1. ADE Project – Benfield
11th
February 2008

2. Agenda
History
Project Overview
• Winning the deal (JL)
• Financials (JL)
• Delivering the deal (NK)
Questions

3. History

4. Project overview
North American Treaty Team
Presentation Skills Programme
Competition

5. Winning the Deal
Problem definition – Assess
• PN
• Sponsors/ Stakeholders/ Owners
The “X” Factor
• Role model behaviour/ Best Practice/ Talent
Targeted Development
• Power Sessions/ Coaching/ Replication

6. Problem Definition – Delivery
KnowledgeAttitude
Behaviours
Top
4
1-2-1
&
Piercoaching
PAD
training
and
developm
ent
schedule
Power sessions
Process Output
Tier 1
Pitch development centre
Tier 2
Pitch development
centre
Tier 3
Pitch development
centre
• Role model behaviours
• Best practice
• Individual development
• Team development
• Increased confidence
• Individual development
• Team development
• Pier feedback
• Skills development
• Increased confidence
• Pier feedback
• Skills development
• Pitch exposure

7. I
N
P
U
T
Assess
O
U
T
P
U
T
Develop Evaluate
Relationship Matrix
•Personal / technical needs
•Cultural relationships
•Decision makers
•Political needs / drivers
Competitor Matrix
•USP focus
•Opportunity rating
•Hurdles / difficulties
Client Decision Making
Process
•Buying cycle
•Influence v authority
•Internal resource
SWOT Analysis
Rehearsal
Pre-analysis
Go – No Go
Best Practice
Increase Confidence
Skills Audit
Talent Pool
Best Practice
Feedback
Increase Win %
Best Practice
Confirming Actions
Follow-up Opportunities
Win
•Why
•What could we do differently
•Learning points
Lose
•Why
•What could we do differently
•Learning points
Agreed Solution
•Please see appendix

8. Financials

9. In Summary
Mentor ADE Process
• A – Asking questions/ posing problems
• D – Selling solution is easy
• E – 1-2-1 feedback/ board review/ feedback

10. In Summary
Mentor ADE Process
• A – Asking questions/ posing problems
• D – Selling solution is easy
• E – 1-2-1 feedback/ board review/ feedback