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The aim of this course is to provide participants with an understanding of the fundamental purposes of reward management, influential theories of work motivation and their implications for the design of reward systems, individual performance-related pay systems, and contemporary approaches in reward management. By the end of this course, participants will have gained a comprehensive understanding of reward management and the different approaches that can be used to design and implement effective reward systems that align with organizational goals and motivate employees to perform at their best. After the successful completion of the course, you will be able to learn about the following, The fundamental purposes of reward management. Influential theories of work motivation and their implications for the design of reward systems. Individual performance-related pay systems. Contemporary approaches in reward management.   This course aims to give learners a basic grasp of the core goals of reward management, as well as contemporary approaches to reward management and influential theories of work motivation and their implications for the design of reward systems. Participants will leave this course with the knowledge and abilities needed to successfully create and implement incentive management systems that support company objectives and encourage employees to provide better performance. The aim of this course is to provide participants with an understanding of the fundamental purposes of reward management, influential theories of work motivation and their implications for the design of reward systems, individual performance-related pay systems, and contemporary approaches in reward management. By the end of this course, participants will have gained knowledge and skills to effectively design and implement reward management systems that align with organizational goals and motivate employees to achieve high levels of performance. VIDEO - Course Structure and Assessment Guidelines Watch this video to gain further insight. Navigating the MSBM Study Portal Watch this video to gain further insight. Interacting with Lectures/Learning Components Watch this video to gain further insight. Employee Reward Management and Payment Systems Self-paced pre-recorded learning content on this topic. Employee Reward Management And Payment Systems Put your knowledge to the test with this quiz. Read each question carefully and choose the response that you feel is correct. All MSBM courses are accredited by the relevant partners and awarding bodies. Please refer to MSBM accreditation in about us for more details. There are no strict entry requirements for this course. Work experience will be added advantage to understanding the content of the course. The certificate is designed to enhance the learner's knowledge in the field. This certificate is for everyone eager to know more and get updated on current ideas in their respective field. We recommend this certificate for the following audience. Payroll Manager Compensation and Benefits Manager HR Operations Specialist Total Rewards Analyst Payroll Administrator Rewards Program Coordinator HR Information Systems Analyst Executive Compensation Consultant Benefits Consultant Financial Analyst Average Completion Time 2 Weeks Accreditation 3 CPD Hours Level Advanced Start Time Anytime 100% Online Study online with ease. Unlimited Access 24/7 unlimited access with pre-recorded lectures. Low Fees Our fees are low and easy to pay online.

An Introduction to Payroll Accounting   Course Description   Copyright Ross Maynard 2021   Course Description Welcome to an Introduction to Payroll Accounting.   This course provides an overview of payroll accounting. It is aimed at accountants and business managers and owners new to payroll accounting and looking for straightforward coverage of the key elements and features of payroll. In this course we will cover the core elements of payroll; how gross pay is calculated; and issues when dealing with tips and benefits in kind. We’ll also look at tax-exempt deductions and the statutory deductions from pay. We’ll review the main elements of payroll taxation and social security contributions including the terminology used in the United States, Canada and the United Kingdom. And we’ll cover the calculation of Net Pay – that is the amount that the employee actually receives in their bank account. Finally we’ll explore the main journal entries required in the accounts. The principles and structure of payroll accounting are common across many jurisdictions, and the learning in this course applies in many countries of the world. For this reason, the course does not go into the detail of any country-specific legislation or regulations, and does not cover the particular tax rates, tax bands or deduction rates that apply in different jurisdictions. This course provides a grounding in the principles and structure of payroll accounting whatever your country of operation. I hope you enjoy it.     Key Learning Points  On completion of the course, delegates will be able to: Describe the main components of payroll including allowances, taxes and deductions. Explain the terms Gross Pay, Taxable Pay and Net Pay Identify the statutory taxes and deductions applicable in the United States, Canada and the United Kingdom Complete the main Journal Entries required to process payroll Describe the elements recorded in a Payroll Register     Curriculum Lesson 1: First Principles in Payroll Accounting Lesson 2: Getting to Gross Pay Lesson 3: Allowances and Deductions Lesson 4: Income Taxes and Social Security Contributions Lesson 5: The Calculation of Net Pay Lesson 6: Specific Payroll Terminology for the United States, Canada and the United Kingdom Lesson 7: Payroll Journal Entries Lesson 8: Final Thoughts on Payroll Accounting Appendix: The Payroll Register     Pre-Course Requirements There are no pre-course requirements     Additional Resources None     Course Tutor Your tutor is Ross Maynard. Ross is a Fellow of the Chartered Institute of Management Accountants in the UK and has 30 years’ experience as a process improvement consultant specialising in business processes and organisation development. Ross is also a professional author of online training courses. Ross lives in Scotland with his wife, daughter and Cocker Spaniel

A Level 2 & 3 Food Hygiene and Safety Diploma is essential for anyone looking to work in the food sector, especially in the UK. These certifications serve as a pledge to maintain the highest standards of food hygiene and safety, cleanliness, and legal compliance. The significance of these qualities cannot be emphasized, especially in light of the increased focus on public health and food safety. They not only improve one's abilities and understanding of handling food properly, but they also lead to a variety of employment options in industries like catering, hotel, retail, and food production. Professionals holding diplomas in food hygiene and safety are still in high demand in the UK, where positions ranging from quality assurance managers to food safety officers are available. Depending on experience and job type, the typical yearly compensation for someone with these qualifications is between £20,000 and £35,000. Furthermore, data show that the significance of food safety protocols is steadily growing as consumer consciousness and governmental oversight both rise, guaranteeing bright futures for those pursuing professions in this field. Key Features This Food Hygiene and Safety Diploma Level 2 & 3 Course Includes: This Food Hygiene and Safety Course is CPD Certified Level 2 & 3 Diploma Free Certificate from Reed CIQ Approved This Food Hygiene and Safety Course Developed by Specialist Lifetime Access Course Curriculum Food Hygiene and Safety Diploma Level 2 & 3 Course: Module 01: Introduction to Food Safety Module 02: Supervising Food Safety Practices Module 03: Legislation in Food Safety Module 04: Food Safety Management Systems Module 05: Tools for Food Safety Management Module 06: Microbiology Fundamentals Module 07: Hazards of Contamination Module 08: Strategies for Contamination Control Module 09: Bacterial Food Poisoning and Food-Borne Illness Module 10: Non-Bacterial Causes of Food Poisoning Module 11: Personal Hygiene Practices Module 12: Temperature Control in Food Module 13: Verification and Recording of Temperature Module 14: Preventing Food Spoilage and Ensuring Preservation Module 15: Design and Construction of Food Premises and Equipment Module 16: Efficient Waste Disposal, Cleaning, and Disinfection Module 17: Pest Management in Food Facilities Module 18: Guidelines for Food Storage Module 19: Food Safety and Hygiene on Display and Service Techniques Module 20: Effective Cleaning Practices Module 21: Understanding Food Allergens Module 22: Guidance on Allergens for Food Businesses Module 23: Staff Training in Food Safety Module 24: Adapting and Reopening Your Food Business During COVID-19 Learning Outcomes Food Hygiene and Safety Diploma Level 2 & 3 Course: Introduction to Food Safety: Understand foundational principles for ensuring food safety. Supervising Food Safety Practices: Demonstrate effective supervision of essential food safety procedures. Legislation in Food Safety: Comply with relevant laws governing food hygiene and safety . Food Safety Management Systems: Implement and manage comprehensive food safety systems effectively. Microbiology Fundamentals: Grasp fundamental microbiological concepts essential for food safety. Personal Hygiene Practices: Apply proper personal hygiene measures to ensure food safety. Certification After completing this Food Hygiene and Safety Diploma Level 2 & 3course, you will get a free Certificate. Please note: The CPD approved course is owned by E-Learning Solutions Ltd and is distributed under license. CPD 10 CPD hours / points Accredited by The CPD Certification Service Food Hygiene and Safety Level 1, 2 & 3 5:42:04 1: Module 01: Introduction to Food Safety Preview 17:39 2: Module 02: Supervising Food Safety Practices 20:11 3: Module 03: Legislation in Food Safety 20:37 4: Module 04: Food Safety Management Systems 27:26 5: Module 05: Tools for Food Safety Management 18:40 6: Module 06: Microbiology Fundamentals 18:30 7: Module 07: Hazards of Contamination 19:57 8: Module 08: Strategies for Contamination Control 22:41 9: Module 09: Bacterial Food Poisoning and Food-Borne Illness 22:08 10: Module 10: Non-Bacterial Causes of Food Poisoning 17:31 11: Module 11: Personal Hygiene Practices 16:00 12: Module 12: Temperature Control in Food 18:58 13: Module 13: Verification and Recording of Temperature 13:42 14: Module 14: Preventing Food Spoilage and Ensuring Preservation 20:47 15: Module 15: Design and Construction of Food Premises and Equipment 17:33 16: Module 16: Efficient Waste Disposal, Cleaning, and Disinfection 20:20 17: Module 17: Pest Management in Food Facilities 16:40 18: Module 18: Staff Training in Food Safety 10:44 19: CPD Certificate - Free 01:00 20: Leave A Review 01:00 Who is this course for? This Food Hygiene and Safety course is accessible to anyone eager to learn more about this topic. Through this course, you'll gain a solid understanding of Food Hygiene and Safety. Moreover, this course is ideal for: Individuals in Food Service Industry who wants apply food hygiene and safety regulations Catering and Hospitality Staff who needs to learn about food hygiene and safety. Food Retail and Supermarket Employees who wants to learn about food hygiene and safety Food Business Managers and Supervisors Aspiring Food Safety Inspectors who needs food hygiene and safety knowledge. Requirements There are no requirements needed to enrol into this Food Hygiene and Safety course. We welcome individuals from all backgrounds and levels of experience to enrol into this Food Hygiene and Safety course. Career path After finishing this Food Hygiene and safety course you will have multiple job opportunities waiting for you. Some of the following Job sectors of Food Hygiene and Safety are: Restaurant Manager - £20K to £35K/year Catering Supervisor - £30K to £35K/year Food Quality Control Inspector - £20K to £35K/year Food Safety Officer - £25K to £35K/year Quality Assurance Technician - £20K to £30K/year Certificates Reed Courses Certificate of Completion Digital certificate - Included Will be downloadable when all lectures have been completed.

A Level 2 & 3 Food Hygiene and Safety Diploma is essential for anyone looking to work in the food sector, especially in the UK. These certifications serve as a pledge to maintain the highest standards of food hygiene and safety, cleanliness, and legal compliance. The significance of these qualities cannot be emphasized, especially in light of the increased focus on public health and food safety. They not only improve one's abilities and understanding of handling food properly, but they also lead to a variety of employment options in industries like catering, hotel, retail, and food production. Professionals holding diplomas in food hygiene and safety are still in high demand in the UK, where positions ranging from quality assurance managers to food safety officers are available. Depending on experience and job type, the typical yearly compensation for someone with these qualifications is between £20,000 and £35,000. Furthermore, data show that the significance of food safety protocols is steadily growing as consumer consciousness and governmental oversight both rise, guaranteeing bright futures for those pursuing professions in this field. Key Features This Food Hygiene and Safety Diploma Level 2 & 3 Course Includes: This Food Hygiene and Safety Course is CPD Certified Level 2 & 3 Diploma Free Certificate from Reed CIQ Approved This Food Hygiene and Safety Course Developed by Specialist Lifetime Access Course Curriculum Food Hygiene and Safety Diploma Level 2 & 3 Course: Module 01: Introduction to Food Safety Module 02: Supervising Food Safety Practices Module 03: Legislation in Food Safety Module 04: Food Safety Management Systems Module 05: Tools for Food Safety Management Module 06: Microbiology Fundamentals Module 07: Hazards of Contamination Module 08: Strategies for Contamination Control Module 09: Bacterial Food Poisoning and Food-Borne Illness Module 10: Non-Bacterial Causes of Food Poisoning Module 11: Personal Hygiene Practices Module 12: Temperature Control in Food Module 13: Verification and Recording of Temperature Module 14: Preventing Food Spoilage and Ensuring Preservation Module 15: Design and Construction of Food Premises and Equipment Module 16: Efficient Waste Disposal, Cleaning, and Disinfection Module 17: Pest Management in Food Facilities Module 18: Guidelines for Food Storage Module 19: Food Safety and Hygiene on Display and Service Techniques Module 20: Effective Cleaning Practices Module 21: Understanding Food Allergens Module 22: Guidance on Allergens for Food Businesses Module 23: Staff Training in Food Safety Module 24: Adapting and Reopening Your Food Business During COVID-19 Learning Outcomes Food Hygiene and Safety Diploma Level 2 & 3 Course: Introduction to Food Safety: Understand foundational principles for ensuring food safety. Supervising Food Safety Practices: Demonstrate effective supervision of essential food safety procedures. Legislation in Food Safety: Comply with relevant laws governing food hygiene and safety . Food Safety Management Systems: Implement and manage comprehensive food safety systems effectively. Microbiology Fundamentals: Grasp fundamental microbiological concepts essential for food safety. Personal Hygiene Practices: Apply proper personal hygiene measures to ensure food safety. Certification After completing this Food Hygiene and Safety Diploma Level 2 & 3course, you will get a free Certificate. Please note: The CPD approved course is owned by E-Learning Solutions Ltd and is distributed under license. CPD 10 CPD hours / points Accredited by The CPD Certification Service Food Hygiene and Safety Level 1, 2 & 3 5:42:04 1: Module 01: Introduction to Food Safety Preview 17:39 2: Module 02: Supervising Food Safety Practices 20:11 3: Module 03: Legislation in Food Safety 20:37 4: Module 04: Food Safety Management Systems 27:26 5: Module 05: Tools for Food Safety Management 18:40 6: Module 06: Microbiology Fundamentals 18:30 7: Module 07: Hazards of Contamination 19:57 8: Module 08: Strategies for Contamination Control 22:41 9: Module 09: Bacterial Food Poisoning and Food-Borne Illness 22:08 10: Module 10: Non-Bacterial Causes of Food Poisoning 17:31 11: Module 11: Personal Hygiene Practices 16:00 12: Module 12: Temperature Control in Food 18:58 13: Module 13: Verification and Recording of Temperature 13:42 14: Module 14: Preventing Food Spoilage and Ensuring Preservation 20:47 15: Module 15: Design and Construction of Food Premises and Equipment 17:33 16: Module 16: Efficient Waste Disposal, Cleaning, and Disinfection 20:20 17: Module 17: Pest Management in Food Facilities 16:40 18: Module 18: Staff Training in Food Safety 10:44 19: CPD Certificate - Free 01:00 20: Leave A Review 01:00 Who is this course for? This Food Hygiene and Safety course is accessible to anyone eager to learn more about this topic. Through this course, you'll gain a solid understanding of Food Hygiene and Safety. Moreover, this course is ideal for: Individuals in Food Service Industry who wants apply food hygiene and safety regulations Catering and Hospitality Staff who needs to learn about food hygiene and safety. Food Retail and Supermarket Employees who wants to learn about food hygiene and safety Food Business Managers and Supervisors Aspiring Food Safety Inspectors who needs food hygiene and safety knowledge. Requirements There are no requirements needed to enrol into this Food Hygiene and Safety course. We welcome individuals from all backgrounds and levels of experience to enrol into this Food Hygiene and Safety course. Career path After finishing this Food Hygiene and safety course you will have multiple job opportunities waiting for you. Some of the following Job sectors of Food Hygiene and Safety are: Restaurant Manager - £20K to £35K/year Catering Supervisor - £30K to £35K/year Food Quality Control Inspector - £20K to £35K/year Food Safety Officer - £25K to £35K/year Quality Assurance Technician - £20K to £30K/year Certificates Reed Courses Certificate of Completion Digital certificate - Included Will be downloadable when all lectures have been completed.

Masterclasses? Refreshers? Introductions? It depends what you're looking for and where you want to pitch them, but here are six tried-and-tested highly focused sessions that organisations can take individually or as a series, to help develop their teams' project management capabilities one topic at a time. Objectives for each individual session are set out below, as part of the session outlines. Taken together, as a series, however, these modules are an ideal opportunity to develop your team's levels of project management capability maturity, whether that's by introducing them to the basic principles, refreshing them on best practice, or giving them the opportunity to really drill down into a specific area of challenge in your particular operating environment. Session outlines 1 Stakeholder management Session objectives This session will help participants: Understand why stakeholders matter to projects Be able to identify and engage stakeholders Be able to categorise stakeholders by their significance 1 Key principles What does 'stakeholder' mean - in theory? What does this mean in practice? Why stakeholders matter Consequences of missing stakeholders The stakeholder management process:IdentifyAssessPlanEngage 2 Identifying stakeholders Rapid listing CPIG analysis PESTLE analysis Drawing on the knowledge and experience of others Other ways to identify stakeholders 3 Assessing stakeholders Which stakeholders are significant? Stakeholder radar Power-interest maps Power-attitude maps 4 Planning The adoption curve Dealing with obstacles Who should engage which stakeholder? How should the project's organisation be structured? How will communication happen? 5 Engaging Seven principles of stakeholder engagement 2 Requirements and prioritisation Session objectives This session will help participants: Understand how clarity of requirements contributes to project success Use different techniques for prioritising requirements Agree requirements with stakeholders Manage changes to requirements 1 Understanding and managing stakeholder needs and expectations What are 'requirements'? What is 'requirements management'? Sources of requirements - and the role of stakeholders Are stakeholders sufficiently expert to specify their needs? Do they understand the detail of what they want, or do they need help to tease that out? What do stakeholders want to achieve? Working within constraints Prioritising requirements - three techniques 2 MoSCoW prioritisation 'Must have', should have', 'could have, 'won't have this time' When to use MoSCoW 3 The Kano Model Customer satisfaction - 'attractive' and 'must-be' qualities When to use Kano 4 Value-based prioritisation Understanding risk v value Using risk v value to prioritise features and schedules 5 Agreeing requirements Perfect v 'good enough' Establishing acceptance criteria Requirements traceability Agreeing project scope 6 Changing requirements Why requirements change Why change control matters Impact on projects A formal change control process Paying for change - managing change for different types of project 3 Estimating Session objectives This session will help participants: Understand the different purposes estimates satisfy Be able to use different estimating techniques Understand how to achieve different levels of accuracy 1 Key principles What's an estimate? Informed guesswork What needs to be estimated? Costs, resources, effort, duration Tolerances Precision v accuracy 2 Estimating through the lifecycle Start Plan Do 3 Early estimates Comparative ('analogous') estimating Parametric estimating Using multiple estimating techniques 4 Bottom-up estimating Bottom-up ('analytical') estimating Pros Cons 5 Three-point estimating Three-point ('PERT': Programme Evaluation and Review Technique) estimating Uncertainty and the range of estimates Calculating a weighted average Three-point with bottom-up 4 Scheduling Session objectives This session will help participants: Understand how to create a viable schedule Be able to use different forms of schedule Understand the concept of the critical path 1 Key principles The planning horizon Rolling wave planning Release planning 2 Viable scheduling Creating a viable schedule Define the scope Sequence the work Identify the risks and build in mitigations Identify the resources Estimate the effort and durations Check resource availability Refine until a workable schedule is produced 3 Critical path analysis The critical path Network diagrams Sequence logic Practical application:Network diagram with estimated durationsThe 'forward pass'The 'backward pass'Calculating total floatIdentifying the critical pathCalculating free float Gantt charts 5 Risk and issue management Session objectives This session will help participants: Understand the difference between risks and issues Be able to identify and assess risks Understand ways of mitigating risks Manage issues 1 Key principles Understanding risk Threats and opportunities The risk management processPreparation - proactive risk managementThe process - identify, assess, plan, implementStakeholder communication Roles and responsibilities Risk management strategy The risk register Risk appetite 2 Risk identification Brainstorming Interviews Assumption analysis Checklists 3 Risk assessment and prioritisation Probability, impact and proximity Triggers Qualitative risk assessment Qualitative impact assessment Qualitative probability assessment Probability / impact grid Bubble charts Risk tolerance 4 Planning countermeasures To mitigate or not to mitigate? Categories of risk response Avoid and exploit Reduce and enhance Transfer Share Accept Contingency Secondary risks 5 Issue management What is an issue? Tolerances Issues and tolerances The PRINCE2 view of issues Ownership of issues An issue management process Issue register 6 Budgeting and cost control Session objectives This session will help participants: Understand what to include in a budget - and why Choose - and use - the appropriate estimating technique Align the budget with the schedule Understand how to monitor spend and control costs Trouble-shoot effectively to get projects back within budget Session format Flexible. The session can be tailored to the participants' average level of project management maturity - a 60-minute session (delivered virtually) is an effective introduction. A 90-minute session allows for more in-depth treatment. A half-day session (face-to-face or virtual) gives time for a more challenging workshop, particularly to discuss specific cost control issues with any of the participants' current projects. 1 Where is the money coming from? Can we pay from revenue? Do we need to borrow? How long will the project take to pay back? The lifecycle of the budget Through-life costs Stakeholder involvement 2 Estimating costs Reminder: the relationship between estimates Reminder: possible estimating techniques What do we need to estimate?PeopleEquipmentMaterialsFacilities and operating costsWork package estimateEstimated project costs Estimating agile projects 3 Aligning budget and schedule Scheduling and financial periods Spreading the budget 4 Reserves and agreeing the budget Contingency reserve Management reserve Agreeing the budget 5 Cost control Planned spend over time Actual spend over time Work completed over time Evaluating different scenarios: delivery v spend 6 Trouble-shooting Why are we where we are? What has caused the project to spend at the rate it is? Why is it delivering at the rate it is? What are the root causes? What can we do about it?

All organisations today operate in an environment of constant and rapid change. Managing this change effectively is often achieved through a portfolio of formal projects. Many organisations today have qualified and experienced project management staff to run their projects. Some organisations today have dedicated functions, staff or processes to support their project management teams. The very largest organisations have in-house Enterprise Programme Offices, or project management specialists in corporate audit or risk functions; or organise 'Red Team Reviews' of a project by other staff with project management experience who are not participating in the reviewed project. But for many mid-size businesses and SMEs - and even some larger organisations - these resources are simply not available. For them, having access to external expertise to assure project management disciplines and to coach project managers can be a major contributor to project success. Such reviews can take place at project initiation; at major stage-gates (especially if significant capital is to be committed at the stage-gate); or at any other time if concerns arise concerning project quality, cost or timescales. And it is for those organisations that we offer the necessary expertise, on an ad hoc basis, in reviewing projects and coaching senior project management staff. A document review and workshop led by one of our consultants can help you assess whether: The strategic goals and priorities for the project are clear and being addressed Governance of the project within the business is defined and being effectively executed Project roles and responsibilities are clear and effective The credibility and robustness of the project plan can be enhanced Performance measures and reporting procedures are effective Critical risks are identified and being managed and contingencies are agreed The roles, responsibilities and capabilities of the key players in the project team are fit for purpose Budgets are realistic and costs being managed effectively Communication and change management activities are effectively planned and being executed At your discretion, you can capture the outcomes from the workshop for yourselves, in terms of identifying opportunities for improvement, or you can have our consultant write a report and make recommendations to you.

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help. Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to: Increase their effectiveness through proper preparation Construct attention-grabbing opening statements Help potential clients feel comfortable agreeing to a meeting Develop tactics for responding to difficult excuses and objections Stress the benefits of a face-to-face consultation Develop and enhance their questioning and listening skills Prevent customers cancelling booked appointments 1 Introduction to appointment setting Key trends that have changed the way people buy today - and will buy tomorrow Why many sales people avoid picking up the phone The difference that makes a difference - what makes a good appointment-maker? 2 Before you pick up the telephone It all starts with a plan... Who and what to focus our attention How much research should we undertake and why? Setting primary and secondary objectives 3 Making your approach Key considerations Every call is an opportunity - creating a positive mind-set Using a structured approach Using partnership language 4 Gaining an insight into the customer's needs How to quickly 'tune in' to your customers, so that you can serve them more easily Developing speech patterns that put customers at their ease Using effective questioning and listening skills Finding and building pain points 5 Dealing with excuses and objections Pre-empting potential excuses Developing techniques for responding to client objections Keeping the door open for future contact 6 Securing the appointment Selling the benefits of a consultancy meeting Techniques for avoiding cancelled appointments Gaining commitment 7 Action plans Course summary and presentation of action plans

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

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PfMP® Exam Prep: Virtual In-House Training This is an intensive PfMP® Exam preparation course. This learning experience guides you through the multi-faceted discipline of portfolio management by focusing on the related technical, leadership, and business skills required to navigate it in the real world. First and foremost, this is an intensive PfMP® exam preparation course. Over the course, we go beyond exam prep to provide selected practice in applying key portfolio management skills, tools, and techniques. This learning experience guides you through the multi-faceted discipline of portfolio management by focusing on the related technical, leadership, and business skills required to navigate it in the real world. The journey zooms in and out between governance context and specific operational activities. The ultimate goal is practical application, with the bonus of certification along the way. What You Will Learn By the end of this program, you will be able to: Align and manage the portfolio, strategically, to satisfy organizational objectives and priorities, through benefit realization Articulate and emulate the role of a portfolio manager Apply the principles and skills of a portfolio manager to your real-world environment Study and prepare for the PfMP® Examination Apply for the certification, per the PMI PfMP Handbook and pass the initial panel review on your application Getting Started Course Overview Details of the PfMP® Certification process Foundation Concepts Projects, program, and portfolios A portfolio management process Strategy and value The role of the portfolio manager The role of key stakeholders Life cycle management The Portfolio Life Cycle Overview of Life Cycle Portfolio Management Information System (PMIS) Governance within the Portfolio Life Cycle Strategic Management Strategy concepts Supporting documentation and the strategic plan Planning and optimization Organizational risk appetite Managing strategic change Governance Management Overview and Guiding Principles The Concept of Governance Effective Design Factors Governance Roles Capacity and Capability Management Overview and Guiding Principles Capacity Management and Planning Supply and Demand (Management and Optimization) Organization Capabilities (Assessment and Development) Performance Management (Reporting, Analytics, and Balance) Stakeholder Engagement The Importance of Stakeholders Overview and Guiding Principles Definition and Identification Analysis and Planning Communications Approaches and Management Value Management Overview (Guiding Principles, Definition, and Components) Negotiating Expected Value Maximizing Value Assuring Value Realizing Value Measuring and Reporting Value A Look at Tools Risk Management Overview and Guiding Principles Portfolio Risk Planning Portfolio Risk Identification Portfolio Risk Assessment Portfolio Risk Response Examination Content Outline (ECO) Overview Structure Strategic Tasks Mapping Governance Tasks Mapping Performance Tasks Mapping Risk Tasks Mapping Communication Tasks Mapping List of Knowledge and Skills Exam Prep and Practice Overview Documenting experience Submitting the application Preparing to sit for the exam