1
2
Issue 1. May – August 2016
Coppice Training Solutions: The North West’s leading training provider Experts in delivering and designing training for businesses in a wide range of sectors, we work closely with over 3,000 regional and national employers to develop highly skilled, productive and loyal workforces of the future in a cost effective way. With established links and partnerships across the region we can provide you with the tools you need to access funding, information, grants and incentives, which alongside industry leading training, can make a real difference to your business. For more information on Coppice Training Solutions, visit our website: www.accross.ac.uk/employers
Introducing...
By professionals for professionals We believe that businesses in the North West would benefit hugely from a one stop shop that you can use for training, advice and consultancy on all strategic aspects of business growth, development and success. We also believe that businesses would benefit the most if this was developed and delivered by people working within your industry, who live and breathe it daily. Because of this need, Coppice Training Solutions has brought together a wealth of business talent from across the country and created a truly unique package of workshops and seminars ‘By Professionals, For Professionals’. Through ‘By Professionals, For Professionals’ we are offering you the opportunity to reap the benefits of our unique environment, providing experiences that can be taken away and applied to a range of business settings.
"Efficiency is doing things right; effectiveness is doing the right things" – Peter Drucker
"Excellent firms don’t believe in excellence – only in constant improvement and constant change" – Tom Peters
Using the latest thinking from both educational and professional practice, we can offer you a unique combined knowledge that will help turn your business goals into reality. Plus, your work with the industry professionals doesn’t have to end when the workshop ends. They are all available to work with you on a private basis if you decide that your business would benefit from more of their knowledge and skills. We are working with the best industry professionals and senior managers from across the country to provide you with the knowledge & experience you need to turn your business goals into reality.
We understand your time is precious so we have created short, sharp sessions to get the maximum benefit from your time.
We will deliver workshops that are relevant, interactive and help you come up with the solutions that best fit you and your business’ needs.
We have created a network of highly trained industry experts, meaning that you can utilise their skills and experience time and again, knowing that they understand your industry and your business needs.
We work with organisations of all sizes and across all sectors to identify solutions to the critical issues businesses face.
Throughout this booklet you will learn more about the trainers we work with and the programmes available. Each quarter we will refresh our offer to ensure we are giving you exactly what your business needs. To sign up for future issues, please register your details at… www.accross.ac.uk/by-professionals/register
Contents How to book - 11
Business Finance & Legal - 12 This suite of workshops provides an overview of business finance for non-financial managers.
• Finance for Non-Finance Directors & Senior Managers - peter black - 13
• Stalking in the workplace: could your company be held liable? - Rachel Horman - 15
Business Growth - 16 A host of workshops providing knowledge and strategies to generate high growth.
• Developing Strategies to enable high growth - Paul Aisthorpe - 17
• Succession planning and developing talent in your business - Paul Aisthorpe - 18
• How to grow your business successfully and enjoy it - Louise Owen - 21
• Introduction to employee engagement - Louisa Scanlan - 23
• Introduction to Performance management - Louisa Scanlan - 24
• Developing values and behaviours - Louisa Scanlan - 25
• Successfully managing change - Louisa Scanlan - 26
• Facilitating growth through productivity - Nigel Beevers & Ian Trow - 39
• sell without selling - Sarah Walmsley & stephen leishman - 45
Cloud Mobile & Information Technology - 28 This range of courses will show you how to grow and improve your business using technology.
• CRM (Customer Relationship management) Essentials - Dominic Harrington - 29
Digital - 30 Stay ahead of digital developments with this range of workshops.
• A digital strategy is for life, not just for the 'next big thing' - Jen Hill & Sarah Lundy - 31
• How to use linkedin: A whistle stop tour - Daniel knowles - 33
• online reputation: An introduction to social proof - Daniel knowles - 34
• Social media: An overview of the benefits to your business - Daniel knowles - 35
Marketing & Brand - 36 Brand and marketing strategies are key to growth & these workshops will show you how to harness these opportunities.
• Taking action workshop - the innovation process from idea to launch - Jane Dalton & Helen Wilkinson - 37
• How to grow your business without looking for new customers - Anne williamson - 41
Personal Development - 42 A range of workshops aimed at enhancing individuals' contributions to the workplace.
• A masterclass in speaking and influencing - Karen Hands - 43
Sales - 46 Need a sales boost? These workshops are aimed at providing additional tools to smash sales targets.
• Selling made easier: who sells in your business and why? - Hayley Caine - 47
• Selling made easier: A cunning sales plan? - Hayley Caine - 48
• Selling made easier: Exhaust your existing before kissing new frogs - Hayley Caine - 49
• Selling made easier: Measurements that increase sales - Hayley Caine - 50
• Selling made easier: PLEASANTLY PERSISTENT COMMUNICATION - Hayley Caine - 51
• Selling made easier: New lead generation machine - Hayley Caine - 52
Want to be a part of our industry leading delivery team? - 54 the heartwood centre - 56
10 "Never neglect an opportunity for improvement" – Sir William Jones
11
How to book To book onto any of the workshops featured within this brochure: Visit: www.accross.ac.uk/by-professionals/booking Call: 01254 354424 All course costs include the workshop, training materials and refreshments.
All courses will be delivered at: Broad Oak Campus, Sandy Lane, Accrington, Lancashire, BB5 2AR.
Trainer Profile
12 Peter bLACK Specialisms: Alternative Funding Streams Company: snowball consulting Ltd.
Peter has more than 25 years of first hand experience advising SMEs and corporates on their strategy, business planning and funding, stemming from a successful career in banking. He has worked with a wide range, type and size of client, from business start-ups to organisations with sales in excess of ÂŁ100m, in industries including manufacturing, business services, property development, property investment, consumer finance, confectionery manufacturing, recruitment, care-homes, independent schools and many others. With specialisms in strategic planning and alternative funding streams, Peter has successfully aided businesses to grow their ventures at any stage of their development, providing a sound understanding of what funders need and want to see in order to ensure success.
Date: 7 June 2016 Duration: Full Day Cost: £395 + VAT
Who should attend?: Any Director in a non-Finance role who would like to refresh knowledge and understanding or a newly appointed Director or Senior Manager with a responsibility for budgets
If you plan to succeed financially, you'll increase your chances of succeeding financially. In business, profitability means success. This workshop will take away the complexity of finance and strengthen understanding of how finance works in business. The format of the day will be practical and enjoyable with use of real life examples and exercises.
You will gain the knowledge and understanding to: • Understand and analyse Balance Sheets Profit & Loss Accounts • Understand the importance of Cashflow and Cash management • use financial reporting, management accounts to monitor and improve performance, recognise "hotspots" and trends • Recognise areas of concern and recommend ideas for improving financial performance and productivity • Understand the principles of budgeting and feel confident when in budget negotiations • Understand the various methods of raising finance and alternative methods of funding • make sense of the jargon and terminology
13 Workshops
Finance for Non-Finance Directors & Senior Managers
Trainer Profile
14 Rachel Horman Specialisms: Cyber security for businesses Company: Watson Ramsbottom Solicitors
Rachel Horman is a Solicitor and Head of the Domestic Abuse, Stalking and Forced Marriage Department division of the Family department at Watson Ramsbottom. Her practice extends beyond the firm’s Lancashire base throughout England and Wales including representing several high profile stalking victims. She won the National Family Law Partner of the Year Award in 2014 and won the National Family Legal Aid Lawyer of the Year Award in 2012 as recognition of her work in these areas. Rachel has sat on two All Party Parliamentary Groups for Stalking & Harassment and Domestic Violence and is also the Chair of the charity Paladin, the National Stalking Advocacy Service Rachel was personally involved in changing the law to create a criminal offence of coercive control or emotional abuse which came into force in December 2015 and is currently involved in advising the police and government around other problems with the current law in relation to stalking and domestic abuse. Rachel is regularly invited to speak at conferences and provide training throughout the England and Wales and is regularly requested to make media contributions having featured on the Today Programme on Radio 4, Radio 2 News, Radio Lancashire, Radio Manchester, BBC News Channel, BBC Breakfast, Sky News and Channel 4 News as well as being quoted in the national and local press.
Date: 16 & 23 June, 7 & 21 July and 4 & 25 August Duration: Full Day Cost: £395 + VAT
Who should attend?: Business owners, Managers, HR Professionals.
Stalking in the workplace is more common than you think. Stalking is thought to affect more than 1 in 6 women and 1 in 12 men. 50% of victims have curtailed or stopped work due to stalking, 75% of domestic violence stalkers will turn up at the workplace and 79% of domestic violence stalkers will use the work resource to target their victims. It is important that businesses are aware of the health and safety liabilities towards employees who may be experiencing stalking at work and avoid court proceedings for negligence/failure to fulfil the company’s duty of care towards its employees.
Upon completion of this workshop you will understand: • What is Stalking and how common is it? • What are an employer’s liabilities in terms of employees being stalked at work by other employees and individuals unconnected with the workplace? • What procedures and policies should be in place in your workplace and the most cost effective way to achieve this?
15 Workshops
Stalking in the workplace: Could your Company be held liable?
Trainer Profile
16 Paul Aisthorpe Specialisms: High Growth Business Strategy, Business Culture and People Company: Imaginative Coaching
• 8 Years working in Catering and Hospitality • 8 years in Retail and Commercial Banking gaining Accredited Banking qualifications • 18 years working in Food-Service in Commercial Director and Senior Executive roles • 2 Directorships over 10 years including Commercial Director for 6 years, steering a large SME supplying to the hospitality trade to continuous growth in sales & profit through recession • during the last 2 years has successfully worked on high growth business strategies focusing on building culture for growth Paul is a well-established trainer, having gained years of experience across a variety of industries, Working for over 30 years in a wide range of sectors, Paul has gained expert knowledge in the subjects of change management, training and development, marketing and sales strategy and Business Process. He has a proven track record in enabling businesses to manage the change process, identify areas for growth and develop strategies to enable them to achieve success.
Date: 12 & 20 July 2016 Duration: : 2 half day morning workshops – consecutive weeks Cost: £395 + VAT
Who should attend?: Any business owner or director with aspirations to grow their business.
Big growth plans? Not sure where to start? Learn how to turn your ambition in to action. These empowering and insightful workshops will open your minds to the possibilities and opportunities for driving the growth agenda in your business, supercharging your strengths and enabling positive change and action to achieve your growth ambition.
You will gain the knowledge and understanding to: • Understand the characteristics of high growth business and define growth opportunities in your business • Understand how to establish a goal focused culture • Be able to understand and analyse the impact on customers • Identify how strong your brand is and the customer journey • Know your numbers and measure success • Establish meaningful and purposeful actions aligned to your goals
17 Workshops
Developing strategies to enable high growth
Workshops
18
Succession planning and developing talent in your business Date: 23 August 2016 Duration: Half Day Cost: £195 + VAT
Who should attend?: Any business planning on growth or struggling to keep good staff
Does your team have bench strength? This session is designed to open your mind to the opportunities and benefits of developing talented people within your business, creating an engaged and powerful team which will guarantee your business success long into the future.
You will gain the knowledge and understanding to: • Appreciate and understand the importance of a continuous programme of developing talented people • Develop a process to manage talent at all stages of employee relationship with your business: From recruitment to exit • Identify and understand the importance of Leaders in the process • Create a culture which embraces talent
"Without continual growth and progress, such words as improvement, achievement, and success have no meaning"– Benjamin Franklin
19
Trainer Profile
20 Louise Owen Specialisms: Strategic Planning, Business Improvement Techniques and Leadership mentoring Company: Success for Business Ltd.
Louise has over 30 years’ experience in business, finance, consultancy, coaching and mentoring working with a wide ranging portfolio of clients across all industry sectors. Her specialisms include identifying business issues and providing appropriate solutions to drive their businesses forward. Louise has worked with a vast array of clients across a wide range of sectors, including golf clubs, electrical contractors, bathroom manufacturers, domiciliary care, accountants, solicitors and other professional services, various retailers and wholesalers, international rigging, leisure and hospitality and digital and creative businesses.
Date: 16 June 2016 Duration: half day Cost: £195 + VAT
Who should attend?: Business owners and managers.
E-Mails, Social Media and People… the choice is yours. This workshop will give you the confidence to commit to your business growth plan without fear of overworking, enabling you to enjoy life and your success with the people who mean the most to you. The event will focus on giving attendees tips and techniques to manage workloads in the time available, remove the barriers and obstacles that get in the way of us achieving more and build high performing teams.
You will gain the knowledge and understanding to: • Understand how to maximise personal & team strengths to achieve results • Manage a 1:2:1 conversation to achieve positive outcomes in a reasonable time • Understand how to increase personal effectiveness • Create an engaged team
Please Note: This session is delivered by Louise Owen and Paul Aisthorpe (pg. 16)
21 Workshops
How to grow your business successfully and enjoy it
Trainer Profile
22 Louisa Scanlan Specialisms: Strategic HR interventions, change and development Company: Collaborate Business Solutions
With over 15 years Human Resource Management experience, Louisa has worked with Boards and Senior Management teams, developing strategically focussed people and organisation solutions. She has experience of working on projects ranging from multi billion pound export campaigns, including development and negotiation of industrialisation packages, to business mergers and large scale change programmes. Her early career was focused in medium sized manufacturing businesses, with responsibility for setting up an HR function, implementing new performance management systems, designing and implementing new organisation structures, along with designing and implementing redundancy programmes. Louisa has mainly operated in the UK throughout her career, but also has experience of working in the Middle East.
Date: 10 june, 27 june, 11 July and 1 August Duration: Full Day Cost: £395 +VAT
Who should attend?: Managers, Team Leaders and HR Practitioners.
Employee engagement improves the bottom line – fact. This workshop will provide your organisation with the tools and techniques to better engage with all employees in your organisation. You will be able to develop your own employee engagement plan and utilise different techniques to ensure all groups in your business are included.
This workshop will provide you with the tools to… • Identify the business benefits of employee engagement for organisations • Engage with different groups of people • Develop an employee engagement plan • Measure employee engagement levels
23 Workshops
Introduction to Employee Engagement
Workshops
24
Introduction to Performance Management Date: 13 June, 1 july, 18 July and 5 August Duration: Full Day Cost: £395 +VAT
Who should attend?: New Managers or those looking to refresh their knowledge.
Managing performance is the key to success. This workshop is designed to support new line managers, ensuring that they are equipped to deliver strong performance management within their teams. It will enable line managers to feel confident when working alongside their teams to deliver effective performance for the whole organisation.
This workshop will provide you with the tools to… • Identify standards of performance in the organisation • Understand the link between individual and organisational performance • Conduct effective performance reviews • Set 'SMART' objectives • Support the development of a team
Date: 20 June, 4 june, 25 July and 8 August Duration: Full Day Cost: £395 + VAT
Who should attend?: Business leaders and senior managers.
Your values define who you are as a business, make them the best they can be. Having a set of values and supportive behaviours in your organisation allows everyone to know what you stand for and sets a level of expectation. Leaders who can create winning and supportive environments allow staff to grow and businesses to excel.
This session will give you the skills and knowledge to: • Appreciate the importance of a strong set of values and associated behaviours for your organisation • Determine the set of values which best meets both your organisation and that of your customers • Link values and behaviours • Determine a set of behaviours for your organisation • Implement and manage these behaviours
25 Workshops
Developing Values and Behaviours
Workshops
26
Successfully Managing Change Date: 24 June, 8 july, 29 July and 12 August Duration: Full Day Cost: £395 + VAT
Who should attend?: Business leaders and senior managers.
Change is constant, embrace it. Change is all around us and an organisation’s ability to manage its own changes is critical. This workshop will give practical advice and models to support a successful change. You will learn about the stages of change and how to successfully lead teams through it, recognising the impact and importance of each phase.
After completing this workshop, you will be able to: • Manage a successful change within your organisation • Use a number of change tools and models within your organisation • Understand the different phases of change and the impact of each phase • Manage employees through change • Identify when change goes wrong
27
"Breaking old habits and forming new ones always takes time, but it is worth it in the end" – Joyce Meyer
Trainer Profile
28 Dominic Harrington Specialisms: Cloud and mobile solutions, CRM implementation and management Company: Cloud Sauce
®
Dominic has 15 years’ experience successfully implementing a wide range of business solutions across the UK in various markets. dominic's clients range in size from sole traders to FTSE 250 PLC with over 10,000 employees. As a Co-Founder and Director of Oneserve Ltd (Cloud Service Management Solution), Dominic has recent experience of launching and growing a new technology business from 0 to 40 clients with a turnover of +£1 million in three years. Dominic subsequently launched Cloud Sauce® as an independent consultancy helping small and medium sized businesses to identify, select and successfully implement some of the leading cloud and mobile solutions available today, helping them to increase profitability, reduce costs and become more productive.
Date: 14 July 2016 Duration: full Day Cost: £395 + VAT
Who should attend?: Business Owners, Company Directors, Sales & Marketing Managers, Operations Managers.
Transform how you attract, retain and delight more customers. Sometimes setting up your CRM to support your business can be a daunting task, especially if you're just getting started. This workshop will give you a jump-start on your administrative duties by giving you the nuts and bolts needed to start reaping the benefits of a CRM. Better still, at the end of the day, you are able to take away the CRM to use within your business at no additional cost!
By the end of the workshop you will have achieved the following: • Customisation of the core modules (Leads, Opportunities, Contacts, Accounts) • Implemented your Sales process in the CRM • Configured your lead management settings and processes • Built and customised reports and dashboards • Integrated the CRM with your Social Media profiles or Email and much more!!
29 Workshops
CRM (Customer Relationship Management) Essentials
Trainer Profile
30 Jen Hill and Sarah Lundy Specialisms: Digital strategy Company: Workhouse Marketing
Jen Hill Jen has worked in sales and marketing for over 16 years, spanning both agency and client side roles. Joining Workhouse in 2003 she successfully delivers many integrated marketing campaigns. Her Current projects include marketing automation, digital strategy, eCommerce, SEO and business development campaigns. Jen mixes academic understanding with business-to-business and business-to-consumer industry experience ranging from the motor sector, travel & tourism and British manufacturing.
Sarah Lundy Sarah has over 20 years' digital marketing experience, having previously worked with both clientside and agency, business to business, business to consumer and public sector on small to very large projects. Previously at Merlin Entertainments, Visit Lancashire, Blackwell Publishers and a number of digital agencies in Manchester, Sarah is passionate about digital strategy and brings strategic thought to any digital project.
Date: 21 June, 19 July and 23 August Duration: 1 day Cost: £395 + VAT
Who should attend?: Sales and Marketing Managers, Managing Directors, Commercial Managers.
Digital is the future… let’s make it the present. Do you ‘do’ digital? Do you want to ‘be’ digital? This workshop will give you a solid understanding of how to place Digital Marketing into a strategic framework which evaluates activity against business objectives, driving both revenue and business outcomes.
After completing this workshop, you will be able to: • Create a digital marketing strategy for your business • Drive activity that produces demonstrable results • Understand measurement & insight • Be able to evaluate each part of your digital marketing spend • Understand how to react to the ‘next big thing’ The session will provide you with the key tools to link your understanding of your customer, with the continued development of new digital activity and accurately report on outcomes and business growth. A ‘must’ for any sales or marketing professional.
31 Workshops
A digital strategy is for life, not just for the ‘next big thing’
Trainer Profile
32 Daniel Knowles Specialisms: Social media strategy, social media management Company: Mega Social Ltd.
Daniel, a strategic social media consultant, works with a range of SME and blue chip clients across the UK, including Lancaster University, The Gordon Burns Partnership, Psyence & Dove Nest Group and HomeXperts. Daniel works closely with organisations to create strategies to strengthen engagement with customers and clients and support sustained business growth in order to enhance business growth and sustained success. Daniel’s specialism lies in training teams to communicate with a range of stakeholders online, identifying company voice and driving engagement, with the aim of helping improve levels of employee engagement within the organisation.
Date: 21 June 2016 Duration: Half Day Cost: £195 + VAT
Who should attend?: Business owners, directors, business start ups.
The Hidden Secrets of LinkedIn The social network for professionals, LinkedIn, recently passed 20 million UK users. This session provides a detailed overview of the platform, helping you to maximise your personal profile and showing you some of the great tools available on LinkedIn. Get an introduction to 'Social Selling' and discover how to build your brand using this platform.
On completion of this workshop you will be able to: • Understand LinkedIn, how it works and navigate the site • Identify how to ensure LinkedIn activity and the concept of Social Selling will have an impact on achieving strategic business goals • Maximise personal profile • Appreciate the mind-set required to turn activity into opportunities
33 Workshops
How to Use LinkedIn: A Whistle Stop Tour
Workshops
34
Online Reputation: An Introduction to Social Proof Date: 5 July 2016 Duration: Half Day Cost: £195 + VAT
Who should attend?: Business owners.
Myth, legend and mystery unravelled. The way people make purchasing decisions is rapidly changing. More often than ever before we buy based on the recommendations of other people. Whether this is for products on Amazon, looking for local services on Facebook, booking accommodation with the help of Trip Advisor or reviewing someone's recommendations on LinkedIn. This course provides an introduction to social proof and its importance for a variety of Business to Business and Business to Consumer sectors.
This workshop will give you the ability to: • Understand the impact on business of social proof and the impact of not focusing on developing social proof strategies • Gain insight into activities and tactics that can be used to maximise how social proof benefits your business • Identify legalities around online activity and how to use social proof to handle online negative feedback
Date: 25 august 2016 Duration: Half Day Cost: £195 + VAT
Who should attend?: Board directors, business owners, senior and middle managers.
Managing Social Media Effectively, Don't let it Manage You. Many businesses let social media manage them without stopping to create a strategy which ensures this essential activity of modern business world is actually aligned with business goals. This workshop will open your mind to how social media should be part of the strategic conversations at Board Level and not just a conversation for the marketing team.
Following this session you will be able to: • Gain the most from your on-line social media activity • Understand the importance of Twitter, LinkedIn and Facebook for Business • Identify patterns for the future, what's next and what might be possible
35 Workshops
Social Media: An overview of the Benefits to your business
Trainer Profile
36 Jane Dalton & Helen Wilkinson Specialisms: New product and service development, brand development, strategic planning Company: Groundswell Innovation
Jane Dalton Having attained a first class MBA from Cambridge University, Jane has managed brand strategy and innovation projects for companies with global brand reach for the past 16 years – from Unilever through to high-street banks across Europe. These roles have involved extensive engagement with cross-disciplinary project teams and collaborative partners, to ensure successful delivery of project objectives. Her experience covers strategic planning, new product/service development, qualitative and quantitative market research and brand development.
Helen Wilkinson Helen spent over 10 years working in various marketing roles within the financial services industry, specialising in card marketing, working for Visa International, NatWest bank and Selfridges Credit Card. Before joining Groundswell Innovation in 2011, Helen spent four years as Director of the Ectopic Pregnancy Trust (a national health-based trust). Helen's wide-ranging experience includes the development and execution of all elements of the marketing mix, in order to generate high growth businesses.
Date: 19 July 2016 Duration: half day Cost: £195 + VAT
Who should attend?: Any business owner, manager or director who wants to grow their business.
Doing things differently and doing different things… the power of innovation. This workshop will help you deliver innovation within your organisation, feeding on customer insight and building brand growth. Innovation is essential for organisations to maximise the potential of their existing business, through adjustments to current activities such as altering consumer behaviour and improving key points in the customer journey.
You will leave this session with the ability to: • Describe your brand succinctly and understand what it stands for • Understand how to connect product features with customer problems • Understand what your brand/product can do for customers that no other product will • Define an outline innovation strategy for your brand over the next 5 years
37 Workshops
Taking action workshop - The innovation process from idea to launch
Trainer Profile
38 Nigel Beevers & Ian Trow Specialisms: Operational effectiveness Company: Assist Management Consultant Ltd.
Specialisms: International operations, product development, manufacturing, service channels. Company: Energy and Automation Group Ltd.
Nigel Beevers Nigel, a Mechanical Engineering graduate, has 20 years' corporate experience in manufacturing and operations management supplemented by 15 years as an independent operational effectiveness consultant. He has experience working in the UK automotive sector, the North American and UK printing consumables sectors, the UK building materials supply sector and consulting in service businesses large and small. Nigel’s clients include Manchester Airport, East Midlands Airport, Vista Panels and Timbmet Ltd.
Ian TROW Ian is a highly experienced senior professional, with a strong track record of leadership in both large and small-scale organisations across multiple industry sectors. He has vast experience in driving major business impact projects across organisational boundaries in companies such as DuPont, Fuji and Siemens. At ease whether working within an International “blue-chip” corporation or “at the coal face” with start-up new business or SME entities, Ian has specialist knowledge in the Sales, Product Development, Manufacturing and Service channel arenas.
Date: 13 june 2016 Duration: Full day Cost: £395 + VAT
Who should attend?: Decision makers, managers, business owners.
The right processes and the right tools to right capacity to meet the current order-book and the future bigger order-book. IN ANY VALUE ADDING ACTIVITY THE ABILITY TO GROW WILL BE DEPENDANT UPON THE UNDERSTANDING OF DEMAND AND MANAGEMENT OF CAPACITY. THE RIGHT PRODUCT DESIGN MEETING CUSTOMER AND PROCESSING NEEDS ALIGNED WITH OPTIMISED CAPACITY AT THE LEAST WASTE OF RESOURCES AND EFFORT. THE KEENEST FOCUS , THE MOST APPROPRIATE METHODS AND ASSETS USED IN THE MOST APPROPRIATE FASHION. IN SHORT A SALES, PRODUCT AND OPERATIONS PLANNING PLATFORM FROM WHICH TO TAKE THE NEXT STEP TO GROWTH. THIS WORKSHOP IDENTIFIES A ROUTE TO AN APPROPRIATE “SIZED TO FIT” SET OF APPROACHES TO UNLOCK CAPCITY ON THE PATH TO GROWTH. WE ARE CONSULTANT ENGINEERS WHO OFFER A DEFINED PRODUCTIVITY STRATEGY. WE LIVE AND BREATH IN THE REAL LIFE WORLD OF ENTERPRISE, INFRASTRUCTURE, PRODUCTS, PRODUCTION AND PROCESS.
Upon completion of this workshop you will be able to: • SEE A ROUTE TO A SOLUTION – PRODUCT, PROCESS, PRODUCTION, INFRASTRUCTURE • IDENTIFY AN ARRAY OF TACTICS TOOLS AND TECHNIQUES TO REMOVE OR CONTROL OBSTACLES TO GROWTH • DEVELOP THE CONFIDENCE TO SEE PAST OBSTACLES TO TAKE STEPS TO MOVE FORWARD. • KNOW HOW TO MAKE IT ALL HAPPEN • Develop the confidence to see past obstacles and take steps to move forward
39 Workshops
Facilitating growth through productivity
Trainer Profile
40 Anne Williamson SPECIALISMS: MARKETING AND BUSINESS STRATEGY & RELATIONSHIP MARKETING Company: Lucrative Marketing
Anne has a Professional Diploma in Marketing and over 20 years’ experience in helping businesses increase turnover and profit, through her specialism of relationship marketing. She helps companies develop superior customer service and a true understanding of their business from their customers’ point of view. Most companies that Anne works with have no breakdown of their customers into groups, and as a consequence they waste large sums of money by communicating with all customers in the same way. Anne makes things easy to understand and is known as a no holds barred plain speaking consultant, with a lot of fun thrown in. Many of those who work with Anne have fabulous businesses that have either plateaued or have areas within them that are underperforming. Anne likes to work with open minded business owners who have a drive to succeed and a genuine love for their business and more importantly their customers. Anne’s clients include videographers, virtual assistants, web designers, telecommunications, roofing supplies, funeral services, printers and structural engineers.
Date: 26 July 2016 Duration: Full Day Cost: £395 + VAT
Who should attend?: Business owners, managers, decision makers.
So many companies waste time and money trying to gain new customers … don’t be one of them. Are you constantly chasing new customers? Do you offer many products/services, but don’t sell all of them to every client? In this workshop you will find out how to turn this situation around. In this fun and interactive workshop you will gain hints and tips from an expert who has taken a business from less than a £1million to nearly £5million (with products selling at an average of £1) whilst cutting the marketing budget by over 30%. This workshop will help you turn customers into raving fans, without you spending any extra money on marketing/advertising. One example of this in action brought about a saving of thousands of pounds, through not developing a product that customers weren’t going to buy. If you have areas of your business that don’t perform as well as other, discover how to turn this around.
Following this session you will: • Develop a marketing plan (aligned to your business strategy and goals) • Learn how to retain customers and stop chasing new ones • Understand how to maximise your website so it works for your customer • Learn how to involve customers in your business, and see the power this brings over your competitors • Discover the power of customer groups and communication within those groups
41 Workshops
How to grow your business without looking for new customers
Trainer Profile
42 Karen Hands Specialisms: Change Management Company: Thought into Action Ltd.
Karen has over 15 years' experience as a business coach, working with clients such as BAE Systems, Royal Bank of Scotland, Graham & Brown, Lanway Corporate Business Systems Ltd. and Johnson Matthey. Working closely with a wide range of businesses, Karen boosts confidence and understanding of the importance of clear communication. She has developed a series of simple, practical exercises to develop the mind-sets of business leaders and owners to utilise their communication skills to boost growth within their organisation.
Date: 14 & 15 June 20 & 21 July 16 & 17 August Duration: Two half days, one afternoon and the following morning Cost: £395 + VAT
Who should attend?: Anyone who wants to make more impact in meetings or wants to speak more confidently to influence decisions at work.
Effective presentation of information is vital in business - ensure you are ahead of the competition. A persuasive presentation can motivate the audience, inspire commitment and generate the necessary follow-up actions. Speaking and influencing are leadership skills and the process of learning to articulate your message with confidence can have a transformational effect on individuals far beyond the immediate concern of speaking confidently to an audience.
The Masterclass will introduce you to the Thought into Action System for Presentations with Purpose, Passion & Poise which will enable you to: • Look and sound CONFIDENT even if you don't feel it • Deliver a MEMORABLE presentation without notes • INVOLVE your audience and engage them with what you say • Be PERSUASIVE so as to inspire action
43 Workshops
A Masterclass in Speaking and Influencing
Trainer Profile
44 Stephen Leishman & Sarah Walmsley Specialisms: Negotiation and presenting skills Company: Selling Sells Ltd.
Stephen is an experienced International sales manager, Sales and customer service trainer, having successfully coached and mentored over 250 companies on various aspects of their business, in the last 3 years alone. He has over 34 years’ experience and is still running businesses today. Stephen has most recently been working at a senior level in major US and European conglomerates. With a passion for seeing businesses grow Stephen set up his own training company in order to share his wealth of experience.
Sarah has a strong understanding of the needs of Lancashire Businesses, jointly running two companies and a not-for-profit network, as well as having over 15 years experience in the Education, Public, Private and Voluntary sectors. Having held a variety of roles Sarah is able to work with a wide range of businesses to identify key areas for growth development. With specialisms in customer services and sales techniques Sarah has run a series of successful training programmes, enabling organisations to see the importance of sales. all those involved in the training report an increase in sales/profit linked to upselling and returning customers as well as converting new customers.
Date: 17 august Duration: full day Cost: £395 +vat
Who should attend?: Any business owner/ director who wants to grow sales within their business
Find the key to sales without selling This insightful & inspiring workshop will demonstrate how to avoid the need for strong sales techniques & create the environment where people feel comfortable buying. It demonstrates how to create genuine conversations, asking the right questions in order to get to know your customer needs.
Upon completion of this workshop you will understand: •
How to create genuine conversations to boost sales
•
How to turn customer service into profit
•
The importance of relationship building
•
How asking the right questions best identifies your customer needs
•
How to increase sales and profitability through genuine sales
Workshops
45
sell without selling
Trainer Profile
46 Hayley Caine Specialisms: Sales strategies that convert quickly into sales results. Tracking Performance & Profit. Company: Profit Through People
HAYLEY CAINE HAS 30 YEARS OF SALES AND MARKETING EXPERIENCE. WORKING WITH OVER 600 SMALL, AMBITIOUS BUSINESSES SHE CREATES INNOVATIVE AND SIMPLE WAYS TO IMPROVE SALES PERFORMANCE. THE "SELLING MADE EASIER" PROGRAMME FOR MD’S WHO WANT MORE SALES IS 6 MODULES DESIGNED TO TACKLE ISSUES AND CHALLENGES. SHE ENSURES MD'S HIT THEIR SALES TARGET IN THE QUICKEST AND SIMPLEST WAY POSSIBLE. TRAINING SALES PEOPLE TO TRACK THEIR PERFORMANCE AND PROFIT. HER COMMERCIAL FOCUS IS UNDERPINNED BY INSIGHT INTO HOW PEOPLE THINK AND BEHAVE AND HOW TO MOTIVATE THEM.
Date: 9 june Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
It’s not about who you know, but what you know… This workshop will provide you with the knowledge to assess Sales Skills, and identify how your business can achieve your target, enable you to increase levels of motivation in the people who sell to your customers and provide commercial awareness in your business and improved profitability.
After completing this workshop, you will be able to: • Align you/your team to sales roles and complete a sales personal development plan linked to profitability increases • Eradicate bad habits and self-sabotage • Measure performance in sales • Increase profitability and conversion rates • Make better recruitment decisions and define criteria for when you need to dismiss someone • Increase levels of motivation in selling for you and your team
47 Workshops
Selling Made Easier - Who Sells in your Business and Why?
workshops
48
Selling Made Easier - A cunning sales plan Date: 23 june Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
Planning: it’s all in the detail… This workshop will provide you with the knowledge to plan resources and investment, calculate Return on Investment, determine and evaluate risk, and create a plan that turns day to day activity into increased performance.
After completing this workshop, you will be able to: • Plan and measure performance in sales • Increase profitability and conversion rates • Make better sales recruitment decisions • Decide the investment and risk needed in sales and marketing to achieve your plan • Manage people to deliver the plan on time • Increase levels of motivation in selling for you and your team
Date: 7 july Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
Better the devil you know? THIS WORKSHOP WILL HELP YOU ACHEVE 10% OF YOUR SALES TARGET AND TO PROFILE AND TARGET PROFITABLE CUSTOMERS. IT WILL REDUCE SALES ACQUISITION COSTS AND FILL YOUR PIPELINE.
After completing this workshop, you will be able to: • Reduce costs and time in hitting your sales target • Increase loyalty, lifetime value and average spend • Reduce risk to new buyers with use of referrals & case studies and aligning your offer to their needs • Increase profitability and conversion rates • Identify who and how many new customers you need to hit target
49 Workshops
Selling Made Easier – Exhaust your existing before kissing new frogs
workshops
50
Selling Made Easier – Measurements that increase sales Date: 21 july Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
Measurement and reporting – your best friend in business. This workshop will provide you with the knowledge to understand dashboards, the measures that motivate teams, those that alert you to risks, and those that help you make decisions quickly and effectively.
After completing this workshop, you will be able to: • Identify who and how many new customers you need to hit target • Reduce costs and time in hitting your sales target • Increase profitability and conversion rates • Maintain a perfectly stuffed pipeline to meet your target • Identify and address issues quickly that improve/impact performance
Date: 4 august Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
EMOTIONAL INTELLIGENCE IMPACTS ON YOUR TARGETS… THIS WORKSHOP WILL PROVIDE YOU WITH THE KNOWLEDGE TO INCREASE CONVERSION RATES EARLIER IN YOUR SALES PROCESS, USE EMPATHY AND BODY LANGUAGE EFFECTIVELY, USE QUESTIONING AND COACHING TO SOLVE THEIR PROBLEMS. CREATE CONNECTIONS AND LOYALTY WITH EMOTIONAL INTELLIGENCE.
After completing this workshop, you will be able to: • Reduce costs and time in hitting your sales target • Increase profitability and conversion rates • Improve customer loyalty and reduce new customer acquisition costs • Adapt your communication style to your customers • Understand your customer needs and adapt your offer to match
51 Workshops
Selling Made Easier - PLEASANTLY PERSISTENT COMMUNICATION?
workshops
52
Selling Made Easier - New lead generation machine Date: 18 august Duration: half day Cost: £195 + VAT
Who should attend?: Managing Directors/ Owners who need to sell more or who recruit and manage sales people.
HOW TO CREATe MORE LEADS, MORE QUOTES, MORE ORDERS… THIS WORKSHOP WILL PROVIDE YOU WITH: • Process and techniques to generate regular leads • Reduce acquisition costs • Database management increases the value of the Business • Build rapport and relationships more effectively
53 "Change does not roll in on the wheels of inevitability, but comes through continuous struggle" – Martin Luther King Jr
54
Want to be...
Part of our industry leading delivery team? We are committed to providing the best business solutions programmes for North West employers and are planning to continue to grow our portfolio of short courses and workshops aimed at professionals. We are on the lookout for more industry experts or time served trainers who can deliver workshops with us:
What we are looking for: * you must be working in the field with a number of years’ solid senior management experience * you must have the knowledge and confidence to work with us to develop short workshops that you can deliver * you must be confident at delivering messages to a professional audience
What to do next: If you are interested in finding out more please contact Tamsin Deasey on‌ email tdeasey@accross.ac.uk Phone 01254 354095
"Quality is not an act, it is a habit" – Aristotle
56
The Heartwood Centre The new state-of-the-art Heartwood Conference Centre boasts brand new facilities designed for businesses of all sizes and is located within easy reach of Junction 7 of the M65 and other motorway connections. There are two meeting rooms, the Elm Suite and the Oak Suite, which can be adapted to host events for between 10 and 80 delegates. We have also launched our fine dining Roots Restaurant, which can lend itself perfectly to business events, whether that’s a small meeting for colleagues or a full scale prestigious event catering for 80 delegates. Every customer is treated as an individual and recognised to have different needs. Event organisers can select from a range of room layouts and hospitality packages to match their event.
"First say to yourself what you would be then do what you have to do" – Epictetus
58 Facilities
Room tariffs
The rooms are well equipped with:
Single room hire: Full day = £160 Half day = £110
•
Fast wireless networking
•
The latest 65” full HD touch screen displays with high quality sound bars and speakers
•
High performance touch screen computers
•
Professional lecterns and microphones
In the restaurant, we can provide one of the 65” screens complete with a laptop should the space be booked for a conference Customers can choose to use our equipment/PCs or bring their own laptops Additional equipment that can be booked includes: •
Public address (PA) system with microphone
•
HD video camera with tripod
•
Presentation remote
•
16 x iPad set
If you require support in setting up/testing the equipment the college I.T Services team would assist.
Both rooms: Full day = £250 Half day = £190 Please note: We have a minimum booking charge of half a day. All prices are excluding VAT. Free We can offer free access to: •
Equipment including computers and video recording
•
Wi-fi
Discounted We can provide a 20% discount for charities. more information For more information on hiring conference facilities within the heartwood centre please visit: www.accross.ac.uk/heartwood-conference-centre
59
Room layouts The rooms can be set-up in the following ways:
U-Shaped
Boardroom
(Maximum of 20 delegates per room)
(Maximum of 20 delegates per room)
Small Meeting
(Maximum of 16 delegates per room or 40 for both rooms)
Workshop
Theatre Style
(Maximum of 32 delegates per room)
(Maximum of 40 delegates per room or 80 for both rooms)
Classroom
60
www.accross.ac.uk/by-professionals/