5537 Courses in Newcastle upon Tyne delivered Live Online

As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we're leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline. We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills. This course will help participants: * Understand the 'organized persistence' model of sales prospecting * Develop skills in using video, online and social media to generate interest * Understand how to write effective sales and outreach emails and using online tools * Develop techniques for effectively managing telephone appointments * Learn ways to use LinkedIn for connecting with customers and prospects * Develop networking skills and learn how to source and develop referrals and professional introductions 1 KEY PRINCIPLES OF SMART SALES PROSPECTING * Set your sales prospecting goals and objectives * Elevator pitch, core messages and your value proposition * Targeting and segmenting your market * 'Organised persistence' using your CRM effectively 2 SETTING APPOINTMENTS BY TELEPHONE - PLANNING AND PREPARATION * Why calling still works and the best times to call * Creating a call prompt sheet: * Opening a call and taking control * Giving a reason to meet * Key questions to ask * Overcoming the cold calling blues 3 SETTING APPOINTMENTS BY TELEPHONE - ADVANCED SKILLS * Giving a reason to meet and 'selling the appointment' * Key questions to ask that will create interest and motivation to meet * Voice tone, power words, phrasing, pausing, responding * Getting past gatekeepers and getting through 4 USING LINKEDIN FOR RESEARCH AND FOLLOW-UP * Why LinkedIn matters and how to use it * Finding new contacts, connecting and Inmailing * Short-cuts and advanced skills 5 EMAIL STRATEGIES THAT WORK * Using AIDA and other templates for sales emails * Using personalized video emails to create interest * Vertical targeting emails, with examples * Building awareness with an email chain

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

THIS IS A ONE-DAY TRAINING EVENT TO HELP YOU: * Develop your awareness of mental health issues in the workplace * Enable you to act in a timely and constructive way to manage mental health issues that arise in the workplace * Enable you to promote and maintain good mental health in your working environment IT COVERS: * Mental health statistical overview; most prevalent mental health problems, contributing factors, effects on productivity and the costs of mental ill-health * Signs and symptoms of prevalent mental health conditions; 3 key indicators for all mental health problems * Stigma; what it is and how it affects people * Mental health legal and statistical overview: facts & figures, most prevalent mental health problems, aspects of the law, policy and procedural issues and guidelines for best practice * Pro-active and constructive principles and strategies to manage mental health issues, to support colleagues who may be vulnerable to mental ill-health, and promote mental wellbeing This workshop will give you: * Awareness of the key indications of mental ill-health * Recognition of the prevalence and effects of stigma * Knowledge of the wider picture; legal context * Greater understanding and confidence to act constructively to support individuals who are vulnerable to mental ill-health * The ability to take steps to actively promote mental-well-being in the workplace

If you want to be better at making to-do lists or managing time better this is NOT for you! The time challenges we all face at work need to be addressed with a different approach. This 'bite-size' session takes a fresh approach to how we deal with time personally and challenges the belief that we don't always have enough time. The workshop will be participative, interactive, and will cover the personal relationship we have with time and how this impacts on dealing with challenges and ever-changing priorities on a daily basis at work. The workshop will give you some practical tools and ideas on dealing with your thieves of time from a different perspective, including interruptions and emails. To enable participants to organise and use their time effectively, using strategies to help with both 'thinking' and 'doing' that are fit for purpose. This workshop will enable you to: * Recognise the barriers to effective time management and set goals to overcome them and get things done * Understand how their mindset affects how they use time and use better ways to deal with the inbuilt patterns of behaviour this produces when at work * Plan for tasks and projects in a productive way * Use some new tools and techniques to tackle time thieves, including email and interruptions * Review and evaluate their learning and have an action plan to take back to work 1 WELCOME, INTRODUCTIONS AND OBJECTIVES * Exploring your relationship with time and how you focus your mind on daily work pressures in relation to time * Past, present and future - where do you focus your energy at work? * Time thieves - exploring the results of the pre-workshop questionnaire and learning strategies to deal with the roots of your time thieves 2 PERSONAL STRATEGIES AND TOOLS: HAVING A NEW MINDSET * Emails, interruptions and curve balls * Review and evaluation of learning * Action-planning

The aim of this programme is to help attendees create better quality technical documents in an organised and efficient manner. It will give those new to the topic an appreciation of how to approach the task professionally whilst those with more experience will be able to refresh and refine their skills. The programme comprises three complementary one-day modules: The programme presents a structured methodology for creating technical documents and provides a range of practical techniques that help delegates put principles into practice. Although not essential, it is strongly advised that delegates for modules 2 and 3 have already attended module 1, or another equivalent course. Note: the content of each module as shown here is purely indicative and can be adapted to suit your particular requirements. This course will: * Explain the qualities and benefits of well written technical documents * Present a structured approach for producing technical documents * Review the essential skills of effective technical writing * Demonstrate practical methods to help create better documents * Provide tools and techniques for specification and report writing * Review how technical documents should be issued and controlled Note: the content of each module as shown here is purely indicative and can be adapted to suit your particular requirements. Module 1: Essential skills for technical writers 1 INTRODUCTION TO THE PROGRAMME * Aims and objectives of the module * Introductions and interests of participants 2 CREATING EFFECTIVE TECHNICAL DOCUMENTS * What is technical writing? how does it differ from other writing? * Key qualities of an effective technical document * Communication essentials and the challenges faced by technical writers * The lessons of experience: how the best writers write * The five key steps : prepare - organise - write - edit - release (POWER) 3 PREPARING TO WRITE * Defining the document aims and objectives; choosing the title * Understanding technical readers and their needs * Getting organised; planning and managing the process * Integrating technical and commercial elements * The role of intellectual property rights (IPR), eg, copyright 4 ORGANISING THE CONTENT * The vital role of structure in technical documents * Deciding what to include and how to organise the information * Categorising information: introductory, key and supporting * Tools and techniques for scoping and structuring the document * Creating and using document templates - pro's and con's 5 WRITING THE DOCUMENT * Avoiding 'blinding them with science': the qualities of clear writing * Problem words and words that confuse; building and using a glossary * Using sentence structure and punctuation to best effect * Understanding the impact of style, format and appearance * Avoiding common causes of ambiguity; being concise and ensuring clarity * Using diagrams and other graphics; avoiding potential pitfalls 6 EDITING AND RELEASING THE DOCUMENT * Why editing is difficult; developing a personal editing strategy * Some useful editing tools and techniques * Key requirements for document issue and control Module 2: Creating better specifications 1 INTRODUCTION * Aims and objectives of the day * Introductions and interests of participants * The 'POWER' writing process for specifications 2 CREATING BETTER SPECIFICATIONS * The role and characteristics of an effective specification * Specifications and contracts; the legal role of specifications * Deciding how to specify; understanding functional and design requirements * Developing the specification design; applying the principles of BS 7373 * Getting organised: the key stages in compiling an effective specification 3 PREPARING TO WRITE A SPECIFICATION * Defining the scope of the specification; deciding what to include and what not * Scoping techniques: scope maps, check lists, structured brainstorming * The why/what/how pyramid; establishing and understanding requirements * Clarifying priorities; separating needs and desires: the MoSCoW method * Useful quantitative techniques: cost benefit analysis, QFD, Pareto analysis * Dealing with requirements that are difficult to quantify 4 ORGANISING THE CONTENT * The role of structure in specifications * Typical contents and layout for a specification * What goes where: introductory, key and supporting sections * Creating and using model forms: the sections and sub sections * Detailed contents of each sub-section * Exercise: applying the tools and techniques 5 WRITING THE SPECIFICATION * Identifying and understanding the specification reader * Key words: will, shall, must; building and using a glossary * Writing performance targets that are clear and unambiguous * Choosing and using graphics * Exercise: writing a specification 6 EDITING AND RELEASING THE DOCUMENT * Key editing issues for specifications * Issue and control of specifications Module 3: Writing better reports 1 INTRODUCTION * Aims and objectives of the day * Introductions and interests of participants * The 'POWER' technical writing process for technical reports 2 CREATING BETTER REPORTS * What is a technical report? types and formats of report * The role and characteristics of an effective technical report * Understanding technical report readers and their needs * The commercial role and impact of technical reports * Getting organised: the key stages in compiling a technical report 3 PREPARING TO WRITE REPORTS * Agreeing the terms of reference; defining aims and objectives * Being clear about constraints; defining what is not to be included * Legal aspects and intellectual property rights (IPR) for reports * Preparing the ground; gathering information and reference documents * Keeping track of information: note making, cataloguing and cross referencing * Tools and techniques for developing a valid and convincing argument 4 ORGANISING THE CONTENT * The role of structure reviewed; some typical report structures * Who needs what: identifying the varied needs of the readership * What goes where: introductory, key and supporting sections * Creating and using model forms: the sections and sub sections * Detailed contents of each sub-section * Exercise: applying the tools and techniques 5 WRITING THE REPORT * Planning the storyline: the report as a journey in understanding * Recognising assumptions about the reader; what they do and don't know * Converting complex concepts into understandable statements * Presenting technical data and its analysis; the role of graphics * Presenting the case simply whilst maintaining technical integrity * Exercise: writing a technical report 6 EDITING AND RELEASING THE REPORT * Key editing issues for technical reports * Issue and control of technical reports

Who says what's right for you? How aware are you of how much you actually drink each week? Is it more than you want it to be? Does it take the edge off your performance? Or do you just think it's time to change? This session will challenge the way you think about drink. It's not about what someone else thinks you ought to drink - it's about your own attitude to it. Take away a completely fresh way of thinking about drinking. Get some insights into 'how come' you drink what you do. Find out what you can easily do to drink less. During the session you will have the opportunity to take a fresh look at: * Your drinking habits - casual/social drinking, habitual drinking, binge drinking * 'How come I do this'? * How we think about habits * 'How could I change my drinking'?

It is important for Officers to understand the roles and responsibilities, processes and procedures involved when working with Elected Members. They also need to appreciate the significance of Elected Members as the decision-makers in local government. Officers have a responsibility to work and communicate with Elected Members effectively. This very successful course is designed to help Officers with this. Note: this is very much an indicative outline. The programme is tailored to the needs of each particular organisation. To provide managers with the knowledge and understanding they need to have productive working relationships with Elected Members and provide appropriate support. By the end of the course participants will: * Understand the roles, responsibilities, processes and procedures in place for working with Elected Members * Be able to identify the best way to approach potentially sensitive issues * Understand the skills and behaviours required for working effectively with Members * Be able to deploy their influencing skills more successfully * Review their learning and have an action plan to take back and implement at work Note: this is very much an indicative outline. The programme is tailored to the needs of each particular organisation. 1 INTRODUCTION * Welcome and introductions * Objectives and programme overview 2 WORKING IN A POLITICAL ENVIRONMENT * What is political awareness? * Contact and experience with Members * Importance of the role of Members 3 WHY BE AN ELECTED MEMBER? * Perceptions of what Elected Members are and do * Values of Members and their motivations for doing what they do 4 POLITICAL DECISION-MAKING IN LOCAL GOVERNMENT * Current challenges and drivers affecting the organisation / the council * Roles and responsibilities of Officers and Members * Centrality of Members' strategic role 5 (OPTION) A DAY IN THE LIFE OF AN ELECTED MEMBER * An Elected Member gives a talk about what they do * 6 HAVING A BENEFICIAL RELATIONSHIP BETWEEN OFFICERS AND MEMBERS 7 MEMBER / OFFICER COMMUNICATION * Discussion of the formal processes, service procedures, etc (whether enshrined in a protocol, Memorandum of Understanding, etc) * Response times and requirements * Procedures required by Heads of Service [if appropriate] 8 INFLUENCING STYLES AND STRATEGIES * Different forms of power and how they impact * Developing an appropriate 'influencing style' * Exploring strategies for improving communication and influencing at work 9 REVIEW AND EVALUATION * Review and evaluation of learning * Personal action plans

This very practical one-day IACCM-approved programme enables participants to manage the process of commercial contracting and contract management effectively and efficiently to ensure value for money, improved service, and appropriate relationships. It covers a wide range of contract types in terms of risk and value. The programme empowers participants with the tools and techniques needed to collaborate with all key stakeholders. By the end of the programme participants will be able to: * Understand the total process of managing contracts * Exploit opportunities to extract even more added value * Develop appropriate relationships with contractors * Understand and use a range of contracting strategies and options * Measure and improve contract performance * Understand the impact of legislation on contract performance 1 WELCOME * Introductions * Aims and objectives * Plan for the day 2 CONTRACT MANAGEMENT * An overview of the contracting process, mapping the 'territory' 3 CONTRACT MANAGERS * Skills * Knowledge * Attributes * Responsibilities 4 CRITICAL SUCCESS FACTORS * Defining successful outcomes * Effective stakeholder engagement * Creating a shared vision of the outcomes 5 PLACING CONTRACTS * How to develop an effective specification and scope of work documents * How to develop a robust contracting strategy * Appropriate types of contract 6 CUSTOMERS AND STAKEHOLDERS * Customer and stakeholder analysis * Managing expectations and the 'shared vision' concept to ensure customer co-operation, satisfaction, and delight 7 WORKING WITH SUPPLIERS * Creating and developing commercial relationships * Types of relationship * How to manage difficult relationships * Contractor motivational issues * How to use incentives 8 NEGOTIATION AND RELATED SKILLS * Introduction to key negotiation skills * Persuading and influencing skills to work with stakeholders to improve outcomes for all 9 DEALING WITH CHANGE * Claims and variations * How to challenge contractor claims and requests for variations by making use of contractual terms * Specifications to prevent false claims 10 PERFORMANCE IMPROVEMENT * How to measure and improve contractor performance * Developing KPI systems * Using contractual terms and conditions and basic legal principles 11 CONTRACT CLOSE * The importance of effective contract close processes 12 CLOSE * Review of key learning points * Personal action planning

This 2-day workshop is offered with an internal and external focus. Day 1 will focus on building your internal network and relationships by focusing on your personal network, your brand, influencing skills and perceptions. Day 2 focuses on your external relationships with suppliers, patient groups etc. This will focus on assertiveness, outcome rather than relationship focus, and influencing and negotiating skills. DAY ONE 1 CAN YOU SUCCEED BY YOURSELF? 2 RELATIONSHIP AWARENESS THEORY 3 THE STRENGTHS DEPLOYMENT INVENTORY / YOUR FACET5 PROFILE 4 BUILDING RAPPORT 5 INFLUENCING POWER BASES 6 ACTIVE LISTENING 7 BUILDING YOUR PERSONAL INTERNAL NETWORK 8 PERCEPTIONS 9 YOUR BRAND DAY TWO 3 PREPARING FOR CONFLICT 2 THE NEGOTIATION CONVERSATION 1 YOUR STAKEHOLDERS AND WHAT THEY WANT FROM YOU 4 INFLUENCING OTHERS 5 YOUR COMMUNICATION APPROACHES FOR SUCCESS 6 EMOTIONAL INTELLIGENCE 7 THE TRUST MODEL 8 KNOWING YOUR OUTCOMES

When managers have too many decisions to make, it can have a serious impact on the speed and efficiency of the organisation. When those decisions are commercial ones, the results can wreak havoc with the bottom line. Often the problem arises when those below them or in operational areas of the organisation aren't equipped or allowed to make a decision for themselves. Issues get passed back up and that wastes time. This programme provides a solution, giving your entire team the skills to: And most importantly, they'll be able to do this in line with the broader aims and commercial objectives of the business. By the end of the programme participants will be able to: * Fully appreciate the importance of effective decision-making in business * Use the five-step 'Stop, Think, Act!' decision-making process * Stop leaping to conclusions * Really understand the situations and decisions they are dealing with * Identify good options * Evaluate those options * Make decisions and then put them into action * Apply these tools and techniques to all their decisions in future 1 UNDERSTANDING THE BUSINESS WE WORK IN * What are the critical factors in our business? * What is the SWOT analysis for our business? 2 UNDERSTANDING WHAT DECISION-MAKING IS 3 BACKGROUND * Culture of 'having to be doing' * To change things we have to think about it! * We are paid to make decisions! 4 RECOGNISE THE OPPORTUNITY TO MAKE A DECISION 5 THE 'STOP, THINK, ACT!' TECHNIQUE 6 STOP! * Recognise the opportunity to make a decision * Don't leap to conclusions * Get ready to think * Initial questions: * Is this my decision? (Do I have the authority?) * Who is this going to affect? (Do they need to be included?) * When do I need to make the decision? (What's the timeline?) 7 THINK! * The 3 Cs - making sure we understand the decisions we have to make * What is the context of this decision? * What is the overall situation? * Why is this decision important? * What do we need to achieve? * What will success look like? * Do I have clarity about the decision I need to make? * Can I write it down? * Can I express it clearly in two sentences? * What are the criteria? * What are the critical commercial factors that we will use to select our options? * What will we use to measure the business success? 8 ACT! * Identifying options * What data do I need to collect? * Issues with today's overload * Identifying what will help you * Select options * How many options? * Must match your criteria * Must achieve success * 'Decision compass' exercise * Analyse options * Tabular method * Risk analysis (likelihood v effect) * Head, heart and gut (is there any organisational history/bias that we are up against?) * Making your decision * Taking it to action * First actions * Planning how to make it happen