Moving clients across the Line of Confidence
In Level One of the program, the focus is to move your business owner clients out of the Inertia Stage and into the Information Stage.
- You will be introduced to a number of napkin tools specifically designed to help entrepreneurs and their families develop the confidence to address the inevitable change in leadership of their business.
- You will learn how to help business owners focus on the bigger future rather than the negative messages that succession imparts.
- You will discover the importance of recognizing differing perspectives, identifying underlying issues and developing strategies to address these issues.
- You will meet and assess a typical family business to identify the obstacles they face in transitioning the business.
- You will experiment with a variety of concepts and tools that will not only help clarify the future direction of both the family and the business, but also identify the obstacles that will present roadblocks along the way. So whether it's a little uncertainty, a deeper fear, or just plain old procrastination that stops your entrepreneurial and family business clients, you will be better able to help them move forward with confidence.
Day One ~ Learning Objectives:
- Gain an understanding of the importance of the industry called “family business”.
- Recognize that the family business entity is extremely complex and understand the factors that cause this complexity.
- Understand the difference between succession and transition.
- Recognize that there is no one way to carry out your role as your clients Most Trusted Advisor.
Day One ~ Learning Outcomes:
- Understand the reasons clients fail to act on your advice.
- Immediately implement a client-centric sales process.
- Effectively identify the obstacles to a successful transition of your client’s business.
- Be proficient in using a variety of napkin tools to bring clients across the Line of Confidence.
- Know how to move quickly and effectively through the discovery phase of a consulting engagement.
Prerequisite:
| Awareness of and a willingness to adopt an interdisciplinary approach to privately-owned and family business advising together with an interest in understanding or going beyond the tactical consulting to process consulting. |
To Enrol, click on the Registration Box on the right or download a registration form.
Back to agenda
Level Two ~ Moving through the Initiation Stage
Level Three ~ Moving through the Implementation Stage
Level Four ~ Position yourself for Success
