The Challenge

To work with a team of four Investment Managers, to help them to become more aware of their strengths and weaknesses within their roles, and to use the coaching process to address these. The company’s ultimate aim was to drive business development, increase productivity and enhance the client’s experience . In the past, traditional training has been used to try to deal with issues such as poor time management and organisational skills, gaps in knowledge and soft skills such as building rapport with clients, but this had not made any real and lasting impact on the team’s behaviour or attitude.

The Process

• Through in-depth questioning, we discovered what exactly the individual did not like about social situations.

• Each session we worked on new strategies and skills to enable him to deal with the different scenarios he has to face in his working life, such as how to start a conversation with someone you don’t know, how to join in on a conversation, how to build rapport with a client, how to handle a group of people and meetings with clients so that it is engaging, not boring.

The Result

After six sessions the individual has experienced a huge increase in his confidence and now feels he can handle networking events as well as new client meetings with much greater clarity and self-assurance.

This has led to more referrals and securing new business.