The lead partner of an audit firm approached us with the request to create a comprehensive training program for both himself and his team. Together, we devised his specific learning objectives, as well as those of his team members, and created a custom-designed program exactly tailored to these objectives.

Private Coaching
One part of our client's private coaching program included intensive training to hone his networking and business development skills. He reported that he found that "the mindset shift which occurred throughout the sessions was invaluable": he said he was able to move into a "givers gain" mindset and thus experience the effects of the rule of reciprocity.

This new mindset combined with a more methodical approach to his networking, helped our client to successfully establish new alliances and to cement relationships. He became efficient in relationship building in a strategic way, developing relationships not only with his direct contact within a client organization, but also with other executives. We then combed through his network to uncover opportunities he had missed, and devised strategies to make the most of each opportunity.

Today our client systematically establishes contacts at the highest level of every organization with whom he deals. He now has an efficient maintenance system tailored to his personal preferences, and he reports considerable improvement in his one-on-one skills, from listening skills to the art of criticism--the effects of which he found particularly impressive. "I've learnt a lot, much more than I thought I would," says he. And his bottom line concurs: he personally has already achieved more than 1,000% return on his investment in our training.

Team Training
The team training was extremely interactive, and included techniques such as 360 feedback, working in pairs, in groups, and individual presentations. As an immediate result, the team members achieved better client awareness and better client relationships. "Even the members of our audit team opened up!" the partner reported.

Team members are now managing client relationships more successfully than ever before, even without a partner overseeing them. Not only have the team members become more client oriented, they've become more business development oriented: they now recognize business opportunities within existing clients, and strategize how to make the most of them. As a result, the team brought in so much new business that they have already achieved a 1,000% return on their investment in our training.

In conclusion, our client achived:

• A mindset shift which now makes systematic networking natural behavior for him and for his team
• Greater business development awareness within his team, as well as better client relationship awareness and management
• Both he and his team have each achieved over 1,000% return on investment in bottom-line dollars!