Environment, Social, & Governance (ESG) Sales Enablement

Virtual ILT

The Client Need

"Environment, Social, and Governance (ESG) regulations are increasing in importance and changing quickly. Clients are unsure of how to meet these requirements, and are coming to us for help. We needed to be able to actively engage with clients on this topic and propose sustainability solutions, instead of directing clients to the few people who are most knowledgeable about this moving target. We needed leaders to own their own client profiles."

- Fortune 100 Firms

The Design

A two-hour, highly interactive vILT intended to prepare Controllership leaders for productive and meaningful conversations around Environmental, Social & Governance (ESG) topics with client leaders. Participants leave the program ready to discuss ESG challenges clients face and highlight how Controllership services can address those challenges.

The Details

Participants observe best practice role-modeled conversations with clients to learn common challenges and available solutions to promote further conversation and business opportunity.

Full group debriefs and instruction allow for broader discussion of ESG regulations and client pain points, so leaders have the background and confidence to lead proactive ESG conversations.

Small groups work with client personas that highlight common pain points to prepare for proactively addressing them with supportive services.

Participants role-play client conversations to surface client issues, bring in solution ideas, share case studies to build client confidence, and field client questions to promote further conversations.