652 Lead courses in Birmingham

In this course you will understand what mentoring is about, understand your roles in the process. Gain self-insight into your own interpersonal style and way of relating to others that may affect mentoring interactions.

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. Day one - Activity Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. Using organised persistence to track and build new customer revenue. Managing your sales time effectively. Key learning points Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. How to prioritise opportunities and manage your time when sourcing new business. Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. Make outbound business or appointment calls with improved confidence, control and results. Day two - Value Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. How to better position your company and your products and services against your main competitors. Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. Day three (held around four weeks after the first module) - Conversion Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. Anticipate and answer customer objections and questions more confidently. Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points Smart ways to position price, emphasise value and be a strong player without being the cheapest. Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. Qualify pipeline opportunities with more accuracy, using a proven check-list. Use an 'option generator' to simplify complex proposals, increase business value and close business faster. Writing more effective sales proposal documents and quotations. How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. Practical methods of asking for agreement and closing a sale

About this Virtual Instructor Led Training (VILT) This 3 half-day Virtual Instructor Led Training (VILT) course highlights the impact of the introduction of renewable energy, digital technologies and new operational flexibility solutions in the electricity trading market. These advancements facilitate unique opportunities and challenges for cross border trading of electricity. Most countries in Asia, have designed their own portfolio of climate actions with an accelerated penetration of renewable energy (or by importing renewable energy into their local grids). These changes are taking place at unprecedented speed and add further complexity to the operation of electricity trading markets, while presenting new opportunities. The Asian market, can tap into its vast potential of solar, wind and geothermal energy sources. A global, unified vision is emerging to support each of countries' energy needs and decarbonization goals. This VILT course will highlight priorities of each country to achieve its energy goals. The main operational flexibilities of each type of renewable resource are discussed in detail. The course also discusses the main components of Power Purchase Agreements and advancements in digitalization and how digital technologies can influence the energy market and cross border electricity trading. Key Takeaways: New Energy Market Design Cross Border Trading PPAs Mechanisms and Examples of PPAs The Increased Penetration of Renewable Resources in the Power Systems and How It Stimulates Cross Border Trading How Digital Innovation Drives Energy Markets and Cross Border Trading Training Objectives Upon completion of this VILT course, participants will be able to: Be familiar with the global vision of One Sun, One World, One Grid Understand the major trends reshaping the energy markets Learn how innovative digital technologies change the energy markets Understand why sustainable energy markets require a tighter coordination between transmission and distribution system operators Engage with each other to design the energy market of the future Target Audience This VILT course will benefit policy makers and regulators from energy agencies, transmission companies and utilities as well as power system engineers and power system operators from control centre and ISO. Training Methods The VILT will be delivered online in 3 half-day sessions comprising 4 hours per day, including time for lectures, discussion, quizzes and short classroom exercises. Course Duration: 3 half-day sessions, 4 hours per session (12 hours in total). Trainer Your expert course leader is a Utility Executive with extensive global experience in power system operation and planning, energy markets, enterprise risk and regulatory oversight. She consults on energy markets integrating renewable resources from planning to operation. She led complex projects in operations and conducted long term planning studies to support planning and operational reliability standards. Specializing in Smart Grids, Operational flexibilities, Renewable generation, Reliability, Financial Engineering, Energy Markets and Power System Integration, she was recently engaged by the Inter-American Development Bank/MHI in Guyana. She was the Operations Expert in the regulatory assessment in Oman. She is a registered member of the Professional Engineers of Ontario, Canada. She is also a contributing member to the IEEE Standards Association, WG Blockchain P2418.5. With over 25 years with Ontario Power Generation (Revenue $1.2 Billion CAD, I/S 16 GW), she served as Canadian representative in CIGRE, committee member in NSERC (Natural Sciences and Engineering Research Council of Canada), and Senior Member IEEE and Elsevier since the 90ties. Our key expert chaired international conferences, lectured on several continents, published a book on Reliability and Security of Nuclear Power Plants, contributed to IEEE and PMAPS and published in the Ontario Journal for Public Policy, Canada. She delivered seminars organized by the Power Engineering Society, IEEE plus seminars to power companies worldwide, including Oman, Thailand, Saudi Arabia, Malaysia, Indonesia, Portugal, South Africa, Japan, Romania, and Guyana. Our Key expert delivered over 60 specialized seminars to executives and engineers from Canada, Europe, South and North America, Middle East, South East Asia and Japan. Few examples are: Modern Power System in Digital Utilities - The Energy Commission, Malaysia and utilities in the Middle East, GCCIA, June 2020 Assessment of OETC Control Centre, Oman, December 2019 Demand Side management, Load Forecasting in a Smart Grid, Oman, 2019 Renewable Resources in a Smart Grid (Malaysia, Thailand, Indonesia, GCCIA, Saudi Arabia) The Modern Power System: Impact of the Power Electronics on the Power System The Digital Utility, AI and Blockchain Smart Grid and Reliability of Distribution Systems, Cyme, Montreal, Canada Economic Dispatch in the context of an Energy Market (TNB, Sarawak Energy, Malaysia) Energy Markets, Risk Assessment and Financial Management, PES, IEEE: Chicago, San Francisco, New York, Portugal, South Africa, Japan. Provided training at CEO and CRO level. Enterprise Risk methodology, EDP, Portugal Energy Markets: Saudi Electricity Company, Tenaga National Berhad, Malaysia Reliability Centre Maintenance (South East Asia, Saudi Electricity Company, KSA) EUSN, ENERGY & UTILITIES SECTOR NETWORK, Government of Canada, 2016 Connected+, IOT, Toronto, Canada September 2016 and 2015 Smart Grid, Smart Home HomeConnect, Toronto, Canada November 2014 Wind Power: a Cautionary Tale, Ontario Centre for Public Policy, 2010 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

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The Agile Project Manager Change isn't coming, it's already here. The project environment is becoming more volatile, uncertain, complex, and ambiguous. Project management and project managers must transform and evolve in order to keep up with these changes. Agile has been a disruptor in the field of project management, having over 20 years of successes and benefits to organizations that have adopted their frameworks. The Agile frameworks have proven themselves to be more adept in dealing with this uncertainty. But Agile isn't just about following a different way of working. What do you need to learn, do, and become in order to continue in the current and future environment? It is a powerful combination of knowledge, competencies, and mindset. In an increasingly complicated project environment, this course provides participants with the knowledge needed to not only survive but thrive. What you will Learn At the end of this program, you will be able to: Evaluate the changing project environment and the needed knowledge, skills, and behaviors Demonstrate innovative project manager competencies of leading change, servant leadership, and focus on value Utilize Lean and Agile principles to maximize value and improve project performance Construct a hybrid Agile model that is unique to your project Assess your role in Business Agility as an Agile Project Manager Getting Started Introductions Workshop orientation Expectations Foundations Recap: What is Agile? A changed project environment The future project manager Agile Project Management Competencies Focusing on value Championing change Servant leadership Coaching / mentorship Facilitation Lean and Agile Principles Optimizing flow Making things small Continuous planning Just-In-Time requirements Visualizing work Hybrid Agile Considerations Considering a Hybrid Approach Examining Strengths and Weaknesses of Each Approach Selecting Waterfall / Agile Roles, Practices, and Techniques Reviewing Three Hybrid Scenarios Constructing the Hybrid Project Implementing Agile Pitfalls and Concerns Agile in the Organization Business Agility

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