22261 Courses

This training day will help managers explore what they need to do to create a motivating environment at work and learn some theory, tools and ideas to inspire motivation at individual and team level. Motivation is a key factor in effective people management and successful team performance. It involves engaging and inspiring your people and developing them in such ways as to improve their effectiveness and thus have a greater benefit to customers. It can also involve having tough conversations with those who do not seem to be motivated. By the end of the workshop participants will be able to: Identify key motivating factors at work and learn and create ideas to better engage staff Learn a conversation tool to use for challenging discussions Explain their role in motivating staff and understand a range of techniques and approaches to use in the workplace Review learning and have an action plan to take back and implement at work 1 Welcome, housekeeping, objectives Breaking the ice Setting personal objectives 2 Group work: identifying personal motivators and where they come from 3 Defining motivation The characteristics of a motivated team Input and group discussion 4 Factors impacting on motivation at work Using pre-work to identify challenges, hotspots and obstacles Feedback in plenary Exploring the benefits of motivation that address current challenges and agreeing outcomes for change 5 Commitment vs. compliance - organisational engagement and the manager's approach to buy in 6 Team challenge task using a theory about motivation Trainer input and review in plenary 7 Group task - complete a plan for individuals identified in pre-workshop task 8 Skill / will - a motivation tool: trainer input, followed by tasks that are assessed and discussed in peer groups 1-2-1 feedback task on approaches and plans to be taken back and used at work Feedback and plenary review 9 DEAL - a conversation tool: how to construct a conversation plan about motivation with an individual Peer professional 1-2-1s to practice the discussion planned and gain feedback 10 Review, evaluation and action planning

Bad news - people don't buy your product. Better news - they don't buy anyone else's product either. Best news - they do buy what a product gives them, whether it be removing 'pain' or giving 'pleasure'. So what a challenge it is that every single person buys your product for a slightly different reason! What's the secret to selling in that sort of sales environment? This programme provides a great roadmap. This course will help participants: Build rapport with authenticity Use open questions, listening and summary to properly understand the prospect Use 'impact' questions to 'stack the pain' of remaining with the status quo Convert features into personalised benefits that reflect stated needs Handle objections with calm confidence Identify buying signals Close effectively Convey credible urgency centred on the prospect's - not the salesperson's - interests 1 What makes a customer buy any product? Moving towards 'pleasure' Moving away from 'pain' Robert Cialdini's Psychology of Influence - buying motives Understanding what your product does for customers Why there is never a 'one size fits all' approach What are the real 'unique selling points' and why the salesperson is the real 'USP' At what point does the customer emotionally buy your product? 2 Getting past gatekeepers What gatekeepers' motivations are How to make them your friend rather than your enemy How to make your call harder to block than to put through How to control the gatekeeper with questions, not answers Using Cialdini's 'reciprocity' law to get put through more often Practical exercise in which the trainer poses as gatekeeper 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why How to 'stack the pain' of the status quo with 'impact questions' Practical 'pain stacking' exercise in pairs What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing Practical funnelling exercise in pairs The power of summary 4 How to create tailored benefits and not 'dive into solution' What is 'diving into solution'? Examples and analogies Why it is to be avoided Practical exercise in pairs - how it feels to have solutions offered up too early How to avoid 'feature-dumping' What is 'value selling'? How to create tailored benefits How to convert product features into benefits How to deal with the prospect's competitor allegiance 5 Handling objections and testing the water How to overcome the price objection by selling value Common objections the participants encounter and answers that work The objections salespeople carry in their own heads The 'A-C-E' objection-handling model How to uncover objections When - and when not - to trial close 6 Closing skills Why salespeople often close too early How to identify buying signals How to use urgency with skill and effectiveness Four killer closing techniques that work How to avoid buying the product back by careless post-sale talk How to ask for referrals for your product How to 'farm' the account for future opportunities 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

Join our webinar to discover our best practice advice on how to effectively promote and sell your educational services. Don't miss this opportunity to enhance your course marketing skills and boost your sales. Join us for this engaging webinar and take your educational offerings to new heights.

Overview This two-day intensive course is ideal for finance professionals seeking to deepen their expertise in options trading and volatility management. The course will cover option pricing and risk management techniques. Exploring differences between physical and cash-settled options European versus American/Bermudan options, and the implications of deferred premiums. Examining the role of volatility in option pricing & Managing First-Generation Exotics. Who the course is for Derivative traders Quants and research analysts Fund managers, fund of funds Structured product teams Financial and valuation controllers Risk managers and regulators Bank and corporate treasury managers IT 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 1 day course to gain real insight into the Solvency 2 balance sheet dynamics, both under standard formula and our illustrative internal model Who the course is for Capital management / ALM / risk management staff within insurance company Investors in insurance company securities – equity, subordinated bonds, insurance-linked securities Salespeople covering insurance companies 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 2 day applied course with comprehensive case studies covering both Standardised Approach (SA) and Internal Models Approach (IMA). This course is for anyone interested in understanding practical examples of how the sensitivities-based method is applied and how internal models for SES and DRC are built. Who the course is for Traders and heads of trading desks Market risk management and quant staff Regulators Capital management staff within ALM function Internal audit and finance staff Bank investors – shareholders and creditors 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 Learn in detail about Exotic Options – Taxonomy, Barriers, and Baskets Who the course is for Fixed Income sales, traders, portfolio managers Bank Treasury Insurance Pension Fund ALM employees Central Bank and Government Funding managers Risk managers Auditors Accountants 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

Overview Interest Rate Options are an essential part of the derivatives marketplace. This 3-Day programme will equip you to use, price, manage and evaluate interest rate options and related instruments. The course starts with a detailed review of option theory, from a practitioner’s viewpoint. Then we cover the key products in the rates world (caps/floors, swaptions, Bermudans) and their applications, plus the related products (such as CMS) that contain significant ’hidden’ optionality. We finish with a detailed look at the volatility surface in rates, and how we model vol dynamics (including a detailed examination of SABR). The programme includes extensive practical exercises using Excel spreadsheets for valuation and risk-management, which participants can take away for immediate implementation Who the course is for This course is designed for anyone who wishes to be able to price, use, market, manage or evaluate interest rate derivatives. Interest-rate sales / traders / structurers / quants IT Bank Treasury ALM Central Bank and Government Treasury Funding managers Insurance Investment managers Fixed Income portfolio managers 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

Duration 2 Days 12 CPD hours This course is intended for This course is designed for individuals in a variety of job roles whose primary responsibility is not project management, but who manage projects on an informal basis; who contribute as members of a project team; or who wish to incorporate project management practices into their personal work. It is also beneficial for anyone who is considering a career path in project management and desiring a complete overview of the field and its generally accepted practices. Overview In this course, you will identify the elements of sound project management and apply the generally recognized project management practices to successfully manage or participate in projects. You will: Identify the key processes and requirements of project management. Initiate a project. Use a Predictive approach to plan for time and cost. Use an Adaptive approach to plan a project. Plan for project risks, communication, and change control. Manage the execution of a project. Close a project. This course teaches the fundamentals of project management and its underlying structure and elements, including project phases, project life cycles, stakeholders, and areas of expertise. These, coupled with the ability to identify the project management processes that are recognized industry wide as good practice, will help you to apply effective project management techniques to improve the efficiency of your projects and ensure their success. This course is designed to cover various project management approaches and is not intended to focus on a single methodology or framework. Lesson 1: Getting Started with Project Management Topic A: Identify the Characteristics of a Project Topic B: Identify the Project Approach Topic C: Identify the Leadership Roles in a Project Lesson 2: Initiating a Project Topic A: Create a Project Scope/Vision Statement Topic B: Identify the Essential Skills for a Project Team Topic C: Identify the Risks to a Project Lesson 3: Planning for Time and Cost in Predictive Projects Topic A: Create a WBS Topic B: Create a Project Schedule Topic C: Determine Project Costs Lesson 4: Planning for Adaptive Projects Topic A: Create Epics and User Stories Topic B: Build a Product Backlog Topic C: Create an Initial Release Plan Topic D: Conduct a Sprint Planning Meeting Topic E: Replan the Project Lesson 5: Planning for Project Risks, Communication, and Change Control Topic A: Analyze the Risks to a Project Topic B: Create a Communication Plan Topic C: Develop a Change Control Plan Lesson 6: Managing a Project Topic A: Begin Project Work Topic B: Execute the Project Plan Topic C: Track the Progress of an Adaptive Project Topic D: Report Project Performance Topic E: Implement Change Control Lesson 7: Closing a Project Topic A: Close a Sprint, a Release, or an Adaptive Project Topic B: Close a Predictive Project Topic C: Create a Final Report