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Many organisations find that project teams struggle to create and maintain effective plans. Estimates are often overly optimistic and risks go unmanaged until the inevitable happens. Resource managers also find it hard to forecast the likely loading on their departments and requests for support are not provided in a consistent format. This programme has been developed to address these needs in a very practical, hands-on format. Case study work can be based on simulations or on the organisation's current projects for maximum benefit to participants. The aim of this training is to develop and enhance participants' planning and risk management skills in order to maximise the success of project work undertaken by the organisation. The principal training objectives for this programme are to: Provide a structured, integrated approach to planning and risk management Demonstrate practical tools and techniques for each stage of planning Show how to organise and involve relevant people in the planning process Explain how to use the plan for forecasting and pro-active project control Identify ways to improve planning, both individually and corporately The course will emphasise the importance of participative planning techniques that improve the quality of plans whilst reducing overall time and cost of planning. The course will encourage discussion of internal procedures and practices and may be customised to include them if required. DAY ONE 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 Projects and planning Why plan? The benefits of good planning / penalties of poor planning Planning in the project lifecycle; the need for a 'living' plan The interaction between target setting and the planning process Team exercise: planning the project 3 Planning the plan Defining the application and structure of the plan Impact of planning decisions during the project lifecycle Using available time to create an effective plan 4 Defining deliverables Assessing the context; reviewing the goals and stakeholders Developing the scope and defining deliverables; scope mapping Understanding customer priorities; delivering value for money Case study: defining the project deliverables 5 Creating the work breakdown Building the work breakdown structure Detailing the tasks and sub-tasks; structured brainstorming Defining task ownership; the task responsibility matrix 6 Creating and using a logical network Developing the logical network; task boarding Determining the critical path and calculating float Accelerating the plan; concurrent programming and risk Individual and group exercises DAY TWO 7 Developing resource schedules Deriving the Gantt chart from the network Developing the detailed resource schedules Calculating the expenditure profile ('S' curve) 8 Estimating task durations and costs Understanding estimates: effort, availability and duration Estimating tools and techniques Application of estimating techniques during the project lifecycle 9 Case study Developing the project plan Refining the project plan Team presentations and discussion 10 Managing risks and refining the plan Awareness of contractual issues associated with risk Identifying and evaluating risks; deciding ownership Managing risks: determining levels of provision and contingency Controlling risks: maintaining an up-to date risk register 11 Planning for pro-active control The earned value analysis (EVA) concept and its predictive value Deriving the measures needed for cost and delivery performance Practical issues associated with implementing EVA 12 Using and maintaining the plan Tracking progress and updating the plan Publishing and controlling the plan 13 Course review and transfer planning (Course sponsor present) Identify ways of implementing the techniques learnt Sponsor-led review and discussion of proposals Conclusion

In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals

The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives. We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks. This course will help participants: Learn key principles of managing sales priorities, meeting targets and getting 'everything' done! Learn proven techniques for structuring your day, week and normal routine Develop effective sales time management at the office and on the road Learn a seven-step process for setting goals and objectives in your work and personal life Understand how to make time for sales prospecting, designated call days Understand practical ways to improve your time management 1 Key principles of sales time management Course objectives and review of time log Essential principles of sales time management How do you use your time now? Reviewing your working day (from pre-course survey) Beliefs and feelings about time 2 Managing sales priorities and planning systems Managing priorities and planning systems Use organised persistence to plan your sales activity Planning your territory and prospecting activity How to use priority ratings not urgency to react to tasks 3 Dealing with distractions and communication skills Know your time 'bandits' and creating more positive habits to overcome them Making time by saying 'no' assertively and managing expectations Assertiveness techniques for handling colleagues and clients Making meetings worthwhile - preparation and planning 4 Sales goal setting and action planning Set clear, concise, and motivating sales goals and action plans How to set and use goal setting as way of managing your time and increasing results The principles of linking SMART objectives to action plans and daily activities 5 Creating results focus - every day, week, and month Batch sales tasks together, starting with emails Planning your day and week and protecting sales 'prime' time Apply the 80/20 to your sales contacts, clients, and prospects 6 Overcoming procrastination and structuring your day Understanding procrastination, what it is and how to recognise it in yourself and others How to stop procrastinating and start making progressing Build a power prospecting hour into every day Smart stuff to make more sales time: five automated tools Live the $64,000 dollar question

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan

This comprehensive one-day programme has been designed to provide participants with an overview of basic supply chain principles and concepts and to identify potential opportunities for reducing costs, minimising risks and adding value across the supply chain. This could include reducing inventory, procurement, transport and storage costs. Fundamentally, the object of the programme is to empower participants to be able to collaborate with all key stakeholders across the supply chain. This course will help participants: Appreciate the importance of the supply chain as a source of competitive advantage Understand the tools and techniques available to improve supply chain performance Analyse and mitigate risks across the supply chain Identify opportunities for improvements in their respective supply chains Demonstrate competence in the pro-active management of the supply chain

The learning objectives that we believe you require to be covered within the training include: A detailed understanding of the CDM 2015 Regulations and how they should work in practice An understanding of the key roles (Designer, Principal designer, contractor, principal contractor and client) under CDM 2015 What constitutes design and when you may be acting as a designer The requirements for notification Pre construction information, the construction phase plan and the H&S file An opportunity for delegates to ask questions and gain clarification on specific project requirements 1 Introduction Why manage health and safety? The costs of accidents Construction industry statistics Why CDM 2015? 2 Overview of health and safety law and liabilities Criminal and civil law Liability Enforcement and prosecution Compliance - how far do we go? Statutory duties 3 Health and safety law in construction - the current framework Framework of relevant legislationHealth and Safety at Work etc Act 1974Management of Health and Safety at Work Regulations 1999Construction (Design and Management) Regulations 2015Work at Height Regulations 2005 Who is responsible for the risks created by construction work? Shared workplaces/shared responsibilities Control of contractors - importance of contract law 4 CDM 2015 - the principles and current best practice Scope - what is construction? Application - when do the Regulations apply? The CDM management systemDutyholders (client, designer, principal designer, principal contractor, contractor)Documents (pre construction information, Notification, construction phase Plan, H&S File)Management process The 2015 HSE guidance / industry best practice Clarification of roles and responsibilities 5 Competence under CDM 2015 What is 'Competence'? The criteria to be used in construction Achieving continuous improvement 6 Part 4 Construction Health Safety and Welfare Overview of Part 4 Responsibilities Welfare arrangements 7 Risk assessment and the role of the designer Principles of risk assessment Loss prevention / hazard management What is a suitable risk assessment?Design v construction risk assessmentThe client is a designer?Whose risk is it? 8 Risk assessment exercise Understanding the principles of design risk assessment Identifying hazards under the control of clients and designers Quantifying the risk 9 Questions, discussion and review

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

M&O of engineering plant and services is becoming more important to the success of the core business. To select the right M&O technique for specific plant and equipment it is necessary to know what options are available, what they deliver and how they should be implemented. This course will help you consider options and techniques that provide best value based on that thorough understanding of the business need. M&O will increasingly be required to demonstrate it is delivering the optimum of cost and value and the main purpose of the course is to show how this can be achieved. Note: this is a purely indicative list of topics that can be covered. The content, duration, objectives and material used would all be adapted to match your specific requirements. This course will help you: Determine what the business needs from the M&O service Determine the cost and value of the various M&O options Prepare and present the business case for the selected M&O strategy Introduce meaningful KPIs based on performance-based service by the M&O provider Undertake a review of current M&O and make recommendations for improvement Introduce energy and carbon management performance criteria in M&O Better deal with project risk and uncertainties Motivate others to deliver a reliable and cost effective M&O service Note: this is a purely indicative list of topics that can be covered. The content, duration, objectives and material used would all be adapted to match your specific requirements. 1 What is maintenance and what is operation? - their relative importance to the business 2 Comparison of the various maintenance options and techniques, including: Planned preventative Run to failure Condition monitoring Business focused Business critical Total productive Reliability centred maintenance 3 Forms of contracts and service, including: Comprehensive Input driven Output driven Limited replacement Performance based M&O 4 Selecting the right options and making the business case 5 Continuous commissioning as a tool for delivering best value 6 Case studies

Budgeting is more than mere vague oversight. Budgeting should deliver the corporate strategy, add shareholder value and lead to a well-run business - for the benefit of all involved in it. Effective budgeting leads to real control - effective day-to-day operational control and more. This course demonstrates what proper budgeting and operational control can do. This course will help ensure that participants: Appreciate the importance of the budgeting process Take ownership of it Use it as a daily working tool - not an annual exercise - to help run their part of the operation Improve their reporting against budget Ensure their delivery against budget 1 Objectives of budgets The budget process Stages - what is the prime aim of a budget? What is forecasting? ObjectivesPlanningImplementation 2 Budget and cost control focus Choosing objectives Links with corporate strategy Links with resource management Can the accounting systems cope? 3 Traditional budgeting and control Benefits and drawbacks The process Control and feedback Reporting - what can be expected? 4 Advanced budgeting and control Understanding the business process Taking out costs Cost awareness ZBB - as valid as ever 5 Reports Reports for action The purpose of a report Content - deliverables and feedback Culture is so important