702 Courses in Nottingham

This workshop has been designed to help managers understand their responsibilities and what they need to do to ensure compliance with current workplace legislation - including the fire safety and CDM regulations. The day will cover the legal background - including an appreciation of how safety legislation has evolved and why; the logic behind recent developments and the implications for staff and employers; key areas of current legislation; roles and responsibilities in health and safety management, including monitoring contractors and suppliers effectively; implementing sound health and safety policies and procedures; getting staff on board, and implementing effective systems. Also, recognising potential risks and hazards and developing strategies to minimise their impact in the workplace. This course will give participants an understanding of: The broader context of the key areas of health and safety regulation which apply to your organisation Existing health and safety practice and guide them in how to shape and implement an effective health and safety policy What they should do and the procedures to support it Potential areas of risk in the workplace - and how to take action to minimise the threat to staff safety How sound health and safety processes can contribute to business performance 1 Understanding the workplace legislation Overview of health and safety and workplace legislation Compliance, the role of the facilities manager, and who is accountable? Breakout session to discuss where we are now and to highlight issues of concern Applying required policies and procedures Developing and implementation/review of the safety policy Communicating with users, clients and contractors Health and safety manual 'Selling' health and safety 2 Key legislation - a practical working guide Asbestos Regulations Construction (Design and Management) Regulations 2007 / 2015 Control of Substances Hazardous to Health (COSHH) Regulations Disability Discrimination Act (DDA) Display Screen Equipment (DSE) Regulations 1992 Electricity at Work Regulations 1989 Fire Precautions (Workplace ) Regulations 2006 Health and Safety (Consultation with Employees) Regulations 1996 Health and Safety (First Aid) Regulations 1981 Health and Safety at Work etc. Act 1974 Management of Health and Safety at Work Regulations 1992 Manual Handling Operations Regulations 1992 Portable Appliance Testing (PAT) Provision and Use of Work Equipment Regulations 1992 REACH - Registration, Evaluation, Authorisation and restriction of Chemicals Reporting of Injuries, Diseases, and Dangerous Occurrences Regulations (RIDDOR) 1995 Waste Electrical and Electronic Equipment (WEEE) Regulations 2006 Work Equipment Regulations 3 Controlling contractors Understanding the Regulations Selecting and assessing contractors Understanding and setting accountability Why a method statement? How to apply a permit to work system Safe systems of work Round-table discussion to bring out issues from participants' own experience 4 Risk assessment Understanding your hazards Identifying specialist areas How to undertake these assessments Implementation of sound systems and processes Syndicate exercise identifying where assessments are needed and carrying out assessments 5 Keeping the work environment safe Sick building syndrome and legionella Asbestos Waste management Pest control Provisions for first aid Accident reporting and investigation At-work driver safety Security 6 Fire safety Understanding the Regulatory Reform Fire Safety Order Fire certificates The fire risk assessment Testing fire-fighting equipment? Emergency procedures Workshop to examine the procedures for dealing with different types of emergencies 7 Ergonomics programme Ergonomics - important or irrelevant? Are you complying with HSE regulations? Furniture and equipment Display screen equipment assessments Homeworking - your concern or not? Syndicate exercise to review what to do when relocating or refurbishing an office 8 Inspecting and auditing Role of Health and Safety Executive Inspectors - 'be prepared' FM role Staff/trade union involvement Independent audits Records and reports Communicating the results 9 Action plan Participants to list actions they need to take after the course

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

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: Develop a clear and consistent process for new business development and lead-generation Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities Develop an engaging telephone voice and manner - and a 'networking personality' Qualify potential opportunities with more accuracy on a consistent basis Prioritise opportunities and manage their time when sourcing new business Discover online sources of leads, contacts and referrals Overcome psychological blocks to cold or warm calling - theirs and the client's Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Make outbound sales or appointment calls with improved confidence, control and results Improve the conversion of calls to appointments by using more effective questions and sales messages Get past gatekeepers and assistants more effectively Make the most of your CRM software and systems 1 Online marketing - what works! Workshop overview and learning objectives Choosing your social media channels LinkedIn for sales and marketing Designing and implementing an effective new business email campaign online Creating a lead-generation strategy online - with case studies Avoiding common mistakes in social media marketing Case study: 'Best practice in social media sales and marketing' Using blogs and video-based marketing (eg, YouTube) New trends and how to keep your finger on the 'social media' pulse Twenty essential websites and online marketing tools 2 Making appointments by telephone Planning the call, telephone techniques, integrating with email and online marketing Developing a clear and consistent process to appointment-making Setting and achieving the right level of telephone activity to achieve your appointment goals Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach Overcoming the most common 'put-offs' to seeing or engaging with you Overcoming psychological blocks to cold or warm calling - yours and the client's Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Making outbound sales or appointment calls with improved confidence, control and results Improving conversion of calls to appointments by using more effective questions and sales messages The five keys to developing an engaging telephone voice and approaching manner 3 Power networking Strategies for networking and B2B referral-based marketing The importance, and different types, of networking How to work a room - preparation and strategy Communication dynamics in networking - the power of the listening networker Assumptions when networking Business networking etiquette Making connections, asking for cards, contact details and referrals, gaining follow-up commitments Building relationships - follow-up and follow-through 4 Developing new leads Strategies for first-time sales calls Gaining rapport and opening first-time and new business sales calls effectively Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal Value message - differentiate your solutions clearly and accurately, with tailored value statements Presenting the right initial USPs, features and benefits and making them relevant and real to the customer Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 Organised persistence - CRM and prospect-tracking Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management Maintaining a good database for maximising new business ROI Developing a contact strategy with different types and levels of contact Analysing your contact base using state-of-the-art software and tools Making the most of your CRM systems and solutions Understanding that your attitude makes a difference when sourcing new business Setting SMART objectives for new business development and lead-generation Practical exercise - setting personal development and business goals Time management tips to improve daily productivity New business pipeline management strategies for peak sales performance 6 Workshop summary and close Practical exercise - developing your new business action plan Review and feedback

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

Overview The first half of the course will cover all the essential tools of the currency markets – spot FX, forwards, FX swaps and NDFs. We look both at the pricing of these products and also how customers use them. The afternoon session will cover a range of important topics beyond the scope of an elementary course on currency options. We start with a quick review of the key concepts and terminology, and then we look at the key exotics (barriers and digitals) and how they are used to create the most popular customer combinations. We move on to look at the currently most-popular 2nd generation exotics, such as Accumulators, Faders and Target Redemption structures. Who the course is for FX Sales, traders, structurers, quants Financial engineers Risk Managers IT Bank Treasury ALM Central Bank and Government Treasury Funding managers Insurance Investment managers Fixed Income portfolio managers Regulators Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview A comprehensive and practical 3 days workshop on pricing, using and managing structured interest rate derivatives. What used to be called exotic interest rate derivatives are now commonplace and an essential part of the financial marketplace either as legacy transactions or embedded in new structures. This intensive course is for anyone who wishes to be able to use, price, manage, market or evaluate standard interest rate derivatives such as Constant Maturity Swaps, Range Accruals and Quantos. We also look in detail at such important products as CMS spread-linked structures and volatility/variance swaps, always from a pragmatic practitioner’s perspective. Who the course is for This course is designed for anyone who wishes to be able to price, use, market, manage or evaluate interest rate derivatives. Interest-rate sales / traders / structurers / quants IT Bank Treasury ALM Central Bank and Government Treasury Funding managers Insurance Investment managers Fixed Income portfolio managers IPV professionals Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview This course covers distressed debt analysis and investing, focusing primarily on corporates but also including financial institutions and sovereign debt as special topics. The programme begins with the foundations of the distressed debt market, causes of and early warning signals, possible outcomes and how to evaluate the probability of outcomes in different scenarios. Restructuring is reviewed in detail, as well as estimation of sustainable debt levels, business valuation and the importance of capital and group structure. Differences between active control and passive non-control investments are highlighted, including stakeholder tactics and due diligence. Case studies cover a variety of companies across sectors and geographies, challenging delegates to make investment decisions on real distressed debt situations. Who the course is for Distressed debt investors, Loan portfolio managers and Private equity investors Hedge fund managers High yield credit analysts and Equity analysts High yield asset managers and Mergers and acquisitions bankers Debt capital markets/leveraged finance bankers Business turnaround/restructuring accountants/corporate finance professionals Lawyers Strategy consultants Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview This is a 2 day course on understanding credit markets converting credit derivatives, from plain vanilla credit default swaps through to structured credit derivatives involving correlation products such as nth to default baskets, index tranches, synthetic collateralized debt obligations and more. Gain insights into the corporate credit market dynamics, including the role of ratings agencies and the ratings process. Delve into the credit triangle, relating credit spreads to default probability (PD), exposure (EAD), and expected recovery (LGD). Learn about CDS indices (iTRAXX and CDX), their mechanics, sub-indices, tranching, correlation, and the motivation for tranched products. The course also includes counterparty risk in derivatives market where you learn how to managed and price Counterparty Credit Risk using real-world, practical examples Understand key definitions of exposure, including Mark-to-Market (MTM), Expected Exposure (EE), Expected Positive Exposure (EPE), Potential Future Exposure (PFE), Exposure at Default (EAD), and Expected Loss (EL) Explore the role of collateral and netting in managing counterparty risk, including the key features and mechanics of the Credit Support Annex (CSA) Briefly touch upon other XVA adjustments, including Margin Valuation Adjustment (MVA), Capital Valuation Adjustment (KVA), and Collateral Valuation Adjustment (CollVA). Who the course is for Credit traders and salespeople Structurers Asset managers ALM and treasury (Banks and Insurance Companies) Loan portfolio managers Product control, finance and internal audit Risk managers Risk controllers xVA desk IT Regulatory capital and reporting Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Everyone shares responsibility for safeguarding and promoting the welfare of children and young people, irrespective of individual roles. This course is for those who have already completed a Level 1 course and need to gain an advanced knowledge of Child Protection, including working towards becoming a Designated Safeguarding Lead (DSL), manager or policy writer. This course is designed for individuals who work with children in either a paid or voluntary capacity. It relates to the issues surrounding safeguarding children by exploring the concepts of "child vulnerability", "child protection" and "significant harm"; coupled with the individual and organisational responsibilities of protecting children from abuse.

This In House Training for the designated safeguarding lead in your school or college, we can offer a 4 or 6 hour course for 1 - 50 people, this can be delivered in your organisation during the day or evening at a times to suit your needs. Carry out your statutory responsibilities as a Designated safeguarding lead (DSL) with the DSL training courses and protect the children and young people you work with in schools and colleges in England.