Riding the Asian Tigers
Improving your Remote Team Relationships
Building Values into your Business
The Myers Briggs Type Indicator
Private Banks New Client Acquisition
Entrepreneurial Thinking & Decision Making in Action
Diversity Matters: It Really Does
Focus on Young South Asians
Working with the Indians
A one day immersion course to prepare individuals in the art of cold-canvassing prospective clients in a global environment
A One Day Course
Only a few years ago, the very idea of a New Client Acquisition Team would have been dismissed as unnecessary and vulgar.
The discreet culture of private banking would have precluded every thought of prospective clients being approached "cold". However, time and competition has brought new pressures to bear. Attracted by significant profit margins, recent entrants into private banking have been canvassing the market-place without hesitation. Established players are currently recruiting dedicated New Client Acquisition Teams, but their effectiveness is dependent on ability, confidence and the skill with which prospective clients are approached.
Objectives
The tailored, bespoke nature of this one-day course equips every team member with the analytical skills to ask the right questions before an approach is ever made. An objective foundation is laid upon which an ssessment of the prospective client’s investment needs and personal aspirations is built.
Your Team can then focus their skills on getting down to business and on "landing the fish".
Proposition
An investment of a single day can help your New Client Acquisition Team to canvass prospective clients more effectively to their advantage and your benefit.
We recommend a maximum group size of 8 -12 to guarantee maximum effectiveness of the seminar.
Pre-Course Exercises
The afternoon before, every participant will be given two questionnaires which must be completed before the course starts. The first exercise evaluates their ability to set an effective Agenda when arranging an important meeting with a known partner.
The second assesses their cross cultural skills when contacting someone professionally for the first time and how such cultural knowledge (or lack of it) can make or break the possibility of transacting business.
Course Outline
| The First Session | ||
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An introduction to the significance of cross-cultural differences and the dangers of misplaced preconceptions. | |
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The Cultural Onion: Understanding the key elements of cultural differences and how to turn these differences to your advantage when planning a "cold call". | |
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Time Circles: How different cultures perceive the use of time and why these perceptions should be built into your "cold call" pre-planning. | |
| The Second Session | ||
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The Cold Call (1): Vocabulary, motivation, objectives, preparation and approach. | |
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The mechanics of making a cold call, personal styles, probing, gaining information, listening skills, negotiating skills and effective closing. | |
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An exercise in telephoning a real "prospect". Each participant will be given the opportunity of having his/her exercise video-taped for feedback in the afternoon. | |
| The Third Session | ||
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The Cold Call (2): Group review, discussion and measured feedback. | |
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Making Presentations: In a one-to-one situation & in public. This will involve each participant in making a presentation lasting for 5 minutes. | |
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The Creative Process: Its significance in a business environment and how to harness creativity in the private business arena. | |
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What Next: Lessons learned and developing a focused approach to moving forward. | |
Becoming a Global Manager | Riding the Asian Tigers
Human Resources Management Challenges in India
Improving your Remote Team Relationships
Building Values into your Business | The Myers Briggs Type Indicator
Private Banks New Client Acquisition
Entrepreneurial Thinking & Decision Making in Action
Diversity Matters: It Really Does | Focus on Young South Asians | Working with the Indians
Human Resources Management Challenges in India
Improving your Remote Team Relationships
Building Values into your Business | The Myers Briggs Type Indicator
Private Banks New Client Acquisition
Entrepreneurial Thinking & Decision Making in Action
Diversity Matters: It Really Does | Focus on Young South Asians | Working with the Indians