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The 7 ½ key non-technical skills for international credit professionals! Angus Farr.

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Presentation on theme: "The 7 ½ key non-technical skills for international credit professionals! Angus Farr."— Presentation transcript:

1 The 7 ½ key non-technical skills for international credit professionals! Angus Farr

2 1 Networking

3 Broadly Thinking about what to do: Before During After

4 In particular Building rapport – ‘3-step’ questions: Situational Personal Business

5 2 Presenting

6 Broadly Managing the five key elements: Message Self Delivery Audience Materials

7 In particular Dealing with awkward questions: Repeat Reflect Deflect Defer

8 3 Negotiating

9 Broadly Understanding a little about: Definitions Contexts Outcomes Stages Skills

10 In particular Bargaining positions: Ideal Realistic Fallback And don’t forget your BATNA

11 4 Personal impact

12 Broadly Understanding the importance of: Words Voice Non-verbal communication

13 In particular Body language should be: Congruent Confident Comfortable

14 5 Strategic thinking

15 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)

16 In particular Growth (Ansoff) matrix Existing markets New markets Existing products / services Market penetration Market development New products / services Product development Diversification

17 6 Managing time

18 Broadly Urgency Importance Critical activities InterruptionsDistractions Important goals

19 In particular Urgency Importance Do it!Delegate it?Dump it? Diarise it!

20 7 Managing performance

21 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

22 In particular Constructive feedback: Descriptive rather than evaluative Structured – SAC Agreed Focussed on improvement

23 7 Developing yourself! ½

24 The 7 ½ key non-technical skills for international credit professionals! Angus Farr angus@trainingcounts.co.uk


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