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Duration 3 Days 18 CPD hours This course is intended for Anyone who'd like to learn Adobe Premiere Pro CC Those that plan to take the Adobe Certfied Expert (ACE) exam Overview Introduction to Premiere Pro CC will allow you to learn powerful real-time video and audio editing tools that give you precise control over virtually every aspect of your production. In this three-day course, you?ll get a thorough overview of the interface, tools, features, and production flow for Premiere Pro CC. The course is an ideal combination of instructor-led demonstration and hands-on practice to introduce you to Adobe Premiere Pro software, a revolutionary 64-bit nonlinear video-editing application. You will learn powerful real-time video and audio editing tools that give you precise control over virtually every aspect of your production. Touring Adobe Premiere Pro CC Nonlinear editing in Adobe Premiere Pro Expanding the workflow Touring the Adobe Premiere Pro interface Setting up a Project Setting up a project Setting up a sequence Importing Media Importing assets Working with the Media Browser Importing images The media cache Capturing the videotape Organizing Media The Project panel Working with bins Organizing media with content analysis Monitoring footage Modifying clips Essentials of Video Editing Using the Source Monitor Navigating the Timeline Essential editing commands Working with Clips and Markers Program Monitor controls Controlling resolution Using markers Using Sync Lock and Track Lock Finding gaps in the Timeline Moving clips Extracting and deleting segments Adding Transitions What are transitions? Edit points and handles Adding video transitions Using A/B mode to fine-tune a transition Adding audio transitions Advanced Editing Techniques Four-point editing Retiming clips Replacing clips and footage Nesting sequences Regular trimming Advanced trimming Trimming in the Program Monitor panel Putting Clips in Motion Adjusting the Motion effect Changing clip position, size, and rotation Working with keyframe interpolation Using other motion-related effects Multi-camera Editing The multi-camera process Creating a multi-camera sequence Switching multiple cameras Finalizing multi-camera editing Additional multi-camera editing tips Editing and Mixing Audio Setting up the interface to work with audio Examining audio characteristics Adjusting audio volume Adjusting audio gain Normalizing audio Creating a split edit Adjusting audio levels in a sequence Working with the Audio Mixer Sweetening Sound Sweetening sound with audio effects Adjusting EQ Applying effects in the Audio Mixer Cleaning up noisy audio Adding Video Effects Working with effects Keyframing effects Effects presets Frequently used effects Color Correction and Grading Color-oriented workflow An overview of color-oriented effects Fixing exposure problems Fixing color balance Specials color effects Creating a look Exploring Compositing Techniques What is an alpha channel? Using compositing in your projects Working with the Opacity effect Working with alpha-channel transparencies Color keying a greenscreen shot Using mattes Creating Titles An overview of the Titler window Video typography essentials Creating titles Stylizing text Working with shapes and logos Making text roll and crawl Managing Your Projects The File menu Using the Project Manager Final project managment steps Importing projects or sequences Managing collaboration Managing your hard drives Exporting Frames, Clips, and Sequences Overview of export options Exporting single frames Exporting a master copy Working with Adobe Media Encoder Exchanging with other editing applications Recording to tape Additional course details: Nexus Humans Introduction to Premiere Pro CC 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 Introduction to Premiere Pro CC 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 5 Days 30 CPD hours This course is intended for This intermediate and beyond level course is geared for experienced technical professionals in various roles, such as developers, data analysts, data engineers, software engineers, and machine learning engineers who want to leverage Scala and Spark to tackle complex data challenges and develop scalable, high-performance applications across diverse domains. Practical programming experience is required to participate in the hands-on labs. Overview Working in a hands-on learning environment led by our expert instructor you'll: Develop a basic understanding of Scala and Apache Spark fundamentals, enabling you to confidently create scalable and high-performance applications. Learn how to process large datasets efficiently, helping you handle complex data challenges and make data-driven decisions. Gain hands-on experience with real-time data streaming, allowing you to manage and analyze data as it flows into your applications. Acquire practical knowledge of machine learning algorithms using Spark MLlib, empowering you to create intelligent applications and uncover hidden insights. Master graph processing with GraphX, enabling you to analyze and visualize complex relationships in your data. Discover generative AI technologies using GPT with Spark and Scala, opening up new possibilities for automating content generation and enhancing data analysis. Embark on a journey to master the world of big data with our immersive course on Scala and Spark! Mastering Scala with Apache Spark for the Modern Data Enterprise is a five day hands on course designed to provide you with the essential skills and tools to tackle complex data projects using Scala programming language and Apache Spark, a high-performance data processing engine. Mastering these technologies will enable you to perform a wide range of tasks, from data wrangling and analytics to machine learning and artificial intelligence, across various industries and applications.Guided by our expert instructor, you?ll explore the fundamentals of Scala programming and Apache Spark while gaining valuable hands-on experience with Spark programming, RDDs, DataFrames, Spark SQL, and data sources. You?ll also explore Spark Streaming, performance optimization techniques, and the integration of popular external libraries, tools, and cloud platforms like AWS, Azure, and GCP. Machine learning enthusiasts will delve into Spark MLlib, covering basics of machine learning algorithms, data preparation, feature extraction, and various techniques such as regression, classification, clustering, and recommendation systems. Introduction to Scala Brief history and motivation Differences between Scala and Java Basic Scala syntax and constructs Scala's functional programming features Introduction to Apache Spark Overview and history Spark components and architecture Spark ecosystem Comparing Spark with other big data frameworks Basics of Spark Programming SparkContext and SparkSession Resilient Distributed Datasets (RDDs) Transformations and Actions Working with DataFrames Spark SQL and Data Sources Spark SQL library and its advantages Structured and semi-structured data sources Reading and writing data in various formats (CSV, JSON, Parquet, Avro, etc.) Data manipulation using SQL queries Basic RDD Operations Creating and manipulating RDDs Common transformations and actions on RDDs Working with key-value data Basic DataFrame and Dataset Operations Creating and manipulating DataFrames and Datasets Column operations and functions Filtering, sorting, and aggregating data Introduction to Spark Streaming Overview of Spark Streaming Discretized Stream (DStream) operations Windowed operations and stateful processing Performance Optimization Basics Best practices for efficient Spark code Broadcast variables and accumulators Monitoring Spark applications Integrating External Libraries and Tools, Spark Streaming Using popular external libraries, such as Hadoop and HBase Integrating with cloud platforms: AWS, Azure, GCP Connecting to data storage systems: HDFS, S3, Cassandra, etc. Introduction to Machine Learning Basics Overview of machine learning Supervised and unsupervised learning Common algorithms and use cases Introduction to Spark MLlib Overview of Spark MLlib MLlib's algorithms and utilities Data preparation and feature extraction Linear Regression and Classification Linear regression algorithm Logistic regression for classification Model evaluation and performance metrics Clustering Algorithms Overview of clustering algorithms K-means clustering Model evaluation and performance metrics Collaborative Filtering and Recommendation Systems Overview of recommendation systems Collaborative filtering techniques Implementing recommendations with Spark MLlib Introduction to Graph Processing Overview of graph processing Use cases and applications of graph processing Graph representations and operations Introduction to Spark GraphX Overview of GraphX Creating and transforming graphs Graph algorithms in GraphX Big Data Innovation! Using GPT and Generative AI Technologies with Spark and Scala Overview of generative AI technologies Integrating GPT with Spark and Scala Practical applications and use cases Bonus Topics / Time Permitting Introduction to Spark NLP Overview of Spark NLP Preprocessing text data Text classification and sentiment analysis Putting It All Together Work on a capstone project that integrates multiple aspects of the course, including data processing, machine learning, graph processing, and generative AI technologies.

Duration 3 Days 18 CPD hours There are good reasons Adobe Premiere Pro is such a popular post-production video editing software application. It excels for a wide variety of uses; tapeless and DSLR footage; cross-platforms, open workflows for easy collaboration, powerful metadata features for greater editing and production efficiency, plus real-time 3D editing and Virtual Reality. This four-day course is ideal for beginners, as well as Final Cut Pro and Avid editors - or for anyone who is involved in a content creation environment. Adobe Premiere Interface Performing Nonlinear Editing in Premiere Pro Looking at the Standard Digital Video Workflow Enhancing the Workflow with Premiere Pro Expanding the Workflow Incorporating other Components into the Editing Workflow Adobe Creative Cloud Video Workflow Touring the Premiere Pro Workspace Looking at the Workspace Layout Customizing the Workspace Introducing Preferences Keyboard Shortcuts Moving, Backing up, and Syncing User Settings Setting up a Project Setting up a Sequence Setting up the Timeline Importing Media Importing Assets Working with ingest Options and Proxy Media Working with the Media Browser Importing Images Using Adobe Stock Customizing the Media Cache Recording a Voice-over Organizing Media Project Panel Working with Bins Monitoring Footage Modifying Clips Mastering the Essentials of Video Editing Using the Source Monitor Navigating the Timeline Essential Editing Commands Working with Clips and Markers Using Program Monitor Controls Setting the Playback Resolution Playing back VR Video Using Markers Using Sync Lock and Track Lock Finding Gaps in the Timeline Selecting Clips Moving Clips Extracting and Deleting Segments Adding Transitions Understanding Transitions Edit points and Handles Adding Video Transitions Using A/B mode to Fine-tune a Transition Adding Audio Transitions Performing Advanced Editing Techniques Performing Three or Four-point Editing Changing Playback Speed Replacing Clips and Footage Nesting Sequences Performing Regular Trimming Performing Advanced Trimming Trimming in the Program Monitor Putting Clips in Motion Adjusting the Motion Effect Changing Clip Position, Size, and Rotation Working with Keyframe Interpolation Using other Motion-related Effects Multi-camera Editing Following the Multi-camera Process Creating a Multi-camera Sequence Switching Multiple Cameras Finalizing Multi-camera Editing Editing and Mixing Audio Setting up the Interface to Work with Audio Examining Audio Characteristics Creating a Voice-over Scratch Track Adjusting Audio Volume Normalizing Audio Creating a Split Edit Adjusting Audio Levels for a Clip Sweetening Sound Sweetening Sound with Audio Effects Adjusting EQ Cleaning up Noisy Audio Fading Audio with Essential Sounds Adding Video Effects Working with Effects Master Clip Effects Masking and Tracking Visual Effects Keyframing Effects Effect Presets Frequently Used Effects Improving Clips with Color Correction and Grading Following a Color-oriented Workflow An overview of Color-oriented Effects Fixing Exposure Problems Fixing Color Balance Using Special Color Effects Creating a Look Exploring Compositing Techniques Understanding an Alpha Channel Making Compositing Part of Your Projects Working with the Opacity Effect Working with Alpha-channel Transparencies Color Keying a Green Screen Shot Using Mattes Creating Titles An Overview of Shapes & Type Loading in Graphics Using the Essentials Graphic Panel Browsing Templates Saving Templates Mastering Video Typography Essentials Creating Titles Stylizing Text Making Text Roll and Crawl Introducing Captions Managing Your Projects Using the File menu Using the Project Manager Performing the Final Project Management Steps Importing Projects or Sequences Managing Collaboration Using the Libraries Panel Managing Your Hard Drives Exporting Frames, Clips, and Sequences Overview of Export Options Exporting Single Frames Exporting a Master Copy Working with Adobe Media Encoder Uploading to Social Media Exchanging with Other Editing Applications Additional course details: Nexus Humans Adobe Premiere Pro 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 Adobe Premiere Pro 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.

This five-day programme empowers participants with the skills and knowledge to understand and effectively apply best practice commercial and contracting principles and techniques, ensuring better contractor performance and greater value add. This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)'s coveted Contract and Commercial Management Practitioner (CCMP) qualification. By the end of this comprehensive programme the participants will be able to: Develop robust contracting plans, including scopes of work and award strategies Undertake early market engagements to maximise competition Conduct effective contracting and commercial management activities, including ITT, RFP, negotiated outcomes Understand the legalities of contract and commercial management Negotiate effectively with key stakeholders and clients, making use of the key skills of persuading and influencing to optimise outcomes Undertake effective Supplier Relationship Management Appreciate the implications of national and organisational culture on contracting and commercial activities Appreciate professional contract management standards Set up and maintain contract and commercial management governance systems Take a proactive, collaborative, and agile approach to managing commercial contracts Develop and monitor appropriate and robust KPIs and SLAs to manage the contractor and facilitate improved contractor performance Appreciate the cross-functional nature of contract management Collaborate with clients to deliver sustainable performance and to manage and exceed client expectations Understand the roles and responsibilities of contract and commercial managers Use effective contractor selection and award methods and models (including the 10Cs model) and use these models to prepare robust propositions to clients Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates Effectively manage the process of change, claims, variations, and dispute resolution Develop and present robust propositions Make appropriate use of best practice contract and commercial management tools, techniques, and templates DAY ONE 1 Introduction Aims Objectives KPIs Learning strategies Plan for the programme 2 The contracting context Key objectives of contract management Importance and impact on the business 3 Critical success factors Essential features of professional commercial and contract management and administration The 6-step model 4 Putting the 'management' into commercial and contract management Traditional v 'new age' models The need for a commercial approach The added value generated 5 Definitions 'Commercial management' 'Contract management' 'Contracting' ... and why have formal contracts? 6 Stakeholders Stakeholder mapping and analysis The 'shared vision' concept Engaging with key functions, eg, HSE, finance, operations 7 Roles and responsibilities Contract administrators Stakeholders 8 Strategy and planning Developing effective contracting plans and strategies DAY TWO 1 Contract control Tools and techniques, including CPA and Gantt charts A project management approach Developing effective contract programmes 2 The contracting context Key objectives of contract management Importance and impact on the business 3 Tendering Overview of the contracting cycle Requirement to tender Methods Rationale Exceptions Steps Gateways Controls One and two package bids 4 Tender assessment and contract award I - framework Tender board procedures Role of the tender board (including minor and major tender boards) Membership Administration Developing robust contract award strategies and presentations DAY THREE 1 Tender assessment and contract award II - processes Pre-qualification processes CRS Vendor registration rules and processes Creating bidder lists Disqualification criteria Short-listing Using the 10Cs model Contract award and contract execution processes 2 Minor works orders Process Need for competition Role and purpose Controls Risks 3 Contract strategy Types of contract Call-offs Framework agreements Price agreements Supply agreements 4 Contract terms I: Pricing structures Lump sum Unit price Cost plus Time and materials Alternative methods Target cost Gain share contracts Advance payments Price escalation clauses 5 Contract terms II: Other financial clauses Insurance Currencies Parent body guarantees Tender bonds Performance bonds Retentions Sub-contracting Termination Invoicing 6 Contract terms III: Risk and reward Incentive contracts Management and mitigation of contractual risk DAY FOUR 1 Contract terms IV: Jurisdiction and related matters Applicable laws and regulations Registration Commercial registry Commercial agencies 2 Managing the client-contractor relationship Types of relationship Driving forces Link between type of contract and style of relationships Motivation - use of incentives and remedies 3 Disputes Types of dispute Conflict resolution strategies Negotiation Mediation Arbitration DAY FIVE 1 Performance measurement KPIs Benchmarking Cost controls Validity of savings Balanced scorecards Using the KPI template 2 Personal qualities of the contract manager Negotiation Communication Persuasion and influencing Working in a matrix environment 3 Contract terms V: Drafting skills Drafting special terms 4 Variations Contract and works variation orders Causes of variations Risk management Controls Prevention Negotiation with contractors 5 Claims Claims management processes Controls Risk mitigation Schedules of rates 6 Close-out Contract close-out and acceptance / completion HSE Final payments Performance evaluation Capturing the learning 7 Close Review Final assessment Next steps

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

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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.