Recording: Taster Session for the Nexia Advisor Training Programme

Who should attend the webinar?

• Client facing professionals of all levels who are looking to build out their Advisory approach through a broadening and deepening of their client relationships.

About the webinar

This webinar is an opportunity for client facing Nexia members working in Advisory (or looking to offer Advisory services) to gain an insight into the Nexia Advisor virtual training programme that will start in September 2021.

Participants in this webinar can meet the experienced facilitators, hear from previous alumni that attended the programme last year, explore with other Nexia members the common challenges you face working in Advisory and through polling and interactive discussions better understand what it takes to transition from a specialist to an advisor.

The Facilitators are both fully trained Accountants with a wealth of experience working in Professional Services firms and they have facilitated training programmes for Partners and Managers at Accounting and Consulting firms for decades.

Benefits/Takeaways:

• Hear what great results other people have had on similar programmes and how you can accelerate your own development 
• Enjoy group conversations with peers around practical challenges
• Meet the facilitators and understand more about the approach and the impact that the programme can have
• Learn how the programme will help you to develop a Nexia network
• Have an opportunity to ask questions

See below the profile of the Facilitators and more details about the Nexia Advisor Programme.

Facilitators

Paul Richmond  – Managing Director / Lead Facilitator GRO Group 

Paul trained as a Chartered Accountant at KPMG in their London office and after a decade within the profession chose to move into behavioural development where he has spent the last 25 years focused on developing performance and driving change.

Paul has delivered a wide range of international executive programmes on Leadership, Strategy and Advisory for a wide range of Professional Services firms for staff of all levels including up to Senior Partner level. Paul's clients include: Moore Stephens, Crowe (Clarke Whitehill), DLA Piper and The ICAEW.

Working with senior fee earners, partners, directors and business support teams to drive growth and improve client service across a range of initiatives. Facilitating conferences and delivering keynote sessions to motivate and inspire fee earners from across every different team and discipline. 

Alex Shacklock – Director / Senior Facilitator GRO Group

Alex is an experienced learning consultant in key areas of Leadership, change, culture, and performance management and leads the Advisor development programmes for theGrogroup and on behalf of the ICAEW.

In 2017, Alex published his book ‘Firm Principles: Simple guidelines for winning Professional Services Firms’ that received positive reviews from senior partners in the sector and in magazines such as HRDirector, PM Forum and the Law Gazette.

A qualified accountant, Alex works across all levels from senior partners through to managers, and is driven to maximise collective and individual performance in client businesses.

Since joining theGrogroup, Alex has worked with a range of Law and Accountancy firms, networks and associations of differing sizes including: BDO, RSM, Crowe, PKF International, Accelerate network, ICAEW, ACCA, Azets, Quantuma, DLA Piper, White & Case and Ashurst.

Click the link or image below to watch a video of Alex delivering a module on motivation as part of a Global Leadership programme:  

See below more details about the Nexia Advisor Training Programme that will start in September 2021:

Nexia Advisor Programme 2021

Who is it for?

Client facing senior professionals who are looking to build out their Advisory approach through a broadening and deepening of their client relationships. The course looks at three themes:

Advisory mindset, Advisory behaviours and positioning Advisory services.

How will you benefit?

• Interactive and practical modules focused on embedding new behaviours
• Toolkits and resources which can be used immediately to help create better client interactions, identify client service opportunities and create value
• Helps to change the mindset from technical specialist to client Advisor
• Provides a clear approach to transition client conversations – from talking about and ‘selling one service’, to being gatekeeper for a range of solutions
• Builds stronger and more trusting relationships with clients
• Provides a process to proactively build and nurture an ‘ADDvisor’ network
• Draws on experiences, stories and practical lessons to create ideas and actions
• Creates clear steps to transition to the trusted Advisor and helps to build the confidence to take them
• Real results and return, through embedding the learning into action and performance and follow up of individual progress
• Greater awareness of Nexia internationally and stronger relationships with colleagues from different countries and offices

Before the programme

Participants are asked to hold a briefing interview with their office sponsor to agree their objectives for the programme. What measurable outcomes can be identified for the individual given the programme content and their responsibilities?

Each delegate will also have a call with a member of the faculty to review their starting point, capabilities, strengths, challenges and the areas they wish to enhance. There will be some pre-reading, questions and assessments sent prior to the start of module 1 which will support the learning.

Each participant will be supported throughout the duration of the programme to ensure they get as much from the experience as possible.

Programme Overview

– 1 hour kick-off with Nexia CEO and the Facilitators
– 4 x 3.5 hour virtual sessions
– 2 x 1 hour alumni best practice sharing
– 3 x 1 hour follow-up group mentoring sessions with an experienced partner

      Four  x 3.5 hour interactive virtual sessions    

Each module will cover several themes in detail and allow time for the group to share the impact of their experience since the last time they met.

All modules will include some pre-session work and preparation, enabling more focused discussions and action setting.

Each module will be supported by a toolkits and resources that can be used immediately, and the setting of individual post module actions will which encourage on-going engagement and network building with people from different offices between modules.

Kick off: Meet your peer group, the facilitator team and Kevin Arnold – Nexia International CEO. (1 hour)

      Module  1: Defining the role of the Advisor and developing mindset (3.5 hours)

• Introduction and context
• Defining the role of an Advisor and assessing individuals starting position
• The benefits for you, your firm and your clients
• Developing confidence and an Advisor mindset – understanding the value you create for clients and ‘Leading’ as an Adviser

      Module 2: Developing an Advisory approach to clients (3.5 hours)

• The Advisor interaction model
• The importance of being curious – great questions and active listening
• Understanding clients, their worlds and challenges
• Capturing client ‘knowledge’ through tactical client plans
• Collaborating to create strong approaches to clients
• Building an ADDVisor network

Check in and Alumni best practice sharing (1 hour)

      Session 3: Building trusting relationships (3.5 hours)

• What do your clients want from you? Why do they ‘buy’ you?
• Building influence and creating trust
• Understanding communication styles to improve client interactions
• Personal chemistry and rapport
• Relationship mapping – building wider and deeper relationships
• Being brave and assertive with clients

Check in and Alumni best practice sharing (1 hour)

      Session 4: Positioning solutions to solve client challenges (3.5 hours)

• Begin with the client – recap on understanding their worlds, their challenges, their opportunities and their ‘thirst’ to take action
• Understanding the full Advisory service offering of the firm
• Creating a process to help clients clearly see the value in the service / solution
• Practical case studies

Session 5: Follow-on Group Mentoring and Coaching (3 x 1 hour sessions)

• This year we have developed the programme so that you can benefit from three follow-up group mentoring sessions with other participants. The sessions will be facilitated by former Audit Partner at EY and Smith & Williamson and former Chairman of the Nexia International People Development Committee, and someone who has travelled the globe and understands the network – Mike Bishop.

The programme generates a series of personal actions, for each delegate, for each module.  Individuals will be supported in execution of actions and embedding learning into performance and will identify how best to ensure relationships and group mentoring continue post programme.

Please click here to register for the full Nexia Advisor training programme starting in September 2021.

Please note: The deadline to register for the full programme is 30th July 2021. Places are limited.

If you have any questions about the Nexia Advisor Training Programme that will start in September 2021 don't hesitate to contact Alastair McTavish at alastair.mctavish@nexia.com  and Laura Maestro at  laura.maestro@nexia.com