going to get my sales team side of the relationship.” together, along with the support and delivery teams, and hammer out new client strategies redefining everyone‟s role and involvement.” “I need to talk to other managers dealing with the “I am going to review how same client and come up we reward and incentivate with a far more glued our people – not just in together approach.” “Despite being on the sales. We have to link everybody into growing the technical implementation client revenue.” side, I will now go into every client meeting looking for new business and ways to increase the relationship.” “I am going to identify all the others in my teams that could do with a shaking up and get them on this course.”
  16. 16. 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. Alex Dyce 07775 552624 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 Chris Scoble coaching and training sessions in each of those languages. 07734 908297