Certainty Events

Managing requires measuring.

This session provides working models, principles and discussions on how to effectively manage the new business pipeline of opportunities.

Not all enquiries lead to engagement, but when new business pipelines are well managed, each stage of a pipeline provides vital measures to assist a firm’s capacity and business planning.

Good new business pipeline (both from new and existing clients) management removes the peaks and troughs of demand caused by the perennial activity loop of too much business leading to too little business.

Skills are not built upon knowledge.

They are built upon proper practice, immediate feedback, and more practice.

Skilled sportspeople learn to enjoy the practice as much as the application.

Too often, skills are left to wither when incremental progress inevitably becomes less obvious despite continued effort.

These Certainty Master Classes are every Certainty Advisory Team member seeking to master their Certainty Skills of Listening, Probing, Positioning, and Controlling.

Delivering Certainty Advice can be tough, particularly if conversations don’t separate what a client considers to be “pressing”, “basic”, or “aspirational”.

This practical skilling session provides case studies and role plays on one of the toughest elements of Certainty Advice – identifying the ‘right’ client topics upon which to build valuable paths.

This session will work for all advisory team members, whether new to Certainty Advice models or seasoned over many years.