28 Appraisal courses in Leeds

OVERVIEW -------------------------------------------------------------------------------- Objective * Describing the HR role and Strategies * Describe different approaches to employee training * Describe different approaches to professional development * Describe different approaches to performance appraisals * Summarize different forms of employee compensation

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

The aim of this programme is to provide current / prospective senior project managers with an in-depth review of the role and importance of project management in the organisation. It focuses on the strategic role of the project manager and aims to draw out the full scope of the role and how it impacts on project performance. The five key objectives of this programme are to enable the participants to: * Identify the characteristics and attributes needed by project managers in ensuring the organisation is recognised as an industry leader in delivering successful projects * Understand the full scope and impact of the project manager / leader's role in managing projects or programmes to maximise benefit to the business * Define the hallmarks and skills required to manage significant business projects or project portfolios * Develop an understanding of the skills required and their impact on the project through case study work and syndicate exercises * Benefit from an effective forum for exchanging experience and fostering a sense of team spirit and mutual support between senior project managers DAY ONE 1 INTRODUCTION (COURSE SPONSOR) * A vision of future opportunities and challenges * The impact of project managers / leaders on future success 2 THE DETERMINANTS OF SUCCESS * The contractor's perspective * The client's perspective * Success and failure: factors that determine the project outcome * The impact of the project manager 3 CASE STUDY: PROJECT GIOTTO * How successful was this project? * What were the primary factors that influenced the outcome? * How relevant are these factors to current projects? * Feedback and review 4 PROJECT TEAM EXERCISE * A practical exercise demonstrating the role of the project manager in managing the interfaces between the client, the project team and suppliers * Review - what skills are required to be a 'world class' project manager? 5 THE ROLE OF THE PROJECT MANAGER * The role and skills of the 'world class' project manager * The three key dimensions of effective project leadership * Managing influential stakeholders * Managing project performance * Managing the project team * Project leadership skills appraisal (individual review) DAY TWO 6 MANAGING INFLUENTIAL STAKEHOLDERS * Project management and the art of leadership * Who are the influential stakeholders and how do they affect the project? * What we need to do / not do, to build successful working relationships 7 CASE STUDY: UNDERSTANDING THE CUSTOMER * What are the likely problems the project manager will encounter? * What should the project manager do to ensure an effective partnership? 8 MANAGING PROJECT PERFORMANCE * Issues affecting commercial performance * Joining up the project life-cycle: getting performance from inception to closure * The roles of project manager, line manager and project sponsor 9 PROJECT TEAM EXERCISE: MAKING THE PROMISE / DELIVERING THE PROMISE * An exercise demonstrating the commercial and team leadership skills needed by the project manager * Review - what must the project manager do to optimise project performance? 10 MANAGING MULTI-FUNCTIONAL PROJECT TEAMS * The challenges of building effective, multi-functional project teams * Co-ordinating work across functional and organisational boundaries * Maintaining strategic focus and balancing priorities 11 MAKING IT HAPPEN * Individual action planning * Syndicate discussion 12 COURSE REVIEW AND TRANSFER PLANNING (COURSE SPONSOR PRESENT) * What will we do differently? * How will we make it happen? * Conclusion

What do engineers and project managers need to know of finance? 'Nothing - leave it to the accountants!' No, no, no! Engineers must be conversant with the terminology and statements that accountants use. Technical expertise in projects, service delivery, production or other areas can only really be harnessed if the managers understand the accounting and reporting that drives businesses. This course gives the necessary understanding to project, production and technical managers. It develops their skills in understanding financial and management accounting. Accountants may not always like it but a major part of their work is to be the 'servants of business' and to gather, compile and present your figures. So you must understand the figures - they belong to you, your processes or projects. There are many reasons for maintaining accurate accounts. This course focuses on the strategic issues (those over-used words) - what figures reveal about the drivers of business and what they reveal about the day-to-day issues that accountants bother you with. The course will enhance your understanding of finance and of the accounting issues which affect your projects, production and technical areas of business. This course will help you: * Understand the business world in figures - make sense of what the accountants are telling you * Appreciate what drives business - and how this affects your role in your part of the business * Relate your activities to the success of the business - through figures * Gain the skills to advance in management - financial awareness is a 'must have' if you are to progress in your career 1 WHAT DO ACCOUNTANTS DO? * The finance function, types of accountant, financial v management accounting and the treasury function * Understanding the role of the finance function and how the information you provide may be used 2 THE BASIC FINANCIAL STATEMENTS * Balance sheets and income statements (P&L accounts) * What they are, what they contain and above all what they can reveal - how to read them * The accounting process - from transactions to financial statements * What underpins the statements - accounting systems and internal controls 3 WHY BE IN BUSINESS - FROM A FINANCIAL PERSPECTIVE * The driving forces behind financial information * Performance measures - profitability, asset utilisation, sales and throughput, managing capital expenditure 4 ACCOUNTING RULES - ACCOUNTING STANDARDS * Accounting concepts and the accounting rules: accruals, 'going concern' - substance over form and other 'desirable qualities' * Accruals - why the timing of a transaction is so important to the finance function * Depreciation and amortisation - the concepts and practice * Accounting standards - the role of International Financial Reporting Standards 5 CASH * The importance of cash flow - working capital management * Cash flow statements - monitoring overall cash flows * Raising cash - levels of borrowing, gearing * Spending cash - an outline of capital expenditure appraisal 6 BUDGETING * Why budget? - good and bad practice * Determining why budgets play a key role and should not be simply an annual ritual * Justifying your budgets - the link between the strategic plan and day-to-day budgeting - alignment of company culture * Budgets as motivators - the importance of the right culture * Techniques to improve budgeting - whether day-to-day or capital budgeting 7 COSTING * The type and detail of costing very much depends on your business - eg, manufacturing piston rings is quite different from the construction of a power plant * Issues with overhead allocation * Accounting for R&D 8 READING FINANCIAL STATEMENTS * Annual financial statements - why they are produced, what's in them and what you should look for * Learning what a set of accounts reveals about a company's current situation, profitability and future prospects 9 PERFORMANCE MEASUREMENT - ANALYTICAL REVIEWS AND RATIO ANALYSIS * ROI/ROCE * Profitability, margins and cost control * Sales - asset turnover * Efficiency (asset / stock turnover, debtor / creditor days) * 'City' measures * Investment (interest / dividend cover, earnings per share, dividend yield)

This very practical two-day workshop analyses the content and implications of key MoD terms and conditions of contract. The programme explains the principles and terminology of the contractual aspects of defence procurement as well as considering a number of relevant policies and initiatives. The course covers key components, constructs and methodologies associated with any commercial venture entered into with the UK MoD. Starting at the MoD organisational level the workshop sets the scene by looking at the acquisition process and organisation, detailing the various roles and responsibilities of MoD personnel. The workshop provides an in-depth examination of MoD DEFCONs and many narrative terms, setting them in the context of the organisation and its structures. The workshop helps participants to gain an understanding of the content and purpose of the range of MoD DEFCONs and narrative conditions commonly used throughout the acquisition lifecycle. It includes a review of Part 2 of the Defence Reform Act 2014 regarding Single Source Pricing, which comes into effect in 2015 and is already starting to be applied to significant contracts. On completion of this programme the participants will understand the terminology associated with the MoD terms and conditions of contract and will have an accurate view of their relevance, usage and their legal basis and how they can affect contractual and commercial decision-making. They will have gained an insight into defence acquisition contracting and they will be more commercially aware. DAY ONE 1 THE COMMERCIAL ENVIRONMENT * Key roles and responsibilities of the MoD organisations at the heart of the acquisition process 2 TENDERING TO MOD * An appraisal of some of the obligations placed upon contractors when they are submitting a proposal to the MoD pre-contract 3 STANDARDISED CONTRACTING * MoD have introduced non-negotiable standardised contracts for certain levels of procurement. This section considers their use and relevance to defence contracting 4 PRICING, PROFIT, POST-COSTING AND PAYMENT * The parameters specific to a costing structure and the differences between competitive and non-competitive bidding * The role of the QMAC, the profit formula, the requirements for equality of information and post-costing * Different types of pricing and issues surrounding payment 5 DEFENCE REFORM ACT - SINGLE SOURCE PRICING * Single Source Pricing under Part 2 of the new Defence Reform Act * Changes from the existing position, how contractors are affected and the compliance regime that accompanies the new requirements 6 DELIVERY AND ACCEPTANCE * Specific requirements and the significance and impact of failing to meet them * Acceptance plans * Non-performance and the remedies that may be applied by the Customer - breach of contract, liquidated damages and force majeure DAY TWO 7 PROTECTION OF INFORMATION AND IPR * Contractor's and MoD's rights to own and use information * How to identify background and foreground intellectual property * Technical information and copyright in documentation and software * How to protect IPR at the various stages of the bidding and contracting process 8 DEFENCE TRANSFORMATION AND DEFENCE COMMERCIAL DIRECTORATE * Widening and increasing roles and functions of the Defence Commercial Directorate * Background to the Defence Reform Act 2014 9 LEGAL REQUIREMENTS * Terms used in MoD contracts to reflect basic legal requirements * Records and materials required for MOD contracts and therefore the obligations, responsibilities and liabilities that a company undertakes when it accepts these conditions * Overseas activities 10 SUBCONTRACTING AND FLOWDOWN * Understanding the constructs required by the MoD for subcontracting * Which terms must be flowed down to the subcontractor and which are discretionary 11 TERMINATION * Termination of a contract for default * Termination for convenience * How to optimise the company's position on termination 12 WARRANTIES AND LIABILITIES * Obligations and liabilities a company might incur and how they might be mitigated * MoD policy on indemnities and limits of liability 13 ELECTRONIC CONTRACTING ENVIRONMENT * Electronic forms of contracting * Progress toward a fully electronic contracting environment

A four-hour Neurodiversity Workshop aimed at Leaders looking to understand Neurodiversity and how to create an environment to allow Neurodiverse colleagues to thrive.

Our Motivational Intelligence Executive Management course is targeted at transitional leadership development to adapt to market dynamics. -------------------------------------------------------------------------------- AWARD WINNING LEADERSHIP DEVELOPMENT PROGRAMME EXECUTIVE DIPLOMA: LEADING WITH MOTIVATIONAL INTELLIGENCE Leading your team or business through transitions or adapting to change is a vital leadership skill that most find challenging. The Power Within Training is dedicated to giving leaders, managers, and businesses throughout England and the UK the executive leadership skills needed to transform their businesses. Neuroscientists have now discovered why people perceive risk, resist change, and cling to the legacy ways they approach their role. With this discovery, we’ve found a practical approach for removing this resistance and fostering greater employee accountability, adaptability, and resilience. The answer was uncovered in the emerging field of Motivational Intelligence. -------------------------------------------------------------------------------- This course has completely changed my outlook on my responsibilities as a manager/leader. To say I have a new perspective is an understatement; I now have the tools to make a massive difference in how I run my company and my life; it has put a new voice in my head that is now directing me in ways I had not thought of before. "If you want a better chance in life and business, do not hesitate to do this course." MANAGING DIRECTOR RBT UNDERFLOWING LIMITED -------------------------------------------------------------------------------- The Role of Motivational Leadership Our motivational leadership courses are rooted in the science of Motivational Intelligence. Motivational Intelligence is designed as an individual’s ability to identify and manage negative thoughts and self-limiting beliefs to overcome obstacles and accomplish goals. Using motivational intelligence and our management development program provides you with the skills and tools needed to face high-level challenges and put thoughts into action while paving the way to a vision. Motivation relies on the learning process of an individual and their ability to observe the relationship between performance and outcome. Motivational leaders can evoke and see the best in their employees and inspire them to work toward a common goal. LEADING WITH MOTIVATIONAL INTELLIGENCE Objectives of our Motivational Leadership Courses The management development program we offer is the world’s first accredited Executive Diploma specifically designed to help progressive-minded leaders adapt to today’s business environment. We focus on issues and challenges created by disruption and turbulence. Our motivational leadership courses address topics ranging from leading/managing virtual teams to helping employees more readily orient to an ever-changing world. The Power Within focuses on imparting fundamental skills, tactical best practices, and powerful insights into the human side of the business. Leadership training provides valuable knowledge to leaders of all levels. The management portion of our leadership training teaches participants how to define the proper team goals, translate them into actionable plans and communicate them in a way that encourages buy-in. Lastly, the leadership portion focuses on developing people by shifting negative thoughts and self-limiting beliefs such that individuals give themselves permission to learn, grow, and execute new strategies and plans. Here are some additional objects of our motivational leadership courses: * To Understand the Role of Motivation in the Workplace * To Develop a Deep Understanding of the Different Types of Motivation and How They Can Be Applied to Improve Team Performance * To Learn How to Use Motivational Intelligence to Create a Positive and Productive Work Environment * To Develop the Skills Needed to Increase Employee Engagement and Drive Business Results * To Practice Effective Leadership Techniques that Foster Motivation and Engagement -------------------------------------------------------------------------------- LEADING WITH MOTIVATIONAL INTELLIGENCE Our Leading with Motivational Intelligence (MQ) Executive Diploma Programme is specifically designed to help participants create the “complete game” of leadership and management. Leveraged by more than 40% of the largest Fortune 500 companies and implemented around the world, the Leading with Motivational Intelligence (MQ) consistently receives a participant buy-in rate in excess of 97%. However, the most important statistic is: 12 MONTHS AFTER COMPLETING THE COURSE MORE THAN 93% OF PARTICIPANTS CONTINUE TO USE THE SKILLS AND TECHNIQUES TAUGHT ON A DAILY BASIS. -------------------------------------------------------------------------------- ABOUT THE MQ EXECUTIVE DIPLOMA ARE THERE DIFFERENT TYPES OF MOTIVATIONAL LEADERSHIP? Motivation is the fuel that drives the accomplishment of a goal; without any motivation, the goal becomes another difficult task. Motivational leadership means understanding that regardless of whether you’re leading a small group or an entire business, your leadership and motivational style can significantly impact the effectiveness of your effort. There are several leadership and motivation styles, but the challenge comes with finding the most appropriate for you and your team. In our leadership development program, we’ll discuss leadership motivational skills while working with you to find the best one. Motivational leadership either takes the form of intrinsic or extrinsic motivation. Intrinsic motivation motivates your team to be rewarded internally, and extrinsic motivation uses compensation as a driving force. Compensation can be salary, bonuses, goods, money, or even an appraisal.  Here are some examples of different intrinsic and extrinsic motivational types: * Competence Motivation – This style is driven by curiosity and a willingness to know more and cultivate additional skills. This style’s central pillar is building more expertise on a subject matter as a noncompetition among peers. * Achievement Motivation – Achievement motivation is similar to competence, as it aims to achieve personal development goals. This could take the form of a title within the company. An example could be in your sales department, where a leaderboard or wall of fame is used to track sales. * Reward-Based Motivation – This is probably the only motivational type most are aware of, as it’s the easiest way to get a fast motivational boost. The main issue with this type of motivation is that employees get used to it, and the effects don’t last long. UNDERSTAND THE IMPORTANCE OF MOTIVATION SKILLS IN LEADERSHIP Motivation drives nearly every action of our lives. Motivational leadership drives the why behind every business idea that’s ever been put into action. As a leader or manager, you must understand the importance of motivating team members, and being able to do this effectively is a requirement in every manager, leader, or business owner’s toolkit. Our management development program builds on best practices, strategic insights, and lessons learned over three decades of building leadership universities for Fortune 500 companies. Focusing on imparting fundamental skills to our executive development course offers powerful insights into the human side of the business. You’ll gain the skills needed to foster a growth mindset within your team. Here are some additional reasons why motivational leadership matters: * Improved Performance – Motivated employees can drive the performance of your business. When your employees are motivated, you’ll find lower levels of absenteeism, improved relationships between managers and employees, and improved worker performance throughout your business. * Enhanced Innovation – Motivation is a significant force behind innovative ideas. You’re more likely to identify workplace improvement opportunities when your team is motivated. * Improved Workplace Culture – Employee motivation and your workplace culture are closely linked. When you take our leadership development program, you’ll discover that a motivated workforce brings commitment, and drive, which enhances your business’s overall morale and creates a positive work culture. Register your interest [https://www.thepowerwithintraining.com/leadership-development-courses/mq-executive-leadership-and-management/#register] MOTIVATIONAL LEADERSHIP TECHNIQUES THAT FOSTER ENGAGEMENT When employees are unmotivated or disengaged, it’s easy to blame tools, processes, or contributing factors. Often, disengagement comes down to a lack of effective leadership. Our leadership training program will help you unlock what leaders need to inspire their employees to do their job and find purpose within their roles. Here are some ways you can apply what you learned during your leadership development program to encourage collaborative leadership and inspire your team to do their very best work: * Employees Trust Leaders Whom Both Lead and Follow – Good leaders don’t needlessly exhibit authoritative behaviour. Good leaders show their team that they are willing to roll up their sleeves and work with their team to improve the business. * Passion and Positivity Increase Employee Performance – Effective motivational leadership combines finding meaning in work, leveraging connection and community, converting stress into opportunity, taking actions despite the risk, and lastly, maintaining the energy of others through motivation. Show enthusiasm in your business, which will convey your passion to others and can help increase performance and employee engagement. * Effective Leadership Prioritizes Business – Successful leaders are more about short-term goals than reaching the next milestone and contributing to your overall business. Practical leadership qualities include providing growth opportunities, inspiring and motivating employees, being open and trusting, and assessing and managing risks. These decisions lead to more long-term success for your business. HOW TO REGISTER FOR OUR LEADERSHIP DEVELOPMENT PROGRAM   Our motivational leadership courses are open to leaders, managers, and business owners looking to quickly adapt their team to change and effectively mentor every team member. The modules in our leadership development program are live virtual instructor-led sessions that meet twice per month for about three and a half hours. These modules incorporate insightful discussions and engaging group conversations designed to shift limiting mindsets, isolate best practices and foster actionable strategies that can be applied immediately. To apply for the course, we ask that you register your interest. Once submitted, The Power Within will contact you to discuss options for fully-funded or partially-funded training opportunities. REGISTER YOUR INTEREST TODAY Book Your Motivational Leadership Course Today   The Power Within is the Motivational Intelligence company dedicated to helping your business become more accountable, resilient, adaptable, and capable of handling all the challenges they encounter. Our leading with Motivational Intelligence Executive Diploma course has been built leveraging Nobel Prize-winning research and the latest advancements to ensure everything necessary for meaningful change is in place. Our leadership development program is fully accredited and internationally recognized for its effectiveness in developing world-class leaders. We want to give you the tools, techniques, and knowledge to think bigger, be better, and achieve more. Don’t hesitate to contact us to learn more about our leadership development program.

Businesses that don't control their costs don't stay in business. How well are you doing? Is everyone in your organisation sufficiently aware of costs, managing them effectively and maximising opportunities to reduce them? If there is scope for improvement, this course will help get you back on track. It will demonstrate that cost reduction is so much more than cost control and cost cutting. True cost management is about being aware of costs, seeking to reduce them through good design and efficient operating practices whilst taking continuing action on overspending. This course will develop the participants' skills in: * Being aware of costs at all times * Seeking cost reduction from the start (including life-cycle costing) * Appraising projects / production to identify and take out risk * Understanding real budgeting * Using techniques such as ZBB and ABC where appropriate * Ensuring cost reports lead to action * Managing a cost reduction process that delivers Benefits to the organisation will include: * Identification of cost reduction and business improvement opportunities * Better reporting and ownership of costs * Greater awareness and control of everyday costs 1 INTRODUCTION - THE COST MANAGEMENT PROCESS * The risks of poor cost control * Capital and revenue costs * The importance of cost awareness * The importance of cost reduction * Cost management - the key aspects * How to build a cost management and control process checklist for your areas of responsibility 2 COST REMOVAL - TAKING OUT COSTS * Cost awareness * Costs of poor design / poor processes * Value engineering * Removing redundant costs 3 THE NEED FOR COMMERCIAL, TECHNICAL AND FINANCIAL APPRAISALS * Understand the problems before cash is committed and costs incurred * Making the effort to identify commercial and technical risk * The time value of money - DCF techniques for long term projects * Cost models for production processes and projects * Costing models - project appraisals * The use of spreadsheets to identify sensitivity and risk * How to focus on risk management 4 BUDGETING - PROPER BUDGETING CHALLENGES COSTS * The philosophy of the business - are costs an issue? * The importance of having the right culture * The need for detailed business objectives * Budgetary control measures * Designing budget reports - for action 5 ZERO-BASED BUDGETING (ZBB) - THE PRINCIPLES * Much more than starting with a clean sheet of paper * What ZBB can achieve * The concept of decision packages - to challenge business methods and costs * Only necessary costs should be incurred * A review of an operating budget - demonstrating what ZBB challenges and the costs it may lead to being taken out 6 AWARENESS OF OVERHEADS AND OTHER COSTS * Definitions of cost - direct and indirect * Dealing with overheads - what is meant by allocation, absorption or apportionment? * The apparent and real problems with overheads * Different ways of dealing with overheads * Review of overhead allocation methods and accounting and reporting issues 7 OVERHEADS AND PRODUCT COSTING * Activity-based costing (ABC) - the principles * Where and how the ABC approach may be helpful * Know the 'true' cost of a product or a project * Should you be in business? Will you stay in business? * Identifying weaknesses in a traditional overhead allocation * How ABC will help improve product or service costing * Identifying which products and activities should be developed and which abandoned 8 COST REDUCTION CULTURE * The need for cost reports * What measures can be used to identify over-spends as early as possible * Cost control performance measures and ratios 9 DESIGN OF COST CONTROL REPORTS * Reports should lead to action and deliver * Selecting cost control measures which can be acted upon * Practice in designing action reports 10 COURSE SUMMARY - DEVELOPING YOUR OWN COST ACTION PLAN * Group and individual action plans will be prepared with a view to participants identifying their cost risks areas and the techniques which can be immediately applied to improve costing and reduce costs