Client: Major Strategic Consulting Firm
Issue: Managing Partners Need to Improve Client Relationship Skills
Principal Level Managing Consultants needed to develop confidence and credibility in their
communication with senior management in client companies. There was a need to develop
relationship-building skills to enable a connection with clients at a higher level in
their organization. These skills are not only necessary components of the firm's ability to
develop additional business, but mastery of these skills is a pre-requisite for promotion to
partner.
Ariel Solution
The Ariel Group delivered a customized version of a two-day Leading With Presence program that
incorporated actual client situations. During theater-based experiential workshops, consultants
participated in a variety of presence building exercises designed to increase their confidence
and credibility with their clients. Over the course of three years we trained over 300 managers
and officers and delivered one-on-one coaching to fine-tune specific skill sets.
Results
Over 90% of the participants reported immediate improvement in their personal effectiveness during
the course of the program. The firm management saw a strong improvement in relationship building
skills and an increased ability to develop and maintain profitable client relationships. Based on
the success of this program, The Ariel Group was asked to implement a higher-level program for
the firm's officers.
Client Feedback
"Heavy focus on practical strategies… terrific value derived."
"Very relevant to our everyday work… excellent -- the instructors were wonderful at relating
their experiences in acting to business situations."
"Very applicable to my development needs -- very good exercises that can be used
at work immediately."
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