Mentor Consultancy Approach ADE
- 1. ADE Project – Benfield 11th February 2008
- 2. Agenda History Project Overview • Winning the deal (JL) • Financials (JL) • Delivering the deal (NK) Questions
- 3. History
- 4. Project overview North American Treaty Team Presentation Skills Programme Competition
- 5. Winning the Deal Problem definition – Assess • PN • Sponsors/ Stakeholders/ Owners The “X” Factor • Role model behaviour/ Best Practice/ Talent Targeted Development • Power Sessions/ Coaching/ Replication
- 6. Problem Definition – Delivery KnowledgeAttitude Behaviours Top 4 1-2-1 & Piercoaching PAD training and developm ent schedule Power sessions Process Output Tier 1 Pitch development centre Tier 2 Pitch development centre Tier 3 Pitch development centre • Role model behaviours • Best practice • Individual development • Team development • Increased confidence • Individual development • Team development • Pier feedback • Skills development • Increased confidence • Pier feedback • Skills development • Pitch exposure
- 7. I N P U T Assess O U T P U T Develop Evaluate Relationship Matrix •Personal / technical needs •Cultural relationships •Decision makers •Political needs / drivers Competitor Matrix •USP focus •Opportunity rating •Hurdles / difficulties Client Decision Making Process •Buying cycle •Influence v authority •Internal resource SWOT Analysis Rehearsal Pre-analysis Go – No Go Best Practice Increase Confidence Skills Audit Talent Pool Best Practice Feedback Increase Win % Best Practice Confirming Actions Follow-up Opportunities Win •Why •What could we do differently •Learning points Lose •Why •What could we do differently •Learning points Agreed Solution •Please see appendix
- 8. Financials
- 9. In Summary Mentor ADE Process • A – Asking questions/ posing problems • D – Selling solution is easy • E – 1-2-1 feedback/ board review/ feedback
- 10. In Summary Mentor ADE Process • A – Asking questions/ posing problems • D – Selling solution is easy • E – 1-2-1 feedback/ board review/ feedback