Business Leadership

Our economy continues to be dominated by the growth of the Services Sector. Thus the management of Professional Services business units continues to be an ever increasing career opportunity. However, most professionals are rarely prepared for the considerable demands of such a position. HAIN Consulting has prepared many professionals to better meet the challenges of managing a business unit.

Professional Services businesses are demanding. The product "time, value and relationship" cannot be stored, each product is highly customised and involves considerable face to face interaction with the Client. Nevertheless, many professionals must wrestle with the demands of these factors with relatively few years of experience behind them. HAIN Consulting has provided Clients with a variety of development and support programs that have improved the ability of managers to successfully grow and improve the performance of their Business Unit.

WHAT YOU WILL LEARN:

• An understanding of the fundamentals of Professional Services and the benefits of creating a Vision and Purpose.
  
  
• The responsibilities and the key skills required of a Business Unit Manager.
  
  
• The ability to comprehensively overview the Market, Clients and Competitors and develop coherent Strategic Plans.
  
  
• How to implement the tools and techniques required to understand and manage the financial parameters of the business.
  
  
• An increased ability to implement the business development actions and techniques required to build Client Relationships.
  
  
• Improved effectiveness in monitoring the status of the multiple projects in your unit and in implementing timely and appropriate control actions.

WHO WILL BENEFIT?

Professional Service Providers in:

• Financial Services
• Information Technology
• Lawyers
• Engineering & Science

Prior Professional Services experience is necessary.

THE CORE MODULES:

1. Leadership for the Business Unit Manager
- The Fundamentals of Business
- Adding Value to the Client's Operation
- Creating a Vision and Purpose
- Developing Business Teams and a Culture
- Responsibilities of the Business Manager
- Measuring Business Unit Performance

2. Strategic Planning
- Business Trends and Market Analysis
- Competitor Overview
- Business Unit 7S Analysis
- Five year Outlook
- One Year Focus & Goals

3. Financial Fundamentals
- Profit Fundamentals
- Understanding Financial Statements
- Planning for Profits: Revenue and Expenses
- Behavioural Barriers to Profit
- Short and Long Term Action Lists
- Monitoring Debtors

4. Controlling Multiple Projects
- Proposal Planning
- Project Control Planning
- Monitoring Project Teams during Project Execution
- Project Reviews with the Client
- Wrapping Up the Project

5. Business Development
- Develop Winning Proposals
- Key Rules for Client Dealings
- Business Development Activities
- Top Client Development Program
- Building Long Term Relationships

FORMAT:

This workshop will be customised to your needs and is usually delivered in a 2 or 3-day format.