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MEF Carrier Ethernet training course description The course progresses from a overview of the Carrier Ethernet service and how it works onto looking at the concepts in depth. Service attributes and management follow with the course finishing with studies of practical Carrier Ethernet. What will you learn Discuss and understand key Carrier Ethernet Concepts. Understand tasks related to designing, deploying and maintaining a Carrier Ethernet network. Offer effective solutions to implementing a Carrier Ethernet enterprise network given available customer resources and requirements. Carry out informed discussions using industry Carrier Ethernet 'vocabulary. Pass the MEF CECP 2.0 professional accreditation exam. MEF Carrier Ethernet training course details Who will benefit: Anyone working with Carrier Ethernet Prerequisites: The course attendees need to be conversant with data networks, as well as Ethernet and IP technologies. Duration 5 days MEF Carrier Ethernet training course contents Section One: Introduction to Carrier Ethernet Introduction to Carrier Ethernet: What is Carrier Ethernet? Evolution, advantages, The MEF, MEF specifications; UNI, EVC, OVC, EPL/EVPL, EP-LAN/ EVP-LAN, EP-Tree/EVP-Tree, etc, overview. How Carrier Ethernet Works: Service Frame Handling. Carrier Ethernet at Customer Premises, metro and core. Carrier Ethernet Workings, UNI attributes, Service Attributes (EVC and EVC per UNI attributes), Bandwidth Profiles, service multiplexing, L2 protocol processing; Carrier Ethernet equipment, CPE, aggregation and homing nodes, core equipment; management systems. The Setting Up of a Carrier Ethernet Service: Step 1: Choose service type, EPL/EVPL, EP-LAN/EVP-LAN, EPTree/EVP-Tree, EVLine...; Step 2: CPE tasks, UNI-C tasks (UNI attributes, service attributes (EVC and EVC per UNI) and bandwidth profiles), UNI-N tasks (L2 protocol handling). Step 3: Non-CPE tasks, Access, metro and core connections set up. Section Two: Carrier Ethernet Concepts in depth Carrier Ethernet Definitions in Depth: UNI, UNI I & II, UNI-N and UNI-C, etc.; NNI/ENNI; EVC; OVC, OVC type (P2P, M2M, Rooted MP), OVC end point (root, leaf, trunk), OVC end point map, OVC end point bundling; Service types in detail, EPL/EVPL, EP-LAN/EVP-LAN, EP-Tree/EVP-Tree, EVLine, Access EPL, Access EVPL . Carrier Ethernet Service Frame Handling: Unicast, multicast and broadcast frame delivery, Tagged, untagged and priority; Tagging, C and S-Tags, 802.3, 802.1d, 802.1q, 802.1ad, 802.1ah evolution, VLAN ID translation/preservation. CoS preservation. Other Key Carrier Ethernet Concepts: MTU, MTU at UNI, MTU at ENNI; Physical Layer Attributes, FE, GbE and 10GbE, Service Multiplexing and Bundling Concept and detail, rules and implications; Hairpin Switching Managing Bandwidth in a Carrier Ethernet Network: Token Bucket Algorithm, EIR, CIR, CBS, EBS, Coupling Flag; Frame Colors, recoloring, Color Awareness attribute, Color Forwarding; Bandwidth Profiles, rules and concepts. MEF CoS identifiers, DEI bit (in S-Tag), PCP bit (in C-Tag or S-Tag), or DSCP (in IP header), Multiflow bandwidth concepts; CoS Label/Color Identification. Section Three: Carrier Ethernet Service Attributes Overview: Carrier Ethernet 2.0; Blueprint C Service Attributes: Per UNI, Physical interfaces, Frame format, Ingress/egress Bandwidth Profiles, CEVLAN ID/EVC Map, UNI protection. EVC per UNI, Ingress/egress Bandwidth Profiles, etc.; Per EVC, CEVLAN ID Preservation, CoS ID Preservation, Relationship between SLA and SLP, Class of Service, etc. OVC, ENNI, OVC End Point per UNI and OVC End Point per ENNI, Ingress/egress bandwidth profiles, etc. Section Four: Managing Carrier Ethernet Networks Overview: MEF Service Lifecycle.Carrier Ethernet maintenance: Port, Link & NE failure, Service Protection Technologies, Fault Identification and Recovery, LAG, Active/Standby EVC, Single EVC with transport protection, G.8031, G.8032, MPLS FRR. SOAMs: Connectivity fault management, connectivity Monitoring, Loopback, Linktrace; Performance Management, Frame Delay, Inter Frame Delay Variation, Availability, Frame Loss Ratio, Resiliency, HLI, DMM, DMR, SLM, SLR; Key Concepts, Single vs dual ended, ordered UNI pair calculations. LOAMs: Link discovery, link monitoring, etc. Terminology and Concepts: MEG levels, MIPs. Section Five: Practical Carrier Ethernet Carrier Ethernet Transport Technologies:Layer 1: SDH. Layer 2: Bridging, provider bridging, PBB, PBBTE. Layer 2.5: MPLS VPWS, MPLS VPLS, MPLS-TP. Carrier Ethernet Access Technologies: fiber, SDH, active fiber, PON, GPON, 10G PON, OTN, WDM; copper, PDH, G-SDSL, 10Pass-TS, HFC; packet radio. Optimising mobile backhaul with Carrier Ethernet Key challenges solutions: Market pressure, LTE evolution, elements and architecture (RAN BS, NC, GWIF.), synchronization, bandwidth management. Circuit Emulation over Ethernet: Purpose, needs and applications. Synchronization: Phased, ToD, External Reference source, SynchE ,NTP, IEEE-1588 v2/ PTP, ACR; MEF Service Definitions for emulated circuits. Applying what you know: Practical examples and scenarios, Carrier Ethernet solutions; Practice Scenarios, Given a scenario, determine appropriate Ethernet services

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Any team member with Customer interaction (including internal) are the 'Ambassadors' of the company/organisation. If they project positive professionalism - they win others' confidence. If they appear or sound like they are in any way indifferent or unprofessional - they will cost sales and lose clients/customers. With this 2 day Training course, that will be tailored to your company/organisation, each person attending will upgrade their professional standards in people skills, telephone manner and email etiquette. No training in this area may well be a false economy as there is a much greater risk of disenfranchised customers and team members - and probably increases your competitors to win business at your expense. Professional customer care is all too frequently regarded as a token issue in most induction sessions for employees. Surprisingly it is very rarely considered as a key priority, despite being essential for ensuring customer commitment is secure and supplier/partnerships are robust. Excellent customer care is paramount in our ever increasingly competitive market and making customers feel valued and looked after is often a differentiator. This 2-day course will help you understand your customers and the vital importance of customer care in any organisation. You will gain the tools and techniques to apply your learning directly back into the workplace and deliver excellent customer care. Course Syllabus The syllabus of the Professional Customer Care course is comprised of four modules, covering the following: Module One What is Excellent Customer Care? Internal versus external customers Why customer care is important Meeting customer expectations Module Two Making a Personal Difference How do you measure customer care? Making a difference Taking ownership Positive mental attitude Displaying professionalism both face-to-face and over the telephone Using positive language Module Three Gathering Information and Offering Solutions Asking the right questions Active listening skills Summarising and clarifying skills Module Four Dealing with Difficult Situations How to give a 'service' no Demonstrating empathy Assertiveness techniques Handling a complaint Problem solving Saying 'sorry' Making realistic promises and keeping them Real Play Scenarios with a Professional Actor (Optional Extra) This programme benefits significantly from our innovative training feature: Real Play. Using a professional actor who performs role plays as different customer characters in carefully devised situations, the delegates have the opportunity to 'pause' the role play to coach and control their character to improve their skill sets and practice the theory delivered. These scenarios can deal with difficult situations and enacting options to ensure good customer relations are intact. The outcome of the scenario is the responsibility of the delegates, not the trainer and actor. The actor will remain in character throughout the de-brief in order to bring to life the impact and possible next steps. Objectives By the end of the course participants will be able to Adopt a professional telephone manner Communicate assertively by taking control and directing the conversation Deliver information positively by offering options and alternatives Develop a range of versatile behaviours to use when dealing with difficult situations by: Listening actively Using empathy Gathering relevant information through effective questioning Finding solutions to concerns/problems quickly and efficiently Speaking positively and assertively What Is The Benefit? For individuals this course will increase confidence and ability to deal with customers in all situations, which will in turn create customer loyalty and raise their profile. For an employer, ensuring that all customer facing employees are demonstrating excellent customer care instils confidence in the customers and promotes a positive image of the company. In-House Courses Every single team member or employee that has a role which involves engaging with a customer, client and/or a key partner/supplier has a responsibility for projecting a positive image of the organisation which they represent. That may sound obvious, but how many hundreds of experiences have you had as a customer where you were treated with indifference and a distinct lack of professionalism by the receptionist, the retail assistant, the tele-agent, the delivery person, the credit controller or the departmental manager of the operation that you were dealing with? Far too many to count? This is because professional customer care is regarded as a token issue in most induction sessions for employees - and it is very rarely considered as a key priority to ensure customer commitment is secure and supplier/partnerships are robust. Yet the hugely expensive churn in customer/client commitments and staff is enormously expensive and immensely disruptive to any organisation. The Importance of Customers and Clients Every client/customer engaging person needs to recognise that it is ultimately the client or customer that pays their wages. If they gain a basic understanding of the clients' motivations and behaviours, coupled with some core skills in how to care for them, they will attain the status of 'professional'. This will very quickly translate into increased revenues, retained loyalty, high commitment and far greater security for all parties. The foundation has to be based on the authentic commitment to both the customer and also to the organisation they work for. Disenfranchisement readily curdles into sloppy behaviours cloaked in unprofessional attitudes and demeanours; plenty there to repel the most loyal of customers. If your company or organisation relies on repeat business and retaining the confidence and commitment of your clients, then all of your team members - perhaps including managers who set the example and have the biggest influence on the where the needle points to in relation to professionalism - need to be trained on the core basics of professional customer care. Customer Care Programmes from Dickson Training Ltd We are delighted to boast about the many successes we have had in providing effective and long lasting improvements for many clients, where awards have been won and, more importantly, talent has been retained because their clients and customers keep on coming back. Professional customer care extends to suppliers and partners that you value and need to get the best service and rates from, as well as any 'internal clients' such as other departments where you need to rely on their support and collaboration in order to achieve your goals. It is amazing what effective professional customer care training can do for any organisation. Without it your organisation may be vulnerable, with it you are much more likely to see increased performances and much greater security and growth. Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.