414 Courses in Liverpool

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.

Organisational development, Organisational culture, Organisational values, Organisational environment,

Customer care, customer service, Moccasin Approach,

Leadership and Management Training; Introductory Management Training; Ipswich; Suffolk

We communicate daily in many ways, including email, phone, text, Zoom, Teams, Google Meets, Slack, and even that old-fashioned thing, what was it now... oh yes, talking face-to-face. But, when we look at communication closely and really drill down into what we are doing in conjunction with how our brain works (neuroscience), how internal, organisational, and social politics control what we believe we can say, how hierarchical positioning impacts our honesty and how the lack of psychological safety means we say what we know others want to hear rather than what they need to hear…. It is oh so complicated! This workshop not only explores the concept of excellent communication, but we also want to hear what you believe it is too. We also delve into how organisational culture influences our perception of speaking up. Factors that hinder open and honest communication, and we work collaboratively towards removing these barriers to achieve a communication style that fosters trust and transparency, creating psychological safety. This workshop is particularly relevant to our Emotional Intelligence workshop (EI and Me). We firmly believe that developing emotional intelligence is the key to unlocking Clean Communication, a skill that is crucial for all of us, regardless of our roles and responsibilities, so that we thrive in our professional environment. If you want to see if we are correct, why not have us facilitate a workshop for you and see what you get by the end of it?  LENGTH - Normally, one day. But please contact us to discuss your specific needs, or we can offer advice. NEXT WORKSHOP START - Please ask for more information as we deliver bespoke closed events for your people at your location or a mutually suitable location. WORKSHOP DELIVERY - The best environment for this workshop is face-to-face, but we can facilitate this workshop online. Suitability - Who should attend? Who Should Attend and Why? Who? - Perhaps think of this another way… who shouldn’t attend to ensure we can attain Clean Communication? There’s your answer. Why? - Every person needs to understand what we are saying above about how we get trapped in this organisational formatting which changes how we communicate and how it prevents us from communicating cleanly. EVERY organisation has this, despite what our values profess. And 'Values', that’s a whole other story. Workshop Content Using the 'Moccasin Approach'® to clean our personal and organisational communication LaPD’s Communication Cycle and what we must consider. (Can you work out what the ? represent above? Accountability and Responsibility raises its head in Communication. It has to. Bias, unconscious bias and its impacts on our communication. The conundrum of communicating with others and their styles (The TRAP). How would my perfect Manager/Leader communicate with me? Nonverbal communication (body language), rapport, Clean Communication. Negative communication can go viral (Self-Fulfilling Prophecy). Reflections, findings and goals (individual and team). Meeting our workshop objectives by listing five areas for development. Workshop delivery and venue This workshop is usually one day in duration, and it focuses solely on how we communicate with each other. It can also be a two-day event incorporating aspects of Emotional Intelligence (EI) with group, and individual activities to allow discussions about the various communication we need in your organisation. When you consider the content we deliver, we are sure you will understand why we always prefer to deliver our workshops, courses and programmes face-to-face. Face-to-face workshops and courses can be held at a location of your choice or, if you wish, a central UK location, such as the Macdonald Burlington Hotel in Birmingham, located directly across from the Birmingham New Street train station. We can deliver our workshops, courses and programmes online, although this will mean splitting elements into manageable learning events to suit the online environment.

Where should management effort be directed? In controlling costs and ensuring proper engineering in live projects? - yes, of course, but true cost control comes by understanding, eliminating and minimising risk prior to a business committing any funds. This course studies the stages required for practical financial and business appraisals of projects and capital expenditure. This course has two primary objectives: To impart the knowledge and skills required to ensure as risk-free as possible expenditure of that scarce resource, cash - the investors', governments' or shareholders' money must not be squandered To improve the quality of the appraisal process in the widest sense - demonstrating how the process of project and capital expenditure appraisal can be used to dramatically improve cost control and deliver as risk-free as possible expenditure As a result of the course, participants will be able to: Understand the economics of appraisal Be in control of their projects from the start Understand the economics of their projects - and devise the most appropriate mode Carry out sensitivity analysis and identify risk Improve their methods of appraisal and approach Focus on the risk areas and take out risk and control costs before they over-run The benefits of attending this course will be demonstrable from day one. Thorough appraisals and risk assessment follow through to success in project management and detailed cost control and project management. 1 Introduction Why appraise? Taking risk out of investment The short- and long-term results of not appraising business expenditure 2 Developing an appraisal process The process - overall and stage-by-stage objectives Understand business and technical risks Manage resources and time Do you invest enough time and effort at this stage? Take out the risks - control costs before you are committed to contracts and action Checklists 3 Appraisal arithmetic Review of the arithmetic of appraisalThe time value of moneyThe effects of different interest or required ratesThe effects of inflation (or deflation) in prices and costs Understanding the economics of appraisal is essential 4 Appraisal measures Meaning and use of appraisal measures Identifying the most appropriate measures for your particular business Payback Discounted cash flow measures - NPV and IRR Other measures - FW, AW, Profitability Index The meaning of the measures and their application in practice 5 Cost benefit analysis The effect on decision-making of more intangible benefits Cost benefit analysis Ensuring costs are genuine Measuring intangible benefits Environmental issues Consideration of intangible benefits in the appraisal decision-making process 6 Developing appropriate models Developing models - examples of spreadsheet models and measures for many different situations Modelling investment opportunities - summarising outcomes Sensitivity analysis - identifying, quantifying and taking out risk 7 Developing an appraisal process The process - managing risk from the outset Using the process in risk management, negotiating and project management Take out risk by thoroughly knowing your project - developing your own process

About this Training Course Oil & Gas professionals increasingly need to translate complex findings, analysis and recommendations for effective decision-making. If you face challenges in getting your findings into paper, you will benefit from this training course. The Technical Report Writing and Presentation Skills for Oil & Gas Engineers and Technical Professionals course focuses on the unique needs of technical professionals who write for both technical and non-technical readers. This separately bookable training course will demonstrate how technical professionals can use their technical knowledge and logical edge to write in a reader-friendly style, produce grammatically accurate reports and persuasively communicate for buy-in purposes. An ILM Recognised programme. Training Objectives LEARNING OUTCOMES FOR TECHNICAL REPORT WRITING SKILLS By the end of this course, participants will be able to: Write and turn-around accurate technical documents quickly to meet deadlines and productivity goals Understand how technical reports should be structured by applying a systematic approach to the writing task, involving planning, drafting, revision and production Use clear & powerful language to target and persuade readers for positive results Use tried and tested proof reading techniques to check and review documents more effectively Identify and avoid common pitfalls in technical report writing LEARNING OUTCOMES FOR TECHNICAL PRESENTATION SKILLS By the end of this course, participants will be able to: Present and sell your technical presentation more effectively both internally and externally Plan and structure your meetings and presentations for maximum effect Capture your technical and non-technical audience by delivering your presentation with power and authority Handle questions, interruptions and objections with confidence Target Audience This programme has been researched and developed for all Oil & Gas Engineers and Technical Professionals Course Level Basic or Foundation Trainer Your course leader managed the Business Skills Unit of the British Council programmes as well as oversee all training-related matters from 1997. The trainer considers himself a trainer first and specialises predominantly in high-level writing and technical report writing programmes. In addition to conducting training in Technical Writing, the trainer has also been the chief editor for many large writing projects. These include a year-long project editing the entire Start-Up Manual (including the Black Start Manual) for Nippon Oil's Helang Integrated Platform, a 4-month project rewriting the manuals for the Puteri Dulang FSO off Terengganu, and editing the current revision of the PETRONAS Procedures and Guidelines for Upstream Activities (PPGUA). POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

Intro to SQL training course description A hands on course focusing on the use of SQL. In particular this course does not concentrate on any particular version of SQL but rather enables delegates to recognise the differences found in SQL on different platforms. What will you learn Explain the difference between standard SQL and different flavours. Use SQL statements to query databases. Use SQL statements to define databases. Intro to SQL training course details Who will benefit: Anyone working with databases. Prerequisites: None. Duration 2 days Intro to SQL training course contents What is SQL? What is SQL? History, standards, What is SQL used for? Dialects, ANSI SQL, PL/SQL, Transact SQL, front ends. Database basics RDBMS, Tables. Hands on Investigating a database. Basic SQL commands SQL Overview: SQL DML, SQL DDL, SQL queries. SELECT, WHERE and ORDER BY clauses. Combining conditions. IN, LIKE and BETWEEN. Hands on Querying a database from existing tables. SQL data retrieval Scalar functions. Hands on Selecting data from an existing database. More SQL data retrieval Scalar functions, variations. Aggregate functions, GROUP BY. HAVING. Hands on Selecting data from an existing database. Table joins Multiple tables, joins, keys, inner joins, left joins, right joins. Hands on Selecting data from an existing database. SQL basic data manipulation INSERT, UPDATE, MERGE, DELETE. Transaction controls: COMMIT, ROLLBACK. Hands on Modifying data in tables. SQL Data Definition USE, CREATE, DROP, TRUNCATE, ALTER. Hands on Managing new tables and columns. Data control GRANT, REVOKE. Hands on Defining permissions.

About this Virtual Instructor Led Training (VILT) Asia Pacific is set to be the largest and fastest growing Hydrogen market globally. This growth is driven by decarbonisation of energy-use, ammonia production and rising demand of fuel cell electric vehicles. Hydrogen as a fuel has outstanding energy carrying capacity and many application possibilities ranging from Petroleum refinery, Ammonia and Methanol production, Transportation and Power generation. Although the current petrochemical market segment will remain strongest in the near future, it is the transport and power sector which spurs the vision of a massive market takeoff in the next decade. The ever-rising share of renewable energies require flexible and scalable storage solutions, which in turn offers many additional revenue streams beyond pure electricity sales. Adding to this the strong impetus towards decarbonization of the transport sector from cars, trucks, trains to ships and even airplanes creates the breed for an exciting and yet untapped market potential. This course aims to clarify and assess the hydrogen business case along its value chain and versatile market applications. Training Objectives Understanding current hydrogen market status and recent developments Major drivers and inhibitors influencing the growth of the market Understanding and comparing various production technology processes Challenges and solutions in transport, distribution and storage of hydrogen Mapping the many petrochemical, energy and transport applications Analyse business cases from around the world and understand their economics Target Audience Project developers Equipment Manufacturers Oil, Gas and Petrochemical sector companies IPPs and utilities Transport sector companies and port operators Policy makers and regulators Investors and lenders Course Level Basic or Foundation Training Methods The VILT will be delivered online in 4 half-day sessions comprising 4 hours per day, including time for lectures, discussion, quizzes and short classroom exercises. Additionally, some self-study will be requested. Participants are invited but not obliged to bring a short presentation (10mins max) on a practical problem they encountered in their work. This will then be explained and discussed during the VILT. A short test or quiz will be held at the end the course. Trainer Your expert course leader is an internationally renowned energy communicator and business educator, focused on the interconnected clean energy transition topics of renewable power, energy storage, energy system electrification and hydrogen. His own independent technology tracking, market assessment and opportunity/risk analysis is delivered to clients through a mix of business advisory work, commissioned content, small-group training (online & in-person), and one-to-one executive coaching (online). In the hydrogen sector, he is currently lead consultant and trainer to the World Hydrogen Leaders network, and writer of their 'This Week in Hydrogen' news column. He is also co-presenter of the 'New Energy Chinwag' podcast, which regularly covers hydrogen-related issues. During more than 15 years as an independent energy expert, he has helped companies from large multinationals to innovative start-ups - totalling assignments in over 30 countries across 5 continents. Most recently, he has presented clean energy training in locations as diverse as Singapore, the UK, South Africa, The Philippines, the USA, Mexico, Spain and Dubai - and, in recent times of course, online to international audiences from across the world. Prior to this, he was Research Director for over 10 years at Informa, a $9 billion business intelligence provider; where he drove new market identification, analysis and project deployment work, and managed teams in the UK and US. He has a strong science background, holding a 1st Class Honours degree in Natural Sciences from the University of Cambridge, a PhD in Earth Sciences and a further Diploma in Economics & Sustainability from the UK's Open University. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

Wireshark 101 training course description Wireshark is a free network protocol analyser. This hands-on course focuses on troubleshooting networks using the Wireshark protocol analyser. The course concentrates on the product and students will gain from the most from this course only if they already have a sound knowledge of the TCP/IP protocols What will you learn Download and install Wireshark. Capture and analyse packets with Wireshark. Configure capture and display filters. Customise Wireshark. Troubleshoot networks using Wireshark. Wireshark 101 training course details Who will benefit: Technical staff looking after networks. Prerequisites: TCP/IP Foundation for engineers Duration 2 days Wireshark 101 training course contents What is Wireshark? Protocol analysers, Wireshark features, versions, troubleshooting techniques with Wireshark. Installing Wireshark Downloading Wireshark, UNIX issues, Microsoft issues, the role of winpcap, promiscuous mode, installing Wireshark. Wireshark documentation and help. Hands on Downloading and installing Wireshark. Capturing traffic Starting and stopping basic packet captures, the packet list pane, packet details pane, packet bytes pane, interfaces, using Wireshark in a switched architecture. Hands on Capturing packets with Wireshark. Troubleshooting networks with Wireshark Common packet flows. Hands on Analysing a variety of problems with Wireshark. Capture filters Capture filter expressions, capture filter examples (host, port, network, protocol), primitives, combining primitives, payload matching. Hands on Configuring capture filters. Working with captured packets Live packet capture, saving to a file, capture file formats, reading capture files from other analysers, merging capture files, finding packets, going to a specific packet, display filters, display filter expressions. Hands on Saving captured data, configuring display filters. Analysis and statistics with Wireshark Enabling/disabling protocols, user specified decodes, following TCP streams, protocol statistics, conversation lists, endpoint lists, I/O graphs, protocol specific statistics. Hands on Using the analysis and statistics menus. Command line tools Tshark, capinfos, editcap, mergecap, text2pcap, idl2eth. Hands on Using tshark. Advanced issues 802.11 issues, management frames, monitor mode, packet reassembling, name resolution, customising Wireshark. Hands on Customising name resolution.