4465 Objective courses in Glasgow delivered Online

Duration 5 Days 30 CPD hours This course is intended for This course is targeted towards the information technology (IT) professional that has a minimum 1 year IT Security and Networking experience. This course would be ideal for Information System Owners, Security Officers, Ethical Hackers, Information Owners, Penetration Testers, System Owner and Managers as well as Cyber Security Engineers. Overview Upon completion, the Certified Professional Ethical Hacker candidate will be able to competently take the CPEH exam. The CPEH certification training enables students to understand the importance of vulnerability assessments and how to implement counter response along with preventative measures when it comes to a network hack. Security Fundamentals Overview The Growth of Environments and Security Our Motivation? The Goal: Protecting Information! CIA Triad in Detail Approach Security Holistically Security Definitions Definitions Relationships Method: Ping The TCP/IP Stack Which Services Use Which Ports? TCP 3-Way Handshake TCP Flags Malware Types of Malware Types of Malware Cont... Types of Viruses More Malware: Spyware Trojan Horses Back Doors DoS DDoS Packet Sniffers Passive Sniffing Active Sniffing Firewalls, IDS and IPS Firewall ? First Line of Defense IDS ? Second Line of Defense IPS ? Last Line of Defense? Firewalls Firewall Types: (1) Packet Filtering Firewall Types: (2) Proxy Firewalls Firewall Types ? Circuit-Level Proxy Firewall Type of Circuit- Level Proxy ? SOCKS Firewall Types ? Application-Layer Proxy Firewall Types: (3) Stateful Firewall Types: (4) Dynamic Packet-Filtering Firewall Types: (5) Kernel Proxies Firewall Placement Firewall Architecture Types ? Screened Host Multi- or Dual-Homed Screened Subnet Wi-Fi Network Types Wi-Fi Network Types Widely Deployed Standards Standards Comparison 802.11n - MIMO Overview of Database Server Review Access Controls Overview Role of Access Control Definitions More Definitions Categories of Access Controls Physical Controls Logical Controls ?Soft? Controls Security Roles Steps to Granting Access Access Criteria Physical Access Control Mechanisms Biometric System Types Synchronous Token Asynchronous Token Device Memory Cards Smart Card Cryptographic Keys Logical Access Controls OS Access Controls Linux Access Controls Accounts and Groups Password & Shadow File Formats Accounts and Groups Linux and UNIX Permissions Set UID Programs Trust Relationships Review Protocols Protocols Overview OSI ? Application Layer OSI ? Presentation Layer OSI ? Session Layer Transport Layer OSI ? Network Layer OSI ? Data Link OSI ? Physical Layer Protocols at Each OSI Model Layer TCP/IP Suite Port and Protocol Relationship Conceptual Use of Ports UDP versus TCP Protocols ? ARP Protocols ? ICMP Network Service ? DNS SSH Security Protocol SSH Protocols ? SNMP Protocols ? SMTP Packet Sniffers Example Packet Sniffers Review Cryptography Overview Introduction Encryption Cryptographic Definitions Encryption Algorithm Implementation Symmetric Encryption Symmetric Downfalls Symmetric Algorithms Crack Times Asymmetric Encryption Public Key Cryptography Advantages Asymmetric Algorithm Disadvantages Asymmetric Algorithm Examples Key Exchange Symmetric versus Asymmetric Using the Algorithm Types Together Instructor Demonstration Hashing Common Hash Algorithms Birthday Attack Example of a Birthday Attack Generic Hash Demo Instructor Demonstration Security Issues in Hashing Hash Collisions MD5 Collision Creates Rogue Certificate Authority Hybrid Encryption Digital Signatures SSL/TLS SSL Connection Setup SSL Hybrid Encryption SSH IPSec - Network Layer Protection IPSec IPSec Public Key Infrastructure Quantum Cryptography Attack Vectors Network Attacks More Attacks (Cryptanalysis) Review Why Vulnerability Assessments? Overview What is a Vulnerability Assessment? Vulnerability Assessment Benefits of a Vulnerability Assessment What are Vulnerabilities? Security Vulnerability Life Cycle Compliance and Project Scoping The Project Overview Statement Project Overview Statement Assessing Current Network Concerns Vulnerabilities in Networks More Concerns Network Vulnerability Assessment Methodology Network Vulnerability Assessment Methodology Phase I: Data Collection Phase II: Interviews, Information Reviews, and Hands-On Investigation Phase III: Analysis Analysis cont. Risk Management Why Is Risk Management Difficult? Risk Analysis Objectives Putting Together the Team and Components What Is the Value of an Asset? Examples of Some Vulnerabilities that Are Not Always Obvious Categorizing Risks Some Examples of Types of Losses Different Approaches to Analysis Who Uses What? Qualitative Analysis Steps Quantitative Analysis ALE Values Uses ALE Example ARO Values and Their Meaning ALE Calculation Can a Purely Quantitative Analysis Be Accomplished? Comparing Cost and Benefit Countermeasure Criteria Calculating Cost/Benefit Cost of a Countermeasure Can You Get Rid of All Risk? Management?s Response to Identified Risks Liability of Actions Policy Review (Top-Down) Methodology Definitions Policy Types Policies with Different Goals Industry Best Practice Standards Components that Support the Security Policy Policy Contents When Critiquing a Policy Technical (Bottom-Up) Methodology Review Vulnerability Tools of the Trade Vulnerability Scanners Nessus SAINT ? Sample Report Tool: Retina Qualys Guard http://www.qualys.com/products/overview/ Tool: LANguard Microsoft Baseline Analyzer MBSA Scan Report Dealing with Assessment Results Patch Management Options Review Output Analysis and Reports Overview Staying Abreast: Security Alerts Vulnerability Research Sites Nessus SAINT SAINT Reports GFI Languard GFI Reports MBSA MBSA Reports Review Reconnaissance, Enumeration & Scanning Reconnaissance Overview Step One in the Hacking ?Life-Cycle? What Information is Gathered by the Hacker? Passive vs. Active Reconnaissance Footprinting Defined Social Access Social Engineering Techniques Social Networking Sites People Search Engines Internet Archive: The WayBack Machine Footprinting Tools Overview Maltego GUI Johnny.Ihackstuff.com Google (cont.) Domain Name Registration WHOIS Output DNS Databases Using Nslookup Traceroute Operation Web Server Info Tool: Netcraft Introduction to Port Scanning Which Services use Which Ports? Port Scan Tips Port Scans Shou

Duration 5 Days 30 CPD hours This course is intended for The primary audience for this course is as follows: Administrator IT support personnel Helpdesk support staff The secondary audience for this course is as follows: Network Engineering Staff Overview Upon completing this course, the learner can meet these overall objectives: Demonstrate an overall understanding of the Cisco Unified Communications Manager (CUCM) system and its environment Configure CUCM to support IP Phones Configure Cisco Unified Communications Manager and IM&Presence to support Cisco Jabber soft client. Configure CUCM to route calls to internal and PSTN destinations Configure User accounts and multi-level administration Demonstrate the use of Self Care Portal functionality Configure user features, including Hunt Groups, Call Pickup, and Call Park. Define the capabilities of and demonstrate the Bulk Administration Tool Define the SMART Licensing model for Cisco Unified Communications Demonstrate the use of the Unified Reporting tool Demonstrate the use of the Dialed Number Analyzer Explain the function of Cisco Unity Connection and the various interfaces that are used to access the system Describe the components that are required for user call processing by Cisco Unity Connection Implement the various features and options that are available to users in Cisco Unity Connection Explore Cisco Unity Connection version features and functions Use the various applications, tools, and reports that are available in Cisco Unity Connection Administering Collaboration Environments (CLACE) is an instructor-led course presented by Skyline-ATS to system administrators and customers involved with the Cisco Unified Communications Manager and Cisco Unity Connection product's day-to-day operation. The CLACE course is the replacement for the CMA / UCA courses. CLACE is a lab-intensive course. The primary focus is learning by performing the configuration tasks. The amount of theory is limited to allow more time for discovery exercises. This course introduces you to the CUCM system, the necessary procedures for administering IP Phones and Users, understanding the Dial Plan, and implementing Features. The course also covers Jabber administration and Cisco Unity Connection administration features, options, and configuration settings. In addition to instructor-led lectures and discussions, you will configure CUCM and Cisco IP Phones in the lab, either in a live classroom or WebEx remote classroom environment. While the CUCM and CUC software used in the class is version 12.5.1, the course material applies to versions 8.x, 9.x, 10.x, 11.x, or 12.x of the applications. The concepts and the lab tasks are the same for most of the software versions. Define Collaboration Technology and Benefits Define Collaboration Benefits Describe On-Premise, Cloud, and Hybrid Deployments Describe On-Premise Collaboration Deployments Describe Cisco's Collaboration Endpoints Describe Cisco Collaboration On-Premise Edge Solutions Describe Cisco's Collaboration On-Premise Conferencing Solutions Describe Cisco Cloud Services Administering Initial Parameters for Cisco Unified Communications Manager Understand the On-Premise Collaboration Deployment Models Describe The Cisco Unified CM Cluster Services Define Network requirements for Collaboration Define Network Services for Collaboration Navigate Cisco Unified CM Discovery 1: Configure Cisco Unified Communications Manager Initial Parameters Explore Cisco Unified CM Groups Discovery 2: Configure the Cisco UCM Core Systems Settings Exploring Endpoints and the Registration Process Identify Cisco Endpoint Solutions Explore the Boot up Process of an Endpoint Describe Power Over Ethernet Discovery 3: Configure an Access Switch for an Endpoint Describe IP Network Settings Discovery 4: Deploy an IP Phone Through Auto and Manual Registration Discovery 5: Administer Endpoints in Cisco Unified Communications Manager Managing Users in Cisco Unified Communications Manager Analyze Cisco UCM Users Types and Settings Describe Methods for Authenticating Cisco UCM Users Discovery 6: Create Local User Accounts Discovery 7: Adding Users in Cisco Unified Communications Manager Describing a Basic Dial Plan Describe the Concepts of a Dial Plan and Call Routing Describe Elements of Call Routing Explore Digit Manipulation and Translation Patterns Discovery 8: Create a Basic Dial Plan Describing Class of Service Explore the Concepts of Class of Control Discovery 9: Explore Partitions and Calling Search Spaces Discovery 10: Explore Private Line Automatic Ringdown (PLAR) Enabling Endpoints and Features Configure a Cisco Jabber Endpoint in Cisco UCM Discovery 11: Implementing Common Endpoint Features (Configuring Hunt Groups and Call Coverage) Explore Mobility Discovery 12: Implement Mobility Implementing Media Resources in Cisco Unified Communications Manager Media Resource Overview Media Resource Selection and Access Control Audio and Video Conference Bridge Devices Audio and Video Conference Bridge Integration Options Discovery 13: Configuring Media Resources Reporting and Maintenance Explore the Troubleshooting Process Describe Reporting and Maintenance Tools Describe the Cisco Real-Time Monitoring Tool Discovery 14: Use Reporting and maintenance Tools Describing Cisco Instant Messaging and Presence Describe Cisco IM and Presence Features and Architecture Clustering Describe Cisco IM and Presence Components and Communication Flows Enabling Jabber Cisco Jabber Deployment Modes Discovery 15: Deploy an On-Premise Cisco Jabber Client for Windows Configure Unity Connection Integration Overview of Cisco Unity Connection Integration SIP Integration Typical Integration Mistakes Integration Considerations Discovery 16: Configure the integration between Cisco Unity Connection and Cisco UCM Discovery 17: Configure Voicemail Users Configuring Cisco Unity Connection Call Handlers Call handler Overview System Call Handler Caller Input Operator Call Handler Goodbye Call Handler Directory Handler Interview Handler Troubleshooting Cisco Unity Connection Overview of Cisco Unity Connection Troubleshooting Options Integration Troubleshooting Tools Cisco Real-Time Monitoring Tool Discovery 18: Troubleshoot Cisco Unity Connection Additional course details: Nexus Humans Cisco Administering Collaboration Environments (CLACE) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Cisco Administering Collaboration Environments (CLACE) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for This course is intended for beginner to intermediate business and requirements analysts who are looking to improve their elicitation and requirements writing and documentation skills. This course is also a great fit for technical writers, product and software testers, project managers, product owners who work closely with business analysts or who perform some for of business analysis themselves. Overview Understand the role of the business analyst and core competencies for performing successfully Discuss the criticality of business analysis and requirements for successful project outcomes Understand the main professional associations and standards supporting business analysts in the industry Discuss the common problems with requirements and explore approaches to address these issues Obtain a clear understanding of the various requirements types and the significance for eliciting each type Demonstrate your ability to identify stakeholders Explore various methods for understanding and analyzing stakeholders Discuss and apply good planning practices to requirements elicitation efforts Obtain knowledge and understanding of over 15 current and commonly applied elicitation techniques Understand how to progress from elicitation to analysis to documentation Write well-formed and validated requirements Gain understanding of the best practices for writing quality requirements Learn the technical writing techniques that apply directly to writing requirements documents Discuss writing pitfalls, risks that impact requirements, and how to address them Learn best practices for communicating and collaborating with stakeholders, sharing the results of elicitation and the resulting documentation Learn approaches for validating requirements Understand the difference between validating requirements and validating the solution With elicitation serving as a major component of the requirements process, it is imperative that business analysts maintain high competency levels in elicitation practices and technique use to help organizations overcome the requirements related challenges faced on projects. Regardless whether you are a practitioner just starting off your career in business analysis or whether you have been performing the role for some years, this course will provide insight into the latest thoughts on elicitation and writing effective requirements and present a number of current techniques that are being applied on projects across industries today. Review of Foundational Concepts Definition of a business analysis Definition of business analyst BA role vs. PM role Business analysis competencies Benefits of business analysis Purpose for having a BA standard IIBA?s BABOK© Guide and PMI?s Practice Guide in Business Analysis Business analysis core concepts Discussion: Project challenges Understanding Requirements Common problems with requirements Understand the problem first Define the business need Situation statements and moving to requirements Understanding requirement types Business requirements Stakeholder/User Requirements Solution Requirements Functional Requirements Non-Functional Requirements Assumptions and Constraints Discussions: Requirement problems, business needs, and identifying non-functional requirements Discovering Stakeholders Definition of a stakeholder Stakeholder types Identifying stakeholders Performing stakeholder analysis Stakeholders and requirements Tips for identifying stakeholders Grouping stakeholders Creating a RACI model Tips for analyzing stakeholders Documenting results of stakeholder analysis Workshop: Discovering stakeholders Preparing for Requirements Elicitation Planning for elicitation Benefits of elicitation planning What do you plan? The elicitation plan Setting objectives for elicitation Determining the scope for elicitation Establishing pre-work Determining the outputs for the session The iterative nature of elicitation Elicitation roles Elicitation planning techniques Discussions: Who to involve in elicitation, planning impacts, and unplanned elicitation Workshop: Planning for elicitation Conduct Requirements Elicitation Elicitation skillset Types of elicitation techniques Using active listening in elicitation Techniques for performing elicitation Benchmarking/Market Analysis Brainstorming Business Rules Analysis Collaborative Games Concept Modeling Data Mining Data Modeling Document Analysis Focus Groups Interface Analysis Interviews Observation Process Modeling Prototyping Survey or Questionnaire Workshops Write Effective Requirements Elicitation and Analysis Requirements related issues Implications of bad requirements Elicitation and documentation Writing skillset Documenting requirements Modeling requirements Defining the project life cycle Impact of project life cycle on documentation Requirements specifications Characteristics of good requirements Guidelines for writing textual requirements Structuring a requirement Writing pitfalls Traceability Requirements attributes Risks associated to requirements Discussions: Project Life Cycle and Correcting Poorly Written Requirements Workshops: Documenting Requirements and Identify Characteristics of Good Requirements Confirm and Communicate Elicitation Requirements Business analysis communication Requirements communication Communication skills The 7 Cs Timing of communication Planning communication Importance of Collaboration Planning collaboration Documenting communication/collaboration needs Confirming elicitation results Verify requirements Characteristics of good requirements (revisited) Requirements checklist Requirements validation Signing off on requirements Discussions: Responsibility for Communication, Eliciting Communication Needs, Validation Signoff Workshops: Communicating Requirements and Obtaining Signoff Evaluate the Solution Business analyst role in solution evaluation Why solutions under perform What we are looking for in solution evaluation When does solution evaluation occur Performing solution evaluation Planning solution evaluation Metrics that might exist Evaluating long term performance Qualitative vs. quantitative measures Tools & techniques used in solution evaluation Comparing expected to actuals When solution evaluation discovers a variance Tools/techniques for analyzing variances Proposing a recommendation Communicating results of solution evaluation Discussion: Addressing Variance Wrap up and Next Steps Useful books and links on writing effective requirements BABOK© Guide Business Analysis for Practitioners: A Practice Guide Additional course details: Nexus Humans BA04 - Eliciting and Writing Effective Requirements training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the BA04 - Eliciting and Writing Effective Requirements course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 4.5 Days 27 CPD hours This course is intended for This course is intended for individuals who want to gain basic knowledge of business skills. Overview Upon successful completion of this course, students will be able to communicate and work effectively in a business environment. In this course, students will learn about all different aspects of business skills needed be effective in an office environment. Accessing PDF Documents Open a PDF Document Browse a PDF Document Creating & Saving PDF Documents Create and Save a PDF Document from an Existing Document Create a PDF Document from a Web Page Combine Multiple PDF Documents Navigating Content in a PDF Document Perform a Search in a PDF Document Search Multiple PDF Documents Work with Bookmarks Create Links and Buttons Modifying PDF Documents Manipulate PDF Document Pages Edit Content in a PDF Document Add Page Elements Reviewing PDF Documents Add Comments and Markup Compare PDF Documents Initiate and Manage a Review Converting PDF Files Reduce the File Size of a PDF Document Optimize PDF Files Convert and Reuse PDF Document Content Customizing the Acrobat XI Pro Workspace Customize the Toolbars Customize the Tool Sets Creating PDFs from Technical Documents Create PDF Documents Using Autodesk AutoCAD Measure Technical Drawings Enhancing PDF Documents Embed Multimedia Enhance PDF Document Accessibility Securing PDF Documents Manage the Security of PDF Documents Validate PDF Documents Creating Interactive PDF Forms Create a PDF Form Compile and Manage PDF Form Data Finalizing PDF Files for Commercial Printing Apply Color Management Settings Preview Printed Effects Perform Preflight on a PDF Document Create PDF/X, PDF/A, and PDF/E Compliant Files Create a Composite and Color Separations Accessing & Navigating SharePoint Team Sites Access SharePoint Sites Navigate SharePoint Sites Working with Documents, Content, & Libraries Upload Documents Search for Documents and Files Working with Lists Add List Items Modify List Items Configure List Views Filtering and Grouping with List Views Configuring Your SharePoint Profile Update and Share Your Profile Information Share and Follow SharePoint Content Creating a Blog Integrating with Microsoft Office Access and Save SharePoint Documents with Microsoft Office Manage Document Versions through Office 2013 Accessing SharePoint Data from Outlook 2013 Working Offline & Remotely with SharePoint Synchronize Libraries, Sites, and MySite and Working Offline Working from a Mobile Device Creating a New Site Create a Site Change the Look and Feel of Your SharePoint Site Adding & Configuring Libraries Configure Document Library for Your SharePoint Team Site Configure the Site Assets Library for Your SharePoint Site Add and Configure a Wiki for Your SharePoint Site Adding & Configuring Lists Add an Announcement List Add and Configure a Task List Add and Configure Contact and Calendar Lists Add and Configure a Blog Subsite Add and Configure a Custom List to your SharePoint Site Customize List Forms Configuring Site Settings, Navigation, & Search Configure Site Search Options Configure Site Administration Settings Configure Site Organization and Navigation Assigning Permissions & Access Rights Sharing Sites and Setting Site Permissions Secure Lists, Libraries, and Documents Configure Content Roll-Up, Summary Links, & Site Map Add and Configure the Content Search Web Part Add and Configure the Relevant Documents Web Part Identifying Nouns, Pronouns, & Verbs Identify Nouns Identify Pronouns Identify Verbs Identifying Adjectives & Adverbs Use Adjectives Use Adverbs Indentifying Prepositions, Conjunctions, and Interjections Use Prepositions Use Conjunctions Use Interjections Identifying Rules Monitor Sentences Monitor Modifiers Avoid Common Errors Identifying Correct Punctuation Use Parentheses Correctly Use Commas, Semicolons, and Quotation Marks Use Numbers, Symbols, and Capitalization Correctly Identifying Sentence Fragments, Run-Ons, and Comma Splices Identify Sentence Fragments Identify Run-ons, Comma Splices, and Solutions Improving Word Choices Identify Commonly Misused Words Identify Synonyms, Antonyms, and Homonyms Building Effective Sentences Identify the Goal Consider the Audience Consider the Context Editing Effectively Use Correct Spelling Achieve Clarity Avoiding Hypercorrections Avoid Hypercorrections Achieve Simplicity Getting Started Icebreaker Housekeeping Items The Parking Lot Workshop Objectives Working with Words Spelling Grammar Creating a Cheat Sheet Constructing Sentences Parts of a Sentence Punctuation Types of Sentences Creating Paragraphs The Basic Parts Organization Methods Writing Meeting Agendas The Basic Structure Choosing a Format Writing the Agenda Writing E-Mails Addressing Your Message Grammar and Acronyms Writing Business Letters The Basic Structure Choosing a Format Writing the Letter Writing Proposals The Basic Structure Choosing a Format Writing the Proposal Writing Reports The Basic Structure Choosing a Format Be guided by the: The purpose of the report The seniority of your readers Writing the Report Other Types of Documents Requests for Proposals Projections Executive Summaries Business Cases Proofreading & Finishing A Proofreading Primer How Peer Review Can Help Printing and Publishing Wrapping Up Words from the Wise Review of Parking Lot Lessons Learned Completion of Action Plans and Evaluations E-Mail Basics E-mail characteristics Writing online versus on paper Understanding the advantages and disadvantages of e-mail Understanding the cultural significance of e-mail E-mail programs Using an e-mail program to send e-mail When to use e-mail Communicating by e-mail Understanding when to avoid using e-mail Writing an e-mail message Using the MAIL acronym E-Mail Policies Company policies Avoiding improper e-mail messages Ensuring employee compliance to e-mail policies Copyright laws, viruses, and liability Avoiding copyright infringement Avoiding viruses Identifying e-mail liability E-Mail Features & Security Features of an e-mail program Using attachments Using priority labels and signature files Features of an e-mail program Using attachments Using priority labels and signature files Discussing e-mail program options Securing e-mail Usi Additional course details: Nexus Humans Business Applications training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Business Applications course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Budgeting is more than mere vague oversight. Budgeting should deliver the corporate strategy, add shareholder value and lead to a well-run business - for the benefit of all involved in it. Effective budgeting leads to real control - effective day-to-day operational control and more. This course demonstrates what proper budgeting and operational control can do. This course will help ensure that participants: Appreciate the importance of the budgeting process Take ownership of it Use it as a daily working tool - not an annual exercise - to help run their part of the operation Improve their reporting against budget Ensure their delivery against budget 1 Objectives of budgets The budget process Stages - what is the prime aim of a budget? What is forecasting? ObjectivesPlanningImplementation 2 Budget and cost control focus Choosing objectives Links with corporate strategy Links with resource management Can the accounting systems cope? 3 Traditional budgeting and control Benefits and drawbacks The process Control and feedback Reporting - what can be expected? 4 Advanced budgeting and control Understanding the business process Taking out costs Cost awareness ZBB - as valid as ever 5 Reports Reports for action The purpose of a report Content - deliverables and feedback Culture is so important

This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments. By the end of the programme participants will be able to: Understand the basic concepts of negotiation and how it adds value to the organisation Recognise the stages of negotiation and the skills required at each stage Make use of tried-and-tested negotiation planning tools Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes Set negotiation objectives Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements 1 Welcome Introductions Aims and objectives Plan for the day 2 Why negotiate? Understanding the negotiation context Negotiating with suppliers Negotiating with stakeholders 3 Understanding the process The phases of negotiation and what to do in each phase Before During After 4 Planning Appreciating the importance of planning Different approaches Identifying the key variables Setting objectives for each of them Practical negotiation planning exercise 5 Doing The key skills required, Communication Numeracy empathy Applying these skills in a role play: practical exercise 6 Close Review of key learning points Personal action planning

Many people have a misconception about networking events, and lose out on new business opportunities as a result. They either don't appreciate the real benefits and techniques of networking and don't attend events, or they attempt to 'sell on the first date', causing resentment. You can either attempt to make a sale for a quick buck (which is particularly likely to backfire at a networking event), or you can try to open a long-term relationship, creating new opportunities and a high lifetime value customer (which is how it's meant to be done). Networking, when done properly, is an excellent tool for referrals. But you have to appreciate that it's done on the basis of giving rather than receiving and this doesn't always come naturally to sales professionals. The old saying that it's about getting to 'know, like and trust' is still true. This workshop is about having your prospects and customers getting to know, like and trust you, and building that lifetime value as a result. By the end of this programme, participants will be able to: Understand what networking is - networking etiquette Know how and where to network Clarify their objectives - why network Use the 4 basic questions to start a conversation Build rapport quickly and easily Answer the question 'What do you do?' effectively in a few seconds Deliver a 60-second pitch Break into a group Prepare for a network meeting Identify opportunities Use tools to assist in networking 1 Introduction Aims and objectives 2 What is networking? Why network - objectives and goal setting Networking etiquette Preparation - online and offline tools to use Identify networking opportunities - where to network Know what you have to offer 'Know, like and trust' - the process 3 What do you do? Answer in 5-10 seconds Create and deliver a 60-second pitch Who is your target market? 4 Starting a conversation Breaking into a group Building rapport The 4 questions to start a conversation Moving on 5 Communicate and engage LISTEN - 4 types of listening skill Ask powerful questions Influence - don't sell What can you do to help others - give to get 6 Power of referrals Who can give you referrals? When to give or ask for referrals Have a referral system Showing appreciation 7 Social media and other online tools Using LinkedIn and other social media Online directories 8 Next steps Following up Arranging one-to-one meetings Developing relationships

The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives. We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks. This course will help participants: Learn key principles of managing sales priorities, meeting targets and getting 'everything' done! Learn proven techniques for structuring your day, week and normal routine Develop effective sales time management at the office and on the road Learn a seven-step process for setting goals and objectives in your work and personal life Understand how to make time for sales prospecting, designated call days Understand practical ways to improve your time management 1 Key principles of sales time management Course objectives and review of time log Essential principles of sales time management How do you use your time now? Reviewing your working day (from pre-course survey) Beliefs and feelings about time 2 Managing sales priorities and planning systems Managing priorities and planning systems Use organised persistence to plan your sales activity Planning your territory and prospecting activity How to use priority ratings not urgency to react to tasks 3 Dealing with distractions and communication skills Know your time 'bandits' and creating more positive habits to overcome them Making time by saying 'no' assertively and managing expectations Assertiveness techniques for handling colleagues and clients Making meetings worthwhile - preparation and planning 4 Sales goal setting and action planning Set clear, concise, and motivating sales goals and action plans How to set and use goal setting as way of managing your time and increasing results The principles of linking SMART objectives to action plans and daily activities 5 Creating results focus - every day, week, and month Batch sales tasks together, starting with emails Planning your day and week and protecting sales 'prime' time Apply the 80/20 to your sales contacts, clients, and prospects 6 Overcoming procrastination and structuring your day Understanding procrastination, what it is and how to recognise it in yourself and others How to stop procrastinating and start making progressing Build a power prospecting hour into every day Smart stuff to make more sales time: five automated tools Live the $64,000 dollar question

This intensive one-day training programme has been developed to help those involved in producing specifications create high quality documents in an organised and effective way. The programme explains the primary purpose of specifications and the importance of understanding the context in which they are used. It focuses particularly on how to develop and structure content and write requirements that are clear and concise. The methods and techniques presented will provide a practical foundation course for those new to the topic whilst offering new insights to those with more experience. The objectives of the workshop are to: Review and discuss the role and purpose of specifications Present a structured approach for organising and producing specifications Explain each of the key steps involved in creating effective specifications Review some methods for assisting in defining requirements Explain how to define the scope and develop the structure for a specification Present methods to assist the writing and editing of specifications Review how specifications should be issued and controlled 1 Introduction Course objectives Review of participants' needs and objectives 2 Specifications in perspective The role and purpose of specifications The impact of specifications on commercial performance The qualities of an effective specification The five key steps of 'POWER' writing: prepare-organise-write-edit-release 3 Step 1: Preparing to write Defining the purpose the specification; integrating the specification and contract Deciding how to specify: when to specify in functional and technical terms Getting the right people involved at the right time; engaging stakeholders Applying procedures for writing, issuing and controlling specifications 4 Step 2: Organising the specification content Scoping the document: scope maps, check lists, structured brainstorming Clarifying requirements; separating needs and desires Dealing with requirements that are difficult to quantify Useful techniques: cost benefit analysis, Pareto analysis Deciding what goes where; typical contents and layout for a specification Creating and using model forms: typical sections and sub sections 5 Step 3: Writing the specification Identifying and understanding the readers needs Choosing and using the right words; dealing with jargon Important words; will, shall, must; 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 6 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 7 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 8 Course review and action planning What actions should be implemented to improve specifications? Conclusion

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