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

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The 7½ key 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

Managing the five key elements:

  • Message

  • Self

  • Delivery

  • Audience

  • Materials


In particular

Dealing with awkward questions:

  • Repeat

  • Reflect

  • Deflect

  • Defer


3

Negotiating


Broadly

Understanding a little about:

  • Definitions

  • Contexts

  • Outcomes

  • Stages

  • Skills


In particular

Bargaining positions:

  • Ideal

  • Realistic

  • Fallback

  • And don’t forget your BATNA


4

Personal impact


Broadly

Understanding the importance of:

  • Words

  • Voice

  • Non-verbal communication


In particular

Body language should be:

  • Congruent

  • Confident

  • Comfortable


5

Strategic thinking


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 particular

Growth (Ansoff) matrix


6

Managing time


Broadly

Interruptions

Critical

activities

Distractions

Important goals

Urgency

Importance


In particular

Delegate it?

Do it!

Dump it?

Diarise it!

Urgency

Importance


Managing performance

7


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 particular

Constructive feedback:

  • Descriptive rather than evaluative

  • Structured – SAC

  • Agreed

  • Focussed on improvement


7

Developing yourself!

½


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

Angus Farr

[email protected]


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