Fulcrum private equity training - selling skills for investors

The challenge for investors

In the current market place the private equity industry is a highly competitive industry, with the highest levels of competition reserved for the best deals.

In order to generate a flow of opportunities investors need to market themselves to a range of sophisticated buyers including:

Companies	Finance providers	Advisors
Existing shareholders	Banks	Accountants
Management	Structured finance investors	Lawyers
MBO and MBI teams	Mezzanine investors	Corporate finance boutiques
Purchasers	Other private equity houses
Vendors	Other sources of finance

In the early selling process investors have traditionally sought to differentiate themselves on the basis of their:

Financial strength
Sector Focus
Short decision making times
Ability to add value post investment

In practice almost all investors use these, or similar, selling messages and, in our experience, they are typically presented as key messages in initial pitches. Although many of these attributes are necessary they can be said to apply to most players in the market. Accordingly, relying on such features does not differentiate the investor: at best it results in a "me too" message.

Course objectives

To demonstrate how to achieve real, effective and sustainable differentiation.

To boost the confidence of individuals in selling both themselves and their business.

To improve the ability to win new business.

How you will benefit

Throughout the course participants will examine the strengths and weaknesses of their individual selling styles and messages as well as having the rare opportunity of learning from best practices used by colleagues. The course is not taught in a "chalk and talk" style but is highly participative, making extensive use of relevant case studies and video role plays.

The course will provide a tool-kit of skills that can be put into immediate practice and improve individuals performance and confidence levels in participating in the selling process.

The course in outline

Establishing real differentiation
Effective selling behaviour
Presentation styles
The vital importance of first meetings and an effective follow through
Getting the best from your in-house marketing material
The appropriate use of "pitch books" and technological aids
Getting key messages across

This is a two-day course which can be run residentially or non-residentially.