training at the business relationship specialists

www.business-relationship-specialists.com

© 2010, The Business Relationship Specialists. All Rights Reserved



Our approach to Behaviour Modelling Training is surprisingly simple. We all go through life building relationships. In a way, we all have experience in the art of building relationships and generating trust. We do it daily in an intuitive way. In fact, we do it so naturally that we tend to not value relationship building as an important part of the interaction we have with other human beings... and certainly not in a business context. When confronted with building relationships in a business situation, we do not use our relationship wisdom, accumulated through living and learning in the various spheres of our lives, to help us address situations that are clearly out of our comfort zone. We live a multi-level multi-faceted existence, constantly interacting with our peers, our bosses, our staff, and our clients and targets, as well as, with our family and friends, our community, ourselves and other stakeholders.

In Behaviour Modelling Training, we use the rich value of these clusters as an experiential learning ground where we acquire skills and we develop, shape and contextualize behaviours. "Acquiring skills" (ex.: budgeting) is easy and can be quickly mastered through a two day training session. "Developing, shaping and contextualizing behaviours" is far more complex and requires a profoundly different approach. Here, we are talking of a "journey" and our sessions are the place where we skill and tool up for the journey and design our "road map". At the end of the session is where the real work begins... everyday... out there... experimenting... giving and receiving feedback... having the courage to step out of your comfort zone and the reward to see and feel profound changes in your business relationships.



The learning and reflection process must be practical and produce quick visible results. People are exposed to “real play” situations, bringing together real and actual cases as a means to quickly transfer to day-to-day activity the learnings and reflections (we do not use “role play” situations, as typically used in traditional training courses, because we fill they are too artificial and have no lasting impact). The basis for learning is conversation. Through conversation with the trainers and with each other, people learn, reflect, share, give and receive feedback, acquire skills and begin the process of developing, shaping and contextualizing behaviours as they transfer them to their actual day—to—day reality.



Developing Client Relationships – deals with how we build long term impactful and value adding relationships with clients at C-level (exs.: CEO, COO, CFO, CIO, etc.) Building Virtual Relationships - as many of our daily connections are increasingly virtual, the building of sustainable virtual relationships has jumped to the top of our agenda; this programme deals with how we build a virtual business relationship and how we read and engage with others when "face-to-face" is not an option Leadership Skills – brings a refreshing "look and feel" to the Leadership Framework and engages participants in a reflection on how we build value through various styles of leadership Networking and Relationships – building sustainable networks (including virtual ones) and becoming an active player in existing networks has become a fundamental aspect of being in business today; this program brings a powerful look at the building of an impactful presence in networks and focuses on the strength and quality of your networks and of the relationships you build within them

High Performing People/High Performing Teams – works on how we engage high performing people, who often need protagonism, to work together and create high performing teams Developing your Personal Impact – works on how we develop and strengthen our ability to have a strong impact and a positive influence on others Building and Sustaining Trust in Turbulent Times – works on implementing a model that enables us to build and maintain trust in a business environment, as well as rebuild trust in situations where it has been lost or deteriorated

Becoming a Coach - brings a pragmatic and results oriented approach to coaching, introducing you to the skills and behaviours of an impactful coach and giving the opportunity to develop your own style of coaching



As the world changes in powerful and unpredictable ways, business leaders look to "the building of long term mutually beneficial trust based relationships" with clients, collaborators, partners and other stakeholders as a means to occupy a unique and privileged position in their hearts and minds. As leaders in our fields of endeavour, we all want to achieve a uniqueness and distinctiveness in the way we build relationships and trust with others. This is where "The Business Relationship Specialists" come in. We are a Global Network of highly experienced Executive Coaches Behaviour Modelling Trainers Change Management and Cultural Transformation Consultants Facilitators. We will work with you to design and implement "tailor made solutions" into your business relationship building initiatives. We have many years of global experience working with some of the largest organizations in the world, including many of the Fortune 100 companies, as well as, consulting and assurance/tax/advisory firms, small and medium size dynamic and innovative companies, government entities and individuals.

"We have successfully integrated a newly acquired company into our group using a fantastic cultural integration model created by our consultants [The Business Relationship Specialists] specially for us...they are flexible and fun to work with" CEO, Investment Bank



We coach individuals and groups to help them achieve greater impact and effectiveness and to adopt high performing and productive behaviours

We design and deliver innovative, tailor made, dynamic and highly interactive behaviour modelling training programmes

We help to transform organizations' cultures through innovative and tailor made change management and cultural transformation interventions

Through the right balance of strong process and content skills and seamless integration with the business' objectives and cultural values, we facilitate groups to accomplish their goals

"My coach [Luis] has been a powerful resource to work with through this very turbulent time... through some very practical tools and techniques, he has helped me to stay focused on the important things..." Senior Partner, Big 4 Professional Services Firm



These are the values and beliefs that sustain our business relationships and all the work we do: "people are at the centre of everything we do" people... people... people... if it doesn't involve people we don't do it "through conversation, we connect and build relationships" we love to talk... the best systems, products, services or processes will never replace the power of two people engaged in conversation; conversation is at the core of doing business and at the centre of any relationship "we change others through our personal transformation" we believe change starts at home... as we shift our behaviour and the way we interact and connect with others... they also shift the way they engage with others and with the world around them "we are creative, innovative and flexible" we always start with a blank sheet of paper and recognize the uniqueness of every situation; we listen, we watch, we connect and engage with others... and then we co-create, we design, and we deliver... moving, shifting and adapting as the situation requires "we are tailors" every person, every business and every situation is different and offers a new opportunity to innovate and design new approaches and solutions "we love what we do" if we didn't love it we wouldn't be doing it; we are fortunate to witness profound and long lasting shifts and interact with fabulous people and inspiring leaders everyday... and we love it.



"we have fun" people are more engaged and receptive when they enjoy what they are doing, have fun and... even enjoy a good laugh "we strive for simplicity" someone somewhere decided business had to be complex and complicated; well... we disagree; people like it simple; if it is simple... it is accessible and... easy to assimilate and use "small shifts move mountains" it is very difficult to climb to the top of a mountain, but if we take it a step at a time, we will make it; it is the small things we do differently every day that produce the most powerful and sustainable results "we cherish diversity" the more diverse the people we build relationships and work with, the richer we are; every dimension of diversity brings endless opportunities to create new and engaging solutions with our clients "we love the world we live in" after all, we only have this world; if are not sensitive and respectful of its needs, we will not be leaving a very good legacy to our children and grandchildren; we do small things everyday to make it a better world We are in the business of relationships... so, we invest in building long term mutually beneficial trust based relationship with our clients. You are around for a long time... and so are we... and on this journey, we believe our approach can add sustaining value to your business... whilst building our own.



Our clients include some of the world's largest companies, including many of the Fortune 100 corporations, as well as, consultancy and assurance / tax / advisory firms, innovative small / medium size companies, government entities and individuals. They span virtually every industry and service sector and operate globally, as well as locally. Many of the Senior Executives and Top Talent in these organizations are recognized leaders setting the pace in leadership and management in the private and public sectors globally. Given the sensitive nature of our work, we do not list our clients by name. Here are some examples of recent and ongoing work with some of our clients. Global Professional Services Firm (Assurance/ Tax /advisory Big 4 Firm) - we have been working with partners, top talent and teams on business relationship building, trust, personal influence and impact, networking, leadership and cultural transformation through individual and group coaching (where we have also supported teams working on major bids and proposals), behaviour modelling training, cultural transformation interventions and facilitation Global Technology Services Company - we have been working with senior executives, top talent and teams on business relationship building, trust, personal influence and impact, networking and leadership through individual and group coaching (where we have also supported teams working on major bids and proposals), behaviour modelling training, cultural transformation interventions and facilitation Multinational Law Firm - we have been working with senior managing partners on the cultural integration of a new recently acquired firm Global Pharmaceutical Company - we have been working with senior executives to develop a new leadership model and behaviours that promote sustainable trust based relationships and networks across the company

every dimension of diversity brings endless opportunities to create new and



Global Web Based Company - we have been working with senior executives to develop the skills and behaviours that sustain trust based virtual relationships and networks Multinational Investment Bank - we have been working with the management committee to support senior executives to rebuild client relationships and trust in a turbulent time Global Distribution Company - we have been working with the product development team to introduce a new and unique model of creativity and innovation Global Clothing Designer and Retailer - we have been working with the executive committee to develop a new cultural framework for sustainable internal network and relationship building across the company's global operations Ministry of Labour of an European Country - we have been facilitating the introduction of a new relationship model that shifts the interaction with the public from "user" to "client"

"...with the crisis we cut back on travelling, we were facing some real challenges as we asked our people to connect virtually with clients, colleagues and other stakeholders... we asked The Business Relationship Specialists what they could do for us... and they came up with a fantastic training programme...real hands on practical stuff... our people loved it and they use it... it works" Senior VP, Global Technology Services Company



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Luis S. Costa E-mail: [email protected]

Luis has over 25 years experience working with people to help them develop the skills, behaviours and beliefs required to successfully create and maintain long term trust based business relationships and networks.

As an Executive Coach, Behavioural Trainer, Change and Cultural Transformation Consultant and Facilitator, Luis works globally with Senior Executives and Top Talent in a significant number of the major global companies, including many Fortune 100.

Luis also has many years experience coaching and developing partners and directors of major consulting and assurance/tax/advisory firms on their client focused initiatives. Know and develop oneself (skills, behaviours, beliefs), know and understand your client (deep industry/sector knowledge and insights), know how to articulate the two dimensions to occupy a privileged position at C-level as “a trusted business advisor” and produce long lasting value to the client and to you.

Luis works interchangeably in English, French, Portuguese and Spanish throughout Europe, North and South America, Asia-Pacific and Africa.



Jorge C. Abreu E-mail: [email protected] Jorge has 20 years experience in senior executive roles in large global corporations (particularly in industrial, distribution and financial services), and over 10 years experience as a Coach, Behavioural Trainer, Consultant and Facilitator. Jorge works globally with Executives and Top Talent in a significant number of the major global companies, including many Fortune 100. He has also accumulated experience coaching and developing consultants and partners of major consultancies on their client focused initiatives. Jorge continues to innovate in his areas of expertise, specifically with major car manufacturers and their sales and distribution networks and consumer credit in financial institutions. He is a regular public speaker in these areas and has intervened in some important conferences in these areas. Jorge works interchangeably in English, Portuguese and Spanish throughout Europe, North and South America, Asia-Pacific and Africa



Each member of our team brings to the network an average of 15 to 25 years of experience in very senior roles in industry and services sectors. Each of our coaches, trainers, consultants and facilitators has many years of global experience working with some of the largest organizations in the world, including many of the Fortune 100 companies, as well as, consultancy and assurance/tax/advisory firms, small and medium size innovative companies, government entities and individuals. We have language capabilities in English, French, Spanish and Portuguese and are able to place a tailor made team anywhere in the world on very short notice.

financial institutions. He is a regular public speaker in these areas and has If you liked what you read about us and would like to further explore how our approach can help you and your organization, please get in touch with us at [email protected] [email protected] [email protected] www.business-relationship-specialists.com