39946 Courses

Wouldn't sales be a 'walk in the park' without challenging customers? Why is it that some customers are so difficult to please, so quick to call 'foul' at the slightest blip and so mean with their gratitude after we've bent over backwards to accommodate them? Whether we are looking at prospective or existing customers, there is a toolkit for dealing with the most challenging of them. This course will help participants: Use broad open questions to give the customer a platform for their opinions or issues Improve listening skills to really understand what's behind the customer's challenging style Probe specific phrases to show listening and earn deeper disclosure Use silence to let challenging customers 'blow off steam' Understand the negative impact of certain phrases on a challenging customer Summarise effectively and reassure the customer of our understanding of their needs Recognise the 'behaviour cycle' and avoid emotional escalation Understand 'transactional analysis' and how to bring people from 'child' to 'adult' state Create loyalty in customers who are slow to give trust 1 What makes a customer 'challenging'? Why customers challenge us - understanding their drivers 'Wearing their shoes' - seeing things from their perspective Understanding our own personality style How to flex with a style that is different from our own Ways to quickly recognise a customer's style The benefits of flexing with a challenging customer's style 2 Practical exercise - forum theatre Participants take it in turns to deal with the trainer (who plays the role of the challenging customer) Observers stop the action when they hear or see something they deem wrong The participant in the seat gets a chance to use a suggested alternative line The participant who makes the suggestion has the chance to occupy the seat and deliver it themselves Frequent feedback from the trainer as to how the participant's words are making him feel Opportunities to rewind the action if an ill-advised line is suggested and delivered Flipchart for capturing what worked, what didn't work and why Mehrabian principle - the importance of body language and tone over words used 3 Questioning and listening skills How to use open questions to get the customer talking What questions to avoid and why The use of pauses and silence to reduce tension and build trust What listening is and what it isn't Question funnelling - how to earn deeper disclosure through probing The power of summary 4 Transactional analysis explained What is transactional analysis (TA)? Exploring the TA states and why people behave in that way under pressure How to bring challenging customers to 'adult' state to reduce tension How 'parent' or 'child' behaviours can be inadvertently triggered Understanding the 'behavioural cycle' and how to break it Mini-role play 'vignettes' to demonstrate real time impact of ill-chosen words 5 How to build trust with challenging customers Techniques for placating current challenging customers Methods that the participants have already used effectively - understanding why those methods worked and how other participants can model them Participants' experiences of trust having been lost - understanding why those experiences had that negative outcome How to 'go the extra mile' with challenging customers 6 Bringing a 'real' challenging customer to life Participants give the trainer a brief profile of a specific challenging customer of theirs 5-10 minute roleplay in which the trainer brings that individual to life Observing participants - without interrupting - make notes on what is and isn't working Trainer stops the action half-way through to give feedback on how he is feeling Participant goes back into the roleplay having recalibrated their approach based on feedback Observers give feedback on what did and didn't work Trainer comes out of character to explain the impact of the participant's words and behaviours 7 Wrap-up Key learnings from each participant Individual action planning - steps that can and will be implemented in the workplace

The aim of this course is to provide an overview of the principles and practice for leading and managing a portfolio of smaller projects in a multi-project / multi-task environment. It presents a range of practical methods and techniques relevant to the smaller project scenario, using exercises and case studies to show how these can be applied. The scope of the programme includes: The course also emphasises the importance of the leadership and team-working skills needed by project managers and team members in carrying out their roles. The principal training objectives for this programme are to: Explain and demonstrate the key principles of successful project management Demonstrate a range of useful project management tools and techniques Define the role, and help participants understand the skills required by, the project leader Provide a structured framework to help participants manage multiple projects Identify opportunities to improve project management within the organisation DAY ONE 1 Introduction (Course sponsor) Why this programme has been developed Review of participants' needs and objectives 2 Managing smaller projects Projects and project management Lessons from past projects; the essential requirements for success Differences between projects; characteristic project life cycles Key issues and challenges of smaller projects The multi-project world; project portfolio management 3 Project exercise Syndicate teams plan and manage a small project Review of the project exercise: What are the keys to successful management of small projects? 4 Setting up the project Getting organised Managing the definition process Identifying and managing project stakeholders Working with the customer to define the scope and agree deliverables 5 Case study 1 Defining the project scope and deliverables Syndicate teams define the scope and deliverables for a typical project 6 Project planning The importance and cost benefit of effective planning Planning the plan; deciding how detailed a plan to create Packaging the work and estimating timescales and costs Developing project / resource schedules; setting milestones for control v Identifying and managing critical path activities 7 Case study 2 Creating the project plan Syndicate teams develop and analyse the project plan DAY TWO 8 Managing project risks Identifying risks to the project outcome, timescale and cost Evaluating risks and adopting an appropriate risk strategy Defining risk ownership; keeping a simple risk log Keeping risk management up to date; staying pro-active Integrating planning and risk management 9 Project control Managing change, minimising scope creep Selecting the data needed to provide early warning of problems Monitoring performance easily with 'S' curves and slip charts Using trend forecasting to assess true project status Running project review meetings 10 Managing a multi-project portfolio Understanding the world of multiple projects Establishing ownership of project / programme management Classifying projects and creating the 'master schedule' Defining and applying project lifecycle management Resource management: essential pre-requisites and mechanisms Project prioritisation criteria and techniques; pain / gain analysis 11 Managing the multi-project team Characteristics of small project teams / part-time team membership Clarifying line and project management responsibilities Implementing effective manpower planning Establishing professional working practices in the team Developing project management competences in the team Establishing team roles and integrating team members 12 Course review and transfer planning (Course sponsor present) Identify actions to be implemented individually Identify corporate opportunities for improving project management Sponsor-led review and discussion of proposals Conclusion

leadership management training course

leadership management training course

One-2 one training in Aesthetics -Anti Wrinkle and Dermal fillers . Choose your own dates

Duration 5 Days 30 CPD hours This course is intended for Experienced system administrators and network administrators Network and security professionals who work with enterprise and data center networks Overview By the end of the course, you should be able to meet the following objectives: Use the native tools available in NSX-T Data Center to identify and troubleshoot the problems related to the NSX-T Data Center environment Use VMware vRealize Log Insight™ and VMware vRealize Network Insight™ to identify and troubleshoot the problems related to the NSX-T Data Center environment Explain the NSX-T Data Center infrastructure components and the communications between them Identify, analyze, and troubleshoot problems related to the management, control, and data planes in NSX-T Data Center Identify, analyze, and troubleshoot problems related to infrastructure preparation in NSX-T Data Center Identify, analyze, and troubleshoot problems related to logical switching and logical routing in NSX-T Data Center Identify, analyze, and troubleshoot network security problems related to the NSX-T Data Center Distributed and Gateway firewalls Identify, analyze, and troubleshoot problems related to VPN and the VMware NSX Advanced Load Balancer™ Identify the components and packet flows involved in the NSX-T Data Center datapath and troubleshoot related problems This five-day, hands-on training course provides the advanced knowledge, skills, and tools to achieve competency in operating and troubleshooting the VMware NSX-T? Data Center environment. In this course, you are introduced to workflows of various networking and security constructs along with several operational and troubleshooting tools that help you manage and troubleshoot your NSX-T Data Center environment.In addition, you are presented with various types of technical problems, which you will identify, analyze, and solve through a systematic process. Course Introduction Introduction and course logistics Course objectives NSX-T Data Center Operations and Tools Explain and validate the native troubleshooting tools (dashboards, Traceflow, live traffic analysis, port mirroring) for the NSX-T Data Center environment Configure syslog, IPFIX, and log collections for the NSX-T Data Center environment Integrate NSX-T Data Center with vRealize Log Insight and vRealize Network Insight Validate and review the API methods available to configure the NSX-T Data Center environment Troubleshooting the NSX Management Cluster Describe the NSX Management cluster architecture, components, and communication channels Identify the workflows involved in configuring the NSX Management cluster Validate and troubleshoot the NSX Management cluster formation Troubleshooting Infrastructure Preparation Describe the data plane architecture, components, and communication channels Explain and troubleshoot VMware ESXi? transport node preparation issues Explain and troubleshoot KVM transport node preparation issues Explain and troubleshoot VMware NSX© Edge? transport node preparation issue Troubleshooting Logical Switching Describe the architecture of logical switching List the modules and processes involved in configuring logical switching Explain the importance of N-VDS and VDS in transport nodes Describe the procedure to migrate from N-VDS to VDS Review the architecture and workflows involved in attaching workloads to segments Identify and troubleshoot common logical switching issues Troubleshooting Logical Routing Review the architecture of logical routing and NSX Edge nodes Explain the workflows involved in the configuration of Tier-0 and Tier-1 gateways Explain the high availability modes and validate logical router placements Identify and troubleshoot common logical routing issues using both BGP and OSPF Troubleshooting Security Review the architecture of the Distributed Firewall Explain the workflows involved in configuring the Distributed Firewall Review the architecture of the Gateway Firewall Explain the workflows involved in configuring the Gateway Firewall Identify and troubleshoot common distributed firewall and Gateway Firewall issues Troubleshooting the NSX Advanced Load Balancer and VPN Services Review the NSX Advanced Load Balancer architecture and components Identify and troubleshoot common NSX Advanced Load Balancer issues Review of IPsec and L2 VPN architecture and components Identify and troubleshoot common IPsec and L2 VPN issues Datapath Walkthrough Verify and validate the path of the packet on the NSX datapath (East-West and South-North) Identify and perform packet captures at various points in the datapath Use NSX CLI and native hypervisor commands to retrieve configurations involved in the NSX datapath

Duration 3 Days 18 CPD hours This course is intended for Experienced system administrators and network administrators Customers, cloud architects, systems engineers, data center administrators Network administrators with experience in managed services or managing a Telco Cloud environment Overview By the end of the course, you should be able to meet the following objectives: Deploy VMware Telco Cloud Service Assurance Manage VMware Telco Cloud Service Assurance to satisfy Telco cloud provider needs Discuss configurable options for VMware Telco Cloud Service Assurance Identify and configure different data sources which are used with VMware Telco Cloud Service Assurance Configure different collectors in VMware Telco Cloud Service Assurance Identify the Root Cause Analysis options with VMware Telco Cloud Service Assurance Discuss data collection in VMware Telco Cloud Service Assurance Explain root cause analysis in VMware Telco Cloud Service Assurance Navigate through the logs for troubleshooting This three-day, hands-on training course provides the knowledge, skills, and tools to achieve competency in installing, configuring, and managing the VMware Telco Cloud Service Assurance environment. In this course, you are introduced to the installation methods of VMware Telco Cloud Service Assurance? across various supported platforms and troubleshooting tools that help you install, manage, and troubleshoot your VMware Telco Cloud Service Assurance environment. In addition, you are presented with various types of configuration options, which you will identify, analyze, and navigate through as you explore the UI and configurable options of the product. Course Introduction Introduction and course logistics Course objectives Introduction to VMware Telco Cloud Service Assurance Describe the features of VMware Telco Cloud Service Assurance List the capabilities of VMware Telco Cloud Service Assurance Discuss the use cases of VMware Telco Cloud Service Assurance Describe the role played by VMware Telco Cloud Service Assurance components in delivering service assurance Deploying VMware Telco Cloud Service Assurance Explain different deployment options of VMware Telco Cloud Service Assurance Identify different deployment methods of VMware Telco Cloud Service Assurance Discuss different phases in deploying VMware Telco Cloud Service Assurance Identify different footprints available for HA based and non-HA based installation of VMware Telco Cloud Service Assurance Describe the SMARTs components of VMware Telco Cloud Service Assurance Deploy VMware Telco Cloud Service Assurance User Access Control Describe the features Role-based Access Control (RBAC) Outline the role of Keycloak in implementing RBAC in VMware Telco Cloud Service Assurance Configure user federation in Keycloak Use the VMware Telco Cloud Service Assurance UI to manage RBAC Create policies in VMware Telco Cloud Service Assurance that align with job roles Services and User Interface Configurations Describe the architecture of logical switching Describe the core services on a TCSA cluster Discuss the Global Manager or Service Assurance Manager (SAM), IP Domain Manager, Server Manager (ESM) Discuss VMware Telco Cloud Service Assurance UI Overview Explain Working with Notifications Elaborate Configuring Summary's Describe Accessing Notification Details Explain Viewing and configuring Topologies List Customizing Topologies Describe Topology Explorer Explain Collecting Troubleshooting Information Discuss Custom models Describe how compute resources are provided to VMware Telco Cloud Service Assurance Describe how storage is provided to VMware Telco Cloud Service Assurance Configure and manage VMware Telco Cloud Service Assurance Discuss configurable options for VMware Telco Cloud Service Assurance Day 1 and Day 2 Operations Review the architecture of logical routing and NSX Edge nodes Identify different data sources to be used with VMware Telco Cloud Service Assurance Configure different collectors with VMware Telco Cloud Service Assurance Describe Alarms and Thresholds Demonstrate how to configure alarms with VMware Telco Cloud Service Assurance Explain how to setup thresholds and timelines in VMware Telco Cloud Service Assurance Define Catalog management and sharing catalogs inside and between organizations. Identify the steps to import or upload data into catalogs. Explain the purpose of catalogs and How to Create a catalog organization. Describe the Purpose and Usage of Open Virtualization Format (OVA) and Custom vApp or VM Properties. Discuss vApp Templates Logs and Troubleshooting Review the architecture of the Distributed Firewall Discuss VMware Telco Cloud Service Assurance installations logs List Smarts installation logs Explain backup and restore options of VMware Telco Cloud Service Assurance Identify the approach for troubleshooting containerized services Discuss monitoring services

This two-day programme gives the key insights and understanding of contracting principles and the impact they have on business and operations. The course is designed for individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management, business development, finance, operations who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management. This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)'s coveted Contract and Commercial Management Associate (CCMA) qualification. The programme addresses 31 different subject areas, across the five stages of the contracting process. By the end of the course the participants will be able, among other things, to: Develop robust contract plans, including scope of work and award strategies Conduct effective contracting activities, including ITT, RFP, negotiated outcomes Negotiate effectively with key stakeholders, making use of the key skills of persuading and influencing and to work with stakeholders to improve outcomes Set up and maintain contract management systems Take a proactive approach to managing contracts Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates Develop and monitor appropriate and robust Key Performance Indicators to manage the contractor and facilitate improved performance Understand the approvals process and how to develop and present robust propositions Make appropriate use of best practice contract management tools, techniques and templates DAY ONE 1 Introductions Aims Objectives Plan for the day 2 Commercial context Explaining the contracting context Define the key objective The importance of contact management Impact upon the business 3 Stakeholders How to undertake stakeholder mapping and analysis Shared vision concept, How to engage with HSE, Finance, Operations 4 Roles and responsibilities Exploring the key roles and responsibilities of contract administrators, HSE, Finance, Divisional managers, etc 5 Initiating the contract cycle Overview of the contracting cycle Requirement to tender Methods Rationale and exceptions 6 Specifications Developing robust scope of works Use of performance specifications Output based SOW 7 Strategy and award criteria Developing a robust contract strategy Award submissions/criteria 8 Managing the tender process Review the pre-qualification process Vendor registration rules and processes Creation of bidder lists Evaluation, short listing, and how to use of the 10Cs© model template and app 9 Types of contract Classify the different types of contracts Call-offs Framework agreement Price agreements Supply agreements 10 The contract I: price Understanding contract terms Methods of compensation Lump sum, unit price, cost plus, time and materials, alternative methods Cost plus a fee, target cost, gain share contracts Advanced payments Price escalation clauses DAY TWO 11 Risk How to manage risks Risk classification Mitigation of contractual risks 12 Contractor relationship management session Effectively managing relationships with contractors, Types of relationships Driving forces? Link between type of contract and style of relationship 13 Disputes Dealing with disputes Conflict resolution Negotiation Mediation Arbitration 14 Contract management Measuring and improving contract performance Using KPIs and SLAs Benchmarking Cost controls 15 The contract II: terms and conditions Contract terms and conditions Legal aspects Drafting special terms 16 Managing claims and variations How to manage contract and works variations orders Identifying the causes of variations Contractor claims process 17 Completion Contract close-out process Acceptance/completion Capture the learning/HSE Final payments, evaluation of performance 18 Close Review Final assessment

We offer private one-to-one tuition for all students interested in improving their English more rapidly or looking for particular needs such as interviewing or Business English. Each lesson is specifically tailored to the student’s request and to the subjects they are interested in improving or developing. If your goal is to improve your grammar, enrich vocabulary or further develop your communication skills, this is the perfect course for your needs. 

If your focus is to learn how to communicate effectively and efficiently, to the point where you can speak like a native, then to book yourself into our conversation classes Timetable: daily 12:30 – 13:30