791 Courses in Cardiff delivered Live Online

ITIL® 4 Foundation: Virtual In-House Training ITIL® 4 is built on the established core of best practice in the ITIL® guidance. ITIL® 4 provides a practical and flexible approach to move to the new world of digital transformation and embrace an end-to-end operating model for the delivery and operation of products and services. ITIL® 4 also provides a holistic end-to-end picture that integrates frameworks such as Lean IT, Agile, and DevOps. The ITIL® 4 Foundation is based on the exam specifications specified by AXELOS for the ITIL® 4 Foundation certification. The fundamental objective of this course is to help the participants understand the key concepts of service management and the ITIL® 4 service management framework and prepare for the ITIL® 4 Foundation exam. In addition, this course offers a rich learning experience that helps the participants relate ITIL® to their own work environment. The course includes a case study (based on a fictitious organization, 'Axle Car Hire') that will help the participants understand and experience the ITIL® guiding principles, service value, practices through real-world challenges and opportunities. The rich learning experience is supported by additional learning tools such as pre-course reading materials, post-course reading material, and a set of quick reference cards. What You Will Learn At the end of this program, you will be able to: Understand the key concepts of ITIL® service management Understand how ITIL® guiding principles can help an organization to adopt and adapt ITIL® service management Understand the four dimensions of ITIL® service management Understand the purpose and components of the ITIL® service value system, and activities of the service value chain, and how they interconnect Understand the key concepts of continual improvement Learn the various ITIL® practices and how they contribute to value chain activities Course Introduction Let's Get to Know Each Other Course Overview Course Learning Objectives Course Structure Course Agenda Introduction to IT Service Management in the Modern World Introduction to ITIL® 4 Structure and Benefits of ITIL® 4 Case Study: Axle Car Hire Case Study: Meet the Key People at Axle Case Study: The CIOs Vision for Axle Exam Details ITIL® 4 Certification Scheme Service Management - Key Concepts Intent and Context Key Terms Covered in the Module Module Learning Objectives Value and Value Co-Creation Value: Service, Products, and Resources Service Relationships Value: Outcomes, Costs, and Risks Exercise: Multiple-Choice Questions The Guiding Principles Intent and Context Identifying Guiding Principles Key Terms Covered in the Module Module Learning Objectives The Seven Guiding Principles Applying the Guiding Principles Exercise: Multiple-Choice Questions The Four Dimensions of Service Management Intent and Context The Four Dimensions Key Terms Covered in the Module The Four Dimensions and Service Value System Module Learning Objectives Organizations and People Information and Technology Partners and Suppliers Value Streams and Processes External Factors and Pestle Model Exercise: Multiple-Choice Questions Service Value System Intent and Context Service Value System and Service Value Chain Module Learning Objectives Overview of Service Value System Overview of the Service Value Chain Exercise: Multiple-Choice Questions Continual Improvement Intent and Context Key Terms Covered in the Module Introduction to Continual Improvement Module Learning Objectives The Continual Improvement Model Relationship between Continual Improvement and Guiding Principles Exercise: Multiple-Choice Questions The ITIL® Practices Intent and Context ITIL® Management Practices Key Terms Covered in the Module Module Learning Objectives The Continual Improvement Practice The Change Control Practice The Incident Management Practice The Problem Management Practice The Service Request Management Practice The Service Desk Practice The Service Level Management Practice Purpose of ITIL® Practices Exercise: Crossword Puzzle

Entrepreneurship: Startup your New Venture Course Overview This course provides a comprehensive introduction to entrepreneurship, guiding learners through the essential concepts and mindset required to start and grow a successful new venture. It covers the definition of entrepreneurship, the characteristics of entrepreneurs, and the fundamental elements that underpin enterprise development. Learners will gain insight into recognising opportunities, overcoming challenges such as poverty cycles, and distinguishing the entrepreneurial role from managerial functions. The course equips participants with the knowledge and skills necessary to evaluate their entrepreneurial potential and develop a strong foundation for launching their own business. Whether starting a venture or enhancing career prospects, learners will be empowered to approach entrepreneurship with confidence and strategic understanding. Course Description Entrepreneurship: Startup your New Venture explores the dynamic world of starting and managing new businesses, emphasising both theoretical and real-life examples to enhance understanding. The course delves into the core elements of entrepreneurship, including opportunity recognition, risk evaluation, and enterprise creation. Learners will engage with self-assessment exercises to identify entrepreneurial traits and distinguish between entrepreneurial and managerial roles. Throughout, the programme offers a balanced view of challenges and success factors, including the impact of socio-economic conditions on entrepreneurial activity. By the end, learners will have developed critical thinking and decision-making skills essential for aspiring entrepreneurs and those looking to contribute to enterprise growth across various industries. Entrepreneurship: Startup your New Venture Curriculum Module 01: Preview Module 02: Common Course Information Module 03: Who is an Entrepreneur? Module 04: The Criteria of Entrepreneurship Module 05: The Vicious Cycle of Poverty Module 06: Entrepreneur, Entrepreneurship and Enterprise: The Theory Module 07: Entrepreneur, Entrepreneurship and Enterprise: Live Example Module 08: Five Core Elements of Entrepreneurship: Part 1 Module 09: Five Core Elements of Entrepreneurship: Part 2 Module 10: Self Assessment: Is Maya Devi an Entrepreneur? Module 11: Self Assessment: Is Jacob an Entrepreneur? Module 12: Self Assessment: Is Jennet an Entrepreneur? Module 13: Difference Between an Entrepreneur and a Manager (See full curriculum) Who Is This Course For? Individuals seeking to start their own business venture. Professionals aiming to develop entrepreneurial skills for career growth. Beginners with an interest in business startups and enterprise development. Anyone wanting to understand the fundamentals of entrepreneurship and enterprise. Career Path Startup Founder or Owner Business Development Executive Small Business Consultant Enterprise Project Coordinator Innovation and Growth Strategist

Diabetes Awareness (Type 1 & 2) Course Overview This course on "Diabetes Awareness (Type 1 & 2)" provides learners with a comprehensive understanding of diabetes, its types, and the challenges it poses both for individuals and the wider healthcare system. Covering critical topics such as the costs of diabetes in social care, treatments for Type 1 and Type 2 diabetes, and related conditions like prediabetes and gestational diabetes, this course equips learners with the knowledge to support individuals with diabetes effectively. By the end of the course, learners will be able to recognise the symptoms, understand the complications, and contribute to the management of diabetes, enhancing their ability to work in related healthcare and social care settings. Course Description The "Diabetes Awareness (Type 1 & 2)" course delves deep into the different types of diabetes, including Type 1, Type 2, and gestational diabetes, as well as other less common forms. It explores the challenges faced by individuals with diabetes and the significant impact on social care resources. Learners will develop an understanding of the latest treatment methods for both Type 1 and Type 2 diabetes, alongside strategies for managing hypoglycaemia and hyperglycaemia. The course also covers the emerging issue of prediabetes and the long-term effects of diabetes on individuals’ health. Learners will be introduced to essential terms in the diabetes landscape, offering an enriched vocabulary for better communication with healthcare professionals and patients. By completing this course, learners will gain valuable insight into diabetes, equipping them for careers in healthcare, social care, and related fields. Diabetes Awareness (Type 1 & 2) Curriculum Module 01: What is Diabetes Module 02: The Diabetes Challenge Module 03: The Cost of Diabetes in Social Care Module 04: Type 1 Diabetes Module 05: Type 2 Diabetes Module 06: Type 2 Diabetes Treatments Module 07: Prediabetes Module 08: Gestational Diabetes Module 09: Other Types of Diabetes Module 10: Hypoglycaemia Module 11: Hyperglycaemia and Hyperosmolar Hyperglycaemic State Module 12: Glossary of Diabetes Terms (See full curriculum) Who is this course for? Individuals seeking to understand diabetes and its impact on health. Professionals aiming to expand their knowledge in healthcare or social care. Beginners with an interest in diabetes or healthcare management. Anyone looking to improve their understanding of diabetes awareness. Career Path Healthcare Assistant Social Care Worker Diabetes Educator Public Health Specialist Healthcare Administrator Diabetes Support Coordinator

Join Heidi Steel, former teacher, child development and unschooling enthusiast for this webinar on the Power of Play. This webinar will explore the essential role of play in unschooling and how it contributes to children's learning, development, and well-being. Discover the benefits of play beyond the “Early Years.” Find strategies to keep play alive and tips for overcoming common challenges. Gain a deeper understanding of the important role of play in unschooling, Equip yourself with the knowledge and tools needed to create a rich, joyful and expansive learning environment for their children. A recording of this webinar is included and available for two weeks after the live event. These webinars are FREE for Unschooling Village Hub Members along with a back catalogue of Unschooling Webinars, regular live coaching sessions, and discounts on coaching and mentoring services. Sign up for just £20 per month. Yes! I want to join the LPL Unschooling Village Hub

Duration 5 Days 30 CPD hours This course is intended for Operators, administrators, and architects responsible for the creation, maintenance, or delivery of remote and virtual desktop services. Overview By the end of the course, you should be able to meet the following objectives: Recognize the features and benefits of Horizon Use VMware vSphere to create VMs to be used as desktops for Horizon Create and optimize Windows VMs to create Horizon desktops Install and configure Horizon Agent on Horizon desktop Configure and manage the VMware Horizon Client™ systems and connect the client to a VMware Horizon desktop Configure, manage, and entitle desktop pools of full VMs Configure, manage, and entitle pools of instant-clone desktops Create and use Remote Desktop Services (RDS) desktops and application pools Monitor the Horizon environment using Horizon Console Dashboard and Horizon Help Desk Tool Implement a structured approach to troubleshooting Resolve common issues that occur in a Horizon environment Troubleshoot issues with linked and instant clones Configure the Windows client Identify the correct log level for gathering logs Optimize protocols for the best end-user experience VMware Horizon© 8: Virtual Desktop Bootcamp is a five-day combination course of VMware Horizon 8: Skills for Virtual Desktop Management and VMware Horizon 8: Virtual Desktop Troubleshooting. This training combination gives you the skills to deliver virtual desktops and applications through a single virtual desktop infrastructure platform. You build skills in configuring and managing VMware Horizon 8 through a combination of lecture and hands-on labs. You learn how to configure and deploy pools of virtual machines and how to provide a customized desktop environment to end-users. Additionally, you learn how to resolve common issues that occur in a VMware Horizon environment. You engage in a series of lab exercises to bring existing environment issues to resolution. The exercises mirror real-world troubleshooting use cases. These exercises equip learners with the knowledge and practical skills to manage typical challenges faced by virtual desktop administrators and operators. Course Introduction Introductions and course logistics Course objectives Introduction to VMware Horizon Recognize the features and benefits of VMware Horizon Describe the conceptual and logical architecture of VMware Horizon Introduction to Use Case Define a use case for your virtual desktop and application infrastructure Convert customer requirements to use-case attributes vSphere for Horizon 8 Explain basic virtualization concepts Use VMware vSphere© Client? to access your vCenter Server system and VMware ESXi? hosts Create, provision, and remove a virtual machine VMware Horizon Desktops Create a Windows and a Linux virtual machine using vSphere Optimize and prepare Windows and Linux virtual machines to set up VMware Horizon desktop VMs VMware Horizon Agents Outline the configuration choices when installing Horizon Agent on Windows and Linux virtual machines Create a gold master for Windows Horizon desktops VMware Horizon Pools Identify the steps to set up a template for desktop pool deployment List the steps to add desktops to the VMware Horizon© Connection Server? inventory Compare dedicated-assignment and floatingassignment pools Outline the steps to create an automated pool Define user entitlement Explain the hierarchy of global, pool-level, and userlevel policies VMware Horizon Client Options Describe the different clients and their benefits Access Horizon desktop using various Horizon clients and HTML Configure integrated printing, USB redirection, and the shared folders option Configure session collaboration and media optimization for Microsoft Teams Creating and Managing Instant-Clone Desktop Pools List the advantages of instant clones Explain the provisioning technology used for instant-clone desktop pools Set up an automated pool of instant clones Push updated images to instant-clone desktop pools Creating RDS Desktop and Application Pools Explain the difference between an RDS desktop pool and an automated pool Compare and contrast an RDS session host pool, a farm, and an application pool Create an RDS desktop pool and an application ool Access RDS desktops and application from Horizon Client Use the instant clone technology to automate the build-out of RDSH farms Configure load-balancing for RDSHs on a farm Monitoring VMware Horizon Monitor the status of the VMware Horizon components using the Horizon Administrator console dashboard Monitor desktop sessions using the HelpDesk tool Overview of Virtual Desktop Troubleshooting Structured approach to troubleshooting configuration and operational problems Applying troubleshooting methods

Duration 3 Days 18 CPD hours This course is intended for The target audience for the SRE Practitioner course are professionals including: Anyone focused on large-scale service scalability and reliability Anyone interested in modern IT leadership and organizational change approaches Business Managers Business Stakeholders Change Agents Consultants DevOps Practitioners IT Directors IT Managers IT Team Leaders Product Owners Scrum Masters Software Engineers Site Reliability Engineers System Integrators Tool Providers Overview After completing this course, students will have learned: Practical view of how to successfully implement a flourishing SRE culture in your organization. The underlying principles of SRE and an understanding of what it is not in terms of anti-patterns, and how you become aware of them to avoid them. The organizational impact of introducing SRE. Acing the art of SLIs and SLOs in a distributed ecosystem and extending the usage of Error Budgets beyond the normal to innovate and avoid risks. Building security and resilience by design in a distributed, zero-trust environment. How do you implement full stack observability, distributed tracing and bring about an Observability-driven development culture? Curating data using AI to move from reactive to proactive and predictive incident management. Also, how you use DataOps to build clean data lineage. Why is Platform Engineering so important in building consistency and predictability of SRE culture? Implementing practical Chaos Engineering. Major incident response responsibilities for a SRE based on incident command framework, and examples of anatomy of unmanaged incidents. Perspective of why SRE can be considered as the purest implementation of DevOps SRE Execution model Understanding the SRE role and understanding why reliability is everyone's problem. SRE success story learnings This course introduces a range of practices for advancing service reliability engineering through a mixture of automation, organizational ways of working and business alignment. Tailored for those focused on large-scale service scalability and reliability. SRE Anti-patterns Rebranding Ops or DevOps or Dev as SRE Users notice an issue before you do Measuring until my Edge False positives are worse than no alerts Configuration management trap for snowflakes The Dogpile: Mob incident response Point fixing Production Readiness Gatekeeper Fail-Safe really? SLO is a Proxy for Customer Happiness Define SLIs that meaningfully measure the reliability of a service from a user?s perspective Defining System boundaries in a distributed ecosystem for defining correct SLIs Use error budgets to help your team have better discussions and make better data-driven decisions Overall, Reliability is only as good as the weakest link on your service graph Error thresholds when 3rd party services are used Building Secure and Reliable Systems SRE and their role in Building Secure and Reliable systems Design for Changing Architecture Fault tolerant Design Design for Security Design for Resiliency Design for Scalability Design for Performance Design for Reliability Ensuring Data Security and Privacy Full-Stack Observability Modern Apps are Complex & Unpredictable Slow is the new down Pillars of Observability Implementing Synthetic and End user monitoring Observability driven development Distributed Tracing What happens to Monitoring? Instrumenting using Libraries an Agents Platform Engineering and AIOPs Taking a Platform Centric View solves Organizational scalability challenges such as fragmentation, inconsistency and unpredictability. How do you use AIOps to improve Resiliency How can DataOps help you in the journey A simple recipe to implement AIOps Indicative measurement of AIOps SRE & Incident Response Management SRE Key Responsibilities towards incident response DevOps & SRE and ITIL OODA and SRE Incident Response Closed Loop Remediation and the Advantages Swarming ? Food for Thought AI/ML for better incident management Chaos Engineering Navigating Complexity Chaos Engineering Defined Quick Facts about Chaos Engineering Chaos Monkey Origin Story Who is adopting Chaos Engineering Myths of Chaos Chaos Engineering Experiments GameDay Exercises Security Chaos Engineering Chaos Engineering Resources SRE is the Purest form of DevOps Key Principles of SRE SREs help increase Reliability across the product spectrum Metrics for Success Selection of Target areas SRE Execution Model Culture and Behavioral Skills are key SRE Case study Post-class assignments/exercises Non-abstract Large Scale Design (after Day 1) Engineering Instrumentation- Instrumenting Gremlin (after Day 2)

Duration 1 Days 6 CPD hours This course is intended for Business decision-makers: directors (managers of managers), managers of individual contributors (ICs) or ICs working in non-IT functions/divisions (such as finance, marketing, sales, HR, product design) interested in understanding the applications of Google?s cloud technology for business improvement opportunities and transformational project(s). Through this interactive training, you?ll learn about core cloud business drivers?specifically Google?s cloud?and gain the knowledge/skills to determine if business transformation is right for you and your team, and build short and long-term projects using the ?superpowers? of cloud accordingly. You?ll also find several templates, guides, and resource links through the supplementary student workbook to help you build a custom briefing document to share with your leadership, technical teams or partners. Why cloud technology is revolutionizing business This module introduces cloud technology as a paradigm shift and explains how it?s irrevocably transforming business globally. It defines the fundamental building blocks of cloud technology?compute power and data?and what they mean for you and your business. And finally, it reveals how these building blocks help to create five superpowers using concrete use cases of their transformative abilities for business, education, and government sectors. Foster an innovation culture Cloud is not just about a technological transformation; it's a business and cultural transformation, too. This module explores how the superpowers of the cloud are brought to life through people. It looks specifically at how to organically create and scale innovation through culture and business practices. It offers key principles, drawing examples from Google?s success and real world scenarios, that you can apply in your day-to-day operations. Define the ideal business transformation challenge Previous modules describe the journey with cloud technology to include business and cultural changes as well. This module sets the groundwork to build a transformational solution using cloud technology for your role or your business. This process starts with distinguishing between scaled improvements and transformations. Next, the module demonstrates how to write an ideal challenge question and use insights generated from a data ecosystem to address the challenge. Finally, it introduces a framework that you can use to assess and refine your challenge ideas, preparing you to build a business case in a later module. Build trust with availability, security, and compliance This module addresses common concerns about data privacy and security when migrating to the cloud. It defines key terms - privacy, security, compliance, and reliability - and reveals today?s top cybersecurity challenges and threats. It discusses how data security and compliance can be maintained when data is in the cloud, as illustrated by the Shared Responsibility Model. And finally, it uses a concrete example to explain how learners can build a high-level security program in their own organization. Build a business case for your transformation challenge This module explains how to identify the most transformative solution for your business challenge. It then breaks down steps to achieve the transformational solution through creating smaller projects and plotting them onto a transformation roadmap. It describes how to use the data ecosystem you mapped in a previous module to support your overall project. Finally, it explains step by step how to build a business case and gives tips to help you pitch your project idea to gain buy-in from leadership, teams, and technical partners. Additional course details: Nexus Humans Business Transformation with Google Cloud training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Business Transformation with Google Cloud course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 2 Days 12 CPD hours This course is intended for Data Protection OfficersData Protection ManagersAuditorsLegal Compliance OfficersSecurity ManagerInformation ManagersAnyone involved with data protection processes and programs Overview It will show the world that students know privacy laws and regulations and how to apply them, and that students know how to secure your place in the information economy. When students earn a CIPP credential, it means they?ve gained a foundational understanding of broad global concepts of privacy and data protection law and practice, including: jurisdictional laws, regulations and enforcement models; essential privacy concepts and principals; legal requirements for handling and transferring data and more. It will show the world that students know privacy laws and regulations and how to apply them, and that students know how to secure their place in the information economy. When students earn a CIPP credential, it means they've gained a foundational understanding of broad global concepts of privacy and data protection law and practice, including: jurisdictional laws, regulations and enforcement models; essential privacy concepts and principals; legal requirements for handling and transferring data and more. Common Principles and Approaches to Privacy This unit includes a brief discussion about the modern history of privacy, an introduction to types of information, an overview of information risk management and a summary of modern privacy principles. Jurisdiction and Industries This unit introduces the major privacy models employed around the globe and provides an overview of privacy and data protection regulation by jurisdictions and industry sectors. Information Security: Safeguarding Personal Information This unit presents introductions to information security, including definitions, elements, standards, and threats/ vulnerabilities, as well as introductions to information security management and governance, including frameworks, controls, cryptography and identity and access management (IAM). Online Privacy: Using Personal Information on Websites and with Other Internet-related Technologies This unit focuses on the web as a platform, as well as privacy considerations for sensitive online information, including policies and notices, access, security, authentication and data collection. Additional topics include children?s online privacy, email, searches, online marketing and advertising, social media, online assurance, cloud computing and mobile devices. Canadian Legal Framework This unit provides an introduction to the Canadian legal system. It includes enforcement agencies and their powers, privacy basics from a Canadian perspective and the underlying framework for Canadian privacy law and practice. Canadian Private-sector Privacy Laws This unit focuses on the Canadian legal system. It includes enforcement agencies and their powers, privacy basics from a Canadian perspective and the underlying framework for Canadian privacy law and practice. Canadian Public-sector Privacy Laws This unit highlights key concepts and practices related to the collection, retention, use, disclosure and disposal of personal information by federal, provincial and territorial governments. Health Information Privacy Laws This unit touches on the applicability and purpose of health information privacy laws. Private-sector Compliance Practices This unit delves into the components that make up compliance regulations, including Generally Accepted Privacy Principals and security breach notification, and also examines compliance track records and Federal Commissioner Findings. Public-sector Compliance Practices This unit presents the various methods that can be implemented for compliance in the public sector, such as privacy impact assessments and data sharing agreements. In addition, it discusses the challenges presented by digital information exchanges, as well as non-legislative considerations. Health-sector Compliance Practices This unit covers the issues presented with digital compliance in the health sector. Additional course details: Nexus Humans Certified Information Privacy Professional (CIPP/CAN) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Certified Information Privacy Professional (CIPP/CAN) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

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.

High quality specifications are of paramount importance in achieving the right technical performance and value for money. This long-established training programme has been developed to help those involved in producing specifications to create high quality documents in an organised and effective way. It provides a sound foundation for those new to the topic whilst at the same time offering new insights to those with more experience. The programme emphasises the need for a clear definition of requirements combined with the ability to communicate those requirements effectively to third parties. A structured method of preparing specifications is provided, and a range of practical techniques is presented, to enable participants to put the principles into practice. The commercial and contractual role of specifications is also addressed. The objectives of the workshop are to: Provide a clear understanding of the role and purpose of specifications Present a framework for organising and producing specifications Define the key steps involved in creating effective specifications Demonstrate methods for assisting in defining requirements Provide tools and techniques for scoping and structuring specifications Show the role of specifications in managing variations and changes to scope Present methods to assist the writing and editing of specifications Review how specifications should be issued and controlled DAY ONE 1 Introduction Review of course objectives Review of participants' needs and objectives 2 Creating effective specifications The role of specifications in communicating requirements The costs, benefits and qualities of effective specifications Understanding the differences between verbal and written communication The five key steps of 'POWER' writing: prepare-organise-write-edit-release Exercise: qualities of an effective specification 3 Step 1: Preparing to write - defining readership and purpose; the specification and the contract Designing the specifications required; applying BS 7373 Defining the purpose, readership and title of each document Effective procedures for writing, issuing and controlling specifications The roles and responsibilities of the key players Understanding contracts; the contractual role of the specification Integrating and balancing the technical and commercial requirements Writing specifications to achieve the appropriate contract risk strategy Deciding how to specify: when to use functional and technical specifications The role of specifications in managing variations and changes to scope 4 Case study 1 Teams review a typical project scenario and identify the implications for the specification Feedback and discussion 5 Step 2: Organising the specification content Defining the need and establishing user requirements Deciding what issues the specification should cover Scoping techniques: scope maps, check lists, structured brainstorming Clarifying priorities: separating needs and desires Dealing with requirements that are difficult to quantify Useful techniques: cost benefit analysis, QFD, Pareto analysis 6 Case study 2 Teams apply the scoping techniques to develop the outline contents for a specification Feedback and discussion DAY TWO 7 Step 2: Organising the specification content (cont) Deciding what goes where; typical contents and layout for a specification The three main segments: introductory, key and supporting Creating and using model forms: the sections and sub-sections Detailed contents of each sub-section Tools and techniques for outlining and structuring specifications 8 Case study 3 Teams develop the detailed specification contents using a model form Feedback and discussion 9 Step 3: Writing the specification The challenges of written communication Identifying and understanding the readers needs Choosing and using the right words; dealing with jargon Problem words; will, shall, must, etc; building a glossary Using sentence structure and punctuation to best effect Understanding the impact of style, format and appearance Avoiding common causes of ambiguity Being concise and ensuring clarity Choosing and using graphics to best effect Exercises and examples 10 Step 4: Editing the specification Why editing is difficult; how to develop a personal editing strategy Key areas to review: structure, content, accuracy, clarity, style and grammar Editing tools and techniques 11 Step 5: Releasing and controlling the specification Key requirements for document issue and control Final formatting and publication issues; document approval Requirements management: managing revisions and changes 12 Course review and action planning What actions should be implemented to improve specifications? Conclusion