917 Business courses in Northampton

PRINCE2® Practitioner : In-House Training Projects fail for a variety of reasons including poor planning, lack of defined quality criteria, poor understanding of the business drivers, inadequate control, and lack of senior management involvement in other words, lack of a structured best practice approach to project delivery. PRINCE2® (6th Edition is the current version) is a structured, process-based approach for project management providing a methodology which can be easily tailored and scaled to suit all types of projects. It is the de facto standard for project management in the UK Government and is also used extensively in more than 150 countries worldwide with in excess of 20,000 organizations already benefitting from its powerful approach. It can be used easily in combination with PMI®'s PMBOK® Guide to provide a robust project methodology, or to augment an existing PMBOK®-based methodology with additional rigor around areas such as Quality, Organization, and Benefits Realization. The goals of this course are to take participants to the next level of understanding and application of the PRINCE2® methodology and to prepare them to sit the Practitioner exam. Using APMG provided sample exam papers and additional project case studies, participants will learn how to apply what they learned during the Foundation course and how to approach the OTE Practitioner exam, which is aimed at testing their ability to apply PRINCE2® in an actual project environment simulated via a case study provided as part of the exam. What you will Learn You'll learn how to: Tailor and apply the principles, themes, process structure, techniques, and management products of PRINCE2® within a work environment, via carefully selected case studies Define the PRINCE2® 6th Edition method at the Practitioner level Prepare for and take the Practitioner exam Getting Started Introductions Course structure Course goals and objectives Tailoring PRINCE2® Tailoring PRINCE2® Adopting PRINCE2® Tailoring PRINCE2® to suit different projects Adopting PRINCE2® in an organizational environment Controlled Start Recap management products Study business case and risk Study activities and responsibilities in: Starting up a project Initiating a project Controlled Progress Study management products and risk Study activities and responsibilities in: Getting work done Monitoring and reporting Issues and escalation Controlled Close Study Activities and Responsibilities in Closing a Project Activities and roles Roles and Responsibilities Principles Exercise Product-basedPlanning Producing a product breakdown structure (PBS) Producing a product flow diagram (PFD) Linking product breakdown structures and product flow diagrams to product descriptions

Project Contract Management Skills: In-House Training Contracts are a critical part of most large or strategic projects/programs. As such, it is imperative that Project and Program Managers be well versed on basic implications of a contract as well as best practices in contract management. While not as critical a need, anyone involved in projects that involve external relationships should have a healthy appreciation for the power of good contract management. The overall goal of the course is to provide knowledge to manage complex contracts in a global environment. What You Will Learn After this program, you will be able to: Explain overall project procurement process from a buyer and seller perspective Recognize the importance of key contractual terms and how they affect projects Evaluate and contribute to the pre-contract documents and processes Identify and mitigate common pitfalls throughout the procurement process Utilize techniques to administer contracts Getting Started Introductions Course structure Course goals and objectives Foundation Concepts The Importance of Contract Management Terms and Definitions Contract Management Process Legal Systems Codes of Conduct Planning Business Analysis Procurement Management Plan Procurement Statement of Work (SOW) Common Pitfalls Solicit Contract Market Analysis Bid documents Sellers' Proposals Pitfalls Execute Contract Evaluate and Award Contract Negotiate Contract Execute Contract Common Pitfalls Deliver the Contract Preparing to Deliver Project Plan Risk Management Common Pitfalls Administer Contract Enabling Contract Management Contract Performance Monitoring and Control Change Management Financial Management / Payment Dispute Management & Resolution Contract Completion and Closure

About this Training Course The industry is surrounded with examples of poor Turnarounds, which have injured people and damaged businesses. If Turnarounds are not properly planned, managed and controlled, companies run the risks of serious safety and budget penalties, costly schedule delays and negative impacts on customers. As a consequence, operators are starting to explore Turnaround best practices and establish a more robust methodology. Turnarounds are the highest risk activity that we routinely perform in the industry, but they are also an area of massive variability in approach and outcome. Central to the variability is a lack of written methodologies and training - there are around 1,000 times as many books on maintenance as there are on turnaround management. All too often companies see Turnarounds as something to be survived and therefore it is no surprise that most Turnarounds fail. This 4 full-day course is based upon the Carcharodon 'Best of the Best' model of excellence for shutdown management with inputs from people who have done it from the trenches along with some of the world's most experienced shutdown specialists. All this experience has been condensed into a core methodology - our blueprint for success. It converts Turnarounds from a high-risk nuisance to a business opportunity. It has been used on multiple sites around the world, has been the basis of two books and is also supplemented by a roadmap for building and controlling a successful Turnaround. This is a certificate course where participants will have the option to participate for a short exam on the final day of the course to gain a Certificate in Advanced Turnaround, Shutdown & Outage Management from petroEDGE and the Academy of Turnarounds Operations and Maintenance. The purpose of this course is to equip the participants on the use of the Model of Excellence for Turnarounds and the principles of Challenge Planning to equip attendees with an advanced approach to Turnaround Management. The course is backed by real situations, high levels of interaction, group exercises and multiple case studies. It will explore the underlying mechanisms and levers that shape a Turnaround to demonstrate why we sometimes succeed or fail and introduce new conceptual approaches that can increase our chances of succeeding. Training Objectives Upon completion of this course, the participants will be able to: Position Turnarounds as part of an overall strategy of improving business performance. Build the best Turnaround team possible from available resources. Help senior management build effective steering teams. Reduce the downtime associated with turnarounds while simultaneously improving safety performance. Use the Model of Excellence to analyse their own performance, explain key principles to others and build a detailed methodology of their own. Maximise the benefits of planning and preparation through a proactive challenge planning process where the participants will build a Turnaround from the ground up from concept to execution and review. Target Audience This course has been researched and developed for Experienced Managers, Superintendents, Supervisors, Engineers, Planners, Team Leaders and Coordinators of: Shutdowns/Turnarounds Maintenance Engineering Reliability Plant Outage Asset Management Operations/Audit Safety Course Level Basic or Foundation Trainer Your expert course leader is a highly experienced facilitator in maintenance improvement, change management, continuous improvement and capability development as a management coach and trainer. He has a strong focus on people with an emphasis on developing people and the practicalities of improving maintenance performance rather than just the theory. He has worked internationally across Europe, America, the Middle East and Africa with extensive experience in Oil and Gas, the Chemicals sector and manufacturing as well as working with clients in Steel and Power Generation. As a result, he can bring best practice from a wide variety of sources. He spent the first fifteen years of his career as a specialist trainer working for companies such as Lloyds British Training Services and Rolls Royce. He then went on to work as a Principal consultant for ABB consulting for 15 years. During this time, he refined some of the established improvement tools including how and when to apply them for maximum impact whilst still continuing to develop and deliver training in support of this. Recent work has included improvements to the Work Order to Work Execution processes of Engineering departments and focused on Reliability, Planning and Scheduling. This ongoing field experience has helped him test and refine specialist training in a number of areas. He has been able to use his own experience to contribute with other maintenance specialists to the Carcharodon models of excellence. Its methodologies are recognised as 'Best of the Best' standards providing the inspiration for two books, projects that have won awards such as the prodigious UK Chemical Industries annual Excellence in Engineering award and form the basis of this training. He was recently awarded a national award as coach of the year. He uses the same skills to ensure that he does not just preach maintenance best practice, he discusses it, explains it and ensures that delegates have a much more personal and flexible experience. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

This course will enable you to bring value to the business by putting data science concepts into practice. Data is crucial for understanding where the business is and where it's headed. Not only can data reveal insights, but it can also inform - by guiding decisions and influencing day-to-day operations.

About this Training Course In context of trade, seamless supply chains and dependence on international resources, world is becoming one single market. Even though because of internet and widespread access to legal resources, business managers tend to share the common legal principles, but unfortunately, the legal framework and national laws of different countries still maintain a certain degree of uniqueness and protectionism. Thus, the success of an international contract will depend on the 'know how' in identifying the differences in legal regimes, diversity of legislature, scoping, contract drafting, negotiation and execution competencies in each context. It is getting not only important but crucial to consider risks from remote and unforeseen events, sanctions, and proxy wars. As a contract gets bigger in monetary value and wider in scope, more attention is needed in drafting and interpreting terms and conditions of any contract before signing on the last page or accepting it online. This 2 full-day course endeavours to enable the participants gain an understanding of the essential ingredients of contracts and mastering the international contracting principles. This course will equip participants to identify vague and ambiguous clauses, avoid dangerous and often hidden terms, and better understand the controlling position in a project. The participants will learn from the Case Law Reports and analysis to take home lessons learned from bitter experiences of peers in the industry. It is designed to help those who need a solution to manage current contractual issues or those who execute international contracts regularly and want to be more proficient in managing their contracts and projects, with changing contexts. Training Objectives On completion of this course, the participants will have learnt: Project management strictly in accordance with the contract and the corporate strategies How to ensure that Variations Order claims are appropriately managed in turnkey and lump-sum contracts Manage contemporary challenges and market factors with direct or indirect impact on the contracts Managing all members of the Supply Chain from vendors to logistics services providers Cost Engineering and Performance Management How to manage Consortium Partners, Contractors and Owners representatives When and how to obtain / grant extension of time (EOT) and costs Ability to identify rights and obligations of each party to a contract instead of making subjective decisions Ability to be firm in negotiations without violating the terms of the agreements Ability to spot different legal systems, contract laws and arbitration rules Ability to negotiate and avoid disputes and resolution in an amicable manner, in accordance with the provisions of the contract Competency in developing and maintaining documentary evidence and traceability for all works executed during the project Target Audience This course is intended for professionals from the Oil & Gas Industry, Heavy Engineering & Construction Industries, Terminals, Shipping and Maritime Logistics Services Providers. This course is not to be missed by, especially those who are involved in Contract Management and with roles related to Contracts e.g. Commercial Managers, Engineers, Procurement Managers and Finance Managers, with a non-legal background and Para-legal executives. Course Level Intermediate Trainer Principal Management Consultant Chartered Valuer and Appraiser (CVA) FACICA | FAMTAC | FAIADR | M.S.I.D | Member, AIEN LL.M. (IP Law), M. Sc. (Maritime Studies), M. Tech (Knowledge Engineering), MBA, First Class CoC (MCA, UK), B. E. (Elect) Your expert course leader, during the last 47 year period, has worked and consulted in the industry verticals encompassing: Technology, Oil & Gas Exploration & Production, Petrochemical Process Plants and Power Plant Construction Projects, Logistics & Warehousing, Marine, Offshore, Oil & Gas Pipelines, Infrastructure Development Projects (Ports, Offshore Supply Bases, Oil & Gas Terminals and Airports etc), EPCIC Contracts, and Shipyards, in South East Asia, Africa, Middle East, Americas and Europe. He serves as the Principal Management Consultant with a management consultancy in Hong Kong and Singapore, specialising in the fields of corporate management consultancy, international contracts reviews and alternative dispute resolutions services. He undertakes special assignments for conducting audits and valuation of intangible properties involving proprietary processes for licensed production, and licensing of intellectual property rights (IP Rights) in patents, trademarks, and industrial designs. He is frequently engaged for assignments like due diligence, acquisitions, mergers, resolving various operational issues, technology transfer and agency services contracts reviews, cost controls, and enhancement of Supply Chain Management. He has been conferred the credentials of Chartered Valuer & Appraiser (CVA) by SAC and IVAS, in accordance with the international valuation standards setting body IVSC. His consulting experience includes Charterparty Management, Business Process Re-engineering, Diversifications, Corporate Development, Marketing, Complex Project Management, Feasibility Studies, Dispute Resolutions and Market Research. He has successfully assisted Marine and offshore E & P clients in managing contractual disputes arising from various international contracts for upgrading & conversion projects. He continues to be actively engaged in claims reviews, mediation, arbitration, litigation, and expert witness related assignments, arising from international contracts and Charterparty Agreements. He graduated with a Bachelor's degree in Electrical Engineering, MBA in General Management, Master of Technology in Knowledge Engineering, Master of Science in Maritime Studies, and LL.M. (IP Law). He also holds professional qualifications in Business Valuations and Appraisers for CVA, arbitration, law, and marine engineering, including the Chief Engineer's First-Class Certificate of Competency (MCA, UK). He is further qualified and accredited as Certified International Arbitrator, Chartered Arbitrator, Sports arbitrator under CAS Rules, WIPO Neutral, Australian Communications and Media Authority (ACMA) Bargaining Code Arbitrator, Accredited Adjudicator and Accredited Mediator (Malaysia). He is admitted to the international panels of arbitrators and neutrals with WIPO, Geneva; ACICA, AMTAC and ACMA, Australia; BVIAC (British Virgin Islands); JIAC (Jamaica); HKIAC Hong Kong; AIAC, Malaysia; AIADR, Malaysia; KCAB, Seoul, South Korea; ICA, Delhi, India; ICC (Singapore); SISV, Singapore; SCMA, Singapore; SCCA, Saudi Arabia; VIAC Vienna, Austria; Thailand Arbitration Centre (THAC), and Mediator with AIAC Malaysia, CMC, and SIMI Singapore. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

About this Training Course Whether you are maintaining an oil rig or processing plant, good quality maintenance is critical to delivering a safe reliable product to your customers. Whatever your level of maintenance experience, this course will equip you with the valuable skills and understanding that will enhance your maintenance career. Too often the maintenance department is seen as the cause of why assets are unavailable, in poor condition yet are costing too much to maintain. By comparison, pace setting companies see maintenance as adding value to their assets and employ an integrated, holistic approach to their maintenance activities. This course will help you move towards that pace setting performance. This course is based on an integrated maintenance model that has been used by leading companies and consultants with success and recognised as best practice. Participants will learn the total impact that maintenance can have on a business, identify key elements (and value) of effective maintenance for their own plants to not only reduce costs but also improve performance. The critical types of maintenance will be covered from day-to-day activities to shutdowns and reliability improvement. The course will break down traditional functional boundaries and encourage a holistic approach to maintenance. With an organisation's maintenance process only as good as its weakest link, this course will guide participants through all the key steps of a maintenance process and its supply chain. Participants will understand what is considered a good standard for each step in the maintenance process, how to identify the weakest links and subsequently how they can accelerate their performance improvement. Participants will have the option of gaining a Bronze Level qualification from the Academy of Turnarounds Operations of Maintenance. For those who obtain a pass, they will receive a Pass certificate and for those who achieve the top quartile score, they will receive a Distinction level pass. This course can also be offered through Virtual Instructor Led Training (VILT) format. Training Objectives By the end of the course, participants will be able to: Explain the challenges and objectives facing maintenance organisations today Demonstrate the importance of work order systems and use techniques for time estimations and priority assignments Prepare a preventive maintenance program Apply project management techniques to effectively manage major maintenance activities and shut downs Use capital budgeting techniques to evaluate maintenance capital expenditures Demonstrate understanding of how to maintain the optimal stock levels of spare parts to ensure operational continuity Prepare the right Key Performance Indicators (KPIs) to evaluate and improve performance in maintenance Target Audience This course is not just for maintenance professionals. Maintenance teams cannot perform without effective integration with operations and supply chain functions. Availability losses are often caused by operations or design issues and pace setting companies have generated significant benefits by integrating operation and maintenance strategies and working more collaboratively. This course will help all members of the operations and maintenance teams and their supply chain better understand their respective roles in ensuring that maintenance is benefitting and not inhibiting their business. Course Level Basic or Foundation Trainer Your expert course leader is a highly experienced facilitator in maintenance improvement, change management, continuous improvement and capability development as a management coach and trainer. He has a strong focus on people with an emphasis on developing people and the practicalities of improving maintenance performance rather than just the theory. He has worked internationally across Europe, America, the Middle East and Africa with extensive experience in Oil and Gas, the Chemicals sector and manufacturing as well as working with clients in Steel and Power Generation. As a result, he can bring best practice from a wide variety of sources. He spent the first fifteen years of his career as a specialist trainer working for companies such as Lloyds British Training Services and Rolls Royce. He then went on to work as a Principal consultant for ABB consulting for 15 years. During this time, he refined some of the established improvement tools including how and when to apply them for maximum impact whilst still continuing to develop and deliver training in support of this. Recent work has included improvements to the Work Order to Work Execution processes of Engineering departments and focused on Reliability, Planning and Scheduling. This ongoing field experience has helped him test and refine specialist training in a number of areas. He has been able to use his own experience to contribute with other maintenance specialists to the Carcharodon models of excellence. Its methodologies are recognised as 'Best of the Best' standards providing the inspiration for two books, projects that have won awards such as the prodigious UK Chemical Industries annual Excellence in Engineering award and form the basis of this training. He was recently awarded a national award as coach of the year. He uses the same skills to ensure that he does not just preach maintenance best practice, he discusses it, explains it and ensures that delegates have a much more personal and flexible experience. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

About this Training Course This interactive training course and workshop session is developed to provide a catalyst for transformation of the legacy systems and adapting to the upcoming trends in the near future in the LPG supply chain. The course curriculum is based on overcoming the challenges of cost and quality enhancement. Both challenges encompass critical review of each aspect from production to transportation with safety of operations and zero loss of energy, thereby enhancing revenue. Training Objectives This course is developed to meet the needs LPG producers, Gas Tankers and Terminals operators, and fraternity of stakeholders, with the following underlying objectives: Conduct assessment of current standards and management systems in context of market forces and economics of demand and supply; Explore impact of emerging markets and user segments of LPG transiting from oil or electricity use; Identify avenues in need of production process review for enhancing the quality in terms of energy content of LPG; Evaluate current and future trends in LPG transportation and the influence of regulatory regimes and incentive schemes, for investment in Storage Terminals and distribution networks; Identify the operations and protocols to be adaptable for compliance with new regulations and trends; Establish transportation and distribution cost control mechanism at optimum level; and Develop guidelines and SOPs for contamination free transfer, loading and discharging of LPG Tankers. Target Audience This is a 'must attend' course if you are a: LPG Gas Producer Process Specialist Buyer Trader LPG Tanker Owner Charterer, and Management personnel holding responsible positions such as Director, General Manager, Commercial Manager, Business Development Manager, Legal Counsel, Post-Fixtures Manager, Fleet Manager, Marine & Technical Superintendent, Senior Engineer or Middle Level Manager as part of succession planning. Training Methods The course will be delivered in 3 full-day sessions comprising 8 hours per day. Course Duration: 3 full-day sessions, 8 hours per session (24 hours in total). Trainer Principal Management Consultant FAIADR, FACICA, FHKIoD, M.S.I.D, Member, AIPN LL.M. (IP Laws), M. Sc. (Maritime Studies) M, Tech (Knowledge Engineering), MBA First Class CoC (DOT, UK), B. E. (Elect)   Your expert course leader, during the last 45 year period, has worked and consulted in the industry verticals encompassing: Marine, Shipping & Transport, Technology, Oil & Gas Exploration & Production, Petrochemical Process Plants and Power Plant Construction Projects, Logistics & Warehousing, Offshore, Oil & Gas Pipelines, Infrastructure Development Projects (Construction, Ports, Offshore Supply Bases, Oil & Gas Terminals and Airports etcetera), EPCIC Contracts, and Shipyards, in South East Asia, Africa, Middle East, Americas and Europe. He is a Principal Management Consultant in a consulting company in Hong Kong and Singapore, specializing in the fields of corporate management consultancy, international contracts reviews and alternative dispute resolutions services. He has been frequently engaged for assignments like due diligence, acquisitions, and mergers. The assignments often involved resolving various operational issues, contracts reviews, cost controls, project management matters and enhancement of international procurement and Supply Chain Management systems. He continues to be actively engaged in advisory services for Remuneration, Audit and Risk Management Committees of public companies as well as MNCs. He has developed a special initiative for conducting audits of ERM Systems (Enterprise Risk Management) and valuation of intangible properties involving proprietary processes (IP), licensed production and intellectual property rights. He graduated with a Bachelor's degree in Electrical Engineering, MBA in General Management, Master of Technology in Knowledge Engineering, Master of Science in Maritime Studies and LL.M. (IP Law). He also holds professional qualifications in arbitration, contracts laws, and marine engineering, including the Chief Engineer's First-Class Certificate of Competency (DOT, UK). He has been Associate, SIM University (SUSS) Singapore and taught on subjects including Business Continuity Planning and Risk Management. He has served as Director and member of Board of Management, Governance Councils and Risk Management Committees of international organizations. He is admitted to various professional institutions as: 'Fellow', Australian Centre for International Commercial Arbitration (FACICA); Asian Institute of ADR (FAIADR), Malaysia; Hong Kong Institute of Directors (FHKIoD), Member, Singapore Institute of Directors (M.S.I.D.), and Member, Association of International Petroleum Negotiators (AIPN) USA. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

APM Project Fundamentals Qualification (PFQ): In-House Training This practical course gives Participants a solid introduction to the fundamentals of project management and to prepare them for the one-hour, multiple-choice exam held at the end of the course. The APM Project Fundamentals Qualification (PFQ) is an entry-level qualification suitable for those who are new to project management and working in a project team, and who wish to understand the standard terminology. The goal of this course is to prepare you to successfully pass the exam. What you will Learn You'll learn how to: Identify project management terminology and context Identify project management processes Identify the roles involved in project management Describe project success criteria and benefits Prepare project documentation Acquire the level of understanding needed to pass the APM PFQ examination Getting Started Introductions Course structure Course goals and objective Project Context Project characteristics Project management processes Business and project context Organizational roles Project Lifecycle Programme and portfolio management Project Concept Phase Stakeholder management Project success and benefits management Business case Benefits People in Projects Leadership and teamwork Communication Project Definition Phase Project management plan Quality management Risk management Scope management Scheduling Resource management Estimating Procurement Project Implementation Phase Change control and configuration management Issue management Information management Project Hand-over and Close-out Phase Hand-over and close-out Post-project review Revision and Exam Revision and practice questions APM PFQ examination

Overview To achieve maximum effectiveness, managers and professionals must continually expand their business knowledge and sharpen their skills. This program is designed to achieve this goal in a time-efficient manner. Integration of Downstream Refining and Petrochemicals to achieve greater efficiencies is yet another critical factor in this business which will be covered in this course

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans