259 CLO courses in Birmingham

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

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.

Negotiation is an everyday challenge for some whether it be in the office, field or at home. Have you ever walked away from a situation thinking "if I'd only put my thoughts, side, opinion or words across better"? This 2-day course is perfect for managers, supervisors and sales people. It will focus on negotiation skills and the techniques that go with it. In this energy-charged provision you'll learn and practice negotiation, assertiveness and influencing techniques. Course Syllabus The syllabus of the Effective Communication and Influencing course is comprised of seven modules, covering the following: Module One An Introduction to Negotiation Assessment of your current sales and negotiation strengths and improvement areas What is negotiation? Identifying objectives and all factors affecting negotiation The negotiation model - the four stages Module Two The Preparation Stage The significance of preparation and why we need to prepare What do you need to prepare? Preparing a set of objectives: yours and theirs Understanding constants and variables Researching the other party Creating a "win-win" situation Preparing yourself for possible set-backs and objections Module Three The Discussion Stage The importance of rapport building Opening the negotiation The power of effective questioning techniques Improving your listening skills Controlling emotions Spotting the signs - non-verbal communication and voice clues Module Four The Proposing Stage Stating your opening position Responding to offers How to deal effectively with adjournments Module Five The Bargaining and Closing Stage Making concessions - the techniques Adopting key bargaining skills Dealing with objections and underhand tactics Closing techniques Confirming the agreement Creating long term, lasting commitment Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer The importance of good customer care Selling vs. selling attitude The reasons people buy Adopting a positive approach Module Two Self-Awareness Understanding your selling style Adapting your selling style to your customer Understanding your customers buying style Module Three Effective Communication and Rapport Building Why does communication need to be effective? Actively listening to your customers' needs Right question at the right time The impact of positive and emotive language Module Four Taking a Consultative Approach Different styles of selling Taking a consultative approach to selling Preparation techniques Buyer behaviour and motivation A selling approach to match the buyers mind Module Five Presenting the Solution Selling the benefits Sales tool kit Unique sales points Advanced questioning techniques Module Six Gaining Commitment Recognising and acting upon buying signals Dealing with customers concerns No means no? How to cope in stressful situations Module Seven Confirming the Sale Confirming or closing? Effective confirming techniques Going the extra mile Benefits For you as an individual This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. For an employer The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. What will I learn? By the end of the course, participants will be able to: Appreciate the need for preparation before a sales appointment Effectively identify and meet needs with advanced questioning techniques Identify verbal and non-verbal buying signals Construct professional answers to questions and possible objections Present your products and/or services with the buyer in mind Identify and use a selling style appropriate to capture the buyer's attention Recognise and overcome major objection types How to apply effective confirmation techniques with the buyer in mind Real Play Option We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. The actor and trainer perform the role play(s) as instructed by their respective teams; however during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) - not the performers. Scheduled Courses This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments. By the end of the programme participants will be able to: Understand the basic concepts of negotiation and how it adds value to the organisation Recognise the stages of negotiation and the skills required at each stage Make use of tried-and-tested negotiation planning tools Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes Set negotiation objectives Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements 1 Welcome Introductions Aims and objectives Plan for the day 2 Why negotiate? Understanding the negotiation context Negotiating with suppliers Negotiating with stakeholders 3 Understanding the process The phases of negotiation and what to do in each phase Before During After 4 Planning Appreciating the importance of planning Different approaches Identifying the key variables Setting objectives for each of them Practical negotiation planning exercise 5 Doing The key skills required, Communication Numeracy empathy Applying these skills in a role play: practical exercise 6 Close Review of key learning points Personal action planning

This is an incredibly practical programme which has been developed to enable participants to improve their memory skills. The session focuses on specific techniques that can be used to improve retention of information. It also introduces the principles of mind-mapping By the end of this programme participants will be able to: Explain how our brain processes and stores information Describe the difference between short-term and long-term memory Use specific techniques to improve retention Explain the principles of mind mapping Be able to use mind maps to plan and order information Each participant, no matter how poor they believe their memory to be, will by the close of the session have learnt techniques that enable them to memorise 53 items in a prescriptive order - a massive boost to their confidence in their memory skills. 1 An introduction to the brain's functions Introductory brain-training How the brain works Left / right brain function Short-term and long-term memory Barriers to a good memory 2 Memory techniques Tips and techniques for improving memory Basic word association Chaining and linking Touchstone techniques Use of mnemonics Memory hooks Remembering names 3 Maximising memory Minimising barriers The importance of sleep and diet Supplements which may affect memory 4 Mind-mapping Purpose and principles Creating a mind map Use of colour to delight the eye and tickle the brain How to use the output from a map

This is an essential programme for managers or members of staff (or students) who need to be able to read and summarise information on screen faster and more effectively. The session focuses on the different types of reading style and encourages better retention of written material through the use of specific speed-reading techniques. By the end of this programme participants will be able to: Explain the principles of speed reading Understand the barriers to reading Use different reading styles according to the information being read Read more effectively from tablet and computer screens Co-ordinate eye movements better Minimise any poor reading habits Increase reading speed by over 50%, without losing comprehension Improve retention of information using specific techniques The programme focuses on how to maximise reading from electronic devices by exploring techniques which will reduce eyestrain and improve reading effectiveness. The session also explains different types of reading styles and how to learn new, positive reading habits. 1 An introduction to speed reading The history of speed reading Assumptions about reading The process of reading Schema and its influence on interpretation Eye/brain relationship How our brain processes written information 2 Minimising barriers to reading Understanding eye tics Mouthing The influence of different light sources Body clocks and making use of natural patterns 3 Reading styles Importance of choosing the right reading style Speeds and their influence on retention Reading for pleasure Proof reading Scanning Skimming Reading for retention SQRW principles 4 Reading from electronic devices The challenge of reading from screens Importance of breaks and proper display screen evaluation Calibrating screens and background colours Formatting documents Using eye guides

Power BI is a powerful data visualisation program that allows businesses to monitor data, analyse trends, and make decisions. This course is designed to provide a solid understanding of the reporting side of Power BI, the dashboards, where administrators, and end users can interact with dynamic visuals that communicates information. This course focuses entirely on the creation and design of visualisations in dashboards, including a range of chart types, engaging maps, and different types of tables. Designing dashboards with KPI's (key performance indicators), heatmaps, flowcharts, sparklines, and compare multiple variables with trendlines. This one-day programme focuses entirely on creating dashboards, by using the many visualisation tools available in Power BI. You will learn to build dynamic, user-friendly interfaces in both Power BI Desktop and Power BI Service. 1 Introduction Power BI ecosystem Things to keep in mind Selecting dashboard colours Importing visuals into Power BI Data sources for your analysis Joining tables in Power BI 2 Working with data Utilising a report theme Table visuals Matrix visuals Drilling into hierarchies Applying static filters Group numbers with lists Group numbers with bins 3 Creating visuals Heatmaps in Power BI Visualising time-intelligence trends Ranking categorical totals Comparing proportions View trends with sparklines 4 Comparing variables Insert key performance indicators (KPI) Visualising trendlines as KPI Forecasting with trendlines Visualising flows with Sankey diagrams Creating a scatter plot 5 Mapping options Map visuals Using a filled map Mapping with latitude and longitude Mapping with ArcGIS or ESRI 6 Creating dashboards High-level dashboard Migration analysis dashboard Adding slicers for filtering Promote interaction with nudge prompts Searching the dashboard with a slicer Creating dynamic labels Highlighting key points on the dashboard Customised visualisation tooltips Syncing slicers across pages 7 Sharing dashboards Setting up and formatting phone views Exporting data Creating PDF files Uploading to the cloud Share dashboards in SharePoint online

This course starts with data transformation strategies, exploring capabilities in the Power Query Editor, and data-cleansing practices. It looks at the Advanced Query Editor to view the M language code. This course focuses on advanced DAX measures that include filtering conditions, with a deep dive into time intelligence measures. Like the M query language, DAX is a rich functional language that supports variables and expression references. This course also looks at the creation of dynamic dashboards and incorporates a range of visualisations available in Power BI Desktop and online in the AppSource. The course finishes with a look at setting up end user level security in tables. 1 The query editor Split by row delimiter AddDays to determine deadlines Advanced query editor 2 Fuzzy matching joins Matching inconsistencies by percentage Matching with transformation table 3 Logical column functions Logical functions IF, AND, OR Using multiple conditions Including FIND in functions 4 Editing DAX measures Make DAX easier to read Add comments to a measure Using quick measures 5 The anatomy of CALCULATE Understanding CALCULATE context filters Adding context to CALCULATE with FILTER Using CALCULATE with a threshold 6 The ALL measure Anatomy of ALL Create an ALL measure Using ALL as a filter Use ALL for percentage 7 DAX iterators Anatomy of iterators A closer look at SUMX Using RELATED in SUMX Create a RANKX RANKX with ALL 8 Date and time functions Overview of functions Create a DATEDIFF function 9 Time intelligent measures Compare historical monthly data Create a DATEADD measure Creating cumulative totals Creating cumulative measures Visualising cumulative totals 10 Visualisations in-depth Utilising report themes Create a heatmap Comparing proportions View trends with sparklines Group numbers using bins Setting up a histogram 11 Comparing variables Visualising trendlines as KPI Forecasting with trendlines Creating a scatter plot Creating dynamic labels Customised visualisation tooltips Export reports to SharePoint 12 User level security Setting up row level security Testing user security

This course is designed for those already using Power BI Desktop and are ready to work with more comprehensive elements of analysing and reporting in Power BI. The course maintains a balanced look at data analysis including the Power Query Editor, with a deep dive into writing DAX formulas, and enhanced dashboard visualisations. The aim of this course is to provide a more complete understanding of the whole Power BI analytics process, by working with business examples that will equip you with the necessary skills to output comprehensive reports and explore Power BI's analytical capabilities in more depth. 1 The Query Editor Grouping rows in a table Split row by delimiter Add days to determine deadlines The query editor 2 Fuzzy Matching Joins Matching inconsistencies by percentage Matching with transformation table 3 The Query Editor M Functions Adding custom columns Creating an IF function Nested AND logics in an IF function 4 DAX New Columns Functions Including TRUE with SWITCH Using multiple conditions The FIND DAX function The IF DAX function Logical functions IF, AND, OR 5 Editing DAX Measures Making DAX easier to read Add comments to a measure Using quick measures 6 The Anatomy of CALCULATE Understanding CALCULATE filters Add context to CALCULATE with FILTER Using CALCULATE with a threshold 7 The ALL Measure Anatomy of ALL Create an ALL measure Using ALL as a filter Use ALL for percentages 8 DAX Iterators Anatomy of iterators A closer look at SUMX Using RELATED with SUMX Create a RANKX RANKX with ALL 9 Date and Time Functions Overview of functions Create a DATEDIFF function 10 Time Intelligent Measures Compare historical monthly data Create a DATEADD measure Creating cumulative totals Creating cumulative measures Visualising cumulative totals 11 Visualisations In-Depth Utilising report themes Applying static filters Group data using lists Group numbers using bins Creating heatmaps Comparing proportions View trends with sparklines 12 Comparing Variables Visualising trendlines as KPI Forecasting with trendlines Creating a scatter plot Creating dynamic labels Customised visualisation tooltips Export reports to SharePoint