Core Methodology Process Details

Once we have aligned with you on your Strategic Focus Areas (SFAs), we then start what we call “Sessions.”

Session Formats:
Depending on the Engagement, Sessions can be one-on-one meetings (called Individual Sessions), or meetings in groups from 2 to 12 People (called Group Sessions). If your Engagement involves 13 people or more, this process requires multiple Group Sessions.

For certain types of Engagements where there are a significant number of people involved (typically more than 100) – and the Engagement is not designed around Individual, or Group Sessions – the Methodology and Deliverables change somewhat.

Depending on your needs, we develop a Session and Benefits Delivery Plan accordingly. Sessions with 12 to 25 people are called Team Sessions. Sessions with more than 25 people in them are called Large Team Sessions.

Required Session Durations:

  • Individual Sessions- 60 minutes (minimum) to 180 minutes (maximum) per Session with most Sessions running around 90 minutes from start to finish- again, depending on your needs and the Engagement.  We are known for starting and finishing Sessions on time! So, when we say “start to finish,” we mean from the moment you physically walk into the room to the moment you physically walk out of the room! This time does NOT include Preparation or Follow Up time.
  • Group Sessions- 180 minutes (minimum) to 10 hours (maximum not including lunch) with most Sessions running around half a day (4.5 hours) from start to finish, depending on your needs and the Engagement.
  • Team Sessions- depends entirely on your needs and the format of the Engagement. If past experience is any guide, these Sessions run from 3 hours (minimum) to 3 days (This is the typical “Off-Site” format).
  • Large Team Sessions- as noted previously, the duration depends entirely on your needs and the format of the Engagement. Once again, if past experience is any guide, these Sessions run from 30 minutes (Guest Speaker) to 10 hours (Seminar not including meals).

Session Types:

“A” Sessions

These Sessions focus on the Perceptions that you are generating with other people- both Internal (ex: co-workers) and External (ex: a new Prospect Client). The Core Focus here is to help you understand the complexities of Perceptions and HOW these Perceptions impact, change and influence everything in business (and personal life) and specifically, Revenue Generation, Leadership Development and The Operational Art. Armed with this knowledge – and depending on your level of experience and seniority – you will learn, develop, build, hone & practice the Skills Sets necessary to always generate the best and most Credible Perceptions possible regardless of the circumstances, or level of stress you may be experiencing. The processes and methods we use in “A” Sessions are unique, proprietary and MUST be experienced “first hand” to be appreciated as they are extremely powerful and in some cases, life changing. Most Client Engagements start with some form of “A” Sessions.

“B” Sessions

In these Sessions, we focus on Effective Communications. This is NOT communications training. Rather, we examine in significant detail HOW you meet- both internally and externally. Because we spend most of our working day in some type of meeting (face to face, Telco, Video) or sending information in some form (text & e-mails), these Sessions are focused on mapping how the meetings work and progress because the actual manner in which this process unfolds has significant impacts on your ability to Generate Revenues, and also determines the effectiveness of your Leadership Development. Finally, depending on your business and Critical Success Factors, how you meet can reveal not only the core disconnects in The Operational Art you may be experiencing, but also your company culture and ethos. At some point during most Client Engagements, elements of “B” Sessions are integrated into the delivery.

“C” Sessions

These Sessions are oriented toward Leadership Development and more specifically, the Leadership Skills Sets required for Revenue Generation and The Operational Art. It is important to note that not all Client Engagements have these types of Sessions. However, sometimes some of the relevant core content of these Sessions is “migrated” into Individual and/or Group Sessions. There are numerous theories on leadership and more “experts” than one can count. As a result, we focus on the topic from the point of view that “Leadership is getting things done thru others” and orient the Sessions accordingly. We do NOT believe that everybody has a “potential great leader” in their personal DNA (this also puts us in direct conflict with several core beliefs of the “leadership training” crowd). However, our experience dictates that- armed with some very specific Leadership Skills Sets and Capabilities- every individual can be the most successful possible in their current Role because they can learn, build and develop the necessary capabilities to achieve the required business Outcomes. Depending on the type of Engagement- and based on how you will measure “success” for yourself, your team, your group, your division or your company- we can help you develop an Esprit De Corps that provides the Leadership Culture to help your business grow and thrive.

“D” Sessions

The “D” Sessions focus on The Operational Art and are necessary only if your Engagement requires this unique deliverable. At its most basic element, The Operational Art- which we routinely refer to as simply Operational Art- are the processes involved in making sure that your Business Strategy is aligned and “linked’ with your Business Operating Plan and vice versa. To be able to achieve this deliverable, you must have the necessary Operational Management, Senior Leadership, Information Operations (“IO”) and Logistical skills sets in place and coordinated properly across the entire firm. Since we are one of the very few companies that even work in this specific area, it is not unusual for Clients to initially experience confusion as to what constitutes “success” in this area or even what Operational Art (OA) looks and feels like, so let’s look at a classic example:

A global law firm that has a large portion of its revenues from Fortune 2000 firms, Government and Defense Contractors. The Strategic Plan calls for focusing on its core practice strengths– large multinationals, environmental & energy and defense. However, the Business Plans for those three main practice groups are not aligned in terms of: 1- Delivery of the benefits to the Clients (in this case- who does the actual “legal leg work” versus who delivers the results to the Client); 2- Control of the Client relationships (in this case- the partners selling the business do not “own” the key relationships at the Client decision level) and 3- Pricing (in this case- hourly rates versus “Outcome” based pricing). Item 1 will create consternation within the Clients’ decision processes because the people doing the actual intellectual work are not the same people who are interfacing with the Clients daily. Item 2 will develop a lack of trust within the Clients’ decision makers because the “C-Suite” executives do not like & trust the people running the relationships. Item 3 will confuse the Clients in terms of what they are paying for (the actual work is being done by Associates, but the Clients are paying Partner level fees) and most likely cause the “Price Death Spiral” to start.

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