In our latest advice column for City AM, Debrett's Academy director Rupert Wesson talks about instigating change in the workplace.

I work for an investment management firm and run a back office team which works with clients on compliance issues. I need my team to improve their client-facing skills in order to help us build better relationships and ultimately win more business. I’ve persuaded the company to allocate a small amount of money for training, but how can I ensure we get the most bang for our buck?

There is a perception that behavioural change is achieved simply through training. This is not the case. Training is an integral part of the process, but it is not a magic bullet.

As human beings we are naturally wary, or even defensive, about change. If your team cannot see a compelling need to change, there is likely to be resistance, both active and passive, from the start. You need to overcome this or the money spent on training will be wasted.