Background

This case is from a large global consulting firm operating in various areas viz. M&As, Advisory and People practices among others. The intervention was for Associate Directors in one of the Advisory teams across various locations in India.

Opportunity Statement

Being responsible for various parts of the deal cycle, the ADs are expected to interact with the CXO and CEO levels in client organizations and in addition to their functional expertise, their ability to articulate, structure their thoughts, customize messaging,  gauge audience needs, consult and build rapport are critical for building confidence with the client and having the right impact. It was felt that the potential participants could further enhance their capability in these areas.

The Intervention:

After the two weeks discovery phase, an intervention was designed to meet the unique requirements of this group. There was extensive use of Neuro-linguistic programming, Psychometric tools, simulations, pre and post-intervention evaluation, feedbacking among others. The main intervention was followed by short periodic interventions for over 6 weeks.

The Outcome:

The key stakeholders highlighted positive movement that participants had shown in their engagement with the clients over the subsequent weeks. Participants reported a new paradigm in their way of approaching their relationship with clients yielding better results.