Selected work / Learning design

Virtual &
instructor-led learning

01 / 02

Business Acumen
for Private Professionals

Learning path, virtual classroom, instructional videos

Business problem

The business is expanding its revenue strategy beyond traditional large enterprise clients to include medium-sized companies with diverse ownership structures: family-owned businesses, private equity-backed firms, and family offices.

Client-facing professionals require targeted education on the unique priorities, decision-making processes, and success metrics specific to each of these client segments.

Target audience

Senior Managers within the EY Private practice.

My role

As the only instructional designer on this program, I designed it from end to end, collaborating with PM, design lead, business partners and Subject Matter Experts.

Deliverables

Pre-read

Case Study * 1
Interactive PDF * 5

Learning path

Interactive PDF * 3
vILT *3

Each vILT has an interactive PDF as a primer to the session

(Optional content 1): Working with PE-backed client + Interactive PDF
(Optional content 2): Working with family office client + Interactive PDF

Peripheral materials

Facilitator leader guide
Train-the-trainer materials
Promotion videos

Design highlight / 01

Triad Structure in Role Play

We've used a triad structure for the role-play activity: Players (two participants), Client (Partner-level facilitator), and Observer (the 3rd participant).

Triad role-play diagram with client, two participants, and an observer — Triad structure

Participant and client role cards with objectives and conditional statements — Role-play activity

Role-play sequence: preparation, two practice rounds, observation, feedback, and debriefs — Role-play facilitation sequence

Design highlight / 02

Case-driven discussion + 'war stories' sharing

One case study as the 'pillar content' and context for the general discussion. Two more scenarios are crafted for different contexts. Partners film videos that share the contexts of working with different client types to inspire senior managers.

Learning materials

Select an image to view it in full size

Virtual Classroom 2: Connect with Private Buyers cover — Lesson 1

Understanding the Family Business module cover — Lesson 2

Virtual Classroom 3: Conduct Strategic Client Conversations cover — Lesson 3

Business Acumen for Private flipbook cover — Flipbook 1

Interactive Business Acumen for Private learning material — Flipbook 2

Engage with Family Offices module cover — Flipbook 3 + Lesson 4

Engage with PE-backed Firms module cover — Flipbook 4 + Lesson 5

Private Equity and Portfolio Companies learning material — Option 1

Family Office learning material — Option 2

Key takeaways

Role play is a great format for training in-demand power skills like having a client agenda meeting
The power of authentic role models cannot be substituted. Having partners (or others who are ahead of them career-wise) tell 'war stories' is more effective than watching an animated video/going through some lectures.

02 / 02

Agendas, Relationships, and Trust
for Account Managers

Learning path, instructor-led classroom, pre/post work

Jump to learning materials

Business problem

Effective account management is not just about delivering services; it requires building trust-based relationships with clients to drive long-term business growth.

Many account managers struggle to navigate client agenda, balance competing priorities, and foster credibility. This gap can lead to missed opportunities, reduced client retention, and weaker strategic partnerships.

Deliverables

Slide decks for instructor-led classrooms * 3
Facilitator Leader Guide * 3
Carefully-crafted pre-work, post-work, in-between-session work that keep the momentum and foster continued behavior change

Design highlight / 01

Time-tested Go-to-Market Frameworks with Practice Opportunities.

Trust Equation

Trustworthiness equals to the sum of credibility, reliability and intimacy divided by a person's self-orientation.

Agenda Meeting Model

Agenda Meeting Model specifies the stages of listen-playback-listen that develop trust over time.

Relationship Index

Relationship Index is a scientific way of quantifying relationship building. At the point 4-5, decisions need to be made in terms of more investment is worthwhile.

Design highlight / 02

Pre and Post-Program assignments are to make the learning program coherent.

The 'meat' of this program lies in the post-work, where participants apply what they learn in the program on their client work.

The post-work of each session becomes the pre-work of the next session. By design, they keep this momentum going.

Three-session input, practice, and output cadence, from Mindset of Trust through Building Trust — Pre-work, sessions, and post-work

Learning materials

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Structure of the ART program, from pre-work through maintaining trust — Pre-work / Program structure

The Mindset of Trust session cover — Lesson 1

The Language of Trust session cover — Lesson 2

Module 1 inputs, trust mindset practice, and relationship-map outputs — Output–Input

Key takeaways

Understanding the business context is critical to crafting contextualized exercises.
Think of learning programs in terms of an 'input/output' cadence. This helps you better answer these two questions: (1) why are people spending time on this learning program; (2) how what we taught previously could be applied on their next career journey/key skills to be built.