376 Courses in Bradford

This one-day workshop is designed to give you an awareness of the fundamentals of Microsoft Excel and, in particular, to give you the confidence needed to efficiently create, edit and manage spreadsheets. This course will help participants: * Create tables * Use functions * Manage rows and columns * Write formulas * Manage sheets * Use content formats * Handle larger tables * Create reports and charts 1 CREATING A TABLE * Creating an Excel table from scratch * Wrapping text in cells * Speeding up data entry using AutoFill * Sorting columns 2 INSERTING FUNCTION * Inserting function calculators * Using AutoSum to sum numbers * Statistical calculations AVERAGE, MAX and MIN 3 TABLE ROWS AND COLUMNS * Inserting and deleting rows and columns * Adjusting multiple column widths and row heights * Hiding and unhiding rows and columns 4 FORMULA WRITING * The basics of formula writing * Understanding mathematical symbols * Using multiple mathematical symbols in a formula * When to use brackets * Troubleshooting calculation errors 5 MANAGING SHEETS * Inserting, renaming, moving and deleting sheets * Copying a worksheet to another file * Copying a table to another sheet 6 MANAGING CONTENT FORMATS * Applying data formats * Managing number formats * Controlling formats with the Format Painter 7 MANAGING LARGER TABLES * Applying freeze panes to lock tables when scrolling * Sorting on multiple columns * Using filters to extract table information 8 CREATING AND MODIFYING CHARTS * Creating a pie chart * Creating a column chart * Inserting chart titles and data labels * Controlling chart formatting * Changing chart types 9 PRINTING * Previewing and printing tables and charts * Modifying page orientation * Adjusting print margins * Printing a selection 10 CALCULATING WITH ABSOLUTE REFERENCE * The difference between a relative and absolute formula * Changing a relative formula to an absolute * Using $ signs to lock cells when copying formulas 11 PIVOT TABLES * Create a pivot table report * Insert a pivot chart into a report

Many managers question the value of appraisal programmes and many line managers believe appraisals are unduly time-consuming and bureaucratic. Yet the appraisal is a vital starting point when it comes to managing performance effectively and it is vital that managers appreciate this. Handled well, the benefits of formal appraisals are enormous. This thoroughly practical workshop has been designed to give line managers the knowledge, skills and confidence to deliver a well-structured appraisal - even in the most challenging circumstances. This course will help participants: * Appreciate the benefits of the appraisal process * Assess standards of performance objectively * Plan and prepare for appraisals effectively * Conduct a well-structured appraisal meeting * Acquire the essential skills required for effective appraisals * Improve their ability to discuss difficult issues more confidently * Identify training and development requirements * Agree clear and measurable development objectives * Complete essential paperwork * Understand the need to facilitate continual informal dialogue between appraisals 1 INTRODUCTION AND COURSE OBJECTIVES 2 THE APPRAISAL PROCESS * The aim of the appraisal process * Understanding the bigger picture - the appraisal process as part of the employee development process * The benefits of the appraisal process * Common pitfalls * Five steps to an effective performance appraisal 3 STEP 1 - ASSESSMENT * Using job standards as the basis for objective assessment * Assessment of previous objectives 4 STEP 2 - PREPARATION * Documentation required * Data on each appraisee * Planning the meeting 5 STEP 3 - THE MEETING * The skills of appraisal interviewing * The structure of the appraisal interview * Dealing with poor performance and difficult situations * Taking notes and completing documentation 6 STEP 4 - PLANNING AHEAD AND OBJECTIVE SETTING * Identifying action to improve performance and enhance skills * Establishing relevant training needs * Agreeing SMART performance objectives * Formulating a personal development plan 7 STEP 5 - ACTION AFTER THE INTERVIEW * Essential paperwork * Follow-up and action required between appraisal interviews * Continuing informal dialogue 8 VIDEO CASE STUDY * Bullets 9 CONCLUSION * Course review / discussion * Preparation of action plans for building on the skills learnt * Close

Successfully closing a sale and negotiating the best outcome for the business is a key skill for all salespeople, and often an area that is overlooked. Investing in this skill will have a positive impact on interactions with customers, both new and existing, and lead to improved sales performance. Whilst understanding how to reach a conclusion with a customer faster means increased efficiency and more time to invest in sourcing new business. We have developed this programme to be practical, fun and interactive. Participants will learn proven techniques for influencing, persuading and negotiating with clients, gain increased confidence and clarity when reviewing contract terms and prices, and understand how to structure and manage sales negotiation and contract review meetings. This course will help participants: * Learn a structured and proven approach to the negotiation of contract terms * Apply the key principles of negotiation, playing the person and the problem * Create a contract negotiation strategy - from opening to close * Recognize and put to use proven negotiation tactics and techniques * Learn how to embrace conflict positively - to 'say no, then negotiate' * Plan and prepare for any commercial negotiation conversations * Understand the stages of negotiation and how to move through them 1 CLOSING AND NEGOTIATING FROM A POSITION OF PERSONAL POWER * The eight steps of a sales or commercial negotiation * Ten ways to resist price pressure * How to draw on sources of power when you have less authority * The six principles of influence and persuasion and how to use them 2 EFFECTIVE NEGOTIATION - PLANNING AND THEORY * How to plan and structure your negotiation for a successful and quick conclusion * Influence: knowing how to 'push or pull' to win an argument * Achieving a BATNA - a range of practical skills and techniques * Case study: planning for a client negotiation around contract or price issues 3 EFFECTIVE CLOSING AND NEGOTIATION - PRACTICE AND REALITY * Higher-level questioning techniques to investigate and solve problems * Listening to lead - active listening and structuring your conversation * The most common 'unforced' negotiation mistakes and errors * Case study: setting objectives, sources of value, trading concessions 4 SALES NEGOTIATION TACTICS AND PLAYING THE GAME * How high - how hard - how soon; why now * How to identify hidden or perceived currencies and values * How to use these to establish a higher base price * Negotiation best-practice checklist and summary

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

CHAIRING OR FACILITATING A PANEL DISCUSSION IS A PARTICULAR SKILL. When many experts and specialists in their field are asked to do this, they discover that it is not as easy as they imagined. Pitching and introducing the session, involving everyone, promoting audience engagement, dealing with difficult panellists and ending the discussion can all be a challenge for inexperienced facilitators. Our panel facilitation training workshop focuses on providing delegates with the techniques and confidence they need to chair panel debates effectively. It is delivered by BBC presenter Martine Croxall and is highly interactive, blending theory with practical exercises. During the course, you will learn: 1. the best way to prepare, including audience analysis and research 2. how to pitch a panel 3. how to introduce a panel 4. how to involve everyone in the discussion 5. the best way to promote audience engagement 6. how to deal with difficult panellists 7. how to end a discussion Each delegate will have the chance to chair a panel discussion, with the other delegates and Martine playing different roles as panellists.

The aim of this course is to expose the commercial context within which technical work is carried out. It is to allow technical staff to understand how they fit into a larger picture, why they may be asked to undertake tasks that may not appear to be technical and the impact their interactions have within the commercial context. The scope of the programme includes: The course emphasises the collaborative nature of delivery and the need to offer value to customers. The principal training objectives for this programme are to help participants: * Understand why technical roles are broader than we might assume * Appreciate the importance of, and the need to support, sales * Value the idea of 'Good Enough' * Recognise what can affect profitability * Realise the future needs protecting 1 INTRODUCTION * (Course sponsor) * Why this programme has been developed * Review of participants' needs and objectives 2 THAT'S NOT MY JOB! * How we see our own role in work * How other people see our role * Stakeholders: who are they and why do they matter? * The organisational backdrop * What is my role really? 3 SALES AND MARKETING * Where does the money come from? * Where do we find customers? * The sales process * One-off sales versus repeat business * Customer/supplier relationships * What something costs versus what the customer will pay * The value chain 4 ESTIMATING * Purpose of estimates * The problem with precision * Five estimating techniques 5 CHANGE CONTROL * Can you just do this for me? * When being helpful leads to bankruptcy * How to deal with change requests 6 RISK MANAGEMENT * Risk in projects * Risk in operations * Categories of risk 7 THE VALUE OF INTELLECTUAL PROPERTY * Issues with sharing information * Commercial in confidence * Non-disclosure agreements 8 COURSE REVIEW AND ACTION PLANNING * (Course sponsor present) * Identify actions to be implemented individually * What actions should be implemented to improve working with non-technical people? * Conclusion

This one-day workshop is intended for participants who have a basic understanding of Outlook but who want to know how to use its advanced features to manage their email communications, calendar events, contact information and other communication tasks. This course will help participants: * Gain confidence using Outlook and its advanced features * Organise and prioritise email messages * Archive messages for safe-keeping * Use rules to process received or sent messages automatically * Manage scheduled meetings with others * Give others permission to view and manage their folders and items * Use contacts and commands to find out more about a person or company * Prioritise work-flow using tasks and assigning tasks to others 1 EMAIL MESSAGES * Combining multiple clicks with quick steps * Following up flag options * Saving multiple attachments * Attaching a folder of files * Recalling and replacing a message * Categorising messages with conditional formatting 2 MESSAGE OPTIONS * Adding options to messages * Marking a message as private * Receiving quick responses with voting buttons * Directing replies to specific users * Delaying sent messages * Inserting links in messages 3 STAY ORGANISED WITH RULES * Using rules to automate message flow * Moving messages with rules * Using the rules wizard * Setting up rules with conditions * Using rules that work whilst you are away 4 MESSAGE CLEAN-UP * Using conversation clean-up * Using mailbox clean-up * Moving messages to the archive folder * Archiving folder properties * Auto-archiving properties 5 MANAGING CALENDARS * Creating calendar groups * Sharing calendars with permissions * Setting up working days and times * Managing time zones * Categorise appointments with conditional formatting * Publishing a calendar 6 SCHEDULE MEETINGS * Scheduling a meeting * Managing meeting responses * Proposing new meeting times * Adding attendees to a meeting * Viewing multiple appointments 7 USING CONTACTS * Merging contacts to letters * Merging contacts to labels * Mail merging contacts in Word * Exporting contacts to Excel 8 MANAGING TASKS * Organising your workload with tasks * Categorising tasks * Assigning tasks to others * Sending a task status report * Allocating time for tasks * Regenerating a new task * Viewing your tasks in the calendar 9 ADDING MESSAGE ITEMS * Adding calendars to messages * Adding business cards to messages 10 EMAIL ACCOUNTS * Adding multiple user accounts * Adding account permissions

> An accredited qualification to prepare supervisors and team leaders for a > future management role. This programme gives Team Leaders & Managers the skills, disciplines and confidence to manage their team effectively and add a great deal more value to the organisation - where they have to apply their learning in order to achieve the highly coveted ILM qualification. In order for a business to obtain maximum results, it is important that employees are motivated and supported in their job roles. It is the responsibility of the team leader or supervisor to lead their team effectively and present feedback to management. This 3-day programme will guarantee to boost your performance as a team leader and help you make the transition from working in a team to leading a team. We use a combination of theory and practical to help you develop yourself, and a toolkit of resources to use in the workplace. This is an internationally accredited course which not only carries kudos but it ensures you apply the learning back into the workplace for an immediate impact. All of our ILM Programmes are provided in partnership with BCF Group Limited [https://www.thebcfgroup.co.uk/management-training/ilm-level-2-award-in-leadership-and-team-skills.php], which is the ILM Approved Centre we deliver under. -------------------------------------------------------------------------------- Course Syllabus The syllabus of the ILM Level 2 Award in Leadership and Team Skills course is split into three main modules, covering the following: Module One Developing Yourself as a Team Leader * Learning the various roles, functions and responsibilities of a team leader - depending on workplace * Recognising limits of authority and accountability, and how these are defined * Developing personal skills and abilities for effective team leading * Using reflective learning skills to improve performance * Identifying areas of strength and possible improvement * Finding ways of obtaining feedback from others * Receiving and responding positively to feedback Module Two Workplace Communications * Learning stages in the communication process * Consideration of the recipient's needs * Spotting barriers to communication and how to overcome them * Establishing a range of direct communication methods relevant to the team * Collating a range of direct communication methods relevant to people outside own area of responsibility. This includes written, telephone, e-mail and face-to-face * Recognising the aspects of face-to-face communication, including appearance, impact, body language * Realising the importance of succinct and accurate records of one-to-one oral communication * Reasons for maintaining records of one-to-one communication (e.g. potential disciplinary or legal issues) Module Three Managing Yourself * Setting SMART objectives and using them to prioritise own actions * Learning simple time management techniques * Developing an awareness of own skills and abilities * Giving yourself personal objectives in relation to team objectives * Developing flexibility and responding to daily changing circumstances * Diagnosing the causes and impacts of stress at work * Identifying symptoms of stress in yourself * Knowing the implications of stress for workplace and non-work activities/relationships * Developing simple stress management techniques * Available sources of support * Action planning and review techniques -------------------------------------------------------------------------------- ACCREDITATION As with all ILM accredited programmes, participants will need to complete the post-programme activity in order to achieve their full ILM Level 2 Award in Team Leading. This element is designed to show to ILM that you are able to apply what you have learned in the workplace. WHO IS IT FOR? This programme is ideal for practising or aspiring team leaders, in any industry sector, who is looking to gain a solid foundation or develop their existing skills as a team leader. This internationally recognised course will give you a solid understanding of what is needed to be a successful team leader, how to delegate, motivate and how to implement these skills in to your work place. WHAT WILL I LEARN? At the end of the course, successful candidates will: * Have a good understanding of the team leader role * Apply a range of effective communication skills to overcome barriers * Know how to motivate, build confidence and gain the best from their teams * Identify, build and encourage effective team behaviours * Apply practical skills and knowledge to be transferred to the workplace * Gain an internationally recognised qualification WHAT IS REQUIRED? There are no formal entry requirements, but participants will normally be either practising or aspiring team leaders, with the opportunity to meet the assessment demands and have a background that will enable them to benefit from the programme. SCHEDULED COURSES Unfortunately 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 about running this course in-house at your premises, please contact us for more information.

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. -------------------------------------------------------------------------------- Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer * The importance of good customer care * Selling vs. selling attitude * The reasons people buy * Adopting a positive approach Module Two Self-Awareness * Understanding your selling style * Adapting your selling style to your customer * Understanding your customers buying style Module Three Effective Communication and Rapport Building * Why does communication need to be effective? * Actively listening to your customers' needs * Right question at the right time * The impact of positive and emotive language Module Four Taking a Consultative Approach * Different styles of selling * Taking a consultative approach to selling * Preparation techniques * Buyer behaviour and motivation * A selling approach to match the buyers mind Module Five Presenting the Solution * Selling the benefits * Sales tool kit * Unique sales points * Advanced questioning techniques Module Six Gaining Commitment * Recognising and acting upon buying signals * Dealing with customers concerns * No means no? * How to cope in stressful situations Module Seven Confirming the Sale * Confirming or closing? * Effective confirming techniques * Going the extra mile -------------------------------------------------------------------------------- BENEFITS FOR YOU AS AN INDIVIDUAL This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. FOR AN EMPLOYER The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. WHAT WILL I LEARN? By the end of the course, participants will be able to: * Appreciate the need for preparation before a sales appointment * Effectively identify and meet needs with advanced questioning techniques * Identify verbal and non-verbal buying signals * Construct professional answers to questions and possible objections * Present your products and/or services with the buyer in mind * Identify and use a selling style appropriate to capture the buyer's attention * Recognise and overcome major objection types * How to apply effective confirmation techniques with the buyer in mind REAL PLAY OPTION We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. * The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. * Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. * The actor and trainer perform the role play(s) as instructed by their respective teams; however during the action they can be paused for further recommendations or direction. * The outcome is the responsibility of the team(s) - not the performers. 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.

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