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Inspiring Skills Development At Every Level
Our team is passionate about skills development and believe in empowering those who participate in our programmes. We know that skills and behavioural development translates into value and achievement of organisational and personal goals. We believe we can help you to find the solutions enabling you and your teams to achieve your potential.
Key Account Management Skills - Course 1
Knowing how to source new clients and retain profitable clients is the hallmark of Key Account Working and this module will introduce you to the key skills required.
What will you achieve by taking this course?
1. Define a ‘Key account’
2. Understand why key accounts demand special attention
3. Identify customers tangible & intangible needs
4. Recognise your habitual selling style
5. Establish working plans for managing and influencing key account customers
2. Understand why key accounts demand special attention
3. Identify customers tangible & intangible needs
4. Recognise your habitual selling style
5. Establish working plans for managing and influencing key account customers
Key Account Management Skills - Course 2
This course introduces you to the critical steps involved in managing key accounts and analysing the nature of the key account relationship.
What will you achieve by taking this course?
1. Understanding the key account management cycle
2. Having the skills to analyse customer relationships, plan your approach with key customers and maximise profitable accounts
2. Having the skills to analyse customer relationships, plan your approach with key customers and maximise profitable accounts
Career Management Skills - Course 1
This is the first of 5 short courses which link together to provide you with a holistic view and clear understanding of Career Management Skills and how you can take control of your future. Understanding how to manage your career and knowing how managers and leaders think about career development and career management will help you learn how to handle yourself and plan your career effectively
What will you achieve by taking this course?
1. Have explored some of the myths about young people today and start to making great decisions about your future
2. Understand the views that business leaders hold about young people and new graduates
3. Will be introduced to ‘skills for work’ – qualities that you can take into work to ensure your success
4. Build self-awareness and appreciate the benefits of reflective learning in helping you to meet employers needs
2. Understand the views that business leaders hold about young people and new graduates
3. Will be introduced to ‘skills for work’ – qualities that you can take into work to ensure your success
4. Build self-awareness and appreciate the benefits of reflective learning in helping you to meet employers needs
Career Management Skills - Course 2
This is the second of 5 short courses that link together to provide you with a holistic view and clear understanding of Career Management Skills and how you can take control of your future. At the end of this session there are a few quiz questions for you to consider. Share your learning with your coach.
What will you achieve by taking this course?
1. Understand that career management really means
2. Assess your self against key aspects of performance, Image and Exposure
3. Learn 9 tips for managing your career
2. Assess your self against key aspects of performance, Image and Exposure
3. Learn 9 tips for managing your career
Career Management Skills - Course 3
This is the third of 5 short courses that link together to provide you with a holistic view and clear understanding of Career Management Skills and how you can take control of your future. At the end of this session you'll have learned key stages in career planning.
What will you achieve by taking this course?
1. After this course you will have a twelve step process for planning your career journey and key skills required.
Career Management Skills - Course 4
This is the fourth of 5 short courses that link together to provide you with a holistic view and clear understanding of Career Management Skills and how you can take control of your future. Course 4 introduces you to the skills required for professional networking.
What will you achieve by taking this course?
1. Understand what is meant by networking
2. Understand networking from a professional perspective
3. Have an insight into some of the skills for successful networking
2. Understand networking from a professional perspective
3. Have an insight into some of the skills for successful networking
Career Management Skills - Course 5
This is the fifth of 5 short courses that link together to provide you with a holistic view and clear understanding of Career Management Skills and how you can take control of your future. Course 5 helps you to fashion a 3-5 year career plan based on your ambitions.
What will you achieve by taking this course?
1. You will have conducted some research and produced a work based assignment document which is a precursor to developing your career plan
2. You will have produced a first draft of your career plan ready for discussion with a coach or someone who can help you further refine it
2. You will have produced a first draft of your career plan ready for discussion with a coach or someone who can help you further refine it
Personal Image, CV & Communication skills - Course 1
Key communication skills help you to not only project the image you want but also to reduce the potential for miscommunication and reducing conflict potential. This course in its entirety will give you those skills and enhance your communication abilities.
What will you achieve by taking this course?
1. This course introduces you to the processes required for effective image projection and effective communication.
Personal Image, CV & Communication skills - Course 2
Course 2 introduces you to a key communication skill – Questioning skills
What will you achieve by taking this course?
1. Recognise a variety of different question types
2. Understand how and when to use different types of helpful questions to enhance your communication effectiveness
3. Reduce your tendency to use questions which are less helpful
2. Understand how and when to use different types of helpful questions to enhance your communication effectiveness
3. Reduce your tendency to use questions which are less helpful
Personal Image, CV & Communication skills - Course 3
Course 3 in Communication skills looks at the area of listening skills – listening is not the same as hearing. Active listening is a key communication skills to master.
What will you achieve by taking this course?
1. Recognise why active listening is difficult
2. Use a range of actions designed to aid your ability to listen actively
3. Recognise the impact of emotions on our ability to listen actively
4. Test your ability to listen actively by engaging in a short activity
2. Use a range of actions designed to aid your ability to listen actively
3. Recognise the impact of emotions on our ability to listen actively
4. Test your ability to listen actively by engaging in a short activity
Personal Image, CV & Communication skills - Course 4
Course 4 highlights non-verbal communication which encompasses written communication and body language. Written communication is open to different interpretations due to lack of intonation and a potential to misplace emphasis. Body language can be confusing particularly if we are tempted to read single actions and/or where cross cultural influences are present.
What will you achieve by taking this course?
1. Understand and appreciate the difficulties with written communication
2. Be aware of common interpretations of body language
3. Be better able to analyse body language signals
4. Be able to improve the levels of congruence between your verbal and non-verbal communication
2. Be aware of common interpretations of body language
3. Be better able to analyse body language signals
4. Be able to improve the levels of congruence between your verbal and non-verbal communication
Personal Image, CV & Communication skills - Course 5
This course helps you to identify your personal values and qualities which you would like to use to shape the image that you project to others – your Brand Image. This piece of work will be instrumental in projecting your chosen image and is invaluable as a career or job seeking preparatory tool
What will you achieve by taking this course?
1. Have your own personal brand matrix which you can build on & share with others
2. Be able to describe yourself through a series of themes that you create
3. Be able to write a compelling personal statement of 500 words
4. Be able to describe yourself in 140 characters
5. Be able to use this information to prepare for interview
2. Be able to describe yourself through a series of themes that you create
3. Be able to write a compelling personal statement of 500 words
4. Be able to describe yourself in 140 characters
5. Be able to use this information to prepare for interview
Personal Image, CV & Communication skills - Course 6
Completing a job application or writing a CV is something that nearly everyone who wants to work for someone else will need to do at some point in their life. A useful starting point is to complete course 5 and to have a clear idea about your Personal Brand.
What will you achieve by taking this course?
1. Have a good understanding of the key components of a CV
2. Understand the connections between personal brand image construction (Personal Brand Matrix covered in course 5), Personal statements and CV writing
3. Be able to create a compelling CV
2. Understand the connections between personal brand image construction (Personal Brand Matrix covered in course 5), Personal statements and CV writing
3. Be able to create a compelling CV
IEP Module 1 - The Science of Team work
This first module in the Industry Engagement Programme introduces the science of team working. Business and organisational leaders recognise the importance of team work in achieving organisational objectives and so when recruiting new employees a key consideration is assessing their ability to work effectively in a team environment.
What will you achieve by taking this course?
1. You will have an enhanced self-awareness regarding your preferred and natural team strengths profile and insight into how others may perceive you
2. The ability to understand how others behave in a team setting and their relative strengths and limitations
3. How to make easier connections and reduce the potential for conflict with others in a team environment
4. A working knowledge about the science of team working which can be applied at interview and or assessment centre type activities
5. Use this learning to reflect and re-appraise self and strengths
2. The ability to understand how others behave in a team setting and their relative strengths and limitations
3. How to make easier connections and reduce the potential for conflict with others in a team environment
4. A working knowledge about the science of team working which can be applied at interview and or assessment centre type activities
5. Use this learning to reflect and re-appraise self and strengths
IEP Module 2 - Aligning Ambitions with Employers & Cultural Awareness
This second module in the Industry Engagement Programme explains what is meant by career management skills and helps you to understand the perception that business leaders have of young people and new employees. The module compels you to spend some time reflecting on your skills and behaviours relative to the needs of employers and is hugely beneficial.
What will you achieve by taking this course?
1. An ability to anticipate and reduce the negative perceptions that employers have of people entering the world of work for the first time or re-entering the world of work after a period of time
2. You will be able to identify your current Professional networking type or style and understand how to become an effective professional networker to help create employment and career opportunities
3. You will be able to understand some basic yet important aspects of being culturally aware and how to reduce potential for culture clashes – be they national cultures or organisational cultures
4. Increase your cultural flexibility to take advantage of multi-cultural and cross-cultural job opportunities
5. Increase your cultural flexibility to take advantage of multi-cultural and cross-cultural job opportunities
2. You will be able to identify your current Professional networking type or style and understand how to become an effective professional networker to help create employment and career opportunities
3. You will be able to understand some basic yet important aspects of being culturally aware and how to reduce potential for culture clashes – be they national cultures or organisational cultures
4. Increase your cultural flexibility to take advantage of multi-cultural and cross-cultural job opportunities
5. Increase your cultural flexibility to take advantage of multi-cultural and cross-cultural job opportunities
IEP Module 3 - Building a personal profile that appeals to employers
This third module in the Industry Engagement Programme helps you to take the learning from the first 2 modules and use your newly acquired level of self-awareness to start to build an image of yourself which is appealing to potential employers.
What will you achieve by taking this course?
1. Improve your business communication skills
2. You will be able to create and display an image of yourself which is consistent with the needs of a potential employer
3. You will have produced a Personal Brand Matrix Document to help create fantastic CV’s and job applications
4. You will increase your chances of employment by being positively different to other job candidates – you will stand out from the crowd
2. You will be able to create and display an image of yourself which is consistent with the needs of a potential employer
3. You will have produced a Personal Brand Matrix Document to help create fantastic CV’s and job applications
4. You will increase your chances of employment by being positively different to other job candidates – you will stand out from the crowd
IEP Module 4 - Selling yourself at interview
This fourth module in the Industry Engagement Programme alerts you to the different types of interviews.
What will you achieve by taking this course?
1. Improve your interview preparation skills
2. Learn how to properly answer competency based interview questions using the STAR technique
3. You will have raised levels of confidence at interview
4. Improve the chances of your success at interview
2. Learn how to properly answer competency based interview questions using the STAR technique
3. You will have raised levels of confidence at interview
4. Improve the chances of your success at interview
IEP Module 5 - Researching and developing your personal career plan
This fifth module in the Industry Engagement Programme helps you to prepare for the future. While it is true that unplanned situations and job opportunities may always arise, having a structured approach to your plans for the future - i.e. a Career Plan – will reduce the likelihood of you ending up in a low value job with little career opportunity.
What will you achieve by taking this course?
1. You will have a working career plan and the knowledge, skills and behaviours as a result of this programme to realise your ambitions
Decision Making & Problem Solving - Course 1
This course describes how we might identify and categorise problems and introduces basic and creative problem solving as techniques for exploring problems and identifying potential solutions.
What will you achieve by taking this course?
1. Identify problems by type and categorise them
2. Understand a 5 step framework for solving problems
2. Understand a 5 step framework for solving problems
Decision Making & Problem Solving - Course 2
Mental locks are ‘ways of thinking’ which prevent us from being creative. Awareness of potential mental locks is the first step in trying to limit their potential to stifle our creative thinking abilities when faced with the search for solutions to problems. This course alerts you to 3 of the most common mental locks and how to deal with them.
What will you achieve by taking this course?
1. Cite the three most common mental locks
2. Use challenge techniques to limit the potential of these mental locks
3. Use a range of techniques and tools to explore potential solutions to problems
2. Use challenge techniques to limit the potential of these mental locks
3. Use a range of techniques and tools to explore potential solutions to problems
Decision Making & Problem Solving - Course 3
We each make numerous decisions in our lives every day. Many decisions are simple, straight forward and can be made alone and quickly. Other decisions might require additional information, expertise and/or time to consider. This is also true of decision making in organisations and this course will introduce you to systematic decision making processes and tools.
What will you achieve by taking this course?
1. Be able to use an 8 step systematic approach to make effective decisions
2. Choose the most appropriate decision making approach – Autocratic, Consultative or Collaborative
3. Improve the quality and appropriateness of your decision making
2. Choose the most appropriate decision making approach – Autocratic, Consultative or Collaborative
3. Improve the quality and appropriateness of your decision making
Leadership and Management - Course 1
This course will help you to understand why being able to manage and being able to lead people are equally important and how they differ in regards to behaviours. Watch the intro animation to find out more about this course.
What will you achieve by taking this course?
1. Know what is expected if you are behaving as a manager
2. Know what is expected if you are behaving as a leader
3. Use this learning to reflect and re-appraise self and strengths
4. Understand the difference between managing and leading
5. Identify personal strengths and limitations in managing and leading
2. Know what is expected if you are behaving as a leader
3. Use this learning to reflect and re-appraise self and strengths
4. Understand the difference between managing and leading
5. Identify personal strengths and limitations in managing and leading
Leadership and Management - Course 2
This course begins with an introduction to the task and people leadership model. Task behaviour describes acting as a manager – Directive behaviour while people behaviour describes acting as a leader –Supportive behaviour.
What will you achieve by taking this course?
1. You will understand the task v people leadership model – Part 1
2. You will be able to identify and describe the differences between four leadership styles T1, T2, P3 & P4 - based on relative amounts of DIRECTION and SUPPORT
3. You will be able to state the leader behaviours and actions which remain constant across each of the four leadership styles.
2. You will be able to identify and describe the differences between four leadership styles T1, T2, P3 & P4 - based on relative amounts of DIRECTION and SUPPORT
3. You will be able to state the leader behaviours and actions which remain constant across each of the four leadership styles.
Leadership and Management - Course 3
This course builds on your understanding of the task v people behaviour model. – Part 2
What will you achieve by taking this course?
1. You will understand the factors which lead you to making a conscious decision about which style (T1,T2,P3 or P4) you should select in dealing with subordinates. This is what we call “Acting with INTENTIONALITY”.
2. You will be able to identify and describe the four Development levels of subordinates D1, D2, D3 & D4 - based on relative amounts of subordinate COMMITMENT & COMPETENCE for the task at hand.
3. You will be able to state the leader behaviours and actions which remain constant across each of the four leadership styles.
2. You will be able to identify and describe the four Development levels of subordinates D1, D2, D3 & D4 - based on relative amounts of subordinate COMMITMENT & COMPETENCE for the task at hand.
3. You will be able to state the leader behaviours and actions which remain constant across each of the four leadership styles.
Leadership and Management - Course 4
This course aids your understanding of the task v people behaviour model with a real life and practical example – Part3. Let’s revisit our Task and People Leadership model. Remember the four leadership behaviours – task focussed (directive) and people focussed (supportive). Now we can add in the assessment of development levels as explained in course 3.
What will you achieve by taking this course?
1. You will understand the relationship between leaders styles(T1,T2,P3 or P4) and subordinate development style (D1, D2, D3 & D4) and the concept of “Acting with INTENTIONALITY”.
Negotiation Skills - Course 1
This course introduces you to negotiation as a process
What will you achieve by taking this course?
1. Will understand what negotiation IS and IS NOT!
2. Will be able to recall the five negotiation styles and strategies in use
2. Will be able to recall the five negotiation styles and strategies in use
Negotiation Skills - Course 2
Course 1 introduced a definition of negotiation and the variety of strategies and styles that may be employed. Course 2 introduces the 5 step negotiation model and focuses on Step 1 - Preparation & Opening with explanations of the bargaining window and BATNA.
What will you achieve by taking this course?
1. Will be familiar with the 5 step negotiation model
2. Understand fully step 1 of the negotiation model
3. Will understand what a BATNA is and how to construct it
2. Understand fully step 1 of the negotiation model
3. Will understand what a BATNA is and how to construct it
Negotiation Skills - Course 3
Course 2 Focussed on the five negotiation process and step 1. This course focusses on step 2 in that process - Discussion.
What will you achieve by taking this course?
1. Will have a good understanding of step 2 of the 5 step negotiation model – Discussion
2. Be clear regarding things to avoid within discussion
3. Will know how to use a variety of questions to help discussion flow
2. Be clear regarding things to avoid within discussion
3. Will know how to use a variety of questions to help discussion flow
Negotiation Skills - Course 4
Course 3 focussed on step two of the negotiation process model. This course four - introduces step 3 - Proposing.
What will you achieve by taking this course?
1. You will have learned about step 4 of the negotiating model – Proposing and the shape of a good proposal
2. You will be clear about the Do’s and Don’ts of proposing
3. You will appreciate the need for empathy based on different perspectives
2. You will be clear about the Do’s and Don’ts of proposing
3. You will appreciate the need for empathy based on different perspectives
Negotiation Skills - Course 5
Course 4 introduced step three of the negotiation model. Course 5 introduces step four - Bargaining.
What will you achieve by taking this course?
1. Understand step 4 of the negotiation model – Bargaining
2. Be able to use key skills associated with bargaining
3. Be clear about what is meant by ‘concessions’ and how to make them work in your negotiations
2. Be able to use key skills associated with bargaining
3. Be clear about what is meant by ‘concessions’ and how to make them work in your negotiations
Negotiation Skills - Course 6
Course 5 introduced the bargaining phase of the negotiation model - step 4. This course shows you how to bring the negotiation together to close and agree - Step 5. Additionally, we introduce the concept of "Team negotiation”.
What will you achieve by taking this course?
1. Understand step 5 of the negotiation model – Close & Agree
2. Understand Team negotiation – benefits and pitfalls
2. Understand Team negotiation – benefits and pitfalls
Negotiation Skills - Course 7
Course 7 is a supplemental course offering insights and skills related to style adaptations required in negotiating with four key personality types or social styles. There is also a questionnaire to help you reflect on what your own preferred negotiation style might be.
What will you achieve by taking this course?
1. Identify the implications of personality or ‘Social style’ on negotiation behaviours
2. Identify and understand four basic social style types
3. Develop strategies to negotiate more effectively with each social style type
2. Identify and understand four basic social style types
3. Develop strategies to negotiate more effectively with each social style type
Professional Selling Skills - Course 1
The first course in this series introduces the qualities of effective sales people and highlights the importance of pre-call planning.
What will you achieve by taking this course?
1. Understand what selling is
2. Be able to rate yourself against the qualities of effective & professional sales people
3. Appreciate the importance of PLANNING within the professional salespersons armoury
2. Be able to rate yourself against the qualities of effective & professional sales people
3. Appreciate the importance of PLANNING within the professional salespersons armoury
Professional Selling Skills - Course 2
The second course is an introduction to a professional sales model - IDEALS. The course explains the IDEALS model in depth and includes exercises and activities to cement your understanding of the model. Having a professional sales model helps the salesperson to track the sales process, manage the direction of the sales call and to self evaluate at the end of the call.
What will you achieve by taking this course?
1. Understand the IDEALS sales model and each of its constituent parts
2. Be able to apply the skills required within each part of the IDEALS SALES MODEL
3. Improve your selling abilities through effective self-reflection and personal assessment
2. Be able to apply the skills required within each part of the IDEALS SALES MODEL
3. Improve your selling abilities through effective self-reflection and personal assessment
Professional Selling Skills - Course 3
This third course in the selling skills series helps you to understand and to handle a variety of potential customer objections to your product or service offerings.
What will you achieve by taking this course?
1. Will be able to identify the four types of customer objection
2. Will be able to apply the correct objection handling technique for the particular objection type
3. Increase your chances of a successful or converted sale as a result of being able to identify and handle correctly, different customer objections
2. Will be able to apply the correct objection handling technique for the particular objection type
3. Increase your chances of a successful or converted sale as a result of being able to identify and handle correctly, different customer objections
Professional Selling Skills - Course 4
This course is the final course in our professional selling skills series offering insights and skills related to style adaptations required in negotiating and selling to four key personality types or social styles. The course adds versatility to your sales abilities.
What will you achieve by taking this course?
1. Will be able to recognise the four SOCIAL styles we come across in sales environments
2. Recognise your personal preferred or natural social style
3. Will understand the varying behaviours of each social style type
4. Will have developed a range of style modification strategies in order to prepare / plan your approach when selling to a particular customers social style
5. Will be better placed to modify your communication style to engage more effectively with customers having a different social style to you
2. Recognise your personal preferred or natural social style
3. Will understand the varying behaviours of each social style type
4. Will have developed a range of style modification strategies in order to prepare / plan your approach when selling to a particular customers social style
5. Will be better placed to modify your communication style to engage more effectively with customers having a different social style to you
The Science of Team Working - Course 1
Team work has become increasingly important in all organisations and employers are seeking to recruit individuals who appreciate the importance of teamwork and understand some of the dynamics related to high performing teams.
What will you achieve by taking this course?
1. Understand what is meant by a Team Role Profile
2. Understand how team role profiles are aligned based on parameters of ‘thinking ability’, ‘feeling ability’ ‘degree of introversion’ and ‘degree of extroversion’
3. Recognise that there are 8 potential team role profiles that individuals may fill
4. Use our Teams Strengths Profile analysis tool to identify your personal Team Strengths Profile
5. Be able to take this knowledge forward into the subsequent Team working courses to understand your personal strengths and limitations
6. Use this learning to refelct and re-appraise self and strengths
2. Understand how team role profiles are aligned based on parameters of ‘thinking ability’, ‘feeling ability’ ‘degree of introversion’ and ‘degree of extroversion’
3. Recognise that there are 8 potential team role profiles that individuals may fill
4. Use our Teams Strengths Profile analysis tool to identify your personal Team Strengths Profile
5. Be able to take this knowledge forward into the subsequent Team working courses to understand your personal strengths and limitations
6. Use this learning to refelct and re-appraise self and strengths
The Science of Team Working - Course 2
From course 1 you will have gained an appreciation of the importance of teamwork along with an understanding of the four key personality attributes which combine to create 8 potential teamwork profiles. Y You will have identified your own predominant team profile type and course 2 goes on now to explain the strengths & limitations of the first four profiles - Visionary, Supporter, Chairperson & Perfectionist.
What will you achieve by taking this course?
1. Understanding the profiles of the Visionary, Supporter, Chairperson and Perfectionist
The Science of Team Working - Course 3
Having discovered your own profile in course 1 and learning about the first four profile types in course 2, Course 3 goes on now to explain the strengths & limitations of the second four profiles - Challenger, Influencer, Professional & Analyst and gives you some hints and tips about how to engage more effectively with these particular profiles."
What will you achieve by taking this course?
1. Understanding the profiles of the challenger, Influencer, professional and Analyst
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