Corporate Engagements

I. Own the Room!

This series is targeted one of two ways– either  business development or improving presentation skills. If your firm wants to differentiate your services, increase your client base, and cross sell/market, the focus of the training is business development.

If your firm lives and dies based on your presentations, learn to construct and deliver presentations (including PowerPoint) that set you apart and achieve your objective. Either focus will target and nurture potential leaders from within.

An interactive series of three group and one individual session targets what every professional absolutely needs to know to be successful– but never learned in business school. Specific content includes how to identify and achieve your intention; structure your content; develop craft compelling client anecdotes; keep your material fresh and engaging; and be authentic whenever you present your content.

Sessions are digitally recorded and Eloqui provides all materials, including manuals. Each participant receives their own DVD.

      Time: Three 1/2 day group and one thirty minute individual session.
      Note: When bringing together professionals from different geographic areas, this training can be conducted
                  over two full days on location.
      Participants: Six to 10 participants, ideally from within the same team, practice group or division.

 

II. Presenting in Teams: The Art of the Hand-off

When companies make it to the short list of competitions, pitches or beauty contests, they are fairly evenly matched. What sets them apart is not the size or the company, their name recognition or resume– but successful hand-offs. Effective team presenting is the unspoken, but critical component in winning new business.

What makes for a seamless team presentation and hand-offs? In this highly interactive session, participants learn ground rules for working effectively with a partner and techniques for directing the audience or client’s focus; incorporating visuals like PowerPoint; and how to play to your strengths.

Eloqui employs techniques from repertory ensembles, where performer awareness is essential to captivating an audience. The trainers also deliver specific skills for how to divide up content, assign roles and orchestrate the performance.  Discover and fine tune the impression you’re telegraphing about your partners, to make the collaboration successful every time.

      Time: One half day
      Participants: Up to 12
      Two trainers
      Available for off-site retreat or boot camp: 2-4 hours

 

III. Crafting the Corporate Message

Leading a company takes vision and the ability to exert influence through communication. Eloqui trains the specific mechanisms to inspire and motivate an audience; lead a call to action; and brand your company through the congruence of your company’s website, collateral materials and presentations.

Differentiators are unique qualities that form the building blocks of a compelling corporate message. Eloqui reveals the techniques for identifying core values, creating differentiators and constructing a persuasive message.

      Time: One 8 hour day or two half days
      Participants: 6 to 8, ideally a team within a department or practice group
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

 

IV. Verbal Calling Cards: the new Elevator Speech

Employed correctly, networking is the most effective and least expensive way to generate new business. Yet most service professionals waste precious time and energy attending networking functions, unable to clearly set themselves apart. Delivering a succinct description of who you are, what you do, your ideal client profile and what makes you different is difficult. As Mark Twain said “I didn’t have time to write a short letter”.

Eloqui has devised a unique list of triggers that prime the imagination and translates into powerful introductions. Trainers will work with sample elevator speeches and demonstrate how they can be transformed from generic and forgettable, to compelling and memorable.

      Time: One half day
      Participants: Up to 10
      Two trainers
      Available for off-site retreat or boot camp: 1-3 hours

 

V. Engineering Perception: The Trusted Advisor

How do you quickly engineer the perception of being considered a trusted advisor and reap the benefits of partnering with your clients? Since we do business with professionals we know, trust and like, is there a way to achieve the client’s buy-in without having it take years? With the right tools, absolutely. Eloqui has developed a template which shortens the curve of becoming a trusted advisor– and during this seminar will personalize it to each individual.

Participants learn the right tone and body language; how to demonstrate empathy, tell compelling client anecdotes and develop listening and cueing skills that insure their recommendations or advisements will be followed.

Whether your end goal is to influence a decision, contract for your services, or build an ongoing relationship, knowing the rules of the game increases your odds of winning. In the final analysis, it’s all about perception.

      Time: One 8 hour day or two half days
      Participants: Up to 10
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 1-3 hours

 

VI. Networking Seminar (Ensuring positive ROI from your marketing efforts)

Networking, bringing in new business and generating referrals from existing clients is always a priority. Speaking can be the least expensive and most effective use of your company’s marketing budget. Everyone in your firm has the potential to be an effective rainmaker. But it takes strong communication skills and developing each individual’s unique resources to be successful.

The seminar identifies each person’s unique differentiators, clarifies their objectives, gives skills in active cueing and listening, delivers speaker engagement techniques and demonstrates how to shorten the curve of being considered a trusted advisor.

The training is conducted over two 1/2 days, spaced approximately one month apart. In between the two sessions, the participants commit to and are held accountable for attending at least two networking meetings or social functions, where they will utilize their new networking skills and elevator speeches.

      Time: Two half days
      Participants: Up to 10
      Two trainers, including individual DVD’s.
      Participants are encouraged to contact the trainers between sessions for assistance with elevator
      speeches.

 

VII. How to Sell Without Selling

The necessities of competitive business dictate we all become rainmakers, and continuously increase our book of business. But selling doesn’t work. In fact, recommending someone enlist your services or explaining why you are the best is off putting, and the least effective way of generating new clients.

Eloqui provides practical techniques to build your business through effective communication of your services and differentiators. Exercises include active cueing and listening skills to engage and retain clients; implementing the rule of reciprocity; identifying your unique qualities; the secret to forming enduring strategic alliances; techniques for crafting unforgettable elevator speeches; and innovative marketing avenues for attracting new clients.

      Time: One 8 hour day or two half days
      Participants: Up to 15
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

 

VIII. The Power of Narrative

In business, relating case studies is the best way for the audience or potential client to know what you do and to seriously consider hiring you to serve their needs. Anecdotes demonstrate how we operate and deal with challenges. Told well, the listener identifies with the characters, puts themselves in the scenario and better understands what it took to solve the problem.

Stories, metaphors and similes also allow technical information to come alive. But the true power of narrative rests in the telling. Eloqui performance techniques feature a template to structure content, and how to keep your audience or clients’ attention, from a compelling open to a satisfying close. Participants will have their success stories shaped and critiqued until they are “ready for prime time”.

      Time: One half day
      Participants: Up to 20
      Two trainers
      For off-site retreat or boot camp: 2-4 hours

 

IX. Transform Your PowerPoint

Does your audience cringe when they see the size of your slide deck? Do you worry the technology will fail, or not operate correctly? Are you sure the PowerPoint deck will be the featured event and you can’t possibly capture the audience’s attention? 

Speakers have become dependent on PowerPoint to organize their material, list key talking points and provide text rich details. Unfortunately, using PowerPoint as a script or reference guide relegates the speaker to second chair.

There is hope. Utilizing the latest research on information reception and retrieval from cognitive psychology, Eloqui trainers demonstrate how PowerPoint can be used effectively every time. Learn how to structure content, deliver with the big screen, and direct the viewers’ attention to what you want them to take away.

      Participants: Up to 20
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

 

X. A Page from the Actor’s Handbook (Speaker Tips from the Entertainment Industry)

Performers understand how to manage anxiety. They know how to engage an audience, move within a space, identify an intention and deliver it through a role. A trained performer is a master of emotional persuasion, regardless of their script. And when contracted in a stage production, a performer knows how to keep it fresh, even after repeated performances.

Taking a page from the actor’s handbook, the Eloqui trainers for this course are classically trained theatre professionals. They will work with each participant’s unique abilities and demonstrate performer techniques for any venue– from formal presentations and elevator speeches, to cold calling over the phone and media interviews.

      Time: One 8 hour day or two half days
      Participants: Up to 20
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours