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The 7 ½ key non-technical skills for international credit professionals! Angus Farr
Broadly Thinking about what to do: Before During After
In particular Building rapport – ‘3-step’ questions: Situational Personal Business
Broadly Managing the five key elements: Message Self Delivery Audience Materials
In particular Dealing with awkward questions: Repeat Reflect Deflect Defer
Broadly Understanding a little about: Definitions Contexts Outcomes Stages Skills
In particular Bargaining positions: Ideal Realistic Fallback And don’t forget your BATNA
4 Personal impact
Broadly Understanding the importance of: Words Voice Non-verbal communication
In particular Body language should be: Congruent Confident Comfortable
5 Strategic thinking
Broadly Develop a ‘toolkit’: Business planning models –PEST, 5 Forces, BCG, Ansoff, Pareto, 5M Strategic financial literacy –key ratios and margins –investment appraisal (ROCE v PB v NPV)
In particular Growth (Ansoff) matrix Existing markets New markets Existing products / services Market penetration Market development New products / services Product development Diversification
6 Managing time
Broadly Urgency Importance Critical activities InterruptionsDistractions Important goals
In particular Urgency Importance Do it!Delegate it?Dump it? Diarise it!
7 Managing performance
Broadly Understand why ‘performance gaps’ emerge in the first place: Can’t do it! Didn’t know! Won’t do it! Training and development Feedback and expectations Motivation
In particular Constructive feedback: Descriptive rather than evaluative Structured – SAC Agreed Focussed on improvement
7 Developing yourself! ½
The 7 ½ key non-technical skills for international credit professionals! Angus Farr firstname.lastname@example.org
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