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FINANCIAL SERVICES
Advanced Skills, Substantial ROI
THE SITUATION
SNI was engaged to provide an advanced Negotiations Training for commercial lenders and investment bankers at one of the largest Financial Services holding companies in the United States. Because the cost of training programs has the potential to exceed the intended benefits, the ultimate level of evaluation is a measure of return on investment where the monetary value of the education benefits is compared to the cost of providing the program. The company based its study of the two-day advanced SNI seminar on a fully loaded program cost, which included all fees associated with the course design, development, facilitation, seminar materials, participant travel expenses, and course evaluations costs.
THE SNI SOLUTION
SNI’s core Negotiations Training provided the commercial lenders and investment bankers with a systematic approach to negotiating with external and internal partners. Participants learned how to prepare in order to better understand their goals, probe to learn the goals of the other party, and make better proposals. Dealing with difficult negotiators, defending against tactics, and creating a WIN-win atmosphere were also implemented.
THE IMPACT
“Thank you for a great learning experience. I have attended a couple of these negotiation sessions (at my previous employer) and found your program to be superior. Why? I walked away with a process that I can put in use TODAY. Most other classes gave me ideas and positions---but did not offer a process.” - Market President
“Although I have attended a variety of different types of training in my 33 years of banking, I can honestly say this was the most relevant and useful training session I have ever been involved in.” - Wholesale Banking Executive
THE RESULT
The business impact using the new skills and knowledge was tracked over a six-month period and the company compared that data to the same period in the previous year to determine the change in performance. The results concluded the return on investment to be in excess of 300%
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Baltimore, MD 21211