2844 Courses in South Queensferry

This is an incredibly practical programme which has been developed to enable participants to improve their memory skills. The session focuses on specific techniques that can be used to improve retention of information. It also introduces the principles of mind-mapping By the end of this programme participants will be able to: Explain how our brain processes and stores information Describe the difference between short-term and long-term memory Use specific techniques to improve retention Explain the principles of mind mapping Be able to use mind maps to plan and order information Each participant, no matter how poor they believe their memory to be, will by the close of the session have learnt techniques that enable them to memorise 53 items in a prescriptive order - a massive boost to their confidence in their memory skills. 1 An introduction to the brain's functions Introductory brain-training How the brain works Left / right brain function Short-term and long-term memory Barriers to a good memory 2 Memory techniques Tips and techniques for improving memory Basic word association Chaining and linking Touchstone techniques Use of mnemonics Memory hooks Remembering names 3 Maximising memory Minimising barriers The importance of sleep and diet Supplements which may affect memory 4 Mind-mapping Purpose and principles Creating a mind map Use of colour to delight the eye and tickle the brain How to use the output from a map

We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations

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

Mental Health First Aid England Aware is an introductory course designed to increase mental health awareness and give an understanding of how to look after wellbeing and challenge stigma. Through an interactive instructor-led live session, you will learn: What mental health is and how to challenge stigma An introduction to some common mental health issues Confidence to support someone who may be experiencing mental ill health Ways to look after your own mental health and support wellbeing Outline What is mental health? Mental Health Continuum Factors that affect mental health Stigma Stress and stress management Spotting signs of distress Mental health conditions:DepressionAnxiety disordersPsychosisEating disordersSuicideSelf-harm Recovery Take 10 Together - starting a supportive conversation Supporting mental health in the workplace Useful statistics Helpful resources

All organisations today operate in an environment of constant and rapid change. Managing this change effectively is often achieved through a portfolio of formal projects. Many organisations today have qualified and experienced project management staff to run their projects. Some organisations today have dedicated functions, staff or processes to support their project management teams. The very largest organisations have in-house Enterprise Programme Offices, or project management specialists in corporate audit or risk functions; or organise 'Red Team Reviews' of a project by other staff with project management experience who are not participating in the reviewed project. But for many mid-size businesses and SMEs - and even some larger organisations - these resources are simply not available. For them, having access to external expertise to assure project management disciplines and to coach project managers can be a major contributor to project success. Such reviews can take place at project initiation; at major stage-gates (especially if significant capital is to be committed at the stage-gate); or at any other time if concerns arise concerning project quality, cost or timescales. And it is for those organisations that we offer the necessary expertise, on an ad hoc basis, in reviewing projects and coaching senior project management staff. A document review and workshop led by one of our consultants can help you assess whether: The strategic goals and priorities for the project are clear and being addressed Governance of the project within the business is defined and being effectively executed Project roles and responsibilities are clear and effective The credibility and robustness of the project plan can be enhanced Performance measures and reporting procedures are effective Critical risks are identified and being managed and contingencies are agreed The roles, responsibilities and capabilities of the key players in the project team are fit for purpose Budgets are realistic and costs being managed effectively Communication and change management activities are effectively planned and being executed At your discretion, you can capture the outcomes from the workshop for yourselves, in terms of identifying opportunities for improvement, or you can have our consultant write a report and make recommendations to you.

At some point in your life you will have attended a training course or workshop, but what happens when you are asked to deliver one? Some people relish the opportunity while others are challenged by it. Whatever you feel about training others, it is a skill that is admired and can be studied and learned. With the trainer you will be learning the techniques, skills and understanding you need and you will have the chance to deliver a short training session to others, receive feedback and having the confidence to deliver it for real in your job. The training will comprise one day followed by a half day when all those able to attend will deliver and have feedback on a 20 minute training activity. To be able to create and maintain an environment conducive to learning and engagement To understand basic learning theory and practice and the difference between training, facilitating and learning To understand how adults learn and how to apply it as a trainer To be able to plan and deliver a training activity using the appropriate set of skills and behaviours To be able to review and evaluate learning and identify how outcomes are met To manage the learning process and the participant engagement in the training environment To be able to present effectively and appropriately to a variety of audiences To deliver and receive feedback on a short delivered training activity with peers To review and evaluate learning and have an action plan to take back and put into practice DAY ONE (full-day) 1 Welcome, housekeeping, how the day will be run Introductions (and making the most of them) Warm up - breaking the ice followed by review and feedback Creating an environment conducive to learning and engagement; managing expectations well as a trainer Group task with feedback and review in plenary 2 What is training and how do adults learn? Trainer input: David Kolb's Learning Cycle Group tasks 3 How to plan a session and what to include - trainer input Starting at the end and working backwards Linking outcomes to purposeful activities Practice task and planning time for day two using a template 4 The skills and behaviours of a brilliant trainer Modelling skills and behaviours Creative task and discussion 5 Mini reviewing task De-brief - using reviewing in training 6 How to manage the process Trainer input followed by practice Paying conscious attention to language (verbal and non verbal), feelings and responses in the room and managing yourself as a trainer 7 The trainer's toolkit #1 Key tools, materials and templates Choosing different tools and approaches with different audiences Know your audience 8 The trainer's toolkit #2 Key tools, materials and templates continued Addressing trainer good practice 9 Review, evaluation and action planning activities Why and what should we be evaluating and why it's important Action planning task Group review task DAY TWO (half-day) The day will comprise a series of 30 minute timed sessions where each delegate will present and deliver a training activity with the group. The training activity will be prepared and planned in advance and will take 20 minutes (+ or - 2 minutes) to deliver in real time. This will be followed by review and feedback from the trainer and peers to complete the total of 30 minutes as a time slot. Reiteration of the task and discussion can take place with the trainer if needed, and there is time included in Day One to support the training planning.

Masterclasses? Refreshers? Introductions? It depends what you're looking for and where you want to pitch them, but here are six tried-and-tested highly focused sessions that organisations can take individually or as a series, to help develop their teams' project management capabilities one topic at a time. Objectives for each individual session are set out below, as part of the session outlines. Taken together, as a series, however, these modules are an ideal opportunity to develop your team's levels of project management capability maturity, whether that's by introducing them to the basic principles, refreshing them on best practice, or giving them the opportunity to really drill down into a specific area of challenge in your particular operating environment. Session outlines 1 Stakeholder management Session objectives This session will help participants: Understand why stakeholders matter to projects Be able to identify and engage stakeholders Be able to categorise stakeholders by their significance 1 Key principles What does 'stakeholder' mean - in theory? What does this mean in practice? Why stakeholders matter Consequences of missing stakeholders The stakeholder management process:IdentifyAssessPlanEngage 2 Identifying stakeholders Rapid listing CPIG analysis PESTLE analysis Drawing on the knowledge and experience of others Other ways to identify stakeholders 3 Assessing stakeholders Which stakeholders are significant? Stakeholder radar Power-interest maps Power-attitude maps 4 Planning The adoption curve Dealing with obstacles Who should engage which stakeholder? How should the project's organisation be structured? How will communication happen? 5 Engaging Seven principles of stakeholder engagement 2 Requirements and prioritisation Session objectives This session will help participants: Understand how clarity of requirements contributes to project success Use different techniques for prioritising requirements Agree requirements with stakeholders Manage changes to requirements 1 Understanding and managing stakeholder needs and expectations What are 'requirements'? What is 'requirements management'? Sources of requirements - and the role of stakeholders Are stakeholders sufficiently expert to specify their needs? Do they understand the detail of what they want, or do they need help to tease that out? What do stakeholders want to achieve? Working within constraints Prioritising requirements - three techniques 2 MoSCoW prioritisation 'Must have', should have', 'could have, 'won't have this time' When to use MoSCoW 3 The Kano Model Customer satisfaction - 'attractive' and 'must-be' qualities When to use Kano 4 Value-based prioritisation Understanding risk v value Using risk v value to prioritise features and schedules 5 Agreeing requirements Perfect v 'good enough' Establishing acceptance criteria Requirements traceability Agreeing project scope 6 Changing requirements Why requirements change Why change control matters Impact on projects A formal change control process Paying for change - managing change for different types of project 3 Estimating Session objectives This session will help participants: Understand the different purposes estimates satisfy Be able to use different estimating techniques Understand how to achieve different levels of accuracy 1 Key principles What's an estimate? Informed guesswork What needs to be estimated? Costs, resources, effort, duration Tolerances Precision v accuracy 2 Estimating through the lifecycle Start Plan Do 3 Early estimates Comparative ('analogous') estimating Parametric estimating Using multiple estimating techniques 4 Bottom-up estimating Bottom-up ('analytical') estimating Pros Cons 5 Three-point estimating Three-point ('PERT': Programme Evaluation and Review Technique) estimating Uncertainty and the range of estimates Calculating a weighted average Three-point with bottom-up 4 Scheduling Session objectives This session will help participants: Understand how to create a viable schedule Be able to use different forms of schedule Understand the concept of the critical path 1 Key principles The planning horizon Rolling wave planning Release planning 2 Viable scheduling Creating a viable schedule Define the scope Sequence the work Identify the risks and build in mitigations Identify the resources Estimate the effort and durations Check resource availability Refine until a workable schedule is produced 3 Critical path analysis The critical path Network diagrams Sequence logic Practical application:Network diagram with estimated durationsThe 'forward pass'The 'backward pass'Calculating total floatIdentifying the critical pathCalculating free float Gantt charts 5 Risk and issue management Session objectives This session will help participants: Understand the difference between risks and issues Be able to identify and assess risks Understand ways of mitigating risks Manage issues 1 Key principles Understanding risk Threats and opportunities The risk management processPreparation - proactive risk managementThe process - identify, assess, plan, implementStakeholder communication Roles and responsibilities Risk management strategy The risk register Risk appetite 2 Risk identification Brainstorming Interviews Assumption analysis Checklists 3 Risk assessment and prioritisation Probability, impact and proximity Triggers Qualitative risk assessment Qualitative impact assessment Qualitative probability assessment Probability / impact grid Bubble charts Risk tolerance 4 Planning countermeasures To mitigate or not to mitigate? Categories of risk response Avoid and exploit Reduce and enhance Transfer Share Accept Contingency Secondary risks 5 Issue management What is an issue? Tolerances Issues and tolerances The PRINCE2 view of issues Ownership of issues An issue management process Issue register 6 Budgeting and cost control Session objectives This session will help participants: Understand what to include in a budget - and why Choose - and use - the appropriate estimating technique Align the budget with the schedule Understand how to monitor spend and control costs Trouble-shoot effectively to get projects back within budget Session format Flexible. The session can be tailored to the participants' average level of project management maturity - a 60-minute session (delivered virtually) is an effective introduction. A 90-minute session allows for more in-depth treatment. A half-day session (face-to-face or virtual) gives time for a more challenging workshop, particularly to discuss specific cost control issues with any of the participants' current projects. 1 Where is the money coming from? Can we pay from revenue? Do we need to borrow? How long will the project take to pay back? The lifecycle of the budget Through-life costs Stakeholder involvement 2 Estimating costs Reminder: the relationship between estimates Reminder: possible estimating techniques What do we need to estimate?PeopleEquipmentMaterialsFacilities and operating costsWork package estimateEstimated project costs Estimating agile projects 3 Aligning budget and schedule Scheduling and financial periods Spreading the budget 4 Reserves and agreeing the budget Contingency reserve Management reserve Agreeing the budget 5 Cost control Planned spend over time Actual spend over time Work completed over time Evaluating different scenarios: delivery v spend 6 Trouble-shooting Why are we where we are? What has caused the project to spend at the rate it is? Why is it delivering at the rate it is? What are the root causes? What can we do about it?

When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: Profile customers Research and identify potential new customers Use the consultative sales process Build effective rapport with customers Identify customer needs through effective questioning and listening Position products and services effectively Close the sale or gain commitment to further action Manage their customer portfolio to maximise sales 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Knowing your customers Who are your customers, and what do they want from you? What are your strengths, compared to your competitors? Who are your new potential customers? How do you communicate with new customers? What do you need to know about your customers before you start to sell? Making the initial approach Planning your pipeline - keeping the customers coming 3 The four-step sales process Overview of the consultative sales process Key benefits of using the consultative sales process Focusing on behaviours not targets The behaviours of a good salesperson Common pitfalls and mistakes Personal strengths and weaknesses 4 Building rapport First impressions - Mehrabian theory of communication Short cuts to building rapport Looking out for clues as to how the customer is thinking Looping back to keep the conversation flowing Acknowledging past communication Dealing with emotions such as anger Setting the agenda to keep control Getting past gatekeepers 5 Questioning and listening How to ask open questions to uncover information Left brain questions When closed question can be useful What stops us listening? The four levels of listening How to develop your listening skills 6 Presenting products and services to customers When to present Using benefits not features Making it personal Using reciprocity The tendency towards the middle Using consistency 7 Gaining commitment Testing the water Dealing with objections using ACLEO Asking for the business Getting referrals Ending with a personalised close Following-up 8 Managing your customer pipeline Spotting opportunities for cross-sales Managing your portfolio Maximising sales proactively Review meetings Customer satisfaction measures and surveys Mystery shopping 9 Putting it all together Skills practice Personal learning summary and action plans

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans

This workshop is very practical in its nature and aims to give delegates an opportunity to not only learn about the key aspects of successful bid writing, but to also put them into practice. The workshop helps delegates understand what is most important to buyers and how to successfully convey they proposition to them. 1 Welcome and introductions 2 The mindset of successful bid writing The mindset needed for successful bid writing Thinking from the buyer's perspective and not your own 3 Decision making The way buyers make decisions - rational and emotional Understanding buying motives Looking at how to present ideas against those motives The idea of cognitive fluency How to pitch an idea in a way that leads to a positive decision 4 To bid or not to bid? Writing a bid is a big commitment; a clear understanding of the chances of winning is required Understanding of the implications of winning and the impact it will have on the organisation 5 Understanding your value proposition Framework to help identify unique proposition and how that fits in with the requirements of the bid 6 The tender process Understanding the process to enable a successful chance of winning the bid Different types of tender processes Evaluation of criteria and the impact on bid writing 7 Writing skills Different ways of writing and structuring bids to ensure their messages gets across well in a way that will be looked on favourably by the buyer 8 Summarise 9 Close