236 Courses in Liverpool

The aim of this course is to provide an overview of the principles and practice for leading and managing a portfolio of smaller projects in a multi-project / multi-task environment. It presents a range of practical methods and techniques relevant to the smaller project scenario, using exercises and case studies to show how these can be applied. The scope of the programme includes: The course also emphasises the importance of the leadership and team-working skills needed by project managers and team members in carrying out their roles. The principal training objectives for this programme are to: Explain and demonstrate the key principles of successful project management Demonstrate a range of useful project management tools and techniques Define the role, and help participants understand the skills required by, the project leader Provide a structured framework to help participants manage multiple projects Identify opportunities to improve project management within the organisation DAY ONE 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 Managing smaller projects Projects and project management Lessons from past projects; the essential requirements for success Differences between projects; characteristic project life cycles Key issues and challenges of smaller projects The multi-project world; project portfolio management 3 Project exercise Syndicate teams plan and manage a small project Review of the project exercise: What are the keys to successful management of small projects? 4 Setting up the project Getting organised Managing the definition process Identifying and managing project stakeholders Working with the customer to define the scope and agree deliverables 5 Case study 1 Defining the project scope and deliverables Syndicate teams define the scope and deliverables for a typical project 6 Project planning The importance and cost benefit of effective planning Planning the plan; deciding how detailed a plan to create Packaging the work and estimating timescales and costs Developing project / resource schedules; setting milestones for control v Identifying and managing critical path activities 7 Case study 2 Creating the project plan Syndicate teams develop and analyse the project plan DAY TWO 8 Managing project risks Identifying risks to the project outcome, timescale and cost Evaluating risks and adopting an appropriate risk strategy Defining risk ownership; keeping a simple risk log Keeping risk management up to date; staying pro-active Integrating planning and risk management 9 Project control Managing change, minimising scope creep Selecting the data needed to provide early warning of problems Monitoring performance easily with 'S' curves and slip charts Using trend forecasting to assess true project status Running project review meetings 10 Managing a multi-project portfolio Understanding the world of multiple projects Establishing ownership of project / programme management Classifying projects and creating the 'master schedule' Defining and applying project lifecycle management Resource management: essential pre-requisites and mechanisms Project prioritisation criteria and techniques; pain / gain analysis 11 Managing the multi-project team Characteristics of small project teams / part-time team membership Clarifying line and project management responsibilities Implementing effective manpower planning Establishing professional working practices in the team Developing project management competences in the team Establishing team roles and integrating team members 12 Course review and transfer planning (Course sponsor present) Identify actions to be implemented individually Identify corporate opportunities for improving project management Sponsor-led review and discussion of proposals Conclusion

There is a lot to learn in Power BI, this course takes a comprehensive look at the fundamentals of analysing data and includes a balanced look at the four main components that make up Power BI Desktop: Report view, Data view, Model view, and the Power Query Editor. It also demonstrates how to utilise the online Power BI service. It looks at authoring tools that enable you to connect to and transform data from a variety of sources, allowing you to produce detailed reports through a range of visualisations, in an interactive and dynamic way. It also includes a detailed look at formulas by writing both M functions in Power Query, and DAX functions in Desktop view. This knowledge will allow you to take your reports to the next level. The aim of this course is to provide a complete introduction to understanding the Power BI analysis process, by working hands-on with examples that will equip you with the necessary skills to start applying your learning straight away. 1 Getting Started The Power BI ecosystem Opening Power BI Desktop Power BI's four views Introduction to Dashboards 2 Importing Files Importing data sources Importing an Excel file Importing a CSV file Importing a database Connect to an SQL Server Database Import vs. Direct Query Importing from the web Importing a folder of files Managing file connections 3 Shape Data in the Query Editor The process of shaping data Managing data types Keeping and removing rows Add a custom column Appending tables together Hiding queries in reports Fixing error issues Basic maths operations 4 The Data Model Table relationships Relationship properties 5 Merge Queries Table join kinds Merging tables 6 Inserting Dashboard Visuals Things to keep in mind Inserting maps Formatting Maps Inserting charts Formatting Charts Inserting a tree map Inserting a table, matrix, and card Controlling number formats About report themes Highlighting key points Filter reports with slicers Sync slicers across dashboards Custom web visuals 7 Publish and share Reports Publishing to Power BI service Editing online reports Pinning visuals to a dashboard What is Q&A? Sharing dashboards Exporting reports to PowerPoint Exporting reports as PDF files 8 The Power Query Editor Fill data up and down Split column by delimiter Add a conditional column More custom columns Merging columns 9 The M Functions Inserting text functions Insert an IF function Create a query group 10 Pivoting Tables Pivot a table Pivot and append tables Pivot but don't aggregate Unpivot tables Append mismatched headers 11 Data Modelling Expanded Understanding relationships Mark a date table 12 DAX New Columns New columns and measures New column calculations Insert a SWITCH function 13 Introduction to DAX Measures Common measure functions Insert a SUM function Insert a COUNTROWS function Insert a DISTINCTCOUNT function Insert a DIVIDE function DAX rules 14 The CALCULATE Measure The syntax of CALCULATE Insert a CALCULATE function Control field summarisation Things of note 15 The SUMX measure X iterator functions Anatomy of SUMX Insert a SUMX function When to use X functions 16 Time Intelligence Measures Importance of a calendar table Insert a TOTALYTD function Change financial year end date Comparing historical data Insert a DATEADD function 17 Hierarchies and Groups Mine data using hierarchies Compare data in groups

Supporting Women in Leadership Throughout The UK Our women in leadership course is specifically designed to target challenges and support women in developing their leadership and management careers. AWARD WINNING LEADERSHIP DEVELOPMENT PROGRAMME Discover Our Women in Construction Management Course The Power Within is dedicated to helping women in construction across England and Scotland achieve business success through our Motivational Intelligence framework. Motivational Intelligence is the third level of intelligence, and the science behind it has won a Nobel Prize. Our women leadership in construction course supports women by improving their motivation, self-belief, decision-making, and leadership skills. This programme is designed to help female business leaders adapt more quickly to their environment, handle adversity more effectively, take productive action, and thrive during times of change. Each is a vital skill needed in today’s ever-changing business environment. When completed, you’ll have the skills needed to make decisions more effectively that help your business grow, become more resilient, and take opportunities when others are stuck. "This course has completely changed my outlook on my responsibilities as a manager/leader. In 26 years with Pfizer, I have never participated in a programme that has as profoundly changed my perspective on my role, my responsibilities and my ability to positively impact my team." FEMALE DIRECTOR OF BUSINESS SERVICES, PFIZER LEADING WITH MOTIVATIONAL INTELLIGENCE What is our Women in Construction Course? In the past five years, we’ve supported thousands of business leaders and managers in nurturing the skills and mindset needed to achieve and exceed their business goals. The Power Within knows women are incredibly effective and consistent at applying our Motivational Intelligence techniques to their lives and business. Our women in construction management course is designed to give you the skills you need to take charge of your business and ensure constant growth while future-proofing your business. The training is perfect for women in construction who are managers or leaders looking to: Quickly Adapt Their Team to Change Effectively Mentor Every Team Member Improve Communication and Collaboration Gain More Buy-In to New Goals or Strategies Transform Their Team Culture Increase Initiative and Self-Motivation Across Their Team How We Help Women in the Construction Industry Our course focuses on imparting fundamental skills, tactical best practices, and powerful insights into the human side of the business. You’ll be provided with valuable knowledge needed to be successful leaders and managers of all levels. We’ll focus on addressing the challenges new businesses around the world face, like leading teams and developing businesses in turbulent and transitional times as well as overcoming the challenges of being women in the construction industry. Throughout the course, particular emphasis is given to helping leaders raise motivational intelligence and foster a growth mindset within their team. LEADING WITH MOTIVATIONAL INTELLIGENCE Our Leading with Motivational Intelligence (MQ) Executive Diploma Programme is specifically designed to help participants create the “complete game” of leadership and management. Leveraged by more than 40% of the largest Fortune 500 companies and implemented around the world, the Leading with Motivational Intelligence (MQ) consistently receives a participant buy-in rate in excess of 97%. However, the most important statistic is: 12 months after completing the course more than 93% of participants continue to use the skills and techniques taught on a daily basis. SQA APPROVED EXECUTIVE DIPLOMA What Skills Do We Help Women in Construction Develop? The skills we teach through our women in construction management courses are delivered through seven modularised sessions, each between three and three-and-a-half hours per session, with all sessions starting at 9:30 am via Zoom. An additional two hours per week is spent working on the online training assignments and leadership development plan. Each session will provide the education and information needed to establish yourself in your business. Here is more information regarding each session and the skills taught: SESSION 1: SELF-LEADERSHIP & THE SECRET TO PERSONAL SUCCESS Our first module is focused on setting course expectations and creating the right environment for learning. We’ll introduce the format and logistics, then discuss leading through turbulent times and how we can take control of ourselves, our thoughts, and our actions to lead growth. There is also a discussion on adult learning techniques and how leaders can leverage them to improve the effectiveness of their teams. We’ll also explore how turbulence and transition have changed how we manage and lead our teams. SESSION 2: THE ROLE OF INTELLIGENCE WHEN LEADING In this session, we’ll discuss the three levels of human intelligence and show how they each play in an individual’s performance and behaviors. Through two distinct mindsets, you’ll be shown how an individual’s motivational intelligence ultimately influences their emotional intelligence and intelligence quotient (IQ). Depending on which mindset a person operates under ultimately dictates their view of themselves, opportunities, and the work at which they will allow themselves to succeed. Finally, we’ll discuss switching your team to a growth mindset. SESSION 3: THE PILLARS OF HUMAN PERFORMANCE Completing this session will allow you to deconstruct the components that create a motivational intelligence growth mindset. Through discussion, you’ll see how most organizational challenges can be directly tied back to lapses in these components. We’ll review the leaders who’ve had the most significant influence on the meeting participants and shows the commonalities that make these leaders stand out. Lastly, we’ll introduce terminology, tools, and techniques that leaders can leverage to better coach and mentor their team. SESSION 4: MANAGEMENT VERSUS LEADERSHIP: THE TWO CRITICAL AND CO-DEPENDENT SKILLSETS FOR CREATING TEAM SUCCESS We’ll discuss the difference between a manager’s and a leader’s focus. The discussion focuses on the two most common management mistakes and how they undermine team culture and individual performance. The final debate focuses on the five critical best practices of excellent management, including clearly defining and communicating goals, creating alignment and buy-in, setting proper expectations, monitoring performance, and recognizing and rewarding performance. Our final portion will work to define what management is. Session 5: Exploring and Defining Leadership: Dispelling the Myths that Surround It Session 5 strives to define leadership. Building on this definition is a follow-up discussion regarding how people develop their leadership abilities. We’ll explore the underpinnings of what creates a successful leader. It also includes the importance of asking questions and active listening. We’ll review the five behavioral characteristics associated with motivational intelligence and how leaders can assess the relative strengths or weaknesses of the characteristics within their team. Lastly, we’ll explore great leaders’ five critical best practices, including communicating a compelling vision, modeling the correct behaviors, establishing a team culture anchored in responsibility, consistently building team confidence and self-esteem, and proactively coaching and mentoring. SESSION 6: BUILDING A LEADERSHIP TOOLBOX FOSTERING ADAPTABILITY, RESILIENCE, AND COURAGE We’ll provide information regarding tools and techniques that leaders can utilize to foster greater accountability and ownership win their teams. The Power Within will explore self-esteem’s critical role in the relative strength or weakness of a person’s motivational intelligence and adaptability in life. We’ll discuss how self-esteem has formed and how it will influence how a person interprets feedback in life. Lastly, we’ll explore levels of self-esteem and the associated behaviors of each. SESSION 7: HELPING EMPLOYEES DEVELOP A HEALTHY PERSPECTIVE AND RESILIENT ATTITUDE During the final session, we’ll explore self-esteem’s critical role in the relative strength or weakness of a person’s motivational intelligence and adaptability in life. We’ll talk about how self-esteem is formed and how it influences how a person interprets feedback. Finally, we’ll explore levels of self-esteem and the behaviors of each and the influence of comfort zones, and the tools that leaders can use to help people escape the fear of change. Our Course Leaders The Power Within was founded by husband and wife team James and Enas Fleming, to inspire people worldwide to think bigger, be better, and achieve more. They both work on a personal level with individuals, businesses, and organisations to help them create leaders and build environments where they can thrive. James and Enas challenge the limits with the Motivational Intelligence formula to help you broaden your perspective and create a future on your terms. Here is more about your course instructors: James Fleming James Fleming – James Fleming, the co-creator of The Power Within. He wanted to inspire people around the world to think better, be better, and achieve more. James believes everyone can do whatever they set their minds to. Founding The Power Within allowed James to turn that deep knowledge into a business that helps others think bigger, better, and achieve more daily. He strives to give leaders the tools and knowledge to achieve their full potential while increasing their self-confidence and self-belief through the Motivational Intelligence Revolution. James wants to support today’s businesses to become tomorrow’s leaders. Mari Steyn Mari is the go-to person for building self-esteem, offering new perspectives and stepping up in Life. With an endless abundance of excitement and love for all people, combined with degrees in Psychology, Knowledge and Information Management and is a Master NLP and Transformation Coach and International NLP and Coaching Trainer and Executive Coach, Mari offers an attractive, fresh, expert approach to Emotional Freedom, Motivational Intelligence, Leadership Development and ReWriting your Story. We undoubtedly have the power within to alchemize ourselves and any situation! Seeing the light go on in someone’s eyes is my ultimate joy. Take Charge with Our Women in Construction Course The Power Within is a Motivational Intelligence company dedicated to helping businesses and leaders become more accountable, resilient, adaptable, and capable of handling all challenges, regardless of the complexity. Our women in construction management course build upon best practices, strategic insights, and lessons learned over three decades of building leadership universities for Fortune 500 companies. Throughout the course, emphasis is given to helping leaders raise their motivational intelligence and foster a growth mindset within their team. You’ll gain the skills you need to successfully lead your team and overcome adversity while ensuring your company is profitable. To learn more about our course or to register, reach out today.

Workplace Innovation Are You A Leader Who Wants To Enhance Your Team’s Accountability, Adaptability, Resilience, And Well-Being? Consider joining our newly launched Growth Leadership Programme: Workplace Innovation, subsided by Scottish Enterprise, which offers a unique approach to leadership development and workplace Innovation, emphasising Motivational Intelligence (MQ). Our programme will help you build on your leadership capabilities and confidence while creating a more innovative, productive, and fair workplace for employee development and growth. Growth Leadership: Workplace Innovation Leading with Motivational Intelligence (MQ) You’ll learn to: Develop MQ leadership skills that encourage fair and innovative workplace practices and inclusive economic growth. Increase engagement, innovation, and productivity among your team. Enhance your strategic decision-making skills. Build a resilient, agile, and change-driven team culture. Identify and integrate organisational values into your workplace culture. Create a successful business that is also a fair place to work. Session Overview Our comprehensive programme, consisting of eight engaging and insightful sessions, is meticulously crafted to provide a world-class education in Leadership, Workplace Innovation and Motivational Intelligence (MQ). We combine some of the most potent, powerful and cutting-edge research in workplace innovation, neuroscience and the most promising discoveries in cognitive and social psychology of the 20th century. 01 Self-Leadership and The Secret to Personal Success Session 1: Self-Leadership and The Secret to Personal Success This comprehensive kick-off session delves into the foundations of self-leadership and personal success. Participants will explore various aspects, from setting course expectations and creating a conducive learning environment to understanding motivational intelligence and managing negative thoughts. Through essential resources like the Leadership Reference Manual and Roadmap Workbook, multi-sensory perception, and spaced repetition learning techniques, participants will solidify their learnings and enhance personal and professional growth. Key Learning Outcomes: Understand the critical role of self-leadership in personal and professional success and the impact of external and internal factors on performance Develop strategies to optimise motivation, communication, and effectiveness within teams and organisations, leveraging diverse learning styles and adult learning techniques Utilise essential resources like the Leadership Reference Manual and Roadmap Workbook for ongoing growth and development while implementing practical tools like the Start, Stop, Continue plan for self-reflection and improvement Explore the power of adaptability, self-awareness, and resilience in navigating through challenging times and maintaining a positive mindset Discover the importance of a positive mental diet, gratitude, and consistent small decisions that compound over time, leading to personal and professional growth 02 The Role of Intelligence in Leadership and Management Session 2: The Role of Intelligence in Leadership and Management It's time to delve into Motivational Intelligence and its role in our personal and professional lives. In this comprehensive and interactive session, participants will explore the multifaceted aspects of intelligence in Leadership and management, focusing on IQ, EQ, and MQ. Participants will learn how to cultivate a growth mindset and motivational intelligence within themselves and their teams, fostering a culture of learning and resilience. The session will also cover the importance of crafting a clear vision for the team or organisation and provide practical strategies for effectively communicating the vision to internal and external stakeholders. Key Learning Outcomes: Understand the roles of IQ, EQ, and MQ in Leadership and management and their impact on individual and team performance Develop strategies to improve your levels of intelligence and foster a growth mindset within individuals and teams Discover the importance of vision in Leadership and management and learn to craft it using the WHERE (performance), HOW (perception), and WHY (purpose) perspectives Gain insights into effectively communicating the vision to stakeholders, ensuring alignment, ownership, and motivation Reflect on the role of a growth mindset and motivational intelligence in achieving the team's vision and fostering a culture of continuous improvement and adaptability 03 The Pillars of Human Performance: Unlocking Potential Session 3: The Pillars of Human Performance: Unlocking Unlimited Potential Discover the keys to unlocking your unlimited potential and becoming a more effective leader in this interactive course. Through engaging discussions and self-reflection, participants will dive deep into unlimited potential, understand its significance in Leadership, and learn to overcome challenges in their teams or businesses. Participants will gain insights into the characteristics of influential leaders, the importance of asking the right questions, and the value of embracing failure as a part of success. With a focus on personal and professional growth, this session will equip you with the tools and techniques to become a better manager and leader. Key Learning Outcomes: Understand the concept of unlimited potential and its importance in Leadership and personal growth Identify personal and team visions, challenges, and the role of asking the right questions in gaining insights Recognise the role of practice and reflection in transforming weaknesses into strengths Explore the characteristics and impact of great leaders and learn how to apply these traits in your leadership style Embrace the importance of failure as a crucial part of success and create a supportive environment for personal and team development 04 Defining Management and Vertical Alignment Session 4: Defining Management and Vertical Alignment In this engaging session, participants will delve into the essential differences between management and Leadership and discover how understanding these distinctions can significantly impact team culture and performance. We'll examine common management mistakes and their effects, uncover the best practices of excellent management, and discuss the development of management skills and the management hierarchy. This interactive session will provide valuable insights and actionable strategies that can be applied to personal and professional life, helping participants become more effective and successful managers and leaders. Key Learning Outcomes: Differentiating between management and Leadership: Gain a deeper understanding of how these concepts differ and their impact on team culture and performance Identifying common management mistakes: Learn about these pitfalls and their consequences on team culture and performance and develop strategies to avoid them Mastering the best practices of excellent management: Discover the five essential techniques to help you become a more effective manager Developing management skills and understanding the management hierarchy: Enhance your ability to grow as a leader and manager Embracing Ultimate Responsibility: Learn the importance of taking ownership and responsibility for your and your team's success and understand the role of motivational intelligence in achieving this 05 Workplace Innovation and High-Payoff Activities Session 5: Workplace Innovation and High-Payoff Activities n (Job Crafting) This session provides a comprehensive overview of the critical principles of workplace innovation, job crafting, people leadership, and coaching in the workplace. Participants will learn about job crafting, our MQ workplace innovation process, and the crucial role of Leadership in managing and monitoring performance in the workplace. By adopting a proactive and creative approach to their work, individuals can improve their job satisfaction, contribute to their organisation's success, and drive economic health for the nation. Key Learning Outcomes: Understanding of Leadership in the job crafting innovative process Skills in job crafting and workplace innovation Knowledge of the critical role of Leadership in performance management Techniques for effective coaching and positive feedback, through trust and mutual respect in the workplace Helping individuals reflect on their role in the success of the team and company and developing a written plan to achieve their goals 06 Defining and Exploring Leadership Session 6: Defining and Exploring Leadership In this session, we will define and explore the essence of Leadership, dispelling the myths and providing a definition that will guide you through the course. We will also explore the three-tier hierarchy of success and how leaders can influence MQ (motivational intelligence) by doing five things consistently. As a manager or leader, you may have found that your team's success is not guaranteed even with the best plans, processes, and strategies. This is because not all team members will adopt new ideas or changes unless they first believe they can achieve the desired outcome. Key Learning Outcomes: Understanding the essence of Leadership to provide an in-depth understanding of the essence of successful Leadership, dispelling the myths and providing a definition that will guide you through the course Psychology of your team: Leaders understand that to achieve their goals, they need to focus on the psychology of their team Power of questions in Leadership: Leaders can gain insight into the minds of their team members and unlock the key to motivating and developing them by asking the right questions Explore the three-tier hierarchy of success and the importance of each level in determining a person's likelihood of success Five things great leaders do each day to influence a culture of responsibility, consistently build esteem and confidence, and always work on coaching and mentoring employees 07 Building a Leadership Toolbox Session 7: Building a Leadership Toolbox: Trust & Inspiration Fostering Adaptability, Responsibility, Resilience, and Courage, this step focuses on leaders' tools and techniques to promote greater team accountability and ownership. It starts to delve into the critical role of self-esteem in a person's motivational intelligence and adaptability. We also explore how self-esteem is formed and influences a person's interpretation of feedback. We also look at self-esteem's critical role in a person's motivational intelligence and adaptability, examining how self-esteem is formed and influences a person's interpretation of feedback. Key Learning Outcomes: Understanding the tools and techniques leaders can use to foster greater team accountability and ownership Delving into the critical role of self-esteem in a person's motivational intelligence and adaptability Exploring how self-esteem is formed and influences a person's interpretation of feedback Examining the levels of self-esteem and associated behaviours of each group Understanding the influence of comfort zones and tools leaders can use to help people overcome the fear of change 08 Developing a Healthy Perspective and Resilient Attitude Session 8: Developing a Healthy Perspective and Resilient Attitude This step explores how developing a healthy perspective and resilient attitude is crucial for success as a leader. In this session, we will explore the critical role of self-reflection in building motivation and adaptability. We will examine how self-esteem is formed and how it influences a person's interpretation of feedback. We will also delve into the levels of self-esteem and the associated behaviours of each class. We will provide practical strategies for cultivating resilience and adaptability in facing challenges and setbacks. Through reflection and analysis of your moments of surprise, frustration, and failure, you will develop a growth mindset that fosters continuous learning and improvement. Key Learning Outcomes: The critical role of self-reflection in building motivation and adaptability How self-esteem is formed and influences a person's interpretation of feedback The levels of self-esteem and the associated behaviours of each class Strategies for cultivating resilience and adaptability in the face of challenges and setbacks The influence of affirmations and tools leaders can use to help people overcome the fear of change

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: Understand 'how buyers buy' and align their selling activities accordingly Recognise the difference between 'latent pain' and 'active vision' opportunities Conduct effective pre-call planning and research Stimulate interest and establish credibility with your prospects Get prospects to share / admit high priority pain Engage in consultative dialogue that promotes the differentiating strengths of your offerings Gain access to 'power' people within an opportunity Effectively qualify and disqualify opportunities based on objective decision criteria Better control and manage sell cycles Improve their chances of winning competitive opportunities Shorten sales cycles and avoid 'no decision' Negotiate the steps leading to a successful sale 1 An introduction to selling Understanding the key points that encourage a customer to purchase from us The difference between consultative selling and a transactional sale Understanding the roles that trust and empathy play in a sale Understanding how tricks and manipulation can sink a sale Vital pre-meeting research that must take place before a conversation Understanding how the customer sees us and why positioning is important 2 Structuring the sales conversation process Defining a set process for structuring a sales call with a chance to demonstrate understanding How the first minute of a conversation can destroy a sale Understanding BPO objectives for a sale How a step-by-step sales conversation process helps win more sales Understanding the mis-match between the customers buying process How our sales processes can lead to mistakes 3 How and why people buy An insight into the emotional factors behind how people arrive at purchasing decisions Using research from neuroscience that shows how sales people can really make mistakes Understanding how people make decisions about larger purchases Understanding the stakeholders in companies and their buying motives How to analyse the stakeholders and determine a win-plan 4 Understanding the funnel Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting Understanding the role of forecasting in sales analysis Why many forecasts are nearly always wrong Understanding the stages of a sales process How 'verifiable outcomes' can really change forecasting 5 Questioning techniques Understanding the different questioning techniques and when they should be used Using the 'knowledge tree' as a framework for questioning Understanding the use of real empathy to help customers uncover their needs How effective research can really empower your questions How to ask 'high gain' questions How to ask difficult questions without feeling intrusive 6 Features and benefits How to practically apply them in a sales scenario How to align the benefits to customers' business goals Really understanding the difference and how to demonstrate true economic benefits to a customer How to discover business goals, and align value propositions to these How to craft an effective value proposition for a customer Using the SAR storytelling method to really engage customers to align their thinking patterns Using the latest neuroscience research that explains what customers are really thinking 7 Overcoming objections How 'confirmation bias' can hinder any sales conversation How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way Practising the method to become comfortable and congruent with it 8 Closing the sale A deep dive into what closing is How different sales have different closes How too many closing methods can destroy a sale How to lead up to a close with a logical sequence of questions Using the ACSAT trust method of closing A clear methodology with a chance to practise the skills in a fun way

This five-day programme empowers participants with the skills and knowledge to understand and effectively apply best practice commercial and contracting principles and techniques, ensuring better contractor performance and greater value add. This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)'s coveted Contract and Commercial Management Practitioner (CCMP) qualification. By the end of this comprehensive programme the participants will be able to: Develop robust contracting plans, including scopes of work and award strategies Undertake early market engagements to maximise competition Conduct effective contracting and commercial management activities, including ITT, RFP, negotiated outcomes Understand the legalities of contract and commercial management Negotiate effectively with key stakeholders and clients, making use of the key skills of persuading and influencing to optimise outcomes Undertake effective Supplier Relationship Management Appreciate the implications of national and organisational culture on contracting and commercial activities Appreciate professional contract management standards Set up and maintain contract and commercial management governance systems Take a proactive, collaborative, and agile approach to managing commercial contracts Develop and monitor appropriate and robust KPIs and SLAs to manage the contractor and facilitate improved contractor performance Appreciate the cross-functional nature of contract management Collaborate with clients to deliver sustainable performance and to manage and exceed client expectations Understand the roles and responsibilities of contract and commercial managers Use effective contractor selection and award methods and models (including the 10Cs model) and use these models to prepare robust propositions to clients Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates Effectively manage the process of change, claims, variations, and dispute resolution Develop and present robust propositions Make appropriate use of best practice contract and commercial management tools, techniques, and templates DAY ONE 1 Introduction Aims Objectives KPIs Learning strategies Plan for the programme 2 The contracting context Key objectives of contract management Importance and impact on the business 3 Critical success factors Essential features of professional commercial and contract management and administration The 6-step model 4 Putting the 'management' into commercial and contract management Traditional v 'new age' models The need for a commercial approach The added value generated 5 Definitions 'Commercial management' 'Contract management' 'Contracting' ... and why have formal contracts? 6 Stakeholders Stakeholder mapping and analysis The 'shared vision' concept Engaging with key functions, eg, HSE, finance, operations 7 Roles and responsibilities Contract administrators Stakeholders 8 Strategy and planning Developing effective contracting plans and strategies DAY TWO 1 Contract control Tools and techniques, including CPA and Gantt charts A project management approach Developing effective contract programmes 2 The contracting context Key objectives of contract management Importance and impact on the business 3 Tendering Overview of the contracting cycle Requirement to tender Methods Rationale Exceptions Steps Gateways Controls One and two package bids 4 Tender assessment and contract award I - framework Tender board procedures Role of the tender board (including minor and major tender boards) Membership Administration Developing robust contract award strategies and presentations DAY THREE 1 Tender assessment and contract award II - processes Pre-qualification processes CRS Vendor registration rules and processes Creating bidder lists Disqualification criteria Short-listing Using the 10Cs model Contract award and contract execution processes 2 Minor works orders Process Need for competition Role and purpose Controls Risks 3 Contract strategy Types of contract Call-offs Framework agreements Price agreements Supply agreements 4 Contract terms I: Pricing structures Lump sum Unit price Cost plus Time and materials Alternative methods Target cost Gain share contracts Advance payments Price escalation clauses 5 Contract terms II: Other financial clauses Insurance Currencies Parent body guarantees Tender bonds Performance bonds Retentions Sub-contracting Termination Invoicing 6 Contract terms III: Risk and reward Incentive contracts Management and mitigation of contractual risk DAY FOUR 1 Contract terms IV: Jurisdiction and related matters Applicable laws and regulations Registration Commercial registry Commercial agencies 2 Managing the client-contractor relationship Types of relationship Driving forces Link between type of contract and style of relationships Motivation - use of incentives and remedies 3 Disputes Types of dispute Conflict resolution strategies Negotiation Mediation Arbitration DAY FIVE 1 Performance measurement KPIs Benchmarking Cost controls Validity of savings Balanced scorecards Using the KPI template 2 Personal qualities of the contract manager Negotiation Communication Persuasion and influencing Working in a matrix environment 3 Contract terms V: Drafting skills Drafting special terms 4 Variations Contract and works variation orders Causes of variations Risk management Controls Prevention Negotiation with contractors 5 Claims Claims management processes Controls Risk mitigation Schedules of rates 6 Close-out Contract close-out and acceptance / completion HSE Final payments Performance evaluation Capturing the learning 7 Close Review Final assessment Next steps

One -2- One Body Piercing Training Course . 1 or 2 days depending on the level of mentorship you require. Blackpool based

The model adds an easily understandable engaging communication tool that delegates begin to use immediately and effectively when they leave the training room. The model adds an easily understandable engaging communication tool that delegates begin to use immediately and effectively when they leave the training room. Insights Discovery - How it Works: Through Insights Discovery® and our own, in-house Insights Discovery® licenced practitioner, we use the Insights Discovery model to understand an individual’s unique preferences. Our Insights Discovery-based people development programmes are simple and deeply insightful. They provide immediate impact and enable positive, lasting change. Insights Discovery® is: Simple: easy to understand so everyone can apply what they learn. Universal: it speaks to everyone at all levels. Deeply Insightful: take you places you never expected. Positive: the supportive language is so engaging it empowers people to change. Fun! The memorable colour energy system that really sticks Using Insights Discovery® as part of a wider programme: Insights Discovery® is at the heart of everything that we do. This simple framework of four colour energies can be used to develop highly-tailored solutions to meet your unique business needs. Example solutions: Increasing communication and collaboration: learn how your team, department or organisation can work together more effectively in a series of Insights Discovery® Workshops. Improving personal effectiveness: as part of a programme of coaching, Insights Discovery can be used to identify areas of strength and help create a development plan tailored to each individual. Developing leaders and sales people: use an understanding of preferences to assess individual and collective strengths and enhance crucial business skills. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change

Designed for Executives, delegates will learn how to become true business leaders. They will gain a critical understanding of the role that a leader can take and how they can become that person. Good leadership is about mastering more than a set of management skills. Leaders should create a compelling vision, produce results, and maximise the effectiveness of their team through shared goals and values. Discovering Leadership Effectiveness helps people become the best leaders they can be. Using Insights Discovery® as part of a wider programme: Through Insights Discovery® and our own, in-house Insights Discovery® licenced practitioner, we use the Insights Discovery model to understand an individual’s unique preferences. Our Insights Discovery-based people development programmes are simple and deeply insightful. They provide immediate impact and enable positive, lasting change. Insights Discovery® is: Simple: easy to understand so everyone can apply what they learn. Universal: it speaks to everyone at all levels. Deeply Insightful: take you places you never expected. Positive: the supportive language is so engaging it empowers people to change. Fun! The memorable colour energy system that really sticks Using Insights Discovery® as part of a wider programme: Insights Discovery® is at the heart of everything that we do. This simple framework of four colour energies can be used to develop highly-tailored solutions to meet your unique business needs. Example solutions: Increasing communication and collaboration: learn how your team, department or organisation can work together more effectively in a series of Insights Discovery® Workshops. Improving personal effectiveness: as part of a programme of coaching, Insights Discovery can be used to identify areas of strength and help create a development plan tailored to each individual. Developing leaders and sales people: use an understanding of preferences to assess individual and collective strengths and enhance crucial business skills. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change

We use the Insights Discovery® Personality profiling model, which adds a simple visual methodology that supports effective communication. Revitalise and inspire your sales team to a higher level of performance. Help your sales people be more effective at every stage of the sale. Build customer relationships quickly and effectively... Our Sales Effectiveness programme is ideal if you want to; assess the strengths and challenges of your sales people understand your sales team's style and how it impacts on customer relationships develop your sales team's interpersonal skills Insights Discovery - How it Works: Through Insights Discovery® and our own, in-house Insights Discovery® licenced practitioner, we use the Insights Discovery model to understand an individual’s unique preferences. Our Insights Discovery-based people development programmes are simple and deeply insightful. They provide immediate impact and enable positive, lasting change. Insights Discovery® is: Simple: easy to understand so everyone can apply what they learn. Universal: it speaks to everyone at all levels. Deeply Insightful: take you places you never expected. Positive: the supportive language is so engaging it empowers people to change. Fun! The memorable colour energy system that really sticks Using Insights Discovery® as part of a wider programme: Insights Discovery® is at the heart of everything that we do. This simple framework of four colour energies can be used to develop highly-tailored solutions to meet your unique business needs. Example solutions: Increasing communication and collaboration: learn how your team, department or organisation can work together more effectively in a series of Insights Discovery® Workshops. Improving personal effectiveness: as part of a programme of coaching, Insights Discovery can be used to identify areas of strength and help create a development plan tailored to each individual. Developing leaders and sales people: use an understanding of preferences to assess individual and collective strengths and enhance crucial business skills. Explore the concept of change and gain an understanding of the process Understand how different personality types respond to change Engage the wider organisation by building relationships with staff Motivate teams through change