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The 7 ½ k ey non-technical skills for international credit professionals!. Angus Farr. 1. Networking. Broadly. Thinking about what to do: Before During After. In particular. Building rapport – ‘3-step’ questions: Situational Personal Business. 2. Presenting. Broadly.
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The 7½ key non-technical skills for international credit professionals! Angus Farr
1 Networking
Broadly Thinking about what to do: • Before • During • After
In particular Building rapport – ‘3-step’ questions: • Situational • Personal • Business
2 Presenting
Broadly Managing the five key elements: • Message • Self • Delivery • Audience • Materials
In particular Dealing with awkward questions: • Repeat • Reflect • Deflect • Defer
3 Negotiating
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
6 Managing time
Broadly Interruptions Critical activities Distractions Important goals Urgency Importance
In particular Delegate it? Do it! Dump it? Diarise it! Urgency Importance
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 7½ key non-technical skills for international credit professionals! Angus Farr angus@trainingcounts.co.uk