Heptagon Capital

Heptagon Capital had a sales team of 18 people spread across London, Europe, and the Middle East, with real differences in confidence, structure, and consistency across experience levels. Senior team members brought strong individual capability, but there was no shared narrative or listening framework that ran across the whole team.

Juniors and some mid-tier representatives showed visible nerves under pressure, losing clarity at exactly the moments that mattered most. Conversations risked becoming product-led rather than client-led, and Heptagon's positioning and USP were not being articulated consistently. The opportunity was clear: raise the collective standard of how the team shows up in high-impact client conversations.

We designed and delivered a bespoke full-day communication workshop built around the specific demands of high-stakes client and stakeholder conversations in asset management. The session covered five areas, each grounded in practical application rather than theory.

We worked on first impressions and how clients form judgments quickly, giving the team a clearer, more confident way to position Heptagon from the opening moments of any conversation. We introduced structured listening and questioning techniques to help the team gather better information and stay genuinely client-led. We covered how to structure communication so it stays relevant and engaging for different audiences, whether in a meeting, a pitch, or a presentation. We practised handling pressure, challenge, and difficult questions with composure and credibility. And we closed with individual reflection and action planning to turn the day's work into consistent behaviour going forward.

The team left with a set of practical tools they could apply immediately, including an open question library tailored to each part of the sales team, a presentation framework called The Kipper Framework with an integrated AI prompt for use with Microsoft CoPilot, and the Triple A Framework for handling challenge under pressure with confidence.

The team came away with a clearer, more consistent elevator pitch and a shared approach to client conversations. Each area of the sales team, Sales, Business Managers, and Portfolio Analysts, had a tailored question library to help them listen better and uncover what clients actually need. Individuals received direct, specific feedback on their presentations with clear actions to improve. The Kipper Framework gave the team a repeatable structure for meetings and presentations, and the AI prompt integration meant they could build presentation outlines faster without losing relevance or quality. The Triple A Framework gave everyone a practical method for staying composed and credible when clients push back or challenge their thinking.