9 Tailoring courses in Weybridge

The PRINCE2® Practitioner course provides delegates with in-depth knowledge of project management methodologies. In this 2-day PRINCE2® Practitioner course enables learners to tailor the PRINCE2® methodology to any given project scenario. At the end of this PRINCE2® Practitioner course, delegates will be able to do delegating tolerances -------------------------------------------------------------------------------- COURSE OVERVIEW The PRINCE2® Practitioner course provides delegates with in-depth knowledge of project management methodologies. In this 2-day PRINCE2® Practitioner course enables learners to tailor the PRINCE2® methodology to any given project scenario. They will learn about various essential topics such as communication management approach, tailoring the SU process, giving Ad Hoc direction, setting up the project controls, risk management procedure, PRINCE2® quality requirements, PRINCE2® approach to plan, tailoring SB, and many more. At the end of this PRINCE2® Practitioner course, delegates will be able to do delegating tolerances and report actual and forecast progress effectively. They will also be able to properly prepare the risk management, change control approach, quality management, and communication management approaches. The PRINCE2® Practitioner enables learners to apply their acquired knowledge and obtain highly reputed jobs with upgraded salaries. Concepts covered: • Balance of justification • Create the project plan • Quality audit trail • Quality review technique • Designing a plan • Gantt chart and tailoring • Change control approach Who should attend this PRINCE2® training course? This PRINCE2® Practitioner training course is for anybody interested in the field of project management. This PRINCE2® course is also intended for anyone looking to build their knowledge of how to tailor the PRINCE2® method to workplace scenarios. Other individuals that would benefit from undertaking PRINCE2® certifications include: • Project Managers • Aspiring Project Managers • Project Board Members • Project Support Staff • Office Support and Line Managers • Product Deliver Managers • Senior Responsible Owners • Change Analysts PRINCE2® Practitioner Prerequisites: It is required that delegates provide sufficient evidence of having satisfied the prerequisites before attending the PRINCE2® Practitioner training course. Delegates must hold the 2009 or 2017 version of the PRINCE2® Foundation certification or another valid qualification such as PMP, CAPM, or an IPMA Level A-D qualification. What’s Included in this PRINCE2® Practitioner Training Course? The following is included in this PRINCE2® Practitioner course: • PRINCE2® Practitioner Examination • Pre-course material • Post-course material • PDUs • Experienced PRINCE2® Instructor • Certificate • Refreshments Course Content: Module 1: Organisation Theme: • Four Levels of Management • PRINCE2® Organisation Requirements • Project Management Team • Project Management Team Roles • Project Board • Project Assurance • Change Authority • Project Support • Communication Management Approach Module 2: Starting Up a Project (SU): • Process Overview • Feasibility Study and Mandate • Appoint the Executive and the Project Manager • Capture Previous Lessons • Design and Appoint the Project Management Team • Prepare the Outline Business Case • Project Product Description • Select the Project Approach and Assemble the Project Brief • Plan the Initiation Stage • Tailoring the SU Process Module 3: Directing a Project (DP): • Authorise Initiation • Authorise the Project • Authorise a Stage or Exception Plan • Authorise Project Closure • Give Ad Hoc Direction • Tailoring the DP Process • Theme Overview • Balance of Justification • Continued Business Justification • PRINCE2® Requirements • Contents of a Business Case • Business Case Development • Benefits Management Approach • Key Responsibilities Module 4: Initiating a Project (IP): • Agree the Tailoring Requirements • Prepare the Risk Management Approach • Prepare the Change Control Approach • Prepare the Quality Management Approach • Prepare the Communication Management Approach • Set Up the Project Controls • Create the Project Plan • Prepare the Benefits Management Approach • Assemble the Project Initiation Documentation • Tailoring the IP process Module 5: Risk Theme: • Risk Definition • Effective Risk Management • PRINCE2® Risk Requirements • Risk Management Approach • Probability/Impact Grid • Risk Register • Risk Management Procedure • Identify Step • Risk Budget • Key Responsibilities Module 6: Quality Theme: • Quality Definitions • Quality Management • Quality Planning and Control • What is Quality Assurance? • PRINCE2® Quality Requirements • PRINCE2® Quality Documentation Requirements • Quality Management Approach • Quality Audit Trail • Project Product Description • Product Description • Quality Review Technique • Quality Review Roles/Responsibilities • Quality Review Meeting • Off-Specifications and Concessions • Review Follow-Up • Quality Review Benefits • Key Responsibilities • Communication Management Approach Module 7: Plans Theme: • Dealing with the Planning Horizon • PRINCE2® Planning Requirements • Documentation Requirements • Project and Stage Plans • Team Plans and Work Packages • Plans Relationship • What is in a Plan? • PRINCE2® Approach to Plans • Designing a Plan • Delivery Approaches • Defining and Analysing the Products • Product Breakdown Structures • Product Description • Product Flow Diagram • Identify the Activities and Dependencies • Preparing Estimates • Preparing a Schedule • Documenting the Plan • Analysing Risks to a Plan • Gantt Chart and Tailoring • Key Responsibilities Module 8: Progress Theme: • Progress Definition • PRINCE2® Requirements • Progress Control • Management by Exception • Delegating Tolerances and Reporting Actual and Forecast Progress • Types of Control • Management Products and Progress Control Module 9: Change Theme: • Issue Definition • PRINCE2® Approach to Change • PRINCE2® Change Documentation • Issue Register • Change Control Approach • Change Budget • Issue and Change Control Procedure • Issue Report • Exception Report Module 10: Controlling a Stage (CS): • Activity Breakdown • Authorise a Work Package • Work Package • Review Work Package Status • Receive Completed Work Packages • Review the Management Stage Status • Report Highlights • Highlight Report • Capture and Assess Issues and Risks • Escalate Issues and Risks • Take Corrective Action • Tailoring CS Module 11: Managing Product Delivery (MP): • Accept a Work Package • Execute a Work Package • Checkpoint Report • Deliver a Work Package • Tailoring MP Module 12: Managing a Stage Boundary (SB) : • Plan the Next Management Stage • What is in a Plan? • Update the Project Plan • Update the Business Case • Report the Management Stage End • End-Stage Report • Produce an Exception Plan • Tailoring SB Module 13: Closing a Project (CP): • Prepare Planned Closure • Hand Over Products • Evaluate the Project • End Project Report • Recommend Project Closure • Tailoring CP -------------------------------------------------------------------------------- DURATION 2 Days WHATS INCLUDED Course Material Case Study Experienced Lecturer Refreshments Certificate

PRINCE2® Foundation and Practitioner are process-based project management approaches that can be easily customised and scaled. PRINCE2® Foundation and Practitioner course aim to provide delegates with a comprehensive knowledge of project management methodologies. -------------------------------------------------------------------------------- COURSE OVERVIEW PRINCE2 Foundation and Practitioner are process-based project management approaches that can be easily customised and scaled. PRINCE2® Foundation and Practitioner course aim to provide delegates with a comprehensive knowledge of project management methodologies. At the end of this PRINCE2® Foundation and Practitioner course, delegates will be able to delegate tolerances and report actual and forecast progress effectively. They will also be able to quickly prepare the risk management, change control, quality management, and communication management approaches. Attaining this PRINCE2® certification enables candidates to demonstrate and enhance their project management proficiency – contributing to elevated business acumen and career prospects. Concepts covered: • Project management • Levels of management • Authorise initiation • Tailoring the IP process • Project and stage plans • Analysing risks to a plan • Escalate issues and risks PRINCE2® Foundation Training: This introductory PRINCE2® certification will help candidates understand the fundamentals of the PRINCE2® project management methodology and develop an appreciation of the constituents that contribute to a project’s success – underpinned by the PRINCE2® principles, processes, and themes. The foundation element of the combined course lasts for 3 days. During the course, candidates will gain a basic understanding of how to work in part of a PRINCE2® team. PRINCE2® Practitioner Training: The PRINCE2® Practitioner element of the combined course forms the final part of the training where the candidate learns to apply their acquired knowledge. Candidates will be educated on how to apply the methodology to a set of scenarios and how to efficaciously lead a project. What’s Included in this PRINCE2® Course? The following is included in this PRINCE2® Course: • The PRINCE2® Foundation Examination • The PRINCE2® Practitioner Examination • Pre-course material • PRINCE2® Workbook • PDUs • Experienced PRINCE2® Instructor • Certificate • Refreshments • PRINCE2 Homework – Set by your PRINCE2 Instructor at the end of each day. Prerequisites for PRINCE2® Course: In this PRINCE2® Foundation and Practitioner course, there are no formal prerequisites. This PRINCE2® Course is designed for anyone who wants to gain in-depth knowledge about project management methodologies. This Course is more beneficial for: • Project Managers • Aspiring Project Managers • Team Leaders • Directors • Senior Responsible Owners PRINCE2® Foundation and Practitioner 6th Edition Training Course Outline: Module 1: Introduction to Projects and the PRINCE2® Methodology: • PRINCE2® “Project” Definition • Project Characteristics • Project Management • What is PRINCE2®? • Four Integrated Elements • What PRINCE2® Does Not Provide • What Makes a Project a PRINCE2® Project? Module 2: Project Manager Activities: • Customer/Supplier Environment • Projects in Context • Commercial Environment • Applying PRINCE2® • Delivery Approaches • Measuring Success • Organisational Capability • Seven Processes Module 3: Seven Themes: • Business Case • Organisation • Quality • Plans • Risk • Change • Progress Module 4: Seven Principles: • Continued Business Justification • Learn from Experience • Defined Roles and Responsibilities • Manage by Stages • Manage by Exception • Focus on Products • Tailor to Suit the Project Module 5: Organisation Theme: • Four Levels of Management • PRINCE2® Organisation Requirements • Project Management Team • Project Management Team Roles • Project Board • Project Assurance • Change Authority • Project Support • Communication Management Approach Module 6: Starting Up a Project (SU): • Process Overview • Feasibility Study and Mandate • Appoint the Executive and the Project Manager • Capture Previous Lessons • Design and Appoint the Project Management Team • Prepare the Outline Business Case • Project Product Description • Select the Project Approach and Assemble the Project Brief • Plan the Initiation Stage • Tailoring the SU Process Module 7: Directing a Project (DP): • Authorise Initiation • Authorise the Project • Authorise a Stage or Exception Plan • Authorise Project Closure • Give Ad Hoc Direction • Tailoring the DP Process • Theme Overview • Balance of Justification • Continued Business Justification • PRINCE2® Requirements • Contents of a Business Case • Business Case Development • Benefits Management Approach • Key Responsibilities Module 8: Initiating a Project (IP): • Agree to the Tailoring Requirements • Prepare the Risk Management Approach • Prepare the Change Control Approach • Prepare the Quality Management Approach • Prepare the Communication Management Approach • Set up the Project Controls • Create the Project Plan • Prepare the Benefits Management Approach • Assemble the Project Initiation Documentation • Tailoring the IP Process Module 9: Risk Theme: • Risk Definition • Effective Risk Management • PRINCE2® Risk Requirements • Risk Management Approach • Probability/Impact Grid • Risk Register • Risk Management Procedure • Identify Step • Risk Budget • Key Responsibilities Module 10: Quality Theme: • Quality Definitions • Quality Management • Quality Planning and Control • What is Quality Assurance? • PRINCE2® Quality Requirements • PRINCE2® Quality Documentation Requirements • Quality Management Approach • Quality Audit Trail • Project Product Description • Product Description • Quality Review Technique • Quality Review Roles/Responsibilities • Quality Review Meeting • Off-Specifications and Concessions • Review Follow-Up • Quality Review Benefits • Key Responsibilities • Communication Management Approach Module 11: Plans Theme: • Dealing with the Planning Horizon • PRINCE2® Planning Requirements • Documentation Requirements • Project and Stage Plans • Team Plans and Work Packages • Plans Relationship • What is in a Plan? • PRINCE2® Approach to Plans • Designing a Plan • Delivery Approaches • Defining and Analysing the Products • Product Breakdown Structures • Product Description • Product Flow Diagram • Identify the Activities and Dependencies • Preparing Estimates • Preparing a Schedule • Documenting the Plan • Analysing Risks to a Plan • Gantt Chart and Tailoring • Key Responsibilities Module 12: Progress Theme: • Progress Definition • PRINCE2® Requirements • Progress Control • Management by Exception • Delegating Tolerances and Reporting Actual and Forecast Progress • Types of Control • Management Products and Progress Control Module 13: Change Theme: • Issue Definition • PRINCE2® Approach to Change • PRINCE2® Change Documentation • Issue Register • Change Control Approach • Change Budget • Issue and Change Control Procedure • Issue Report • Exception Report Module 14: Controlling a Stage (CS): • Activity Breakdown • Authorise a Work Package • Work Package • Review Work Package Status • Receive Completed Work Packages • Review the Management Stage Status • Report Highlights • Highlight Report • Capture and Assess Issues and Risks • Escalate Issues and Risks • Take Corrective Action • Tailoring CS Module 15: Managing Product Delivery (MP): • Accept a Work Package • Execute a Work Package • Checkpoint Report • Deliver a Work Package • Tailoring MP Module 16: Managing a Stage Boundary (SB): • Plan the Next Management Stage • What is in a Plan? • Update the Project Plan • Update the Business Case • Report the Management Stage End • End-Stage Report • Produce an Exception Plan • Tailoring SB Module 17: Closing a Project (CP): • Prepare Planned Closure • Hand Over Products • Evaluate the Project • End Project Report • Recommend Project Closure • Tailoring CP Module 18: Considerations for Organisational Adoption: • Creating a PRINCE2® Based Project Management Method • Creating Tailoring Rules and Guidelines • Rating the Complexity of Projects • Embedding PRINCE2® • Tailoring • What Should Be Tailored? • Tailoring Constraints and Influences • Creating an Organisation’s Method -------------------------------------------------------------------------------- DURATION 6 days WHATS INCLUDED Course Material Case Study Experienced Lecturer Refreshments Certificate

PRINCE2 is a process-based project management methodology that offers a flexible and scalable solution to handle all kinds of projects. This is why many organisations favour it since it fosters better collaboration between team members and external stakeholders. -------------------------------------------------------------------------------- COURSE OVERVIEW PRINCE2 is a process-based project management methodology that offers a flexible and scalable solution to handle all kinds of projects. This is why many organisations favour it since it fosters better collaboration between team members and external stakeholders. The PRINCE2 certification will surely help learners advance in terms of worth and employment opportunities if they list it as a skill in their resumes. This 3-day introductory PRINCE2® Foundation course is designed to give candidates a comprehensive overview of the PRINCE2® methodology. They will learn about various essential topics such as integrated elements, applying PRINCE2®, delivery approaches, processes, principles, tailoring, etc. The PRINCE 2 foundation course will introduce project management to students. This course will focus on different aspects of project management, providing the knowledge, tools and techniques used to understand each concept and methodology. At the end of this PRINCE2® Foundation course, delegates will be able to perform various project manager activities in an organisation effectively and efficiently. They will also be able to use various PRINCE2® methodologies properly. This training will also cover the following concepts: • Project management • Projects in context • Measuring success • Tailor to suit the project • Embedding PRINCE2® • Tailoring constraints and influences Who it’s for? Prerequisites: In this PRINCE2® Foundation course, there are no formal prerequisites. PRINCE2 Foundation can be studied on its own or as a prerequisite for the PRINCE2 Practitioner course This PRINCE2® Foundation course is designed for anyone who wants to gain in-depth knowledge about project management methodologies. What's Included in this PRINCE2 Foundation Training Course? The following is included in this PRINCE2® Foundation training course: • PRINCE2® Foundation Examination • Pre-course material • PDUs • Experienced PRINCE2® Instructor • Certificate • Refreshments PRINCE2® Foundation Exam: The PRINCE2® Foundation examination Focuses on knowledge of PRINCE2® as a methodology. • Type of Questions: Multiple choice. • Total Questions: 60. • Number of marks: 60 marks, each question is worth 1 mark. • Pass mark: 55%, or 33/60. • Duration: 60 Minutes. • Material allowed: No, this is a ‘closed book’ exam. This PRINCE2® foundation training course covers the following topics: Module 1: Introduction to Projects and the PRINCE2® Methodology: • PRINCE2® “Project” Definition • Project Characteristics • Project Management • What is PRINCE2®? • Four Integrated Elements • What Does PRINCE2® Not Provide? • What Makes a Project a PRINCE2® Project? Module 2: Project Manager Activities: • Customer/Supplier Environment • Projects in Context • Commercial Environment • Applying PRINCE2® • Delivery Approaches • Measuring Success • Organisational Capability • Seven Processes Module 3: Seven Themes: • Business Case • Organisation • Quality • Plans • Risk • Change • Progress Module 4: Seven Principles: • Continued Business Justification • Learn from Experience • Defined Roles and Responsibilities • Manage by Stages • Manage by Exception • Focus on Products • Tailor to Suit the Project Module 5: Considerations for Organisational Adoption: • Creating a PRINCE2® Based Project Management Method • Creating Tailoring Rules and Guidelines • Rating the Complexity of Projects • Embedding PRINCE2® • Tailoring • What Should Be Tailored? • Tailoring Constraints and Influences • Creating an Organisation’s Method -------------------------------------------------------------------------------- DURATION 2-3 days WHATS INCLUDED Course Material Case Study Experienced Lecturer Refreshments Certificate

Develop confidence & capability in delivering to the camera & conducting interviews. Develop your own personal brand & impact on camera whether in person 'live', pre-recorded or online.

Introducing the Art Therapy and Expressive Therapies Package: Unleash Your Creativity, Heal, and Flourish Are you seeking a unique and powerful way to express your emotions, process experiences, and find healing? Miss Date Doctor’s Art Therapy and Expressive Therapies Package offers you a creative and transformative journey to explore your inner world, tap into your creativity, and promote emotional well-being. Art therapy and expressive therapies provide a non-verbal and imaginative outlet for processing emotions and experiences. Through various creative mediums, you’ll discover new insights, release emotional tension, and cultivate a deeper connection with yourself. Here’s how the Art Therapy and Expressive Therapies Package can benefit you: * Creative Expression: Engage in various expressive art forms, such as drawing, painting, sculpting, and collage-making. These creative expressions allow you to communicate thoughts and feelings that might be challenging to put into words. * Emotional Release: Through art, you can release emotions that may have been suppressed or difficult to express verbally. The creative process can be cathartic, enabling you to process complex feelings and experiences. * Self-Exploration: Art therapy encourages self-reflection and introspection. As you create art, you’ll gain insights into your thoughts, emotions, and subconscious mind, fostering greater self-awareness. * Empowerment and Agency: Art therapy emphasizes the process rather than the end result, empowering you to embrace imperfection and experiment without judgment. This approach can extend to other aspects of life, promoting a sense of agency and resilience. * Stress Reduction: Engaging in creative activities can reduce stress and promote relaxation. The meditative aspects of art therapy can provide a welcome escape from daily pressures and anxieties. * Healing Trauma: For individuals who have experienced trauma, art therapy can be a gentle and effective way to explore and heal from emotional wounds. The creative process can foster a sense of safety and control in processing traumatic memories. * Enhancing Communication: For those who find it challenging to express themselves verbally, art therapy offers an alternative means of communication. It can improve verbal expression and interpersonal skills. * Building Confidence: Creating art allows you to tap into your inherent creativity, fostering a sense of accomplishment and boosting self-confidence. As you witness the fruits of your artistic expression, you’ll gain greater confidence in your abilities. Participating in art therapy and expressive therapies at Miss Date Doctor is a journey of self-discovery and growth. Our skilled therapists will guide you in exploring various artistic mediums and techniques, tailoring the experience to suit your unique needs and preferences. Experience the transformative power of creativity, heal from emotional wounds, and flourish in the Art Therapy and Expressive Therapies Package. Embrace art as a powerful tool for self-expression and personal growth. Unleash your creativity and find healing in the beautiful world of art therapy. 3 X 1 hour sessions https://relationshipsmdd.com/product/art-therapy-and-expressive-therapies-package/ [https://relationshipsmdd.com/product/art-therapy-and-expressive-therapies-package/]

Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning. Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one. The programme will help participants: * Understand and adopt the mindset and beliefs needed for sales excellence * Build rapport and connect with buyers at a deeper and more personal level * Recognise some of the thinking and language patterns that make each individual unique * Ask powerful questions to further understand the unique world of the individual and how they make decisions * Apply tools and techniques to empathise with clients - seeing things from their perspectives * Tailor their sales approach to the individual buyer's style, and talk in their language * Influence with integrity and sell to organisations and individuals successfully 1 INTRODUCTION * Aims and objectives of the programme * Personal introductions and objectives * Workshop overview 2 AN INTRODUCTION TO NLP AND SALES EXCELLENCE WITH NLP * An overview of NLP and applying it to selling * The pillars of NLP * The NLP model of communication * The difference that makes the difference 3 BUILDING ENHANCED RAPPORT * Defining rapport and why it is important when selling * Going beyond the initial small talk * Building relationships with individual decision-makers * Matching and mirroring * Levels of rapport 4 UNDERSTANDING THE BUYER'S PERSONAL BUYING MAP * How we take in, filter and process information * How we judge others based on our own experiences of the world * The different ways in which we communicate when selling * Recognising and understanding the language and thinking patterns of others * Adapting your sales communication style to different buyers 5 MAKING SENSE OF THE BUYING PROCESS * How we filter information through our senses * Understanding how we see, hear and experience the world * Visual, auditory and kinaesthetic buyers * Listening for key insights * What different buyers want from you to help them to buy * Applying sensory awareness to the sales process 6 SUCCESSFUL SALES MINDSET * The connection between thoughts and actions * The sales beliefs of excellence * Identifying negative thoughts and beliefs that are holding you back * How to change your mindset * Adopting the sales beliefs of excellence 7 POWERFUL QUESTIONS * Reviewing and honing your questioning skills * Understanding the questions that great sales people ask * Avoiding assumptions * Clean language questions * Getting to the bottom of it - precision questions * Turbo-charging how you qualify 8 INFLUENCING WITH INTEGRITY * Understanding empathy * Stepping into the buyer's shoes * Speaking the buyer's language * Tailoring your sales approach to the individual * Match, pace, lead - how to take your buyer with you 9 PUTTING IT ALL TOGETHER * Personal learning summary and action plans

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: * Use the consultative sales process to achieve more cross-sales * Employ advanced rapport-building skills * Assess the buying preferences of a customer * Articulate the link between customer goals and needs * Identify your customer's needs and wants * Use advanced questioning techniques to gather information * Resist the temptation to tell when it would be better to ask * Identify communication preferences * Given various scenarios, present a product to the explicit need of a customer * Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers * Handle objections positively * Close the sale or gain commitment to further action 1 INTRODUCTION * Aims and objectives of the training * Personal introductions and objectives * Self-assessment of existing sales skills * Overview of content 2 UNDERSTANDING YOURSELF AND YOUR CUSTOMERS * Personal communication style and what this means in a sales situation * Wants versus needs * What motivates people to buy * Using social media tools such as LinkedIn * Managing your portfolio to maximise sales * Preparing to sell 3 THE SALES PROCESS * Overview of the consultative sales process * Review personal strengths and weaknesses as a salesperson * Habits of top-performing sales people * Common pitfalls * Articulate sales goals 4 BUILDING RAPPORT * 11 decisions that customers make in the first 9 seconds * Spotting buyer communication preferences * Building rapport with a wide variety of customers * Dealing with emotions * Keeping control 5 QUESTIONING AND LISTENING * Assumptions and how they trip us up * Structured questioning * Looking for cross-sales * Honing your listening skills * Identifying buyers' motivation * Using summaries to move the customer forward 6 PRESENTING PRODUCTS AND SERVICES TO CUSTOMERS * Choosing the right time to present * Using features, advantages and benefits * Tailoring your presentation of products and services to match buyer preferences and motivations 7 GAINING COMMITMENT * When to close * Dealing with difficult customers * 5 things to avoid when handling a customer objection 8 MANAGING YOUR BUSINESS * The link between service and sales * Using customer surveys * Winning back lost business 9 PUTTING IT ALL TOGETHER * Skills practice * Personal learning summary and action plans

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: * Understand the professional business development approach and the style that is appropriate for their business and their clients * Follow a process to guide their conversations and business development meetings * Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results * Create a great first impression and professional opening to a conversation * Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity * Identify and understand buying and decision-making processes and criteria * Skilfully and confidently handle questions and objections * Sell the benefits of their services and approach over those of their competitors * Progress the sale by agreeing next steps and gaining commitment appropriately 1 INTRODUCTION * Aims and objectives of the programme * Personal introductions and objectives * Workshop overview 2 AN INTRODUCTION TO BUSINESS DEVELOPMENT AND SELLING FOR PROFESSIONALS * What is selling? * Who are you selling to? * The buying experience * What clients want * The four-step business development process * The business development cycle and pipeline management * Upselling and cross-selling as well as winning new clients 3 NETWORKING AND GENERATING LEADS * What is networking? * Networking objectives * It's not what you know but who you know * Asking for referrals and introductions * Making appointments from networking activity 4 OPENING THE SALES RELATIONSHIP/SALES MEETING * What potential customers are thinking * Judging first impressions * Creating positive first impressions * Building rapport and creating interest and impact * Earning the right 5 CORE COMMUNICATION SKILLS FOR PROFESSIONAL SELLING * Overcoming barriers to listening * The art of listening * Questioning refresher * Types of questions * Questioning funnel 6 UNDERSTANDING AND IDENTIFYING NEEDS AND OPPORTUNITIES * Identifying the questions to ask to identify needs and opportunities * Questions to move us through the buying and selling process * Understanding their buying processes * Asking questions that position you as a 'trusted adviser' * The questions that give you a competitive advantage * Knowing when you have asked enough questions 7 INTRODUCING SOLUTIONS * Tailoring your 'pitch' to the client * Speaking the client's language * Using features and benefits * Applying the benefit cycle 8 HANDLING OBJECTIONS AND CONCERNS * Identifying the typical objections and concerns * Understanding why clients raise objections and concerns * Following a structure for handling objections * Handling the price objection 9 GAINING COMMITMENT * Knowing when to close * The art of checking * Recognising buying signals * Small c and big C 10 PUTTING IT ALL TOGETHER * Personal learning summary and action plans

Organisational retreat, organisational seminar, executive development,