6 Educators providing Purchasing courses in Erskine

About this Training Course  A few decades ago, the purchasing function in an Oil & Gas company was seen only as a procurement function in charge of supplying goods and services defined by the end user. Over the years, the purchasing function has won its letters of nobility and has proven to be a powerful leverage of savings and cost reduction. In the upstream Oil & Gas sector, where production sites are spread everywhere and sometimes in very isolated areas, purchasing & procurement performs an important mission to secure the supply of high-tech equipment which will travel all over the world before being installed offshore or in remote areas. These two objectives, cost saving and securing of supply, make the purchasing & procurement a strategic function and an essential segment of the supply chain as it drives the other steps in the chain.   Training Objectives By the end of the course, the participants will feel confident in their understanding of: The supply chain functions in the upstream Oil & Gas industry and its objectives. The purchasing process from the identification of a need to its satisfaction within the specifications, planning and budget. The strategic tools of the buyer: The category management and market analysis, the definition of the frame agreement and contracts. The creation of value for their organization by using the leverages of the purchasing process from the selection of supplier, the cost analysis and the negotiation. Target Audience This course is primarily designed for purchasers or head of purchasing/procurement. It is also necessary for other stake holders in the supply chain, including expediters, stock controllers and cost controllers. This course is also recommended for the participants in the logistics function who want to enlarge their knowledge domain of the supply chain. Finally, the supply chain administrators from the technical departments may also find this course necessary in order to facilitate their interaction with the purchasing department. Course Level Basic or Foundation Trainer Your expert course leader has 25 years of experience in management positions in Contracting, Procurement and Logistics, mainly in the Oil & Gas Industry. He was a Lecturer for IFP Training for 5 years. During his Oil & Gas industry experience, he has worked on major Oil and Gas development projects like the Yadana project in Myanmar, Akpo project in Nigeria and YLNG in Yemen. His international experience allows him to adapt very easily and integrate the multicultural specificities of the Oil & Gas industry in his teaching. 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

Overview Advance Strategic Procurement is designed to understand the process that continuously enhances and evaluates purchasing activities of an organisation. The participant will have in-depth knowledge of procurement functions within the organisation and will also gain a deeper knowledge of advanced supply chain concepts.  Through this course, you will attain the knowledge of how to increase strategic roles and new methods and techniques of procurement performance measurements. It will also highlight the government's role and its importance in procurement in order to develop sustainable procurement. 

Overview This one day course is designed for anyone that deals with telephone sales in either an inbound or outbound call environment. Description The telephone has become a critical tool in obtaining sales in today’s competitive market, and yet it is often an area we pay little attention to, and consequently it becomes a negative aspect of our business rather than the highly positive one it can be. This course sets out to enable the attendees to sell effectively over the phone. The tools that are covered will help generate sales and whether they take inbound or receive outbound calls they will find that if they apply the techniques in this session, their success rate will increase immensely. Topics covered: Advantages and Disadvantages – A look at how the phone can work for and against us in a sales environment. An Introduction to Selling on the Telephone – Understanding the key points that encourage a customer to purchase from us. Structuring and the Sales Process – Defining a set process for structuring a sales call with a chance to demonstrate understanding. Why People Buy – A look at the reasoning behind people’s purchasing decisions. How People Buy – An insight into the emotional factors behind how people arrive at purchasing decisions. Turning Inbound Calls into Sales – Gauging the level of interest of a caller in order to establish the likelihood of a sale. Making Effective Outbound Calls – A set process of ensuring you gain the best advantage with this type of call. Getting Past the Gatekeeper – Understanding the role of the gatekeeper and developing methods of dealing with them in order to speak to the decision maker. Using scripts and techniques that are proven and effective. Sounds Interesting? – Studying three key communication factors when projecting the voice over the phone. Including a chance to review how the participant’s voice comes across over the phone. Methods of Improving the Way You Sound – 10 key tips on vocal improvement. Telephone Questioning Techniques – Giving the delegates the chance to fully understand the different questioning techniques that can be used during a sales call. Features and Benefits – How to practically apply them in a sales scenario. Logical and Emotional Purchasing – A further look at the reasons we buy. Overcoming Objections – Practical use of a set process and ways to apply it in the workplace. Closing the Sale – Clear methodology with a chance to practice the skills in a fun way. Post-course Assignment – A method of carrying the learning into the workplace and ensure continual review. Who should attend the course? Anyone who handles inbound or outbound sales calls over the telephone. Requirements for Attendance No prerequisites required.

About this Training Course More energy companies today are setting ambitious net-zero targets and are expected to pour billions into the voluntary carbon offset market by the end of this decade. To get to net zero emissions, companies will need to balance emissions with nature and technology-based offsets. Markets are the best tool for connecting carbon sources and sinks. Many countries will not have enough supply inside their borders and will need to co-operate with those who have extra greenhouse gas removal potential. The energy industry is in search of effective climate tools as pressure mounts from investors and consumers for more progress on fighting rising emissions. Corporations fighting to cut their carbon footprint have for years focused on internal reduction measures. Many are now adding to that effort by turning to carbon credits, a process made easier as verification and registration tools mature. One particular category of carbon offsets leads the way: high-quality, nature-based carbon credits. These represent the largest category of carbon credit projects in the voluntary carbon market, comprising nearly half of credits issued. Public concern about this practice focused on the additionality, leakage, and integrity of carbon offsets that are created through reforestation, land preservation, carbon capture and other projects. Lack of standardization and government regulation has also increased uncertainty for all participants in carbon markets, creating risks for developers of credit-generating projects and offset purchasers. Demand for higher-quality offsets will value projects that were subjected to due diligence and rely upon reputable third-party verification. Companies purchasing offsets generated by permanent and quantifiable projects will therefore be in the best position moving forward. In this highly interactive training course, your course instructor will guide you through the latest developments and best procurement practices to successfully operate in the voluntary carbon market. Training Objectives At the end of this course, the participants will be able to: Discover the current state of the carbon economy Gain insights into the voluntary carbon market Learn about the different type carbon credits available Examine how companies can reach net zero target by using carbon offsets Uncover best practices in carbon credit procurement strategy Learn the pricing dynamics carbon credits Examine how to identify and ensure high quality credits Obtain key learning from flawed carbon offset projects Target Audience This course is intended for: Energy transition team leaders Carbon credit procurement professionals ESG strategy team leaders Finance and accounting professionals Low carbon business analysts or economists Corporate business sustainability professionals Legal, compliance and regulatory professionals Carbon trading professionals Course Level Intermediate Trainer Your expert course leader is a skilled and accomplished professional with over 25 years of extensive C-level experience in the energy markets worldwide. He has a strong expertise in all the aspects of (energy) commodity markets, international sales, marketing of services, derivatives trading, staff training and risk management within dynamic and high-pressure environments. He received a Master's degree in Law from the University of Utrecht in 1987. He started his career at the NLKKAS, the Clearing House of the Commodity Futures Exchange in Amsterdam. After working for the NLKKAS for five years, he was appointed as Member of the Management Board of the Agricultural Futures Exchange (ATA) in Amsterdam at the age of 31. While working for the Clearing House and exchange, he became an expert in all the aspects of trading and risk management of commodities. In 1997, he founded his own specialist-consulting firm that provides strategic advice about (energy) commodity markets, trading and risk management. He has advised government agencies such as the European Commission, investment banks, major utilities and commodity trading companies and various energy exchanges and market places in Europe, CEE countries, North America and Asia. Some of the issues he has advised on are the development and implementation of a Risk Management Framework, investment strategies, trading and hedging strategies, initiation of Power Exchanges (APX) and other trading platforms, the set-up of (OTC) Clearing facilities, and feasibility and market studies like for the Oil, LNG and the Carbon Market. The latest additions are (Corporate) PPAs and Artificial Intelligence for energy firms. He has given numerous seminars, workshops and (in-house) training sessions about both the physical and financial trading and risk management of commodity and carbon products. The courses have been given to companies all over the world, in countries like Japan, Singapore, Thailand, United Kingdom, Germany, Poland, Slovenia, Czech Republic, Malaysia, China, India, Belgium and the Netherlands. He has published several articles in specialist magazines such as Commodities Now and Energy Risk and he is the co-author of a book called A Guide to Emissions Trading: Risk Management and Business Implications published by Risk Books in 2004. 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

About this Virtual Instructor Led Training (VILT)  This 4 half-day Virtual Instructor Led Training (VILT) course will address a variety of contract and loan structuring issues associated with geothermal energy projects as well as comparison with solar, wind and battery storage. The course is designed to investigate how various project finance techniques and contract structures can be used to achieve a competitive power prices while maintaining a satisfactory equity return. Distinctive project finance features of power facilities that depend on geothermal, wind, hydro or solar resources will be evaluated with financial models. The course will cover economic analysis of exploration and development of geothermal facilities and how to incorporate probability of failure and success into an IRR framework. Subsequent sessions will address the theory underlying liquidated damages for delay, and performance as well as design of other incentives that is inherent in different contract structures. Nuanced project finance issues associated with structuring debt for renewable projects will be discussed including under what conditions the DSCR drives debt capacity and when the debt to capital ratio is instrumental. The course will be taught with a combination of theoretical discussions, term sheet review and focused financial models. Training Objectives Evaluation of the economic risks that arise from uncertainty associated with drilling exploration wells and development wells for geothermal projects. Analyse the theoretical issues with computing LCOE for geothermal projects compared to other renewable and non-renewable resources and the importance of cost of capital for renewable projects; Understand differences in contract structures for renewable projects and dispatchable projects and how a single price structure can distort incentives for efficient construction and operation; Understand components of financing that influence the bid price required to meet a required rate of return on equity and can result in relatively low prices with reasonable returns. Understand the importance of debt sizing constraints and what strategies are relevant when the debt to capital constraint applies relative to when the debt service coverage ratio drives the debt size; Understand how to compute P50, P90 and P99 for different projects driven by resource risk; Understand the difference between mean reverting resource variation and estimation mistakes that do not correct as the basis for 1-year P90 and 10-year P90. Understand under what conditions debt sculpting can affect returns and how synthetic sculpting can be used to increase returns when the DSCR constraint applies. Understand the theory of credit spreads, variable rate debt and interest rates in different currencies and compute the implied probability of default that in inherent in credit spreads. Understand how to evaluate the costs to equity investors and the benefits to lenders for various credit enhancements including DSRA accounts, cash flow sweeps and covenants. Course Level Basic or Foundation Training Methods The VILT will be delivered online in 4 sessions comprising 4 hours per day, with 2 breaks of 10 minutes per day, including time for lectures, discussion, quizzes and short classroom exercises. Trainer Your expert course leader provides financial and economic consulting services to a variety of clients, he teaches professional development courses in an assortment of modelling topics (project finance, M&A, and energy). He is passionate about teaching in Africa, South America, Asia and Europe. Many of the unique analytical concepts and modelling techniques he has developed have arisen from discussion with participants in his courses. He has taught customized courses for MIT's Sloan Business School, Bank Paribas, Shell Oil, Society General, General Electric, HSBC, GDF Suez, Citibank, CIMB, Lind Lakers, Saudi Aramco and many other energy and industrial clients. His consulting activities include developing complex project finance, corporate and simulation models, providing expert testimony on financial and economic issues before energy regulatory agencies, and advisory services to support merger and acquisition projects. Our key course expert has written a textbook titled Corporate and Project Finance Modelling, Theory and Practice published by Wiley Finance. The book introduces unique modelling techniques that address many complex issues that are not typically used by even the most experienced financial analysts. For example, it describes how to build user-defined functions to solve circular logic without cumbersome copy and paste macros; how to write function that derives the ratio of EV/EBITDA accounting for asset life, historical growth, taxes, return on investment, and cost of capital; and how to efficiently solve many project finance issues related to debt structuring. He is in the process of writing a second book that describes a series of valuation and analytical mistakes made in finance. This book uses many case studies from Harvard Business School that were thought to represent effective business strategies and later turned into valuation nightmares. Over the course of his career our key course expert has been involved in formulating significant government policy related to electricity deregulation; he has prepared models and analyses for many clients around the world; he has evaluated energy purchasing decisions for many corporations; and, he has provided advice on corporate strategy. His projects include development of a biomass plant, analysis and advisory work for purchase of electricity generation, distribution and transmission assets by the City of Chicago, formulation of rate policy for major metro systems and street lighting networks, advocacy testimony on behalf of low income consumers, risk analysis for toll roads, and evaluation of solar and wind projects. He has constructed many advisory analyses for project finance and merger and acquisition transactions. Lastly, our key course expert was formerly Vice President at the First National Bank of Chicago where he directed analysis of energy loans and also created financial modelling techniques used in advisory projects. He received an MBA specializing in econometrics (with honours) from the University of Chicago and a BSc in Finance from the University of Illinois (with highest university honours). POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

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Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: Assess the sales profitability and potential of existing key accounts Prioritise where time and energy is directed for maximum profitability Understand the key players in the decision making unit Create a strategic plan for the development of each client target Develop proactive sales consultancy skills Learn advanced communication and influencing techniques 1 What makes an effective account manager? The difference between order taking and account management How do you define a key account in your business? Why should existing customers remain with your company? How do you compare to the competition? 2 How do I prioritise my account management activity? Use practical tools to help you assess revenue potential Analyse the investment required versus the return on your time Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats Appreciate how this knowledge will improve your sales development 3 Planning strategies for each account Create a list of priority accounts and activities Learn how to develop a long-term and sustainable relationship Discover how they make their purchasing decisions Research the make-up of the Decision Making Unit for each client 4 Learning and utilising the six principles of influence Learn the secrets these principles offer sales people Discover how these principles will work for you Create an influencing strategy for influencers within the client Learn new habits of influence 5 Proactive sales skills Plan proactive sales meetings for key accounts Set primary and secondary objectives for every touch point with the customer Structure sales meetings for maximum effectiveness Help the customer commit and achieve their objectives 6 Putting it into practice Discuss real scenarios to plan for putting these skills into practice Share common issues with fellow sales people Create a personal development plan

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: Create the perfect interaction with any customer making contact by telephone Make every call count Build rapport quickly in any situation Handle difficult calls and challenging people Create sustainable and profitable relationships Increase your sales conversions 1 The inbound sales process Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 Engaging with the customer Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 Questioning and listening skills for gathering information Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 Overcoming objections and excuses If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 Gaining commitment and ending the call Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 Dealing with difficult and challenging situations The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 Action plans Course summary and presentation of action plans

'Selling' doesn't work. You've got to help customers buy. And that means engaging with the customer in a positive way, showing that you understand their requirement and giving them confidence that your product or service is the best possible way of meeting that requirement. This may sound painless but there's more to it than meets the eye and it's all too easy to get it wrong. You need to follow a process. This programme will help participants: Understand 'how buyers buy' and align their selling activities accordingly Recognise the difference between 'latent pain' and 'active vision' opportunities Conduct effective pre-call planning and research Stimulate interest and establish credibility with your prospects Get prospects to share / admit high priority pain Engage in consultative dialogue that promotes the differentiating strengths of your offerings Gain access to 'power' people within an opportunity Effectively qualify and disqualify opportunities based on objective decision criteria Better control and manage sell cycles Improve their chances of winning competitive opportunities Shorten sales cycles and avoid 'no decision' Negotiate the steps leading to a successful sale 1 An introduction to selling Understanding the key points that encourage a customer to purchase from us The difference between consultative selling and a transactional sale Understanding the roles that trust and empathy play in a sale Understanding how tricks and manipulation can sink a sale Vital pre-meeting research that must take place before a conversation Understanding how the customer sees us and why positioning is important 2 Structuring the sales conversation process Defining a set process for structuring a sales call with a chance to demonstrate understanding How the first minute of a conversation can destroy a sale Understanding BPO objectives for a sale How a step-by-step sales conversation process helps win more sales Understanding the mis-match between the customers buying process How our sales processes can lead to mistakes 3 How and why people buy An insight into the emotional factors behind how people arrive at purchasing decisions Using research from neuroscience that shows how sales people can really make mistakes Understanding how people make decisions about larger purchases Understanding the stakeholders in companies and their buying motives How to analyse the stakeholders and determine a win-plan 4 Understanding the funnel Studying the sales and buying process to understand the ratios of sales to prospects and better forecasting Understanding the role of forecasting in sales analysis Why many forecasts are nearly always wrong Understanding the stages of a sales process How 'verifiable outcomes' can really change forecasting 5 Questioning techniques Understanding the different questioning techniques and when they should be used Using the 'knowledge tree' as a framework for questioning Understanding the use of real empathy to help customers uncover their needs How effective research can really empower your questions How to ask 'high gain' questions How to ask difficult questions without feeling intrusive 6 Features and benefits How to practically apply them in a sales scenario How to align the benefits to customers' business goals Really understanding the difference and how to demonstrate true economic benefits to a customer How to discover business goals, and align value propositions to these How to craft an effective value proposition for a customer Using the SAR storytelling method to really engage customers to align their thinking patterns Using the latest neuroscience research that explains what customers are really thinking 7 Overcoming objections How 'confirmation bias' can hinder any sales conversation How the CLARA method of responding to customer concerns can dramatically improve the chances of customers responding to us in a positive way Practising the method to become comfortable and congruent with it 8 Closing the sale A deep dive into what closing is How different sales have different closes How too many closing methods can destroy a sale How to lead up to a close with a logical sequence of questions Using the ACSAT trust method of closing A clear methodology with a chance to practise the skills in a fun way