11072 Professional Skills Course (PSC) courses

Duration 3 Days 18 CPD hours

Duration 5 Days 30 CPD hours This course is intended for This course is for professionals who need knowledge about implementing various Service Provider core technologies and advanced routing technologies. Network administrators System engineers Project managers Network designers Overview After taking this course, you should be able to: Describe the main characteristics of routing protocols that are used in Service provider environments Implement advanced features of multiarea Open Shortest Path First (OSPFv2) running in Service Provider networks Implement advanced features of multilevel Intermediate System to Intermediate System (ISIS) running in Service Provider networks Configure route redistribution Configure Border Gateway Protocol (BGP) in order to successfully connect the Service Provider network to the customer or upstream Service Provider Configure BGP scalability in Service Provider networks Implement BGP security options Implement advanced features in order to improve convergence in BGP networks Troubleshoot OSPF, ISIS, and BGP Implement and verify MPLS Implement and troubleshoot MPLS traffic engineering Implement and verify segment routing technology within an interior gateway protocol Describe how traffic engineering is used in segment routing networks Implement IPv6 tunneling mechanisms Describe and compare core multicast concepts Implement and verifying the PIM-SM protocol Implement enhanced Protocol-Independent Multicast - Sparse Mode (PIM-SM) features Implement Multicast Source Discovery Protocol (MSDP) in the interdomain environment Implement mechanisms for dynamic Rendezvous Point (RP) distribution The Implementing Cisco Service Provider Advanced Routing Solutions (SPRI) 5-day course teaches you theories and practices to integrate advanced routing technologies including routing protocols, multicast routing, policy language, Multiprotocol Label Switching (MPLS), and segment routing, expanding your knowledge and skills in service provider core networks. This course prepares you for the 300-510 Implementing Cisco© Service Provider Advanced Routing Solutions (SPRI) exam. The course qualifies for 40 Cisco Continuing Education credits (CE) towards recertification. This course will help you: Gain the high-demand skills to maintain and operate advanced technologies related to Service Provider core networks Increase your knowledge and skills for implementing Service Provider core advanced technologies though hands-on application and practical instruction Prepare to take the 300-510 SPRI exam Course Outline Implementing and Verifying Open Shortest Path First Multiarea Networks Implementing and Verifying Intermediate System to Intermediate System Multilevel Networks Introducing Routing Protocol Tools, Route Maps, and Routing Policy Language Implementing Route Redistribution Influencing Border Gateway Protocol Route Selection Scaling BGP in Service Provider Networks Securing BGP in Service Provider Networks Improving BGP Convergence and Implementing Advanced Operations Troubleshooting Routing Protocols Implementing and Verifying MPLS Implementing Cisco MPLS Traffic Engineering Implementing Segment Routing Describing Segment Routing Traffic Engineering (SR TE) Deploying IPv6 Tunneling Mechanisms Implementing IP Multicast Concepts and Technologies Implementing PIM-SM Protocol Implementing PIM-SM Enhancements Implementing Interdomain IP Multicast Implementing Distributed Rendezvous Point Solution in Multicast Network

Duration 5 Days 30 CPD hours

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.

P400 - Asbestos Surveying and Analysis is a one day foundation level course, which provides candidates with the fundamental knowledge to start a career in the asbestos surveying and analysis professions, and as a progression route to the asbestos Proficiency qualifications. It gives candidates an introductory level of knowledge on the health risks of asbestos fibres, and how to manage asbestos-containing materials in their work. Candidates for this course are not expected to have prior knowledge and experience but having an awareness of the contents of both HSG248 Asbestos: The analysts' guide (July 2021) and HSG264 Asbestos: the survey guide January 2010), would be advantageous.

This course is aimed at those who analyse and identify asbestos from within samples collected on site

BOHS P903 - Management and control of evaporative cooling and other high risk industrial systems is there to provide background and an overview of the risk of Legionella infection and how it can be controlled in Evaporative Cooling and other high risk Industrial type systems. It is a requirement of this course that candidates have successfully completed P901 - Legionella- Management and Control of Building Hot and Cold Water Services. Where both P901 and P903 courses are run on subsequent days or as a combined course then this prerequisite is waived.

P402 Surveying and sampling strategies for asbestos in buildings is the industry standard qualification for asbestos surveyors. In addition to holding the qualification, asbestos surveyors are required to undertake and provide evidence of annual refresher training. Previously, BOHS provided two Refresher courses for this purpose: P402RM (Management) and P402RRD (Refurbishment and Demolition). This new course, RP402 Refresher - Surveying and Sampling Strategies for Asbestos in Buildings, replaces P402RM and P402RRD. RP402 Refresher enables candidates to revise and update their knowledge on all types of asbestos surveys, and to receive a certificate of course completion by passing a written examination, which covers both the theory and practice of surveying for asbestos in buildings.

BOHS P904 - Management and control in leisure, display, therapy and other non-industrial systems is there to provide background and an overview of the risk of Legionella infection and how it can be controlled in leisure, display, therapy and other non-industrial water systems. It is a requirement of this course that candidates have successfully completed P901- Legionella- Management and Control of Building Hot and Cold Water Services [Syllabus GM.1]. Where both P901 and P904 courses are run on subsequent days or as a combined course then this pre-requirement is waived.

Come and join Supported Loving's Community of Practice for anyone working with people with learning disabilities and/or autistic people delivering relationships and sex education, this can be formally groups or informally within your job role. Working in this area can be challenging but as a community we can grow and learn - there is always something new to learn! Each month we will take a topic to discuss and reflect upon what are the challenges and what has worked/ positive approaches. Each session will include a case study to explore , a section where we share our favourite resources to use on this topic and space to discuss our practice surrounding this topic. Please book on and lets get sharing :) This months topic- Dealing with staff anxiety