Case Study - UK Challenger Bank
Business relationships training "An excellent thought provoking workshop, which helps us question what we do."
- Relationship Manager, UK Challenger Bank
Challenge A UK-based challenger bank required help to develop its business relationships through a network of 16 face-to-face relationship managers who were finding it difficult to move clients from a transactional sales model to a collaborative-selling model. Solution DSW designed and delivered a programme of 2 day workshops which gave relationship managers the skills and tools needed to move from needs-based to collaborative client relationships. The programme was supported by a number of role-plays and ‘play back’ of delegate input, allowing for practice of real-world scenarios in a safe environment. Delegates created plans to implement what they had learned during the workshop and measure their current practice against 'best in class' techniques, so they were able to see where they needed to enhance their approach. Outcomes Delegate feedback was outstanding with each manager reporting a significant change in the way they built relationships and networked after attending the training. The business also reported a post-programme improvement in manager confidence.