Modules to Develop your Professionals
What are you teaching? What are you learning?
World class modules will keep your people sharp.
Foundations of Management Series
The course series below will pour 100 tons of concrete into the base of your skill set as a manager of colleagues.
Leading vs
Managing
Get clear about how managing and leading differ, and how both are essential to an excellent workplace
Better Objective Setting
Polish the language, thinking, and process by which personnel make goals, targets and objectives
Simplifying
Delegation
Perfect the CAR/KEY model for passing tasks and challenges to your people with success
Giving and Receiving Feedback
Adopt the DELTA system and model for feedback that takes out the 'electricity' of getting personal
Giving and Recieving Instructions
Learn how to avoid three classic errors in passing the baton to staff for projects, initiatives and details
Managing
Up
Learn how to make it much easier for your staff to manage their relationship with you
Developing Your Personnel
Solidify a short- medium- and long-term approach to cultivating the talent within your ranks
Foundations of Professionalism Series
The course series below brings your team to the universally respected standards for serious professional workplaces
Giving and Receiving
Feedback
Adopt the DELTA system and model for feedback that takes out the 'electricity' of getting personal
Understanding and Showing Gravitas
Learn what internal & external habits create a natural draw toward your professional authority
Introduction to Networking
Crack the challenges making and maintaining fresh connections with people relevant to your work
Foundations of Account Management Series
The course series below refines the core of essential elements of professional meetings, and makes them effective
Qualifying Opportunities
​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​
Farming as Business Development
Learn what it means to metaphorically sow, irrigate, fertilize, prune, harvest and compost as an account manager
Account Segmentation
Learn the three major models for categorizing accounts beyond mere size and revenue
Account Growth Hacking
Learn the 6 nodes of the "Diamond of Opportunity" to achieve the strategy for expanding and deepening accounts.
Account Strategy & Tactics
Develop a 5-level battle plan to grow each account. Understand the classic strategies that win.
Difficult Client Conversations
Undertake a new approach to welcoming, and addressing the inevitable hard issues that arise with clients
Meeting Mastery Series
The course series below refines the core of essential elements of professional meetings, and makes them effective
Opening & Closing Meetings
Learn to script and approach meeting openings with impact and ending them with clear, aligned next steps.
Meeting Preparation
Customize for yourself the four dimensions of meeting preparation Objectives / Research / Content / Accountability.
Tactical Meeting Review
Drill and inculcate the structured review model that drives constant improvement in individuals and teams
SAGE Meeting Notes
Adopt and personalize a note-taking method that does what AI cannot, and beats the habits of classroom and self-study notes
Better Question-Asking
Learn six questioning techniques pulled from investigative journalism, law, and sales to uncover needs and motivations more effectively.
The Art of Follow Up
Free yourself from the awkwardness of "I just wanted to follow up" communications with creative and effective follow up techniques
Business Development Series
The course series below refines the core of essential elements
of exploring new frontiers in B2B marketplaces
Qualifying Opportunities
​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​
Scouting and Entering New Markets
Evaluate and your new business horizons and shortlist them through proven criteria
Discovery Process and Techniques
Apply the interrogative techniques and style to set new prospective partners on a path to collaboration
Sales Series
The course series below refines the core of essential elements
of selling in a B2B marketplace
Sales Cycle
Planning
​Learn the technical stages of a sales cycle, and how to shepherd each opportunity through the cycle.
Pitch Polishing
Workshop
For experienced pitchers. Take your rhetorical and persuasion chops into the dojo for a fine tuning
Proposal Drafting and Polishing
Raise the quality of proposals through clearer logic, tougher testing and clarity
Objection Handling Revisited
Learn a proven approach to addressing client concerns, turning objections into opportunities.
Sharing Effective Use Case Examples
Make case studies do much more work in your new business acquisition through storytelling
Pyramid Presentations
An homage to Barbara Minto; this is a fresh approach to presentation basics focused on idea strength
Discovery Process and Techniques
Apply the interrogative techniques and style to set new prospective partners on a path to collaboration
Effective Negotiations
Apply the best tactics from four negotiations masters within a single framework
Qualifying Opportunities
​Learn the five criteria for deciding which opportunities to pursue, and which to let go.​
Gravitas Masterclass
The course series below instills in your team the misunderstood realm of presence, suasion, and natural authority.
Gravitas I: Candour
Apply the insights about how frankness, honesty and openness lead to a greater position of authority and appeal
Gravitas IV: Cordiality
Elevate your use and of warmth, openness, and fellow feeling as part of your presence as a professional.
Gravitas II: Calmness
Uncover the connection between mental, physical, and social calm increases your executive posture and draw.
Gravitas V: Capstone
Bring together the five Gravitas pillars under a unified approach to workplace presence, authority and posture
Gravitas III: Control
Deepen your knowledge of control beyond simple power-taking. Apply control within and without to create gravitas