105 Courses in Birmingham

The main aim of this workshop is to encourage and enable delegates to present their sales messages stylishly and persuasively to expert buying audiences and improve their conversion rates. The focus is placed firmly on performance and creativity in top level presenting. It is aimed at experienced sales professionals who are expert at selling but need to be able to present and pitch for business at high skill levels in order to land major accounts. Delegate numbers will be restricted to 4 people. Delegates should be willing and be prepared to give video-recorded presentations as part of the course. Course Syllabus The syllabus of the Sales Presenting course is comprised of two modules, covering the following: Module One Components of Top Presenting Preparation and performance in presenting Being stylish and compelling Differentiation, risk-taking and presenting Connecting with your audience Achieving impact and drama Creating a buying emotion Getting out of a comfort zone First delegate presentations Module Two Pitching in Teams Getting your act together - the plan Looking and sounding like a team The buyer's perspective Getting your moves right - choreography Dealing successfully with questions Rehearsing to succeed Second delegate presentations Dragon's Den Exercise The delegation is split into two groups, each with a specific product or service to win the Dragons' investment. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an "I'm in" or an "I'm out" reply. A full debrief is then conducted covering: Planning Commercial consequences Putting forward a business case Critical thinking Negotiating Selling skills Presentation skills Profile building 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.

Develop your consultative selling skills through 6 practical modules: Define your target market Approaches that sell The Sales Interview Discovering prime buying motives How to close sales Overcoming stalls and objections In addition, learn to develop effective work habits, daily / weekly / monthl

This is not a single course but a set of menu options from which you can 'pick and mix' to create a draft programme yourself, as a discussion document which we can then fine-tune with you. For a day's training course, simply consider your objectives, select six hours' worth of modules and let us do the fine-tuning so that you get the best possible training result. Consider your objectives carefully for maximum benefit from the course. Is the training for new or experienced credit control staff? Are there specific issues to be addressed within your particular sector (eg, housing, education, utilities, etc)? Do your staff need to know more about the legal issues? Or would a practical demonstration of effective telephone tactics be more useful to them? Menu Rather than a generic course outline, the expert trainer has prepared a training 'menu' from which you can select those topics of most relevance to your organisation. We can then work with you to tailor a programme that will meet your specific objectives. Advanced credit control skills for supervisors - 1⁄2 day Basic legal overview: do's and don'ts of debt recovery - 2 hours Body language in the credit and debt sphere - 1⁄2 day County Court suing and enforcement - 1⁄2 day Credit checking and assessment - 1 hour Customer visits and 'face to face' debt recovery skills - 1⁄2 day Data Protection Act explained - 1⁄2 day Dealing with 'Caring Agencies' and third parties - 1 hour Debt counselling skills - 2 hours Elementary credit control skills for new staff - 1⁄2 day Granting credit and collecting debt in Europe - 1⁄2 day Identifying debtors by 'type' to handle them accurately - 1 hour Insolvency: Understanding bankruptcy / receivership / administration / winding-up / liquidation / CVAs and IVAs - 2 hours Late Payment of Commercial Debts Interest Act explained - 2 hours Liaison with sales and other departments for maximum credit effectiveness - 1 hour Suing in Scottish Courts (Small Claims and Summary Cause) - 1⁄2 day Telephone techniques for successful debt collection - 11⁄2 hours Terms and conditions of business with regard to credit and debt - 2 hours Tracing 'gone away' debtors (both corporate and individual) - 11⁄2 hours What to do if you/your organisation are sued - 1⁄2 day Other topics you might wish to consider could include: Assessment of new customers as debtor risks Attachment of Earnings Orders Bailiffs and how to make them work for you Benefit overpayments and how to recover them Cash flow problems (business) Charging Orders over property/assets Credit policy: how to write one Council and Local Authority debt recovery Consumer Credit Act debt issues Using debt collection agencies Director's or personal guarantees Domestic debt collection by telephone Exports (world-wide) and payment for Emergency debt recovery measures Education Sector debt recovery Forms used in credit control Factoring of sales invoices Finance Sector debt recovery needs Third Party Debt Orders (Enforcement) Government departments (collection from) Harassment (what it is - and what it is not) Health sector debt recovery skills Hardship (members of the public) Insolvency and the Insolvency Act In-house collection agency (how to set up) Instalments: getting offers which are kept Judgment (explanation of types) Keeping customers while collecting the debt Late payment penalties and sanctions Letter writing for debt recovery Major companies as debtors Members of the public as debtors Monitoring of major debtors and risks Negotiation skills for debt recovery Old debts and how to collect them Out of hours telephone calls and visits Office of Fair Trading and collections Oral Examination (Enforcement) Pro-active telephone collection Parents of young debtors Partnerships as debtors Positive language in debt recovery Pre-litigation checking skills Power listening skills Questions to solicit information Retention of title and 'Romalpa' clauses Sale of Goods Act explained Salesmen and debt recovery Sheriffs to enforce your judgment Students as debtors Statutory demands for payment Small companies (collection from) Sundry debts (collection of) Terms and Conditions of Contract Tracing 'gone away' debtors The telephone bureau and credit control Taking away reasons not to pay Train the trainer skills Utility collection needs Visits for collection and recovery Warrant of execution (enforcement)

Workplace Mediation

Certified Business Relationship Manager (CBRM®): In-House Training The CBRM® Practitioner Qualification is intended for the intermediate-to-advanced Business Relationship Manager, as it focuses on advancing to the role of Strategic Business Relationship Manager. As such, the primary focus is on strategic business relationship management, leveraged to optimize business value to the enterprise. The purpose of the Practitioner qualification is to confirm whether the candidate has achieved sufficient understanding and competence to perform the role of Strategic Business Relationship Manager. To pursue the CBRM® certification, a candidate must be a certified Business Relationship Management Professional (BRMP®).

Change Management Foundation: In-House Training: In-House Training This course provides practical knowledge on Change Management techniques and the Foundation certification. You will examine various Change Management techniques and explore which could be effectively implemented in your organization. The structured approach helps you understand how you deal with change as an individual, as a member of a team or organization, and as a leader. The program design explores the impact that change has on these four major areas: Change and the Individual Change and the Organization Communications and Stakeholder Engagement Change Management Practice This course also prepares you for the APMG Change Management Foundation exam. Given that a primary course goal is to achieve the Foundation Certification, the course text will be provided in advance of the workshop so the participant may begin studying. In addition, daily homework assignments and practice exams will be provided. The Foundation-level exam is taken at the end of the third day of the Traditional Classroom course. Virtual Classroom participants must make separate arrangements to schedule their exam following course completion (See 'Important Note for Virtual Course Participants'). What You Will Learn You'll learn how to: Explain how individuals learn and why many may resist change Illustrate how to build an effective change team Describe the stakeholder engagement process and relate this to appropriate communication Differentiate various approaches to plan, implement, and sustain organizational change Demonstrate how to assess change impact and readiness, and deal with resistance Improve your ability to pass the APMG Change Management Foundation Certification exam Getting Started Introductions Course structure Course goals and objectives Change and the Individual How people learn Personality and change - introduction to MBTI Models of individual change - the Change Curve and Bridges' Transition Motivating individuals during change Change and the Organization Understanding organizational metaphors Organizational culture and change 3 models of change - Lewin, Kotter, and Senge Key roles in change Stakeholder Engagement Identifying and analyzing stakeholders Personas and empathy maps Influencing strategies Communication Feedback and communication approaches Communicating change - planning, factors, and barriers Communication biases and channels Change Impact Identifying and assessing change impact Stakeholder impact assessment Change severity assessment Change Readiness Building change agent networks and the change team How to make the organization ready for change Creating a change management plan Dealing with resistance to change APMG Change Management Foundation Exam Preparation Review of and practice with APMG sample questions and test papers APMG Change Management Foundation Exam Traditional Classroom: Paper-based exams will be taken on the last day of class Virtual Classroom: The exam is scheduled by the Participant and taken subsequent to the course

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

This foundational course will help all managers better understand what a procurement function does, including the processes, tools and techniques it employs to reach its goals and how it measures its business performance. PARTICIPANTS WILL LEARN HOW TO: Explain the contribution of procurement to the overall business objectives. Explain the added value that can be obtained by a business when it manages its procurement activities efficiently and effectively. Understand the complex activity of procurement and the challenges it presents for risk management. Develop good quality procurement practices that will manage the expectations of all stakeholders Identify methods by which a procurement function can be measured and performance monitored. Perform contract management activities. Understand ways in which improvements might be identified and implemented. COURSE TOPICS INCLUDE: Procurement and business objectives Stakeholder Management Commercial Specifications Whole Life Costing Targeted procurement Procurement planning Supplier Appraisal and selection RFQ & ITT & Evaluation Contract Management

Overview This 2-day programme covers the latest techniques used for fixed income attribution. This hands-on course enables participants to get a practical working experience of fixed income attribution, from planning to implementation and analysis. After completing the course you will have developed the skills to: Understand how attribution works and the value it adds to the investment process Interpret attribution reports from commercial systems Assess the strengths and weaknesses of commercially available attribution software Make informed decisions about the build vs. buy decision Present results in terms accessible to all parts of the business Who the course is for Performance analysts Fund and portfolio managers Investment officers Fixed Income professionals (marketing/sales) Auditors and compliance Quants and IT developers Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Construction (Design & Management) Regulations 2015 - this law applies to the whole construction...