Case Study - Winning Deals
A top Investment Bank in London asked us to help their origination teams improve their deal flow by generating more consistency and focus when pitching.
We designed a programme over 3 half days for groups of experienced bankers which set out to "raise the bar" when it came to producing really focused client pitches and slide decks.
This meant improving the delivery skills of each individual so that they were really at the top of their game when speaking to clients, getting them to ask much better questions and build a far bigger intelligence picture and also generate a consistent approach that would allow them to save time during the production of ideas and materials to present.
The 3 programme modules were:
- Outstanding Communication Skills
- Building the Client Story
- Pitching to Win
Modules were all 4 hours long for groups of 3 bankers. This meant very practical and intensive learning, and a limited time away from desks, which was critical to maintain engagement with busy people.
We put a gap of 3 weeks in between modules, which allowed individuals to reflect on the skills and techniques they had learned during each module - and more importantly apply these skills back at work in order to practice and prove their success.
The spread of modules also meant that real deals could be case studied during the coaching modules, and forthcoming meetings and pitches could be simulated and practiced during modules, in preparation for the real events. This was incredibly useful to the bank - as they could gauge the return on their investment effectively.
