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The 7 ½ k ey non-technical skills for international credit professionals!

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 7 ½ k ey non-technical skills for international credit professionals!

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  1. The 7½ 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

  17. 6 Managing time

  18. Broadly Interruptions Critical activities Distractions Important goals Urgency Importance

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

  20. Managing performance 7

  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 7½ key non-technical skills for international credit professionals! Angus Farr angus@trainingcounts.co.uk

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