Mind3

Management development

Accountability

Strengthen your ability to be accountable for results and how to instil this mindset in your team and organisation in the face of inevitable uncertainties and setbacks

Delegates will:

  • Understand the difference between being accountable as mindset and set of behaviours with the typical notion of holding yourself to account
  • Develop processes that support your accountability to ensure you can deliver results
  • Hold others accountable regardless of position, power and temperament and motivate others to perform when there are accountability issues
  • Learn what your team and organisation needs to instil this mindset and way of working
  • Learn how to help your team recover effectively from any performance issue

Active listening

By understanding how you typically listen and how you can develop active listening skills you will deepen trust, accelerate creativity and lead and manage more effectively.

Delegates will:

  • Understand different types of listening and how your bias can affect how you listen
  • Examine the impact different types of listening have on others and know which type you default to in different situations and why
  • Practice listening to the messages behind the literal communication
  • Develop conscious active listening in any situation and be able to develop powerful inquiry strategies to help people open up

Adapting to change

What happens when you are in the middle of significant change that affects your roles and goals? Using the latest thinking about change and research into brain science we can deal with the inevitable uncertainties and stresses of unpredictable change

Delegates will:

  • Understand how change affects you and what might create an immunity to change in you and others
  • Explore how best to deal with change given your personal style and specific approaches to leading change
  • Discover the different ways others respond to change and how to win their hearts and minds
  • Understand how to deal with the paradoxes and seemingly irreconcilable differences
  • Apply a set of practical tools on your live change issues

Analytical problem solving

This programme is about the consulting process – equipping delegates with the tools and thinking skills for the consulting assignment.

Delegates will: 

  • Identify, manage and deliver new and more creative solutions
  • Develop practical recommendations
  • Work together with others more cohesively and effectively
  • Arrive at irrefutable conclusions based on robust logic
  • Immediately integrate these skills with existing company procedures and current assignments

Appreciating yourself and others

Appreciative inquiry is well proven now to work as a leadership approach to increase performance as well as embrace diversity and resolve differences.

Delegates will:

  • Learn why appreciation is such a powerful approach and how it compares with traditional management and leadership approaches
  • Understand your own self-perception and how and when you appreciate and criticise yourself and others and the impact that it has
  • Examine who you naturally feel common ground with and those you don’t and why
  • Explore options to effectively engage and appreciate others regardless of their personal style
  • Understand the importance of managing your personal boundaries with difficult people
  • Practice appreciation as a way to lead, inspire learning and increase performance

Building trust, your network and brand

This programme has been developed to help the participant develop relationships with clients, enhance senior executive presence and develop a personal network development plan that naturally generates leads

Delegates will: 

  • Identify how to move from a transactional relationship to a transformational one 
  • Analyse, build and optimise their current networks 
  • Apply key networking principles with existing and new clients 
  • Develop relevant, original and compelling points of view and cases 
  • Increase personal impact to engage senior executives 

Business acumen

Using business analysis tools and the latest thinking on strategy and industry scenarios you can develop greater business awareness and acumen to increase your and your team’s performance

Delegates will:

  • Be able to put issues into a business context, taking into account the industry environment and overall strategy
  • Understand how best to frame and reframe business issues and examine them from multiple perspectives
  • Develop ways to challenge the status quo and surface any assumptions
  • Practice ways to analyse live commercial situations and understand the decision making process of senior managers
  • Be able to structure your own business logic from findings to conclusions to recommendations so that any senior executive will understand, accept and act on your thinking

Business development for professional services

This interactive and experiential programme helps professionals at all levels understand the buying processes of senior executives and the explicit implications for supplier behaviour. The programme explores the processes, tools and techniques involved in preparation and the critical behaviours that lead to success.

Delegates will:

  • Understand how senior executives buy services – and why they don’t
  • Appreciate the implications of buyer behaviour for supplier behaviour
  • Practise the six stages of business development – preparation and the five critical conversations
  • Learn how not to be ‘deselected’ at critical stages
  • Be viewed by the client as a representative of the firm rather than as a salesman

Challenge your bias

We are all susceptible to bias which often has dropped out of our awareness. Using the latest research into how we make decisions and how to surface our biases we can improve the quality of our decision making and leadership.

Delegates will:

  • Discover what unconscious bias you have and why
  • Examine the impact of your bias on your decisions and performance
  • Explore ways to surface your bias to promote logical thinking and creativity
  • Practice specific tools to move out of any bias and work more effectively

Challenging conversations

Using latest research in how we receive messages on a verbal and non-verbal level, participants learn ways to plan for and interact effectively around difficult topics that have high stakes emotionally or politically. As a result, people build trust and are able to sustain productive relationships. 

Delegates will:

  • Evaluate how and why we naturally respond to challenging conversations
  • Understand what kinds of communication blocks trust and compassion
  • Develop approaches that have an immediate positive effect on yourself and others around difficult topics
  • Practice ways in which you can express emotions without causing negative reactions
  • Consider how to prepare yourself for both giving and receiving difficult news
  • Explore ways to maintain empathy, build trust even in very high tension situations

Change leadership

Delegates will:

  • Understand what it is about change that creates resistance in people and how you specifically deal with uncertainty
  • Consider different approaches to addressing change and why so many do not work
  • Customise a change process specifically for the change situation you are facing based on well researched principles
  • Understand the emotional needs that must be met during a change process
  • Anticipate and mitigate risks and create specific actions at each phase that enable you to intervene
  • Ensure the change process is robust to deal with inevitable roadblocks
  • Develop a leadership strategy to ensure you can lead effectively

Choice and decision making

Using the latest research in neuroscience and psychology develop new ways to powerfully choose and make decisions and be your best self.

Delegates will:

  • Explore what choice is and how inadvertently we do not fully evaluate all options before we make choices
  • Discover how much you’re currently limiting your choices and why
  • Practice ways in which you can think and act in a way that helps promote fully responsible choices
  • Strengthen your ability to develop powerful choices in groups
  • Explore what choices you can now make to become your best self at work

 

Client communications

This programme helps participants to improve their personal impact by harnessing the power of storytelling to communicate key messages and by creating a strong connection with audiences in a range of presentation situations.

Delegates will: 

  • Present with greater confidence 
  • Structure communications more effectively 
  • Develop greater awareness of the audience and the wider stakeholder group 
  • Use storytelling techniques to create a compelling and cohesive narrative 
  • Maintain audience interest through effective use of voice and physiology 
  • Manage difficult audiences

Client management and engagement delivery

This programme has been designed to assist executives in handling difficult client conversations, help clients become aware of blind-spots in their approaches and manage their businesses through different economic climates.

Delegates will: 

  • Develop personal effectiveness in executive communications 
  • Build trust with clients 
  • Propagate an active referral network and personal brand 
  • Handle difficult client conversations 
  • Build client relationships that last for life 
  • Develop relationships across all levels of an organisation, particularly the C-Suite of senior executives

Coaching

Using best practice techniques from the world’s leading coaches, participants practice a series of scenarios and experience where and how coaching can add value and how it differs from other types of management interaction.

Delegates will:

  • Distinguish coaching from other management and leadership approaches
  • Understand the conditions of coaching and how best to create them between coach and coachee
  • Learn how to read others and be able to connect credibly with them
  • Develop ways of asking powerful questions and create inquiry strategies that make any coaching session as powerful as possible
  • Practice different challenging scenarios that develop your ability as a coach

Coaching for performance

In this programme, participants are introduced to coaching as an important part of a consultant’s skill set. A series of scenario-based coaching conversations highlights where coaching can add value in dealing with clients and peers and how it differs from other types of management interaction.

Delegates will: 

  • Use coaching techniques as part of their repertoire of management interactions 
  • Recognise the benefits of coaching frameworks to elicit ownership, promote collaboration and motivate teams and individuals 
  • Identify when a coaching approach is an appropriate intervention 
  • Apply best practice coaching models for maximum impact 
  • Develop better time and people management through more effective delegation

Collaboration

True collaboration requires a high degree of intellectual and social skills. This programme uses the latest thinking in neuroscience around how people share goals, commitments and values in order to create harmonious co-operative working relationships.

Delegates will:

  • Explore what hinders collaboration in yourself and others and how vital early conversations and behaviours are to long term collaboration
  • Experience multiple collaboration scenarios one to one and in groups and practice specific approaches to foster collaboration
  • Understand how to plan and manage the context, content, process and your style in collaborative relationships
  • Discover how to read cues and clues of non-collaboration and how best to intervene

Communication

Communication involves specific ways of reading others, framing messages, asking questions and listening. It also involves significant non-verbal communication so that people understand our intentions and assess our relative status.

Delegates will:

  • Understand the key types of communication and the specific techniques within each of them
  • Understand how your physiology, breathing, voice and eye contact play a large part in your overall message
  • Understand your own default style of communication and how and why that works with some people and not with others
  • Examine the limits of your communication style and how you can become more effective
  • Understand the unspoken communication between people and how to surface this productively
  • Practice planning high stakes communication situations and develop agility to be able to improvise effectively

Community building

Managing physical and virtual communities whether within or across a group or organisation or many organisations are critical to results. Using the latest thinking in group dynamics you can build and foster thriving communities.

Delegates will:

  • Understand what people expect today from any community they want to be part of
  • Understand the differences between physical and virtual communities
  • Develop approaches to foster communities physically and virtually and create a vital sense of belonging
  • Discover the main reasons why communities dissolve and what you can do to sustain yours and intervene if it wans
  • Identify behaviours that you can easily adopt to help your colleagues feel like you belong

Confidence

Using the latest research in non-verbal communication you can put yourself into a state of confidence and take on life’s challenges with grace and gravitas 

Delegates will:

  • Understand when you are at your most confident and why and how to anchor that in other situations
  • Know how to deal with situations that erode your confidence
  • Understand the power of a fixed and growth mindset and how the latter dramatically increases confidence
  • Understand how to physically and mentally prepare yourself for situations
  • Practice approaches to increase confidence particularly in unfamiliar situations

Conflict management

Many of us are not adept at disagreeing without being disagreeable. Using the latest techniques in people dynamics, conflict can be avoided and managed so that high stakes conversations can be managed effectively

Delegates will:

  • Understand the different types of conflict, why we react and the impact it has on others
  • Examine when and why potentially conflicting situations become unproductive
  • Discover the key attitudes and behaviours that make the difference and learn how to control and regulate your emotions
  • Become familiar with five different conflict handling approaches and when to use each one
  • Practice a range of different tactics to resolve any conflict

Consultative selling

This programme explores the implications of becoming a professional representative for the consulting firm, offering an overview of professional practices and processes for new consultants.

Delegates will:

  • Understanding how one’s personal style impacts working relationships 
  • Managing team dynamics 
  • Modulating personal status and presence 
  • Developing a personal ‘brand’ 
  • Giving and receiving feedback and coaching 
  • Becoming a firm ambassador

Core consulting techniques

This programme has been developed to help participants become more confident and productive in consulting engagements as they hone the core skills of an effective consultant

Delegates will learn core consulting techniques and skills including: 

  • Analytical frameworks to develop strategy 
  • Stakeholder management frameworks 
  • Process mapping 
  • Scoping techniques 
  • Mind mapping 
  • Framing techniques 
  • Points of view 
  • Facilitation and meeting management best practices 
  • Brainstorming approaches 
  • Structured presentations 
  • Using the power of storytelling

Courageous conversations

Some conversations require courage and emotional and intellectual preparation and discipline to be effective. Using the latest thinking in psychology and interpersonal dynamics you can learn how to manage these conversations effectively.

Delegates will:

  • Discover what kinds of conversations are most challenging for you and why
  • Understand how to prepare for the toughest kind of conversation and overcome any misgivings you may have
  • Learn how to control and regulate your mental and physical state so that you express verbally and non-verbally your intended message
  • Practice challenging scenarios to increase your confidence

 Creating an innovation culture|grey}Developing creative ideas is just one element to fostering innovation and creating a culture where ideas flourish.

Delegates will:

  • Understand the best practice approaches that foster ideas, creativity and an innovation culture
  • Consider how the characteristics of the most innovative cultures might apply to your organisation and what can limit innovation
  • Understand the different specific roles required to generate ideas and ultimately commercialise them
  • Examine your own leadership approaches to fostering innovation and what you will need to develop to infuse your organisation with innovation
  • Plan for and practice tools to intervene when your culture might be stifling innovation

Creating the future

Many people examine their potential by being limited by their past performance rather than understanding that the future does not need to be an extrapolation of past events. By building on research from top business leaders and entrepreneurs we can create new possibilities and for where we and our teams want to do and perform at our very best. 

Delegates will:

  • Examine how your create future possibilities and the potential limits you impose on yourself, your team and the organisation
  • Explore what unconscious assumptions you have made that limit the future and why
  • Practice specific approaches that free up your thinking and help your create your most powerful and exciting future yet
  • Develop your ability to declare your vision in ways that inspire yourself and others
  • Examine ways of planning back from your future vision that powerfully support you and your team to take relevant action

Creative problem solving

By examining how and why people are creative we can learn best practice approaches to problem solving and how to generate compelling innovative ideas

Delegates will:

  • Understand different types of creative problem solving and when and how to apply them
  • Examine ways to frame and reframe problems so that it creates more room for creativity
  • Explore any assumptions you have that may be limiting your own creative problem solving
  • Apply these principles and techniques to address specific live problems you are working on
  • Learn how to create a supportive environment for you and your team to stimulate creative problem solving
  • Examine how best to evaluate the creative solutions to your problems and enhance your ideas and the keys to developing and commercialising ideas

Creativity

Using best practice approaches from the world’s most creative people, practice a range of techniques to generate limitless creative ideas.

Delegates will:

  • Identify any limiting beliefs and practices to your own creativity and how to address them
  • Use the unlimited potential creative stimuli around you to start generating ideas
  • Practice the most effective creative techniques for specific challenges and evaluate which ones work best for you and why
  • Explore ways to foster this creativity in others
  • Enjoy developing limitless creative ideas!

Credibility

Executives, colleagues and clients evaluate you almost immediately and determine your credibility. Using the techniques from acting on how to project gravitas and the latest research on the verbal and non-verbal aspects of credibility you will increase your status and impact.

Delegates will:

  • Recognize how leaders use specific types of language to create credibility
  • Understand different ways of using your physiology, breathing, voice and eye contact can significantly increase your perceived credibility (without trying to change your personality)
  • Understand the ways you can increase your credibility by structuring your communication to provide clear succinct messages
  • Practice specific techniques so that you have the confidence to apply these at will in any setting

Customer focus

Using the techniques developed by world’s most customer focused organisations you will evaluate the practices that work best for your organisation and explore how to create a customer focused culture.

Delegates will:

  • Explore the typical reasons for why customer focus fails and service levels do not meet expectations
  • Develop hypotheses for the ways that customers evaluate good and bad service in your organisation
  • Evaluate the practices from the world’s most customer focused organisations and understand why they are so effective
  • Develop “moments of truth” which turn around bad service in your organisation
  • Examine ways to implement these to ensure that they can be institutionalised into your culture
  • Create a vision and plan of success that enlists key stakeholders

Dealing with set-backs

Learn how to deal with the everyday setbacks that life presents us with and turn them into benefits.

Delegates will:

  • Identify situations where being more resilient would be valuable
  • Discover your own unconstructive beliefs and thinking traps
  • Use practical tools to regain control
  • Develop your own strategy to deal with your own specific set-backs

Decision making

Using the latest research into decision making and how we inadvertently limit ourselves we can optimise our decisions and see immediately the profound impact on our own and our team’s performance.

Delegates will:

  • Understand your personal decision-making style and its impact to your performance
  • Evaluate when to use this and when to consider alternative approaches
  • Consider how your unconscious bias limits your optimal decision making
  • Practice powerful decision-making techniques to help address any kind of challenging, paradoxical and frustrating issue

Delegation

Using leadership research into why people follow leaders you can make delegation a way of motivating your team members and increasing productivity.

Delegates will:

  • Understand different styles of delegation
  • Learn to recognize when to pull in the delegation reins without damaging confidence or destroying relationships
  • Become ready to put in place ways to learn from experience and so constantly become more dynamic with your delegation
  • Identify thoughts and feelings that prevent them from delegating and feel confident you can overcome them

Expanding client opportunities – selling on

This programme assists the participant in the understanding of the client’s perspective and developing insights into where next for the client.

Delegates will: 

  • Identify, prioritise and scope specific opportunities within a live account 
  • Develop an understanding of the different stages in the client’s buying process 
  • Prepare for the client conversation to help position the firm’s capabilities in the mind of the client 
  • Demonstrate rather than assert the firm’s most relevant competencies for the client's benefit 
  • Create a set of specific action to deepen the client relationship and expand opportunities

Fundamentals of change management

This programme helps participants to strengthen their ability to diagnose and manage change through more effective stakeholder management, culture change and leadership alignment. They will also gain confidence in designing interventions using a practical framework and toolset.

Delegates will: 

  • Understand what change management is and the consultant’s role 
  • Link understanding individual mindset to organisation’s change 
  • Become more effective at diagnosing and managing change 
  • Develop the self-awareness to embody the role of the change agent 
  • Recognise and manage different stages of the emotional cycle during the change process 
  • Use actionable frameworks and tools to increase success rate

Getting buy-in and alignment

Learn from best practice in organisations and from politics how to save your ideas from getting ignored and resisted and move from hostility and grudging compliance to active advocates

Delegates will: 

  • Discover who are the real stakeholders you must gain buy in beyond the traditional hierarchy and why
  • Learn approaches to deal with the four kinds of attack that most typically kill an idea or initiative:
  • Creating delay and distraction
  • Instilling confusion
  • Inducing fear
  • Reducing your credibility and invalidating your role and character
  • Understand how to manage potential conflict and appropriate strategy for different styles of conflict or resistance
  • Create compelling and convincing arguments and learn how to neutralise attacks
  • Understand how your personal presence and status can influence others on a non-verbal level
  • Practice behaviours that help others feel heard, appreciated and respected even when they are attacking you

Interviewing and data collection

This programme is designed to help consultants, managers and others engaged in any forms of structured research, to improve their data collection skills from a range of different sources. It mixes case study work, concept and methods but the emphasis is very much on practice, coaching and feedback.

Delegates will:

  • Collect and select data efficiently, minimising wasted effort through a hypothesis-driven approach
  • Use a variety of data sources and methods to demonstrate creativity, professionalism and cost awareness in the data gathering phase
  • Use client interviewing as a powerful way to gather opinions, verify observations and explore commitments
  • Prepare for interviews, provide a meaningful structure and record the data efficiently
  • Refine their personal interviewing style for maximum impact in a series of role-plays

Leading your organisation through change

Using best practice approaches and experience create a customised change process for your organisation that deals with resistance in people and how you specifically deal with uncertainty.

Delegates will:

  • Consider different approaches to addressing change, understand which ones are most appropriate for your organisation and why and why so many do not work
  • Customise a change process specifically for the change situation you are facing based on your culture and situation
  • Understand the emotional needs that must be met during your change process
  • Anticipate and mitigate risks and create specific actions at each phase that enable you to intervene
  • Anticipate potential roadblocks and ensure the change process is robust to deal with them
  • Develop a leadership strategy to ensure you can lead effectively and enlist key stakeholders around you

Managing the consulting engagement

This programme focuses on the role of the manager in the analytical consulting process and is for those who have already experienced the challenges of managing live assignments and have attended our Analytical Problem Solving programme

Delegates will: 

  • Manage complex assignments more effectively 
  • Understand the dynamics to facilitate client change 
  • Apply a variety of behavioural skills to promote positive change 
  • Identify clients’ rational, emotional and political drivers to help overcome resistance 
  • Gain greater client trust and satisfaction

Negotiation skills and dealing with procurement

This practical programme prepares participants to be effective in the art of negotiation — providing tools and strategies to ensure successful negotiation and relationship preservation. 

Delegates will: 

  • Understand people’s motivations in negotiation 
  • Outline people’s typical negotiation styles 
  • Prepare for successful negotiation 
  • Apply the most effective tools, principles and tactics in a variety of scenarios 
  • Deal with conflict constructively 

Networking

This programme provides a practical, enjoyable and fun environment for professionals to re-assess their attitudes towards networking. The objective is to learn and apply behaviours that limit the risk of getting ‘deselected’ in the networking game. The programme embodies the latest research on networking including how to avoid common pitfalls, create engagement and structure conversations to demonstrate credibility.

Delegates will: 

  • Overcome awkwardness and fear of networking by reframing their understanding of it 
  • Realise that networking should not be alien to their personal style 
  • Apply a systematic approach that enables individuals to engage credibly in conversation with senior executives 
  • Develop relevant points of view on a variety of sectors and interest areas to contribute meaningfully to a wide range of conversations 
  • Select and use newer social media channels effectively 
  • Prepare for chance encounters!

Personal effectiveness – executive communications

This highly collaborative programme focuses on building emotional intelligence around business development, focusing on how to master critical client interactions.

Delegates will:

  • Communicate more effectively, using models that will increase the impact of communication 
  • Demonstrate increased personal presence 
  • Exemplify collaborative, confident and proactive business development behaviours 
  • Frame client’s issues, lead the thinking, whilst addressing their concerns 
  • Handle resistance and conflict productively to strengthen the relationship

Price and negotiate Your first 90 days in a new role

Using research into what why a managers’ success is often dependent on how they use their first 90 days 

Delegates will: 

  • Explore how best to plan the first 90 days, examining the level of diagnosis you need to undertake before taking action, the people you need to gain buy in from, appropriate short term wins and how best to communicate to your team, your peers and your managers
  • Examine a range of techniques to establish your position and status whilst maintaining rapport
  • Understand the dynamics of influence and when to use strength and when to use warmth with different people
  • Develop approaches to deal with the politics of any new role

Professional behaviours for consultants

The programme explores the implications of becoming a professional representative for the consulting firm, offering an overview of professional practices and processes for new consultants. 

After completing the programme consultants will be able to apply best practice behaviours that exemplify professionalism and efficiency: 

  • Understanding how one’s personal style impacts working relationships 
  • Managing team dynamics 
  • Modulating personal status and presence 
  • Developing a ‘personal ‘brand’
  • Giving and receiving feedback and coaching 
  • Becoming a firm ambassador 

Proposal writing and presentation

Participants learn to articulate powerful value propositions, delivered via compelling proposals with attractive commercial terms, leading to greater confidence when pitching for an opportunity and engaging in negotiation at any level.

Delegates will: 

  • Understand why clients buy 
  • How to meet client’s hot buttons and develop win themes in a proposal 
  • Build compelling value propositions and winning proposals 
  • Understand people’s motivations in negotiation 
  • Outline people’s typical negotiation styles 
  • Prepare for successful negotiation 
  • Apply the most effective tools, principles and tactics in a variety of scenarios 
  • Deal with conflict constructively

Pursuit skills development

This programme develops the key skills and behaviours and the fundamental processes for business development. It is ideal for experienced managers upwards and can be tailored for a specific level of seniority or teams at different levels.

Delegates will: 

  • Uncover and qualify compelling business opportunities with clients 
  • Develop a client strategy that moves from discrete to repeat engagements from thought leadership to first engagement and long term relationship 
  • Maximise effectiveness at developing the message in each client conversation 
  • Identify requirements and develop an inquiry strategy that builds credibility with clients 
  • Develop thought-provoking ideas to share with and interest your clients 

Resilience

Using the latest neuroscience and proven processes to develop your resilience, empower yourself and increase your capacity to take on greater responsibilities.

Delegates will: 

  • Examine how we perceive situations and how your mind is affected by setbacks, uncertainty and unfulfilled expectations
  • Using specific examples from your own life, analyse the main triggers that can impact your resilience 
  • Explore how your underlying values and beliefs affect your resilience and what to do about it
  • Discover how to deal with seemingly irreconcilable problems, reframe situations to your advantage, manage work issues more effectively, regain energy, lower stress and strengthen your capacity to take on more

 

Strategic breakthrough facilitation

This programme equips participants to be able to coach others in these fundamentals and in culture change.

Delegates will learn how to win the opportunities that can transform the business by: 

  • Developing ‘big bet’ opportunities 
  • Developing a diagnostic approach to explore each ‘big bet’ with board level sponsors 
  • Developing an early hypothesis on potential value propositions and business cases around each big bet opportunity 
  • Planning next steps effectively 
  • Communicating at senior levels as a thinking partner and creating conversations at all levels that differentiate your firm

Strategic problem solving

This programme is about the consulting process – equipping delegates with the tools and thinking skills for the consulting assignment.

Delegates will:

  • Identify, manage and deliver new and more creative solutions
  • Develop practical recommendations
  • Work together with others more cohesively and effectively
  • Arrive at irrefutable conclusions based on robust logic
  • Immediately integrate these skills with existing company procedures and current assignments

Strategy selling – selling up

This programme helps participants increase the power and effectiveness of their thinking and behaviours, improving their capabilities. 

Delegates will: 

  • Build confidence in senior level conversations and forging long-term relationships 
  • Apply tools and integrate behaviours 
  • Expand engagements by strengthening the value proposition and brand 
  • Increase productivity by using a common language and approach 
  • Lead the thinking by synthesising client issues, managing and exceeding client expectations

The power of your personality and your mind

Using latest research into personality and the mind to understand what makes you and others behave the way you do and why and how to take your effectiveness to the next level

Delegates will: 

  • Understand what personality is, what your mind is and how powerful they are to your life
  • Discover how flexible we really are mind and how decisions are made
  • Recognize your own personality traits, explore how you are different from others and how to make the most of those differences in any conversation
  • Examine the strengths and weaknesses of your ‘default’ behaviour
  • Look at ways to build productive ways to address any potential pitfalls 
  • Understand how to read others and relate effectively to them 

Transformational account management

Participants are taken beyond traditional account planning processes to be able to identify high client value priority opportunities and position themselves as thought partners.

Delegates will: 

  • Recognise the difference between transactional and transformational opportunities 
  • Identify and elicit requests for new opportunities for new and existing clients 
  • Understand the transformational account planning process both for developing new business from scratch and with existing clients 
  • Strengthen intellectual and social skills to win — selling-in, selling-on and cross-selling 
  • Demonstrate the value that your company can bring to the client in relevant, compelling and original ways 
  • Determine the optimal stakeholder dynamics and relationships and develop the ideal relationship management process to develop further work 
  • Create and continue a tailored and meaningful marketing relationship

Vital signs – finance for client managers

The programme will highlight the business drivers of financial performance and why profit and cash are not the same thing. It will help you understand how financial measures fit together and relate to one another — everything you need to know as to what’s in the CFO’s tool kit A one-day programme which provides an overview and understanding of the fundamentals of finance, enabling participants to link the numbers with an organisation’s business strategy and underlying activities.

We take a ‘strategic management’ perspective, providing you with an understanding of the key financial concepts that are of crucial importance in the boardroom.

We cover the big picture: 

  • How the CFO thinks
  • Developing a financial model of a business
  • How the numbers help you understand performance
  • Budgeting and forecasting
  • Setting financial objectives through key performance indicators
  • Analysing your current financial position
  • Comparative business performance and the market environment
  • Frameworks for long-term investment appraisal

Winning the competitive opportunity

This highly collaborative programme focuses on strengthening the ability of participants to evaluate, pursue and win engagements, whether with new clients or within existing accounts. Participants refine their scoping techniques and improve how they differentiate propositions in live opportunities from scratch.

Delegates will: 

  • Qualify the lead 
  • Frame the client’s issue 
  • Develop a win strategy 
  • Deliver the pitch