We often find ourselves working in fast-paced matrix environments, working in/with virtual teams or simply trying to get something done by someone in another part of the business. This common aspect of our working lives has a common challenge: how to influence other people to help us or do something for us, when they don't report to us. Pulling rank or strong nudging might work once, but we need to build a supportive and collaborative relationship over the long term. What Does This Course Offer? Fortunately, there are really effective tips for influencing, and our program offers an influencing model in detail. Through activity and discussion we explore how you can apply these principles and use it when you need help from other people. Even when we are not in a leadership position it can sometimes be extremely difficult to get people's help, especially when we have no authority over them. This is where an approach and an influencing model can help us identify what we and other people value in a given influencing situation. We can then explore that information so that everyone can view and pursue a common purpose. This course will enhance and promote the skill set necessary for any leader or manager, allowing our in-depth influencing knowledge to be applied into your working environment. From an employer's perspective this award can be a significant long-term return on investment by developing your leaders and managers. Our learning experiences are successful because the outcomes are quickly embedded and demonstrate an immediate visible impact on the day-to-day working environment. Our engaging learning inspires employees to want to personally add value to the companies they work for. We also offer our Paradigm Trait-Map™ online assessment and report as a frame of reference for your own influencing styles and that of others. This assessment should be completed before attending the program, and will be expanded upon during the program delivery. Course Content The Influencing for Leadership and Management course covers the following topics: Two key influencing models that you can apply back in your daily work Different types of influencing How to create the right environment for influencing Barriers you may face and how to overcome these barriers Accreditation Activity Our accredited tutors deliver training that encourages delegates to confidently and practically apply all they have learnt as soon as they get back into the business. To achieve this award, delegates need to prepare and deliver a 3 minute presentation* on the highlights of their learning and immediate application avenues when back in their working environment. *Participants will be given 30 minutes during the program to prepare for their 3 min presentation at the end of the program. Scheduled Course Dates Unfortunately this course is not currently scheduled as an open course as it is primarily run as an in-house programme. For more information, please contact us. In-House Courses This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. This means that the course syllabus is extremely flexible and can be tailored to your specific requirements. If you would like to discuss how we can tailor this management training course for you and/or run it at your premises, please contact us.
One of our greatest strengths is our ability to tailor any of our open management courses to the needs and requirements of different businesses in different industries. We understand that whilst our open management training courses provide a wealth of knowledge in their particular area of focus, not all of it may be relevant for your business and the particular industry you operate in.Rather than making delegates sit through management training that is irrelevant to their job role, we offer bespoke management training where we tailor the course to cover the specific needs of your organisation, ultimately relieving the inevitable boredom and "switching off" that would come with having to sit through training that a person knew they would not need. Why choose us for your bespoke management training needs? We have provided tailored, bespoke management training courses to some of the largest organisations in the UK. Using our acquired experience and knowledge of running these courses, we will be able to work with you to create a bepoke management training programme that delivers a significant return on investment, both in terms of tangible and intangible results. ILM accredited management training courses Because we charge a daily training rate rather than a per delegate fee, if you have a number of delegates requiring management training, a bespoke management training course can often be less expensive than putting them all on an open course. A number of courses have been accredited by the ILM, which means you can be assured as to the standard of the course content and delivery. For more information on these, please see our page on ILM Management Training. All of our ILM Programmes are provided in partnership with BCF Group Limited, which is the ILM Approved Centre we deliver under. Interested in finding out more about bespoke management training? Between us, we can come up with a training plan which will provide relevant, bespoke management training for your delegates which will maximise the return on both your time and cost. We are happy to come to your premises or arrange training facilities nearer to your location if this would be more convenient. Feedback Below is a small selection of past feedback for our management training and development courses and programmes: "Excellent instructor. I looked forward to our monthly lectures knowing that I would have a good laugh but also that I would learn more about the subject and myself. He has been very helpful to me and the rest of the students, not just during the lectures but often in his own time. His enthusiasm for all of the subjects covered during the course was evident throughout, which again helped me to enjoy and understand the subjects and lectures. If I get the chance in future to attend a further course with you, I would jump at the chance."Senior Acquisitions SurveyorGalliford Try "A very accomplished trainer and someone who I would very much like to be involved in our business training going forward. The feedback I have had from all levels of our team structure is excellent."Group HR OperationsEADS Personnel Services UK "Phil has a lot of energy which he throws into the course. This visably broke down resistance and attendees entered into the exercises wholeheartedly."Senior QSBullock Construction Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.
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
The aim of this course is to provide an overview of Agile approaches to product development. It explains what Agile is and when and why to use it. The scope of the programme includes: The course emphasises the collaborative nature of Agile and the flexibility it offers to customers. The principal training objectives for this programme are to help participants understand: Why and when to use Agile How to use Agile The roles involved in Agile development The cultural factors to take into account How to manage Agile developments 1 Introduction (Course sponsor and trainer) Why this programme has been developed Review of participants' needs and objectives 2 Background to Agile Issues with traditional approaches to product development How Agile helps Roots of Agile Agile lifecycles Product v project 3 How Agile works The Agile Manifesto Agile principles Process control: defined v empirical Different Agile methods The Scrum framework DSDM Atern 4 Managing Agile When to use Agile Managing Agile projects Team organisation 5 Agile techniques Daily stand-ups User stories Estimating MoSCoW prioritisation 6 Course review and action planning (Course sponsor present) Are there opportunities to use Agile? What actions should be implemented to adopt Agile? Conclusion
Self-understanding is a prerequisite for leading and managing others responsibly and honourably. The field of Neuro Linguistic Programming has helped us to gain a better insight into how we all think and behave. Upon completion of this course participants will be able to: Gain an insight into the purpose and functions of the unconscious mind Develop flexibility to increase their for behaviours in different circumstances Appreciate how different people experience the world Create and set effective goals and direction Understand the NLP Model of Communication Adapt their communication style to maximise effectiveness Influence and persuade others by connecting with people Understand how empowerment can make life easier Appreciate how creativity works Learn creativity techniques to tap into the power of the team 1 Self-awareness Autopilot - your unconscious mind Developing flexibility How identify, values & beliefs shape our behaviour Models of the world 2 Creating direction Describing present and desired state Designing your direction Making it happen Self-mastery 3 Communication The NLP Model of Communication Insights to the way people think Understanding representation systems Reframing the way people think about negative experiences Using metaphor 4 Influence and persuasion Building trust Connecting with people Purpose intention and outcomes The difference empowerment makes 5 Creativity and innovation Hindrances to creativity and innovation Your natural state of creativity Getting unblocked Creativity techniques 6 Action plan Course summary and presentation of action plans
The aim of this course is to provide project managers, project engineers and project support staff with a toolkit they can use on their projects. The tools range from the simple that can be used on all projects to the advanced that can be used where appropriate. This programme will help the participants to: Identify and engage with stakeholders Use tools for requirements gathering and scope management Produce better estimates using a range of techniques Develop more reliable schedules Effectively manage delivery DAY ONE 1 Introduction Overview of the programme Review of participants' needs and objectives 2 Stakeholder management Using PESTLE to aid stakeholder identification Stakeholder mapping The Salience model Stakeholder engagement grid 3 Requirements management Using prototypes and models to elucidate requirements Prioritising techniques Roadmaps Requirements traceability 4 Scope management Work breakdown structures Responsibility assignment matrix 5 Delivery approaches Sequential Agile 6 Estimating Comparative estimating Parametric Bottom-up Three-point estimating Delphi and Planning Poker Creating realistic budgets DAY TWO 7 Scheduling Critical path analysis Smoothing and levelling Timeboxing Team boards Monte Carlo simulations Probability of completion 8 People management Situational Leadership The Tuckman model Negotiation Conflict management Belbin 9 Monitoring and control Earned value management 10 Course review and action planning Identify actions to be implemented individually Conclusion PMI, CAPM, PMP and PMBOK are registered marks of the Project Management Institute, Inc.
Any successful business manager will tell you that you never get the deal you deserve - you always get the deal you negotiate! This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies. This course will help participants to: Understand the basics of negotiation Develop negotiating skills Increase their business acumen Develop their communication skills Learn the models, techniques and tools for an effective negotiation Identify the barriers to agreements Close the deal 1 What is negotiation? Key skills for negotiation Types of negotiation Win-lose negotiations versus Win-win negotiations Wise agreements and Principled Negotiation 2 Four key negotiating concepts BATNA - Best alternative to negotiated agreement Setting your reservation price ZOPA - Zone of possible agreement Creating and trading value 3 Business acumen Understanding pricing, gross margins and profit Knowing the key points on which to negotiate 4 A Four Phase Model for negotiation Nine steps to successful planning Discussing a deal - creating and claiming value Making and framing proposals Bargaining for the winning deal 5 Effective communication Effective questioning Active listening skills Understanding and interpreting body language Barriers to effective communication 6 Understanding influence and persuasion Influencing strategies Ten proven ways to influence people Six universal methods of persuasion Understanding why people do business with other people 7 Negotiating tactics Tactics for win-lose negotiations Tactics for win-win negotiations Effective team negotiating Understanding and using powerv What do you do when the other side has more power? 8 Barriers to agreement Common barriers to agreement The Negotiators Dilemma Dealing with die-hard negotiators Dealing with lack of trust 9 Potential barriers to cross-border agreements Understanding business methods and practice in other cultures Figuring out who has the power and who makes decisions Recognising and dealing with cultural differences What's OK here might not be OK there 10 Closing the deal Four steps to closing the winning deal
In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals
We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations
Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan