1008 Sup courses in Nottingham

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

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: Negotiate from a position of partnership, not competition Deal more effectively and profitably with price objections Identify and practise successful sales negotiating skills Identify strengths and weaknesses as a sales negotiator Understand different types of buyer behaviour Learn to recognise negotiating tactics and stances Apply a new and proven structure to their business negotiations Identify and adapt for different behavioural styles Be alert to unconscious (non-verbal) communication Prepare and present a proposal at a final business negotiation stage Project confidence and exercise assertiveness in all sales negotiations 1 Planning for successful business negotiations This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: What kind of a negotiator are you? Negotiation skills self-assessment and best practice How to establish roles and responsibilities for both parties How to identify and set objectives for both buyer and seller How to research and establish the other person's position (business negotiation stance) 2 How to structure your negotiations This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: Learn and apply a formal structure to use when negotiating How to establish short- and longer-term objectives and opportunities How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations Understanding of basic legal and organisational requirements 3 Verbal negotiation skills This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions How best to propose and suggest ideas, using drawing-out skills 4 Non-verbal negotiation skills This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: Gaining rapport and influencing unconsciously Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) Recognising that business negotiations are precisely structured and agreements gained incrementally 5 Proposing and 'packaging' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: How to identify the key variables that can be negotiated The power and use of 'authority' within your negotiations How to structure and present your proposal, ideas or quotation to best effect The importance of when and how to identify and influence buyer's objections 6 Dealing with price This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: The three reasons that people will pay your asking price How to set price in a competitive market The key differences between selling and negotiating Ten ways to present price more effectively and persuasively 7 Getting to 'Yes': tactics and strategies There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: How to negotiate price and reduce discounting early in the process How to recognise negotiating tactics and strategies in your customer or supplier Key strategies, techniques and tactics to use in negotiation The importance of follow-through and watching the details How to deal with stalled business negotiations or competitor 'lock-out' 8 Case studies and review This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: Case studies Question and answer Planning worksheet Negotiation 'toolkit' and check-list 9 Personal action plans Session highlights: Identify the most important personal learning points from the programme Highlight specific actions and goals Flag topics for future personal development and improvement

Overview This 1 day course focus on comprehensive review of the current state of the art in quantifying and pricing counterparty credit risk. Learn how to calculate each xVA through real-world, practical examples Understand essential metrics such as Expected Exposure (EE), Potential Future Exposure (PFE), and Expected Positive Exposure (EPE) Explore the ISDA Master Agreement, Credit Support Annexes (CSAs), and collateral management. Gain insights into hedging strategies for CVA. Gain a comprehensive understanding of other valuation adjustments such as Funding Valuation Adjustment (FVA), Capital Valuation Adjustment (KVA), and Margin Valuation Adjustment (MVA). Who the course is for Derivatives traders, structurers and salespeople xVA desks Treasury Regulatory capital and reporting Risk managers (market and credit) IT, product control and legal Quantitative researchers Portfolio managers Operations / Collateral management Consultants, software providers and other third parties Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview This is a 2 day applied course on XVA for anyone interested in going beyond merely a conceptual understanding of XVA and wants practical examples of Monte Carlo simulation of market risk factors to create exposure distributions and profiles for derivatives used for XVA pricing Learn how to do Monte Carlo simulation of key market risk factors across major asset classes to create exposure distributions and profiles (with and without collateral) for derivatives used for XVA pricing. Learn how to calculate each XVA. Learn sensitivities of each XVA and how XVA desks manage these. Learn regulatory capital treatment of counterparty credit risk (both for CCR and CVA volatility) and how to stress test this within ICAAP or system-wide external, supervisor-led capital stress test. Who the course is for Anyone involved in OTC derivatives XVA traders XVA quants Derivatives traders and salespeople Risk management Treasury staff Internal audit and finance Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

Overview This is a 2 day course on understanding credit markets converting credit derivatives, from plain vanilla credit default swaps through to structured credit derivatives involving correlation products such as nth to default baskets, index tranches, synthetic collateralized debt obligations and more. Gain insights into the corporate credit market dynamics, including the role of ratings agencies and the ratings process. Delve into the credit triangle, relating credit spreads to default probability (PD), exposure (EAD), and expected recovery (LGD). Learn about CDS indices (iTRAXX and CDX), their mechanics, sub-indices, tranching, correlation, and the motivation for tranched products. The course also includes counterparty risk in derivatives market where you learn how to managed and price Counterparty Credit Risk using real-world, practical examples Understand key definitions of exposure, including Mark-to-Market (MTM), Expected Exposure (EE), Expected Positive Exposure (EPE), Potential Future Exposure (PFE), Exposure at Default (EAD), and Expected Loss (EL) Explore the role of collateral and netting in managing counterparty risk, including the key features and mechanics of the Credit Support Annex (CSA) Briefly touch upon other XVA adjustments, including Margin Valuation Adjustment (MVA), Capital Valuation Adjustment (KVA), and Collateral Valuation Adjustment (CollVA). Who the course is for Credit traders and salespeople Structurers Asset managers ALM and treasury (Banks and Insurance Companies) Loan portfolio managers Product control, finance and internal audit Risk managers Risk controllers xVA desk IT Regulatory capital and reporting Course Content To learn more about the day by day course content please request a brochure To learn more about schedule, pricing & delivery options, book a meeting with a course specialist now

The CIEH Foundation Certificate in Occupational Health and Safety supports businesses in their legal obligations to ensure employees are protected from harm. This course is ideal for those who want to develop their knowledge of health and safety issues in the workplace and of the regulations for maintaining a healthy and safe working environment. This course will focus on common hazards and how to control them. It will help you work more safely and be more aware of how your own actions can affect the health and safety of others.

This 2-day workshop is offered with an internal and external focus. Day 1 will focus on building your internal network and relationships by focusing on your personal network, your brand, influencing skills and perceptions. Day 2 focuses on your external relationships with suppliers, patient groups etc. This will focus on assertiveness, outcome rather than relationship focus, and influencing and negotiating skills. DAY ONE 1 Can you succeed by yourself? 2 Relationship awareness theory 3 The Strengths Deployment Inventory / Your FACET5 profile 4 Building rapport 5 Influencing power bases 6 Active listening 7 Building your personal internal network 8 Perceptions 9 Your brand DAY TWO 3 Preparing for conflict 2 The negotiation conversation 1 Your stakeholders and what they want from you 4 Influencing others 5 Your communication approaches for success 6 Emotional Intelligence 7 The trust model 8 Knowing your outcomes

Effective communication is a skill. This half-day workshop is very interactive - participants can practise their communication skills in a positive, supportive environment. 1 Welcome, introductions and objectives The definition of effective communication Exercise: sending a message 2 Verbal communications Effective communicators - who are they? What skills or attributes do they have? Listening skills, clear use of words, presence, eye contact, body language 3 How good a listener are you? Exercise: listening skills questionnaire and evaluation 4 Impact versus intent - what did you really mean to say? Attitudes influence behaviour and behaviour breeds behaviour Exercise: 'I never said she stole money' The need to avoid misunderstanding or misinterpretation 5 The 5 key principles to effective communication Exercise: 'What would you say?' 6 Written communication What makes an effective written communication? Kipling's 6 Honest Men: who, what, where, when, why and how Planning to write an email 7 Fuzzy meanings Probabilities for misunderstandings and misinterpretations 8 Practical exercise Hone written communication skills and put into practice hints and tips from the session 9 Review of key learning points and objectives

Recognising the value of, and practising, clear and open communication at all levels is the first step to improving performance, whether at an individual, team, management, leadership or organisational level. We all know this, but why is it so difficult? This unique programme will make it much, much easier for you by giving you a robust framework to use - and the opportunity to practise your skills in a safe, supportive environment. It will help you have conversation that deliver tangible results. The programme will help you: Overcome the barriers to effective performance conversations Handle feedback conversations effectively Improve working relationships with your staff Set realistic expectations and targets (and get 'buy-in' for them) Improve your communication style Plan and prepare for honest conversations in the workplace 1 What is an honest conversation? Why don't we have them more often? What stops us? The cost of not having them 2 The feedback conversation Dealing with the impact of feedback conversations 3 Preparing for conflict 4 Effective working relationships 5 The expectations conversation 6 The targets conversation 7 Your communication styles 8 Planning and preparing for an honest conversation 9 Giving and receiving feedback skills

This is an incredibly practical programme which has been developed to enable participants to improve their memory skills. The session focuses on specific techniques that can be used to improve retention of information. It also introduces the principles of mind-mapping By the end of this programme participants will be able to: Explain how our brain processes and stores information Describe the difference between short-term and long-term memory Use specific techniques to improve retention Explain the principles of mind mapping Be able to use mind maps to plan and order information Each participant, no matter how poor they believe their memory to be, will by the close of the session have learnt techniques that enable them to memorise 53 items in a prescriptive order - a massive boost to their confidence in their memory skills. 1 An introduction to the brain's functions Introductory brain-training How the brain works Left / right brain function Short-term and long-term memory Barriers to a good memory 2 Memory techniques Tips and techniques for improving memory Basic word association Chaining and linking Touchstone techniques Use of mnemonics Memory hooks Remembering names 3 Maximising memory Minimising barriers The importance of sleep and diet Supplements which may affect memory 4 Mind-mapping Purpose and principles Creating a mind map Use of colour to delight the eye and tickle the brain How to use the output from a map