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It is essential that those charged with responsibility for credit control and debt recovery have a full appreciation of the relevant law: no-one can negotiate effectively to recover a debt if they don't understand the ultimate sanctions they can apply. This programme is designed to give them a practical, up-to-date understanding of the law as it applies to your particular organisation. This course will help ensure that participants: * Understand the relevant laws * Know how and when to invoke legal processes * Avoid legal pitfalls in debt collection negotiations Specific, practical learning points include: * Definition of 'harassment' * How to set up an in-house collection identity * Whether cheques in 'full and final settlement' are binding * The best steps to trace a 'gone away'... and many, many more. 1 DATA PROTECTION AND DEBT RECOVERY There are a whole range of things which can be checked on members of the public and which are not affected by the restraints of the Data Protection Act. These will be explained in simple, clear terms so that staff can use this information immediately. 2 COUNTY COURT SUING The expert trainer will show how to sue for money owed, obtain judgment and commence enforcement action without leaving your desk. This module is aimed at showing how to make the Courts work for you instead of the other way around! 3 ENFORCEMENT OF JUDGMENTS There are many people who have a County Court Judgment (CCJ) against their debtor but who still remain unpaid. This session explains each of the enforcement methods and how to use them to best effect. Enforcement methods covered include: * Warrant of Execution * Using the sheriff (now known as High Court Enforcement Officers) * Attachment of earnings * Third Party Debt Orders * Charging Orders (over property and goods) * Winding-up companies and making individuals bankrupt 4 OFFICE OF FAIR TRADING RULES ON DEBT RECOVERY Surprisingly few people are aware of the Office of Fair Trading rules on debt recovery and many of those that do know think they don't apply to them - but they do. Make sure you know what you need to! 5 NEW METHODS TO TRACE ELUSIVE, ABSENTEE AND 'GONE AWAY' DEBTORS Why write the money off when you can trace the debtor and collect the money you are owed? 6 CREDIT CHECKING OF NEW AND EXISTING CUSTOMERS It makes sense to credit check would-be, new and existing customers to evaluate the likelihood of payment delays or perhaps not being paid at all. This session shows a range of credit checking steps, many of which can be done completely free of charge, including a sample credit application / account opening form. 7 LATE PAYMENT OF COMMERCIAL DEBTS REGULATIONS Do your staff understand this legislation and how to use it to make people pay quicker than ever before? The trainer shows how. 8 THE ENTERPRISE ACT The Enterprise Act made some startling changes to corporate and personal insolvency. What are the implications for credit control and debt recovery within your organisation?

The often-used phrase, 'just the receptionist', completely misrepresents the role. An excellent receptionist is a most valuable resource for any organisation. This programme has been designed specifically to deal with the essential skills necessary to represent the organisation to the best possible effect. It will also help you get the most out of your working day. There are six key reasons to take part in this workshop. It will help you: * See your role in a new light * Develop your communication skills * Deal with different types of customer and situation * Boost your confidence * Cope in a pressurised environment * Get more satisfaction from your working day 1 INTRODUCTION * Workshop objectives and personal objectives * The challenges of 21st century communication * What makes an excellent point of Reception? And why is it so important? * Who and where are our customers? * As a customer, how do you like to be treated? * What makes people feel valued? * Objective and subjective aspects of customer service * 'Micro moments' that shape the relationship 2 COMMUNICATION ON RECEPTION * Definition of communication * Barriers to good communication * The 'recipe' of verbal, vocal and visual aspects of communication * Differences between communicating face-to-face and on the telephone * Communication 'leaks' * The primitive human response * The impact of visual communication - body language, gesture and facial expression * Voice - tone, speed, volume, pitch, clarity, inflection, pacing * Words - positive words and phrases compared with negative terminology * Professional greetings face-to-face * Steering the conversation with effective questioning 3 TELEPHONE EXCELLENCE * How we use the telephone * Qualities of the telephone * Non-verbal communication on the telephone - what aspects can be 'seen' by the other person? * Professional telephone etiquette * Taking and leaving messages - key points that can help customers, colleagues and the organisation * Clarifying information 4 LISTENING SKILLS FOR ACCURACY AND RELATIONSHIP BUILDING * How accurate are your listening skills? * What are the challenges for accurate listening? * Active / empathetic listening 5 CREATING A RAPPORT BY 'STYLE FLEXING' * Understanding how different people communicate * Shaping our message to the other person so that they feel understood * How changing situations can alter communication needs 6 CONFIDENCE AND ASSERTIVENESS * Recognising different styles of behaviour - aggressive, passive and assertive * Qualities of assertive communication - verbal, vocal and visual * Assertive techniques - basic, persistence, negotiation / empathetic * Demonstrating confidence 7 COPING IN A PRESSURISED ENVIRONMENT * Words - the most useful ones to use with stressed people and identifying the 'red rag' words * Challenging situations - what do you find difficult and how do you respond? * Dealing with outbursts of anger * Bringing non-stop talkers back from their tangent * Constructive ways to say 'no' 8 PULLING IT ALL TOGETHER * Action plans * Summary of key learning points

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: * Create the perfect interaction with any customer making contact by telephone * Make every call count * Build rapport quickly in any situation * Handle difficult calls and challenging people * Create sustainable and profitable relationships * Increase your sales conversions 1 THE INBOUND SALES PROCESS * Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 ENGAGING WITH THE CUSTOMER * Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 QUESTIONING AND LISTENING SKILLS FOR GATHERING INFORMATION * Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 OVERCOMING OBJECTIONS AND EXCUSES * If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 GAINING COMMITMENT AND ENDING THE CALL * Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 DEALING WITH DIFFICULT AND CHALLENGING SITUATIONS * The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 ACTION PLANS * Course summary and presentation of action plans

High quality specifications are of paramount importance in achieving the right technical performance and value for money. This long-established training programme has been developed to help those involved in producing specifications to create high quality documents in an organised and effective way. It provides a sound foundation for those new to the topic whilst at the same time offering new insights to those with more experience. The programme emphasises the need for a clear definition of requirements combined with the ability to communicate those requirements effectively to third parties. A structured method of preparing specifications is provided, and a range of practical techniques is presented, to enable participants to put the principles into practice. The commercial and contractual role of specifications is also addressed. The objectives of the workshop are to: * Provide a clear understanding of the role and purpose of specifications * Present a framework for organising and producing specifications * Define the key steps involved in creating effective specifications * Demonstrate methods for assisting in defining requirements * Provide tools and techniques for scoping and structuring specifications * Show the role of specifications in managing variations and changes to scope * Present methods to assist the writing and editing of specifications * Review how specifications should be issued and controlled DAY ONE 1 INTRODUCTION * Review of course objectives * Review of participants' needs and objectives 2 CREATING EFFECTIVE SPECIFICATIONS * The role of specifications in communicating requirements * The costs, benefits and qualities of effective specifications * Understanding the differences between verbal and written communication * The five key steps of 'POWER' writing: prepare-organise-write-edit-release * Exercise: qualities of an effective specification 3 STEP 1: PREPARING TO WRITE - DEFINING READERSHIP AND PURPOSE; THE SPECIFICATION AND THE CONTRACT * Designing the specifications required; applying BS 7373 * Defining the purpose, readership and title of each document * Effective procedures for writing, issuing and controlling specifications * The roles and responsibilities of the key players * Understanding contracts; the contractual role of the specification * Integrating and balancing the technical and commercial requirements * Writing specifications to achieve the appropriate contract risk strategy * Deciding how to specify: when to use functional and technical specifications * The role of specifications in managing variations and changes to scope 4 CASE STUDY 1 * Teams review a typical project scenario and identify the implications for the specification * Feedback and discussion 5 STEP 2: ORGANISING THE SPECIFICATION CONTENT * Defining the need and establishing user requirements * Deciding what issues the specification should cover * Scoping techniques: scope maps, check lists, structured brainstorming * Clarifying priorities: separating needs and desires * Dealing with requirements that are difficult to quantify * Useful techniques: cost benefit analysis, QFD, Pareto analysis 6 CASE STUDY 2 * Teams apply the scoping techniques to develop the outline contents for a specification * Feedback and discussion DAY TWO 7 STEP 2: ORGANISING THE SPECIFICATION CONTENT (CONT) * Deciding what goes where; typical contents and layout for a specification * The three main segments: introductory, key and supporting * Creating and using model forms: the sections and sub-sections * Detailed contents of each sub-section * Tools and techniques for outlining and structuring specifications 8 CASE STUDY 3 * Teams develop the detailed specification contents using a model form * Feedback and discussion 9 STEP 3: WRITING THE SPECIFICATION * The challenges of written communication * Identifying and understanding the readers needs * Choosing and using the right words; dealing with jargon * Problem words; will, shall, must, etc; building 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 * Choosing and using graphics to best effect * Exercises and examples 10 STEP 4: EDITING THE SPECIFICATION * Why editing is difficult; how to develop a personal editing strategy * Key areas to review: structure, content, accuracy, clarity, style and grammar * Editing tools and techniques 11 STEP 5: RELEASING AND CONTROLLING THE SPECIFICATION * Key requirements for document issue and control * Final formatting and publication issues; document approval * Requirements management: managing revisions and changes 12 COURSE REVIEW AND ACTION PLANNING * What actions should be implemented to improve specifications? * Conclusion

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: * Develop a clear and consistent process for new business development and lead-generation * Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' * Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals * Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach * Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities * Develop an engaging telephone voice and manner - and a 'networking personality' * Qualify potential opportunities with more accuracy on a consistent basis * Prioritise opportunities and manage their time when sourcing new business * Discover online sources of leads, contacts and referrals * Overcome psychological blocks to cold or warm calling - theirs and the client's * Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy * Make outbound sales or appointment calls with improved confidence, control and results * Improve the conversion of calls to appointments by using more effective questions and sales messages * Get past gatekeepers and assistants more effectively * Make the most of your CRM software and systems 1 ONLINE MARKETING - WHAT WORKS! * Workshop overview and learning objectives * Choosing your social media channels * LinkedIn for sales and marketing * Designing and implementing an effective new business email campaign online * Creating a lead-generation strategy online - with case studies * Avoiding common mistakes in social media marketing * Case study: 'Best practice in social media sales and marketing' * Using blogs and video-based marketing (eg, YouTube) * New trends and how to keep your finger on the 'social media' pulse * Twenty essential websites and online marketing tools 2 MAKING APPOINTMENTS BY TELEPHONE * Planning the call, telephone techniques, integrating with email and online marketing * Developing a clear and consistent process to appointment-making * Setting and achieving the right level of telephone activity to achieve your appointment goals * Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach * Overcoming the most common 'put-offs' to seeing or engaging with you * Overcoming psychological blocks to cold or warm calling - yours and the client's * Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy * Making outbound sales or appointment calls with improved confidence, control and results * Improving conversion of calls to appointments by using more effective questions and sales messages * The five keys to developing an engaging telephone voice and approaching manner 3 POWER NETWORKING * Strategies for networking and B2B referral-based marketing * The importance, and different types, of networking * How to work a room - preparation and strategy * Communication dynamics in networking - the power of the listening networker * Assumptions when networking * Business networking etiquette * Making connections, asking for cards, contact details and referrals, gaining follow-up commitments * Building relationships - follow-up and follow-through 4 DEVELOPING NEW LEADS * Strategies for first-time sales calls * Gaining rapport and opening first-time and new business sales calls effectively * Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences * Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal * Value message - differentiate your solutions clearly and accurately, with tailored value statements * Presenting the right initial USPs, features and benefits and making them relevant and real to the customer * Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price * Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 ORGANISED PERSISTENCE - CRM AND PROSPECT-TRACKING * Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management * Maintaining a good database for maximising new business ROI * Developing a contact strategy with different types and levels of contact * Analysing your contact base using state-of-the-art software and tools * Making the most of your CRM systems and solutions * Understanding that your attitude makes a difference when sourcing new business * Setting SMART objectives for new business development and lead-generation * Practical exercise - setting personal development and business goals * Time management tips to improve daily productivity * New business pipeline management strategies for peak sales performance 6 WORKSHOP SUMMARY AND CLOSE * Practical exercise - developing your new business action plan * Review and feedback

A flexible, modular-based, programme to heighten participants' awareness of ways in which their operations can affect the environment, the principles of environmental management and the practical steps they need to take as individuals and as an organisation to improve environmental performance. Depending on the course modules selected, this programme will give participants: * Increased awareness of relevant environmental issues * A greater understanding of, and commitment to, the organisation's environmental management programme * Preparation for any responsibilities they may have under an Environmental Management System * Further benefits according to options chosen 1 ENVIRONMENTAL AWARENESS * Definition of 'the environment' * Key environmental issues * Global warming * Ozone depletion * Acid rain * Air quality * Water pollution * Contaminated land * Land take and green belt shrinkage * Resource usage * Habitat destruction and species extinctions. * Option: This module can be used to explain the key environmental issues related to the activities of your own organisation. Diagrams, photos, pictures, examples and statistics relevant to your own organisation are used where possible to illustrate the points being made. 2 ENVIRONMENTAL LEGISLATION * Key elements of environmental legislation affecting the activities of your organisation - including international, European and UK legislation. * Legislation of particular relevance to your organisation - how it affects the operations of your organisation * Option: Legislation can be dealt with according to which aspect of the environment it protects (eg, air, water, waste) or which part of your organisation's activities it affects * Consequences of breaching legislation 3 ENVIRONMENTAL MANAGEMENT SYSTEMS * Overview of what an environmental management system is * How is an Environmental Management System (EMS) designed and put together? * Key elements (emphasising Plan - Do - Check - Review cycle) * The need to continually improve * Pros and cons * Reasons for having an EMS * Benefits of an EMS * Consequences of not managing the environment * Costs of installing an EMS * Explanation of ISO 14001 and EMAS standards and guidance as applicable to the EMSs of your organisation * Overview of your organisation's EMS * How it was set up / is being developed / operates * Who is responsible for it * Key parts of system (eg, environmental policy, objectives and targets) identified and discussed * EMS documentation - what and where it is. * Workshop option: Brainstorm 'Pros and cons' with the participants, come up with all their ideas for good and bad things about EMS and demonstrate that the 'good' list is longer than the 'bad' 4 ENVIRONMENTAL CONSEQUENCES * Define what an environmental impact is and discuss how they are determined, with reference to the EMS * Identify why we want to determine the environmental consequences of operations and activities; how they are used in the EMS for planning, and reducing the impact on the environment * Establish key environmental consequences of construction and operational activities on the site; discuss significance ranking and the control measures in place in your organisation. * Workshop option: In small groups, participants are asked to identify the impact on the environment of your organisation's activities or a part of their activities. They are then asked to rank these impacts in terms of their significance, using guidelines provided to help them be aware of the contributing factors (eg, frequency, severity). For a selected number of the impacts, the participants are asked to identify what control measures there are and which of these they play a part in. All stages can be discussed with trainers as a whole group at various stages during the workshop. 5 PROTECTED SPECIES, NATURE CONSERVATION AND INVASIVE WEEDS * Nature conservation, landscape and visual issues in the planning process - overview of key nature UK wildlife legislation, EIA, appropriate timing of surveys, Hedgerow regulations and landscape and visual impact issues * Ecological issues - ecological legislation, significant species, hedgerows * Archaeology in the development process - why archaeology is important, organisation in the UK, legislation and planning guidance * Construction phase issues and consents - major environmental issues during construction, including water resources and land drainage consents, discharges to land or water, water abstraction, public rights of way, tree protection, waste management, Special waste, noise, good practice pollution control and Environmental Audits * Identification and management of invasive weeds - including legal position regarding management 6 CHEMICALS AND FUELS HANDLING AND STORAGE * How health and safety management is closely linked to environmental management of materials * Planning - what mechanisms are in place for planning materials use; legislation, guidance and policies which define how to manage materials * Materials storage - what are the considerations for storing materials, covering: * Labels: what are the different types and what do they tell us? * Storage facilities: what are the requirements for safe storage of materials (eg, signs, secondary containment, access, segregation, lids/covers) * Handling: safe handling for protecting the environment, organisational procedures, high risk situations (eg, decanting, deliveries), how to reduce the risks (eg, use of funnels, proper supervision, training) * COSHH and MSDS: brief explanation of legislation and its role in environmental control of hazardous materials, how to use the information provided by COSHH assessments * Option: These sessions can be illustrated with photographs/pictures and examples of good and bad storage and handling practices * Workshop Options: Labelling Quiz - quick-fire quiz on what different labels tell us; Build a Storage Facility - participants are asked to consider all the environmental requirements for building a safe storage facility for their organisation 7 ON-SITE CONTROL MEASURES * Overview of the legislation associated with nuisance issues on site and mitigating problems when they arise * Examples of bad practice, including fuel storage tanks and mobile equipment - costs involved with prosecution of fuel spills, remediation costs, management costs, legal fees, bad PR coverage * Identification and management of contaminated land and relevant legislation * Workshop option: Participants are provided with a site plan containing information on site features, environmental conditions and indications of potential issues 8 WASTE MANAGEMENT * Why worry about waste? - a look at how waste disposal can impact on the environment, illustrated by examples of waste-related incidents, statistics on waste production on national, industry-wide and organisational levels, landfill site space, etc * Legislation - overview of the relevant legislation, what the main requirements of the regulations are, what penalties there are, and the associated documentation (waste transfer notes) * Waste classification - a more in-depth look at how waste is classified under legislation according to hazardous properties, referring to Environment Agency guidance * Handling and storage requirements - what are the requirements of the applicable waste legislation and how are they covered by organisational procedures? Examples of good and bad environmental practice associated with handling and storing waste. * Workshop option: 'Brown bag' exercise - participants pass round a bag containing tags each with a different waste printed on. They are asked to pick out a tag and identify the classification and the handling, storage and disposal requirements for the waste they select * Waste minimisation - overview of the waste minimisation 'ladder' and its different options (elimination, reduction, reuse and recycling), benefits of waste minimisation, examples of waste minimisation techniques * Workshop option: Participants are asked to identify opportunities that actually exist within the organisation for minimising production of waste that are not currently being taken advantage of 9 AUDITING * Requirements for environmental auditing of operations * Auditing the EMS * Types of internal and external audits * Requirements EMS standards (ISO 14001 and EMAS) * Carrying out internal audits and being prepared for external audits * Workshop options: * Mock audit 'Brown Bag' - can be used either for trainers to test participants as if they were in an audit situation, or for the participants to test each other and practice their auditing technique. The bag contains tags each with a different topic printed on (eg, waste skips); participants pass the bag round and select a tag; they are then questioned by the trainer or another participant about that topic as if they were in an audit situation. If the participants are auditing each other, they will be provided with a set of guidelines to keep in mind during the workshop. * Virtual auditing - a more practical workshop where participants review photographs of situations/activities relevant to the organisation's operations. They are asked to identify all the good and bad environmental practices that are occurring in the situations. 10 INCIDENT RESPONSE * What should you do when an incident does happen? * What should be in a spill kit? * When should you call in the experts? * When should you inform the Environment Agency or Environmental Health Officer? * Workshop option: The participants are provided with some incident scenarios and asked to develop a response to the incident 11 MONITORING AND REPORTING * Environmental monitoring programmes and procedures * Monitoring and reporting as control measures for environmental consequences * Monitoring and environmental 'STOP' card systems - personal and behavioural monitoring and reporting

CHINA TOURIST WELCOME PROGRAMME PREPARING YOUR HOSPITALITY BUSINESS FOR THE CHINESE TOURIST IN 2023 Request a free call with an accredited COTRI practitioner to learn more about how the 'China Tourist Welcome' programme can provide your business with the tools to both attract and appropriately 'welcome' Chinese visitors. Register above for a free session with us and we will contact you to schedule an online call. The COTRI ‘China Tourist Welcome’ (CTW) programme, is a bespoke accredited programme delivered in-company by the Centre for Competitiveness, as Ireland's COTRI Country Partner. Our programme is certified by COTRI, (China Outbound Tourism Research Institute), the world's leading independent research institute for Chinese outbound tourism, and is recognised by Tourism NI, Fáilte Ireland and Tourism Ireland. The training and support programme helps Hotels, Restaurants, Coach Tour Companies and Tourist Destinations, Activities and Products to position themselves at the forefront of the biggest global outbound tourism source market, by understanding the different Chinese market segments, adapt products and services to meet the needs of the Chinese Tourist. It will also provide access to a networking partnership that offers exclusive benefits designed to promote your hospitality & Tourism business in the Chinese marketplace. It is designed for individual organizations or groups of enterprises within a destination, and targets management and team leaders to develop their awareness and competences so that they can create and manage a special ‘Ireland Welcome’ for the Chinese Tourists.  2023 is the Year of the Rabbit and the National Holiday period, or Golden Week for China is from the 1st of October to the 7th of October, so be ’China Ready’ and provide the products & services that meets the needs of this growing tourist market for the Island of Ireland. Want more information? To learn more on how the 'China Tourist Welcome' programme can help your business, register above for a free session with us and we will contact you to schedule an online call.

Qualification Number 600/3775/1 Minimum entry age 19 Guided Learning Hours 55 What does this qualification cover? This qualification is designed to provide learners with the knowledge and understanding required to successfully lead a team. Who is it suitable for? This qualification is for those individuals who wish to develop their knowledge and understanding of leading a team and / or are planning to move into a team leading role This qualification is suitable for learners aged 19 and above. What are the entry requirements? There are no specific recommended prior learning requirements for this qualification. How is this qualification structured? The qualification is made up of three mandatory units: • Unit 1 Team Leading Responsibilities • Unit 2 Managing yourself and providing direction to your team • Unit 3 Communicating Information and Knowledge in the Workplace How is it assessed? This qualification is assessed via an internally assessed and externally verified portfolio of evidence. Funding for our qualifications This qualification is available fully funded under the Adult Education Budget funding stream and is free to the candidate.

Unlock the power of effective negotiation. Gain essential skills to navigate complex deals, build lasting partnerships, and achieve optimal outcomes. -------------------------------------------------------------------------------- COURSE OVERVIEW Duration: 1 day (6.5 hours) This course is designed for those who need to understand and be able to use essential negotiation skills to make them more effective in their role. Externally you maybe negotiating with suppliers, customers, regulatory authorities and other organisations. Internally you will be negotiating with stakeholders, colleagues, and team members which could be for resources, time, budget or facilities. Being able to negotiate agreements that are acceptable to all parties requires skill and is essential to maintain healthy, functional relationships. This will be a facilitated workshop designed to be flexible to achieve the desired outcome. We will achieve the objectives through a mixture of facilitated discussion, interactive exercises designed to give insight and facilitator input. During the day we will deal with the stages of a negotiation from preparation to closing. Individuals will get the opportunity to practice the skills needed to create win-win outcomes through a number of generic but realistic scenarios. OBJECTIVES By the end of the course you will be able to: * State the principles of effective negotiation * Prepare effectively for different types of negotiation * Set negotiation objectives and identify what can be ‘traded’ * Explain how assertiveness and influencing skills can affect outcomes * Deploy appropriate strategies and tactics to achieve the best results * Use different techniques to deal with difficult customers and difficult situations CONTENT INFLUENCING  * Seek first to understand, and then be understood * The importance of understanding the other party’s position and how to do it * The power of non-verbal communication * Dealing with difficult customers and difficult situations whilst maintaining a positive relationship HOW TO APPROACH NEGOTIATIONS * Identifying potential negotiations and preparing for potential outcomes * Aiming for results which deliver win/win outcomes * Developing a win/win mindset and behaviours * Rights and responsibilities of negotiators SETTING NEGOTIATION OBJECTIVES * Clarifying essential, desirable and ideal objectives * Assessing the most favoured, realistic target and walk away positions THE NEGOTIATION PROCESS  * The importance of preparation * Creating an opening proposal * Where to pitch the opening proposal BARGAINING/TRADING - GAINING MOMENTUM * Knowing your parameters – what can be traded? * Choosing a strategy and tactics * Dealing with questionable tactics and ploys * Building rapport – the communication process * Asking the right questions and active listening * Being assertive, demanding your rights and ensuring you meet your responsibilities CLOSING TECHNIQUES * Trial and actual closing techniques * Signalling * Summarising and documenting the agreement * Follow up and implementation of the deal

By being both highly enjoyable and educational, our group singing lessons are ideal for adults who want to combine learning and socialising. Studying in a group format is a great way to improve your vocal skills while connecting with like-minded singing lovers. Open to beginners.