“The combination of highly interactive sessions and many specific examples curated to our particular context of client interactions, from meetings to large corporate events, meant it really landed for people. The feedback that I received from the team was overwhelmingly positive.”
Context
TradingHub provides highly specialised trading surveillance solutions to the banking industry. They host and attend many events to engage with potential clients and wanted to improve their effectiveness at these events in terms of generating business opportunities. Additionally, they wanted to improve how they came across and engaged with prospective clients in follow-up meetings.
Approach
I ran an interactive session with the client-facing team on what potential clients are looking for when selecting a partner to help them solve a business issue. We looked at how to build rapport and the key skills that are necessary to start to build relationships at events and to strengthen and deepen existing ones.
This was followed by mocked up follow-up meetings to understand how effective the team was at continuing the conversation, to generate business opportunities. Each team received detailed feedback in terms of rapport building, conversation flow and how they came across so they could take this forward and improve their business development success.
Outcome
The team had concrete and personalised guidance on how to improve their success at generating interest in TradingHub’s offering at events and how to generate more business opportunities at follow-up meetings.