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“Significantly, since some of our people attended the sales and negotiation skills courses, we are converting more leads into quotes and new business!” Rabjohns

Overview
Rabjohns is a large, single-site practice in Worcester.  They identified a requirement to provide their staff with a bespoke, in-house management training programme to support internal performance and external business development.

Courses selected

• Building the Practice
• Introduction to Management
• Managing Staff Performance

Objectives
“We recognise that our people need to have the confidence to network with business professionals, negotiate, manage and coach others, develop strong client relationships, deliver outstanding customer service and to recognise opportunities for selling added value services to both clients and prospects.  We chose Mercia to help us achieve this.”

Reasons for choosing Mercia
“Mercia is a customer focused team and their training courses are presented by some excellent speakers.  John Sharkey has worked closely with our HR Director to devise a bespoke in-house management training programme for developing these essential management and personal skills.  As a result of this two-way commitment we have developed an extremely strong relationship over the past few years.”

Training process
“We have benefited not only from the personalised in-house management training programme but we have also run an integrated three-day foundation programme for our new Trainee Client Managers and specific in-house training for Directors.”

Results
“In terms of general performance and productivity we have noticed improved teamwork and communication across the firm.  Also, our staff retention rate has steadily increased.

Our Trainee Client Managers have been willing to take on greater responsibility which has freed up senior management time to work on their priorities – servicing clients and developing the practice.  We have also developed a new seminar and workshop programme as a result of the presentation skills which have been learnt on Mercia courses.”

Conclusions
“We have been extremely pleased with the standard of training provided by Mercia.  Their experienced presenters have encouraged individuals to participate in tasks and challenges; they have provided an in-depth knowledge of the issues affecting individuals within the accountancy profession and offer excellent value for money.  We certainly recommend that you speak to John Sharkey about what Mercia can offer your practice.”