Organisational development

Improving the professional impact of corporate financiers

Professional services

A major international accountancy PLC identified the potential to be even more effective at converting business opportunities and asked us to help.

The Challenge

This company was operating successfully, but had identified the potential to be even more effective at converting business opportunities. Focusing predominantly on Corporate Finance, the aim was to increase the initial impact of their advisors, move away from a ‘transactional sell’ to more relationship-based sales, and learn how to harness the potential of their main USP, their people.

The Solution

Carter Corson initially designed a two day workshop for Partners in the Northern region to provide those leaders with the core knowledge and to use their feedback to refine the programme. We then created a five-day extended programme for Corporate Financiers, covering a wide range of psychologically-anchored business critical skills, techniques and knowledge. These focused specifically on improving the professional impact of Corporate Financiers, with the aim of increasing their emotional intelligence, self-awareness, and their internal and external relationships, in order to differentiate them in a highly competitive markets.
We went on to design a condensed core foundation version of the programme which included business development, impression management, interpersonal and relationship-based elements, all set within the company’s operational context and organisational culture. This two-day version was rolled out nationally and attracted delegates of all seniority levels, from newly qualified Associate to Partner.

The Impact

This two-day programme, delivered to cohorts of 20, became the company’s most popular and over-subscribed professional development course, involving delegates from all over the UK.

Over 500 delegates took part in the programme, and the course returned positive feedback on every occasion.

Six months post-course, delegates reported significant gains over a range of performance and behavioural indicators, including enhanced relationships, confidence when meeting new people and success in pitching to clients.