1711 AR courses in Liverpool

This one-day course focuses on issues such as writing formulas and accessing help while writing them, and taking formulas to the next level by nesting one inside another for a powerful formula result. It also looks at ways of analysing data with reports, summarised by varying criteria. A range of time-saving tips and tricks are shared. This course will help participants: Calculate with absolute reference Group worksheets Link to tables Use the function library effectively Get to grips with the logical IF function Use conditional formatting Create pivot table reports Use data validation Master the VLOOKUP function 1 Calculating with absolute reference The difference between a relative and absolute formula Changing a relative formula to an absolute Using $ signs to lock cells when copying formulas 2 Grouping worksheets Grouping sheets together Inputting data into multiple sheets Writing a 3D formula to sum tables across sheets 3 Linking to tables Linking to a source table Using paste link to link a table to another file Using edit links to manage linked tables 4 The function library Benefits of writing formulas in the function library Finding the right formula using insert function Outputting statistics with COUNTA and COUNTBLANK Counting criteria in a list with COUNTIFS 5 Logical IF Function Outputting results from tests Running multiple tests for multiple results The concept of outputting results from numbers 6 Conditional formatting Enabling text and numbers to standout Applying colour to data using rules Managing rules Copying rules with the format painter 7 View side by side Comparing two Excel tables together Comparing two sheets together in the same file 8 Pivot table reports Analysing data with pivot tables Managing a pivot table's layout Outputting statistical reports Controlling number formats Visualising reports with pivot charts Inserting slicers for filtering data 9 Data validation Restricting data input with data validation Speeding up data entry with data validation 10 VLOOKUP function Best practices for writing a VLOOKUP A false type lookup A true type lookup Enhance formula results with IFNA 11 Print options Getting the most from print Printing page titles across pages Scaling content for print

This one-day workshop is ideal for those looking to work with existing databases as well as creating a new Access database. You will learn effective ways to enter and extract data and convert data into a well-presented format for reports. This course will help participants: Plan and create a database Sort and filter records Use field data types Work with tables Create and manage a query Create and work with forms, and use the form wizard View, create and print reports 1 Access introduced Planning a database Creating a blank database Opening an existing database Security warnings The navigation pane Previewing database components Closing an Access database 2 Tables introduced Viewing and navigating table data Navigating using keyboard shortcuts Editing table data Adding records to tables Selecting and deleting records Finding and replacing data Filtering tables Summing table data 3 Queries introduced Opening a query in datasheet view Opening a query in design view Adding fields to a query Sorting query results Modifying datasheet view Saving and closing queries 4 Forms introduced Working with form data Sorting records Filtering records Working in design and layout views Changing object attributes 5 Reports introduced Opening and viewing reports Viewing a report in design view Previewing and printing report data Creating reports with auto report Creating reports with the report wizard Changing field attributes 6 Creating a new database Creating database tables Creating table fields Selecting field data types 7 Table relationships Introducing relationships Establishing table relationships The one-to-many relationship type Establishing referential integrity 8 Creating queries Streamline query criteria using wildcards Creating summary queries Creating queries based on criteria Running date queries Formatting field properties Building queries from multiple tables Summing in queries 9 Creating forms Creating a new form Inserting form fields Working with the property sheet The command button wizard The command button wizard Programming without typing Creating forms with embedded sub forms Creating forms with the sub form wizard Creating forms with the form wizard 10 Creating reports What are report bands? Managing report controls Basing reports on multiple tables Basing reports on queries Sorting and grouping records

This very practical one-day programme provides participants with the skills and knowledge required to be an effective member of the procurement team and to enable them to procure a wide range of resources for the organisation, in a compliant and cost-effective manner. It also empowers them to be able to collaborate with all key stakeholders. By the end of the programme participants will be able to: Understand the basic concepts of good procurement practice Apply a range of tools and techniques for developing scopes of work and specifications Apply various methods to select and evaluate suppliers Develop robust contract award strategies Appreciate the commercial importance of effective procurement and opportunities to reduce cost and add value Develop appropriate procurement strategies depending on risk and value Appreciate the legal aspects of procurement 1 Welcome Introductions Aims and objectives Plan for the day 2 The basics of procurement The concept of total cost of ownership v price The procurement cycle The roles of the customer and the contractor Impact upon profit 3 Specification process Importance of effective specifications Specification development process Types of specification Team approach Use of performance specifications Early supplier involvement (ESI) / early contractor involvement (ECI) 4 Quality Concepts and practices Defining 'fit for purpose' Conformance to requirements Compliance to standards Role of the supplier Quality assurance tools and techniques 5 Procurement methods RFP RFQ ITT Negotiated procurement Strategic partnerships Outsourcing 6 Tendering How to undertake a formal tendering process Business case to award Critical stages in the process Risks and benefits 7 Tender evaluation How to undertake a quotation analysis Tools of analysis Use of VFM models Role of the customer Comparisons around cost, quality, and delivery 8 Supplier selection and evaluation Developing critical selection criteria Using the 10Cs model Importance of effective selection process Weighting systems Importance of validity and evidence 9 Capital equipment procurement Life cycle cost issues Payback calculations Compatibility issues Maintenance and training issues After-sales support 10 Supplier relationships Corporate social responsibility issues Communication 360 feed-back Open and ethical Initial understanding Clear and fair terms and conditions 11 Close Review of key learning points Personal action planning

Many people have a misconception about networking events, and lose out on new business opportunities as a result. They either don't appreciate the real benefits and techniques of networking and don't attend events, or they attempt to 'sell on the first date', causing resentment. You can either attempt to make a sale for a quick buck (which is particularly likely to backfire at a networking event), or you can try to open a long-term relationship, creating new opportunities and a high lifetime value customer (which is how it's meant to be done). Networking, when done properly, is an excellent tool for referrals. But you have to appreciate that it's done on the basis of giving rather than receiving and this doesn't always come naturally to sales professionals. The old saying that it's about getting to 'know, like and trust' is still true. This workshop is about having your prospects and customers getting to know, like and trust you, and building that lifetime value as a result. By the end of this programme, participants will be able to: Understand what networking is - networking etiquette Know how and where to network Clarify their objectives - why network Use the 4 basic questions to start a conversation Build rapport quickly and easily Answer the question 'What do you do?' effectively in a few seconds Deliver a 60-second pitch Break into a group Prepare for a network meeting Identify opportunities Use tools to assist in networking 1 Introduction Aims and objectives 2 What is networking? Why network - objectives and goal setting Networking etiquette Preparation - online and offline tools to use Identify networking opportunities - where to network Know what you have to offer 'Know, like and trust' - the process 3 What do you do? Answer in 5-10 seconds Create and deliver a 60-second pitch Who is your target market? 4 Starting a conversation Breaking into a group Building rapport The 4 questions to start a conversation Moving on 5 Communicate and engage LISTEN - 4 types of listening skill Ask powerful questions Influence - don't sell What can you do to help others - give to get 6 Power of referrals Who can give you referrals? When to give or ask for referrals Have a referral system Showing appreciation 7 Social media and other online tools Using LinkedIn and other social media Online directories 8 Next steps Following up Arranging one-to-one meetings Developing relationships

The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives. We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks. This course will help participants: Learn key principles of managing sales priorities, meeting targets and getting 'everything' done! Learn proven techniques for structuring your day, week and normal routine Develop effective sales time management at the office and on the road Learn a seven-step process for setting goals and objectives in your work and personal life Understand how to make time for sales prospecting, designated call days Understand practical ways to improve your time management 1 Key principles of sales time management Course objectives and review of time log Essential principles of sales time management How do you use your time now? Reviewing your working day (from pre-course survey) Beliefs and feelings about time 2 Managing sales priorities and planning systems Managing priorities and planning systems Use organised persistence to plan your sales activity Planning your territory and prospecting activity How to use priority ratings not urgency to react to tasks 3 Dealing with distractions and communication skills Know your time 'bandits' and creating more positive habits to overcome them Making time by saying 'no' assertively and managing expectations Assertiveness techniques for handling colleagues and clients Making meetings worthwhile - preparation and planning 4 Sales goal setting and action planning Set clear, concise, and motivating sales goals and action plans How to set and use goal setting as way of managing your time and increasing results The principles of linking SMART objectives to action plans and daily activities 5 Creating results focus - every day, week, and month Batch sales tasks together, starting with emails Planning your day and week and protecting sales 'prime' time Apply the 80/20 to your sales contacts, clients, and prospects 6 Overcoming procrastination and structuring your day Understanding procrastination, what it is and how to recognise it in yourself and others How to stop procrastinating and start making progressing Build a power prospecting hour into every day Smart stuff to make more sales time: five automated tools Live the $64,000 dollar question

We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations

Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning. Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one. The programme will help participants: Understand and adopt the mindset and beliefs needed for sales excellence Build rapport and connect with buyers at a deeper and more personal level Recognise some of the thinking and language patterns that make each individual unique Ask powerful questions to further understand the unique world of the individual and how they make decisions Apply tools and techniques to empathise with clients - seeing things from their perspectives Tailor their sales approach to the individual buyer's style, and talk in their language Influence with integrity and sell to organisations and individuals successfully 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to NLP and sales excellence with NLP An overview of NLP and applying it to selling The pillars of NLP The NLP model of communication The difference that makes the difference 3 Building enhanced rapport Defining rapport and why it is important when selling Going beyond the initial small talk Building relationships with individual decision-makers Matching and mirroring Levels of rapport 4 Understanding the buyer's personal buying map How we take in, filter and process information How we judge others based on our own experiences of the world The different ways in which we communicate when selling Recognising and understanding the language and thinking patterns of others Adapting your sales communication style to different buyers 5 Making sense of the buying process How we filter information through our senses Understanding how we see, hear and experience the world Visual, auditory and kinaesthetic buyers Listening for key insights What different buyers want from you to help them to buy Applying sensory awareness to the sales process 6 Successful sales mindset The connection between thoughts and actions The sales beliefs of excellence Identifying negative thoughts and beliefs that are holding you back How to change your mindset Adopting the sales beliefs of excellence 7 Powerful questions Reviewing and honing your questioning skills Understanding the questions that great sales people ask Avoiding assumptions Clean language questions Getting to the bottom of it - precision questions Turbo-charging how you qualify 8 Influencing with integrity Understanding empathy Stepping into the buyer's shoes Speaking the buyer's language Tailoring your sales approach to the individual Match, pace, lead - how to take your buyer with you 9 Putting it all together Personal learning summary and action plans

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

The aim of this course is to provide an overview of the key principles and techniques for leading and managing project work. It will focus on the core principles and generic methods of project management, showing how these can be applied to typical projects. The scope of the programme includes: The course also emphasises the importance of the leadership and team-working skills needed by project managers and team members in carrying out their roles. The principal training objectives for this programme are to: Explain and demonstrate the key principles of successful project management Demonstrate a range of useful project management tools and techniques Define the role of, and help participants understand the skills required by, the project leader Illustrate the use of project skills through examples and case studies Identify ways to improve project management, both individually and corporately DAY ONE 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 Key concepts and requirements for success Projects and project management Lessons from past projects; the essential requirements for success Differences between projects; characteristic project life cycles The challenges of project management; the role of the project manager Project exerciseA team exercise to demonstrate the challenges of project management 3 Defining project objectives and scope Identifying the stakeholders; key roles and responsibilities Getting organised; managing the definition process Working with the 'customer' to define the project scope 4 Project case study: part 1 Defining the project objectives: syndicate teams define the objectives and scope for a typical project 5 Project planning The nature of planning; recognising planning assumptions Planning the plan; the importance of team involvement Developing the work breakdown structure Estimating task resources, timescales and costs Developing the project schedule Analysing the plan and identifying the critical path 6 Project case study: part 2 Creating the project plan Syndicate teams begin development of their project plans (for completion after session 7) Team presentations and group discussion (after session 7) DAY TWO 7 Managing project risks Understanding and defining project risks Classifying risks and adopting an appropriate risk strategy Identifying, evaluating and managing project risks Agreeing ownership of project risks; the risk register Integrating planning and risk management 8 Project control Pro-active and re-active control; striking the right balance Pre-requisites for effective, pro-active project control Avoiding unnecessary 'scope creep' and controlling change Selecting the data needed to provide early warning of problems Monitoring project performance: 'S' curves, slip charts, earned value Getting good data and assessing project status Defining the roles and responsibilities for control Setting up a routine process for keeping up to date Managing and controlling multiple projects 9 Project case study: part 3 Controlling the project Teams control their project as new developments take place 10 Course review and transfer planning (Course sponsor present) Identify actions to be implemented individually Identify corporate opportunities for improving project management Sponsor-led review and discussion of proposals Conclusion

Agile project management, already widely used for software development, is increasingly recognised as having much more general application. Continuous improvement programmes, business change projects, new technology development, research and development and a variety of other scenarios characterised by rapid change and high uncertainty can all benefit from an Agile approach. This programme presents the concepts and methods of Agile project management, and shows how to apply them to a range of project and change management situations. Participants will learn: how Agile project management can help with project and change management the 4 values and 12 principles of the Agile 'manifesto' and the range of Agile methodologies how to apply Agile project management methods and techniques in a range of project scenarios alternative Agile project management methods and how they can be applied and adapted what makes Agile project teams succeed the key roles and responsibilities needed to enable Agile project teams to work effectively how to encourage an Agile mindset within their organisation and how to move toward an Agile approach to managing projects 1 Introduction to Agile project management Overview of 'classical' project management and methodologies The link between project success and management performance Limitations of classical approaches and the need for Agile methods The 4 values and 12 principles of the Agile manifesto explained Agile project management values:Individuals and interactions over processes and toolsWorking outputs over comprehensive documentationCustomer collaboration over contract negotiationResponding to change over following a plan The cultural challenges of using Agile project management Choosing when and how to adopt Agile project management 2 Initiating a project using Agile project management Some key Agile methodologies explained: SCRUM, XP, Crystal Identifying and engaging project stakeholders; defining roles and responsibilities Setting the project vision and goals; defining project scope The Agile approach to requirements capture and elicitation of needs Tools and techniques for capturing and characterising requirements The role of documentation, reporting and process management 3 The Agile approach to definition and planning Understanding Agile planning; the 'planning onion' concept Developing the culture needed for collaborative involvement and iterative planning Defining project deliverables; the 'product backlog' concept Tools and techniques for defining and prioritising requirements in Agile projects Understanding and applying Agile estimating techniques Dealing with uncertainty and managing risks 4 The Agile approach to execution and delivery The results orientated, fast adapting culture of Agile teams The monthly 'Sprint' process for project planning and review The disciplines needed for effective daily SCRUM meetings Reviewing progress, managing change and project reporting Testing, completing and handing over of work packages Managing the interface between the project team and the business 5 Leadership and teamwork in Agile project teams Why Agile teams are different: the importance of individuals and interactions The skills and attributes needed to lead an Agile project team The challenges faced and skills needed by Agile team members Recognising team development needs; adopting the right leadership style Making the transition from project manager to Agile coach Key coaching skills explored: mentoring, facilitating, managing conflict