27 Business Case courses

M&O of engineering plant and services is becoming more important to the success of the core business. To select the right M&O technique for specific plant and equipment it is necessary to know what options are available, what they deliver and how they should be implemented. This course will help you consider options and techniques that provide best value based on that thorough understanding of the business need. M&O will increasingly be required to demonstrate it is delivering the optimum of cost and value and the main purpose of the course is to show how this can be achieved. Note: this is a purely indicative list of topics that can be covered. The content, duration, objectives and material used would all be adapted to match your specific requirements. This course will help you: * Determine what the business needs from the M&O service * Determine the cost and value of the various M&O options * Prepare and present the business case for the selected M&O strategy * Introduce meaningful KPIs based on performance-based service by the M&O provider * Undertake a review of current M&O and make recommendations for improvement * Introduce energy and carbon management performance criteria in M&O * Better deal with project risk and uncertainties * Motivate others to deliver a reliable and cost effective M&O service Note: this is a purely indicative list of topics that can be covered. The content, duration, objectives and material used would all be adapted to match your specific requirements. 1 WHAT IS MAINTENANCE AND WHAT IS OPERATION? - THEIR RELATIVE IMPORTANCE TO THE BUSINESS 2 COMPARISON OF THE VARIOUS MAINTENANCE OPTIONS AND TECHNIQUES, INCLUDING: * Planned preventative * Run to failure * Condition monitoring * Business focused * Business critical * Total productive * Reliability centred maintenance 3 FORMS OF CONTRACTS AND SERVICE, INCLUDING: * Comprehensive * Input driven * Output driven * Limited replacement * Performance based M&O 4 SELECTING THE RIGHT OPTIONS AND MAKING THE BUSINESS CASE 5 CONTINUOUS COMMISSIONING AS A TOOL FOR DELIVERING BEST VALUE 6 CASE STUDIES

It's a fact of life that costs generally increase and as a result prices must go up too. Implementing an increase without losing customers is challenging. Talking about a price increase with customers never makes for an easy conversation. Your customers will generally decide whether to accept the increase based upon value, as well as the hassle cost of switching and going elsewhere. Even the most experienced salesperson who has implemented price increases before will be fighting back the nerves when faced with the task of 'selling' the increase. In this flexible programme, we will support your internal preparations at whichever stage you and your colleagues are at. From making the decision to increase prices, right through to those on the frontline already dealing with any push-back. This programme will help participants: * Understand the business case for increasing prices * Take steps to research the market * Consider their customers' motivations * Use the six principles of influence * Identify and adapt for different personality styles * Assess their level of trust with customers * Build rapport rapidly with their customers and prospects 1 RAISING PRICES - KEYS TO SUCCESS * Understanding the business case * Researching the market * Assessing the value of your offering 2 UNDERSTANDING YOUR CUSTOMER BASE * Assessing your key accounts * What is your 'target' customer range? * Creating consistency in pricing approach 3 PLANNING THE INCREASE * Timing your implementation * Communication strategy * Elements of a good price increase letter 4 DEVELOPING INFLUENCING SKILLS * The Trust Equation * The six principles of influence * Discovering your customer's buying decisions 5 EMOTIONAL INTELLIGENCE AND PRICE INCREASES * The part emotion plays * Developing strategies for keeping calm * Handling your customer's responses 6 UNDERSTANDING DIFFERENT CUSTOMER STYLES * Discover your own style * Recognising behaviour traits in others * Adapting your approach to their style 7 PREPARING FOR CUSTOMER CONTACT * Preparing for specific customers * Anticipating their response * Dealing with challenging customers 8 FOLLOWING THROUGH * Maintaining a consistent approach * Resisting requests for discounts * Confirming the increase in writing

ILM Level 7 Certificate in Leadership & Management – 10 day Accredited training course delivered in Nottingham This is a prestigious qualification aimed at current and aspiring senior managers who wish to extend their skills and knowledge to make effective strategic plans to meet or exceed the expectations of various stakeholders and partners within the organisation. The level 7 is at a Post Graduate level, which requires participants to invest in their own personal brand, to create organisation and personal impact through high level engagement, influencing, innovation and critical thinking. The learning will be underpinned by practical and applied research and the application of theoretical frameworks at the leading edge of management and leadership practice. It will be a requirement of the course that delegates identify, research, analyse and create a plan for an improvement at a strategic level within their organisation.

The importance of building services to the success of an organisation has never been greater and continues to grow. Developers and occupiers are becoming more aware of the contribution that building services make to the well being of occupants and hence their perception of the quality of the working environment. Those involved with the design, construction, maintenance and operation will increasingly be required to deliver building services that demonstrable contribution to the occupier's business. Energy efficiency, carbon management and occupant satisfaction depend substantially on the way building services are designed, managed and operated. To optimise these aspects, an informed strategic approach is essential. Tried and tested techniques and processes are available that, when applied holistically, will deliver substantial benefits. This course reviews best practice in the area and inspires participants to ensure that building services perform at their optimal level. To provide a better understanding of how building services can be designed, managed and operated to: * Maximise occupant comfort, satisfaction and wellbeing * Add value and contribute to the success of the business of the occupier * Improve health safety * Reduce operating cost, energy use, carbon emissions and environmental impact * Optimise cost and value * Provide strategies for continuous improvement and sustainable operation 1 BUILDING SERVICES FUNDAMENTALS * The function of services in commercial buildings and their importance to the core business 2 TECHNIQUES AND PROCESSES FOR OPTIMISING COST AND VALUE * Programmed operation evaluation * Continuous commissioning * Lifetime product management * Performance-based service * Energy efficiency and the scope for environmental improvement 3 MAKING THE BUSINESS CASE AND PREPARING THE STRATEGY * Motivating decision-makers * Empowering those who have to deliver the results * Managing business risk 4 STRATEGY IMPLEMENTATION AND MONITORING RESULTS * Ensuring that rich and robust feedback is available to support continuous improvement and strategy enhancement * When to get feedback * Why * How * What to do with it 5 CASE HISTORIES AND 'AIR TIME' * Sharing experience and addressing specific issues of interest to participants * Course review * Close

Course Outline: What is “Diversity and Inclusion”?  The Cultural Contact Lens - understanding different people's experiences  The Social Ecological Model - understanding how individual elements sit within and impact upon social change  Finding your ‘why’, and the Business Case for D&I  Going above and beyond the Law - the Equality Act (2010) and protected characteristics  Becoming comfortable with feeling uncomfortable  Privilege, power, and the Cycle of Oppression  An introduction to allyship  Summary and questions

The main aim of this workshop is to encourage and enable delegates to present their sales messages stylishly and persuasively to expert buying audiences and improve their conversion rates. The focus is placed firmly on performance and creativity in top level presenting. It is aimed at experienced sales professionals who are expert at selling but need to be able to present and pitch for business at high skill levels in order to land major accounts. Delegate numbers will be restricted to 4 people. Delegates should be willing and be prepared to give video-recorded presentations as part of the course. COURSE SYLLABUS The syllabus of the Sales Presenting course is comprised of two modules, covering the following: Module One Components of Top Presenting * Preparation and performance in presenting * Being stylish and compelling * Differentiation, risk-taking and presenting * Connecting with your audience * Achieving impact and drama * Creating a buying emotion * Getting out of a comfort zone * First delegate presentations Module Two Pitching in Teams * Getting your act together - the plan * Looking and sounding like a team * The buyer's perspective * Getting your moves right - choreography * Dealing successfully with questions * Rehearsing to succeed * Second delegate presentations -------------------------------------------------------------------------------- DRAGON'S DEN EXERCISE The delegation is split into two groups, each with a specific product or service to win the Dragons' investment. They have to also present to the Dragon's Den their business case for feedback and negotiate with the Dragons to gain either an "I'm in" or an "I'm out" reply. A full debrief is then conducted covering: * Planning * Commercial consequences * Putting forward a business case * Critical thinking * Negotiating * Selling skills * Presentation skills * Profile building SCHEDULED COURSES This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

Reliability Centred Maintenance (RCM) is commonly used to help establish safe minimum levels of maintenance, determine changes to operating procedures and help establish maintenance regimes and plans. Successful implementation can result in cost savings, machine uptime and improved risk management. But the devil's in the detail - how can you achieve these benefits and successfully implement RCM in your organisation? This programme will help you do just that. Note: this is a purely indicative outline. The content, duration, objectives and material used can all be adapted to match your specific requirements. To provide a better understanding of RCM, particularly: * What, why, how and who? * Opportunities and benefits * Risks * Cost effectiveness Note: this is a purely indicative outline. The content, duration, objectives and material used can all be adapted to match your specific requirements. 1 WHAT IS MAINTENANCE? * Why maintain? * Traditional maintenance methods * Common current practices and trends 2 WHAT IS RELIABILITY CENTRED MAINTENANCE? * Its history * Its development * Current usage * Where can it be cost-effective? 3 HOW DOES IT WORK? * Basic features * Key criteria * Maintenance options * Key outcomes 4 MAKING THE BUSINESS CASE AND PREPARING THE STRATEGY * Identifying and quantifying current risks * Identifying and quantifying current costs * Motivating decision-makers * Identifying and empowering those who have to deliver the results * Educating / gaining buy-in from interested parties 5 IMPLEMENTATION * Identify business functions * Prioritise functions * Verify correct usage * Identify failure modes * Identify the consequences of failure * Understand the failure process * Specify the appropriate maintenance action(s) 6 ONGOING REQUIREMENTS * Monitoring * Recording * Analysis * Continuous re-evaluation 7 OPEN DISCUSSION * Sharing experience and addressing specific issues of interest to participants * Course review * Close

This very practical one-day programme provides participants with the skills and knowledge required to be an effective member of the procurement team and to enable them to procure a wide range of resources for the organisation, in a compliant and cost-effective manner. It also empowers them to be able to collaborate with all key stakeholders. By the end of the programme participants will be able to: * Understand the basic concepts of good procurement practice * Apply a range of tools and techniques for developing scopes of work and specifications * Apply various methods to select and evaluate suppliers * Develop robust contract award strategies * Appreciate the commercial importance of effective procurement and opportunities to reduce cost and add value * Develop appropriate procurement strategies depending on risk and value * Appreciate the legal aspects of procurement 1 WELCOME * Introductions * Aims and objectives * Plan for the day 2 THE BASICS OF PROCUREMENT * The concept of total cost of ownership v price * The procurement cycle * The roles of the customer and the contractor * Impact upon profit 3 SPECIFICATION PROCESS * Importance of effective specifications * Specification development process * Types of specification * Team approach * Use of performance specifications * Early supplier involvement (ESI) / early contractor involvement (ECI) 4 QUALITY * Concepts and practices * Defining 'fit for purpose' * Conformance to requirements * Compliance to standards * Role of the supplier * Quality assurance tools and techniques 5 PROCUREMENT METHODS * RFP * RFQ * ITT * Negotiated procurement * Strategic partnerships * Outsourcing 6 TENDERING * How to undertake a formal tendering process * Business case to award * Critical stages in the process * Risks and benefits 7 TENDER EVALUATION * How to undertake a quotation analysis * Tools of analysis * Use of VFM models * Role of the customer * Comparisons around cost, quality, and delivery 8 SUPPLIER SELECTION AND EVALUATION * Developing critical selection criteria * Using the 10Cs model * Importance of effective selection process * Weighting systems * Importance of validity and evidence 9 CAPITAL EQUIPMENT PROCUREMENT * Life cycle cost issues * Payback calculations * Compatibility issues * Maintenance and training issues * After-sales support 10 SUPPLIER RELATIONSHIPS * Corporate social responsibility issues * Communication * 360 feed-back * Open and ethical * Initial understanding * Clear and fair terms and conditions 11 CLOSE * Review of key learning points * Personal action planning

Investigate and recognise the role of project sponsor and the importance of the relationship between sponsor and project manager and how this can be improved. -------------------------------------------------------------------------------- COURSE OVERVIEW Duration: 1 day (6.5 hours) This workshop is designed to investigate, understand and develop the role of the project sponsor. By taking elements of effective governance from the guidance published by the APM (Association for Project Management) and Axelos Managing Successful Programmes, an improved project sponsor capability can be developed. The workshop will also explore the importance of the relationship between sponsor and project manager and how this can be improved. Whilst predominately designed for the project sponsor role, there is provision for a discussion with project manager representatives to agree an action plan to improve the delivery of projects within an organisation. OBJECTIVES  By the end of the course you will be able to: * Describe and commit to the role of the Project Sponsor * Identify the key principles of governance that can contribute to success * Describe the environment in which the projects are delivered * Explain the financial and resource constraints within the project environment * Define the criteria used for project selection * Identify the expectations of key stakeholders and develop a clear communication plan to engage with them * Identify and resolve areas of conflict * Describe the relationship with the Project Manager * Create an effective environment and relationship for project success CONTENT INTRODUCTION * The Project Environment * The Principles of Governance * The background to the training ROLES * The Project Sponsor * The Project Manager * The Project Board SPONSOR RESPONSIBILITIES  * Defining Project Selection Criteria and Prioritisation * Business Case and Justification * Finance and Funding * Resourcing the projects * Stakeholder Engagement * Project Governance * Resolving conflict between stakeholders * Benefits Realisation * Capitalising the lessons learned during project reviews DELIVERING SUCCESS * The relationship with the Project Manager and team * Action Plan for the future The workshop will use case studies drawn from previous client projects, both successful and less successful.

Develop your Project Management skills and fully understand the entire project lifecycle and key activities that need to be done to deliver a successful project outcome. -------------------------------------------------------------------------------- COURSE OVERVIEW Duration: 2 days (13 hours) The ability to run a successful project professionally is a valuable transferrable life skill that can enhance your career and opportunities in any industry. Our Principles of Project Management course takes a pragmatic approach to managing a project successfully.  It looks at the entire project lifecycle and key activities that must be done to give a successful project outcome. This course is suitable for anyone who is involved in or about to run a project – either as a full-time project leader/manager or as a part of their role. OBJECTIVES  By the end of the course you will be able to: * Identify 10 key principles for managing a project successfully * Apply a common sense project lifecycle to a project regardless of its size or magnitude * Develop robust project documentation throughout the lifecycle whilst keeping the documents to a minimum * Identify the expectations of key stakeholders and develop a clear communication plan to engage with them * Apply a range of planning and scheduling techniques to help manage the project timeline * Produce realistic estimates to help monitor and control the project costs * Manage key risks and issues associated throughout the project lifecycle * Manage changes through a robust change control process * Manage the Project team through the use of clearly defined Work Packages * Identify and manage key areas of conflict throughout the lifecycle CONTENT INTRODUCTION * Key characteristics of projects v Business as Usual * Definition of Programmes and Portfolios * Project Lifecycles – A structured approach using phases * Reasons why projects fail * 10 principles of successful project management THE CONCEPT (FEASIBILITY) PHASE * Analysing the project context / environment * Stakeholder needs and requirements * Content of a Business Case * Differences between Benefits, Success Criteria, Success Factors and Key Performance Indicators (KPI’s) * Purpose of the Project Brief THE DEFINITION (PLANNING) PHASE * Defining the Scope of a project * Assigning Project roles and responsibilities * Product Breakdown structures and Work Breakdown Structures * Approaches to estimating * Detailed planning using Gantt charts * Critical path analysis * Using project management software – an overview * Constructing a realistic project budgets * Resource allocation and optimisation * Producing a Communication Plan THE IMPLEMENTING (EXECUTION) PHASE * Delegating using a Work Package * Project tracking and reporting * Managing contractors * Controlling changes to the project * Risk and Issues management * Managing conflict between stakeholders THE HANDOVER / CLOSURE PHASE * Measuring project success * Capturing Lessons * Post project review and evaluation * Benefits Realisation * Transferring the deliverable into Business as Usual