Tom Associates 2014 Brochure(1)

7/18/2019 Tom Associates 2014 Brochure(1)

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“TOM ASSOCIATES 2014”

el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

E-mail: [email protected], [email protected]

website: www.tomassociatesng.com

5/7 ALADE LAWAL S REE , OPPOSI E DIVISIONAL POLICE S A ION, OFF IKORODU ROAD, AN HONY, LAGOS.

1

Training ®

We teach the lesson simply so candidates will

understand it, clearly so they will appreciate it,

experientially so they will remember it and, above

all, accurately so they will be guided by it.

FUTURE LEADERS

TRAINING

TOM ASSOCIATES Training




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




2

Training ®


2014 COURSES LIST

A Manager’s Personal Effectiveness

Administrative Functions & Office Management Course

Advanced Human Resources Management Skills

Advanced Office Management & Administrative Skills

Advanced Selling Skills

Advanced Strategic Warehousing & Stores Management

Aggressive Market Penetration-the Battles for Market ShareAnalytical & Creative Thinking for Customer Service Dynamics

Assertiveness Skills Training for Young Executives

Attention-grabbing Presentation & Public Speaking Skills

Basic Management Process (Young Managers Development

Programme)

Becoming an Effective Supervisory Manager

Branch Management Course

Budgeting & Budgetary Control

Building Financial Models

Business Development Competency Training

Business & Personal Financial Strategy (Finance for Non-finance Managers)

Career Development & Succsession Planning

Change Leadership & People Management

Competencies in Human Resources Management (Basic Human Resources Management)

Competencies in Service Strategy




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




3

Training ®

Confident Communications for Career Success

Contract Management Course

Creating Positive Customer Experience - Service as an Art and aScience

Cross-functional Competence Training for Young Managers(Enterprise Management Competencies)

Customer Care Essentials

Delivering Results through Teams

Effective Management of Time, Priority and Work Pressure

Emotional Intelligence at Work

Excellence in Hospital Selling and Promotional Projects

Excellent Report and Proposal Writing Skills

Facility Maintenance & Management Training

Finance & Accounting Competency Training

Financial Modeling and Forecasting Techniques Using Advanced Excel Tools

Fixed Assets Management

Foundation Excel for Financial and Business Analysis

Front Office and Customer Relations Skills

Frontline Leadership – Emerging Leadership Course

Fundamental PowerPoint Skills for Powerful Presentations

Fundamentals of Excel Application

Fundamentals of Knowledge Management

Fundamentals of Personal Finance

Growing Distribution Channels Effectively

Guides to Setting Up a New HR Department

How to Create Positive Customer Experience- Service as an Art and a




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




4

Training ®

Science.

How to Find and Win New Business

How to Prepare Business Plans and Business Models

How to Succeed as a Product Manager

Industrial Relations Course

Influencing Skills

Innovating for Business – Essential Training for Managers

Intermediate Excel for Financial & Business Analysis

Inventory, Logistics & Distribution Management

Key-Account Manager’s Training

Knowledge Management Course

Laws Relating to Employment

Leadership Foundation Course

Leadership Transformation Course

Management Development for Personal Assistants & Senior

Secretaries

Management of Non-Current Assets ( Fixed Assets Management)

Management Skills Training for New Managers

Management Strategy Retreat – the 10 Steps

Managerial Skills Appreciation: First Level Managers Programme

Managers as Leaders

Managing Employees for Strategic Advantage (HR Skills for Non-HRManagers)

Managing Fleet for Profitability

Managing the Learning & Development Function

Managing the Sales Team for Result




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




5

Training ®

Manufacturing & Service Operations Management

Mastering the Performance Management System

Mastering the Principles and Techniques of Pricing

Medical Sales Representatives Training

Mentoring Skills Training for Managers

MS Word Professional Application

Occupational Health and Safety Management

Petroleum Products Retail Marketing (the Foundation Course)

Pre-retirement Course – Managing a New Beginning

Problem Solving and Decision Making Techniques

Professional Selling – the Foundation Skills

Programme for Managers as Corporate Entrepreneurs

Relationship Management and Marketing

Selling High-Stake Products

Selling in a Difficult Environment

Shopfloor Quality Control and Assurance Training

Situational Leadership Programme - Leadership CompetenciesDevelopment Training

Skillful Business Negotiations - the Principles and the Practice

Speechwriting Course

Strategic Procurement Management Course

Strategies for Empowering Female Executives

Supply Chain Management

Target Setting & Performance Appraisal Processes

The Effective Managers Training

Total Quality Management: Practical Guide to Improving Processes




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




6

Training ®

Training Managers to Train – Classroom Training Delivery Skills

Value Added Marketing (Advanced Strategies)

Work Ethics and Attitude Training for Improved Productivity

Workplace Safety Attitudes Improvement Training - ‘Thinking Safety,Acting Safely’

Youth Engagement & Empowerment Training


2014 COMPETENCY LISTING

Administrative Management Skills

Administrative Functions & Office Management

Advanced Office Management & Administrative Skills

Management Development for Personal Assistants & SeniorSecretaries

Business Management and Strategy Basic Management Process (Young Managers Development

Programme)

Business Development Competency Training

Change Leadership & People Management


Cross-functional Competence Training for Young Managers(Enterprise Management Competencies)


Innovating for Business – Essential Training for Managers



Strategies for Empowering Female Executives





el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




7

Training ®

Computer Skills Foundation Excel for Financial & Business Analysis

Fundamentals of Excel Application


Intermediate Excel for Financial and Business Analysis


Customer Service Analytical & Creative Thinking for Customer Service Dynamics

Competencies in Service Strategy

Customer Care Essentials

Front Office and Customer Relations Skills

How to Create Positive Customer Experience - Service as an Art

and a Science

Financial Management Budgeting & Budgetary Control


Business & Personal Financial Strategy (Finance for Non-

Finance Managers) Finance & Accounting Competency Training.

Financial Modeling and Forecasting Techniques Using Advanced

Excel Tools

Intermediate Excel for Financial & Business Analysis

Management of Non-Current Assets (Fixed Assets Management)

Human Capital Management Advanced Human Resources Management

Career Development & Succession Planning

Competencies in Human Resources Management (Basic HumanResources Management)




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




8

Training ®

Fundamentals of Knowledge Management

Guides to Setting Up a New HR Department

Industrial Relations Course


Managing Employees for Strategic Advantage (HR Skills for Non-HR Managers)

Managing the Learning & Development Function


Target Setting & Performance Appraisal Processes

Training Managers to Train – Classroom Training Delivery Skills

Leadership and Management Development Becoming an Effective Supervisory Manager

Branch Management Course

Delivering Results through Teams

Frontline Leadership – Emerging Leadership Course


Leadership Transformation Course Management Skills Training for New Managers

Managerial Skills Appreciation: First Level Manager’s Programme

Managers as Leaders

Mentoring Skills Training for Managers

Situational Leadership Programme - Leadership CompetenciesDevelopment Training

Marketing Management Aggressive Market Penetration (the Battles for Market Share)

How to Succeed as a Product Manager

Key-Account Manager’s Training

Mastering the Principles and Techniques of Pricing




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




9

Training ®

Relationship Management and Marketing

Value Added Marketing (Advanced Strategies)

Oil & Gas Marketing & Management Petroleum Products Retail Marketing – the Foundation Course




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




10

Training ®

Personal Skills Development A Manager’s Personal Effectiveness


Attention–Grabbing Presentation & Public Speaking Skills


Effective Management of Time, Priority and Work Pressure


Excellent Report and Proposal Writing Skills

Influencing Skills

Pre-Retirement Course – Managing a New Beginning

Problem Solving and Decision Making Techniques

Skillful Business Negotiations - the Principles and the Practice

Speechwriting Course


Youth Engagement & Empowerment Training

Pharmaceuticals Marketing Excellence in Hospital Selling and Promotional Projects

Medical Sales Representatives Training

Production & Service Processes Management Advanced Strategic Warehousing & Stores Management


Facility Maintenance & Management Training Inventory, Logistics & Distribution Management

Managing Fleet for Profitability

Occupational Health and Safety Management

Manufacturing and Service Operations Management





el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




11

Training ®

Strategic Procurement Management Course

Supply Chain Management

Total Quality Management: Practical Guide to Improving

Processes

Workplace Safety Attitudes Improvement Training - ‘Heart &Mind on Thinking Safety, Acting Safely’

Selling Skills and Sales Management Advanced Selling Skills

Growing Distribution Channels Effectively

How to Find and Win New Business Managing the Sales Team for Result

Professional Selling – the Foundation Skills

Selling High-Stake Products

Selling in a Difficult Environment




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




12

Training ®


Open-Course Calendar 2014

January21 – 24 Administrative Functions & Office Management

21 – 24 Guides to Setting Up a New HR Department22 – 24 How to Find & Win New Business22 – 24 Facility Maintenance & Management Training29 – 31 Excellent Report and Proposal Writing29 – 31 Key-Account Managers Training

30 – 31 A Manager’s Personal Effectiveness30 – 31 Occupational Health & Safety Management

February3 – 7 Business & Personal Financial Strategy (Finance for Non-

Finance Managers)4 – 7 Management Development for Personal Assistants & Senior

Secretaries4 – 7 Target Setting & Performance Appraisal Processes5 – 7 Skillful Business Negotiations - the Principles and the Practice

11 – 14 Competencies in Human Resources Management (Basic HumanResources Management)

11 – 14 Becoming an Effective Supervisory Manager

12 – 14 Front Office and Customer Relations Skills18 – 21 Branch Management Course19 – 21 Problem Solving & Decision Making Techniques

19 – 21 Customer Care Essentials19 – 21 Career Development & Succession Planning26 – 28 Budgeting & Budgetary Control26 – 28 Managing Fleet for Profitability26 – 28 Managing the Sales Team for Result

TOM A SSOCIA

TE S




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




13

Training ®

March3 – 7 Advanced Human Resources Management

4 – 7 Advanced Office Management & Administrative Skills5 – 7 Delivering Results through Teams6 – 7 Selling in a Difficult Environment

11 – 14 Pre-Retirement Course - Managing a New Beginning

12 – 14 Manufacturing and Service Operations Management12 – 14 Attention-Grabbing Presentation & Public Speaking Skills19 – 21 Inventory, Logistics & Distribution Management18 – 21 Managing the Learning & Development Function19 – 21 Managerial Skills Appreciation: First Level Managers

Programme23 – 26 Aggressive Market Penetration (the Battles for Market Share)

24 – 26 Strategic Procurement Management Course24 – 26 Strategies for Empowering Female Executives24 – 26 Mentoring Skills Training for Managers

April 9 – 11 Strategic Procurement Management8 – 11 Administrative Functions & Office Management8 – 11 Competencies in Service Strategy

8 – 11 How to Succeed as a Product Manager15 – 18 Training Managers to Train – Classroom Training Delivery Skills16 – 18 Advanced Strategic Warehousing & Stores Management16 – 18 Relationship Management & Marketing16 – 18 Speech Writing Course22 – 25 Financial Modeling and Forecasting Techniques Using

Advanced Excel Tools

23 – 25 Basic Management Process (Young Managers Development

Programme)23 – 25 Selling High Stake Products24 – 25 A Manager’s Personal Effectiveness

24 – 25 Influencing Skills




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




14

Training ®

May6 – 9 Contract Management Course7 – 9 How to Find & Win New Business 7 – 9 Frontline Leadership – Emerging Leadership Course

7 – 9 Management of Non-Current Assets (Fixed Assets Management)13 – 16 Management Development for Personal Assistants & Senior

Secretaries13 – 16 Value-Added Marketing (Advanced Strategies)14 – 16 Facility Maintenance & Management Training21 – 23 Industrial Relations Course21 – 23 Building Financial Models21 – 23 Key-Account Managers Training22 – 23 Managers as Leaders22 – 23 Occupational Health & Safety Management

June3 – 6 Branch Management Course

3 – 6 How to Succeed as a Product Manager

4 – 6 Customer Care Essentials

4 – 6 Foundation Excel for Financial and Business Analysis

9 – 13 Business & Personal Financial Strategy (Finance for Non-Finance Managers)10 – 13 Becoming an Effective Supervisory Manager10 – 13 Competencies in Human Resources Management (Basic Human

Resources Management)18 – 20 Front Office & Customer Relations Skills18 – 20 Problem Solving and Decision Making Techniques19 – 20 Mastering the Principles & Techniques of Pricing25 – 27 Intermediate Excel for Financial and Business Analysis

25 – 27 Managing the Sales Team for Result25 – 27 Managing Fleet for Profitability

26 – 27 Effective Management of Time, Priority and Work Pressure

July




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




15

Training ®

1 – 4 Pre-Retirement Course- Managing a New Beginning.2 – 4 Skillful Business Negotiations - the Principles and the Practice2 – 4 Excellent Report and Proposal Writing Skills8 – 11 Advanced Office Management & Administrative Skills

9 – 11 Advanced Strategic Warehousing & Stores Management9 – 11 Managing the Sales Team for Result

14 – 18 Cross-functional Competence Training for Young Managers(Enterprise Management Competencies)

15 – 18 Target Setting & Performance Appraisal Processes16 – 18 Influencing Skills16 – 18 Attention-Grabbing Presentation & Public Speaking Skills

21 – 24 Managing the Learning & Development Function21 – 24 Financial Modeling and Forecasting Techniques Using

Advanced Excel Tools

22 – 24 Supply Chain Management22 – 24 Mentoring Skills Training for Managers30 – 31 Growing Distribution Channels Effectively

August5 – 8 Aggressive Market Penetration (the Battle for Market Share)

6 – 8 Management of Non-Current Assets (Fixed AssetsManagement)

6 – 8 Managerial Skills Appreciation: First Level ManagersProgramme

7 – 8 A Manager’s Personal Effectiveness11 – 15 Advanced Human Resources Management

19 – 22 Administrative Functions & Office Management20 – 22 Manufacturing and Service Operations Management20 – 22 Basic Management Process (Young Business Managers

Development) 21 – 22 Selling in a Difficult Environment

26 – 29 Value Added Marketing (Advanced Strategies)27 – 29 Budgeting & Budgetary Control27 – 29 Strategic Procurement Management Course




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




16

Training ®

September2 – 5 Competencies in Service Strategy2 – 5 Guides to Setting Up a New HR Department3 – 5 Building Financial Models

10 – 12 Skillful Business Negotiations - the Principles and the Practice10 – 12 Front Office and Customer Relations Skills16 – 19 Management Development for PAs & Senior

Secretaries

17 – 19 Facility Maintenance & Management Training17 – 19 Laws Relating to Employment23 – 26 Training Managers to Train - Classroom Training Delivery

Skills24 – 26 Relationship Management & Marketing Skills

24 – 26 Delivering Results through Teams24 – 26 Speech Writing Course

25 – 26 Managers as Leaders

October8 – 10 Attention-Grabbing Presentation & Public Speaking Skills8 – 10 Key-Account Managers Training

8 – 10 Influencing Skills14 – 17 Competencies in Human Resources Management (Basic

Management Course)15 – 17 Frontline Leadership - Emerging Leadership Course15 – 17 How to Find & Win New Business20 – 24 Cross-functional Competence Training for Young Managers

(Enterprise Management Competencies)21 – 24 Advanced Office Management & Administrative Skills21 – 24 Advanced Selling Skills22 – 24 Inventory, Logistics and Distribution Management29 – 31 Problem Solving and Decision Making Process29 – 31 Foundation Excel for Financial and Business Analysis30 – 31 Mastering the Principles & Techniques of Pricing

30 – 31 Occupational Health & Safety Management




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




17

Training ®

November3 – 7 Business & Personal Financial Strategy (Finance for Non-

Finance Managers)4 – 7 Administrative Functions & Office Management

4 – 7 Pre-Retirement Course – Managing a New Beginning11 – 14 Becoming an Effective Supervisory Manager12 – 14 Managing Fleet for Profitability12 – 14 Managing the Sales Team for Result

17 – 21 Advanced Human Resources Management18 – 21 Branch Management Course

19 – 21 Management of Non-Current Assets (Fixed Assets Management)

19 – 21 Strategic Procurement Management25 – 28 Value Added Marketing (Advanced Strategies)26 – 28 Strategies for Empowering Female Executives

26 – 28 Basic Management Process (Young Managers DevelopmentProgramme)

26 – 28 Manufacturing and Service Operations Management

December 2 – 5 Competencies in Service Strategy2 – 5 How to Succeed as a Product Manager3 – 5 Intermediate Excel for Financial and Business Analysis3 – 5 Advanced Strategic Warehousing & Stores Management9 – 12 Management Development for Personal Assistants & Senior

Secretaries9 – 12 Contract Management Course

10 – 12 Supply Chain Management11 – 12 Growing Distribution Channels Effectively11 – 12 Effective Management of Time, Priority and Work Pressure




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




18

Training ®


Courses Available Only On Demand

Analytical and Creative Thinking for Customer Service Dynamics


Change Leadership and People Management



Excellence in Hospital Selling and Promotions

Finance & Accounting Competency Training


Fundamentals of MS Excel Application

How to Create Positive Customer Experience Service as an Artand a Science


Innovating for Business - the Essential Training for Managers


Management Skills Training for New Managers


Managing Employees for Strategic Advantage (HR Skills for Non-

HR Managers)




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




19

Training ®


Medical Sales Representatives Training Course


Petroleum Products Retail Marketing - the Foundation Course

Professional Selling - the Foundation Skills


Quality Management (TQM) Training - A Practical Guide forImproving Processes


Situational Leadership Programme Leadership CompetenciesDevelopment Training


The Fundamentals of Knowledge Management


Workplace Safety Attitudes Improvement Training - ‘Thinking Safety,Acting Safely’




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




20

Training ®

ADMINISTRATIVE MANAGEMENT SKILLS

ADMINISTRATIVE FUNCTIONS

& OFFICE MANAGEMENT COURSE

Duration 4 days

January 21 – 24, 2014April 8 - 11, 2014August 19 - 22, 2014November 4 - 7, 2014

(Available also as an In-plant Training)

Programme Description

A training to deliver the requirements of Administrative Officers, so

they are brought up-to-date with what is expected of them at all times.

The contents will make administrative staff to be highly proficient in

their business support functions.

Contents

DAY ONE

Routines of an Administrative Officer

- Telephone usage

- Mail services and deliveries

- Keeping of accurate records

Provision of business and logistics supports to line managersGetting organised and setting priorities

Managing Self for Effective Time Use

Managing the Boss

Travels and Protocols management

Office ambience.




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




21

Training ®

DAY TWO

Procurements and management of company assets

Contract and vendor management

Petty cash management

Management of stationeries

Cost containment techniques

TQM orientation

DAY THREE

Interpersonal skills

Communicating effectively – Written and Oral

Government and Community relations

Grooming and personal carriage

Health and safety issues

Workplace behaviours and comportment

Work ethics and personal commitments.

DAY FOUR

Records keeping and good memory

Documents and mails handling

Files Management and Information Retrieval

Maintaining corporate secrecy and confidentiality

Improving self worth.Fee: N120,000 VAT inclusive





el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




22

Training ®

ADVANCED OFFICE MANAGEMENT& ADMINISTRATIVE SKILLS


Duration 4 days

March 4 - 7, 2014 July 8 - 11, 2014October 21 - 24, 2014


To excel as an Office Manager, Administrator or Secretary you need to

perfect your interpersonal and behavioural skills, to ensure you stay

in control and on top of every one of your responsibilities.

Broad Competencies Addressed:

Ability to prioritise and cope with multiple tasks

Ability to think as a manager – planning, making decisions andsolving problems

Ability to improve communication skills to enhance relationships

Ability to manage your thoughts and Fee:lings and improve self-confidence

Ability to be assertive and therefore more effective in the workplace

Ability to understand and develop intrapersonal and interpersonalskills




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




23

Training ®

Contents

DAY ONE

o Taking Control of Your Work Life

- Understanding and clarifying purpose, vision andmission

- External and internal customer service

- Controlling, prioritising and organising your work

- Making a long term plan to create the best office in

the company!

- Streamlining your office systems

- Getting your paperwork under control

- Making your office user friendly and efficient

DAY TWO

o Essential Administrative Skills

- Harnessing the power of the mind – through MindMapping Techniques

- Managing larger projects to meet deadlines

- Problem solving techniques

- Managing meetings effectively

- Working with more than one manager

DAY THREE




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




24

Training ®

o Vital Communication Skills

- Different styles of communication

- Learning to be more assertive

- Win-win conflict resolution

- Understanding and using body language

- Overcome biases and discomfort associated withexercising power

- Understanding different personality types and how to

deal with them

- How to create an effective working relationship with anykind of boss.

DAY FOUR

o Developing as a professional

- Listening skills – seeking to understand before being

understood

- Leadership skills

- Painless methods for giving corrective Feedback

- Best practices for delivering positive Feedback

o Self-Empowerment and Self-Management

- Understanding the main causes of stress

- The signs, symptoms, causes and triggers to stress

- The essential skills of emotional intelligence

- Becoming a more proactive, responsible and self-awareperson




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




25

Training ®

- Continuing Professional Development - where to go fromhere.

Fee: N120,000 VAT inclusive




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




26

Training ®


MANAGEMENT DEVELOPMENT FORPERSONAL ASSISTANTS AND SENIOR SECRETARIES

Duration 4 days

February 4 - 7, 2014May 13 - 16, 2014September 16 - 19, 2014December 9 - 12, 2014



This course will take the PAs and Senior Secretaries through some

thought process that focuses on the style and work culture which

characterises the managers they work with. The jobs of Personal

Assistants and Senior Secretaries involve consciously working with

the boss to obtain the best possible results for the organisation, for

the boss and, of course, for the PA and Secretary too!

How PAs and Senior Secretaries work smart, not just hard,

putting the most emphasis on the most critical functions.

How they appreciate that nothing will help their career more

than a reputation for high quality work that makes their boss

look good.

How they make their boss become comfortably dependent on

them for new ideas and support.




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




27

Training ®

Contents

DAY ONE

Roles and Competencies in Top Secretarial Positions

o Traditional Roles

o Emerging Roles

Understanding Changes Affecting Business

Management Process

Maintaining Corporate Secrecy and Confidentiality

Records Keeping and Good Memory

Interpersonal Skills

o We are all different

o We see things differently

o We do things differently

Office Etiquette

o Business

o Meeting

o Social

o Telephone

o Visitor

o Dress

o E-mail




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




28

Training ®

DAY TWO

Managing the Boss

o Everyone’s Pal Boss

o Self Promoter Boss

o High Achiever Boss

o Roadblocks Boss

o B + Manager

Managing Routines

Communicating Effectively – Written and Oral

Scheduling Meetings and Writing Minuteso Minutes – what it is, what it is not

o The Importance of Minutes

o Types of Minutes

o Minutes Format

o Steps to Effective Minutes

o Qualities of Good Minutes

Email, Internet and Intranet Proficiency

DAY THREE

Managing Self for Effective Time Use

o Prioritisation

o Personal effectiveness

o Goal setting

o Time management

The P.A.’s Time Wasters

o Ineffective meetings

o Unproductive gist and talks

o Coming late to the office




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




29

Training ®

o The “African time” syndrome

o Unskilled managers and subordinates

Documents and Mails Handling

Files Management and Information Retrieval

Monitoring Petty Cash and Stationeries

DAY FOUR

Self Carriage and Comportment

o Posture

o Attitude

o Poise

o Stance

Career Trends for Professional Secretaries and PAs

Tips for Career success.





el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




30

Training ®

BUSINESS MANAGEMENT AND STRATEGY

BASIC MANAGEMENT PROCESSYOUNG BUSINESS MANAGERS DEVELOPMENT PROGRAMME

Duration 3 days

April 23 - 25, 2014August 20 - 22, 2014November 26 - 28, 2014



A three-day programme with which to charge young management-

hopefuls to man special functions that can move them to higher

managerial positions. The course will define management skills and

behavioural competencies with which these young persons can deliver

business results after understanding:

o Business acumen

o Team management

o Planning tasks

o Performance management

o People motivation

o Problem solving

o Communication

o Human resource management proficiency

o Change management.




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




31

Training ®

Broad Competencies Addressed:

- Ability to pick out changes happening to businesses and the

economy in the context of world wide developments.

- Ability to provide direction and decision when working in teams.

- Ability to develop self.

- Ability to undertake tasks, solve problems and provide

appropriate Feedback.

- Ability to focus efforts on company values.

- Ability to demonstrate proper work ethics and personal

commitment.

- Integrity even when not under any direct watchful eyes of

superiors.

Contents

DAY ONEBusiness Knowledge

Understanding the changes happening to the economy

The struggle for business survival

Strong knowledge of the industry

Generating demand for the company’s products

Fulfilling the demand generated

Innovativeness

Customer Service.

DAY TWO

The Rules of Work

Attentiveness to how you are being judged




el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




32

Training ®

Walking the Talk

Blending in

Carving out a niche

Enjoying the work

Developing the right attitude

Speaking well, writing well.

Planning Orientation

The discipline of planning and preparation

Short term planning: daily/weekly/monthly

Long term planning: self development outlookRecognising limited resources

Time discipline.

DAY THREE

Leadership & Motivational Skills

Responsibilities for achieving the Task

Responsibilities in leading an effective Team

Responsibilities for developing the Subordinates

Problem Solving.

Communication & Interpersonal Skills

Communication Basics

Interpersonal Communication

Communicating at Work

Dealing with individual differences

Developing Self - Learning Continuously.






el: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667




33

Training ®

CHANGE LEADERSHIP & PEOPLE MANAGEMENT

Duration 4 days

On Demand only


This is a Change Leadership Development programme for Senior

Managers. It will build a solid foundation for sustaining positive

continual change in the organisation.

Learning Outcomes

Planning activities to manage change.

Influencing staff to embrace change.

Monitoring the effects of the change on individuals.

Communications at all levels to attain buy-in.

Employees change readiness:

- What to expect of “A” Grade employees- Signs “B” Grade employees may show

- Signs “C” Grade employees may show.




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Training ®

DAY ONE

The Vision and Business Strategy.

Why Should We Change?

Why Change Attitude Affect the Organisation Change.

The Tools that will Drive Change.

New Mindset Required for the New Game.

Change as a Process.

Types of Change.

Human Psychology and the Change Process.

DAY TWO

Change Enablers.

Change Themes.

Action Committee (the Change Agents).

Change Tactics.

The Barriers to Change.

Milestones.

How to Succeed – the 7-steps Model.

Critical Success Factors.

The Leadership Required for the Change Journey.

Expected Gains.




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Training ®

DAY THREE

Communication Strategy & Road Shows

Ingredients for Self Marketing.

The Tools for Self Empowerment.

The Place of Self Discipline.

The Power of Imagination and Focus.

The Opportunities in Challenges.

DAY FOUR

Change Management Mistakes to Avoid.

Pursuit of Purposeful Goals.

Separating Desired Outcome from Process.

Focus on Winning, not Losing.

Celebrating Success & Improving Continuously.Personal Readiness for Change.

Maintaining a Change-able Organisation.

Personal Development Plans.

Fee: Negotiable




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36

Training ®


CONTRACT MANAGEMENT COURSE

Duration 4 Days

May 6 - 9, 2014

December 9 - 12, 2014


Course BenefitsOrganisations need effective contract management practices to avoidrisk and achieve optimal outcomes. This course provides theknowledge and skills to successfully manage and execute thecontracting process.

Competencies the Course Delivers Ability to apply effective contracting strategies to maximise

results and minimise risk

Ability to manage a contract life cycle properly

Ability to select the most qualified vendors

Ability to orchestrate the negotiation process for "win-win"outcomes

Ability to achieve the delivery of intended objectives andsuccessful contract closure

DAY ONE

Introduction to Contract concepts The basis of contract around the world

Contract formation

Contract formalities

Authority to contract




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Training ®

The Board of Tender (BOD)

Contract Stakeholders Management for Effective Results

o Elements of stakeholders management

o Stakeholders analysis

o Stakeholders planning

o Stakeholders prioritisation techniques

Supply Chain Management in Contracts Management

o What exactly is the Supply Chain Management?

o How the Supply Chain works

o The logistics of Contract in the Chain

o The buyer’s influence on the Supply Chain

Common mistakes in contract management and solutions

DAY TWO

Contract Creation Procedures

o Competitive tendering

o Dealing with challenges

o Single/Sole sourcing

o Framework agreements

o Negotiated contracts

o Different contract types Traditional

More innovative

o Selecting the right one for the project

o Using standard forms of contracts (Company and

International)

Awarding the contract

o Letters of intent

o Letters of Award

o Conditions precedent

o Conditions Subsequent

Collateral documents

o Bonds

o Guarantees

o Insurance Arrangements

De-briefing bidders




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Training ®

Kick–off meetings

Drafting contracts

o Clarity of language

o Issues with translations

o Issues with translations

Interpretation of Critical Contract Clauses

o Health Safety and the Environment

o Standard of work/products/service

o Change to the scope of work

o Indemnities

o Insurance

o Liquidated damages

o Penaltieso Force Majeure

o Limitation of liability

o Warranty and guarantee periods

o Termination

o Entire Agreement

o Notices

The Nigerian Contract Laws and Applications

Contract Business Process Management

o Contract Management Planning

o Strategic Alignment for the Contract Manager

DAY THREE

Contract management detailing technique

The work structure of contract management

Contract planning work conversion method

Implementation technique

Contract Financial Management

o Budget Forecasting

o Budget development structuring

o Contract Master Budgeting

o Contract Financial Performance management

Contract Risk Management




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Training ®

Contract Risk Auditing

Contract Risk Prioritisation and Categorisation

Contracts types

Types of contracts and implementation techniques

Contract strategies and techniques

Using the difference in real life situations

DAY FOUR

Effective Negotiation in Contract Management

Contract Performance Management

Supplier Development Programming

Vendor Administration

Strategic Supplier workshop development

Contract Management technological development

Introduction to Electronic Contracts

Supplier Management Integration system

Oracle Enterprise Resource Planners V.. Contract





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Training ®


CROSS-FUNCTIONAL COMPETENCE TRAINING FOR

YOUNG MANAGERS

ENTERPRISE MANAGEMENT COMPETENCES

Duration 5 days

July 14 -18, 2014

October 20 - 24, 2014


Training for the process of focusing on the things that matter most inrunning an enterprise successfully.

The course will define Seven (7) areas of management attention with

which the Business Unit Managers can keep delivering positive results

year-in, year-out:

1. Decisions that the Heads of Business Units will make everyday

2. Creating Value

3. Asset Efficiency

4. Profitability

5. Lean Operation

6. Growing Volume

7. Controlling Overheads




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Training ®

Contents

DAY ONE

Decisions that the new Heads of Business Units will make everyday: where to spend time and personal efforts

where to allocate resources

how best to get things done

how to win in the competitive marketplace.

Creating Value

1. Revenue Growtha. Volumeb. Pricing

2. Asset Efficiencya. Property and Infrastructureb. Plant and Equipmentc. Inventoryd. Receivables & Payables

3. Operating Margina. Cost of Goods Sold

b. Sales Efficiencyc. Administrative Overheadsd. Financial Management

4. Expectationsa. Company Strengthsb. External Factors

DAY TWO

FOR ASSET EFFICIENCY

Attention to:

1. Finished Goods

2. Materials & Work in Progress3. Accounts & Interests Receivable4. Accounts & Interests Payable




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Training ®

FOR PROFITABILITY

Attention to:

1. Marketing & Advertising2. Sales3. Customer Service & Support4. Deliveries & Billing5. IT & Telecom Network6. Infrastructure7. Procurement8. Business Management9. Financial Management

10. Product Development11. Materials12. Production13. Logistics & Distribution14. Merchandising15. Service Delivery

DAY THREE

Lean Operation

1. Plant & Equipmenta. Attention to plant & equipment efficiency

i. Equipmentii. Systems

2. Inventorya. Increase “Just-in-Time” delivery capabilities

i. Raw materialsii. Work-in-progressiii. Finished goods

3. Receivables & Payablesa. Reduce receivablesb. Match payables with receivables

4. Manage Cost of Goodsa. Improve production efficiencyb. Improve logistics efficiencyc. Improve service provision efficiency




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Training ®

DAY FOUR

Grow Volume

a. Acquire new customersi. Marketing and selling effectivenessii. Product and service innovation

b. Retain and grow current customersi. Product and service innovationii. Relationship managementiii. Cross-selling and up-sellingiv. Customer retention promos.

DAY FIVE

Sell Better

Provide leadership for field sales persons

Raise customer interaction efficiency

Control Overheads

Closest attention to plan and project execution

Monitor external factors closely

Fee: N140,000.00, VAT inclusive




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Training ®


HOW TO PREPARE BUSINESS PLANS& BUSINESS MODELS

Duration 3 days

On Demand only


No matter what business venture you run or want to start, it must be

preceded by the document called BUSINESS PLAN.

Business Plan and Model for a Growing Market

An existing player should evaluate these growth factors, review the

business model and rewrite it to fit the business as it may now

become.

For new entrants into the growth markets, a meticulously prepared

business plan will substantially improve the chances of success. The

production of this document is the minimum evidence that the

individual or organisation has taken the first formal step, at least, in

screening and evaluating the potentials of the new business idea.

Business Plan and Model for a Shrinking Market

Company failures, longer business cycles, hard time keeping good

employees, shrinking gross margins, shrinking cash flow should cause

the business to do a review of the business model and write a new

plan.




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Training ®

Special Competencies Delivered

The contents of a Business Plan.

Data gathering.

Making the strategic and financial projections.

Writing the plan.

Contents

Components of a Business Plan

Description of the Business

Product/Service Description

Value Proposition

Business Model, Strategy & Positioning

Pricing Strategy (High End, Mid Range or Low End)

Competitor Information & Competitive Analysis

SWOT Analysis

Opportunities Presented by the Market Company Comparative Strengths to Seize the Opportunities

Company Comparative Weaknesses in the Market

Potential Threats the Company may Face

Business Location & Justification

Production/Operations Plan & Processes

Product/Service Designs

Technology Choice & Equipment

Product/Service Development & Testing

Marketing Plan

Sales Operations & Forecast

Organisation Plan & Management




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Training ®

Cost Analysis

Financing Plan & Analysis

Pro-forma Income Statement

Cash flow Analysis

Business Model – the Four Components

Writing the Business Plan Document.

Fee: Negotiable




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Training ®


INNOVATING FOR BUSINESS

T HE ESSENTIAL T RAINING FOR MANAGERS Duration: 2 days

On Demand only

Justifying the Programme

Yours should be a learning organisation filled with people who keep

on developing new solutions and ideas; who navigate new competitive

routes and open up new business frontiers; who even repackage

existing products for added value. Your competitive edge in the future

will be the result of the creative thoughts of your people.

Organisations whose people are trained in the creative thinking

process promoted in this course and use it well, quickly find it

translates to enduring profitable operations over many decades in the

future.

Contents

DAY ONE

Definition of Innovation

Why Innovation Matters

Disruptive Innovation Implementing New Ideas that Create Value

Implementing Innovation

Innovation Principles

o Challenge – the Pull

o Customer Focus – the Push




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Training ®

o Creativity – the Brain

o Contemplation – the Ladder to the Future Innovations

Innovation Competency Equation

DAY TWO

A Manager’s Innovation DNA

Make Your Innovation Come Alive!

Implementing Innovation

o A New Process

o A New Product/Service

o A New Business Model

o A New System

Divergent Thinking Tools

Convergent Thinking Tools

Personal Innovation Competencies

o What’s Your Thinking Style?

o Gap Analysis

Breakthrough Generator

o The Matrix

o Brainstorming Guidelines

Fee: Negotiable




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Training ®


MANAGEMENT STRATEGY RETREAT – THE 10 STEPS

Duration 2 days

On Demand only


Tools and guides for systematic discussions and exercises that

Management can use to develop veritable business success strategies.

It will advance strategies up to performance targets, revenue and

expenditure budgets as well as profit projections.

Step 1 - Environment of the Business – What is Changing?

The Approach – T. E. M. P. L. E. S.

Step 2 - Where Since the Past Few Years?

The Approach – INTERNAL STRATEGY AUDIT

STEP 3 - Vision & Mission – Where to Head the Business Next?

The Approach – INNOVATION & STRATEGIES

STEP 4 - Putting It All in Perspective

The Approach – S. W. O. T.

STEP 5 - The Gaps We Must Fill – Scorecard Issues

The Approach – SCORECARD ISSUES

STEP 6 - What Objectives and Projected Outcomes?

The Approach – PERFORMANCE OBJECTIVES SETTING




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Training ®

STEP 7 - Strategic Options

The Approach – STRATEGY DEVELOPMENT

STEP 8 - Critical Results and the organisation

The Approach – TARGETS SETTING

STEP 9 - Performance Standards

- Revenues

-

Expenditures

- Profitability.

STEP 10 – Action Plans

- Issues

- Action

- Timing

- Responsibility

Fee: Negotiable




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Training ®


PROGRAMME FOR MANAGERS AS CORPORATEENTREPRENEURS

Duration: 3 days

On Demand only


This is a training that takes corporate managers through an

orientation of “entrepreneurial personality ” which, rather than be

characterised by a propensity for risk taking, among other things, will

focus success on one thing – “opportunity focused.”

Participants will learn a number of entrepreneurial logics:

Dig deep into ideas underlying a product or service, prepare the

ideas, get started, and keep it going with commitment.

Acquire charm, drive, energy and the ability to spot opportunity.

Acquire sheer persistence or resilience – keep on and keep

learning along the way.

You’d get good luck and bad luck in equal measures. But you’ll

really be a success if you exploit each.

By the end of the programme, the participants will go away with deep

knowledge of:

The Disciplines for Business Success

How to Prepare a Business Plan




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Training ®

Legal Requirements for Business

Marketing Strategies and Selling Skills

Managing Financial Health of the Business

Programme Contents

DAY ONE

How to choose an entrepreneurial endeavour you’ll like:

The courage to take the leap.

Financial information: Raising Capital - How to find the money to get started

A sample Business Cash Flow Projection

A sample Profit & Loss Account.

Business Strategy:

The art of positioning the business

How to monitor trends to shape your business to success

A sample business model

A sample marketing plan

How to grow the business – making the business prosper.

DAY TWO

Selling and Marketing:

How to reach your potential customers

Promoting your business – advertisement, website, social media.

Finding the right people:

The art of recruiting

Productivity culture




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Training ®

Quality culture.

Keeping the company legal.

How to go about a Partnership business.

How to become a Merchant.

How to start a Production business – what it entails.

How to start a Service business – what it entails.

The right location for your business.

DAY THREE

Your product/Service Pricing Principles:

Pricing your highly differentiated product/service

Pricing your undifferentiated product/service

Pricing your “Must Have” product/service

Pricing your “Substitutable” product/service.

Your job description as a business owner

Managing your time as a business owner

Decision making

Decision implementation

Delegation

Managing meetings

Paper work.

Fee: Negotiable




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Training ®


STRATEGIES FOR EMPOWERING FEMALE

EXECUTIVES

Duration 3 days

March 24 - 26, 2014

November 26 - 28, 2014

Course Objectives This programme will empower female executives to have:

An understanding and management of the empowerment ofwomen executives at the workplace.

Appreciate Women Empowerment as an on-going change

process.

An understanding and ownership of the business case for

Women Empowerment.

Access to information and opportunity provided for dialogue on

the Empowerment Standards for women executives.

Ability to develop the right personal action plans.

Ability to become familiar with the personal leadership

behaviours important for fostering Women Empowerment.

DAY ONE

Female Executives Empowerment – The General Principles

Defining Empowerment.

The Glass Ceiling Against Female Executives in Government and

in Business.

Culture and Gender Issues.




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Training ®

Overt and Subtle Barriers to Women Advancement.

Roles Diversity and Inclusion Plays.

Costs and Benefits Analysis of Women Executives

Empowerment.

Case for Action on Women Empowerment.

DAY TWO

Female Executives Education and Capacity Development.

Female Gender Engagement:

o What women executives get from the system

o What women executives give to the system

o Women executives’ sense of belonging

o Potentials for growth and development.

Learning from Affirmative Action:

o Affirmative Action purpose

o Policies in women education

o Policies in women employment

o Policies in promoting business opportunities for women

o Quota policies for women in public establishments.

The UNDP Agenda:

o

The human rights elementso Gender equality elements

o The Millennium Development Goals elements.




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Training ®

DAY THREE

Implementing Women Executives Empowerment

The Career Strategies of Notable Successful Women.

Women Executives Empowerment Tools:o Capacity building – creating competency awareness

o Objectives, goals and targets setting

o Building women networks

o Knowing women rights and claiming them properly.

Career Skills for Women Executives:

o Understanding your strengths

o Accepting challenging roles

o Effective working relationships

o Dealing with challenges.

Networking:o Sense of connection among women executives

o Experience sharing.

Overcoming the Barriers.

Fee: N100,000.00, VAT inclusive




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Training ®


THE EFFECTIVE MANAGERS TRAINING

Duration 3 days

On Demand only


A three-day programme to deliver the following:

1. Practical ways for workplace communication in a variety of

media that managers should master if they plan to succeed. The

participants will learn that effective communication is vital to

the success of the organisation’s business.

2. Working as effective members of the organisation team to deliver

results through:

aligning everyone efficiently

focusing on common business goals

making joint decisions

wiping out “fortress mentality” by getting different

departments to work well together.

Justifying the Course

The competencies paraded by an organisation’s Managers should be

appropriate for the company, just like the planets are positioned for

the Universe. This training will make managers see their competencies

as the essential Planets that create the vibrancy of the company. They

must consistently add more value, in the limited time they have in




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Training ®

hand, just to remain in contention. They must have the discipline to

manage themselves for effectiveness.

Broad Competencies Addressed

For communication, they will develop the ability to persuade and

convince others in ways that obtain approval for views they

generate.

They will learn to present ideas, influence and convince others

towards mutual agreements.

For team competence, they will develop the ability to blend well inan environment of cultural diversity.

They will learn to focus on performance and attain set objectives for

the organisation.

Contents

DAY ONE

Chemistry of Working Together

o All the ways by which we differ and yet can work together,

develop and add value

o Waterline of visibility and effect on workplace performance

o Dealing with biases and stereotypes.

Why effective communication is important to the organisation’sbusiness success:

o decision making and problem solving

o stronger business relationships

o enhanced image for all employees and for the organisation.




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Training ®

Variety of communication

o Face-to-face

o On the phone

o In writing

o Using positive words.

Formal and informal communication

o Planned communication - meetings, conferences,

presentations

o Casual communication - face-to-face conversation, phonecalls, emails

o downward communication

o upward communication

o lateral communication.

DAY TWO

Human Needs in a Workplace

The need for respect

The need to be appreciated

The need to Fee:l important

The need to be understood

The need to be recognised

Interpersonal Skills for Success

o Relate more effectively with others – superiors and

subordinates

o Achieve set goals for self and others




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Training ®

o Create a conducive work environment

o Resolve conflicts among team members

Solving problems

Gathering information

Marshaling relevant resources

Weighing options

Assessing risks

Taking decisive action.

Creativity - thinking out of the box. Individuals problem-solving approaches.

Differences between best and worst problem solvers.

Innovative problem solvers mind journey.

Demonstrating decision making willpower.

Resolution of conflicts at work

Common causes of conflicts

Types of conflicts

Signs of conflicts

Interrelationship of Assertive and Cooperative Behaviours

What Compromise is

What Collaboration is.

DAY THREE

Achievements and Triumph

Putting Value on Time

o Estimating and Knowing the Value of Time

o Most valuable use of time




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Training ®

o Delegating, supervising and monitoring

Managing the boss

Assertiveness Skills

Dealing with Time Wasters

Setting and Sticking to Priority.

Managing Anxiety and Stress

Time and pressure

Pressure and stress

Coping well under pressure.

Office and work space organisation.Fee: Negotiable




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Training ®

COMPUTER SKILLS

FOUNDATION EXCEL FOR FINANCIAL & BUSINESS

ANALYSISDuration 3 days

June 4 – 6, 2014

October 29 – 31, 2014



This course presents the first level of understanding of the working of

MS Excel for its use to deliver basic financial and accounting

assignments. It is for Analysts in accounts and finance functions who

must possess a simple competence to use excel to generate

management reports.

Contents

DAY ONEA First Look at Excel

Starting the Excel programme

What is the Active Cell?

The Excel cell referencing system

Entering numbers and text

Default text and number alignment

Adding a column of numbers

Worksheets and Workbooks

Saving a workbook




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Training ®

Closing a workbook

Creating a new workbook

Opening a workbook

Switching between workbooks

Saving a workbook using another name

Saving a workbook using a different file type

Help

Getting help

Searching for Help The Help ‘Table of Contents’

Printing a Help topic

Alt key help

Using Excel

Selection Techniques

Why are selection techniques important?

Selecting a cell

Selecting a range of connecting cells

Selecting a range of non-connecting cells

Selecting the entire worksheet

Selecting a row

Selecting a range of connecting rows

Selecting a range of non-connected rows

Selecting a column

Selecting a range of connecting columns

Selecting a range of non-connecting columns




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Training ®

Manipulating Rows and Columns

Inserting rows into a worksheet

Inserting columns into a worksheet

Deleting rows within a worksheet

Deleting columns within a worksheet

Modifying column widths

Modifying column widths using ‘drag and drop’

Automatically resizing the column width to fit contents

Modifying row heights

Copying, Moving and Deleting

Copying the cell or range contents

Deleting cell contents

Moving the contents of a cell or range

Editing cell content

Undo and Redo

AutoFill

Sorting a cell range

Searching and replacing data

Worksheets

Manipulating Worksheets

Switching between worksheets

Renaming a worksheet

Inserting a new worksheet

Deleting a worksheet

Copying a worksheet within a workbook




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Training ®

Moving a worksheet within a workbook

Copying or moving worksheets between workbooks

Formatting

FONT FORMATTING

Font type

Font size

Bold, italic, underline formatting

Cell border formatting

Formatting the background colour

Formatting the font colour

ALIGNMENT FORMATTING

Aligning contents in a cell range

Centring a title over a cell range

Cell orientation

Text wrapping

Format painter

NUMBER FORMATTING

Number formatting

Decimal point display

Comma formatting

Currency symbol

Date styles

Percentages

Freezing Row and Column Titles

• Freezing row and column titles




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Training ®

DAY TWO

Formulas and Functions

Creating formulas Easy way to create formulas

Copying formulas

Operators

Formula error messages

Cell Referencing

Relative cell referencing within formulas

Absolute cell referencing within formulas

Three Dimensional referencing formulas

Functions

What is a function?

Common functions

Sum function

Average function

Max function

Min function

Count function

What are ‘IF functions’?

Using the IF function




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Training ®

Charts

USING CHARTS

Inserting a column chart

Inserting a line chart

Inserting a bar chart

Inserting a pie chart

Resizing a chart

Deleting a chart

Chart title or labels

Chart background colour

Changing a column, bar, line or pie slice colours

Changing the chart type

Modifying Charts using the Layout tab

Copying and moving charts within a worksheet

Copying and moving charts between worksheets

Copying and moving charts between workbooks

DAY THREE

Customising Excel

Modifying basic options Minimising the Ribbon

AutoCorrect options

Printing

Worksheet Setup




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Training ®

Worksheet margins

Worksheet orientation

Worksheet page size

Headers and Footers

Header and footer fields

Scaling your worksheet to fit a page(s)

Preparing to Print a Worksheet

Visually check your calculations

Gridline display when printing

Printing titles on every page when printing

Printing the Excel row and column headings

Spell checking

Previewing a worksheet

Comparing Workbooks side by side

Zooming the view

Printing options





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Training ®

COMPUTER SKILLS

INTERMEDIATE EXCEL FOR FINANCIAL& BUSINESS ANALYSIS

Duration 3 days

June 25 – 27, 2014,

December 3 – 5, 2014



This intermediate course is to make participants understand some

critical functions and their usages in MS Excel. It starts with Data

Manipulations, and goes on to Formatting and Displaying Techniques,

Creating organizations, Linking of Data and Worksheets, all through

to Querying of your Databases.

Contents

DAY ONE

Manipulating Data & Named Ranges

Paste Special

Transposing data

Importing text and delimiting by space, comma or tab

What does naming a cell range mean?

Rules for naming cells and ranges

Naming cell range(s) in a worksheet

Named ranges within formulas




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Training ®

Navigating through workbooks using named ranges

Creating named ranges automatically based on cell values

Deleting named cells/ranges

Creating organisations

Removing organisations

Templates

Using templates

Creating templates

Opening and editing templates

Formatting & Display Techniques

Formatting tables

Formatting tables using table styles

Formatting cell ranges using conditional formatting

Creating custom number formats

Freezing the top row Freezing the first column

Freezing the top row and the first column at the same time

Hiding and un-hiding rows

Hiding and un-hiding columns

Hiding and un-hiding worksheets

DAY TWO

Sorting & Querying Data

Sorting internal Excel databases

Custom sort options




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Training ®

Using AutoFilter to query data

Multiple queries

Removing filters

Top 10 AutoFilter

Filtering unique records

Advanced Filter

Linking & Consolidating Data

Linking individual cells within a worksheet

Linking charts to data within a worksheet

Linking a cell range on one worksheet to another worksheet

(within the same workbook)

Linking data on one worksheet to a chart in another worksheet

(within the same workbook)

Linking data from one workbook to another

Linking a chart from one workbook to another

Copying data from Excel into a Word document

Linking data from Excel into a Word document

Copying a chart from Excel into a Word document

Linking a chart from Excel into a Word document

Consolidating data over several worksheets or worksheet pages

DAY THREE

Charts Formatting Techniques

Changing the angle of pie chart slices

Formatting the chart axis fonts

Formatting the chart axis scales




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Training ®

Formatting the chart axis text orientation

Creating and positioning a chart title

Re-positioning a chart legend

Re-positioning chart data labels

Exploding the segments within a pie chart

Deleting a data series within a chart

Adding a data series to a chart

Modifying the chart type for a defined data series

Widening the gap between columns / bars within a 2-D chart

Inserting an image into a 2D chart (as a background) Inserting an image into a 2D chart (to format a column or bar of

data)

Protection & Security

Specifying a password for opening a workbook

Using the “read-only recommended” option

Removing a password from an Excel workbook

Protecting a worksheet or worksheet elements

Removing workbook protection

Allowing selective editing of a protected worksheet





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Training ®

COMPUTER SKILLS

FUNDAMENTALS OF MS EXCEL APPLICATION

Duration 3 days

On Demand only

Course Objectives

Have a manager’s regular knowledge of MS Excel.

Use MS Excel to increase productivity.

Get the best practices for data management.

Understand strategies for effective collaboration through

document sharing.

Use MS excel to master problem solving competencies.

Contents

DAY ONE

Getting Started

Create a Workbook

Enter Data in a Worksheet

Single cell

Range of cell

Column Width and Row Height

Merge Cells

Split Cells

Format Spreadsheets

Wrap Texts




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Training ®

Cell and Text Colouring

Chart Data

DAY TWO

Create a Formula

Create a Pivot Table Report

Add Fields to the Pivot Table Report

Use a Function Formula

DAY THREE

Column Charts

Clustered column

3D column

Line Charts

Line with markers

Pie Charts

Bar ChartsFee: Negotiable




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75

Training ®

COMPUTER SKILLS

FUNDAMENTAL POWERPOINT SKILLS

FOR POWERFUL PRESENTATIONS

Duration 2 days

On Demand only


By virtue of position and job, any manager or executive could be

called upon at anytime to make a presentation on any issue affecting

work. Every speaking opportunity is an opportunity to move others,

internal or external to the organisation, to action. This PowerPoint

training is a combination of concepts and practice of techniques

adopted by successful organisations around the world. It includes

realistic exercise and role-play scenarios that will help raise business

presentation skills and to project a professional image.

Contents

DAY ONE

Getting Started

Microsoft Office Toolbar

The Ribbon

Quick Access Toolbar

Mini Toolbar

Navigation

Slide Views




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Training ®

Customise

Popular

Proofing

Save

Advanced

Customise

Creating Presentation

New Presentation

Save a Presentation

Add Slides

Themes

Working with Content

Enter Text Select Text

Copy and Paste

Cut and Paste

Undo/Redo

Spell Check

Formatting Text

Change Font Typeface and Size

Font Styles and Effects

Change Text Color

WordArt




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Training ®

Change Paragraph Alignment

Indent Paragraphs

Text Direction

Adding Content

Resize a Textbox

Bulleted and Numbered Lists

Nested Lists

Formatting Lists

Adding Video

Adding Audio

DAY TWO

Graphics

Adding a Picture

Adding ClipArt

Editing Picture and ClipArt

Adding Shapes

Adding SmartArt

Adding a Photo Album

Tables

Create a Table

Enter Data in a Table

Format a Table

Insert a Table from Word or Excel




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Training ®

Charts

Create a Chart

Edit Chart Data

Modify a Chart

Chart Tools

Paste a Chart from Excel

Slide Effects

Slide Transitions

Slide Animation

Animation Preview

Slide Show Options

Printing

Create Speaker Notes

Print a Presentation

Package a Presentation

Tips

Design Tips

Presentation Tips

Spell Check

Fee: Negotiable




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Training ®

COMPUTER SKILLS

MS WORD PROFESSIONAL APPLICATION

Duration 2 days

On Demand only


Skills on the latest version of MS Word application will no doubt boost

productivity, when the staff can accomplish more on writing letters,

reports and producing other documents.

Learning Objectives

Learn how to design professional documents in diverse format,

using the latest version of MS Word application.

Create and manage reports, letters and other documents with

tables, shapes, hyperlink, equations, etc.

Get conversant with watermark, orientation, mail merging,

insert comment and protect documents.

Increase work effectiveness through a better understanding and

application of the skills to acquire at this workshop.

ContentsDAY ONE

Getting Familiar with Microsoft Word for Windows

The Microsoft Office Button

The Quick Access Toolbar




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Training ®

The Title Bar

The Ribbon

The Ruler

The Text Area

The Vertical and Horizontal Scroll Bars

The Status Bar

Understanding Document Views

Click

Understanding Non-printing Characters

Create Sample Data and Select Text Place the Cursor

Execute Commands with Keyboard Shortcuts

Start a New Paragraph

Exit Word

Microsoft Word Basic Features

Type, Backspace, and Delete

Insert and Overtype

Bold, Italicize, and Underline

Save a File and Close Word

More Basic Features

Open a File

Cut and Paste

Copy and Paste

Use the Clipboard

Create AutoText




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Training ®

Use Spell Check

Find and Replace

Change the Font Size

Change the Font

Save Your File

Formatting Paragraphs and Working with Styles

Open a Blank Document

Add Sample Text

Add Space Before or After Paragraphs

Change Line Spacing

Create a First-Line Indent

Indent Paragraphs

Align Paragraphs

Create a Hanging Indent

Choose a Style Set

Apply a Style

Change Style Sets

DAY TWO

Adding Bullets and Numbers, Undoing and Redoing, Setting Page

Layouts and Printing Documents

Add Bullets and Numbers

Undo and Redo

Set the Orientation

Set the Page Size

Set the Margins




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Training ®

Add Page Numbers

Insert Page Breaks

Preview and Print Documents

Tables

Illustrations: Picture, Clip Art, Shapes and Charts

Header and Footer: Header, Footer and Page Number

Text: Drop Cap, WordArt, Date and Time

Symbols: Equation and Symbol

Pages: Cover Page, blank page

View

Split

New Window

Arrange All

Switch Window

Zoom, etc

PDF

Creating of a PDF file

Mailings

Create: Envelopes, Labels

Start Mail Merge: Start Mail Merge and Select Recipients

Fee: Negotiable




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Training ®

CUSTOMER SERVICE

ANALYTICAL & CREATIVE THINKING FORCUSTOMER SERVICE DYNAMICS

Duration 3 days

On Demand only

Contents

DAY ONE

What is Customer Dynamics?

The Organisation’s Service Concept

The Corporate Brand – Living the Value

The Place of Quality

The Psychology of Waiting for Service

Creative Tools for Solving Service Problem.

DAY TWO

What Makes Creative Service People Different:o Iceberg of individual differences

o How personal creativity gets enhanced

o Drivers of creative service delivery dynamics

The Seven Philosophies of Service Delivery Success

The Potency of Emotional Intelligence.

DAY THREE

Common Habits of Highly Creative People

Balancing Divergent and Convergent Thinking Skills

Joy of Discovery – the Joy of Every Explorer

Beyond Problem Analysis – Designing Solutions




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Training ®

Customer Relations Scorecard Issues

Creative Service Policy Plan

Touching the Customer

Creative Service Development Qualifying Examination.

Fee: Negotiable




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Training ®

CUSTOMER SERVICE

COMPETENCIES IN SERVICE STRATEGY

Duration 4 days

April 8 - 11, 2014September 2 - 5, 2014December 2 - 5, 2014



A customer service thought process that enables everyone

participating in it to contribute to development of strategies regarding:

Understanding Customer Equity:

o Customer value proposition

o Customer bonding

o Customer mind-share

What is changing in the business.

Where opportunities and options exist for the competence

enhancement.

Agreement on service targets and specific actions.

Contents

DAY ONE

The Customer Perspective in the Balanced Scorecard

The preliminary questions:

o Who are the customers?




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Training ®

o Who’s bothered about service penalties?

Personal Attitudes and Customer Service Experience

Understanding the Eight Customer Types

Giving Random Experience

Giving Predictable Experience.

DAY TWO

Agreement on critical behaviours and customer service issues.

Clarification of how sure employees are of what is expected of

them. Clarification of the benefits accruing to all when the service

behaviours is right.

Clarification of the consequences to all of discrepancies in

service behaviour.

Verification of what obstacles there can be to quality service

performance.

Finding out if by structure undesired service behaviours turn

out to be rewarding directly or inadvertently.

Checking for skill deficiencies in service delivery.

Checking to see if particular service processes need to or can be

redesigned.

Checking on possible conflicting demands.

Looking out to see that some company policies don’t turn out

actually to be restrictive in service delivery.




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Training ®

DAY THREE

Long term relationship management

Communication skills for customer service:

o Positive listening habits

o Eye-contact

o Body-positioning

o Life-in-your-voice

o Telephone manners

o Equal-treatment

o Thanking

o Customer name recall

o Customer-Feedback.

DAY FOUR

Service recovery skills

How service complaints arise

Auditing service quality

“incident review” as a learning experience

Customer follow-up.





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Training ®

CUSTOMER SERVICE

CUSTOMER CARE ESSENTIALS Duration 3 days

February 19 - 21, 2014

June 4 - 6, 2014



The programme focuses on the organisation’s employees attaining:

excellent responsiveness in serving customers

good service ethics

creativity that can lead to new service advancements

effective management of tough customers

strong branding for the company.


Ability to focus on service standards and improving on them.

Ability to identify non-existing but desired standards in order to

improve service processes.

Ability to proactively manage customer complaints.

Ability to solve problems.

Ability to focus on specific service standards and improve on

those standards.

Ability to identify creative service approaches that customers

may desire.




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Training ®

Ability to proactively manage customer complaints or problems

that may arise.

Ability to solve inevitable problems and recover service if service

problems arise.

Contents

DAY ONE

What is the business about?

o Mission

o Vision

o Values

o Goals- one year, two years and five years.

Customer Care – old order, new order

The “ Moments of Truth” – an analysis of the interface between

company employees and the customer:

o

Things which matter mosto Things which matter least.

Internal network of responsibilities to deliver service:

o right people

o right attitude.

DAY TWO

Preparing for customer interaction:

o Common Customer Queries

o Receiving and greeting Customers

o Using the right words

o Body language




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Training ®

Steps to checking understanding - customers need to know they

are understood:

o Two way communication in service delivery

Listening

Checking Understanding

Responding

Identifying internal customers:

o The Drivers

o How each job affects other peoples job

o

What or “who” is a team?o Working as a service delivery team.

Technical solutions - not always the whole answer to customer’s

needs or desires:

o Culture

o Integrated solutions.

DAY THREE

Personal attitude to customer service:

o Emotional energy

o Rate of Psychological relationship

o Everyone as Favourites

o Power of Understatement

Service recovery techniques:

o Service delivery lapses

o People centredness

o Rationality

o Fairness

o Responsiveness




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Training ®

Continuous improvement:

o Skills improvement

o Changing attitudes

o Red tape issues

o Waiting in line issues

o Forms and documents issues

o Information issues

o Create a “one-stop” centre.

Simple profit model:

o

satisfied employeeso satisfied customers

o increasing profit.





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Training ®

CUSTOMER SERVICE

FRONT OFFICE & CUSTOMER RELATIONS SKILLS

Duration 3 days

February 12 - 14, 2014 June 18 - 20, 2014September 10 - 12, 2014



This course exposes the participants to:

• How to develop a personal attitude for excellent service.

• Making the front office and reception areas a desirable marketing

office.

• Contributing to the building of customer service into a culture.

• Acquiring the skills for great human relations management.

• Appreciating the key role of Attitudes.

• Handling telephone communication effectively.

• Handling customer complaints professionally.

Contents

DAY ONE

Reception Procedures and Processes:

o

Procedures for an Expected Visitoro Callers Without Appointments

o Time of Day Preference

o Appointment Time Confirmation

o Check-out Process at the Front Desk

o Rules of Customer Relations.




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Training ®

o Manners, Culture and Personal Attitudes.

o Body Language: A Vital Skill for Front Officers.

o Etiquette

o Proper conduct in the work and social environment.

o Understanding basic courtesies.

DAY TWO

Building Self Confidence:

o Assertiveness Skills

Basic Courtesies and Proper Social Conducts

Conversations: the Tactful Tips

Telephone Handling and Telephone Manners

Listening and Questioning Skills

Memory Retention and Attentiveness

The Psychology of Queuing

Make Waiting Enjoyable!

o Making Waiting Easier

Handling Difficult Visitors Successfully.

DAY THREE

Corporate Dressing and Grooming

o General Business Outlook

o Dress Code

o Accessories

Keeping Notes on People – “Contact Management”

Career Enhancement for Front Office Personnel

o Categories of career people

o Basic requisites for career growth.





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Training ®

CUSTOMER SERVICE

HOW TO CREATE POSITIVE CUSTOMER

EXPERIENCE

SERVICE AS AN ART AND A SCIENCE

Duration 2 days

On Demand only


This training is to make employees psychologically ready, supported

with the skills-set to deliver impeccable customer service. After the

programme, employees will be able to attend to more service demands

and, in the process, strengthen the organisation’s brand equity in a

way that creates more customers.

The training will also focus on how each employee relates with other

employees in the organisation regarding their key result areas,

especially the critical ones like:

Team spirit

Knowledge of Internal-Customer concept

Responsiveness and Time management

Personal initiatives

Interpersonal communications.

Contents

DAY ONE

The Basics of Customer Psychology

Understanding Customer Relationship management

Understanding the true nature of Personal Standard




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Training ®

Getting to know the four basic behavioural styles

Working with others’ behavioural styles.

DAY TWO

Defining Customer Experience

Difference between Customer Service and Quality Service

Definition of Customer and Exceptional Service

Living and Sustaining the Spirit of Enterprise.

Emotional Intelligence in Service

Add emotional value to Service

Establish the Emotional Connectivity Equation

Personal Technique for maximum emotional connectivity

Recover Dissatisfied Customers

Understand that service glitches can be an opportunity to build

loyalty

Learn how to create an open communication with customers

Understand that your reactions will project your Fee:lings to the

customers

Know How Best to Act Upon Complaints

Achieve Customer ‘Fee:ls Good’ Goals

Fee: Negotiable




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Training ®

FINANCIAL MANAGEMENT

BUDGETING & BUDGETARY CONTROL

Duration 3 days

February 26 - 28, 2014

August 27 - 29, 2014



The programme is designed to equip Managers and Heads of

departments entrusted with departmental or organisational budgets

with knowledge and skills necessary to enable them effectively manage

and monitor the budgets implementation on a day to day basis. This

course also equips managers with skills to put in place corrective

budgetary actions. Managers who go through this course are better

positioned to deliver on their budgets - they own their budgets,

explain variances when they occur and take corrective remedial

actions in good time.

Contents

DAY ONE

What is a budget?

Why Budget?

The main characteristics of budgeting




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Training ®

Types of budget

Outline of the budgetary process

Budget preparation with a typical practical illustration of abudget

Implementing the budget – key success factors

Benchmarking for performance management

Advantages of budgets to a business organisations

DAY TWO

What is budgetary control?

Its significance

What are the steps for installing an effective system of budgetarycontrol

Management action and cost control

Organisation for budgeting

Importance of budgetary control in project management

Applicability of budget and budgetary control:

o Measuring performance

o Analysing budget variances

o Actions to take after analysis

DAY THREE

Alternative budgeting methods

Budget organisation and administration

Within the context of budgetary control: explain specific roles ofplanning, motivation and evaluation




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Training ®

How those roles may conflict with each other

Ways by which the management may resolve the conflict

Stages in the budgetary process

Relevance of strategic planning and forecasting





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Training ®


BUILDING FINANCIAL MODELS

Duration 3 days

May 21 - 23, 2014

September 3 - 5, 2014



Financial modeling demands a logical consistent approach and this

workshop builds a financial analysis and a valuation model through a

series of practical stages. Upon completion, delegates will have a

comprehensive understanding of advanced modeling, as well as how

each technique can practically be applied through:

• Building a financial model from a blank sheet

• Designing models which minimise errors

• Writing models which can be maintained and augmented in thefuture

• Developing models with advanced techniques such as risk,sensitivity, optimisation and forecasting.

Contents

DAY ONE

Financial Analysis and Valuation:




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Training ®

• Overview of the course

• Case study outline

• Different approaches to valuation

• Financial analysis and valuation framework model

• Useful Excel methods, features and techniques

• Common pitfalls and mistakes in Excel

Exercise: Alternative Model Review

Model Structure and Planning:

Model design and structure – key stop

Planning the equity valuation model

Required sheets, calculations and DAYs

Five essential auditing techniques

Case: Completing and Checking the Financial Analysis/Valuation

Template

Adding Cash Flows and Ratios:

• Structured model with a menu and accounting statements

• Calculating key financial ratios

Case: Adding Cash Flow and Ratios to Template

Non-cash Flow Valuation:

Non-cash flow methods

Accounting methods

Dividend discount models

Market-based methods – EPS and multiples

Peer groups

Case: Calculating Accounting and Market Value on Template




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Training ®

DAY TWO

Forecasting and Equity Valuation

Forecasting Methods:

• Review of forecasting methods

•Macro forecasting

• Linear methods

• Review of historical performance

• Relationship between company and financial strategy

• Identifying and forecasting key drivers

• Linkages and modeling problems

Case: Reviewing Performance and Adding a Forecast.

The Case Template and Deriving Forecast Financial Statements.

Free Cash Flows:

Derivation of free cash flow

Checking model results and redefining forecast

Reasonableness of forecast and results.

Case: Adding Free Cash Flow to the Model.

Cost of Capital:

Alternative theories – bonds and arbitrage pricing theory

Capital Asset Pricing Model constituents

Discussion and agreement on WACC inputs

Asset and equity betas and risk




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Training ®

Mathematical derivation

Exercise: Deriving Beta from Data and Adding WACC to Case

Initial Equity Valuation:

• Methods of adding terminal value

• Producing an equity valuation

• Comparison to existing share price

Exercise: Adding Equity Valuation to the Template

DAY THREE

Risk, Targeting and Other Layers

Alternative Cash Flow Valuation:

Time varying WACC

Adjustments to value

Adjusted Present Value (APV) method

Existence and addition of financial and operational synergies

Reconciliation to economic profit

Exercise: Adding APV to the Template

Risk and Sensitivity

Understanding of risk and multiple answers:

• Sensitivity and tables

• Creating sensitivity graphs

• Scenario planning based on economic climate

• Alternative scenario methods




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Training ®

Case: Testing the Models with Different Sensitivity and Risk Matrices

Optimum Structure and Targeting:

• Achieving a target valuation

• Goal seeking method

• Testing valuation with leverage and structure

Case: Targeting the Case to Improve Valuation Sensitivity

Management Reporting and Model Review:

Management reporting and summary

Suggestion for other improvements to the valuation model

Final audit

Help and user assistance

Securing and protection

Documentation and maintenance.

Fee: N100, 000 VAT inclusive




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Training ®


BUSINESS & PERSONAL FINANCIAL STRATEGY

(FINANCE FOR NON-FINANCE MANAGERS)

Duration 5 days

February 3 - 7, 2014

June 9 - 13, 2014November 3 - 7, 2014



Exposure of managers to important financial concepts in day-to-day

business transactions. It will help them take better decisions on the

basis of financial implications on the business. It will also make

managers know how to strengthen the internal control mechanisms

for the organisation.


Awareness, understanding and interpretation of the company’s

Accounting and Financial statements.

Effectiveness on the use of finance and accounting information.

Ability to process and screen financial transactions.

Comfortable decisions based on Accounting and Financial

information.

Ability to manage company performance strategically.




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Training ®

Contents

DAY ONE

What Accounting Is.

An Understanding of the Income Statement

Revenue

Cost

Gross surplus

Expenses

Overheads.

An Understanding of the Balance Sheet

The funding side

The investment side

The use to put a balance sheet.

DAY TWO

Common Size Ratio (CSR)

Compare the performance during one period to another. (Use the

income statement for two or more years)

Compare the percentages for each item to the overall

relationships for each year

Note the deviations from the budget

Note all fluctuations in relationships

Ascertain reasons for deviations and fluctuations in

relationships




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Prepare action plan to improve the situation.

Cash Flow and Its Projection

Generating enough cash to meet obligations

Cash outflows to match cash inflows

When cash flow deficiencies are found

When excess cash is revealed.

DAY THREE

Accounting Ratios Liquidity Ratios

Current ratios

Acid ratio

Current assets and liabilities

Improving liquidity ratios.

Petty Cash Management

Tracking small cash expenses

The float or imprest

Petty Cash Book and its entries

Minimising fraud.

DAY FOUR

The Organisation Reconciliation

How the organisation statements often vary from cash book

balances

Unpresented cheques

Uncredited cheques




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Errors and omissions.

Interpretations for Management Effectiveness:

Judiciously spend and account for entrusted funds

Generate reports on simple financial dealings

Follow guidelines and due process in handling business funds

Understand basic Books of Accounts to enhance accountability

Identify and check fraud through internal control procedures

Read the progress of the company to develop the right strategies.

Taxation- Principles of taxation

- What tax means

- Types of taxes

- Incidence of tax

-

Tax Avoidance and Evasion- Who benefits from tax

- Tax Planning.

DAY FIVE

Personal Financial Planning

A Parable of Wealth Building

Financial self-appraisal

Financial opportunities

Facts and fictions about money

Managing your networth.





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Training ®


FINANCIAL MODELING AND FORECASTINGTECHNIQUES USING ADVANCED EXCEL TOOLS

Duration 4 days

April 22 – 25, 2014

July 21 – 24, 2014



Modeling techniques that this course teaches are used in investment

appraisal, capital planning, budgeting, valuation, financial analysis,

and forecasting to make accurate financial and business decisions at

the right time.

The course will deliver competencies in the use of Financial Tools

designed for Account/Finance, Risk Management and Financial

Control. It is for delegates who already can create moderately complex

spreadsheets and want to add greater sophistication, automation and

build models. The course will examine very briefly some foundational

and intermediate topics and then progress to advanced functionality

such as: Pivot Tables, Vertical

Lookup (Vlookup), Goal-seeking and Solver, Cost of Capital, Ratio

Analysis, Financial Forecasting, Profit Volume & Break-even Analysis,

“What if”, Investment Return Appraisal, Financial Model Design and

Constructions, Project Evaluation and Sensitivity Analysis.




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Learning Objectives

After completing this course, participants should be able to perform

the following using excel models:

Advanced financial performance presentation and analyses

Loan management and loans schedules determination

Product sales, marketers and distributors performance analyses Profit maximisation

Product costing and pricing decisions

Investment appraisals and capital rationing solutions

Cost of capital determination

Cash flow planning

Business forecasting

Pre-requisite

Participants should already be using Excel on a regular basis.

Contents

DAY ONE

Data Modeling:

Meaning & Purpose of Financial Modeling

Advance Referencing

Date manipulation

if and nested if’s functions

Pivot table & Chat




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Training ®

INDEX & MATCH functions

Filter and Advanced Filters

Subthe organisation, Transpose

Sum, Sum IF, Sum IF’s analysis

Formula Auditing Tools

Revealing Formulae

Tracing Precedents/Dependents

Goto Special

Linking sheets in the same file

Linking different Excel files

Using Edit, Links

Viewing different files at once

Saving a workspace

Viewing different sheets at once

Window Split

Data consolidation

Conditional Functions and Date Calculation

Use If Statements, Nested If

Use And, Or, Not

Nesting If, And, Or, Not

Use the Sumif, Countif, Averageif

Apply Conditional Formatting

Date Calculations

Calculate working days

Use the DAY(),MONTH(),YEAR() functions




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Training ®

Create and use Time calculations

Worksheet Management and linking

Link sheets in the same workbook

Link cells in different Excel files

Manage and edit Links

View different files at same time

Saving a workspace

View different sheets at same time

Data consolidation (within same file)

Data consolidation (across workbooks)

Data Management List

Create an Excel data list

Use the Excel List Tools

Use Autofilter

Sort the Data

Use the Advanced Filter

Add Subthe organisations to a list

Apply Data Validation to keep data clean

Group and Outline your data

Use the Data Form

DAY TWO

Advanced Excel Charts/Graphs

Create a Chart with keyboard




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Training ®

Use the Chart Wizard

Edit and Format a chart

Change the Chart source Data

Apply Trendlines

Change Charts from objects to sheets

Add labels and axes to chart

Show specific Data Points

Save custom chart types

Change the default chart type

Using the Chart Wizard Editing and Formatting charts

Saving custom chart types

Setting a default chart type

Lookup Functions and Application

Build the Vertical Lookup (Vlookup) function

Build the Horizontal Lookup (Hlookup) function

Build the Match and Index functions

Build and use Database Functions

Create A PivotTable

Change the PivotTable layout

Manipulate PivotTable fields

Format the PivotTable and apply Styles

Use Banding (Formatting)

Group & Ungroup items

Filter data in the PivotTable

Insert calculated fields




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Pivot Table Creation and Manipulation

Create A PivotTable

Change the PivotTable layout Manipulate PivotTable fields

Format the PivotTable and apply Styles

Use Banding (Formatting)

Group & Ungroup items

Filter data in the PivotTable

Insert calculated fields

Change calculation options

Change PivotTable Options

Display and hide data in fields

Lay out reports on worksheet

Create a PivotChart from report

Manipulate PivotChart fields

Articulating Profit Volume & Break-even Analysis

Creating break-even model

Knowing when a business break-even

Application in price strategy

What If Analysis (Sensitivity Testing)

Create and manipulate Scenarios

Create and change Custom Views

Build scenario Reports

Use the Goal Seek tool

Use Solver & Advanced Solver Features

Build Data Tables




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Training ®

Apply Data validation rules

Read only and Pass wording of files

DAY THREE


Financial Model Design and Construction from scratch using

Deterministic Approach (Du Pont format)

Statement of Comprehensive Income (SCI)

Revenue Modeling

Building Statement of Financial position (SFP)

Cash flows modeling

Ratio Analysis and Ratio Interpretation from the Model

Liquidity Ratios

Activity Ratios

Gearing Ratios

Insolvency Ratios Profitability Ratios

DAY FOUR

Capital Budgeting Techniques (Linear Programming)

Multi-Product Mix Problem - Product Optimisation(Solver)

Capital Budgeting Problem - Multi-Period Capital Rationing Investment Planning Problem

Replacement Decision Problem

Cost of Capital

Debt Financed Business




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Training ®

Equity Financed Business

Weighted Average Cost of Capital

Project Evaluation Techniques

Present Value (PV)

Future Value (FV)

Payback period (PBP)

Net Present Value (NPV)

Internal Rate of return (IRR)

XNPV

XIRR

MIRR

Business and Financial Forecasting Techniques

Forecast function

Trend function

Growth function

Coefficient of determinant (R2) interpretation

Business Break Even Analysis (Cost Volume Analysis Curve)

Introduction to Macro and VBscripting

Review the purpose of Macros Record a macro

Save a macro

Edit a Macro





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FINANCE & ACCOUNTING COMPETENCY TRAINING

Duration 5 days

On Demand only


This programme takes the employees responsible for running the

Accounts and Finance functions of the organisation through their core

duties. They will be taken through the step-by-step process of

performing each task. The core duties are:

Implementing all processes in accounting for financial

transactions and enforcing the controls necessary for the

running of the organisation’s businesses.

Liaising with external auditor and others involved in matters of

statutory regulations, including pension fund managers, the

organisations, etc.

Preparing financial and other relevant reports at such intervals

that help Management decisions for the business of the

organisation to run smoothly. These include:

o Weekly performance report

o Daily the organisation balances and advice on managingcredit balances

o Monthly the organisation reconciliation

o Monthly variance analysis for each business or business




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Training ®

units

o Management of the cash flow position

o Monthly trial balance, income statement and balance sheet

o Budgeting and budgetary control.

Contents

DAY ONE

INTERPRETATION OF FINANCIAL STATEMENTS

The three financial fundamentals

The Balance Sheet – Interpreting Assets & Liabilities

The Income & Expenditure Statement

Diagnosing the Cash Flow Position

How do you know if the organisation is performing well?

BUDGETING AND BUDGETARY CONTROL Budgets and budgeting cycle

Steps in developing an operating budget

Preparation of budgets

Sensitivity analysis in budgeting

Budgeting and responsibility accounting.




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Training ®

DAY TWO

CONTROL SYSTEMS

The Internal Control System - Preventive, Detective and Directive

Distinction between Internal Check and Internal Auditing

How to Use Internal Control to Promote Operational Efficiency

Internal Control and Risk Management – the Inherent

Limitations

Elements of Internal Controlo Internal Control on receipt of cash/cheques

o On cash and cheque payments

o On the organisation reconciliation;

o On stock/inventories, sales, etc.

Operational auditing

o Approval of controls

o Evaluation of performance

o Purchasing

o Production

o Administration

o Personnel

o Fixed Assets.




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DAY THREE

INTERNAL AUDITING

Reviewing and Appraising Operating Controls

Compliance with policies, plans and procedures

Safeguard of assets

Detection and prevention of frauds

Economical and efficient use of resources

Accomplishment of established objectives and goals for operation

Internal auditing and the maintenance of a sound system of

internal control

Responsibility for the system of internal control – auditor or

management

Internal Audit Charter

Understanding the nature and context of internal control

Management involvement - Reviewing the effectiveness of internal

control

Responsibility for reviewing the effectiveness of internal control

system

The process of reviewing effectiveness

Business objectives

Risk identification and assessment

Monitoring of controls.




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Training ®

DAY FOUR

CASHFLOW MANAGEMENT

What cash flow statement is

What the purpose of cash flow statement is

Preparation of cashflow statement

How to make operational, investing and financing decision when

preparing cashflow

key performance indicators for cashflow Action to take when there is surplus or deficit fund

Source of Finance.

TAX MANAGEMENT

Types of taxes

What taxes are payable to Federal, State and Local Government

Corporate Tax planning

How to compute company income tax and capital allowance

Filling of Self Assessment return and VAT return

Withholding Tax and its application

Capital Gains Tax

Application for company and Personal Tax clearance certificate

How to prepare Personal income tax

Payment of Pay As You Earn deductions

Rendering of annual return to State Internal Revenue Board.




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DAY FIVEFINANCIAL REPORTING & MANAGEMENT

Types of Financial Report and How to Prepare Them

Revenue analysis report

Cost analysis report

Expenses report

Account receivable report

Chairman’s report

Auditor’s report

Balance sheet

Profit & loss statement

Cash flow statement

Financial performance report

Benefits of Financial Report.

Fee: Negotiable





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Training ®

MANAGEMENT OF NON-CURRENT ASSETS

FIXED ASSETS MANAGEMENT

Duration 3 days

May 7 - 9, 2014August 6 - 8, 2014November 19 - 21, 2014


Course Objectives - To expose the participants to the Techniques of Assets

Maintenance Management.

- To enable the participants know what constitutes Fixed Assets –

identification and valuation.

- To train the participants in the keeping of the Assets Register

through the Pastel Fixed Asset Software in order to generate

information for management for Effective Fixed Assets

Maintenance.

Contents

DAY ONE

Defining an Asset

What is Fixed AssetComposition of Fixed Assets

Fixed Assets Costing

Financing Fixed Assets/Procurement

Assets Valuation Methods.




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Training ®

DAY TWO

Assets Maintenance Management

- Computerised Maintenance System

- Fixed Assets Maintenance Software

Fixed Assets Insurance Policies

- Clarification of Classes of Insurance

- Making Claims.

DAY THREERevaluation of Fixed Assets

- Purpose

- Methods

- Current Market Price

- Indexation

- Keeping Fixed Assets Records, Invoice, Ledgers and

- Planning Programming and Budgeting Systems (PPBS).

- Authorities for Expenditure - Recurrent and Capital.





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Training ®

HUMAN CAPITAL MANAGEMENT

ADVANCED HUMAN RESOURCES MANAGEMENT

SKILLS

Duration 5 days

March 3 - 7, 2014August 11 - 15, 2014November 17 - 21, 2014



The programme is to raise the proficiency levels of senior HR

specialists. After the programme ends, it will deepen the knowledge of

the HR specialists and help with their skills in deploying human

resources services to various departments, including:

Employment and deployment considerations

Competency development and productivity improvement

Employee engagement and career advancement

Remunerations and welfare

Statutory compliance.

As line managers deserve to have a fair knowledge of how Human

Resources are best managed for enterprise, the participants in this

course will also learn how to encourage the line managers to

complement HR services.




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Contents

DAY ONE

The HR Specialist's Role as a Business Partner

Human Resources Professional in the Changing Work

Environment

The Strategy Partner

The Change Agent

The Administrative Expert

The Employee Champion.

Manpower Planning & Talent Management

Objectives of a manpower plan

Major issues in manpower planning

Advantages of manpower planning

The manpower planning process

Limiting factors

The changing career paradigms

DAY TWO

Recruitment

Evaluate recruiting methods and their effectiveness

How the right people are attracted

Recognising biases in interview process and ways to eliminate

them

Filling vacant positions in a timely manner

Attaining the lowest possible cost.

Deployment




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Training ®

Attaching clear job descriptions to positions

Posting employees to responsibility areas

Movements and transfers

Structured reporting relationships

Grades that represent levels of authority and seniority.

Training & Development

How to assess and determine training needs

On-the-job and Off-the-job training strategies

How Training Curriculum and Plans are developed How Training Budget is set

How the quality of a training programme is evaluated

Coaching and mentoring

Special induction programme for new employees.

DAY THREE

Performance Management

Line managers and HR defining performance requirements and

metrics

Establishment of a common understanding of priorities

Cascading goals so that employees can see how their work

supports the corporate goals

Regular measurement of employee performance and Feedback.

Reward Management

Linking employee performance to the reward system




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Training ®

A total compensation structure that is market competitive

Compensation mix of salary and benefits

A pay-for-performance philosophy

Other recognitions and rewards

Procedures for salary reviews.

DAY FOUR

Talent Management

Employees career plans

Defining and managing employee competencies

How Competency Models are developed

Identifying, assessing, and developing leadership talent

Identifying gaps and bridging them

Retention programmes for strong leadership talents.

Payroll Management

Types of payroll

• daily payment, weekly, monthly, contractual, beneficial

How to prepare a payroll

Calculating a payroll

The Amortisation of Payroll – (for upfront payments)

Payroll Deductions – (including statutory Taxes and pensions)

Dos and Don’t with Payroll

DAY FIVE




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Training ®

Nigerian Labour Law

- Employment contract

- Employee representation and industrial relations

- Termination/dismissal

- Maternity and family leave rights

Employee Welfare

Types of welfare needed to achieve business strategy

Handling of day to day staff welfare and contractual issues

Internal grievance tracking and management, arbitration

procedures, etc.

Workplace Conflict Management



CAREER DEVELOPMENT & SUCCESSION PLANNING




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Training ®

Duration 3 days

February 19 - 21, 2014.



Process of establishing practical Career Management and Succession

Planning to facilitate the effectiveness of employee contributions and

commitments. Wherever it is done correctly, the organisation always

has available, at the right time, the required employees with the

necessary skills and experience, and in the right numbers, to

successfully carry out the business plans.

Contents

DAY ONE

Corporate objectives

Predicted organisation structure

Analysis of manpower supply and demand

Performance management system

Employee data

DAY TWO

A Career Plan Model

• Comprehensive and structured model defining professional

qualities and capabilities.

• Competency Framework

o Core (cross-functional) competencies

o Specialist (technical) competencies




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Training ®

o Business competencies

• Combination of competencies required under each Role Profile

• Competencies rating

• Hierarchy of proficiency levels

• Development of training, coaching and behavioural

measurements.

Career Progression

Ideas for Role Improvement

Role development - secondments

- acting appointments. The use of 360 degree Feedback

A framework of career opportunities

Assessment of potentials

Employee value alignment.

DAY THREE

Career Tracks What are career tracks?

How will career tracks be determined?

Why is career tracking important?

The high performance track

The normal track

The remedial track

Short term succession

Long term succession

Fee: N100,000, VAT inclusive


COMPETENCIES IN HUMAN RESOURCES




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MANAGEMENT

BASIC HUMAN RESOURCES MANAGEMENT

Duration 4 days

February 11 - 14, 2014. June 10 - 13, 2014.October 14 - 17, 2014.


Competencies Addressed

• Ability to adopt a strategic approach in human resources

management.

• Ability to integrate human resources management with organisation

business strategy and goals.

• Ability to attract, manage and retain the best people for

organisation.

• Ability to raise the profile of human resources functions throughmaking critical contributions to the overall success of the

organisation.

Contents

DAY ONE

What is HR?

What CEOs Want From HR

HR Management:

– HR Business Model

– Driving Forces and Challenges

– HR Strategic Intent




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Changing Roles of HR

Nature of Human Capital Challenges

The Changing mix of the workforce

The Changing values of the workforce

Changing Demands of Employers

An Employee's Lifecycle

The HR Manager's Role as a Business Partner:

o Strategy Partner

o Change Agent

o Administrative Expert

o Employee Champion

DAY TWO

Recruitment and Selection Procedures

Training and Development Function

HR Information System Management

DAY THREE

Performance Management System

Rewards Schemes

Employee Mentoring Process

Development of Employee Policy

Generic Contents of Staff Handbook.

DAY FOUR





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Disciplinary and Grievance Procedure

Industrial Relations



GUIDES TO SETTING UP A NEW HR DEPARTMENT




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Duration 4 days

January 21 - 24, 2014.

September 2 - 5, 2014.



This course provides the information HR officers need to establish a

human resource function in new, small and medium size companies

or companies opening an HR department for the first time. It treats

matters relating to HR policies, guidelines, procedures, records and

information.

Contents

DAY ONE

Roles of the HR Professional• Operational and Strategic

• Partnering and Policing

• Qualitative and Quantitative

• Short term and Long term.

Recruiting, Selection and Deployment Processes

• Personnel requirements and requisition

• Recruitment procedures

• Orientation/Onboarding of new employees

• Employee deployment.

DAY TWO




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Personnel Recordkeeping

• Information to include in employee file

• Regulatory compliance

• Payroll

• Record retention requirements.

Personnel Policies

• Policy Manual

• Staff Handbook

• Personnel communication channels.

DAY THREE

Compensation and Benefits

• Researching industry practice

• Designing a compensation programme

• Job evaluation

• Wage grades

• Payroll management

• Pay-for-Performance

• Tax, pension and other statutory compliance.


• Job descriptions

• Training and competency development

• Appraisal process.

DAY FOUR

Health and Safety




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Training ®

• Health insurance schemes

• HSE administration

• Accident and injury reporting.

Laws Guiding Employment and Labour Relations.



INDUSTRIAL RELATIONS COURSE




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Training ®

Duration 3 days

May 21 – 23, 2014



The course we propose here for you is about how the parties in

employer-employee situations of the organisation can operate in a

harmonious and mutually benefiting way. It discusses how the

suppliers of effort (the employees) and the owners of business

(shareholders) or their representatives (management) get inextricably

intertwined. It is a relationship that creates both opportunities in

some situations and problems in other situations that the delegates

will learn to manage for beneficial results.

The delegates will discuss opportunities for industrial relations

harmony which bring profit maximisation for the shareholders and

management as well as widening employment opportunities and

career advancement for the employees.

To create industrial harmony come the rules, procedures and

processes established locally and internationally to regulate the

relationship among the principal actors and adjudicate theirconflicting claims. The rules, procedures and processes of industrial

relations are laid out to make all parties operate with minimal

disruptions to productivity and also benefit all mutually.

This course will take the delegates through these rules, procedures




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Training ®

and processes of Industrial Relations.

Contents

DAY ONE

Definition and Scope of Industrial Relations

Industrial Relations Framework

Purpose

- Minimum standards

- Protect wider society

- Regulate, support and restrain economic power.

Actors in the Industrial Relations System

Institutional Systems that Impinge on Industrial Relations

Overview of Nigerian Labour Law

Trade Dispute Act.

DAY TWO

Trade Unions – definitions and formation

Types of Trade Union

Structure of Trade Unions

Historical Perspective/Development of Trade Union in Nigeria

Factors that Enhance the Growth of Trade Unions in Nigeria

Trade Unionism Since 1976

New National Labour Policy

Employers’ Associations

Labour Disputes and their Settlement

- Causes of Trade Disputes

Rights & Duties of Parties in Industrial Relations

- Basis of Rights and Obligations

- Employee Rights

- Employee Duties




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Training ®

- Controversial Areas (Unsettled Law)

- Emerging Rights

DAY THREE

Collective Bargaining in Nigeria

– Regulations

– Procedures

– Process

– Substantive Agreement

– Closing

– Factors Hindering the Effectiveness of Collective

Bargaining

– Government Policy.



LAWS RELATING TO EMPLOYMENT

Duration 3 days

September 17 – 19, 2014




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Contents

DAY ONE

Overview of Nigerian Labour Laws

Sources

Common law (contract of employment)

Conventions & recommendations of ILO

Statutes, legislations & enactments

Customs and practice

ILO Conventions & Recommendations

Ratification Issues

Core Conventions

Compliance

Statutes & Legislations

Labour Act - Cap 198

Trade Union Act - Cap 437

Trade Disputes Act - Cap 432

Workmen’s Compensation Act - Cap 470

Factories Act - Cap 126

ITF Act

NSITF Act

Education Tax Act

National Housing Fund Act

DAY TWO




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Workmen’s Compensation Act

“Arising out of and in the course of Employment”

Trade Unions Act

Formation, Registration and Organisation

Immunity and Privileges

Trade Unions Act (1990) (Key Issues)

Definition of Union

Registration

Signatories

Convention 87

Two rival Unions

Article 2 of Convention 87

Authority to revoke TU Certificate

Overriding Public interest

Check-Off V.. No Strike Clause

NLC as only central body

Convention 87 of ILO

DAY THREE

Rights & Duties of Parties In Industrial Relations

Basis of Rights and Obligations

Employee Rights

Employee Duties

Controversial Areas (Unsettled Law)

Emerging Rights

New Laws Under Government Consideration




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Collective Bargaining

• Procedural agreement

– Regulations

– Procedures

• Substantive Agreement

• Process

• Closing



MANAGING EMPLOYEES FOR STRATEGICADVANTAGE

(HR SKILLS FOR NON-HR MANAGERS)

Duration 2 days




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Training ®

On Demand only


A two-day programme with which managers man the special HR

functions. The course will define and equip the managers with

requisite knowledge, skills and behavioural competencies with which

non-HR specialists can deliver results effectively and efficiently.

Contents

DAY ONE

Managing Employee Competencies

Skills for Recruiting and Selecting

Appraising and Training Skills

Defining Attitudinal Development

Career Development and Empowerment

Welfare

Discipline and Grievance Handling

DAY TWO

Roles of Supervising a Team

Motivating, Coaching and Developing Others:

Communicate the way a leader should

Plan and prioritise daily activities

Decide when to supervise, decide when to lead




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Training ®

Get and use appropriate Feedback

Having a coach or mentor

Being a coach or mentor to someone

Team working and Leadership

Performance Management System

Fee: Negotiable


MANAGING THE LEARNING & DEVELOPMENTFUNCTION

Duration 4 days




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Training ®

March 18 - 21, 2014

July 21 - 24, 2014


Programme Objectives

• Align training and development to strategic priorities

• Structure for change leadership and results orientation

• Design learning programmes that meet learners andorganisation requirements

• Secure adequate resources for L&D projects and activities

• Manage effectively relationships with stakeholders

• Training skills mastery.

Contents

DAY ONE

The L&D Functions

What is Education? What is Training?

Competency-based Learning Intervention

The Curriculum Development Process

DAY TWO

Identifying Skills Gap – Training Needs Analysis

o What are Training Needs?

o 3 levels of Training Needs




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Training ®

o Symptoms of the existence of training needs

o Critical questions in assessing training needs

o Approaches to training needs identification

o Gap Analysis

• Job/task analysis

• Behavioural repertoires

• Inventory of skills and knowledge requirements

• Training gap assessment

o Identifying Critical Competencies

o Identifying relevant and desired proficiency levels

DAY THREE

Setting Training Objectives

Budgeting for Training

Producing a Training Calendar

Training Assessment

o Course contents

o Trainer’s methods

o Training environment

o Relevance

o Applicability on the job

o Post-course development plan

DAY FOUR




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Training ®

Adult Learning Process

o Psychology of assimilation

o Why adults learn

o How adults learn

o Care about learning atmosphere

Introduction to the Art of Teaching

Training Steps

o Planning and preparing

o Audience knowledge

o Designing a training session

o Essential facilities for learning.



MASTERING THE PERFORMANCE MANAGEMENTSYSTEM

Duration 3 days




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Training ®

On Demand only

Programme Description The course delivers competencies in world-class Performance

Management System that are called for when:

The link between employee contribution and overall business

objectives is not so clear.

Performance expectation by employees is somewhat blurred and

so not clearly communicated.

Ways of quantifying and measuring individual employee’s

outputs are not absolutely consistent or regarded as fair.

Feedback mechanism isn’t well structured and formalised.

Appraisal rating factors used to assess performance are not total

ly objective and so becomes contentious.

Contents

DAY ONE

Corporate Vision & Mission

Setting the Corporate Objectives

The Balanced Scorecard and its Perspectives

Corporate Critical Result Areas

Establishing Performance Standards

DAY TWO

Defining Performance Indicators

Cascading Corporate Performance Objectives Down the Line

Objectives Weighting and Dependencies




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Training ®

Individual Employees Objectives and Scorecard Issues

- Generating demand

- Fulfilling demand

- Strategic supports

Procedure for Peer Reviews

Defining Behavioural Competencies

DAY THREE

Completing the Performance Cycle Appraisals

- Best Practices - how and why- The 360 degrees Appraisal

- Critical Appraisal Skills

Selecting a Competent Performance Manager

Setting up the System.

Fee: Negotiable


TARGET SETTING & PERFORMANCE APPRAISALPROCESSES




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Training ®

Duration 4 days

February 4 - 7, 2014

July 15 - 18, 2014



By the time the programme ends, participants would become

conversant with the procedure of:

Determining performance measures at the Corporate, Business

Unit and Individual levels.

Managing the attainment of targets through regular monitoring,

and support.

Appraising employees and identifying training and development

requirements to build relevant competencies.

Linking individual performance to rewards and career

advancement.

Contents

DAY ONE

Creating a line of vision between the Corporate Objectives and what

every employee does and attains.

• Target Setting and Performance Management Process ---

Objectives, Competencies, and Standards

The Balanced Scorecard Model

o Customer Perspective

o Business Processes Perspective




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Training ®

o Organisation Learning Perspective

o Financial Perspective

DAY TWO

Components of the Targets Setting

o Goals

o Critical Results

o Performance Indicators

o Performance Standards

o The Quantitative Performance

o Behavioural Performance

o Weighting

o Dependencies

DAY THREE

Why do we Appraise?

Uses of performance appraisal

Preparation for the Manager - Assessment and using

performance measures

Preparation for the Employee - Career and Development

The Performance Review Conversation

Expectations from performance appraisal exercise

3 critical areas for review

o performance review

o reward review

o potential review

DAY FOUR




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Training ®

Performance rating factors

Completing the Performance Management Cycle with Appraisals

o Appraisal Process Best Practices

o The how and why

o The 360 degrees Appraisal

o Critical Appraisal Skills

- active listening

- excellent communications

Rating factors

Reward review Managing “poor performers”



THE FUNDAMENTALS OF KNOWLEDGEMANAGEMENT




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Training ®

Duration 3 days

On Demand only


This course presents a range of strategies and practices that the

organisation can use to identify, represent, create and distribute

special insights and experiences among its members. In order to

sustain best practices, the organisation can use Knowledge

Management (KM) processes to institutionalise the experiences which

are embodied in certain key individuals and are embedded in the

organisation as practices and processes.

Knowledge Management competence in the organisation will help with

the capturing, retention, reusing, processing, sharing, fixing together

of data, information, in order to convey them meaningfully and

effectively to all relevant employees of the organisation.

Justifying Programme

There are four components that make up the business case forKnowledge Management:

1. It focuses on the management of knowledge as a strategic assetthat should be systematically accessed

2. The knowledge has to be shared among employee andtransferred over time within the organisation.

3. The hallmark of high performance is directly linked to the value

of Knowledge Management proposition within the organisation.

4. The effectiveness with which the knowledge is managed will

enable employees of the organisation to deal with today's

situations and effectively envision and create their future.




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Training ®

Goals the Programme will Attain

At the end of the programme delegates will:

Know and understand the terminology, concepts and practice ofKnowledge Management.

Know and understand how to manage innovation andorganisational learning in line with Knowledge Management.

Know and understand how to leverage the expertise ofemployees of the organisation.

Know and understand how to manage intellectual capital, i.e.,the know-how and special competencies possessed by keyindividuals.

Know and understand the difference between, data, information,knowledge and wisdom.

Know and understand the value proposition of KnowledgeManagement.

Know and understand how to focus Knowledge Management onorganisational objectives in terms of performance, innovation,the sharing of lessons learned, and continuous improvement ofthe organisation.

Know and understand how to help individuals and groups sharevaluable organisational insights.

Contents

DAY ONE

Introduction to and Overview of Knowledge Management

• Definitions and Concepts




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Training ®

• Scope and importance

• Difference between data, information, knowledge and wisdom

• Knowledge Management Matrix, cycle, systems and synergy

• Difference between tacit and explicit knowledge

Understanding Knowledge Management

Components and Ways of Knowledge Management

Modes and sharing of Knowledge flow

Tools and Strategies of Knowledge Management

Competitive difference in Knowledge Management

Value proposition and Value Chain in Knowledge Management

Culture and Creativity in Knowledge Management

Information Technology in Knowledge Management.

DAY TWO

Organisational Learning in Knowledge Management

Importance of learning and its evaluation in Knowledge

Management

Identifying and unlocking the potential

Managing behaviour, peer pressure in Knowledge Management

Top 10 Strategies for knowledge sharing

Organisational Structure in Knowledge Management

Challenges of Knowledge Management.

DAY THREE

Critical Success Factors for Knowledge Management

The two thrust of Knowledge Management




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Training ®

The seven strategic levers in Knowledge Management

Techniques of developing advocates

Roles and responsibilities

Checklist of Knowledge Management implementation

Connecting knowledge with human interaction

Knowledge Management value chain

Identifying and unlocking potential within people

Top 10 strategies for successful knowledge sharing

What are the challenges of Knowledge Management?

Fee: Negotiable


TRAINING MANAGERS TO TRAINCLASSROOM T RAINING DELIVERY SKILLS

Duration 4 days

March 15 - 18, 2014

September 23 - 26, 2014




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Training ®



This course provides managers and instructors with knowledge and

skills to design and facilitate learning in a classroom environment.

Participants in this course will experience and practice the full range

of skills needed to deliver a training session effectively.

By the end of it they will:

o Find their training skills as a whole substantially upgraded.

o Master particular delivery techniques that can help to transfer

difficult technical knowledge enthusiastically to others.

o Be able to prepare their lessons and teaching aids adequately

using a systematic planning approach.

o Know how to structure the content of their training most

effectively.

o Master the verbal and non-verbal styles of expression to affect

the attention and assimilation of class members.

o Be able to manage their time and also handle questions

efficiently during their teaching sessions.

Contents

DAY ONE

Symptoms of the existence of Training Needs

Training defined

Adult Learning Process

o Psychology of assimilation

o Why adults learn




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Training ®

o How adults learn

o Care about learning atmosphere

Introduction to the Art of Teaching

Training Steps

o Planning and preparing

o Audience knowledge

o Designing a training session

o Essential facilities for learning.

DAY TWO

Managers and learning intervention

How training and development are aligned to strategic priorities

What competencies are

Determining critical competencies for a job function

Identifying Skills Gap – Training Needs Analysis

Lesson preparation

Materials arrangement

DAY THREE

Presenting training lessons

o Audio-visual preparation

o Choice of the right teaching style

o Case studies and exercises

o Practice session – Teaching Practice.




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Training ®

DAY FOUR

Practice session – Teaching Practice

Evaluating the Teacher

Assessing training effectiveness.





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Training ®

L EADERSHIP AND MANAGEMENT DEVELOPMENT

BECOMING AN EFFECTIVE SUPERVISORY MANAGER

Duration 4 days

February 11 - 14, 2014 June 10 - 13, 2014November 11 - 14, 2014



This is a programme that will make participants to:

transit from team member to team supervisory manager

develop key business and behaviour skills

practice how to link daily activities of their subordinates with set

business direction

learn how to recognise, stimulate and develop high professional

qualities in others

manage the tricky liaison between subordinates and senior

management.


Ability to provide direction and decision for team members.

Ability to delegate assignments to others.

Ability to observe subordinates undertake tasks and provideappropriate Feedback.

Ability to encourage others to participate in team decisions and

focus efforts on overall group objectives.




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Training ®

Contents

DAY ONE

Challenges of a Supervisory Manager Goals of a Supervisory Manager

Motivate, Coach and Develop Others

o Communicate the way a leader should

o Plan and prioritise daily activities

o Decide when to supervise, decide when to lead

o Get and use appropriate Feedback

Have a coach or mentor

Be a coach or mentor to someone.

DAY TWO

Focus on Performance

o Focus on making the organisation what it should become

o Enhance your knowledge so as to guide others

o Agree priority and measurable performance criteria

o Raise the performance bar

o Check for understanding and commitment.

DAY THREE

Support/Build Shared Vision

o Understand the organisation’s vision

o Align self and subordinates to the organisation’s vision

o Lead and execute change

DAY FOUR




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Training ®

Maximise Business Opportunity

o Appreciate competition imperatives and strong cash

generation

Key Success Factors for a Supervisor

Supervisory Manager’s Self-Management

A Supervisory Manager’s Gains





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Training ®


BRANCH MANAGEMENT COURSE

Duration 4 days

February 18 - 21, 2014 June 3 - 6, 2014November 18 - 21, 2014


Programme DescriptionBranch managers should create more customers, attend to more

complex demands, sell more volumes and manage their subordinates.

To keep an eye on performance, branch managers must make their

branch members perform for profit.

Contents

DAY ONE

Branch Manager’s Role

o Performance Management

o Problems Solving

o Technical Expertise

o Employee Development/Training

o Communication

o Assuring Quality

o Optimal Resource Availability

o Maintaining Health, Safety & Environment

o Promoting Change




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Training ®

DAY TWO

The Branch Manager’s Jobs

o Understanding forces that affect the business

o Planning

o Organising

o Directing

o Controlling

o Keeping a top-of-the-range Customer Service

Branch Manager’s Leadership Skills

o Understanding leadership powers and their uses

o Challenges of a Manager

DAY THREE

Knowledge of basic finance

o Cost controls

o Credit management

o Performing for profit

DAY FOUR

Setting targets for Branch Staff

o Managing People

o Appraising subordinates performance

o Branch reports.





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Training ®


DELIVERING RESULTS THROUGH TEAMS

Duration 3 days

March 5 - 7, 2014

September 24 - 26, 2014



How to develop a team that delivers results through:

harnessing quality staff and aligning the employees efficiently

focusing the whole staff on common business goals

making joint decision

wiping out “fortress mentality” by getting different departments

to work well together

the ability to attract, retain and deploy the right professionals to

achieve group vision.

Contents

DAY ONE

Stages of Team Development

- forming, storming, norming, performing.

Characteristics of Effective, Successful Teams

Chemistry of working together

- all the ways by which we differ and yet can work

together, develop and add value

- waterline of visibility and effect on workplace




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Training ®

performance

- dealing with biases and stereotypes.

Human needs in a team

- The need for respect

- The need to be appreciated

- The need to Fee:l important

- The need to be understood

- The need to be recognised

DAY TWO Diversity & Inclusiveness In Effective Teamwork

Recognition of what makes a team productive

Recognition of attributes of great team leadership

Use of knowledge of people’s personality to build a team

Employment of each team member’s potential to achieve goals

Spirit that makes each person to work well with others even

when coming from different backgrounds.

DAY THREE

Interpersonal Skills For Successful Team Building

o Relate more effectively with others – superiors &

subordinates

o To achieve set goals for self and others

o To create a conducive work environment

o To resolve conflicts among team members

Resolution of team conflicts

Common causes of conflicts

Types of conflicts




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Training ®

Signs of conflicts

Interrelationship of assertive and cooperative

behaviours

What Compromise is

What Collaboration is

Commitment Standards

- bonding aspirations

- core values

Performance expectations, basic rules and policies.





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Training ®


FRONTLINE LEADERSHIP

EMERGING L EADERSHIP COURSE

Duration 3 days

May 7 - 9, 2014

October 15 - 17, 2014



The programme presents the basic principles that are the foundation

of all the leadership activities and central to senior level effectiveness:

Building and maintaining a positive, results-oriented work

climate

Staying balanced in all approach to people and problems Removing interpersonal barriers to understanding and

cooperation

Keeping things moving towards better performance

Leading by providing positive examples.

Contents

DAY ONE

The Manager/The Leader – Knowing the Difference

Role of frontline leader

Basic leadership styles




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Training ®

Influencing skills

An understanding of Leadership Powers

Leadership Behavioural Guidelines

DAY TWO

Coaching/guiding/developing staff

o Learn how to coach for performance

o Review different coaching models

o Learn how to handle negative responses

o Learn basics on developing employees

Effective delegation

o Parity Between Authority and Responsibility

o Work Within the Organisational Structure

o Adequate support

o Accountability on results

o Delegation consistency

o Avoiding reverse delegation

o Clarifying rewards

Effective communication

Developing Subordinates through Feedback

Team building/team leader skills

DAY THREE

Motivating others

o Understanding motivation

o How can a leader motivate others?

o Ways employees react to frustration

o Improving meeting outcomes




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Training ®

Effective use of time

Coping with pressures

Thinking commercially

Profiling the organisation





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Training ®


LEADERSHIP FOUNDATION COURSE

Duration 4 days

On Demand only


Introductory leadership orientation designed for graduate entrants

and young professionals to gain skills and attitudes with which to

prepare themselves and their essential expertise. They must learn

early in their career how to deliver short term targets/results and plot

their long term life/work progress. At the end of the programme,

individual participants will be able to:

Manage own personal and professional development for future

leadership responsibilities

Contribute to teamwork and harness differences

Seek mentoring and coaching guidance View own performance with commercial mindset

Recognise own contribution to overall business

Satisfy customer requirement

Adapt to changes in life and work

Behave courageously to promote the organisation’s values and

vision.

Contents

DAY ONE




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Training ®

Changing nature of jobs and organisation

What must I do to reach the top of my career?

Competence Dimensions: Level One Career – Self Mastery

Competence Dimensions: Level Two Career - Interpersonal

Mastery

Competence Dimensions: Level Three Career - Business

Mastery

Competence Dimensions: Level Four Career - Visionary

Inventory of personal resources

Seeking self development opportunities.

DAY TWO

Ecology of today’s managers

Planning, organising own tasks, work, tools and techniques

Prioritising and managing own time and resources

Delivering professional expertise

Delivering quality standard to customers and ‘stakeholders’.

DAY THREE

Leading and working in teams

Communicating and influencing – oral and written

Establishing mentoring and coaching relationships

Building interpersonal and networking relationships

Adhering to the organisation’s values and business ethics.

DAY FOUR

Preparing and making presentations

Sharpening problem solving and decision making skills




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Training ®

Thinking like an entrepreneur

Performing productively with goal-driven passion

Demonstrating courage

Work-Life balance

Plotting one’s lifelines.

Fee: Negotiable


LEADERSHIP TRANSFORMATION COURSE




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Training ®

Duration 4 days

On Demand only

Objectives

To review the concept of transformational leadership and

its role towards stimulating peak performance,

To discuss the various leadership styles vis-a-vis their

advantages, disadvantages and effective application,

To differentiate between transformational and

transactional leadership styles while reviewing leadership

behavioural components, and

To agree on winning strategies towards becoming

transformational leaders who inspire change, growth and

productivity.

Contents

DAY ONE

The challenging economic environment

Transformational Change and the Leadership Imperatives

Why Leadership is such a big factor in Creating Change

Transactional Leader V.. Transformational Leader

Change is perspective

Change drivers

Characteristics of change.

DAY TWO

How Leaders Transform




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Training ®

• A healthy combination of fear and hope

• Vision driven (Imagination).

• Selflessness

• Risk taking

• courage in action

Inspirations of Transformational Leadership

• Excellence

• Growth

• Profitability

•Success

DAY THREE

Becoming Transformational Leaders

• Individualised Consideration

• Intellectual Stimulation

• Inspirational Motivation

• Role Identification

Transformational Leadership Performance Model

How leaders drive for results

• Establish Shared Vision

• Build Effective Organisations

• Build Excellent Operations

• Create Economic Value

DAY FOUR

Taking a Leadership Stance




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Training ®

Action Centred Leadership

Choosing a Winning Strategy

Clear Expectations

Drive Results

Strengthen Relationships

Leading Yourself

• Self Knowledge

• Self Management

Leading Others

•Know your people

• Set Goals

• Coach & Mentor

• Appraise Performance

• Give Feedback

• Reinforce/ reward Positive Results

Fee: Negotiable





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Training ®

MANAGEMENT SKILLS TRAINING FOR NEW

MANAGERS

Duration 3 days

On Demand only

Learning Objectives

At the end of the course, participants should be able to:

Develop a management orientation

Learn to correct the common mistakes that new managers make

Manage direct reports effectively

Achieve result on the job

Gain new perspective of managing people for better results

Demonstrate an understanding of the broader perspective

needed to secure cost control.

Competencies this Training Will Address

Leadership

Participants will learn how to lead by example, motivate, inspire

and enable their reports to achieve goals. They will learn how to

take ownership of their own jobs, get things done as well as

assign responsibilities to, agree objectives with and provideguidance to their subordinates.

People Development

They will learn to demonstrate commitment to continuous




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Training ®

improvement of their own personal and professional growth.

They will also learn how to develop the skills and abilities of

their subordinates.

Financial Awareness

They will understand the business environment in which the

organisation operates, and take cognisance of the financial and

wider commercial implications of the decisions and actions they

take, including contributing to the cost efficiency of their

operational areas.

Analytical Skills

They will learn to break problems down to their component parts

and analyse them logically in order to take timely and confident

decisions as well as make successful recommendations based on

priorities and viable options.

Planning and Organising

They will learn to structure and prioritise work in a logical and

orderly manner so as to achieve business and personal

objectives. They will learn about delegation and understand

optimal use of resources, including time, in focusing on long

term business objectives.

Contents




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Training ®

DAY ONE

The Manager’s Job

o Motivating and coaching others

o Communicating like a leader

o Planning and prioritising daily activities

o Focusing on performance

o Aligning self and subordinates to the organisation’s vision.

Stepping into Manager’s Role

o Understanding forces that affect the business

o Managing the tricky liaison between subordinates and

senior management

o Undertaking tasks and providing appropriate Feedback

Essential Skills Needed for Effective Leadership

o Understanding leadership powers and their uses

o Knowledge of basic finance including cost controls, cash

flow and performing for profit

o Technical Expertise

DAY TWO

Understanding Your Challenges as a New Manager

o Managing people

o Appraising subordinates’ performance

o Assuring quality

o Maintaining Health, Safety & Environment




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Training ®

Management Process:

o Planningo Organising

o Directing

o Controlling

Leadership and Team Building

o Understanding the contribution of others within the team

and adapting own role to suit the situation

o Sharing information beneficial to the team to focus effort

and resources on the achievement of the organisation

objectives

o Openly discussing priorities and generating flexible actions

to achieve team goals

o Encouraging team to identify and suggest improvements to

work methods.

DAY THREE

Communication and Interpersonal Skills

o Understanding and applying effective communication

skills, i.e., questioning/listening, body language, humour

and timing.

o Building rapport quickly and talking to people on a

personal level.

o Choosing the most appropriate medium for




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Training ®

communications

o Adapting the style and medium of communication to suit

the message and the audience, making sure that the

message is fully understood

o Encouraging two-way communication and ensuring that

information is passed on accurately up, down and across

Problem Solving and Decision Making

o Generic skills necessary for solving problems

o Defining a problem

o The tools of Root Cause Analysis

o Setting limits to the problem

o Changing nature of problem through simplification

o Communicating the problem to another party

o Listing possible solutions

o Evaluating options

o Generating ideas

o Choosing what to do

o Taking action.

Efficiency and Effectiveness in Managing People

o Attentiveness to how you are being judged

o Walking your Talk

o Blending in

o Carving out a respectable personality for yourself

o Enjoying the work

o Developing the right attitude




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Training ®

o Speaking well, writing well.

Fee: Negotiable


MANAGERIAL SKILLS APPRECIATION

FIRST L EVEL MANAGERS PROGRAMME




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Training ®

Duration 3 days

March 19 - 21, 2014

August 6 - 8, 2014 (Available also as an In-plant Training)

Objectives

This course is to introduce first level managers to office and business

management by making them

Understand their roles within the changes that do affect

business

Get clear the management styles that can affect their success

Develop the right competencies in the work environment, with

their boss and also with peers and subordinates

Maintain necessary discipline at work

Know how their career can grow.

Contents

DAY ONE

What Management is, What Process is.

Who is a manager?

Levels of Management

o First Line Skills

o

Middle Line Skillso Top Line Skills

Managerial roles

o Interpersonal

o Informational

o Decisional




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Training ®

Managerial Functions

o Technical

o Human

o Conceptual

The challenges facing the 21st century manager

DAY TWO

Determining the Vision, Mission and Positioning of a business

Result-based leadership – influencing others

Talent development – for self and others

Execution – getting things done

Making decisions and solving problems

Personal effectiveness – the 80:20 rule

Performing for profit – attention to cash flow.

DAY THREE

Customer service orientation

Understanding change – getting outdated things out

Managerial competencies and proficiency assessments

Competencies of Tomorrow’s Managers

o Team Leaders

o Internal Consultants

o Great Communicator

o Team player

o Technology master

o Problem solver

o Ambassador




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Training ®

o Change maker

o The 21st century leader

FEE: N100,000 VAT inclusive


MANAGERS AS LEADERS

Duration 2 days




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Training ®

May 22 - 23, 2014

September 25 - 26, 2014



The competencies paraded by a company’s Managers should be

appropriate for the company, just like the planets are positioned for

the Universe. This training will make managers see their competencies

as the essential Planets that create the vibrancy of the companies they

work for.

The Nine Leadership Planets of the Company’s Universe

The company is the centre of the universe that all focus, skills and

operations revolve around.

Contents

DAY ONE – Performance Orientation

Exercise on the Premium Dozen (Importance & Urgency)

Exercise on Leadership Puzzles

Changing nature of work and organisations

Mutual expectations between a manager and the company

Understanding business implications of finance, costs and cash

flow

A walk through the Seven Habits of Highly Effective People




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Training ®

Organising work and time to meet stretch targets

How to optimise use of tools, techniques, resources and

relationships for results

DAY TWO

What constitutes satisfying customer requirement

How to communicate and interact effectively with subordinates

How to harness individual differences in leading a team

Improve interpersonal and networking relationship

Coaching and mentoring guidance

Behave courageously to promote the company’s values andvision

Improving performance and results delivery

Gain confidence in projecting self and expertise

Believing in the vision of the business

FEE: N80,000 VAT inclusive




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Training ®


MENTORING SKILLS TRAINING FOR MANAGERS

Duration 3 days

March 24 – 26, 2014

July 22 – 24, 2014


Contents

DAY ONE

Mentoring in Organisations

What is Mentoring?

Why Mentoring and Why Now?

o Mentoring in organisations

o Mentoring in the wider society

Uses of Mentoring

o Career development

o Dealing with change

o Establishing values

Benefits of Mentoring

o For the Mentee

o For the Mentor

o For the Organisation

Mentoring and Coaching – the Differences

The Four Types of Mentoring

o Development mentoring




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Training ®

o Sponsorship mentoring

o Executive mentoring

o Reverse mentoring

Mentoring and Counseling

DAY TWO

The Mentoring Process

Identifying Areas for Development

The 3-Stage Model

o Exploration

o New understanding

o Action planning

Facilitating Learning

The Learning Cycle

Electing to be a Mentor

o Knowledge

o Experience

o Personal qualities

Finding a Mentee

Mentees Expectations

o The challenge

o The responsibility

o The confidence

The Manager as a Mentor




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Training ®

DAY THREE

Working Together for Success

Meetings

o Preparation

o Time

o Confidentiality

Relationship Dimensions

Maintaining the Relationship

o Mentor’s role

o Mentee’s role

Critical Success Factors

o Establishment of corporate purpose

o Designing the scheme

Evaluating the Results in the Organisation

o Mentoring supervision and support

o Things that can be counted

o Things that cannot be counted





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Training ®


SITUATIONAL LEADERSHIP PROGRAMME

L EADERSHIP COMPETENCIES DEVELOPMENT T RAINING

Duration 4 days

On Demand only


Situational Leadership Programme supports the building of

leader behavioural skills

business knowledge

the right vision of life

growth of subordinates.

For each participant, the programme answers the question:

“What do I need to know and do to be an effective

Leader that inspires other employees, thinks not as

a job holder but as one assuming responsibilities?”

Contents

DAY ONE

The four leadership pillars:

o Choose the leadership styles that are appropriate under

different circumstances for delivering desired results.

o Motivate, coach and develop others.

o Maximise business opportunities.

o Support/Build shared vision.




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Training ®

Leadership as Influence:

o Understand leadership powers

o Focus on emerging situations

o Take charge in new situations

o Lead effective change

o Maintain self confidence

o Maintain constructive relationship

o Take initiative to make things better

o Lead by example.

DAY TWO

Personality Types and Behavioural Motivations:

o Promoting or Expressive personality type

o Controlling personality type

o Analysing personality type

o Supporting or Amiable personality type.

Leadership Styles:

o Choose communication styles that are appropriate:

- Telling, Selling, Participating, Delegating

o Plan and prioritise daily activities

o Decide when to manage, decide when to lead

o Get and use appropriate Feedback

o Have a coach or mentor

o Be a coach or mentor to someone.




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Training ®

DAY THREE

Conflict Management Styles:

o Collaborate

o Compromise

o Defeat

o Accommodate

o Withdraw.

Deliver Results:

o Use performance measurement to assess the effectivenessof leading others

o Lead teams in terms of their major contributions and how

they fit into the larger organisation picture

o Mutually identify priorities, necessary skills and guidelines

o Set milestones for progress review.

DAY FOUR Profile the Organisation:

o Organisation culture

o The 4+2 formula

o Business choice

o Business phases and leadership creativity

– One right answer?

– Self imposed barrier?

– Conformity?

– Impatience?




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Training ®

Rules of Work:

o Do you know what it takes to keep top jobs?

Fee: Negotiable

MARKETING MANAGEMENT

AGGRESSIVE MARKET PENETRATION

BATTLES FOR MARKET SHARE

Duration 4 days

March 23 – 26, 2014

August 5 – 8, 2014



A four-day sales and marketing training on intense and offensive

market drive. With speed, the sales and marketing persons must:

generate awareness for the company’s products

achieve visibility in trade and outlets – wholesalers and

distributors, retailers

maximise volume delivery and achieve company’s objectives fast

grow market share for the brands.


1. Initiate more contacts and form strong relationships.

2. Qualify prospects by performing analysis on what, when, and

under what conditions they will buy.




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Training ®

3. Effectively apply sales literature, promotions, tactics and offers

for specific new transactions with individual prospects.

4. Influence sales outlets by building value and encourage them to

believe in the company’s brands.

5. Effectively manage resistance from difficult prospects so as to

make successful sales.

Contents

DAY ONE

Personal Selling Skillso Probing skills

o Objections handling

o How well you know the customer

o Sales challenges and sales differentiators

Implementing the Sales Strategy

Planning the Market Prospecting:

o Develop the right objectives

o Identify customers' real interests

o Prioritise the customers.

Developing the Major Accounts

Qualifying Customers - Criteria for Prioritising:

o Potential size of account

o History of patronage

o Previous relationship on other platforms

o Pressing need for product/service

o Clear cost-benefit relationship - positive attitude




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Training ®

o Financial soundness of the customer

o Customer accessibility.

DAY TWO

Outlets Management

Territory Management:

o territory delineation

o route planning

o

the Selling Process – Call Planso sales target for the period

o merchandising

o other objectives for the period

o adding new prospects and deleting “dogs”.

Relationship Management Competencies

Offer Analysis:

o Customer benefits

o What’s special about you – the Appeal

DAY THREE

Profitable Negotiation

Rules of Commercial Negotiation:

o No negotiation when selling is unsure

o Increase level of customer needs first

o Concession strategies




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Training ®

Common Negotiation Tactics:

o Bogey

o Good guy, Bad guy

o Nibbling

o Crunch

DAY FOUR

Merchandising

Checking the store rooms for stocks

Maximising on-shelf availability and product visibility Effective product placement.

“Brain Sell”

How the salespersons’ mental agility can increase so as to

perform at the very best

How to bring high energy to bear for top performance

How the salespersons can identify their individual personal

strengths and weaknesses and plan for self-development

How to analyse the motivations and priorities of key buying

influences.





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Training ®


HOW TO SUCCEED AS A PRODUCT MANAGER

Duration 4 days

April 8 - 11, 2014 June 3 – 6, 2014December 2 - 5, 2014



A three-day product management training for the intense strategic

marketing drive any organisation should be playing to succeed and

maintain a leadership position.


• Ability to prepare and develop marketing strategy and plan for

different product categories

• Ability to manage the performance of the organisation’s products

• Ability to communicate and promote the products to the

different customer segments

• Ability to monitor each product’s profitability

• Ability to identify new market needs which product

enhancement and innovation can meet.




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Training ®

Contents

DAY ONE

A Product Manager’s Responsibilities as the: - Repository of information on the Product

- Product strategist

- Marketing planner

- Anchor of the organisation communication on the product

- Product’s brand builder.

Products planning.

The 5-forces Model for Product Managers

- Prominence of rival products

- Competence of rival companies

- Bargaining power of customers

- The organisations’ substitute products

- Threat of other products share of pocket.

The Battle for Market Leadership

- Mind share

- Market share

- Innovativeness.

DAY TWO

Segment Thinking

- the STP model.




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Training ®

Rules of Competition & Market Strategy

- Sequence and time of actions

- Committing resources

- Seizing the initiative

- Out-performing competition.

Promotional sensitivity analysis.

Marketing and Communications Mix

- Tools available to the product manager

•

Selling• Advertising

• Sales promotions

• Direct marketing

• PR and publicity

• Sponsorships

• Exhibitions

• POS/merchandising

• Product packaging.

DAY THREE

Building Products into Brands

What is a Brand?

What is Branding? Ten Criteria of Strong Brands

What strong brands have in common

Elements of a brand identity

What makes a brand great.




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Training ®

Strategies for Building a Product into a Strong Brand:

the core product

the expected product

the augmented product

the potential - Brand Perception

A Compendium of Branding Terminologies:

Brand Essence

Brand Planning

Brand Architecture

Brand Positioning

Brand Domain

Brand Value

Brand Personality

Brand Assets

The Benefits of Brands:

To the consumer

To the company

The retailer

Brand Name Criteria:

memorability

meaningful

likeability

transferability

adaptability

protectability




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Training ®

DAY FOUR

Marketing Timetable

- Spreading product knowledge

- Sales promotions

- Merchandising

- Advertising and publicity.

Working with Sales People

- The sales people’s work habits

- The sales people’s motivation- Standards of product knowledge

- Keying-in visit on product management into territories

timetable

- Debriefing the sales people.





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Training ®


KEY-ACCOUNT MANAGERS TRAINING

Duration 3 days

January 29 - 31, 2014May 21 - 23, 2014October 8 - 10, 2014



Key-Account Managers Training teaches participants the relevant

marketing, selling and relational skills needed today to grow and keep

an Account for life. Managers of Key Accounts should ever be so

vigilant not to “supply ammunitions to competitors” because in every

forward looking company, its Key Accounts are “tangible external

assets” and “partners for profit” to the Company.

For your assets to continue to yield maximally, it must be effectively

and efficiently managed. If indeed “80%” of our current business

comes from “20%” of our Key Accounts, they need to be strategically

managed for better returns. If losing an account is “very painful”, that

account must be a key account. We must, therefore, manage the

account like an Asset.

Contents

DAY ONE




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Training ®

Defining and Identifying Your Key Account

Why a Key Account is Important

Why a Key Account is Different

What Can Make You a Successful Key-Account Manager:

o From the organisation’s perspective

o From personal perspective

o Skills and qualities

A Key Account Manager as a Business Partner:

o Climbing the customer perception ladder

DAY TWO

Discovering Business Opportunities:

o Opportunities galore

o Sales information

o Prioritising the opportunities

Key Account Development Plan:

o Setting Key Account objectives

o Key Account strategies:

o Tactics to block real or potential competitors

Managing the Key Account Relationship:

o Increasing the relevant influence

o Understanding the decision making process

o Identifying the customer internal politics

o Contact and networking plan

DAY THREE

Solution Selling




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Training ®

Communication Acumen:

o Presentation skills

o Negotiation skills

o Communications programme and functions

o Crafting the right messages

o Employing the appropriate tools

o Essentials of careful timing of communications

Internal Capabilities and Support:

o Getting organised

o Working as a team

o Account meetings






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Training ®

MASTERING THE PRINCIPLES AND TECHNIQUES

OF PRICING

Duration 2 days

June 19 - 20, 2014

October 30 - 31, 2014



The programme will exposure managers to important pricing concepts

in day to day business transactions. It will help them take better

decisions on the basis of pricing implications to the business.

The course provides the guidelines for development and methods for a

detailed pricing policy.

At the end of the course, all participants will be able to be part of a

successful standardisation and consolidation of pricing processes in

their respective organisations. They will develop marketing policy,

particularly in handling routine transactions.

This course will also show how legal and technical service agreements

can blend harmoniously with personal attitudes and relationshipmanagement.





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Training ®

• Ability to prepare and develop pricing strategy and plan for

different product categories.

• Ability to manage the performance of the organisation’s

products.

• Ability to communicate and promote the products to the

different customer segments.

• Ability to monitor each product’s profitability in relation to

pricing segmentation.

• Ability to understand the psychology of pricing.

•

Ability to understand and identify marketplace pricing withregard to product enhancement and innovation.

• Ability to manage company performance strategically in relation

to pricing.

Contents

DAY ONE

Fundamentals of Pricing:

Cost-based pricing

Value based pricing

Competition-based pricing

Predatory pricing

Pricing Objectives and Pricing Decisions

Profitability

Volume

Meeting competition

Prestige




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Training ®

Not-for-profit objective

Types of Pricing

Costing and Financial Analysis of Pricing

Determining Economic Value of Pricing

The PIMS Study

Pricing Approaches

Exceptional Price Management Skills

DAY TWO

Psychology of Pricing

Evaluating Price Sensitivity

Managing Price Competition

Formulating Pricing strategy

Strategic versus Tactical Pricing

Marketplace Pricing

Pricing Over the Product Life Cycle

Pricing Power Matrix






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Training ®

PETROLEUM PRODUCTS RETAIL MARKETING

T HE FOUNDATION COURSE

Duration 5 daysOn Demand only


This course focuses on the fundamental knowledge and skills needed

to maximise returns from outlets and on networks and branding. It is

a broad based, comprehensive foundation course for managing

objectives and resources professionally in this line of business. Retailmarketing in today’s oil industry is not only about fuels and lubes.

Ever more discerning customers need a wider range of goods and

services. Increasing competition is putting margins under pressure.

The course explores the circumstances and problems affecting the

retail oil industry and it considers the solutions available to

wholesalers and retailers. It deals with fundamentals affecting supply,

marketing and retailing of fuels and associated goods and services,

and how technology can help secure success in the market place.

What Participants Will Learn

How to optimise retail networks, brands, property and on-site

facilities

The needs of both established and emerging markets - existing

situations and prospective new ventures

Identifying and analysing competitors, trends and opportunities

and how to apply best retailing practices and give appropriate

focus to customers




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Training ®

Business principles to help review and create successful

investment, marketing and sales strategies and operating

policies

Emerging global obligations and best practices regarding health,

safety and environmental issues

Contents

DAY ONE

Understanding the Petroleum Products Retail Market

What are its attractions?

What type of business should you be in and why?

Who are the customers?

Who are the competitors?

What can be learned from the experiences of others?

How is performance best measured?

Are rewards commensurate with risks?

Brand Management

What is a brand position and why is it essential?

How is it best conveyed to secure maximum effect?

DAY TWO

Asset Management (Networks)

What is the optimum productivity level?

Supply chain management (wet and dry goods)

What forms of ownership and property management are available?

What outlet operating modes should be considered?

Asset Management (Outlets)




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Training ®

Principal design considerations

Customer facilities, health, safety and environmental issues

Technological aspects of successful retailing

How to ensure assets are –“sweated” to secure best returns on capital

The key onsite features of "retailing for profit."

What is the worth of competitive pricing, premium pricing and

promotions?

The identification of customer needs and the prospects for "one stop

replenishment."

DAY THREE

Technology

What are the latest systems available for complete business

management?

What are the pros and cons regarding electronic funds transfers, and

other forms of customer payment?

Loyalty cards and customer information management.

Site Facilities

Fuels: what is in prospect for new and advanced products?

Shops: how can full advantage be taken of the opportunity -

professionally?

Car care/ car washing: how can poor and mediocre operators become

successful?

What other new business streams or products may be suitable for the

retail oil industry?

DAY FOUR




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Training ®


Performance management: what does it mean, how does it work?

Project management, how its principles can benefit much of the

industry’s work

Regulatory matters, particularly health, safety and environment; what

obligations does the industry have to face now and in the foreseeable

future?

Inventory management (wet and dry stock) - understand the basics of

good supply chain management

Taking over and handing over sites - manage these key processesreliably.

DAY FIVE

The essentials of good customer relations management

The site as the one of preferred choice

On-site crime, how might it be reduced?

Managing change

Concentration on the "must do well."

Fee: Negotiable


RELATIONSHIP MANAGEMENT AND MARKETING

Duration 3 days




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Training ®

April 16 - 18, 2014

September 24 - 26, 2014


Course Objectives Gain high value–added contacts and businesses

Integrate selling techniques with relationship management

strategies.

Align marketing strongly in all departments.

Track relationship market results.

Utilise marketing and relationship management skills for renewed

advantage.

Contents

DAY ONE

Why relationship marketing?

Marketing is everyone’s job

Account Strategy:

o Account Mission Statement

o Account Goals

o Product Volumes

o Revenue Targets

o Resource Decision

Relationship Strategies:

o Customer Targeting

o Key Events




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Training ®

Measurement Guides to Assess Relational Depth

Working as a Team

DAY TWO

Relationship Capabilities:o Profiling Key Businesses

o Long Prospecting Cycles

o Customer Service Cycle

Objectives of the Relationship Manager

Key Responsibilities of the Relationship Manager

Work Values of the Relationship Manager

Social Values of the Relationship Manager

DAY THREE Personal Selling Results:

o High-Performance Selling

o The World-Class Marketer

o Selling v. Marketing

Life-long Relationship:

o Short/long term opportunities

o Key players/priorities/politics

o Areas of weakness/vulnerability

o Economics of the business

Conducting a Relationship Audit:

o Evaluating The Partnership

o Account Contacts

o Level of Trust

o Sharing of information




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Training ®

o Knowledge of Lifestyle/Social Contact

What A POOR RELATIONSHIP MANAGER looks like



VALUE ADDED MARKETING

ADVANCED MARKETING S TRATEGIES




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Training ®

Duration 3 days

May 14 - 16, 2014

August 27 - 29, 2014November 26 - 28, 2014


Course Objectives

At the end of this course, participants will:

• Develop enhanced skills in formulating strategic marketing

plans

• Have higher creativity in brand management for profitable

customer relationship and market segmentation

• Acquire deep understanding of how best to introduce new

products successfully

• Have refined knowledge of integrating sales techniques withappropriate marketing strategies

• Be able to evolve and maintain value-added relationships with

advertising agencies and other marketing supports

• Learn how to utilise marketing as an engine for sustaining

competitive advantage.

Contents

DAY ONE

Pillars of business strategies




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Training ®

Customer equity

o Value equity

o Relationship equity

o Brand equity

Marketing strategies planning process

Environment, Customer, Competitor and Self analysis

Positioning and market segmentation

Profit drivers and distinctive competencies

Product portfolio management

Integration of marketing strategy and communication strategy.

DAY TWO

Concept of Product Life Cycle

Marketing Innovation

Relationship Management

Managing Major Accounts

What makes perpetual market winners

DAY THREE

Working with Communication Agencies:

o Why are agencies hired?

o Ideal communication partners

o Client/agency partnership

o The favourite client

o Tips on enhancing client/agency effectiveness

o Building brands

o Building trust.




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Training ®

DAY FOUR

Introduction to Social Media

Social Media v. Traditional Social Media Trends in Nigeria – Effects on Brand Marketing

How-Social-Media-Can-Improve-Your-Sales-Process

Understanding Digital Media

The Psychology of Digital Marketing

How to Grab the Attention of Mainstream Media

Effective Process for Social Media Programmes

Marketing Plan & Purpose

Product or Service Positioning

On-Line Approach

Driving Traffic to Site

How to Win – Where to PLAY!

Social Media – Marketing Checklist

Connecting the Dynamic Youth Market

Get Into Their SKIN!!

What makes youth brands work

Communicating with Today’s Youths

Knowing their Psychographics

The Youth Market Challenge

The Top 10 Digital Predictions

Challenges of Social Media Effective Process for Social Media Programmes.

Fee: NI20,000 VAT inclusive




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219

Training ®

PERSONAL SKILLS DEVELOPMENT

A MANAGER’S PERSONAL EFFECTIVENESS

Duration 2 days

January 30 - 31, 2014

April 24 - 25, 2014

August 7 - 8, 2014



This course is about what managers can do specifically to improve

their individual effectiveness and enhance productivity for the

organisation. The programme contents have been developed around

seven “Key Questions” which managers must continually answer for

themselves. The questions are:

What have I been hired to do?

What results are expected of me?

What can I do to make a real difference in the organisation’s

fortunes?

What are my bosses’ Critical Result Areas?What Critical Result Areas should be for my sub-ordinates?

What do I value most in my life?

What do I want to achieve - my goals: Long term? Short-term?

Professionally? Socially?




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Training ®

Contents

DAY ONE

Planning Orientation

The discipline of planning and preparation to avoid unplanned

catastrophes:

short term planning: daily/weekly/monthly

long term planning: self development outlook.

Recognise and take full advantage of limited resources.

Focus awareness on company procedures.

Time discipline.

Business Knowledge

Strong knowledge of the organisation’s business.

Appreciation of their decisions and actions which touch the business’

bottom line.

Application of competence to see jobs delivered cost effectively.

Performance Orientation

Focus on delivering results - work efficiently and creatively to meet

agreed goals and objectives.

Define personal responsibilities.

Be clear about standards.

Review self performance against set goals.

Opportunities Focused

Understand what opportunities exist or can be created, and convert

them into results.

Take advantage of opportunities for success in the present or future.

Create new ways of doing things that are beneficial, advantageous or

profitable.




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Training ®

Problem Solving

Identify forms of waste to reduce losses.

Make adjustments to accommodate changing situations.

Respond resourcefully to new demands or circumstances.

DAY TWO

Innovativeness

Experiment and be adventurous.

Develop new thinking and skills and challenge yourself.

InitiativeAnticipate business needs to proactively create solutions.

Take on difficult tasks in order to achieve business results.

Delegation and Empowerment

Willingly delegate.

Provide subordinates with opportunities to prove their capabilities.

Assign the appropriate degree of authority.

Provide assistance and support.

Champion Relevant Changes

Strive for learning and growth.

Structure process for quality and efficiency.

Developing Self

Strive for learning and growth both professionally and personally.






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Training ®

ASSERTIVENESS SKILLS TRAINING FOR YOUNG

EXECUTIVES

Duration: 2 days

On Demand only

Course Objectives

Learn how to create positive self expectations

Acquire personal effectiveness techniques

Develop good interpersonal skills for effective peak performance

Acquire high self-esteem and understand its importance to peak

performance

Learn how to build relationship

Develop effective communication skills

Learn the techniques of time & self management.

Contents

DAY ONE

Understanding Personality Types and Behaviour

Attitudes and Aptitudes

Assertiveness Skills

Emotional Intelligence.




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Training ®

DAY TWO

Interpersonal Skills

Effective Communication and Listening Skills

Personal Effectiveness

Time Management

Business Etiquette

Working in Teams.

Fee: Negotiable





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Training ®

ATTENTION-GRABBING PRESENTATION & PUBLIC

SPEAKING SKILLS

Duration 3 days

March 12 - 14, 2014 July 16 - 18, 2014October 8 - 10, 2014



The training addresses

1. sales presentation

2. proposals presentation

3. reports presentation.

Participants also practice

4. technical lecture

5. special speaking situation (e.g. post-dinner speech)

6. motivational speaking.


Confidence in handling presentations

Planning for presentation roles, cues and equipment

Exploiting the secrets of great presenters

Using the three dimensions to obtaining favourable decisions

Adept at asking for and get the desired decision.




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Training ®

Contents

DAY ONE

Central Competence

Factors that must be considered before presenting

Opening style

Holding attention

Audience concentration curve

Interests – the peaks and the lows

Eye contact

Gesticulations

Stage management

Presentation tool - everything counts

Do sweat the details

Final count down

Show time

Managing stage fright

DAY TWO

Business Pitch

Overview of a Presentation that Grabs

Who are the Players?

Your Presentation Objective

Simple 3 Step Approach.

Sales Presentation




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Training ®

How to be persuasive and lead a potential buyer to purchase

a product or service

How to discover the true purchase authority

How to focus the sales presentation on the central authority

How to clearly demonstrate that the presenter’s offering

surpasses other options available.

DAY THREE

Proposal/Ideas Presentation

What every Proposal Presentation should include:

1. Informative

2. persuasive

Report Presentation

Relevant Audio-Visuals Aids

“Seeing is Believing ”

Speaker Gains

Presentation Aids – technical considerations

Types of Presentation Aids

Body Movement and Stage Management

Time Management

Tricks Around Stage Fright





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Training ®


CONFIDENT COMMUNICATIONS FOR CAREER

SUCCESS

Duration 2 days

On Demand only


A two-day practical ways for workplace communication in a variety of

media that managers should master if they plan to succeed. Theparticipants will learn that effective communication is vital to the

success of the organisation’s business.


Use of English Language – ability to read, speak and write

excellently in English, the official language for business

Ability to persuade and convince others in ways that obtain

agreement or approval on ideas and views

Ability to blend well in an environment of cultural diversity

Persuasiveness – ability to present ideas, influence and convince

others to obtain agreement and approval on ideas negotiated

Teamwork – ability to assist team in performing and attaining set

objectives.




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Training ®

Contents

DAY ONEWhy effective communication is important to success in business

-decision making and problem solving

-stronger business relationships

-enhanced image for the employee and the organization.

Variety of communication

Face-to-face

On the phone

In writing

Using positive words

Formal and informal communication

-Planned communication- meetings, conferences,

presentations

-Casual communication - face-to-face conversation, phone

calls, emails.

Communication structures

-downward communication

-upward communication

-lateral communication.

The Communication process

-sender planning a message




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Training ®

-sender encoding the message

-sender transmitting the message

-receiver receiving the message

-receiver decoding message

-receiver responding based on understanding.

DAY TWO

Tips for Effectively Delivering a Message

Active and Passive listening

empathetic listening process

Body Language – the nonverbal communication

-facial expression

-gesture and posture

-personal appearance.

Common Barriers to Communicating Successfully at Work Fear is a hold-back

Difficult work situations

Career advancement through effective communication

-organising ideas and information logically

-expressing ideas and information coherently and

persuasively-listening to others effectively

-giving and receiving constructive Feedback

-sensitivity to cultural diversity in the workplace

-using communication technology efficiently

-demonstrating civilised manners




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Training ®

-sensitivity to ethics

Making the connections and getting understood.Fee: Negotiable


EFFECTIVE MANAGEMENT OF TIME, PRIORITY &

WORK PRESSURE

Duration 2 days

June 26 - 27, 2014

December 11 -12, 2014


Justifying the Course

Managers and executives must consistently add more value, in the

limited time they have in hand, just to remain in contention today. To

achieve more than the ordinary, managers must have the special

skills for, and an acute sense of, time use. The central focus is the

discipline to manage oneself for time effectiveness.

Broad Competencies Delivered

Ability to manage oneself in relation to time




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Training ®

Ability to identify and handle time wasters effectively

Ability to set priority and stick with it even under pressure

Ability to handle anxiety and stress.

Contents

DAY ONE

Time Definition

The Types of Time

Putting Value on Time:

-Estimating and Knowing the Value of Time

-Most valuable use of time

Time Management Matrix

Becoming an Organised Person

Procrastination is the thief of time

Office work and space organization

Delegating, supervising, monitoring

Managing the boss

Managing meetings

Assertiveness Skills:

-Dealing with Time Wasters

-Setting and Sticking to Priority

Time Log - daily, weekly

Time Audit.

DAY TWO




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Training ®

Pressure Management

Pressure and Stress?

Positive and Negative Pressure

Stressors:

-Internal

-External

-Cognitive Symptoms

-Emotional Symptoms

-Physical Symptoms

-Behavioural Symptoms.

How can stress affect you?

Effects of Stress on Health.

Dealing with Stress:

Unhealthy ways of coping with pressure.

The Healthier Way to Manage Pressure:

Strategy 1: Altering the situation

Strategy 2: Avoiding unnecessary stress

Strategy 3: Adapting to the stressor

Strategy 4: Accepting the things you can’t change

Strategy 5: Adopting a healthy lifestyle



EMOTIONAL INTELLIGENCE AT WORK




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Training ®

Duration 2 days

On Demand only


The programme is a learning platform for building personal and

organisational effectiveness. It is a learning from the teaching of

Aristotle who spoke of a rare ability to be angry with the right person,

to the right degree, at the right time, for the right purpose and in the

right way. Without a doubt, managers who are not emotionally

intelligent are not very effective. For leadership positions,

competencies in emotional intelligence account for up to 85 per cent

of what sets outstanding managers apart from the average. To be

successful, therefore, this course takes managers through not just

being intelligent, but the need to be emotionally intelligent.

What the Course Teaches

A framework for understanding Emotional Intelligence

Ways in which to develop Emotional Intelligence capabilities

Opportunities to assess one’s Emotional Intelligence

Stimulate reflection on the changing nature of organisations and themanager’s role

Guidelines on how to use Emotional Intelligence as an organisational

change management strategy.

Contents

DAY ONE

General Overview – the Five Steps




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Training ®

Self awareness

Emotion management

Self motivation

Relationship management

Emotion coaching

Emotional Competence Framework

Self awareness

-Emotional awareness

-Accurate self assessment

-Self confidence

Self regulation

-Self control

-Trustworthiness

-Conscientiousness

-Adaptability

-Innovativeness

Self motivation

-Achievement drive

-Commitment

-Initiative

-Optimism

Social competence

-Empathy




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Training ®

-Service orientation

-Developing others

-Leveraging diversity

-Political wisdom

-Influence

-Communication

-Conflict management

-Team capabilities

DAY TWO

Organisational Effectiveness

Priority Management

Leadership

Team capabilities

Customer Service

Sales

Decision making

Change management.

Fee: Negotiable





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Training ®

EXCELLENT REPORT AND PROPOSAL WRITING

SKILLS

Duration 3 days

January 29 - 31, 2014

July 2 - 4, 2014



For effectiveness in business communications, this course focuses onmaking managers to:

Become highly skilled in the use of English Language

Write memos, letters, reports, proposals excellently by

presenting their contents with mechanical precision

Organise their thoughts clearly before writing

Know the techniques of outlining, drafting and revising

their written messages

Practice writing styles that are clear, concrete and

courteous

Pay attention to their spellings and punctuations

Know the rules that guide the use of numerals in their

written messages.

Contents




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Training ®

Attention to Grammar

Verb exercises

Noun and pronoun exercises

Spellings

Punctuations.

Editing techniques

Formatting the Writing

Style and tone

Paragraphs Headings.

Letters

Salutation

Body of letter

Complimentary closure.

Email Guidelines

The recipients

Keeping it short

File attachments

Plain texts

Writing Minutes of Meetings

Minutes – what it is, what it is not

The Importance of Minutes

Types of Minutes




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Training ®

Minutes Format

Steps to Effective Minutes

Qualities of Good Minutes.

DAY THREE

Types of Report

Information/investigation report

Progress Report

Formal Reports

Informal Reports

SOPADA formula

The “Need-to-know” v. “Nice-to-know” reports

Executive Summary:

-The Purpose of An Executive Summary

-Main Stages and Techniques of Summarisation

-Types of Summaries

-Qualities of An Effective Executive Summary

Problem with Cliches

Parallelism problems

Misplaced modifiers




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Training ®

British v. American English.



INFLUENCING SKILLS

Duration 3 days

May 21 - 23, 2014

October 8 - 10, 2014



Leadership does not just come from those who have been placed in

positions of power. There is the need to lead from the middle or the

back. It takes a different set of skills to influence others to act on your

behalf if you are not the leader. To be effective, you must have good

command of the strategies used to influence the perceptions,

attitudes, and behaviours of others. Leverage relationships to build

influence skills.

Objectives

Relate more effectively with colleagues

Influence and achieve set goals for self and others

Increase productivity at work




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Training ®

Improve the work environment

Resolve conflicts among team members

DAY ONE

Key Characteristics of Influential People

Significance of Trust

Showing Presence

Understanding Group Dynamics

Communication Skills

How Well Do You Listen?

- Non-verbal communication

DAY TWO

What is a “Shared Vision?”

Team Leadership

Turning an Enemy Peer into an Ally

Dealing with Subordinates

Managing Conflicts with Superiors

Influence and the Mind

The Winning Edge Concept

Creating Effective and Lasting Great Impressions

The mutual-gains approach

Understanding personality types

DAY THREE

What is managing up

Get to know your boss

Get to know yourself




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Training ®

Dare to follow well

Choose your words

Solicit clear expectations and priorities

Focus on what you can change.



PRE-RETIREMENT COURSE

MANAGING A NEW BEGINNING

Duration 4 days

March 11 - 14, 2014 July 1 - 4, 2014

November 4 - 7, 2014



This is a programme on how all employees sure to approach

retirement shortly or in a few years time must plan how they will

confront real economic issues after their employment in the

organisation. The course shows that retiring from corporate

employment needs not become a calamity.

It also introduces participants to post-retirement Entrepreneurship

and they are taken through an orientation of “entrepreneurial




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Training ®

personality ” which, rather than be characterised by a propensity for

risk taking, will, among other things, focus success on one thing –

“opportunity focused.” They will learn a number of entrepreneurial

logics and make them to dig deep into ideas underlying a product or

service they may think of producing, prepare the ideas, get started,

and keep it going with commitment.

The training will also give the participants the ways to:

1. identify their talents and personal capabilities that they can

utilise elsewhere

2. restructure their lives

3. implement a successful financial life plan

4. invest wisely

5. if desired, start and run own business and become successful

entrepreneurs

6. where needed, get new satisfying employment.

Contents

DAY ONE

General Retirement Orientation

State of the economy and prospects faced in retirement

Coping with severance from corporate employment

Choice of what to do next.

Investments

Types of investments currently available in Nigeria

Guidelines and advise on selecting investment types.




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Training ®

Can You Run Your Own Business?

Planning a new business

Business development process.

Entrepreneurship

A random walk through simple businesses suitable for retirees

The disciplines for business success

Preparation of a business plan

Legal requirements for business.

Nurturing a Business for Profitability

Structure for a retiree’s business Marketing knowledge and selling skills to propagate the

business

Attention to the financial health of the business – capital and

cash flow.

DAY TWO

How to Choose an Entrepreneurial Endeavour to Pursue

The courage to take the leap.

Financial Information

Capital for the business - the seed money to get started

A sample Business Cash Flow Projection

A sample Profit & Loss Account.

Business Strategy

The art of positioning the business

How to monitor trends to shape the business to success

A sample business model




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Training ®

How to grow the business – making the business prosper.

Selling and Marketing

A sample sales plan

How to reach the potential customers

Promoting the business – publicity, website advertisements,mobile advertisements, other media.

The Product/Service Pricing Principles

Pricing a highly differentiated product/service

Pricing an undifferentiated product/service

Pricing a “Must Have” product/service

Pricing a “Substitutable” product/service.

DAY THREE

The Retiree’s Job Description as a Business Owner

Managing time as a business owner

Decision making

Decision implementation

Delegation

Managing meetings

Paper work.

Finding the Right People

The art of recruiting

Productivity culture

Quality and safety culture.




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Training ®

Keeping the Company Legal

How to go about a Partnership business, if one is beingconsidered

How to become a Merchant, if trading is being considered

How to start a Production business, if manufacturing is beingconsidered

How to start a Service business, if service is being considered.

Locating the Business – the considerations.

DAY FOUR

Investment Guides

Investment specialists will be brought in to give investment

orientation, current opportunities and guides to the participants.

Health and Leisure

Ageing gracefully.

Balancing work and health.

Health guideposts.

Assuring Family Peace

Preparing a will

Setting up a Trust.



PROBLEM SOLVING AND DECISION MAKING

TECHNIQUES





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Training ®

Duration 3 days

February 19-21, 2014

October 29-31, 2014


This programme delivers Problem Solving Techniques, one of the

unique competencies all managers, whether budding or experienced,

must possess.

The ability of a manager to solve problems will be reflected in:

Gathering information

Marshaling relevant resources

Weighing options

Assessing risks

Taking decisive action.

What the Participants will Learn Definitions and data collection for various workplace

problems

Root Cause analysis

Crisis investigation, recovery and prevention procedures

Process for documenting solutions and decisions

Character and techniques needed for making value-laden

decisions.

Contents

DAY ONE




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Training ®

Three things people do when faced with problems

Generic skills necessary for solving problems

Personality types and problem solving

Defining a problem

Listing possible solutions

Evaluating options

The Tools of Root Cause Analysis

Generating Ideas:

-Need for a repertoire of strategies

-Choosing What to Do Changing nature of problem through simplification

Communicating the problem to another party

Individual differences in approaching problems

Use of meaningful information and business knowledge

Setting limits to the problem

Focusing on desired goals to maintain all through the process

Taking action

DAY TWO

Creativity-thinking out of the box

Individuals problem-solving approaches

Differences between best and worst problem solvers

Innovative problem solvers mind journey

Demonstrating decision making willpower

Critical thinking

De Bono’s six thinking hats

Thinking “out of the box”




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Training ®

DAY THREE

Handling Modern Day Business Problems:

-Business goals/objectives

-Business strategy and leadership

-Business environment/competition

-Human capital management

-Organisational culture and way of working

-Change management

-Technology

-Risk management-Financial management

-Information management

-Supply chain management

-Inter-site transfers and new production introduction

-Quality management

Key ingredients for Problem solving:

-Team Approach

-Process focus

-Measurement (is critical)

-Scientific Approach

Developing procedure to pick early warnings of problems

Contingency to lessen the effects of problems





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Training ®


SKILLFUL BUSINESS NEGOTIATIONS - THE

PRINCIPLES AND PRACTICE

Duration 3 days

February 5 - 7, 2014 July 2 - 4, 2014September 10 - 12, 2014.



A training programme whose contents have been developed around six

“Key Negotiation Lessons,” namely:

Avoid unreasonable or arbitrary positions

Avoid letting prejudices show through

Avoid negotiating by demands and ultimatums

Present arguments calmly, without personalizing

Explain positions logically and frankly

Recognise legitimate concerns and needs of other side.


Ability to assess one’s central negotiating style – collaborate,

compromise, defeat, withdraw or accommodate.

Ability to assess one’s true power in any negotiation process

Ability to concede without losing out




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Training ®

Ability to employ any of the several tactics negotiators use and

manage when any of the tactics are being tried by other parties

Ability to assess a true crisis situation and not a contrived one,

so as to employ the right crisis negotiating tactics at the right

time.

Contents

DAY ONE

Three Rules for Commercial Negotiations

Cost of Negotiated Solution

Negotiating Concerns

Interests, needs and alternatives in a negotiation

How to Improve Your Negotiating Results

DAY TWO

Basic Negotiation Styles:

o Win-lose

o Lose- lose

o Compromise

o Collaborate

Preparation

Timing for Negotiation Advantage

The Five Types of Power in a Negotiation Process

Managing your ego

Closing with confirmation

DAY THREE

Negotiating Positions




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Training ®

Terms and Conditions

Negotiating Interests

Underlying motivations

Negotiating Options

Inventing an option is not a commitment

Negotiating Standards

Make the negotiation a joint search for independent standards

People Issues

Ease and tone of communication

Negotiation Alternatives (BATNA) The only authentic strength a negotiator possesses

Negotiation Tactics

Glossary of Tactics

Negotiation Planner

A practice with the Negotiation Planner.



SPEECHWRITING COURSE

Duration 3 days

April 16 – 18, 2014




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In today's work environment, a special selection of managers incorporate, government and the non-profit organisations are tasked

with crafting good speeches, often at a moment's notice.

This course will provide a hands-on, detailed lesson in the art of

speechwriting, including what works and what doesn't, how to make

points clearly and maintain the audience’s interest.

In addition to the essentials, participants will learn techniques for

composing speeches that engage, persuade and inspire through the

use of image, metaphor, and story-telling.

Participants will analyse some of the greatest speeches to determine

what makes them effective and memorable.

Specific Benefits

Individual managers who participate in the programme will:

Master the skills with which they can write speeches that transfer

valuable policy, business and technical information

enthusiastically to other persons.

Learn the art of preparing adequately for their written speeches

using a systematic planning approach.

Know how to structure the contents of the speech most effectively

Master the language expressions to affect the assimilation of the

audience to which the speech is being presented

Manage their writing time effectively.




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Training ®

Contents

DAY ONE

Kinds of Speech

Informative

Persuasive

Inspirational.

Anatomy of a Great Written Speech

A review of sample great speeches in history

Clear about the goal the speaker is to achieve

Resonates “What’s In It for Me” to the audience

In tune with the speaker’s voice

Simple in words

Original

Authentic.

The Speechwriter’s Tool Kit

Facts researching Dictionary

Biographies

Great speeches

Quotations.

Between the Speechwriter and the Presenter

Strong bonding

Sense of identity

Mutual belief.

DAY TWO




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Training ®

Speechwriting Steps

Meeting with the executives

Deciding the theme Reviewing the audience

Agreeing the slant

Speechwriting Process

Deciding the topic

Understanding the audience

Researching - information and data gathering

Setting the speech framework

Deciding the significant points to address

Agreeing the Executive’s (speech presenter’s) perspective orposition on the significant points

Agreeing the executive’s (speech presenter’s) preferred style

Identifying ways to effectively capture a speaker's voice

Identifying ways to use speechwriting to successfully convey a

message or a policy

Building a speech around a strong proposition

Writing openings that grab an audience’s attention

Closings that stick in an audience memory

Using stories to bring ideas to life.

DAY THREE

Doing the Writing

Organising thought before writing




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Training ®

Writing for the ear

Word usage

Common errors in the use of English by Nigerians

Preparing the draft

Presenting the draft

Revising or making changes to the draft as presenter mayrequest

Word economy

Rhetorical techniques that engage and persuade the audience

Style and tone Paragraphs

Headings.

Practical writing sessions

Presentations and Feedback.

Attention to Grammar

Verb exercises

Noun and pronoun exercises

Spellings

Punctuations

Problem with Cliches

Parallelism problems

Misplaced modifiers

Editing to improve the style and sharpen the arguments.






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Training ®

WORK ETHICS AND ATTITUDE TRAINING FORIMPROVED PRODUCTIVITY

Duration 2 days

On Demand only


This is a training event to promote the right Work Ethics, Attitudinal

Change as well as rekindle a Sense of Ownership in the organisation

employees. It will be presented mainly as memorable activities that

will make the learning to linger until ethics, positive attitudes and

continuous productivity improvement become the workers habit. It

will let them see that they have promising careers.

The focus is on staff commitment and discipline.

Employees will have to display the spirit of ownership for their

respective jobs.

Late arrival at work and absenteeism must be an anathema.

Misplacement of tools data and work materials must be a very

rare occurrence.

Disobedience to instructions and lack of cooperation with

superiors must be an anathema.

All employees must know that no behaviour of theirs causes the

company to lose money.

Management Staff and Supervisors must demonstrate

leadership.




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Training ®

Contents

DAY ONE

What have I been hired to do?

What results are expected of me?

What can I do to make a real difference in the company’s

fortunes?

What are my bosses’ Critical Result Areas?

What Critical Result Areas should be for me?

• What do I get from the company?

• What I am able to give to the company?

• My sense of belonging?

• How can I grow?

• Five Significant Rules of Work:

o Beat the lateness factors in Lagos (group work)

o Carve out a Niche for yourself

o Never stand still

o Be 100% committed

o Act one step ahead.

• Competencies that will measure the behaviours:o What to expect of Grade “A” employees

o What “B” Level employees may show

o What “C” Level employees may show.

DAY TWO

Core Values v. Current Realities

Understanding Work/Business Ethics

Beliefs and Attitudes




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Training ®

Behaviour Expectations

Visible Observations v. Hidden Influences

A Defining Moment in the Life of the Organisation

Improving Performance through Attitudinal Change

The Leadership Competence Required for the Change Journey

Personal Readiness for Attitudinal Change

Celebrating Success and Improving Continuously

Identifying Benchmarks

Moving Forward

o Action Steps

o Assigned Responsibilities

o Milestones

Feedback Mechanism

Individual Development Plans.

Fee: Negotiable


YOUTH ENGAGEMENT AND EMPOWERMENTSTRATEGY TRAINING

Duration 2 days




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Training ®

On Demand Only

Course Contents

DAY ONE

Profiling the individual youth in each territory

Influencing skills:

How to be persuasive

Interpersonal skills:

Verbal communication skills

How Well Do You Listen?

Non-verbal communication

Relating more effectively with the youth

How to use mass media channels to mobilise the youth

Defining key messages - New business opportunities

Self sustenance The Communication Plan outlines the following:

The events planned to deliver the engagement

strategy

The timeline for delivering these events

The resources required to develop and deliver the

engagement

The Feedback mechanism for measuring the

effectiveness of the communication programme.

Use of direct intervention to educate the youth:

Meetings, events, seminars

Vocational training procedure




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Training ®

Job creation

Road shows

DAY TWO

Analysing and managing the youth’s different personality types

Guiding the Youth for Business:

-What do you know about how to start and run small

businesses?

-Creating business opportunities for the youth

Involvement of youth in community-based business projects

The Ombudsman systems

Insurance scheme to protect current assets of the youth

The Winning Edge Concept

Influence and achieve set goals for the development of the region

Resolve conflicts

Promote a “Shared Vision?”

Turning an Enemy Peer into an Ally

Managing Conflicts

Creating Effective and Lasting Great Impressions

The mutual-gains approach.

Fee: Negotiable




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Training ®

PRODUCTION & SERVICE PROCESSES MANAGEMENT

ADVANCED STRATEGIC WAREHOUSING AND STORES

MANAGEMENT

Duration 3 days

April 16 - 18, 2014 July 9 - 11, 2014December 3 - 5, 2014


Course Objectives

Efficient warehouse operations do the following:

- Provide timely customer service

- Keep track of items so that they can be found easily and

correctly.

- Minimise the organisation’s physical effort and thus

Participants in this course will:

Understand the strategic importance of warehousing and stores

management in company profitability.

Appreciate the underlying principles and applications of Material

Requirements Planning (MRP)

Use the accounting procedures required in issuance of materials

Apply the concept of the organisation distribution cost as aworking model

Implement good warehousing practices.




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Training ®

Contents

DAY ONE

Types of Warehouses

Warehouse design, partitioning and control procedures:

o partition/stock locations

Inventory:

o Ordering

Flow of Materials:

o Purchased materials

o Work In Progress (WIP)

Numbering and classification systems for different stores items:

o Numeric

o Combination of numeric and alphabet.

Stock Control:

o Stock Classification

o Stock Counts

o Stock Accuracy

o Stock Valuation

o Safety Stock

o Stock Keeping

o Reporting Processes for Stock

o Processing of Stock-Essence of Timing

DAY TWO

Issuance of materials, FIFO, LIFO, etc.

Materials Requisition Planning (MRP)




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Training ®

Finished Goods:

o Distribution Planning

o Distribution Control

Maintenance, Repair and Operational Supplier (MRO)

Store keeping and related documentation

Inventory management

Handling of Returned Goods/Objections.

DAY THREE

Good house-keeping practices:o Arrangement

o Accessibility

o Cleanliness

o Procedure

o Spacing

o Fumigation

o Identification

Treatment of discrepancies

Obsolescence, obsoleteness, redundancy and deterioration.

Personnel:

o Honesty

o Diligence

o Accountability

o Numeric competence

o Observant

o Neat/orderly

o Hard working

o Good public relations




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Training ®

Health, Safety & Environment (HSE):

o Identification & Assessment of Inventory Risks



CONTRACT MANAGEMENT COURSE

Duration 4 Days

May 6 - 9, 2014

December 9 - 12, 2014


Course Benefits

Contracts are a major foundation of business relationships, andorganisations need to implement effective contract management

practices to avoid risk and to achieve optimal outcomes. This course

provides the knowledge and skills with which to successfully manage

and execute the contracting process.

Participants will learn how to

Apply effective contracting strategies and techniques to

maximise results and minimise risk

Manage an effective contract life cycle

Know how to select the most qualified vendors

Orchestrate the negotiation process for "win-win" outcomes




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Training ®

Employ best practices for contract administration and execution

Ensure delivery of intended objectives and successful contract

closure

Contents

DAY ONE

Introduction to Contract

The basis of contract around the world

Contract formation

Contract formalities

Authority to contract

The Board of Tender (BOT)

Contract Stakeholders Management for effective results

Elements of stakeholders Management

Stakeholders Analysis Stakeholders Planning

Stakeholders Prioritisation techniques

Supply Chain Management as regards contracts Management

What exactly is the Supply Chain Management?

How the Supply Chain Works

The logistics of Contract in the Chain

The buyer’s influence on the Supply Chain

Common mistakes in Contract Management and solutions

Contract Creation and the entire procedure involved

Competitive tendering

Dealing with challenges




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Training ®

Single/Sole sourcing

Framework Agreements

Negotiated contracts

Different contract types

Traditional

More innovative

Selecting the right one for the project

Using standard forms of contracts (Company and International)

Awarding the contract

Letters of intent Letters of Award

Conditions precedent

Conditions Subsequent

DAY TWO

Collateral documents

Bonds

Guarantees

Insurance Arrangements

De-briefing bidders

Kick –off meetings

Drafting contracts

Clarity of language

Issues with translations

Issues with translations

Interpretation of Critical contract clauses

Health Safety and the Environment




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Training ®

Standard of work/products/service

Change to the scope of work

Indemnities

Insurance

Liquidated damages

Penalties

Force Majeure

Limitation of liability

Warranty and guarantee periods

Termination Entire Agreement

Notices

The Nigerian Contract law and applications

DAY THREE

Contract Business Process Management

Contract Management Planning

Strategic Alignment for the Contract Manager

Contract Management detailing technique

The Work Structure of Contract Management

Contract Planning work conversion method


Contract Financial Management

Budget Forecasting

Budget development structuring

Contract Master Budgeting

Contract Financial Performance management




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Training ®

Contract Risk Management

Contract Risk Auditing

Contract Risk Prioritisation and Categorisation

Contracts types



Using the difference in real life situations

DAY FOUR

Effective Negotiation in Contract Management

Contract Performance Management



Strategic supplier workshop development

Contract Management

Technological Development

Introduction to Electronic Contracts

Supplier Management Integration system

Oracle Enterprise Resource Planners v. Contract





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Training ®


FACILITY MAINTENANCE & MANAGEMENT TRAINING

Duration 3 days

January 22 - 24, 2014May 14 - 16, 2014September 17 - 19, 2014


Course Objectives

This is a programme for Facility Managers, Office Managers, Contract

Administration Professionals. It gives participants the know-how to

effectively manage their facilities.

Contents

DAY ONE

Introduction to Facilities Management

Challenges of maintenance management and cultural issues

Idea of Facility Management

The Nature of Facility Management

What is Facility Management

Types of Facilities

Pre-Exam

10 Keys of Facility Management




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Training ®

Facility Management System reasoning exercise

Tailoring your Facility

Understand the link between Maintenance and Facility Management:

Maintenance Modern Concept

Actual meaning of Maintenance

Maintenance Planning and Scheduling

Planning and Scheduling objectives

Classification of Maintenance work according to Planning and

Scheduling purposes

Facility Stakeholders Management for effective results


Stakeholders Analysis

Stakeholders Planning


Fundamental of Maintenance Management

Work Identification

Planning

Analysing your Facility Management S.W.O.T for effective

planning

Planning Procedures

S.W.O.T Session exercise

Scheduling

The organisation Cost of Maintenance and Importance of Maintenance

Facility Management master budgeting




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Training ®

Facility Management budget performance System

Maintenance using Facility master schedule

Facility Management Master Schedule

DAY TWO

Understanding your Facilities and Assets

Feeling the heartbeat of your Facility

Criticality Analysis

Advantages and Disadvantages of Criticality Analysis

Facility Management Benchmarking techniques

Implementation method of Benchmarking

Using the Pareto’s Principle

Maintenance Management Tactics

Proactive and Predictive Maintenance

preventive Maintenance

Reactive Maintenance

Predictive Maintenance

Corrective Maintenance

Deferred Maintenance

Operation and Maintenance exercise

90:10 Facility Maintenance development

Failure Management and Control Reliability Centered Maintenance

Downtime reduction

Tools for controlling Failure in Facility Management

Checklist systems development and operations

Exercise




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Training ®

Developing a robust Service Level Agreement

Asset Management

What Asset and Asset Management means

Linking your Asset Management to Facility strategic planning

Critical Asset ranking

Understanding Asset failure

Effective Asset Management Implementation

Asset Management Resources

Integrated Facilities Management; Life Cycle Costing;

Continuous improvement philosophy

Facility Condition Indexing

Interpreting the FCI range in Facility Management

Real life situation exercises in FCI

FCI impacts, Failures and Occupant’s Morale

Impact of Asset Management tools on Corrective maintenance

and repairs

Depreciation technique of Facility components

DAY THREE

Fault Diagnosis

Maintenance Codes using Facility Management master plan

Failure Management in Facility Management

Failure Reporting using a Criticality Analysis Guide




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Training ®

Facility Management Technology

Computer Aided Facility Management Technology

Real life demonstration

Preparing a strategic technology plan

Technology optimising Process

Energy Management

The increasing cost of Energy

What is Energy Management

Goals of an effective Energy Management Programme

Implementing the major strategies of Energy Management

Energy Audit for Facility Managers

Increasing your company’s profit by 25% using Energy

Management

JIT Management

Disaster Planning, Emergency Preparedness and Business Continuity

What a Disaster Recovery Plan is and why it is important

Identifying potential Hazards

Business Impact analysis

Personnel Policies and Crisis Communication

Strategic Alliance

Case Study and Exercise

Setting up an Action Plan

Emergency Planning Implementation checklist

Fee: N100,000.00 VAT Inclusive




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275

Training ®


INVENTORY, LOGISTICS & DISTRIBUTION

MANAGEMENT

Duration 3 days

March 19 – 21, 2014

October 22 – 24, 2014

(Available also as In-plant Training)

Programme description

Logistics has become a quintessential factor in modern day

organisations. This course examines the core issues and skills

required to promote production and distribution efficiency, reduce

waste and consequently improving Return on Investment (ROI). The

programme will afford the personnel in Logistics to be on top of their

assignments.

Contents

DAY ONE

Inventory Management

Introduction to basic concepts in storekeeping Types of Inventory (RM, WIP, FP, MRO)

Inventory Planning and Control

Stores Accounting and Stock-taking

Materials Handling Techniques




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Training ®

DAY TWO

Distribution/Logistics Management

Organisation and Management of the Warehouse, CustomerService

Distribution Planning and Transport Operations & Management

Impact of Stores/Warehousing Operations on OrganisationalEfficiency and Profitability

Good Housekeeping Practices

DAY THREE Inbound Logistics

Transport Operations and Management

Distribution Requirement Planning

Reverse Logistics

Customer Service & PDM

Fee:N100,000 VAT inclusive




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277

Training ®


MANAGING FLEET FOR PROFITABILITY

Duration 3 days

February 26 – 28, 2014 June 25 – 27, 2014November 12 – 14, 2014


Justification for the Programme

This is a comprehensive fleet management course that covers

important and vital aspects of the fleet life cycle. Fleet management

practitioners and owners must keep abreast of the latest

developments, practices, technological advancements and a broad

spectrum of related issues so as to run their own fleet profitably or

provide their clients with the best service. The knowledge and

techniques delegates will learn in the course are practicably applicable

to their fleet.

Course Objectives

Participants will be provided with the knowledge and

understanding of the fundamentals in fleet management

They will be exposed to how to fully implement effective fleet

management policies and controls in their work environment

They will understand how to resolve critical issues in Fleet




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Training ®

Operation

Participants will have a better understanding of motivating and

rewarding the fleet operations staff

They will learn how to effectively prevent as well as manage

crisis that may occur in fleet operations

They look at the important financial aspects of fleet operation

and for a sustainable fleet business.

Contents

DAY ONE

Managing Fleet

Fundamentals of Fleet Management

- Fleet Management: An Essential Service Function

- Fleet organisation, administration and maintenancepractices

- Analysis of company transport requirements

Managing Fleet for Optimum Result

- Truck Selection and Acquisition

- Truck Replacement Planning

- Efficient management of costs and resources

- Setting Key Performance Standards

- Fleet costs optimisation

- Developing a Green, Safe and Efficient Fleet




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Training ®

Essential Skills for Efficient Fleet Management

- People skills for driver control and management

- Organisation management skills for workshop personnel

- Preventive maintenance skills and maintaining high

standards of vehicle maintenance

Critical Issues in Fleet Operation

- Vehicle delay, downtime and its associated costs

- Safety and road traffic accidents and its associated costs.

DAY TWO

Managing the Business for the Future

Financial Aspects of Fleet Management and Financial Issues in

Fleet Operations

- Fleet Cost Control Strategies

- Setting Operational/Financial Targets & Standards

- Fleet Finance Options and Risk Management

Building a Sustainable Business

- Fleet Management business models

- Fleet performance measurement and benchmarking

- Implementing strong risk management policies

- Sourcing, managing and developing people for Fleet

Management

- Fleet replacement and disposal.




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Training ®

DAY THREE

Managing Drivers

Linking employee performance to the reward system

- Total competitive compensation structure

- Pay-for-performance philosophy

- Driver and vehicle management

- Motivating and Rewarding Drivers for Optimum

Performance

Managing Crisis

Causes of Crisis

- Communication breakdown

- Personality clashes and behavioural issues

- Cultural diversity

- Crisis management Styles

-Avoidance, competing, compromising,

accommodating and collaboration

Prevention Techniques

- Mandate of fleet operators

- Safety procedures in fleet operations

- Passengers safety and safety of loads on vehicles

- Safety packing and safety checklist

- Inspection and safety reports.





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Training ®


MANUFACTURING & SERVICE OPERATIONSMANAGEMENT

Duration 3 days




Be it in manufacturing, services, social or non-government

organisation, operations management strategies are the bedrock for

continuity and profitability. It deals with the management of the direct

resources required to produce the goods and services provided by thefirm.

The concepts of operations and operations management

Operational processes, boundaries of an operations system,

interfaces with other functional areas within the organisation

and with its external environment.

Operations Management and Competitiveness, Productivity and

The organisation Quality Management as they relate to

Organisational Performance




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Training ®

What the Course Teaches

Design, selection and process optimisation strategies inmanufacturing and service industries

Capacity planning, factory and service layout

Project planning and works measurement

Performance measures and quality control tools

Inventory planning & management

Quality system and documentations system

Control of engineering spare parts.

Contents

DAY ONE

What is Operations Management

Business Information Flow

Who is an Operation Manager

The Transformation Process

Operation management strategies

Manufacturing industries

Service industries

Non-profit organisations

Capacity planning and facilities alignment

Waiting line situations




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Training ®

Waste minimisation

Project planning and control techniques

Critical path methods

Project Evaluation and Review Technique (PERT)

DAY TWO

Job Scheduling

Inventory management

Material requisition planning

Forecasting

Capacity requirement planning

Overall Equipment Efficiency

- Capacity utilisation

- JIT production system

Purchases management

- Warehousing.

DAY THREE

Facilities Management

- Facilities Maintenance

Quality Management

- Quality control tools

- Cost of quality analysis

Project Planning and Control Techniques




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Training ®

- Top ten risk factors

Planning and Scheduling

- Gantt Chart

- Programme Evaluation and Review Technique

Models of quality management

- Quality evolution

Business management and energetic leadership

- Business Process Management Tools

- BPM Life Cycle

- Energetic Leadership





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285

Training ®


OCCUPATIONAL HEALTH AND SAFETYMANAGEMENT

Duration 2 days

January 30 - 31, 2014May 22 - 23, 2014October 30 - 31, 2014


Focus of the Course

Failure to put SMART health, safety and environmental policies and

procedures in place could be an expensive mistake. The illnesses and

accidents risked as a result could bring a range of costs, including:

The wages of the person who is injured or ill

The costs of covering their job

Lost productivity caused by inexperienced replacements and

disruption to business

Damage to products, equipment or premises

Costs of investigating and correcting the problem

Fines and legal costs if there is a prosecution

Cost of revamping damaged corporate image

Contents




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Training ®

DAY ONE

Introduction to safety at work

Risk assessment

Accident concepts

Implementation of health and safety in projects

Accident investigation and reporting

HSE Management System (including OHSAS 18001:2007) and its

implementation

Hazard identification and control

Application of job hazard analysis First Aid and CPR

Fire Safety Management

DAY TWO

Implementing OSH management system for success

Injuries: a matter of probabilities

HSE calculations

HSE performance indicators

Loss Time Injury Frequency (LTIF)

Understanding workplace ergonomics

Workplace interactions

Ergonomic risk factors

MSDs and other common problems

Ergonomics of computer usage

Techniques of Lifting of weights

Fee: N80,000.00 VAT Inclusive





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Training ®

SHOPFLOOR QUALITY CONTROL AND ASSURANCETRAINING

Duration 2 days

On Demand only

Course Objectives

This gives the participants a good understanding of basic principles

and benefits of Quality Control and how they may entrench the

principles into their personal attitudes and ways of working. They will

also become conversant with Quality Assurance process, the way they

can keep improving on their attitude to quality and the process of

maintaining top quality at all times. In particular, shop floor

personnel will:

1. Understand Quality Control and define Quality Assurance

2. Be able to apply the basic principles of Quality Control to their

work

3. Appreciate the importance of Quality to the company’s fortunes

and for their personal growth

4. Acquire skills and techniques to solve simple work problems

5. Aim at excellence in the performance of their jobs at all times.

Contents

DAY ONE – QUALITY CONTROL




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Training ®

Attention to Quality and its Basic Requirements

- What Quality is

- Characteristics of Quality- Components of Quality in a Production Process.

Good Quality Control Practices

- Well managed processes

- List and description of defects

- Quality integrity criteria and inspector competence

- Employee knowledge, skills and dedication.

Corrective and Preventive Actions

- Batch control documentation

- In-process control documents

- Factory report control documents.

DAY TWO – QUALITY ASSURANCE

Production Excellence

- Good Production Practice

- Organising the workplace for quality improvement

- Safety in the workplace

- Waste and cost reduction.

Quality Improvement Tools

- Cause-effect analysis

- Brainstorming

- PDCA

- RISE

- 5WHY’s




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Training ®

Targeting Operational Excellence

- Improvement to maintenance schedule

- Improvement to storage and material handling

- A brief on ISO certification.

Fee: Negotiable




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290

Training ®


STRATEGIC PROCUREMENT MANAGEMENT COURSE

Duration 3 days




This course provides participants with the necessary knowledge and

skills to effectively and efficiently manage company and project

procurement functions.

The topics covered will include: The concept of strategic and operational procurement

management

How to craft procurement strategies, plans and programmes

How to develop the proper procurement organisation, policies,

systems and procedures

How to determine the required procurement manpower

requirement - composition, competency & quantity

Managing purchasing operations

Managing project procurement

Managing vendor relations

Tender management

Contract management




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Training ®

Warehouse management

Delivery / distribution / logistic management

Managing procurement information management system.

Contents

DAY ONE

Overview of Procurement

Management

The Terminologies

The major virus of Procurement

Strategic Fundamentals of a buyer

The 80:20 Law of Procurement Management

The nature of procurement

The Procurement Management Procedure

Project Appraisal and Analysis

Sourcing

Tendering

Types of Procurement Methods

P2P

Centralised Procurement

Decentralised Procurement

Whole Life Procurement (TCO)

Bidding




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Training ®

DAY TWO

Procurement Stakeholders Management


Stakeholders Analysis

Stakeholders Planning


The Role of the Buyer in the Supply Chain

What exactly is the Supply Chain Management?

How the Supply Chain works

The logistics of procurement in the Chain

The buyer’s influence on the Supply Chain

Common mistakes in Procurement Management and solutions

Procurement Cycle

Requirement to purchase

Plan the process

Prepare the documentation

Identify possible suppliers

Issue/Receive back the tender/quotation documentation

Evaluate the submissions

Negotiate

Award and place the contract

Delivery

Pay the supplier




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Training ®

Manage and monitor the contract

Review the process

Procurement Business Process Management

Procurement Management Planning

Strategic Alignment for the Procurement Manager

DAY THREE

Procurement Management Detailing Technique

The Work Structure of Procurement Management

Procurement Planning work conversion method


Procurement Financial Management

Budget forecasting

Budget development structuring

Procurement Master Budgeting

Procurement Financial Performance management

Procurement Risk Management

Procurement Risk Auditing

Procurement Risk Prioritisation and Categorisation

Contracts Management skills for the Buyer



Using the difference in real life situations.




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Training ®

Effective Negotiation in procurement

Procurement Performance Management



Strategic Supplier workshop development

Procurement Management technological development

Introduction to Electronic Procurements

Supplier Management Integration System

Oracle Enterprise Resource Planners v. Procurement





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295

Training ®


SUPPLY CHAIN MANAGEMENT

Duration 3 days

July 22 - 24, 2014

December 10 - 12, 2014


Course Objectives

By the end of this course, participants will:

Know and understand the key supply chain processes and its

effect on effective customer service

Know and understand how to explore the key managerial and

operational tasks that should be co-ordinated and controlled to

achieve an efficient and effective logistics system

Know and understand new insights into the application of

supply chain process.

Contents

DAY ONE

Understanding Key Supply Chain Management Processes

Customer relationship management

Customer service management

Demand management

Supplier relationship management




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Training ®

Returns management

Forecasting and Aggregate Planning in Supply Chain

Identifying organisation materials needs and requirement

Ensuring needs matching sourcing

Strategic sourcing

DAY TWO

Pricing and Negotiation Management in SCM

Market and Economic Analysis

Procurement Pricing, Tendering and Contracting

Strategic Inventory Management

Effective Storekeeping and Stores Management

Ordering Procedures and Stock Level Management

Inventory Control System

Issuing Processes and Stock Record Management

DAY THREE

Outsourcing/Partnerships

Procurement outsourcing

Service management

Vendor-managed inventory

Performance Measurement in Supply Chain

Supply chain value analysis

The importance of metrics (supply chain performance measures)

including chain-wide metrics

Understanding major challenges to effective supply chain management

Variability




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Training ®

Organisation silos

The Bullwhip effect

Trade-offs






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Training ®

TOTAL QUALITY MANAGEMENT (TQM) TRAINING

A PRACTICAL GUIDE FOR IMPROVING PROCESSES

Duration 2 days

On Demand only


A two-day training on how quality process improvement works,

following an easy step-by-step guide and using real-life examples.

Participants will learn tools and techniques for each step which the

entire organisation can employ, both for immediate quality process

improvement and for long term opportunities.


Ability to assess strength and weaknesses of the current quality

system in the organisation, set and meet agreed quality targets

Ability to develop new quality management initiatives to increase

customer satisfaction

Ability to work out each task process as links to other tasks as

the output of one process forms the input for another.

Contents




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Training ®

DAY ONE

What is TQM?

Key Concerns in the organisation Quality Management

Characteristics of Quality

• Quality and the Customer

• Quality as a Journey

• Quality Circle (Team)

• Quality Improvement

Steps to Understanding TQM:

The principles

Recognising the need to change

Planning the change

The tools and techniques.

What is a Process?

A Random Walk through the Organisation’s Processes:

The input

The value-added tasks

The non value-added tasks

The output.

DAY TWO

Focusing on Process Requirements

Continual Feedback

A Process Improvement Model:

Defining Expectations - customer needs and expectations

Establishing process measures

Identifying process performance gaps

Set processing improvement goals




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300

Training ®

Standardising process and monitoring improvements

The PAF (Prevention, Appraisal & Failure) Model.

Fee: Negotiable


WORKPLACE SAFETY ATTITUDES IMPROVEMENTTRAINING

‘HEART & MIND ON T HINKING SAFETY, ACTING SAFELY’

Duration 2 days

On Demand only


This is a “Heart & Mind” safety programme designed to reinforce and

raise the standard of safety knowledge and behaviour that already

exist in the organisation.

Through tutor-led sessions and video shows, participants will gain

new ability to integrate Health, Safety and Environmental culture into

the business. That is sure to improve performance and maximise

profits through:

worker safety

avoidance of employee health liability

loss control

conforming with statutory regulations.




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Training ®

Effective safety processes can really be difficult to coordinate, sustain

and grow into a culture. Yet, employees need perpetually to focus their

heart and mind on safety issues. The behavioural changes to safety

must align in the organisation culture. Culture is to an organisation

what personality is to an individual . . . a hidden, yet unifying theme

that provides meaning, direction, and mobilisation.

Contents

DAY ONE

HSE Standards and Guidelines

HSE Organisational Processes and Management Systems

Facility Inspection and Safety Audits

Office Safety Management

Hazards Analysis and Risk Management (HARM)

Safety Systems of Work (SSoW)

Accident Concepts

Strategic Fire Safety Management

Accident Investigation and Reporting

Hearts and Mind

o Engaging the mind before the hands

o Step Back 5X5

o STAR Concept

o

STOP & GOo PAUSE

o LPO

o Accident Control Techniques

Hazard and Effects Management Process




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Training ®

o Identify

o Assess

o Control

o Recover

Situational Awareness – the Rule of Three

o Green

o Amber

o Red

The Safety Behaviour Model

o Sensing the hazard

o Knowing the hazard

o Planning response

o Doing the act

o Making it a habit

DAY TWO

HSE Legislations (Local and International)

Components of Safety Behaviour and Culture

Safety Culture and Leadership

Setting Clear Expectations

Setting Good Examples

Providing Resources

Demanding Information

Being good professionally

Having the Vision




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Training ®

Mastering the Link between Planning and Acting

Ensuring Control

Leadership Competencies for Health and Safety

o Planning role

o Doing role –performance

o Reviewing role

o Feedback role

o Teaching and inspiring learning

o Common sense and judgment

o Good public relations

o High character

Safety Supervision Styles

o Directive style

o Supportive style

Fee: Negotiable




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304

Training ®

SELLING SKILLS AND SALES MANAGEMENT

ADVANCED SELLING SKILLS

Duration 4 days

October 21 - 24, 2014



A four-day programme to address how the organisation’s senior salespersons can:

Battle successfully for greater share of the customer spend

Attract premium customers who trust and remain emotionally

attached to the organisation’s products/services

Maximise volume and achieve organisation’s objectives fast.

Goals the Training Will Attain

Retain top-of-the-mind visibility with customers and prospects

Push feverishly to maximise volume sales and achieve

organisation’s objectives immediately after the training event

Visibly grow market share

Raise awareness for the new products among new prospects.




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Training ®

Contents

DAY ONE

The 15 Special Selling Skills

Sales Planning

o Set Objectives

o Identify Customers and Prospects

o Manage Customers and Prospects

o Manage Time

o Evaluate Performance

Sales Enemies to Defeat

Power of Enthusiasm.

DAY TWO

Customer Pyramid of Wants

Listening and Questioning Skills

Objections Handling

Sales Negotiation Tactics

Sales Territory Delineation

o Geographic area

o List of nominated accounts

Sales Productivity Planning

o Call planningo Call Plan Sheet

o Territory coverage

o Deal planning.




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Training ®

DAY THREE

Maintenance and use of records

o Prospect and Customer Records

o Weekly Activity Record

o Determine areas of opportunity

o To ensure realistic targets are set

o To evaluate the potential of each territory on facts

o To identify the size and types of establishments where the

greatest opportunities exist Financial Responsibility of the Salesperson

3 Pillars – Sales, Stocks and Debtors

Areas of cost efficiency in Sales

Sales Meeting: Touch Points

DAY FOUR

Sales Promotions

Advancing in a Sales Career.





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Training ®


PHARMACEUTICALS MARKETING

EXCELLENCE IN HOSPITAL SELLING & PROMOTIONS

Duration 3 days

On Demand only

Course Objectives

• Understanding the roles of the varied hospital departments in the

selling process

• Get conversant with hospital tendering process

• Mount effective exhibition and display promotions

• Master the skills for managing long sales cycles

• Develop winning group presentation skills.

Contents

DAY ONE

• What differentiates hospital selling from other outlets selling

• How the hospital purchasing system works

• Critical buyer roles in the hospital environment

• Hospital management information system

• Customer personalities profiling




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Training ®

DAY TWO

• The project system – mounting a clinical project

• Clinical trials and drug experience programmes

• Tenders and tendering

• Medical information centres, exhibitions and displays

• Working with the hospital pharmacy.

DAY THREE

• Presentation skills• Influencing skills

• Organising internship for hospital reps

• The winning edge concept.

Fee: Negotiable




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Training ®


HOW TO FIND AND WIN NEW BUSINESS

Duration 3 days

January 22 - 24, 2014

May 7 – 9, 2014

October 15 - 17, 2014


Focus of the Course

How to plan prospecting for new customers

How to position the company and product appropriately to

attract the right prospects' desires and patronage

How to do the prospecting itself

How to develop useful leads

How to develop relationship management capabilities.

Contents

DAY ONE

Types of Prospects

Successful Prospect

Prospect with Problem

Complacent or Satisfied Prospect

Negative or Difficult Prospect

Attributes of Excellent Prospects




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Training ®

Planning the Prospecting for New Business

Develop the right objectives

Identify prospects' real interests

Prioritise the prospects

Develop marketing plan.

Leads

Sources of Prospects

Generate useful leads

Find and nurture key contacts

Managing the new relationship effectively.

DAY TWO

Positioning

Sell your value

Be first or create a new category with the prospect The R3 winner's formula.

Prospecting

Analysing your product

Analysing your market

Develop the right objectives

The conventional tricks: mails, referrals, etc.

More business from known clients.

Prospecting Strategy

Who exactly is my probable customer?




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Training ®

Where is my prospect?

Why may my probable customer buy - Buying Influences?

Who Constitutes the buying centre?

When does my customer buy?

“3 – 3 – 3 Analysis”

Who is my Competitor?

Who are my non-probable customers?

DAY THREEOpening the First Call

Showing gratitude

Building expectancy

Reversal

Identifying a problem

Make Your Case

Tips on winning presentations

Help your customer/client.

Targeting Large Accounts

Caution on large new accounts prospecting

Critical success factors in managing large accounts (the 7cs)





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Training ®


GROWING DISTRIBUTION CHANNELS EFFECTIVELY

Duration 2 days

July 30 - 31, 2014

December 11 - 12, 2014


Programme DescriptionChannels must be managed in a coherent manner if the business will

achieve increased profitability. This programme will address the skill

improvement and tool sharpening requirements of sales and

marketing managers so as to improve overall management of

distribution.

Goals the Training Will Attain

During this programme, participants will learn to:

Identify the strategic role distribution management plays in

company’s business models.

Segment the market for optimal and profitable distribution design

Identify gaps in outlets performances

Bring about productive change in channels operations

Effectively identify conflicts and develop effective tools for resolving

them.




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Training ®

Contents

DAY ONE

Issues to consider in a channel of distribution

Issues that are critical to effective channel coordination

Optimising dealership and retail structures to meet the end users’

demands.

Issues that affect intensity of distribution

Allocating Resources to Channel Members

Assessing Demand Side/Supply Side Gaps in the Current Strategy

Analysing The Channel Gaps

Distinguishing The Demand Side and Supply Side Gaps

Effective Tools to Address the Gaps

DAY TWO

Wholesale and Retail Coordination

Designing Healthy Competitive Programmes for the Wholesalers

and Retailers Harmonising The Goals of the Different Channel Members

Providing Adequate Knowledge to and Motivating Wholesalers and

Retailers

Channel Conflict Management

Types of Channels Conflict

Tools for Effective Channel Conflict Management

Influencing Channel Members Behaviour

Antecedents Behaviour and Rewards System

Sources of Power and Its Usage by Dealers

Doing More with Less Through Partnering.





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Training ®


MANAGING THE SALES TEAM FOR RESULT

Duration 3 days

February 26 - 28, 2014

June 25 - 27, 2014

November 12 - 14, 2014



This is a programme for managers who are advancing beyond selling

to managing sales. It is to raise the proficiency levels of managers who

supervise your sales people. It treats the important topics of business

skills and management as desirable for profitable sales in a manager’s

respective territories: Creating More Customers

Performing for Profit


Ability to agree meaningful standards of performance with the

salespeople

Ability to formulate a control system to measure the standards

Ability to forecast sales

Ability to influence profit

Ability to motivate the salespeople to keep to sales budget

Ability to improve salespeople's use of time they allocate to key




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Training ®

areas of their territories and customers

Ability to delegate effectively.

Contents

DAY ONE

The Job of a Sales Team Lead

Transition into managerial role

What’s special about you as a Field Sales Manager?

Goals a manager pursues

Team management skills

Communicating effectively

DAY TWO

Business Development Priorities

Setting targets for field sales people

Field work, coaching and counseling

Territory development and management

Personal Effectiveness

Organising sales meeting and conference

Sales Meeting: Touch Points

Controlling the sales team

Field coaching and counseling

Field report writing.

Motivating the Sales team




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Training ®

Why Motivate?

Factors Affecting Motivation

Influencing Styles

DAY THREE

Coaching Skills

Probing a sales situation

Problem solving

Generating options

Sales strategy/tactics

Management and Leadership Skills

Use of powers conferred on them as leaders

Success guide.






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Training ®

MEDICAL SALES REPRESENTATIVES TRAININGCOURSE

Duration 2 days

On Demand only


This programme provides medical sales training to fresh and

young medical sales representatives - Ethical sales

representatives, Medical Delegates, Medical Device (Equipment)

representatives, etc. who interact with the Health Care industry,

corporate health institutions and the Nutrition industry.

It gives participants the opportunity to practice specific skills,

benchmark their approach against global medical marketing best

practice and achieve results from different experiential

situations.

The Benefits

Reps with enhanced detailing and sales skills unlock the kind of

advantage and enhance relationships that drive profitable

growth. Best practice techniques and tools will be provided which

can be applied immediately in the workplace.

Contents

DAY ONE




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Training ®


PROFESSIONAL SELLING

T HE FOUNDATION SKILLS Duration 3 days

On Demand Only


This is a course to expose participants to:

How a business attains top-of-the-mind visibility in trade and

outlets

How to push feverishly to maximise volume sales and achieve

the organisation’s objectives

How sales efforts grow market share

Merchandising techniques that ensure the brands are available

and effectively presented on shelf for purchase:

- Maximising on-shelf availability and product visibility.

- Effective product placement.

- Adequate stocking at all times.

Specific Competencies to Which the Trainees will be

Exposed:

o Initiate more outlet contacts and form strong relationships

o Techniques of analysing what, when, and under what

conditions customers and consumers buy

o Sales promotion tactics and offers that build up volume

transactions




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Training ®

o How to influence wholesalers and owners of retail outlets by

building value that encourages them to believe in the

organisation’s brands.

o How to effectively manage resistance from difficult prospects

so as to make successful sales.

Contents

DAY ONE

The organisation Salesperson

– basic skills

– personal attitudes

– personal appearance

– vehicle appearance.

The organisation Salesperson’s Responsibilities

– arrival at work

– on the road

– in outlets.

Route to Market – distribution

– deliveries

– displays

– merchandising

– selling.




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Training ®

DAY TWO

Market Factors – competition

– wholesaler/retail outlet economic conditions

– physical enablers and limitations.

Essential Selling Skills

– gaining attention

– explaining benefits

– anticipating and overcoming objections

–

closing the sale – promoting buying habits

– promoting consuming habits

– profit expectations.

Outlets Sales Model

– know the customers

– know the consumers

– analyse traffic

– analyse frequency

– analyse transaction size

– analyse profit potentials.

Merchandising Process

– stock of products

– levels of brands at back and front of outlet

– brand’s shelf position.




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Training ®

DAY THREE

Sales Promotions

• Objective

• Management

• Target

• Outlets

• Scope

• Format

• Roles/ Responsibilities

•

Timing• Cost Elements

• Failure Pills for Sales Promotions.

Fee: Negotiable




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Training ®


SELLING HIGH STAKE PRODUCTS

Duration 3 days

April 23 - 25, 2014October 29 - 31, 2014



To deliver to premium segments of the market, a sales and marketing

team will have to keep putting a lot of imagination into what they do.

The techniques for developing new imagination to break into

government sector or win professional “specifiers” favour,

accompanied by the tools for implementing them, are what this course

will teach the delegates. They will have an intense three-day selling

training to drive the market through:

Achieving visibility with governments, professional specifiers,

wholesalers and distributors, retailers Maximising volume delivery and achieving company’s objectives

fast

Growing market share for the brands.

Initiating more contacts and form strong relationships in




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Training ®

governments and among professional bodies like engineers,

architects, computer programmers, surveyors, contractors

Qualifying prospects in both government and private sectors by

performing analysis on what, when, and under what conditions

they will buy

Effectively applying sales literature/brochures, promotional

incentives, tactics and offers for specific new transactions with

public and private customers and prospects.

Contents

DAY ONE

Route to Market

Market Factors

• Competition

• Professional specifiers conditions• Physical enablers and limitations

• Political elements

How to conduct Stakeholder Analysis

o Who should I sell to?

o Who should I convince?

o Who should I appease?

Getting the Company’s Products Adopted

o Identifying innovator and visionary buyers

o Identifying and managing early pragmatic buyers

o Winning the late majority buyers.




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Training ®

DAY TWO

Managing Marketing Difficulties

o Picking relevant and timely information from the marketo Customer problems to solve

o Product problems to mitigate

o Relational problems to mitigate

o Fighting price wars

o Company Reputation issues to manage

o Gaining prospects and customers trusts

o Handling bad reports and reviews

Working with the 3A =3P Model

o Salesperson’s availability – Market presence/pervasiveness

o Product acceptability - Customer/Prospect’s

preference

o Price affordability - Customer/Prospects value

perception

Salespersons Competence

o Self motivation

o Networking competence

o Product knowledge

o Market knowledge

o Industry/Competitor knowledge

o Presentation skillso Negotiation skills

o Objections handling skills

o Closing skills

o Mastering time

o Managing relationships.




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Training ®

DAY THREE

Sales Planning

o Deciding objectives

o Setting targets and milestones

o Critical results areas

o Managing dependencies.

Mastering Time

o Territory planning

o Travels management

Market Reports.






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Training ®

SELLING IN A DIFFICULT ENVIRONMENT

Duration 2 days

March 6 - 7, 2014

August 21 - 22, 2014



How the salespersons’ mental agility can increase so as to

perform at the very best

How to bring high energy to bear for top performance

How salespersons can identify their individual personal

strengths and weaknesses and plan for self-development

How to analyse the motivations and priorities of key buying

influences How to Create Value - Revenue Growth

-Volume-Pricing.

Contents

DAY ONE

Prospecting for Business

• Prioritise prospects

• Select targets

Cross Selling and Up-selling




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Training ®

• Need sales

• Solution sales

• Selling add-on

• Rules for up-selling and cross selling

Targeting Results

• Sales planning

• Agree performance standards

• Formulate control system

• Forecast sales

DAY TWO

Customer Retention

• Customer service

• Financial bonding

• Structural bonding

• Customisation bonding

Winning Strategies

• Identify who is terminating

• Consider life time customer value

• Establish why customer terminates

• Re-contact lapsed customers

• Provide a reactivation offer

The Negotiation Process

• Planning and Preparing for a Negotiation

• Negotiating Strategies and Tactics

• Negotiating Styles Analysis

• How to Set Negotiation Targets for Positive Outcome

• Types of Negotiating Powers and their Uses

Tom Associates 2014 Brochure(1)

Documents

Transcript of Tom Associates 2014 Brochure(1)