1977 Courses in Leicester

This workshop will provide participants with the insight and skills to be more effective business networkers, face-to-face and online. The approach taken is to build on the strengths people already have and their successes. It is easier to develop what you already have than to try and develop skills that do not come easily. Being yourself is the most effective tool for business networking and building relationships. This course will help those attending: Appreciate the importance of networking, and different forms of networking Understand the dynamics of communication that are specific to networking Become more confident and assured when 'working' a room Improve their influencing skills, especially with people who are experts and in positions of authority 'Sell' themselves and promote their company Identify and manage their profiles using online social networking sites Use effective follow-up to maintain active contacts and connections Select the correct networking groups, clubs and events Create their own personal network 1 The importance, and different types, of networking Personal objectives and introductions Test networking session Examples of the importance, purpose and format of various types of networking, and benefits you can expect 2 How to work a room - preparation and strategy Three things to know before you attend any event Non-verbal communication and art of rapport Breaking the ice - worked examples with practical demonstration 3 Communication dynamics in networking - the power of the listening networker Why it is better to listen than talk Effective questioning and active listening Creating a natural and engaging conversation, 1-2-1 and in a larger group 4 Assumptions when networking How to use the 'instant judgement' of others to your advantage What assumptions are you making? How to keep an open mind 5 Business networking etiquette Meeting and greeting at a business networking event - approaching complete strangers and introducing yourself Socialising: joining and leaving groups easily Making a good first impression in 30 seconds The use of status when networking 6 Making connections Asking for cards, contact details and referrals Gaining a follow-up commitment Some tips and tricks 7 Business networking rehearsals Practice sessions 8 Personal business networking online Overview of different types of networking sites - there is a lot more out there than just Facebook! Examples of creating an effective profile Using social networking effectively - case studies and application 'Advanced' applications - blogs, articles, twitter, feeds, etc. Online demonstration and examples 9 Building relationships - follow-up and follow-through Maintaining a good database Developing a contact strategy with different types and levels of contact How to analyse your contact base

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

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

Are you struggling with the 'creeping kilograms?' Many of us find that not only has our weight increased over the last few years but the diets either no longer work or become harder and harder to commit to. This session will help you re-evaluate your approach to losing weight and give you the foundations for creating a plan that makes it easy for you to reach and maintain a weight that feels right for you. Take away a tool that will enable you to assess your eating type, whether you are a protein or carbohydrate based eater, and eating style, whether you prefer to be a grazer or three meals a day, and develop an eating plan that works for you. You will have the opportunity to: Explore the myths and reality of losing weight Examine self-defeating eating habits and how to replace them with energy enhancing food Learn about one change you can make today that will not only help you lose weight but improve your ability to think and manage your emotions more constructively

This one-day workshop focuses on building a professional presentation from scratch, giving you essential hints and tips on how to utilise the key features of PowerPoint, including speaker notes, inserting charts, diagrams and pictures, and utilising slide transitions and animation. You will also learn about PowerPoint templates and themes to ensure your presentations have the best impact. This course will help participants: Using Slide Master Create a presentation using a template Insert slides and change the layout Manage slides and control formats Enhance slides using animation, pictures, charts and graphics Work with tables, rows, cells and columns Create and control paragraph lists Insert titles and labels Effectively use slide show controls and presenter view Print slides, handouts and notes 1 Introduction to PowerPoint Navigating the features Creating a simple presentation Inserting new slides and changing layouts Creating speaker notes 2 Using Layouts in Slide Master Editing templates in slide master Adding a design theme Adding transitions, pictures and logos Using Slide Show View 3 Drawing shapes and SmartArt Using Drawing Tool Formats Creating shapes Aligning shapes and stacking order Creating a cycle graphic Creating an organisation chart 4 Animation Visually enhancing slides with animation Using text and object animation Adding animation to lists Making animation work for you 5 Presenting Confidently running a presentation Using presenter view Using the slide show controls

A thorough account of the UK and European legal framework and its requirements as regards managing environmental performance. This course will help staff to understand: The framework of UK and European legislation and its enforcement The principal features of the legislation as they apply to your organisation's activity/product/service The benefit of having an Environmental Management System such as ISO 14001 How their own actions and decisions can either expose or protect the organisation in relation to its legal obligations 1 Introduction and objectives 2 Introduction to environmental law and enforcement Sources of law (European and UK) Structure and enforcement Key legislation 3 Integrated Pollution Prevention and Control (IPPC) and Local Air Pollution and Control (LAPC) Pollution and Prevention Control Act 1999 EC Directives on PPC The meaning of BAT Transitional provisions Fit and proper persons Control of emissions to air National Air Quality Strategy 4 Packaging and producer responsibilities Who, what and how The Producer Responsibility Obligations (Packaging Waste) Regulations Obligations and exemptions Registration Recycling and recovery obligations Records Duties of the Environment Agency Offences Developments 5 Waste management National Waste Strategy Waste minimisation (re-use/recycling) Waste definition Disposal and recovery Controlled waste management Hazardous waste management 6 Proposed Legislation and EC Directives EU Commission's waste and resources strategies Implementation of ELV (End of Life Vehicles) Directive WEEE (Waste Electrical and Electronic Equipment) Directive transposition into UK legislation Other producer responsibility initiatives Other proposals from the EU 7 Conclusion Open forum Summary Close

Finance doesn't have to be a puzzle. And if you want to get anywhere with your career, it had better not be! Whatever your role, you have an impact on the financial wellbeing of the organisation you work for, whether you've got specific financial responsibilities or not. This thoroughly practical, fun and enjoyable one-day workshop will help unpuzzle finance for you. It's an ideal opportunity to master the terminology, get to grips with the concepts, learn how 'the finance department' works and understand the part you play. This course will help participants: Appreciate the role and importance of Finance within organisations Be able to recognise and describe some of the common items and jargon used Identify the elements of the Profit & Loss and the Balance Sheet Understand cashflow Make better decisions Manage budgets 1 Introduction Expectations Terminology Key financial principlesAccrualsConsistencyPrudenceGoing concern 2 The three main financial statements Profit & Loss accountIncomeCost of salesGross profitAdministrative expenses ('overheads')Net profit/(loss) for the financial year (the 'bottom line')P&L format Balance SheetTerminologyFixed AssetsCurrent AssetsCurrent LiabilitiesLong-term LiabilitiesCapitalB/S format Cashflow Statement Financial and management information systems 3 Budgets and forecasts Why budget? Types of budget - incremental or zero-based Budgeting for costs - fixed and variable Budgeting for income An eight point plan for budgeting for your department Case study: Small Brother Ltd Problems and solutions 4 Accruals Accruals - what and why? Prepayments 5 Open forum

This course follows the Institute of Occupational Safety and Health's syllabus. A one-day programme, it is suitable for all people at all levels in the workplace and gives a basic introduction to the principles of environmental management. On successful completion of the course, participants will be able to: Understand the terms 'environment' and 'pollution' Understand the terms 'hazard' and 'risk' related to the environment Better appreciate environmental issues generally, and specifically in respect of their organisation Identify hazards to the environment from working practices Outline the procedures/controls necessary to prevent damage to the environment 1 What is the environment? - putting the environment in context Key environmental issues and how we contribute Definition of the environment 2 Working with the environment What is pollution? Sources, receptors and pathways Environmental consequences workshop - identifying the environmental consequences of our working practices Environmental risk assessment Effective control mechanisms 3 Protecting the environment - Environmental Management Systems What is an Environmental Management System (EMS)? What are the benefits of having an EMS? EMS structure and models Identifying what elements of EMS your company has and how they work Roles and responsibilities 4 Choice of module Option 1: Organisation-specific moduleThis module can be used to introduce environmental concepts that are specific to your activities and operations, and will be compiled through discussion with your organisation Option 2: Environmental best practiceIf no organisation-specific module is required, or if participants from a number of organisations attend, generic operational environmental best practices can be covered instead. Areas covered include waste management, fuel storage and use, hazardous materials, emissions to air and water and environmental incidents

It's a fact of life that costs generally increase and as a result prices must go up too. Implementing an increase without losing customers is challenging. Talking about a price increase with customers never makes for an easy conversation. Your customers will generally decide whether to accept the increase based upon value, as well as the hassle cost of switching and going elsewhere. Even the most experienced salesperson who has implemented price increases before will be fighting back the nerves when faced with the task of 'selling' the increase. In this flexible programme, we will support your internal preparations at whichever stage you and your colleagues are at. From making the decision to increase prices, right through to those on the frontline already dealing with any push-back. This programme will help participants: Understand the business case for increasing prices Take steps to research the market Consider their customers' motivations Use the six principles of influence Identify and adapt for different personality styles Assess their level of trust with customers Build rapport rapidly with their customers and prospects 1 Raising prices - keys to success Understanding the business case Researching the market Assessing the value of your offering 2 Understanding your customer base Assessing your key accounts What is your 'target' customer range? Creating consistency in pricing approach 3 Planning the increase Timing your implementation Communication strategy Elements of a good price increase letter 4 Developing influencing skills The Trust Equation The six principles of influence Discovering your customer's buying decisions 5 Emotional intelligence and price increases The part emotion plays Developing strategies for keeping calm Handling your customer's responses 6 Understanding different customer styles Discover your own style Recognising behaviour traits in others Adapting your approach to their style 7 Preparing for customer contact Preparing for specific customers Anticipating their response Dealing with challenging customers 8 Following through Maintaining a consistent approach Resisting requests for discounts Confirming the increase in writing

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help. Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to: Increase their effectiveness through proper preparation Construct attention-grabbing opening statements Help potential clients feel comfortable agreeing to a meeting Develop tactics for responding to difficult excuses and objections Stress the benefits of a face-to-face consultation Develop and enhance their questioning and listening skills Prevent customers cancelling booked appointments 1 Introduction to appointment setting Key trends that have changed the way people buy today - and will buy tomorrow Why many sales people avoid picking up the phone The difference that makes a difference - what makes a good appointment-maker? 2 Before you pick up the telephone It all starts with a plan... Who and what to focus our attention How much research should we undertake and why? Setting primary and secondary objectives 3 Making your approach Key considerations Every call is an opportunity - creating a positive mind-set Using a structured approach Using partnership language 4 Gaining an insight into the customer's needs How to quickly 'tune in' to your customers, so that you can serve them more easily Developing speech patterns that put customers at their ease Using effective questioning and listening skills Finding and building pain points 5 Dealing with excuses and objections Pre-empting potential excuses Developing techniques for responding to client objections Keeping the door open for future contact 6 Securing the appointment Selling the benefits of a consultancy meeting Techniques for avoiding cancelled appointments Gaining commitment 7 Action plans Course summary and presentation of action plans