Skip to main content
Image coming soon

Premium engagement picks, not whatever lands on the desk

$199.00
Adding to cart… The item has been added

What do you take away from the Premium engagement picks, not whatever lands course?

A calibrated scoring system for assessing deal leverage potential on first contact Clear thresholds for walking away from low-margin, high-complexity opportunities Templates for pre-engagement alignment with legal, risk, and compliance leads Tactical negotiation scripts for shaping scope and pricing before LOI A repeatable intake workflow that surfaces high-upside deals earlier.

How does this map to your situation?

When a new opportunity arrives via email or referral During initial scoping call with client or sponsor Before submitting pricing or staffing plan In weekly team alignment on active and incoming work.

What's included with your purchase?

12 modules with 12 chapters each (144 chapters) Downloadable templates and worked examples for every module Hand-built implementation playbook delivered alongside course access 30-day money-back guarantee.

What does the Premium engagement picks, not whatever lands cover on delivery and format?

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access. Time investment: Approximately 3-4 hours per module, designed for completion over 12 weeks with practical application between sessions.

How does this compare to the alternatives?

Unlike generic deal management frameworks or enterprise sales training, this course is tailored specifically for senior capital markets practitioners who control engagement intake and must balance margin, compliance, and execution clarity in a regulated environment.

What does the Premium engagement picks, not whatever lands cover on frequently asked?

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

How is the Premium engagement picks, not whatever lands delivered?

The Premium engagement picks, not whatever lands is fully self-paced with immediate online access after enrolment. Access does not expire and future updates are included at no cost. A certificate of completion is issued by The Art of Service when you finish.

How much does the Premium engagement picks, not whatever lands cost?

The Premium engagement picks, not whatever lands is $199 as a one time payment. There is no subscription and no hidden fee. Enrolment carries a 30 day satisfied or refunded guarantee, so it can be assessed in full before you commit.

Closely related courses: Premium engagement picks, not whatever lands on your desk.

More answers: what you get with every course, refund policy, all help answers.

A tailored course, built for your situation

Premium engagement picks, not whatever lands on the desk

A playbook for selecting higher-margin capital markets work with confidence and strategic fit

$199 one-time
24-hour access provisioning 30-day money-back guarantee Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.

The situation this course is for

Who this is for

Managing Director in capital markets who controls deal intake and shapes strategic execution within a regulated institutional environment

Who this is not for

Junior analysts, support staff, or professionals without decision authority on engagement intake or deal scoping

What you walk away with

  • A calibrated scoring system for assessing deal leverage potential on first contact
  • Clear thresholds for walking away from low-margin, high-complexity opportunities
  • Templates for pre-engagement alignment with legal, risk, and compliance leads
  • Tactical negotiation scripts for shaping scope and pricing before LOI
  • A repeatable intake workflow that surfaces high-upside deals earlier

The 12 modules (with all 144 chapters)

Module 1. Mapping your current engagement selection criteria
Document how you currently evaluate incoming opportunities, identify implicit biases, and isolate what actually drives margin and ease of execution.
12 chapters in this module
  1. List every active engagement
  2. Tag by margin band
  3. Note primary sponsor
  4. Flag escalation frequency
  5. Identify compliance touchpoints
  6. Assess pricing pressure
  7. Review internal resourcing
  8. Score execution friction
  9. Track approval layers
  10. Log client responsiveness
  11. Determine renewal likelihood
  12. Highlight cross-sell potential
Module 2. Defining premium: margin, control, and compounding value
Establish your personal definition of a premium engagement by anchoring on three dimensions: financial upside, operational control, and strategic leverage.
12 chapters in this module
  1. Set minimum margin threshold
  2. Define clean governance path
  3. Identify low-escalation clients
  4. Weight counterparty stability
  5. Score internal sponsor strength
  6. Map regulatory clarity
  7. Assess pricing autonomy
  8. Benchmark execution speed
  9. Evaluate team capacity fit
  10. Determine knowledge reuse
  11. Track relationship depth
  12. Forecast follow-on work
Module 3. Creating a deal scoring matrix
Build a weighted scoring model that ranks opportunities against your premium criteria before resourcing or pricing discussions begin.
12 chapters in this module
  1. List evaluation dimensions
  2. Assign point values
  3. Weight by strategic priority
  4. Calibrate with past wins
  5. Test on stalled deals
  6. Adjust for risk appetite
  7. Embed compliance checks
  8. Add client history factor
  9. Include pricing discretion
  10. Integrate timing urgency
  11. Score internal alignment
  12. Finalize template format
Module 4. Pre-engagement alignment protocols
Design lightweight alignment workflows with legal, risk, and compliance to avoid late-stage blockers on high-upside opportunities.
12 chapters in this module
  1. List frequent hold-ups
  2. Name key stakeholders
  3. Map approval timelines
  4. Create pre-kickoff checklist
  5. Draft standard exceptions log
  6. Define fast-track criteria
  7. Set response SLAs
  8. Build escalation ladder
  9. Document past bottlenecks
  10. Design sync rhythm
  11. Assign ownership per gate
  12. Embed in intake form
Module 5. Shaping scope before LOI
Learn how to influence deal structure and boundaries in early conversations to protect margin and execution clarity.
12 chapters in this module
  1. Identify scope red flags
  2. Phrase limiting assumptions
  3. Anchor on precedent deals
  4. Use client pain points
  5. Preempt expansion requests
  6. Frame exclusions positively
  7. Control deliverable definitions
  8. Set change management rules
  9. Link pricing to scope
  10. Build in review gates
  11. Negotiate data access early
  12. Secure decision rights
Module 6. Pricing with leverage, not cost-plus
Shift from reactive pricing to value-based positioning that reflects strategic control and reduced friction.
12 chapters in this module
  1. Audit past pricing models
  2. Identify value anchors
  3. Benchmark competitor premiums
  4. Link price to speed
  5. Charge for certainty
  6. Bundle high-leverage services
  7. Discount for compliance clarity
  8. Price for repeat work
  9. Frame as risk reduction
  10. Use reference clients
  11. Set floor rates
  12. Train team on justification
Module 7. Building a preferred client profile
Define the characteristics of clients who consistently yield premium engagements and create a sourcing strategy around them.
12 chapters in this module
  1. List top 5 clients by margin
  2. Map decision structure
  3. Note communication style
  4. Track change frequency
  5. Assess documentation quality
  6. Review payment timeliness
  7. Identify relationship owners
  8. Score internal alignment
  9. Measure escalation load
  10. Benchmark success rate
  11. Define ideal client traits
  12. Align BD outreach
Module 8. Designing an intake workflow
Implement a structured process for routing, scoring, and approving new opportunities that elevates only the best fits.
12 chapters in this module
  1. Map current intake flow
  2. Insert scoring step
  3. Define routing rules
  4. Assign first reviewer
  5. Set escalation criteria
  6. Include compliance flag
  7. Add client history check
  8. Build scoring auto-fill
  9. Set time-in-stage limits
  10. Create decision log
  11. Publish status visibility
  12. Review weekly intake
Module 9. Running a weekly leverage review
Institutionalize a short, focused review to assess recent picks, refine criteria, and reinforce premium selection habits.
12 chapters in this module
  1. Set meeting rhythm
  2. Select participants
  3. Prepare deal summaries
  4. Review scoring accuracy
  5. Discuss walkaways
  6. Highlight high-leverage wins
  7. Update threshold rules
  8. Share client feedback
  9. Track margin delta
  10. Note process friction
  11. Adjust weighting factors
  12. Document lessons
Module 10. Negotiation scripts for high-value pushback
Use tested language to maintain scope, pricing, and control when clients or internal teams challenge your engagement choices.
12 chapters in this module
  1. Handle 'we need everything'
  2. Respond to 'competitor offered less'
  3. Push back on scope creep
  4. Defend pricing structure
  5. Manage internal sponsor demands
  6. Decline low-margin requests
  7. Redirect unfocused clients
  8. Preserve execution bandwidth
  9. Reframe trade-offs clearly
  10. Use past performance data
  11. Anchor on value delivered
  12. Exit gracefully when needed
Module 11. Creating reusable engagement blueprints
Turn successful premium engagements into templates that accelerate future work and reduce resourcing drag.
12 chapters in this module
  1. Select repeatable deals
  2. Extract core structure
  3. Document key decisions
  4. List required inputs
  5. Standardize deliverables
  6. Pre-fill compliance sections
  7. Build timeline template
  8. Assign role playbooks
  9. Store client-specific rules
  10. Tag for reuse triggers
  11. Update per iteration
  12. Share with team
Module 12. Scaling your leverage across the desk
Extend your premium selection framework to your team so the entire group operates with higher-margin discipline.
12 chapters in this module
  1. Train on scoring system
  2. Calibrate on sample deals
  3. Delegate intake screening
  4. Audit team selections
  5. Host feedback sessions
  6. Recognize strong picks
  7. Review misfires constructively
  8. Update playbook monthly
  9. Set team margin target
  10. Track individual leverage
  11. Link to performance goals
  12. Celebrate premium wins

How this maps to your situation

  • When a new opportunity arrives via email or referral
  • During initial scoping call with client or sponsor
  • Before submitting pricing or staffing plan
  • In weekly team alignment on active and incoming work

Before vs. after

Before
Opportunities are assessed reactively, with inconsistent criteria, leading to mixed-margin outcomes and execution strain on high-complexity, low-upside work.
After
Every engagement is evaluated through a calibrated lens of leverage, margin, and control, so your desk consistently pulls in premium work that aligns with strategic goals and executes cleanly.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: Approximately 3-4 hours per module, designed for completion over 12 weeks with practical application between sessions.

How this compares to the alternatives

Unlike generic deal management frameworks or enterprise sales training, this course is tailored specifically for senior capital markets practitioners who control engagement intake and must balance margin, compliance, and execution clarity in a regulated environment.

Frequently asked

Is this relevant for someone focused on fixed income versus equities?
Yes, the framework applies to any capital markets product where deal structure, client complexity, and internal alignment impact margin and execution success.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this work if my team is under central pricing control?
Yes, you’ll gain tools to shape scope and positioning early, even when final pricing is centralized, allowing you to influence which deals move forward.
$199 one-time. Approximately 3-4 hours per module, designed for completion over 12 weeks with practical application between sessions..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee· 144 chapters· Hand-built playbook included· Account access within 24 hours
!