Client: Société Générale, International Bank
Issue: To build on the core competencies of a major commercial bank as it begins to offer a
range of international investment banking services
The bank was evolving from its historical base as a major commercial bank in Europe to an
important player in the international investment-banking marketplace. As part of this change,
client relationship managers' evolving role required additional skills such as client relationship
building, consultative sales, problem solving and advising. In short, the relationship managers
needed to position themselves as trusted advisors to their clients.
Ariel Solution
The Ariel Group delivered two different programs to meet this need. One program, entitled The
Skills of a Trusted Advisor, developed in collaboration with Trusted Advisor Associates and the
Kellogg Graduate School of Management, combined a cognitive approach, involving case studies and
experiential exercises designed to improve presentation skills, relationship building and analysis
of client's needs. The second course, Presentations With Presence, is a two-day course that uses
theater-based techniques to develop powerful communicators who command respect and build
credibility.
Results
Over 500 Client Relationship Managers, Senior Bankers and Product Specialist, in 10 countries
participated in Ariel programs. The client reported significant improvement in the managers'
skills that contributed to their ability build stronger and more profitable client relationships.
Client Feedback
"The Ariel Group has provided extremely effective learning for the bank. Our people have a new
awareness of their power as communicators and a common language, which is very important in a growing,
global organization. They have improved their presence and increased their confidence. The training is
an unusual and eye-opening experience, which people refer back to even years after they go through
the training."
--Helene Freiszmuth-Lagnier, Managing Director of Sogemarc, Societe Generale
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