Case Studies : Financial

Global Retail/Commercial Bank (blinded)

The Challenge
One of the world’s largest retail and commercial bank’s Debt Capital Markets division found its teams consistently in the running to acquire new clients and expand existing client relationships.  However, the head of the division felt their “win rate” wasn’t as high as it could be, especially considering that the investment representatives were seasoned, senior executives who had been trained by sales coaches many times in the past.  Indeed, their proposals, recommendations and “flip books” were best-in-industry, but their presentation was identified as a weak area.

The Strategy
CommCore met with the division leader, one of the team leaders and a representative from marketing and probed with specific questions about the team’s baseline presentation skill and delivery style.  CommCore then developed specific recommendations and learning objectives based on these objectives, the scope of the training presented another challenge.  Several dozen executives needed to complete the training, none of whom had much time to dedicate to it.

CommCore devised a plan, including a training schedule for all participants. We then customized a training format, which rolled out as the “CommCore Clinic”.  In this format, five to six spent 90 minutes with the lead consultant working through all of the modules, techniques, communication theory and message development exercises.

Participants then returned for a 90-minute to two-hour, one-on-one session to practice the techniques learned in the group session, applying them to their individual roles and specific areas of expertise. The one-on-one sessions concluded with role-play, rehearsals and critique of prospect pitches and client presentation scenarios.

The Results
The executives reported higher success rates and more business wins. Executives felt the CommCore Clinic provided valuable coaching, and they thanked their division head and marketing support for securing it.
Ancillary benefits of the training included:

• More confidence in presenting and communicating with clients and prospects
• More clear, concise and focused communication
• More executives leading prospect pitches, rather than relying on a few divisional “stars”.

Services Provided:

Message Development

Presentation Skills Training