Peter Nelson

Influencing and Leadership Impact

In all leadership positions, you need to be able to communicate well. The ability to instil confidence, deal with pressured situations and strong personalities are key, whether you are managing a team of people or a project. This fast paced programme covers a wide range of tools and techniques, practice and role playing to improve your capability and confidence as a communicator.

Business Pitching

People do not always do justice to themselves, their organizations or their ideas when speaking to groups of people, whether colleagues or clients. Audiences form impressions and make judgements from the start.

As a result, there is considerable pressure on the individual or team giving the presentation. Some people will avoid being involved for this very reason.

For those involved in business pitches the pressure to succeed is even greater.

Typically those involved in business pitches are very experienced, knowledgeable and more confident. The pressure can then create an impression of arrogance, always talking about us and not connecting with the client.

Those who pitch presentations correctly and professionally stand out so clearly from the rest. It is vital that impressions are not influenced by lack of technique, lack of confidence or the ability to connect with the real needs of a client.

This can be run as a 3 hour conference module or a one day training course.

The aims are to enable individuals to:

• construct a pitch that is client oriented
• prepare a pitch quickly and effectively
• deliver a pitch in a credible and professional manner

This will mean that participants will:

• increase the success rate of their business pitches.
• come across with more gravitas and empathy.

Getting Business

Getting new business and developing existing business is a topical issue for many Partners and senior associates and managers in the professions. There is a massive opportunity for new work and the building of new relationships.

Increasingly everyone realises that business does not walk through the door. Whilst all acknowledge their responsibilities, there is some concern that there are varying degrees of skill and ability and a perception that the competition is being more proactive.

Getting business creates the same buzz as an extreme sport, as long as individuals have the right training.

Either run as 3 hour conference module or a one day workshop it combines skills development and a short action planning session.

It is designed to:

• help individuals identify their individual strengths and weaknesses in getting business
• provide them with a number of practical tools which will help them be more successful with a business pitch or a marketing presentation
• enable individuals to agree a critical actions list.

Team Effectiveness

Organisations are generally good at planning, mission statements, agreeing a strategy, setting goals, developing values and communicating these to all levels. Translating these into action and results can be a problem.

Dig down and individuals are not always clear about their key areas of responsibility, their objectives or their success criteria. If they are, they may not be fully aware of what the responsibilities are of other team members and the team leader.

Too often team leaders will not pick up on slippage on time and results and or deal with poor performance.

This can result in mixed expectations, responsibilities that slip through the net or individuals who are not held accountable for results. Goals are not achieved and individuals at all levels frustrated.

If all the team can share and agree responsibilities, objectives, mutual expectations, ground rules and the critical actions that every individual is accountable for, you have team effectiveness.

You also have a team leader who is empowered to manage the critical actions and agree changes.

This workshop is designed for discrete teams. It can be run for larger numbers of senior managers, often as part of an annual strategy meeting.

It consists of very short presentations by all individuals, discussion and agreement.
It also provides a platform that can be followed up in a way that has been agreed by the whole team.

Done well and followed up meticulously, the Team Effectiveness workshop can have sensational results.
Teams that perform well love it, poor performing teams find them a huge relief.

Client Relationship Management

Getting new business and developing existing clients is a topical issue for relationship managers. Many wonder how they can be more proactive with managing new and existing client relationships. There is a concern for some that they will end up sounding like ‘a second hand car salesman’.

Opportunities are missed.

This module is designed to:

• explain client relationship management in its widest perspective and the role relationship managers can play in getting more business
• provide relationship managers with a number of practical tools which will help them with formal and informal situations.

Typical content

• Client Relationship Management in perspective.
• The client development cycle and the role of the relationship manager in hunting and farming.
• Creating the right impression and what it takes.
• Rebidding and client presentations, the difference between the best and the majority.
• Identifying and connecting with unstated client needs.
• Effective and less effective behaviours in meetings.
• Understanding different types of person and how they make decisions.
• Closing techniques and their planning.
• Client strategy meetings.
• Client entertaining and social contacts.