Asset Manager: Presentation Skills

"Richard Wood's overall input has significantly increased the professionalism and hence the success of our approach. It is highly unlikely that we would have achieved the same degree of success without his support."

Director, Lazard Asset Management

Client/Market:

Private Client division of a leading asset management company.

Problem:

The company had won little new business in 'Beauty Parades' for some years and had some internal issues that were hindering the development of the Division.

Implications:

Without new business the division cannot survive.
Unless the internal issues are resolved, staff turnover will increase, clients will leave, and the long term survival of the division will be doubtful.

Aim:

To implement action plans based upon the results of the Agility Survey.
To have the skills and confidence to handle client meetings and presentations so that consultants and prospects have confidence in our offer and choose to select us as a fund manager.

Results:

Winning a very significant percentage of 'Beauty Parades' we attend.
Increased awareness and focus on all aspects of client presentation, from preparation and planning to actual presentation.
Tailored proposals with involved two-way communication rather than a monologue.
Reduced reliance on Powerpoint presentations.

Our Approach:

We worked with the client in the following areas:

Change Project. This was a project to identify and remove barriers to business progress. As part of this we used Persona's Agility Survey. This highlighted staff perceptions about key aspects of the business and enabled the client to take action. As a result they have a more motivated and focused team.
Presentation Skills. This training was designed to improve success at 'Beauty Parades'. It covered the fundamentals of effective presentations but at all times was focused on the client and the organisational and individual needs and culture.
Beauty Parade preparation and rehearsals. We provided coaching to help our client prepare and rehearse for major 'Beauty Parades'. This approach has paid off well.
Communicate and Win. This programme gave staff a method of identifying people's motivation and communication preferences and hence strategies for dealing with them. This added another skill to the armoury for building strong client relationships and winning new business.

Client Comments:

"Our key consultants have complimented us on the professionalism of our presentations. This has led to our consideration for further opportunities. Our success rate would suggest that their clients have also been impressed by our work.

Richard Wood's overall input has significantly increased the professionalism and hence the success of our approach. It is highly unlikely that we would have achieved the same degree of success without his input."

Last updated: 04 July 2006