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Mastering Mandates
Mastering Mandates is a sales and marketing training course for Originators and those working on the Syndicate and New Issues desks. The course starts by understanding one's competitive position and developing a unique selling proposition. The programme also focuses on basic telephone selling skills, as in the Successful Sales Course, but also looks at how to produce formal "pitch book" presentations and how to handle "Beauty Parades". Beauty Parade presentations are recorded by video and critically appraised by the group. We also feature feedback from an international borrower. Solicitors can claim 6 CPD points per day for attendance at the entire course.

This course is delivered on an in-house basis and targeted to suit a firms’ needs. In-house courses are an efficient way of training large groups of staff, as well as having a bespoke programme conducted which is tailored to the organisation’s requirements. Courses can be delivered at a time which fits in with the organisation’s schedule.

ICMA recommends a minimum of eight and a maximum of 20 participants for any in-house training course, in order to make the programme as interactive as possible.

To download the brochure, please click here.

Course Fees

Courses are priced on a per day rate rather than per delegate. The current cost is £5,000 per day, plus trainer expenses and VAT where applicable. Course fees are payable, in advance of the start date, by credit card (Visa, MasterCard) or on receipt of an invoice.

To book a course or if you have any queries, please contact the ICMA Events team on +44 20 7213 0310.


ICMA Executive Education