The PIPS Course: Key points

• First, it works, and the returns can be very high: though the applications are as much art as science and like all arts one gets better with practice, with returns continuing to improve over time.

• Second, being about the processes of communication, not the content, it will dovetail into existing client-acquisition and development systems.

• Third, it builds on individual’s inherent personal styles, making it easy to acquire, adapt and use in the real world.

• Fourth, although the course is particularly appropriate for managers about to make the step up, even the most senior and successful client account handlers will benefit from The PIPS Course and will talk about it as a major contribution to their professional development.

• Lastly, the course focus is on the selling environment, an appropriate ‘torture-test’ for the effectiveness of these interpersonal skills and where the biggest payback exists, yet the benefits will extend to attendee’s internal management skills and even to their personal lives.