From product push to trusted advisor at BNP Paribas 

“The Client Relationship Managers who went through the programme have individually broken sales records – and significantly increased the overall sales for the division, exceeding all previous expectations. The Positive Change Partners approach focuses on applying learning for real commercial results. They were steady, unafraid to challenge our thinking – and we achieved more as a consequence.

This programme has been a resounding success. I’d like to thank everyone involved for their commitment, hard work, and tenacity.”

Bronwen Seaton-Wood

BNP Paribas was doing well, but knew they could do better. 

  • Over-reliance on a few products and chasing client volume left opportunities on the table. 

  • Sales success was riding on market cycles, not long-term relationships. 

  • Client Relationship Managers (CRMs) were missing chances to dig deeper and build real partnerships. 

The challenge

The Trusted Advisor Programme was more than just training, it was a game changer. 

  • Practical application: We focused on embedding learning into day-to-day conversations, with coaching and real-world practice. 

  • Challenging mindsets: We asked tough questions, pushed thinking, and guided CRMs to shift from product-pushing to solution-finding. 

  • Tangible results: The programme gave them tools to listen deeper, ask smarter questions, and uncover hidden opportunities.

Our approach 

What happened?

Record-breaking sales: CRMs smashed individual records and drove overall divisional sales beyond expectations. 

Stronger client relationships: They deepened connections with both existing and new clients, opening new business opportunities. 

Culture shift: CRMs are now supporting their colleagues, spreading the new approach across the division. 

Key takeaways

  • “Before, I focused too much on products and client volume. Now I listen better, ask the right questions, and find opportunities I would have missed.” 

  • “I used to get stuck with certain clients. Now I approach them differently, and the results are phenomenal – I cracked accounts I thought were impossible!” 

  • “I’ve grown into a senior role, with a truly international client base, and our key figures are at an all-time high.”

  • "Our facilitator was meticulous when it came to understanding our goals and really getting to know the business. He really helped lay the foundations of the successful, responsive team we are today."

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