ELEMENT ONE
Shaping Personal Thinking
  • Developing a ‘C-level’ mind-set, recognition of their generic core priorities and headline areas of focus
  • Essential business reading 
  • Effective ‘fast track’ customer / sector research
  • Using external data sources
    		•
    ELEMENT TWO
    ‘Standing in the Shoes of the Customer’
  • What is the customer’s vision and strategic focus
  • What drives the stability and success of the customer
  • What are the environmental and industry / sector dynamics impacting their world
  • What are the sector / customer primary financial dynamics and sensitivities
    		•
    ELEMENT THREE
    LoB Executive Conversation
  • Demonstrating business capability and personal credibility
  • Linking conversation and language to the fundamental customer value drivers and sector dynamics
  • Establishing ‘proof points’ to build customer confidence
  • The Ten Minute Test
    		•
    ELEMENT FOUR
    ‘Go’ / ‘No-Go’
    Business Decision Criteria
  • Shaping powerful business propositions
  • Understanding ‘business case’ evaluation principles
  • Recognising the individual customer’s decision criteria and the wider potential influences
    		•
     

    Essential Learning Focus

    + Refining individual ability to engage in customer LoB conversations​

    + Build understanding of commercial sector business dynamics​

    + Providing the financial literacy to influence / shape the customer business case​

     
     Outline Timetable
    Day One Day Two Day Three Day Four
    10:00 - 18:00 08:30 - 18:00 08:30 - 18:00 08:30 - 16:30