The 7 k ey non technical skills for international credit professionals
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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 k ey non technical skills for international credit professionals
The 7½ key non-technical skills for international credit professionals!

Angus Farr


The 7 k ey non technical skills for international credit professionals

1

Networking


Broadly
Broadly

Thinking about what to do:

  • Before

  • During

  • After


In particular
In particular

Building rapport – ‘3-step’ questions:

  • Situational

  • Personal

  • Business


The 7 k ey non technical skills for international credit professionals

2

Presenting


Broadly1
Broadly

Managing the five key elements:

  • Message

  • Self

  • Delivery

  • Audience

  • Materials


In particular1
In particular

Dealing with awkward questions:

  • Repeat

  • Reflect

  • Deflect

  • Defer


The 7 k ey non technical skills for international credit professionals

3

Negotiating


Broadly2
Broadly

Understanding a little about:

  • Definitions

  • Contexts

  • Outcomes

  • Stages

  • Skills


In particular2
In particular

Bargaining positions:

  • Ideal

  • Realistic

  • Fallback

  • And don’t forget your BATNA


The 7 k ey non technical skills for international credit professionals

4

Personal impact


Broadly3
Broadly

Understanding the importance of:

  • Words

  • Voice

  • Non-verbal communication


In particular3
In particular

Body language should be:

  • Congruent

  • Confident

  • Comfortable


The 7 k ey non technical skills for international credit professionals

5

Strategic thinking


Broadly4
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)


In particular4
In particular

Growth (Ansoff) matrix


The 7 k ey non technical skills for international credit professionals

6

Managing time


Broadly5
Broadly

Interruptions

Critical

activities

Distractions

Important goals

Urgency

Importance


In particular5
In particular

Delegate it?

Do it!

Dump it?

Diarise it!

Urgency

Importance



Broadly6
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


In particular6
In particular

Constructive feedback:

  • Descriptive rather than evaluative

  • Structured – SAC

  • Agreed

  • Focussed on improvement


The 7 k ey non technical skills for international credit professionals

7

Developing yourself!

½


The 7 k ey non technical skills for international credit professionals1
The 7½ key non-technical skills for international credit professionals!

Angus Farr

angus@trainingcounts.co.uk


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