Market areas

Every financial and professional services client we’ve worked with has posed their own unique challenges. By innovating and evolving our services we’ve answered every question asked of us, and helped our clients excel in their ever-changing environments.

Corporate banking and markets

Enabling your product and coverage people to build broader client relationships, create more value for you and your clients and become (once again) trusted advisers.

We have a strong track record in helping corporate banking and markets divisions bring about real changes in behaviour, by addressing issues and needs like these:

You’re already successful and have a strong brand. When your clients know what they want then you’re great at converting these opportunities. You’re successful at providing vanilla lending, but you’re not winning your desired share of their wallet. Too many of your client relationships are single product- or single country-based. Too many of your product and coverage people struggle to sell value and push products at discounted margins. Your relationship managers lack the consultative selling skills to conduct a broad dialogue at a board level.

You already have a curriculum with a range of training modules in place, but you’re looking to create a coherent programme with distinct learning paths to up tier all your people. And practical tools to help embed the learning and make it stick.

Your people need consultative and strategic selling and negotiation skills, appropriate to their level, to build broader relationships, create more value for you and your clients and become (once again) trusted advisers.

How Huthwaite International can help your business

We combine tailored training which is adapted to your culture and integrated with your processes and tools, to develop further and embed the consultative selling, account strategy and negotiation skills training of your people, up to a global scale.

Your tailored training will have the balance of classroom training and planning tools that are right for you, customised appropriately for all those attending from across your business and will be delivered by a carefully selected team of regionally based trainers with relevant sector experience.

Wealth management

Enabling your advisers to win new clients and increase your share of their wallet, by delivering new client service propositions with greater value, trust and differentiation.

We’re very experienced in working with wealth management divisions and firms to bring about real changes in behaviour, by addressing issues and needs like these:

As the number of high net worth individuals has grown, the regulatory landscape has changed and clients have become more sophisticated – and wary – you’ve developed new service propositions to build greater value, trust and differentiation to win new clients and increase your share of their wallet.

You’ve already upgraded the technical qualifications of your advisers and now you need to take your advisers’ selling, social influencing and negotiation skills up to the next level, for their dealings with clients, other professional advisers, providers and services outsourcers.

Whilst many of your advisers are experienced and provide excellent service to clients, their range of backgrounds means that everyone has their own way of doing things, including how they sell. The new environment will need them to behave differently and more flexibly. To change this will require both a shift in mindset and behaviour.

How Huthwaite International can help your business

We understand how to make behavior change happen in your market and will achieve this for you through sales and negotiation skill training tailored to the private banking context, delivered by trainers with relevant sector experience and reinforced appropriately to embed the skills, including coaching provided by your managers.

General insurance

Enabling providers to demonstrate the value and difference they can bring; enabling brokers to win bigger cases and cross sell more to clients.

We’ve worked globally with major, general insurance providers and brokers on the whole range of selling skills needed to respond to changing market circumstances and by addressing issues and needs like these:

As a provider, you know that brokers don’t see the value and difference you can bring. It’s too easy for them to say no to you - you’ve been focused on price with them for too long.

You have specific value propositions to differentiate you and appeal to targeted end-customers - and make the broker look good. When you take these to market you want to change the way your people engage with brokers and to do so more strategically. You want to identify their appropriate customers and get on the inside track, by interacting directly with these prospects alongside the broker and obtain commitments to allow you to quote. To achieve this your people need to develop further their strategic and consultative selling skills.

Your broking firm has great retention rates, but most of your account execs stay in their comfort zone by going after the easier deals, placing too much reliance on existing relationships. Your client service people provide great service too but, whilst they also have sales opportunities, most of them struggle to ask for referrals, initiate or close additional sales.

You want to shape the briefs for, and win, bigger cases and deals. You want to cross sell more to existing clients. To achieve this you need to create sales advantage through greater differentiation, by building a common sales language across the firm. Your people need consultative selling skills to get clients to see the need for the right insurance, not just the cheapest insurance, and to be open to structuring their programme differently.

How Huthwaite International can help your business

We combine tailored training which is adapted to your culture and integrated with your processes and tools to develop further and embed the consultative selling, account strategy and negotiation skills training of your people, up to a global scale.

Your tailored training will have the balance of classroom training and planning tools that are right for you, customised appropriately for all those attending from across your business and will be delivered by a carefully selected team of regionally based trainers with relevant sector experience.

Professional services

Enabling partners and fee earners to be superb implementers and great business developers, by building a a common, consultative sales approach across the firm.

We have a strong track record of enabling professional services clients - especially in accountancy, legal, IT services and business consultancy firms - to bring about real changes in behaviour, by addressing issues and needs like these:

Your partners and fee earners are superb implementers and now they need to also be great business developers.  The internal perception of your ability to sell is at best patchy. You have some youthful enthusiasm for selling, but others dislike it or don’t know how to sell. 

Instead of simply responding to RFPs you need to be pro-active, to establish new relationships and to talk with prospective clients early in their decision-making. You need to influence the client’s thinking - including procurement professionals - so that when RFPs are issued it reflects this.  You need to know how to position your recommendations more persuasively, in order to win more complex and larger projects.

You also need to get your people probing for more opportunities when they are with existing clients – across all the firm’s service lines.

To achieve this you’re looking for a consultative and effective sales methodology, which will give your partners and fee earners a common language for business development so that they recognize sales opportunities and confidently conduct sales conversations from preparation through to follow-up and conversion. 

How Huthwaite International can help your business

We understand how to make behavior change happen in professional services firms.  We will achieve this for you through sales training tailored to professional services, delivered by trainers with relevant sector experience and reinforced appropriately to embed the skills.