Influential Advising for Finance Professionals

Agenda

Day 1 (08.45 to 18.00)

08.45

Programme and Personal Introductions (including Styles, Strategy and Culture and Influencing)

09.10

What the most influential advisers do – share own experiences

09.50

The Dynamics of Influence

  • Push and Pull (Plus Influence Flexibility)
  • Productive and Unproductive Behaviour
  • Key Productive Styles

10.20

Break

10.35

Situation Replays – delegates role play own past advisory situation and receive feedback on impact

11.25

Influence Energy 360o feedback – delegates debrief their profiles to identify:

  • typical patterns in how I influence
  • key messages for me as an influencer
  • questions about how I can influence more effectively
  • ideas for improving my influencing

12.25

The importance of non-verbal behaviour in influencing:

  • the relative significance of “Words, Music and Dance”
  • implications for influencing face-to-face/by video/on telephone/in writing
  • importance in delivering influence styles effectively

13.00

Lunch

13.30

Total immersion in Key Influence Styles to:

  • establish current baseline effectiveness in each style
  • understand the Style’s potential for you

STYLES TO BE USED
Active Listening and Enquiring
Stating Expectations
Logical Persuasion
Finding and Building on Common Ground

17.30

Set Personal Learning Goals – each delegate articulates the behaviours they want to change in order to influence more effectively.

18.00

Close

Day 2 (08.45 to 16.45)

08.45

Skills Practise – delegates try out the new behaviours they are working on with feedback and coaching
(i) Learning Goals Coaching – each person demonstrates their Learning Goals to the rest of the group and receives immediate feedback and coaching

10.30

Break

10.45

(ii) Mini Behaviour Exercises – delegates choose from a range of short exercises (including many based on the real work situations provided by the company).
They carry out the exercises with constant feedback and coaching.

12.15

Developing Key Influence Relationships – we introduce a four stage process for developing positive influence relationships. Delegates decide, with feedback from colleagues, the areas they should concentrate on in order to be more effective. They add this to their behaviour learning goals.

12.50

Lunch

13.20

Preparing for a Key Influence Meeting – based on their pre work delegates develop their plan for the Key Influence Meeting they want to rehearse (see below). They do this in groups of 3 / 4 and get help from their colleagues.

14.00

Rehearsing a Key Influence Meeting – working in their groups of 3 / 4 delegates work on the important parts, especially the start, of their Key Meeting.

15.45

Break

16.00

Planning for continued development. Working with a Buddy delegates plan specific actions over the next 30 days which will consolidate their learning.

16.30

Feedback from delegates about the programme.

CLOSE