459 Mode courses in Manchester

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

Leadership and Management development, Leadership training, management training, Leadership development

Overview Business modelling requires analysts to produce the quantitative models that top management uses to support their decision-making, but top management must also understand the strengths and weaknesses of the models if they are to use them effectively to support their decisions and robustly navigate the strategic negotiation landscape. This is particularly important for PPP projects where long-term commitments are made now based on bankability, value for money and risk allocation. During the course, participants will gain knowledge and skills on the frameworks, tools, and methodologies necessary to build quantitative models for financial decision-making in order to improve the financial viability and bankability of PPP projects. Participants will master modelling frameworks on capital budgeting, risk measurement, regression analysis and Monte Carlo Simulation among others.

Overview In this course you will learn to build a financial model by working in Excel and how to perform sensitivity analysis in Excel. You will also learn the formulas, functions and types of financial analysis to be an Excel power user. By attending this course, you will be able to effectively prepare and build financial models. Objectives Harness Excel's tools within a best practice framework Add flexibility to their models through the use of switches and flexible lookups Work efficiently with large data volumes Model debt effectively Approach modelling for tax, debt, pensions and disposals with confidence Build flexible charts and sensitivity analysis to aid the presentation of results Learn and apply Excel tools useful in financial forecasting Understand and design the layout of a flexible model Forecast financial statements of a public or private company Apply scenario analysis to the forecasted financial statements and prepare charts for data presentation

Overview The credit Risk Assessment course gives participants a comprehensive overview of the key concepts and methodologies in understanding the drivers of credit risk, modelling tools used for the measurement of credit risk, and current best practices in credit risk management techniques. The course focuses on the actual practice of credit risk assessment within financial institutions as well as on the quantitative and methodological tools and procedures that are at the cutting edge of measuring, mitigating and managing credit risk.

Overview This is particularly important for PPP projects where long-term commitments are made now based on bankability, value for money and risk allocation. During the course, participants will gain knowledge and skills on the frameworks, tools, and methodologies necessary to build quantitative models for financial decision-making in order to improve the financial viability and bankability of PPP projects. Participants will master modelling frameworks on capital budgeting, risk measurement, regression analysis and Monte Carlo Simulation among others.

Overview This is particularly important for PPP projects where long-term commitments are made now based on bankability, value for money and risk allocation. During the course, participants will gain knowledge and skills on the frameworks, tools, and methodologies necessary to build quantitative models for financial decision-making in order to improve the financial viability and bankability of PPP projects. Participants will master modelling frameworks on capital budgeting, risk measurement, regression analysis and Monte Carlo Simulation among others.

Overview The development of effective and realistic business/financial models is a critical tool in today's value-driven organization. As shareholders are increasingly concerned with the value of their investments, organizations are continually driven to ensure the optimum use of resources. Using Excel®, the Business & Financial Modelling process provides an effective tool with which the potential outcomes of various strategic and tactical initiatives can be projected. This comprehensive five-day programme takes you through the modelling process from start to finish. It provides practical examples and applications of modelling for both strategic and tactical executives.

Overview Objective Understanding the Importance of Business Analysis Model Determining various techniques of Process Modelling Understanding the scope of modelling Efficiently mapping the business landscape Analysing the enterprise structure How to avoid project failures. Learning efficient skills of being a successful business analyst. Understand and document various techniques for the organization delivers value. Successful project conversion Building team, changing the organization and overcoming resistance. Creating an effective Business Case.

About this training course This 5 full-day course provide a comprehensive understanding of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, HART protocol, control valves, actuators, and smart technology. This course will focus on maximizing the efficiency, reliability, and longevity of these systems and equipment by providing an understanding of the characteristics, selection criteria, common problems and repair techniques, preventive and predictive maintenance. This course is a MUST for anyone who is involved in the selection, applications, or maintenance of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology because it covers how these systems and equipment operate, the latest maintenance techniques, and provides guidelines and rules that ensure their successful operation. In addition, this course will cover in detail the basic design, operating characteristics, specification, selection criteria, advanced fault detection techniques, critical components and all preventive and predictive maintenance methods in order to increase the reliability of these systems andequipment and reduce their operation and maintenance cost This course will provide the following information for modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology: Basic Design Specification Selection Criteria Sizing Calculations Enclosures and Sealing Arrangements Codes and Standards Common Operational Problems All Diagnostics, Troubleshooting, Testing, and Maintenance Practical applications of smart instrumentation, SCADA, and Distributed Control Systems, control valves, actuators, etc in the following industries will be discussed in detail: Chemical and petrochemical Power generation Pulp and paper Aerospace Water and sewage treatment Electrical power grids Environmental monitoring and control systems Pharmaceutical plants Training Objectives Equipment Operation: Gain a thorough understanding of the operating characteristics of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Diagnostics and Inspection: Learn in detail all the diagnostic techniques and inspections required of critical components of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Testing: Understand thoroughly all the tests required for the various types of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Maintenance and Troubleshooting: Determine all the maintenance and troubleshooting activities required to minimize the downtime and operating cost of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Repair and Refurbishment: Gain a detailed understanding of the various methods used to repair and refurbish modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Efficiency, Reliability, and Longevity: Learn the various methods used to maximize the efficiency, reliability, and longevity of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Sizing: Gain a detailed understanding of all the calculations and sizing techniques used for modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Design Features: Understand all the design features that improve the efficiency and reliability of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Selection: Learn how to select modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology by using the performance characteristics and selection criteria that you will learn in this course Equipment Enclosures and Sealing Methods Learn about the various types of enclosures and sealing arrangements used for modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Commissioning: Understand all the commissioning requirements for modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Codes and Standards: Learn all the codes and standards applicable for modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Equipment Causes and Modes of Failure: Understand the causes and modes of failure of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology System Design: Learn all the requirements for designing different types of modern control systems, digital control, distributed control systems (DCSs), supervisory control and data acquisition (SCADA) systems, industrial instrumentation, control valves, actuators, and smart technology Target Audience Engineers of all disciplines Managers Technicians Maintenance personnel Other technical individuals Training Methods Your specialist course leader relies on a highly interactive training method to enhance the learning process. This method ensures that all participants gain a complete understanding of all topics covered. The training environment is highly stimulating, challenging, and effective because the participants will learn by case studies which will allow them to apply the material taught to their own organization. Each delegate will receive a copy of the following materials written by the instructor: Industrial Instrumentation and Modern Control Systems Practical Manual (400 pages) Trainer Your specialist course leader has more than 32 years of practical engineering experience with Ontario Power Generation (OPG), one of the largest electric utility in North America. He was previously involved in research on power generation equipment with Atomic Energy of Canada Limited at their Chalk River and Whiteshell Nuclear Research Laboratories. While working at OPG, he acted as a Training Manager, Engineering Supervisor, System Responsible Engineer and Design Engineer. During the period of time, he worked as a Field Engineer and Design Engineer, he was responsible for the operation, maintenance, diagnostics, and testing of gas turbines, steam turbines, generators, motors, transformers, inverters, valves, pumps, compressors, instrumentation and control systems. Further, his responsibilities included designing, engineering, diagnosing equipment problems and recommending solutions to repair deficiencies and improve system performance, supervising engineers, setting up preventive maintenance programs, writing Operating and Design Manuals, and commissioning new equipment. Later, he worked as the manager of a section dedicated to providing training for the staff at the power stations. The training provided by him covered in detail the various equipment and systems used in power stations. In addition, he has taught courses and seminars to more than four thousand working engineers and professionals around the world, specifically Europe and North America. He has been consistently ranked as 'Excellent' or 'Very Good' by the delegates who attended his seminars and lectures. He written 5 books for working engineers from which 3 have been published by McGraw-Hill, New York. Below is a list of the books authored by him; Power Generation Handbook: Gas Turbines, Steam Power Plants, Co-generation, and Combined Cycles, second edition, (800 pages), McGraw-Hill, New York, October 2011. Electrical Equipment Handbook (600 pages), McGraw-Hill, New York, March 2003. Power Plant Equipment Operation and Maintenance Guide (800 pages), McGraw-Hill, New York, January 2012. Industrial Instrumentation and Modern Control Systems (400 pages), Custom Publishing, University of Toronto, University of Toronto Custom Publishing (1999). Industrial Equipment (600 pages), Custom Publishing, University of Toronto, University of Toronto, University of Toronto Custom Publishing (1999). Furthermore, he has received the following awards: The first 'Excellence in Teaching' award offered by PowerEdge, Singapore, in December 2016 The first 'Excellence in Teaching' award offered by the Professional Development Center at University of Toronto (May, 1996). The 'Excellence in Teaching Award' in April 2007 offered by TUV Akademie (TUV Akademie is one of the largest Professional Development centre in world, it is based in Germany and the United Arab Emirates, and provides engineering training to engineers and managers across Europe and the Middle East). Awarded graduation 'With Distinction' from Dalhousie University when completed Bachelor of Engineering degree (1983). Lastly, he was awarded his Bachelor of Engineering Degree 'with distinction' from Dalhousie University, Halifax, Nova Scotia, Canada. He also received a Master of Applied Science in Engineering (M.A.Sc.) from the University of Ottawa, Canada. He is also a member of the Association of Professional Engineers in the province of Ontario, Canada. 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