Overview
The Barbican is Europe’s largest multi arts and conference venue in the heart of the City of London.
The Need
The Development team at the Barbican have responsibility for developing and selling sponsorship opportunities and corporate membership packages. Focal Point worked with the team to support them in two key areas Helping the team with key changes in the workplace Improving client meeting and negotiation skills
The Solution
Focal Point initially worked with the team to address the issues arising from changes in organisational structure and changes in the market place and to lay foundations for the year ahead.
We facilitated the team exchanging specific expectations of each other and discussing how to best work together and how to manage the changes needed. We helped them create detailed action plans to take the team forward.
This was followed up with two days of skills based training focussing on face to face sales skills and negotiation skills. Between days one and two, delegates worked together to prepare a client meeting, which was then videoed. The videoing allowed participants to critique themselves and others in a safe, constructive environment and take forward a practical action plan to improve performance.
Vicky Eltringham Business Partnerships Manager commented
“Good training for a Development and Fundraising team is tough to source – it’s a specialist area with each arts organisation/charity having very particular needs. Focal Point took the time and effort to comprehensively review our practices, issues and strengths – speaking at length to me, and each member of my team.
The resultant effect was a fantastic 3 day course – first breaking down barriers to achievement, then swiftly adding and honing necessary business skills. The feedback from my team unanimously indicated that it was the best training of their Development careers. I have clearly seen the improvement in team performance as a result, and am hugely grateful to Focal Point for delivering on all objectives of the training”
