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Revelation Consulting - Executive Coaching, Leadership Due Diligence, Sales and Business Performance

Revelation Consulting - Executive Coaching and Leadership Development

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Peter Freeth

Peter Freeth - Learning and Development Expert, Coach, Author

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Talent Modelling

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One of the greatest challenges in businesses today is the protection of tacit knowledge. As competitive pressures increase and a more rapidly changing workforce needs to rely more and more on knowledge that has taken a lifetime to acquire, the ability of HR and L&D professionals to protect an organisation's culture and replicate that unique knowledge has become vital to business survival.

At the same time, operational leaders, tasked with delivering against increasingly demanding performance targets, wish that they could 'clone' their best people, such as the one sales person who outperforms the rest of his or her team put together.

The solution is our unique talent modelling service. You identify your high and average performers, according to both 'hard' and 'soft' targets, and we spend time, interviewing them and picking apart their innate, unconscious attitudes, skills and behaviours.

The results is an incredibly thorough report that you can use to shape your recruitment and selection processes, performance reviews, produce competency frameworks, capture tacit knowledge and inform talent management and future leader decisions.

You can find a sample report on the Resources page or download it directly from here.

Our Talent Modelling approach is the subject of Peter's latest book, Genius at Work.


Executive Coaching

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Executive coaching is not an ill defined support service, it is a highly focused and impactful intervention, designed and delivered against hard business targets.

Executive coaching is effective in situations such as managing step change into a new role or leading strategic change.

We helped a global manufacturing business increase the profitability of one of its business units by 700%. How? By coaching the leader of the business unit over a six month period to better lead his business and his team,and the combined effect of his increased personal effectiveness, team leadership and business organisation ability was an increase in profitability of 700% when comparing his figures at the start and the end of the six month coaching program.

We work with entrepreneurs, business leaders, CEOs, leadership teams and small business owners in complete confidence and within agreed performance targets.


Talent Coaching

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Talent coaching is designed to accelerate career progression by creating a framework that challenges and stretches a 'high potential' individual within their current role in preparation for their next.

When people move naturally along a career pathway, their development is a combination of opportunity and investment. They push themselves into new, challenging opportunities, and their employer invests in them, taking a risk that they're not up to the job from day one, but with the right support they soon will be.

This 'passive' approach to career development hits a glass ceiling at senior management or executive level, because an organisation is no longer willing to risk investing in a high potential employee when a proven candidate can be 'bought in' from outside.

Buying in talent is a huge risk in itself, where cultural conflicts can destroy a team or even an organisation very quickly.

Talent coaching solves this problem by challenging the high potential employee before they move into the executive role, ensuring the integrity of the succession plan and the safeguarding of the organisation's culture.

Using the methodology that you'll find in the book Genius at Work, we modelled the innate attitudes and behaviours of people who naturally excel at driving their own career development and turned the model into a coaching program for a global engineering company's 'future leaders', with the result that 21 out of a group of 24 achieved significant career progress within 2 years.


Leadership Development

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Let's define a leader as someone in your organisation who is instrumental in creating and executing your strategy. Instead of trying to identify vague, ethereal concepts of 'authentic leadership', 'stewardsehip' and 'followership', let's look at leadership as a set of attitudes and behaviours which are aligned with your organisational culture and aspirations, placing it squarely within our talent modelling capability.

Leadership development then moves from an abstract and ethereal process to a tangible, measurable and results-oriented process which aligns attitude and behaviour with organisational cutlure, including your vision and goals.

We helped a global manufacturing business increase the profitability of one of its business units by 700%. How? By coaching the leader of the business unit over a six month period to better lead his business and his team,and the combined effect of his increased personal effectiveness, team leadership and business organisation ability was an increase in profitability of 700% when comparing his figures at the start and the end of the six month coaching program.


Leadership Development

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Download a PDF information sheet

Executive coaching is not an ill defined support service, it is a highly focused and impactful intervention, designed and delivered against hard business targets.

Executive coaching is effective in situations such as managing step change into a new role or leading strategic change.

We helped a global manufacturing business increase the profitability of one of its business units by 700%. How? By coaching the leader of the business unit over a six month period to better lead his business and his team,and the combined effect of his increased personal effectiveness, team leadership and business organisation ability was an increase in profitability of 700% when comparing his figures at the start and the end of the six month coaching program.

We work with entrepreneurs, business leaders, CEOs, leadership teams and small business owners in complete confidence and within agreed performance targets.


Train the Trainer

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Where do your trainers get their material from? Do they copy and paste it from old materials? Do they visit trade shows, looking for inspiration? Do they plagiarise the materials of training providers who bid for your business?

Or do they create their own, unique Intellectual Property?

We can teach your internal trainers, L&D partners, HR consultants and managers to use the Genius at Work talent modelling methodology so that they can create their own models of excellence for use as the foundation of your recruitment, induction, training, appraisal and talent management programs. They'll be able to replicate high performance and protect your culture. And best of all, they can use the methodology to model either your own high performers, or they can model people in your supply chain; key partners, stakeholders, suppliers and customers, leading to better relationships and greater efficiency. Or they can just go out and model people who they think are worth aspiring to be like.

Most importantly, they will create a foundation of Intellectual Property which you can uniquely call your own.


Leadership Due Diligence

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When the future of a business is entrusted to a handful of people, it is vital to understand their interests and motivations and have a clear picture of how they work together as a close team. Any politics, power plays, conflict or divided loyalties will be magnified in the business, resulting in anything from under-performance to complete failure.

Working with the leadership team of a defence contracts division of a global engineering business, we uncovered a culture of project and financial misreporting that hid a £16 Million loss.

We provide a due diligence service that allows potential business partners, directors, trustees or investors to assess the quality and integrity of a leadership team, often as the result of a merger, acquisition or other step change in the business operation.


Business Model Canvas

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The Business Model Canvas, first described in the book 'Business Model Generation', is becoming a popular way for teams and organisations to develop and visualise a complex business plan.

"The Business Model Canvas is a strategic management and entrepreneurial tool. It allows you to describe, design, challenge, invent, and pivot your business model.

Disruptive new business models are emblematic of our generation. Yet they remain poorly understood, even as they transform competitive landscapes across industries. Business Model Generation offers you powerful, simple, tested tools for understanding, designing, re-working, and implementing business models."

We can facilitate the production of a business plan using the Business Model Canvas and help you to maintain it as your plan and your business evolve.


Sales Performance Consulting

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It is often said that sales is the lifeblood of any business, and certainly without active development of customer relationships and new revenue streams, any business will suffer.

Often, companies buy in sales training which introduces new ideas which seem great on paper but are in fact elements of an alien culture. Like a mismatched transplant, within months they will be rejected. Your highest performers don't need a new sales process acronym and your poor performers will use it as an excuse.

Just take a moment to look back on your last sales training initiative. How much of it is still visible? Do the sales teams even still remember the acronyms? Are they displaying the right behaviours? Do you even know what the right behaviours are?

Based on our powerful talent modelling skills and ability to strip business operations and processes down to the very basics, we develop a unique approach to sales development that is based on your business, your culture, your products, your services and your customers.

We have helped sales teams in a wide range of industries to double sales conversion rates. Our approach can be tough, and it has to be matched by your commitment to rewarding results and managing sales targets. We achieve this through a combination of coaching and training in sales technique, account planning workshops, developing sales strategy and supporting sales managers to develop a stronger, results focused sales culture.


Corporate Culture Consultancy

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Our cultural consultancy service is unique; we are the only consultancy that can investigate a business and reveal manipulation, politics, empire building and inappropriate relationships and demonstrate the business and financial impact of these activities.

These issues are a 'hot potato' for HR managers, because political players and manipulators hide behind policies and procedures, and often it is the innocent victims of office bullying who suffer

The biggest risk is that you lose your best staff and keep only the people who are manipulating their colleagues and dragging your business down.

According to Gallup research, in 2009, 28% of American workers were engaged, 54% were not engaged, and 18% were actively disengaged.

Disengaged workers cost the UK economy between £59.4 billion and £64.7 billion per annum. Sickness and absenteeism costs, according to some sources, anything up to £13.4 billion. Actively disengaged employees erode an organization's bottom line while breaking the spirits of colleagues in the process. Within the U.S. workforce, Gallup estimates this cost to be more than $300 billion in lost productivity alone (Gallup Research, The Relationship Between Engagement at Work and Organizational Outcomes, 2009).

The truth may not always be comfortable or easy to hear, but it is always better to make fully informed decisions about the future of your business.


Corporate Investigation

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Often, by the time a culture of office politics, hidden agendas and manipulation becomes worth tackling, it has already hit the headlines. Compensation payments to employees in cases of bullying are becoming big news, but this really is the tip of the iceberg. A far bigger problem is the concealment of under performance that plagues cultures where bullying and politics are rife, and this has been the case in many companies that we have worked with.

There are companies that investigate corporate fraud, but this again is the result of a culture of poor management control. We work to give leaders and managers control and to push accountability for performance to the right level in the business, long before the fraud investigators, HSE or police are called in to investigate.

This area of our expertise is highly specialised and discreet, and we will always discuss your concerns in absolute confidence. In many instances, our work impacts on share holder interests and individual careers, so we will not pass on any details of other clients who we have done this work for.


The Revelation Approach

Reality

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Starting with the current situation as presented by the client, we gather background information in areas such as the company and its history,its culture, information on managers and staff, organisational structure, relationships, performance measurements, reward and recognition schemes, contracts and induction programs, disciplinary procedures, business results, processes and systems, internal and external communications, customers, perceptions and expectations.Based on this information, we can assess the scope of the program and agree a time scale and cost.

Explore

Based on the information that we have already gathered, we create a unique set of questions based on the current situation. With this consistent and objective approach, we interview managers and staff across the business and then use the first set of interviews to guide the direction that we take in exploring the issues in the business. The result is a thorough and objective set of data based both on the official organisational structure and the unofficial structure of relationships within the business.

Verify

We cross reference the information gathered in interviews and analyse it for gaps, overlaps and contradictions to create an accurate and verifiable summary of what is happening in the business. We may conduct more interviews based on gaps and contradictions, and we may observe activities such as meetings in order to further clarify our understanding of the situation.

Enlighten

The first point at which we present our complete feedback is likely to be uncomfortable. Typically, the situation has evolved over time with many people having a vested interest in maintaining it. At this stage, we encounter resistance and this is the most critical point because the resistance is the key indication that our analysis is accurate, and some people will try to sabotage the changes in a variety of ways. The discomfort of the revelation requires a high degree of commitment from the client in order to move forwards from this point.

Advise

The thorough interviews allow us to give very specific direction to managers and staff. Typically, the directions centre around regaining control and creating accountability, and this will again meet with resistance. Our directions are specific so that they are simple to implement, and we continue to gather information and refine our directions throughout the program. At all times, it is the managers who are directly making the necessary changes so that they can take control and own the results.

Liaise

It is vital that the client takes full responsibility for driving change, so our involvement moves to a background role where we give support and advice as the managers and staff adapt to the new culture and rules. We are on hand to give support and advice as we help the client to make the changes permanent and protect the new culture of increased control and accountability.