Learning and doing

VALUE-BASED STORYTELLING

Tactical storytelling aimed at all client-facing people

Outcomes

Capability to tell a focused value-based story

Real thought as to where the professional should focus their time and build their own story

Having a clear and simple structure for developing a sharp sales story, and a first story to tell

Confidence in meeting potential clients or colleagues across the firm in explaining how they can help and what they deliver

A mindset shift to tell the story of value created not the service involved

Developing more clients like the best ones

STRATEGIC STORYTELLING

Aimed at those leading major client accounts

Outcomes

Understanding the power and importance of storytelling with major clients

Developing a value based proposition for the best clients

Creating a bespoke narrative with your biggest clients

Practice telling great stories and improving skills

Better communication, more effective delivery, greater impact in client meetings, distinctive positioning with key clients

A mindset shift to developing a powerful narrative with great clients, not simply delivering a service

HOW TO BE A TRUSTED ADVISOR OR PARTNER

Aimed at those leading major client accounts

Outcomes

A clear understanding of what it means to be a trusted advisor as opposed to a valued service provider

Identification of who I want to be a trusted advisor to.

Consideration of being a trusted partner – can I achieve this with these clients? If so, what does this mean? How does this change how I behave?

Mapping out a plan to move from service provider to trusted advisor to trusted partner with target clients

Focusing on building Relationship Capital not just winning deals

Half day/full day training: drafting a plan of action

LEADING HIGH TRUST MEETINGS

Aimed at all client-facing people

Outcomes

People with strong technical ability may be poor at leading meetings - a critical BD skill.

A clear, structure for meetings reflecting high quality professionalism.

More confidence by the client in the professional through better meetings.

Understanding that all meetings either build or damage trust, and so intentionally doing the former.

Better, more efficient meetings.

Lead meetings with confidence - ensure there is an agreed outcome.

CLIENT CONVERSATIONS THAT BUILD TRUST

Outcomes

People with strong technical ability may have poor interpersonal skills when leading client conversations.

In a competitive market in which technical abilities are common, these interpersonal behaviours make all the difference - this tackles this issue.

No professional wants to sell – but can feel comfortable with a structure that explores outcomes for the client in a confident way.

This training provides an approach and framework that can be used in all type of conversation - including difficult ones.

All sessions can be delivered in 90 minute, half day or full day formats. Longer sessions allow for more practical work directly on real world accounts and situations.

For optimal results, combine training with follow up group or individual coaching. This turns learning into action, and provides the foundation for the new behaviours and skills to become habit.

All of these themes can form the basis of powerful team workshops to explore the issues and reach conclusions.

LEADER AS STORYTELLER

Strategic and tactical storytelling aimed at current and future leaders

Outcomes

Belief that storytelling is a critical leadership skill

Have a simple way to construct high impact stories for leadership and rainmaking

Practice telling great stories and improving skills

Half/full day training:  develop a strategic narrative for self and team

Full day training: longer coaching and practice of storytelling delivery

Better communication, more effective delivery, greater impact of leadership

Learnings

To lead is to tell a story and bring it to life – what story are you telling?

How and why storytelling creates the reality of your business and team

A practical framework for strategic and tactical storytelling

The importance of using stories to achieve outcomes

THE TRUSTED LEADER

High trust leadership skills aimed at current and future leaders

Outcomes

Understanding the importance and value of trust in leadership

Challenging existing practice and behaviour to move from transactional to high trust leadership

A mindset shift to focus on building trust with the team and a team which is trusted

Knowledge of how to do this

More engaged team, more collaborative culture, better work

•Full day training: a game plan to do this

Learnings

Who I trust and why it matters

Who trusts me and why it matters

Different styles of leadership

Self-analysis

Using the Trust Triangle to design high trust leadership

TURNING VALUES INTO VALUE

Putting values into practice aimed at current leaders

Outcomes

Turning your value statements into practical ways of working

Consciously creating a culture in the team based on agreed values

Making this a consistent activity, not a one off initiative

Learnings

Are our values the right ones?

What do they mean in practice?

Real world scenarios and how to deal with them in a way which is consistent with our values

The value this will create

LEADING HIGH TRUST MEETINGS

Practical skill aimed at all current and future leaders

Outcomes

People with strong technical ability may be poor at leading meetings - a critical leadership skill

A clear, structure for meetings reflecting high quality professionalism

More confidence by the team through better meetings

Understanding that all meetings either build or damage trust, and so intentionally doing the former

Better, more efficient meetings

Lead meetings with confidence

Learnings

How to structurea meeting with a clear end in mind

The 4-step process to leading a successful meeting

Value-focused meetings – tackling soft and hard issues so that there’s a clear case and outcome

Involving everyone – asking open questions

Moving off the solution to explore options.

LEADING A TEAM OF OF TRUSTED PARTNERS

Trusted Partnership is a team effort and this is aimed at current leaders

Outcomes

A clear understanding of what it means to be a trusted partner to clients or other parts of the business and how to develop this in the team

Identification of to whom I want my team to be a trusted partner and why.

Mapping out a plan to move from service provider to trusted partner

Learnings

What it means to be a trusted partner and the value it creates

What this looks like in my team and practice

Using the Trust Triangle to design a strategy for my team which drives consistency in behaviours and actions that build trust with clients and colleagues

All sessions can be delivered in 90 minute, half day or full day formats. Longer sessions allow for more practical work directly on real world accounts and situations.

For optimal results, combine training with follow up group or individual coaching. This turns learning into action, and provides the foundation for the new behaviours and skills to become habit.

All of these themes can form the basis of powerful team workshops to explore the issues and reach conclusions.