Relationship Management
Global Institutional Banking (Sales)
We were asked by the Head of Training if we could improve relationship building skills to give sustainable competitive advantage to client relationship managers within investor services. Our consultants worked closely with the head of training to develop a bespoke course that was driven by the vision and values of the company, but added powerful new tools to enhance communication and relationship building skills. Emotional Intelligence was seen as the key to unlocking the full potential of client relationships. A two-day programme was designed to achieve the following objectives:
- Communicate in a conversational style
- Improve listening skills
- Add Emotional Value
- Become a Trusted Adviser
- Understand the Buying Cycle
- Employ Strategic Selling Skills
Case studies based on real client scenarios were used to give participants an opportunity to practise new skills. The immediate impact of this programme was apparent when we received feedback on two separate levels. Firstly, from those attending the course - and more interestingly, from their clients! "everyone who is client facing in this company should attend this course " (feedback from a course delegate) " You were the only company who went with the flow. You listened. The others just followed their agendas" (feedback from a new client following a business pitch after the programme).