# data[].attributes.body
1. Choose a client

2. Think of their agenda

3. Choose a topic

4. Choose a method

5. Develop your POV

6. Communicate your POV

7. Self-assess

# data[].attributes.body
1. Exec (nick)name:  TOM

2. Title:  deputy CFO

3. Organisation (type): Listed entity

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Importance of smooth change of auditors

#2 Lack of technical support on complex accounting issues

#3 Sustainable growth

#4 Business transformation

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Current trends in the market and future expansion, challenges of new legislation that may have an impact

6. What type of POV would you like to develop?
- Strategy and Best Practices:
-
- Research Implications:
- Trend Implications:
- Business Improvement Ideas:
- Client Stories:

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Vangelis

2. Title: CFO

3. Organisation (type): Retail

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 wants to perform cost cutting

#2 need for a new project

#3 lack of skilled resources to execute the new project

#4 Increase market share

#5 restructuring

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Babis

2. Title: Group CFO

3. Organisation (type): Listed Large Cap

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 - business transformation

#2 - digitalization

#3 - business diversification

#4 - value creation to stakeholders

#5 - governance & infrastructure

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

In an environment of fast paced project management to acquire new businesses how do they balance between pushing forward the projects and paying attention to critical details of the projects?

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:

2. Title:

3. Organisation (type):

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1

#2

#3

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices

- Research Implications

- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:

2. Title:

3. Organisation (type):

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1

#2

#3

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  George

2. Title: CFO

3. Organisation (type):   Parent - Holding company

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1  Είσοδος επενδυτή, ανάγκη για αναδιοργάνωση ομίλου και μεταφορά existing projects σε άλλη εταιρεία

#2

#3

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Ποιο είναι ο ποιό ενδεδειγμένος τρόπος αναδιοργάνωσης του ομίλου (πώληση συμμετοχών, διάσπαση εταιρείας, απόσχιση -εισφορά κλάδου κλπ).
6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Alexi

2. Title: Head of Audit Committee

3. Organisation (type): conglomerate (energy)

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Change in auditors in the next 2 years

#2 They want a Big4 Firm to be associated with

#3 Corporate transformation

#4 Next day agenda (passing the baton)

#5 To increase market value and prestige

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
The issues with audit transition. This will answer topic 1,2 and possibly 4

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  STK

2. Title: CFO

3. Organisation (type): Insurance

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Transformation

#2 Restructuring

#3 Change in auditors in next 2 years

#4 Changes in management

#5 Communication with shareholders

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

to provide market insights and build trust

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Yiannis

2. Title: CFO

3. Organisation (type): FMCG

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Weak strategy in snacks

#2 Low end of Trade presence

#3 Greek market over dependence

#4 Outdated infrastructure

#5 Increase market share in Snacks

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Greek market over dependence - how they can expand their business outside Greece

6. What type of POV would you like to develop?
- Strategy and Best Practices

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:Michael

2. Title: CFO

3. Organisation (type): Heavy industry

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1Recently aquired a newco and they need to integrate the operations

#2 They have experienced high profits

#3 They have an approved investment plan for the next 3 years

#4 They need to reorganize their internal structure and improve proceses

#5 The number of employees has doubled and improve their efficiency.

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Optimising the processes (purchasing, delivering) and acchieving efficiencies

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Client Stories
-Business improvement Ideas

7. Outline your POV

- Topic

Sychronize client orders with supplies and be fore effective to be one of your top priorities for this year.

- Narrative (around 100-120 words)
You are in a good position because you have a large cliental basis with frequent orders and at the same time you have access to supplies markets. In addition you have already a structured data base of clients orders and supplies. Still, I think you need to align orders with supplies to reduce inefficiencies and optimize production capacity.

Example

I'll give you an example. Do you remember the company "xxxxx “The leader in production of industrial products? When the supply chain disruption occurred they experienced inefficiencies in production activity with delays that cased clients dissatisfaction.

In order to overcome the issues they appointed advisors to support them in aligning the orders with supplies. The results were immediate.

Strategies

From my experience, here are six good practices for aligning customer’s orders with supply chain:

First, seek advise from someone who has experience in this.

Second, set up an internal team to deal with this task.

Third, map the current process you have

Fourth, design the ideal process which includes the allignement of orders with supplies.

Fifth, Use an IT system to automate the connect at a conference or professional event

Sixth, run the processes, test them.

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Nick

2. Title:  CEO

3. Organisation (type): Large Listed Entity

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Change auditors

#2 Group restructuring

#3 Debt refinance

#4 Corporate Governance

#5 ESG

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:

2. Title:

3. Organisation (type):

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1

#2

#3

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Manos

2. Title: CFO

3. Organisation (type): Energy Company

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Implications from the increase cost of energy

#2 Customers difficulty

#3 working capital

#4 ESG impact

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Customer difficulty to pay and implication to working capital

6. What type of POV would you like to develop?
- Strategy and Best Practices

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Zaf

2. Title: Vice President

3. Organisation (type): Public shipping company

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Growth

#2 Keep their momentum

#3 No surprises to the chasing of their growth agenda

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
Ability to support them in their growth.

6. What type of POV would you like to
-Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:  Argyris

2. Title: CEO

3. Organisation (type): Company that designs and develops advanced architectural aluminium systems for doors and windows etc.

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Happy with their existing auditor (small audit firm)  that have for many years

#2Only reason to change the auditors is for good corporate governance principles due to the significant growth of the Company over the years and adopting international approaches and practices.

#3 However, if they are not convinced they are not going to change now.

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?
- Added value from the new auditor
- Smooth transition to new auditor
- KPMG Global network and cooperation
6. What type of POV would you like to develop?
- Strategy and Best Practices

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.body
1. Exec (nick)name:

2. Title:

3. Organisation (type):

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1

#2

#3

#4

#5

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

6. What type of POV would you like to develop?
- Strategy and Best Practices
- Research Implications
- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic

- Narrative (around 100-120 words)

8. Self-assessment (scale 1-10)

Relevant POV?

Fresh/Original POV?

Pragmatic POV?

# data[].attributes.headline
Example POV - Research Implications (Large tech company wants to introduce a DEI training programme for all employees)

# data[].attributes.subject
Example POV - Research Implications (Large tech company wants to introduce a DEI training programme for all employees)

# data[].attributes.body
1. Exec (nick)name:  Dora

2. Title: CPO

3. Organisation (type): Tech Software Company

4. What is (your current understanding of) their agenda of critical needs, goals, and priorities?

#1 Hyper-growth (+1000 recruits last year)
#2 CPO highly ambitious, new, wants to make a difference
#3 Inexperienced staff, average age 30
#4 Too many initiatives, not integrated
#5 Eager to develop people, very high training budget

5. Based on what you know about their agenda, what topic of importance to this client would you like to address with a point of view?

How they should approach DEI (Diversity, Equity & Inclusion); this topic is linked with #1, #4 and #5 items of their agenda

6. What type of POV would you like to develop?
- Strategy and Best Practices

- Research Implications

- Trend Implications
- Business Improvement Ideas
- Client Stories

7. Outline your POV

- Topic
How my client should approach DEI (Diversity, Equity & Inclusion)

- Narrative (around 100-120 words)

Research Focus

We surveyed professionals at over 100 organisations to assess the effectiveness of their Diversity, Equity and Inclusion Training Programs.

Why this is essential

Many firms are committing considerable effort and money to deliver DEI training to their employees. The thing is that nobody looked into the impact of these programmes. Do they produce any results?

What is the key finding

The key finding of our research was that generic DEI programmes not only do not work but may also backfire! This corroborates our earlier experiences in TAOLIN with delivering generic diversity training - something we no longer do ... So, what works? Only bespoke institutional interventions which are based on bespoke employee survey data.

Implications for my client

Firstly, we need to run a specialised employee survey to identify your internal barriers and what happens on the ground. Then we need to design specific institutional interventions that dismantle your internal barriers. For example, a mentoring scheme for women or a mental health awareness campaign. This will work!

8. Self-assessment (scale 1-10)

Relevant POV? 10

Fresh/Original POV? 7

Pragmatic POV? 9

# data[].attributes.headline
Example POV - Market Trends (Squeezed margins of small training company)

# data[].attributes.subject
Example POV - Market Trends (Squeezed margins of small training company)

# data[].attributes.body
What is the trend?

Corporate clients are demanding more value for money from their training providers.

What are the dynamics?

Organisations are under constant pressure from their stakeholders to do more with less, and, in turn, they pass this pressure to their training providers.

How will it impact the market?

This trend has already led to increased procurement use and shrinking margins for training companies. Sooner or later, it will lead to the consolidation of training providers to gain scope and scale.

Implications for the client

It will help if you become better at managing client relationships and forging strategic alliances with other training providers that complement your offering.

# data[].attributes.headline
Example POV - Strategy & Best Practices (Slow revenue growth for training company which over-relies on two flagship clients)

# data[].attributes.subject
Example POV - Strategy & Best Practices (Slow revenue growth for training company which over-relies on two flagship clients)

# data[].attributes.body
Topic

Building up your client base and getting extra revenue seems to be one of your top priorities for this year.

Introduction

You are in a good position because you already have two flagship clients. Flagship clients provide financial ballast, opportunities for intellectual capital innovation, reputational enhancement, and referrals to other great clients. Still, I think you need to expand your client base to reduce risk.

Example

I'll give you an example. Do you remember the company "Pineapple Training"? It used to be one of the top training companies with flagship clients in the hotel and hospitality industry. Then the pandemic came, and that spelt disaster for them. I don't think that they are still around...Do you?

Strategies

From my experience, here are six good practices for finding clients:

First, proactively call a current client, if you have one.

Second, get referrals and warm introductions.

Third, start with an online relationship.

Fourth, start a non-commercial relationship.

Fifth, connect at a conference or professional event

Sixth, bring them some potential business