43 Business Development courses in Manchester

As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we're leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline. We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills. This course will help participants: Understand the 'organized persistence' model of sales prospecting Develop skills in using video, online and social media to generate interest Understand how to write effective sales and outreach emails and using online tools Develop techniques for effectively managing telephone appointments Learn ways to use LinkedIn for connecting with customers and prospects Develop networking skills and learn how to source and develop referrals and professional introductions 1 Key principles of smart sales prospecting Set your sales prospecting goals and objectives Elevator pitch, core messages and your value proposition Targeting and segmenting your market 'Organised persistence' using your CRM effectively 2 Setting appointments by telephone - planning and preparation Why calling still works and the best times to call Creating a call prompt sheet: Opening a call and taking control Giving a reason to meet Key questions to ask Overcoming the cold calling blues 3 Setting appointments by telephone - advanced skills Giving a reason to meet and 'selling the appointment' Key questions to ask that will create interest and motivation to meet Voice tone, power words, phrasing, pausing, responding Getting past gatekeepers and getting through 4 Using LinkedIn for research and follow-up Why LinkedIn matters and how to use it Finding new contacts, connecting and Inmailing Short-cuts and advanced skills 5 Email strategies that work Using AIDA and other templates for sales emails Using personalized video emails to create interest Vertical targeting emails, with examples Building awareness with an email chain

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Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: Learn how to plan growth and increase revenue from existing accounts Develop skills to build and develop essential relationships to increase value and visibility Learn how best to create loyalty and customer satisfaction Identify how to set account targets and development plan for building contacts and cross-selling Develop persuasion and influencing skills to better define needs and develop opportunities Learn how to add value at all stages; plus gaining competitive advantage Develop an up-selling, cross-selling strategy 1 Performance metrics for account management Introduction to the PROFIT account management model Using practical tools to measure account performance and success Planning your account strategy - red flags and green lights 2 Relationships for account management How to build and manage key relationships Producing a 'relationship matrix' Developing a coach or advocate 3 Setting objectives for your account Developing an upselling cross-selling strategy Setting jointly agreed goals, objectives and business plans Planning session 4 Feedback and Retention - building loyal and satisfied customers How to monitor and track your customer's satisfaction Building a personalised satisfaction matrix Customer service review meetings 5 Influence Getting your message and strategy across to C-level contacts Being able to better develop a business partnership within an accountes 6 Teamwork and time management Working with others to achieve your account goals Managing and working with a virtual team Managing your time and accounts effectively 7 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

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Nowadays not only do we rely on our commercial and sales staff to hit that bottom line but we expect our engineers and project teams to play their part too - not only through their engineering and management skills but by behaving in a commercially minded way in their dealings with their counterparts in customer or supplier organisations. This means understanding, amongst other things, the issues surrounding the commencement of work ahead of contract, having a clear contract baseline, recognising the broader implications of contract change, the need for timeliness and the consequences of failing to meet the contracted timetable. This practical one-day programme has been designed specifically to give engineers, project staff and others just that understanding. The course is designed principally to provide engineers and project staff with an appreciation of contractual obligations, liabilities, rights and remedies so that they understand the implications of their actions. It is also suitable for business development staff who are negotiating contracts on behalf of the business. The main focus of the day is on creating an awareness of when a situation may have commercial implications that would harm an organisation's business interests if not recognised and handled appropriately and how taking a positive but more commercial approach to those situations can lead to a more positive outcome for the business. As well as providing an understanding of the commercial imperatives the day also focuses on specific areas affecting engineers and project staff, such as the recognition and management of change, the risks when working outside the contract and managing delays in contracts. The course identifies the different remedies that may apply according to the reasons for the delay and provides some thoughts on pushing back should such situations arise. On completion of this programme the participants will: appreciate the need for contractual controls and will have a better understanding of their relevance and how they can be applied, particularly the issues of starting work ahead of contract, implementing changes and inadvertently creating a binding contract by their behaviour; have gained an understanding of the terminology and procedural issues pertaining to contracting within a programme; and be more commercially aware and better equipped for their roles. 1 Basic contract law - bidding and contract formation Purpose of a contract Contract formation - the key elements required to create a legally binding agreement Completeness and enforceability Express and implied terms Conditions v warranties The use of, and issues arising from, standard forms of sale and purchase Use of 'subject to contract' Letters of intent Authority to commit 2 Change management Recognising changes to a contracted requirement Pricing change Implementation and management of change 3 Key contracting terms and conditions By the end of this module participants will be able to identify the key principles associated with: Pricing Getting paid and retaining payment Cashflow Delivery and acceptance Programme delaysExamining some reasons for non-performance...Customer failureContractor's failureNo fault delays ... and the consequences of non-performance: Damages claimsLiquidated damagesForce majeureContinued performance Waiver clauses and recent case law Use of best/reasonable endeavours Contract termination 4 Warranties, indemnities and liability Express and implied warranties Limiting liability 5 Protection of information Forms of intellectual property Background/foreground intellectual property Marking intellectual property Intellectual property rights Copyright Software Confidentiality agreements Internet

This two-day programme gives the key insights and understanding of contracting principles and the impact they have on business and operations. The course is designed for individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management, business development, finance, operations who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management. This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)'s coveted Contract and Commercial Management Associate (CCMA) qualification. The programme addresses 31 different subject areas, across the five stages of the contracting process. By the end of the course the participants will be able, among other things, to: Develop robust contract plans, including scope of work and award strategies Conduct effective contracting activities, including ITT, RFP, negotiated outcomes Negotiate effectively with key stakeholders, making use of the key skills of persuading and influencing and to work with stakeholders to improve outcomes Set up and maintain contract management systems Take a proactive approach to managing contracts Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates Develop and monitor appropriate and robust Key Performance Indicators to manage the contractor and facilitate improved performance Understand the approvals process and how to develop and present robust propositions Make appropriate use of best practice contract management tools, techniques and templates DAY ONE 1 Introductions Aims Objectives Plan for the day 2 Commercial context Explaining the contracting context Define the key objective The importance of contact management Impact upon the business 3 Stakeholders How to undertake stakeholder mapping and analysis Shared vision concept, How to engage with HSE, Finance, Operations 4 Roles and responsibilities Exploring the key roles and responsibilities of contract administrators, HSE, Finance, Divisional managers, etc 5 Initiating the contract cycle Overview of the contracting cycle Requirement to tender Methods Rationale and exceptions 6 Specifications Developing robust scope of works Use of performance specifications Output based SOW 7 Strategy and award criteria Developing a robust contract strategy Award submissions/criteria 8 Managing the tender process Review the pre-qualification process Vendor registration rules and processes Creation of bidder lists Evaluation, short listing, and how to use of the 10Cs© model template and app 9 Types of contract Classify the different types of contracts Call-offs Framework agreement Price agreements Supply agreements 10 The contract I: price Understanding contract terms Methods of compensation Lump sum, unit price, cost plus, time and materials, alternative methods Cost plus a fee, target cost, gain share contracts Advanced payments Price escalation clauses DAY TWO 11 Risk How to manage risks Risk classification Mitigation of contractual risks 12 Contractor relationship management session Effectively managing relationships with contractors, Types of relationships Driving forces? Link between type of contract and style of relationship 13 Disputes Dealing with disputes Conflict resolution Negotiation Mediation Arbitration 14 Contract management Measuring and improving contract performance Using KPIs and SLAs Benchmarking Cost controls 15 The contract II: terms and conditions Contract terms and conditions Legal aspects Drafting special terms 16 Managing claims and variations How to manage contract and works variations orders Identifying the causes of variations Contractor claims process 17 Completion Contract close-out process Acceptance/completion Capture the learning/HSE Final payments, evaluation of performance 18 Close Review Final assessment

Overview Networking has become a crucial factor in the modern workplace. It is the most effective method of developing your business or career and is a key component of your personal brand. This one day course will teach you how to be able to build strong business relationships, develop a level of personal credibility and increase your network of contacts in order to enhance your visibility and create opportunities for yourself and your organisation. Description This training course will help your participants build a professional reputation and develop a network of connections through the two key methods available to them; face-to-face and online. Attendees will discover how to effectively combine these two approaches and create a strategy for networking success that will generate their own community and actively grow their personal network. This will result in an improved performance in their approach to networking and consequently provide opportunities and prospects that will increase their business success. The training provides them with the tools and techniques to both plan a successful, strategic approach to networking and develop their personal communication skills, which will ensure they build effective business relationships. Topics covered: Why Network? – Establishing the importance of networking with some shocking statistics and an activity that defines the importance of networking to the individual. This is followed by some insight into the key aims of a networking strategy, what puts people off, as well as some personal revelations about networking. Increase Your Business Presence – Looking at the components of a strong business presence, including; credibility, personal brand, visibility and social capital. Developing a Networkers Attitude – An exercise that clarifies the perfect attitudes and behaviours of great networkers and comparing the participants against this. Thus identifying areas for development. Face to Face Networking – An overview and insight into the main types of face to face networking opportunities available with the benefits and pitfalls of each. Online Networking – An overview of the different social media and online networking tools and how to get the best out of them. Includes; LinkedIn, Twitter, Facebook and online forums. Communication Skills for Networking Success – Ensuring a good first impression, creating an opening sound bite and writing an online profile that promotes and engages. Developing a Conversation – Building on the opening sound bite and developing a conversation through good questioning techniques and following a selection of key networking rules. Including an activity to test and practice the skills. Working a Room – A fun activity that embeds and develops learning while encouraging practice and communication. This activity covers 10 of the main skills required to work a room. Breaking into a Group – Identifying body language to spot when a group or pair is open to new people entering the conversation or would rather not encourage participation. Knowing how to break into a group, what to say and how to remain professional. Exiting a Conversation – Developing some techniques to extricate oneself from a conversation without causing embarrassment or rudeness. The Follow-Up – Using a structure to identify the most important contacts created and establishing when and how to follow up with each group. Includes example follow-up email and a chance to develop their own. Creating a Network Plan – Participants are provided with a networking action plan to review and complete. This sets them on the journey of developing their networking skills and ensures they have a strategy and goals to target. Who should attend Anyone who is looking to improve their networking performance, or the networking performance of a management or sales team. Requirements for Attendees No pre-requisites required.

Overview This one day Building Better Work Habits training course has been developed for everyone in your organisation who may struggle with their own personal effectiveness. They may not have control of their own workload or blame others as to why they’re not achieving certain tasks and projects. Alternatively, it might be that high performers want to understand how they can organise themselves in a new way to give themselves more stretch in their roles. The training course will help the learners build self-awareness and will highlight the important parts of working smarter to achieve end goals. Description We are all busy, and sometimes it seems we do not have enough hours in the day to complete deadlines and projects. It can then eat into our home life, meaning we often end up stressed, or in worst-case scenarios, unwell (both physically and mentally). The reason behind this is often how we work day to day, as opposed to others giving us work at the last minute. These training course materials have been designed to help your participants work more effectively for the long term. This isn’t about how to manage a diary or emails, but rather look closely to see what are the blockers which get in the way of success. These small changes in day to day work will have a dramatic impact in both productivity and personal effectiveness. Topics covered: Productivity: the science bit – A chance to explore what we mean by being productive and how that helps us build better work habits, as well as the opportunity to look at some of the science behind myths and bad habits we’ve probably already formed. Includes a link to a YouTube video. Procrastination, why put off to tomorrow what we can do today! – Participants will explore what we procrastinate about, how we procrastinate in our own lives, and what we can do about it! Eat That Frog – An introduction to Brian Tracy’s book “Eat that frog” and how it can help us improve our working habits. Includes a link to a YouTube video. Eat That Frog: Thinking on Paper – A chance to put into practice some of Brian Tracy’s methods and how to use them in our real lives Eat That Frog: Rocks, Pebbles and Sand – Taking our goal setting further, we explore Covey’s methodology around prioritising our tasks. Eat That Frog: The Pareto Principle – The final part of the “Eat that Frog” section looks at how effective we in terms of how we spend our day Prioritising: how do we spend our day? – Participants explore how proactive they are, and what the danger might be in letting a situation rule their time Prioritising: The Priority Matrix – Taking the Rock, Pebbles and Sand methodology further, participants explore what truly is urgent and what is important in our day to day Prioritising: Company Performance Tensions – We may know what our own personal objectives are, however, our business objectives have certain tensions that could impact these. How can we balance these two different objectives to ensure we’re successful day to day? What’s my mindset? – Sometimes we can get in the way of our own successes and plans due to our mindset; utilising Carol Dweck’s work, it is a chance to reflect on our own mindsets when we’re building new work habits. Includes a link to a YouTube video. What’s my mindset? Energy Cycles – Our energy can impact our mindset and how productive we are. A chance to look at what gives us energy, and how we can work more effectively depending on where our energy levels might be Who should attend Anyone interested in understanding in being more effective at work. Requirements for Attendees None.

Overview This one day course covers the basics of brainstorming and then goes on to look at a number of different yet highly effective techniques that can be employed. Description Brainstorming is probably the most well known and most widely used method for bringing groups of people together to generate ideas about an issue or problem. This is because it’s a good way to gather a lot of ideas very quickly. It is also a great way of bringing people together and helping to build them as a team. Just imagine the effect on the team and its morale if ideas that they generate are actually used. There is no doubt that people are more likely to buy into the ideas that they came up with themselves. Although brainstorming is widely used for decision-making, it is not always handled very well. If that is the case, it can have the opposite effect to the one that is intended. Rather than creating ideas it can stifle them and rather than motivating people it demotivates them. This highly interactive course will help learners to make the most of brainstorming sessions and also provides alternative techniques to enliven any session that is beginning to flag. Topics covered: What is Brainstorming? – A discussion to help participants understand what brainstorming is, and what it involves. Brainstorming rules – A quick look at the very limited rules suggested by Alex Osborn who is generally credited with being the inventor of brainstorming. Preparation – Although many brainstorming sessions take place on the spur of the moment they all require some preparation. We look at the importance of defining the purpose of the session, selecting the right participants, and then briefing them properly. Storm and Floods – This is an activity that we re-visit on several occasions to take participants through the whole brainstorming process and to give them plenty of practice. The Three R’s of Facilitation – The three R’s take you through the essential elements of facilitating an effective brainstorming session. Closing the Session – Effective closing of the brainstorm may be just as important as the session itself. We look at the essential elements that the facilitator needs to cover. Clarify and Nurture – Learners discover the importance of ensuring that all ideas that are unclear are clarified and that ideas are nurtured. They also learn what this involves practically. Alternative Techniques – There are many ways to enliven a flagging brainstorming session, provide a fresh approach or simply build on initial ideas. The learners are introduced to some of the most important of these. Brainstorming Scenarios – Learners work through up to 6 scenarios so that they can practice the alternative techniques covered during the programme. Who should attend Anyone who facilitates or takes part in brainstorming sessions, or wants to work with organisational teams to develop their problem-solving abilities. Requirements for Attendees None.

Overview This course sets out to develop attendee’s skills in understanding their own body language as well as being able to read the body language of others. If we can learn to identify and appreciate non-verbal clues, we can begin to improve our communication as a whole. This use of body language skills could impact situations such as; sales visits, interviews, presentations and normal day-to-day interactions where body language plays a part. Description Effective communication skills are critical in the development of relationships between people and although verbal communication plays a large part in this, studies have shown that a proportionate amount of our message comes from not what we say, but very often the non-verbal communication behind the message. Therefore, it is clear that body language is an important, influential aspect of communication and understanding how it works is essential in the development of your personal communication skills. Topics covered: Core Principles and the Five C’s – Exploring the subconscious effects of body language and setting the scene by ensuring participants appreciate the rules to interpreting body language. Reading Body Language – Gestures – An activity that helps participants realise the power of body language and how important it is to communication. Arm Barriers – Understanding the different arm barrier gestures and crossed arm positions and what each means. Palm and Handshake Gestures – Discussing the different handshakes and palm actions, what they mean and how they are applied in real life. Includes activities that test the theory. Hand and Thumb Gestures – A review of these different gestures and what they mean. Hand to Face Gestures…or… How to Spot a Liar! – An exploration of different gestures that involve the hand moving to the face. Identifying how to spot body language that signifies lying and what to watch out for. Chin and Cheek Gestures – An activity that helps participants understand the different chin and cheek gestures and how to interpret this body language. Eye Signals – A review of pupil dilation, directed gazes and eye accessing cues in order to fully understand how eyes provide body language clues. Matching & Mirroring – Looking at the technique of building rapport and developing relationships through careful observation of body language. Bringing it all Together – An activity that allows participants to embed their learning and realise how much they now understand and appreciate body language and its effect on communication. Who should attend Anyone who wants to gain a better understanding of their own body language, and that of others. Requirements for Attendees None.