Business and Management Training Centre
Business and Management Training Courses Helping to up-skill you and your workforce Autumn 2012 – Summer 2013
Contents Introduction Open Programme of Training Courses
Up-skilling you and your workforce 3 5
Business and Strategic Planning Creating a Business Plan Creating a Business Strategy
5 5
Coaching and Mentoring Introduction to Coaching and Mentoring Coaching Skills for Managers Motivating the Workforce
6 6 6
Personal Development Effective Communication Effective Networking Skills Presenting with Confidence Time Management Skills
18 18 18 19
Project Management Project Management Overview Introduction to Project Management
21 21
The Positive Advantage
22
Coaching for Professionals
24
Company Training Courses
26
In-House Training
26
Bespoke Training
27
Performance Management Tools
27
Training Course Calendar
28
Booking Information
30
Customer Service Excellence Customer Service Management Customer Care to Customer Excellence
8 8
The recent changes in the economy suggest that businesses now more than ever need to ensure their employees have the right skills to meet the demands of the workplace. The Business and Management Training Centre, within Essex Business School, will help you to up-skill your workforce by providing an extensive range of training courses, all focused on improving your business performance. With over ten years of experience in providing training to businesses, organisations and individuals we are confident that you will find something relevant from our extensive range of open courses or we can offer you a programme
that is tailored to your organisations specific requirements.
benefits from professional training rooms and free on-site parking.
The training courses are delivered by a team of highly qualified business subject specialists, all of whom have a considerable amount of hands-on experience working in business to complement their educational qualifications; ensuring that the courses are practical and relevant for a changing business world. Our flexible approach to the delivery of our training allows us to meet your requirements in a cost effective and practical way.
Alongside the open programme of courses the Business and Management Training Centre has a wealth of experience in delivering in-house, bespoke and ring fenced courses for companies. Some of our clients include Chelmsford Borough Council, Metropolitan Police, Peterborough Environment City Trust, and The Sal Group. If you have a group of people within your organisation with the same training requirements contact us for further information of how the Business and Management Training Centre could benefit you.
Delivered at our Colchester Campus, within the beautiful setting of Wivenhoe Park, the open programme of training courses
Finance Finance for the Non-Financial Manager Understanding Financial Statements
9 9
Management and Leadership Coaching Skills for Managers Introduction to Leadership Introduction to Management Introduction to Team Leadership and Supervisory Skills Managing Conflict and Grievances Managing Emotions in the Workplace Managing People in Small Businesses Managing Poor Performance Management and Leadership (Intermediate) Management and Leadership (Advanced) Stress Management Using 360 Appraisal as a Business Tool
10 10 10 11 11 11 12 12 12 13 13 13
Marketing and Sales Creating a Marketing Plan Forming a Winning Pitch Marketing on a Shoestring Sales Success for All Selling for Non-Sales People Marketing Taster Sessions Sales Taster Sessions
2 Business and Management Training Centre www.essex.ac.uk/bmt
15 15 15 15 15 16 17
During a downturn the training budget is usually the first casualty of cost saving initiatives; however we believe that this shouldn’t be the case. To standout from your competitors and continue to develop and grow companies need to invest in their employees and ensure they have the right skills to do the job. Our programme is based on helping individuals to acquire the fundamental skills that are needed in any business to improve its success and we achieve this by offering a broad range of competitively priced high quality training programmes benefitting from the hands-on experience of our trainers. Denise Sherer Manager, Business and Management Training Centre
Business and Management Training Centre www.essex.ac.uk/bmt 3
Open Programme of Training Courses
The Business and Management Training Centre is within the beautiful setting of Wivenhoe Park.
Business and Strategic Planning Creating a Business Plan
Creating a Business Strategy
Business planning is an essential activity for any business in order to establish its future direction, and measure its success in achieving its objectives and targets. This course complements the Creating a Business Strategy course and covers the detail involved in creating a business plan, explaining how to develop key indicators to track the progress of the plan, how to manage the budgetary aspects of the plan, and how to revise and review the plan over time.
Using a strategic plan as a regular management tool for your business will heighten your awareness of factors impacting your business and increase your ability to respond in time. This course complements the Creating a Business Plan course and will show you the key components of a strategic plan for your business, how to identify your priority areas, and how to put the plan into practice in order to increase the success of your business.
Objectives To understand the essential components of a business plan To appreciate the importance of setting measurable objectives To appreciate how to track progress against the plan To understand the budgetary aspects of the plan To appreciate the business planning review process
Objectives To understand the purpose and benefits of strategic planning To review the components of a typical strategic plan To understand the planning process and how to use it to focus resources for maximum impact
If you fail to plan, you plan to fail!’ It’s a well-known expression yet it’s even more crucial in the current economic climate. Spending a day out of the business to create the building blocks for your business or strategic plan will give you direction, energy and focus for the next year. Hearing what other businesses are planning can be inspirational too. Hilary Briggs Business and strategic planning trainer
Location: Colchester Campus Date: 28 February 2013 Cost: £195
Location: Colchester Campus Date: 13 November 2012 Date: 16 May 2013 Cost: £195
For further information on our courses please visit www.essex.ac.uk/bmt
4 Business and Management Training Centre www.essex.ac.uk/bmt
Book online at
www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 5
Open Programme of Training Courses
Coaching and Mentoring Introduction to Coaching and Mentoring Coaching is a personal one to one confidential learning process. It is designed to result in effective action, improved performance and personal growth assisting the individual in learning how to perform at the next level. Mentoring is the process of ‘walking’ alongside someone to learn from them and is best used for non performance related problems and development. Objectives To understand the benefits of coaching and mentoring To understand the difference between coaching and mentoring and the principles of both To equip the manager with coaching skills required to develop the potential of your team To give the opportunity to managers to apply coaching skills To give an insight into the process of mentoring To understand how to avoid the pitfalls for both coaching and mentoring
Coaching Skills for Managers Motivating the Workforce This course examines the specific skills that define the ‘coach approach’ to managing and leading people, including listening to people and involving them in decision making, balancing personal objectives with those of the company, and how to maximise their contribution by maximising their potential. Objectives To appreciate the role of coaching in people management To understand the basic principles of the ‘coach approach’ to managing people To understand how to balance staff’s personal objectives with those of the company To appreciate how to inspire ownership and thereby motivate the workforce Location: Colchester Campus Date: 27 November 2012 Date: 6 June 2013 Cost: £195
Motivating your workforce is a vital part of business success. Knowing that is easy. However, the question is – how do we do that? How do we inspire our workforce to follow our strategies, overcome difficulties or take responsibility for driving things forward? This course helps participants to understand motivating of their workforce by looking at people’s different needs and practising recognition of those needs; and apply their understanding by practising responsibility for each other’s motivation and offering tools and tips to motivate their workforce in the long term. Objectives To understand some basic principles of motivation and the underlying dynamics To understand what energises and what drains motivation in people To understand the importance of a culture of responsibility in the organisation for the motivation of your workforce To understand how to maintain motivation in your workforce – and yourself
CIPD Research into the deployment of a coaching culture – where a coaching style of management is adopted throughout the organisation – has found it leading to: improved performance; enhanced confidence; effective integration of organisational learning and development processes; robust talent and career management; and better relationships with customers and other external stakeholders. The line manager displaying a coaching style of management is a crucial part of achieving a coaching culture. A perceived lack of skills and a lack of confidence to deal with difficult people can inhibit a line manager from practising a coaching style of management. For an organisation looking to achieve the benefits a coaching culture brings, it is therefore essential to equip their line managers with the mind-set and skills that will enable them to perform well in this field. Nicole Bachmann Coaching and Mentoring Trainer
Location: Colchester Campus Date: 21 February 2013 (in partnership with Essex Chambers of Commerce) Cost: £195
Location: Colchester Campus Date: 18 October 2012 Cost: £195
New! For further information on our courses please visit www.essex.ac.uk/bmt
If you cannot find a course in our current programme which meets with your training needs, please contact us to discuss how we can specifically design one for you.
6 Business and Management Training Centre www.essex.ac.uk/bmt
We now offer one-to-one, tandem and small group coaching sessions with our coaching and mentoring specialists to help improve and enhance performance, motivation and self confidence.
Business and Management Training Centre www.essex.ac.uk/bmt 7
Open Programme of Training Courses
Customer Service Excellence Customer Service Management
Customer Care to Customer Excellence
Why should customers buy from or use your organisation and what makes them come back again and again. When you look at the companies which are successful over a sustained period their success is because through their staff they have created sustained customer satisfaction and loyalty. You are only as strong as your weakest member of staff. So how can you create a winning team of people who support excellent customer service within your organisation? This course is designed to help participants develop their team to ensure great customer service within the organisation and also to help you appoint the right people to do so.
Customer care is a well-worn phrase and most people understand the concept of caring for your customer, so the customer will care for you/your company. In an increasingly competitive business environment, however, customer care is no longer good enough. To differentiate yourself from other people and companies vying for your customers’ business, Customer Excellence is where it’s at. This highly interactive session is designed to help participants understand the difference between good and excellent customer service, as well as enable them to gain insight in the mind-set and skills necessary to achieve the latter – consistently.
Objectives To give participants an understanding of how to create a winning team from existing staff and when appointing new ones To consider how to train and support staff into taking responsibility for their performance and make sure it is excellent To understand the principles of creating a culture to support excellent customer service To help participants understand the impact of language, behavior and attitude on customers and on the success of the organisation and how to develop this awareness in all staff To understand the principles of giving constructive feedback to staff
Objectives To understand the necessary skills and personal motivation to provide excellent customer service To project a positive, confident and professional image to customers To use every opportunity of contact with customers to promote the company To explore practical ways of handling difficult situations To manage customers’ needs in a helpful and decisive manner To understand the skills necessary to improve communications and achieve successful outcomes Location: Colchester Campus Date: 15 October 2012 Cost: £195
Location: Colchester Campus Date: 7 February 2013 Cost: £195
Finance According to research from the Institute of Customer Service (ICS), businesses that provide an inadequate customer experience risk losing out to their competitors.
Leaders identify customer service as the most important factor – alongside price – in driving the customer loyalty that will be critical to success. Almost three quarters (71%) single out service as a key loyalty driver, ranking it above product and service quality, brand reputation and effective sales and marketing. Leon Paternoster, ICS
Finance for the Non-Financial Manager
Understanding Financial Statements
This three-day course provides an overview of the financial processes within an organisation, and will enable the nonfinancial manager to discover more about the financial jigsaw and piece it together.
This one day course is designed to help individuals to understand the key financial statements that are produced by organisations – the Balance Sheet, Cash Flow Statements and Profit and Loss Account. The workshop is designed to be extremely practical and will enable participants to understand the information contained within the documents together with how they can be used to plan, review and develop strategies for the future.
Objectives To outline the basic principles, terminology and building blocks of financial control To understand the main financial statements and their interpretation into management information To differentiate between cash flow, profit and net worth To appreciate budgeting as a planning and control tool To recognise different types of cost and how they can be controlled To understand the financial implications of plans and decisions Location: Colchester Campus Dates: 15, 22 and 29 November 2012 Dates: 30 April, 7 and 14 May 2013 Cost: £525
Objectives To develop an understanding as to the purpose of the key financial statements To develop appreciation as to how the financial statements can be used to develop financial and business strategy To develop an understanding of key ratios that can be used to examine the financial statements
There are skills that a business cannot survive without and finance is one of these. Being able to understand financial statements and the organisations performance in financial terms is essential for all organisations. Knowing the current financial health in terms of both the profit and loss statement and the balance sheet, and being able to project forward are imperatives for all decision taking and future planning.
Charles Ash, Finance Trainer
Location: Colchester Campus Date: 26 February 2013 Cost: £195
I am a shift leader for a large pharmaceutical company. As my site is closing the company has allocated a sum of money to each employee for training. I decided to do the Finance for Non-Financial Managers course as I know very little about the finance side of running a business; and this course opened my eyes a lot! The course was detailed, well organised and fun, which made a great learning experience. Book online at Paul Lickman, Sanofi-aventis
8 Business and Management Training Centre www.essex.ac.uk/bmt
www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 9
Open Programme of Training Courses
Management and Leadership Coaching Skills for Managers Introduction to Leadership
Introduction to Management
This course examines the specific skills that define the ‘coach approach’ to managing and leading people, including listening to people and involving them in decision making, balancing personal objectives with those of the company, and how to maximise their contribution by maximising their potential.
This course is a basic introduction to management. This course covers the roles and functions of management, management styles and approaches, self management as a manager, delegation and motivation of staff.
Objectives To appreciate the role of coaching in people management To understand the basic principles of the ‘coach approach’ to managing people To understand how to balance staff’s personal objectives with those of the company To appreciate how to inspire ownership and thereby motivate the workforce Location: Colchester Campus Date: 27 November 2012 Date: 6 June 2013 Cost: £195
This course is a basic introduction to leadership and will seek to distinguish leading from managing, and communicate why each is essential to organisational performance. It will be characterised by a contingency approach to management recognising the complex and highly individual nature of organisations and encourages managers to analyse their own particular situation using a variety of tools and techniques. The aim is to equip managers with the knowledge and skills to develop a tailored approach rather than apply any ‘catch-all’ solutions. Objectives To compare and contrast leadership and management To identify trait, behavioural and contingency perspectives of influencing and leadership To understand the difference between transactional and transformational styles of leadership To outline leadership theories that focus on power (both personal and organisational) as the source of influence To work with a model of the tactics that people use to influence and motivate others
Objectives To understand the basic principles and practice of management To appreciate the various management styles, and how they might apply to the individual manager To understand how to apply some basic principles of self management To appreciate the delegation process, and how it might apply to specific work situations To understand some basic principles of motivation Location: Colchester Campus Date: 16 October 2012 (in partnership with Essex Chambers of Commerce) Date: 9 May 2013 Cost: £195
Introduction to Team Leadership and Supervisory Skills This course considers how to lead, motivate and develop a team in order to improve their performance. Explanations of current management theory and practice are combined with practical exercises to develop confidence in your own leadership and supervisory skills. The course will also consider effective delegation and time management since these are vital to the success of a team leader. Objectives To develop an understanding of the role and responsibilities of a team leader and supervisor To develop an understanding of techniques available to effectively manage a team and how to apply these To develop an understanding of how to delegate effectively and manage your personal time Location: Colchester Campus Date: 12 February 2013 Cost: £195
Managing Conflict and Grievances
Managing Emotions in the Workplace
This one day course is designed to provide delegates with the practical skills and mind set to manage conflict. It will provide top tips on how to develop the ability to manage conflict and grievances, identify concerns/problems and look at ways in which to manage difficult people and situations. The course will focus on working towards or achieving a manageable outcome.
Emotional intelligence has been identified as a key leadership skill for the future. This course will explore emotional intelligence and discover how it can be harnessed by individuals and organisations. Participants will learn how emotional intelligence can help people develop not only as managers and employees but also how it can help in life generally. The course will look at the key areas of emotional intelligence and transactional analysis, investigating the relationship between these and other behavioural psychologies.
Objectives To understand why conflict at work is costly To understand the difference between manageable conflict and possible grievance To learn how to deal with difficult people/situations To understand what you can and can’t do when involved in a conflict or grievance To practice and receive coaching on feedback in using the conflict frame work
Objectives To give managers a basic understanding of emotional intelligence skills To increase understanding of workplace behaviour To help managers deal with stress in the workplace To help people manage more effectively Location: Colchester Campus Date: 5 March 2013 Cost: £195
Location: Colchester Campus Date: 13 June 2013 Cost: £195
Location: Colchester Campus Date: 7 February 2013 Cost: £195
Ongoing success, profitability, getting the very best from staff, effective communication client satisfaction, reputation and making the best use of time, are all dependent on the quality of management and leadership. The Business and Management Training Centre now provides one-to-one, tandem and small group coaching sessions with our coaching and mentoring specialists to help improve and enhance performance, motivation and self confidence.
In today’s challenging business arena it has never been more important to ensure your company has the best leaders and managers. People are your most valuable resource – it makes sound business and economic sense to invest in them and to give your business the edge on your competitors. Book online at
www.essex.ac.uk/bmt
10 Business and Management Training Centre www.essex.ac.uk/bmt
Gina Gardiner, Management and Leadership Trainer
Business and Management Training Centre www.essex.ac.uk/bmt 11
Open Programme of Training Courses
Management and Leadership Managing People in Small Businesses Employing the right people, and getting the best out of them, is crucial to business success. This is especially true for a small business, where resources are often limited and stretched. This course covers some of the key issues involved in employing and managing people in a small business. Topics include recruitment and getting started, managing and motivating staff to achieve business objectives, and the legal aspects of employing staff. Objectives To help business managers and owners manage their staff more effectively To give managers and owners an understanding of workplace behaviour To help improve productivity through more effective management To give an understanding of how to use disciplinary and grievance procedures Location: Colchester Campus Date: 11 October 2012 Date: 21 May 2013 (in partnership with Essex Chambers of Commerce) Cost: £195
Managing Poor Performance Managing poor performance is a key business need which if managed well can be motivating for both parties. This half day programme will help employers understand the key aspects of managing poor performance, what the employer can do and what the employee is required to do. The programme will provide top tips in regard to gaining a positive result for the business; it will increase personal confidence in dealing with poor performance and provide a frame work to use when in the work place. Objectives To identify the key issues within managing poor performance To understand the difference between capability and disciplinary To understand and gain confidence in how to start the conversation To understand the importance of evidence To identify the managers role v the employees role in poor performance To understand the element of risk in managing poor performance Location: Colchester Campus Date: 1 November 2012 Date: 19 March 2013 Cost: £95
I thoroughly enjoyed the training at the University. I found the course content clear and well presented though with an element of flexibility that I hadn’t expected but was very welcome.
Management and Leadership (Intermediate)
Management and Leadership Stress Management (Advanced) The latest estimate puts the cost to the
An effective organisation requires managers who are creative and visionary thinkers with good leadership skills. This three-day course aims to maximise participants’ leadership and management potential. It will distinguish between management and leadership skills, and examine the emphasis on teamwork and empowerment necessary in today’s flatter organisations and a climate of constant change and progression.
To achieve success, growth and increased competitiveness in the ever more demanding global market place, organisations require of their senior managers’ clarity of purpose creativity, visionary, good implementation skills and impeccable decision-making abilities. To help senior managers who are responsible for ensuring their organization is fit-forpurpose to meet future needs, this threeday course aims to update and enhance the key skills vital for this task.
Objectives To develop an understanding of the differences between management and leadership To examine different leadership styles and approaches To investigate team working and effective team leadership To consider approaches for strategic planning, effective communication To understand how different needs for motivation, learning styles and individual styles can be recognised and used positively To develop an understanding of a strategic approach to change management To consider the leadership and management issues facing you in your current or intended role Location: Colchester Campus Dates: 6, 13 November and 13 December 2012 Dates: 14, 21 March and 18 April 2013 (in partnership with Essex Chambers of Commerce) Cost: £525
Objectives To examine the role and responsibilities of the senior manager To develop an understanding of strategic and business planning strategies and their impact To analyse how to develop and cascade effective action plans To examine different leadership styles and situational leadership and their impact To appraise the art of delegation, coaching and empowerment To examine in detail the strategic approach to change management To be familiar with strategies which engender motivation and minimise stress Location: Colchester Campus Dates: 7 May, 11 June and 9 July 2013 (in partnership with Essex Chambers of Commerce) Cost: £525
economy at over £12 billion per year, with absenteeism in the private sector making up around £8 b8llion of the total. Every manager should be mindful of what causes stress, how to minimize stress and avoid it wherever possible for themselves and for the people who work with you. It is also important to have strategies to manage stress when it manifest itself at a personal level or for your staff. This course is designed to give you an understanding of stress and its impact and to give you tools to minimise it in the first instance and deal with it when it arises. Objectives To understand the common causes of stress To appreciate the significance of stress on the health and wellbeing of the individual and the true consequences on the business To understand how to avoid unnecessary stress To understand how to manage the impact of stress and minimise the negative effects of health and wellbeing including use of strategic planning, language, motivation etc To become familiar with a range of strategies to help you manage stress at a personal level, including overwhelm, insomnia, negative emotions (frustration, anger, hopelessness, unhappiness)
Using 360 Appraisal as a Business Tool This course will introduce the 360 appraisal as a business tool. It will provide an overview of the benefits of the 360 appraisal and how it can have a positive impact on the business and the individual. Delegates will be asked to complete a 360 appraisal prior to attending. Using the information provided within the questionnaire delegates will learn how to interpret the 360, how to become a 360 coach and how the 360 can enhance the bottom line. Objectives To experience how 360 appraisal works To understand what is meant by a competency To learn how to interpret 360 information To learn the key focus points for a 360 coach To understand how using the 360 as a business tool can enhance the bottom line Location: Colchester Campus Date: 14 February 2013 Cost: £135
Location: Colchester Campus Date: 7 March 2013 Cost: £195
Book online at Wendy Evans St Nicholas Hospice
12 Business and Management Training Centre www.essex.ac.uk/bmt
www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 13
Open Programme of Training Courses
The performance and profit of any commercial organisation will mirror how well (or otherwise) those within it understand and embrace Marketing or Sales practice. Although the two disciplines differ they are closely linked and represent key components for success. Without Marketing to pave the way, Sales can be difficult. Without Sales, business itself becomes difficult - or worse. Fortunately, Marketing and Sales principles can be explained.
Marketing and Sales
Jeff Della Mura Sales and Marketing Trainer
Creating a Marketing Plan
Forming a Winning Pitch
Marketing on a Shoestring
Marketing is an essential element of running a business or organisation. A marketing plan is necessary to help the people within the organisation carry out the organisational marketing strategy. This course covers the definitions and understanding of marketing, and will take participants through the basics requirements and processes necessary to create a marketing plan.
Great ideas and great products would never make it from the drawing board to the sales graph without the all important winning pitch. Whether it is delivered by confident sales spiel or a well written proposal – the winning pitch will have to be made somehow. This course will show you how to confirm your market opportunity and present your pitch successfully.
In competitive situations marketing is usually a necessity but such activity need not be lavish or costly. Similarly, modest budgets need not dictate modest impact. This workshop examines how all organisations, regardless of their age or size, can promote themselves and attract the right kind of attention – without breaking the bank.
Objectives To observe the risks of not looking before you leap To correctly identify your best opportunities To learn how to evaluate your offering for the buyers viewpoint To appreciate how the selling process works (or fails) To learn how to present your pitch with confidence
Objectives To briefly review and observe the key aims of marketing To identify and explore apt responses to budget restrictions To examine exemplar case studies of low cost marketing strategies To conduct a case-study exercise exploring the possibilities for economy To reveal tips and ideas that will influence tailored plans of action
Objectives To appreciate the concept and importance of marketing within an organization or business To appreciate the importance of marketing planning To understand the basics of creating a marketing plan To understand the necessity for marketing research Location: Colchester Campus Date: 5 March 2013 Cost: £195
For further information on our courses please visit www.essex.ac.uk/bmt
14 Business and Management Training Centre www.essex.ac.uk/bmt
Location: Colchester Campus Date: 13 June 2013 Cost: £195
Location: Colchester Campus Date: 20 November 2012 Cost: £195
Sales Success for All
Selling for Non Sales People
Sales are vital. No commercial organisation or individual can expect to survive and thrive without successfully selling goods or ideas. Fortunately, while not everyone might expect to be a naturally persuasive salesperson, the principles of selling can be learned and applied by all - even those with limited experience or uncertain confidence. If increasing sales is your required outcome then improving selling and negotiation skills is the appropriate place to begin.
Many entrepreneurs and managers are selling, even though they are not part of the sales team or have been trained in sales techniques. This course covers the basics of selling to win new business, to pitch for business and to understand the principles of sales to better manage or support your sales people or teams.
Objectives To observe and capture the fundamental principles of selling To explore sales processes while avoiding common pitfalls To examine how sales principles might apply in varied media To review simple but useful negotiation techniques
Objectives To understand the sales process To appreciate the principles of selling from prospecting to gaining orders To appreciate application of the tools and techniques of sales to understand and better manage your sales people To understand the systems available to better track the sales process and manage the sales pipeline
Location: Colchester Campus Date: 9 October 2012 Cost: £195
Location: Colchester Campus Date: 16 May 2013 Cost: £195
Business and Management Training Centre www.essex.ac.uk/bmt 15
Open Programme of Training Courses
Marketing Taster Sessions The Business and Management Training Centre is pleased to announce a low-cost, high value day of marketing skills taster sessions. These will be presented by Essex CIM marketer and communicator Jeff Della Mura. Taking place at Colchester Campus, University of Essex these bit-sized sessions are designed to give you an easily digested insight into and an overview of marketing. You can attend all the sessions or you can select just one or two.
Marketing on a Shoestring 9.30am to 11.00am In competitive situations marketing is usually a necessity but such activity need not be lavish or costly. Similarly, modest budgets need not dictate modest impact. This session will demonstrate how all organisations, regardless of their age or size can promote themselves to attract the right kind of attention without breaking the bank.
30 October 2012
More Creative Marketing 11.30am to 1.00pm In a competitive market environment bland brands get nowhere – mediocre promotion is not a viable option. This taster session will give you a feel for how marketing and marketing communication professionals harness creative processes to produce powerful marketing solutions that rise about the dull or predictable to become noticed and to generate real results. Expect plenty of useful tips.
Creating a Marketing Plan 1.30pm to 3.00pm Marketing is an essential element in running any successful business or commercial organisation. However, the marketing ambition is unlikely to succeed without a tangible and methodical plan of action. This taster session will offer an overview of some of most common components required in forming a step by step marketing plan.
Cost: There is a charge of £35 for attending each taster session with the option to attend all three session at a reduced rate of £95. However, the £35 fee is deductable from any full day marketing course subsequently undertaken from the 2012-2013 programme of training courses. Complimentary Bonus Session: To further enhance the value of this programme an additional, fully complimentary one hour session covering ‘Marketing Communications’ will be held from 3.30pm. This will be available to any attendee of the marketing taster sessions.
Refreshments: Tea and coffee will be provided in the foyer of the Constable Building from 11am to 11.30am and 3.00pm to 3.30pm. There will also be a finger buffet and soft drinks available between 1.00pm and 1.30pm. All places must be booked in advance www.essex.ac.uk/bmt
Fantastic course, good tutor. The marketing taster sessions were easy to understand, targeted at the right level and straight forward.
Sales Taster Sessions The Business and Management Training Centre is pleased to announce a low-cost, high value day of sales skills taster sessions. These will be presented by Essex CIM marketer and communicator Jeff Della Mura. Taking place at Colchester Campus, University of Essex these bit-sized sessions are designed to give you an easily digested insight into and an overview of sales. You can attend all the sessions or you can select just one or two.
Selling for Non Sales People 9.30am to 11.00am Not everyone can expect to be a naturalborn star salesperson. However, the fundamental principles can be learned and applied by all. The benefits of thinking in win-win terms can be far-reaching and will positively influence your general ability to negotiate or persuade - as well as contribute to increased sales.
12 March 2013
Forming a Winning Pitch 1.30pm to 3.00pm Great ideas and great products would never make it from the drawing board to the sales graph without the all-important winning pitch. Whether it is delivered by confident sales spiel or a well written proposal – the winning pitch will have to be made somehow. This workshop will show you how to confirm your market opportunity and present your pitch successfully.
Cost: There is a charge of £35 for attending each taster session with the option to attend all three session at a reduced rate of £95. However, the £35 fee is deductable from any full day sales course subsequently undertaken from the 2012-2013 programme of training courses.
Complimentary Bonus Session: To further enhance the value of this programme an additional, fully complimentary one hour session covering ‘Keeping Customers’ will be held from 3.30pm. This will be available to any attendee of the sales taster sessions.
Refreshments: Tea and coffee will be provided in the foyer of the Constable Building from 11.00am to 11.30am and 3.00pm to 3.30pm. There will also be a finger buffet and soft drinks available between 1.00pm and 1.30pm. All places must be booked in advance www.essex.ac.uk/bmt
The Sales Process Revealed 11.30am to 1.00pm Sales and selling are at the heart of commercial culture. A business – indeed any organisation – will not survive for long unless it can sell its services, its products or its manifesto. Cash comes only from profit, which in turn, is the end result of a strong sales philosophy. Therefore successful selling will be high on the agenda of all wise business people. Be here or be nowhere.
Mandy Howard Astracare UK Ltd
16 Business and Management Training Centre www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 17
Open Programme of Training Courses
Personal Development Effective Communication
Effective Networking Skills
Presenting with Confidence
Time Management Skills
This course will introduce you to the key skills of effective one-to-one communication – one of the keys to success at work. You will learn and practice easy-to-use techniques which will help you build rapport, understand others and develop your confidence when communicating.
Networking is a key skill for people who want to expand their business opportunities. This course provides an introduction to how to network successfully, and allows participants to learn and practice the skills required to develop their confidence as successful networkers. Topics covered include understanding the benefits of networking, facing and overcoming fears of networking, promoting yourself and giving effective 60 second presentations, creating effective follow up strategies choosing the right networks, expanding your networks and developing a networking strategy.
This course gives an insight into preparing and delivering spoken presentations effectively and successfully. It examines how to create and deliver effective presentations, and develops confidence in presentation through practical class work, a variety of experiences and constructive feedback.
Good time management is achieved through a combination of the right processes and the right mind set. The programme will ask delegates to evaluate where they spend their time, create an understanding of the tasks that will give the greatest return and enable the delegate to focus on outcome rather than out put.
I would jut like to thank you for a really thoughtprovoking day – your presentation was powerfully delivered and highly engaging. I really enjoyed the whole thing, and I’m pleased to say that there were several ideals that I intend to work on over the coming months.
Objectives To introduce the principles and processes involved in effective presentations To demonstrate presentation techniques To explain the key components of effective presentations To provide an understanding of how to manage facilities, equipment, audiences and yourself to present information effectively To identify appropriate delivery strategies
Objectives To identify the key focus of their work To understand how to prioritise tasks To know where to spend their energy to deliver measurable outcomes To develop a process and become organised in their work To understand and develop an action plan on how to overcome their own personal barriers to person effectiveness
Pix Eurpoe Ltd
Objectives To introduce the theory and practice of interpersonal communication To develop confidence communicating with specific skills To consider how to produce effective relationships with others Location: Colchester Campus Date: 12 February 2013 Date: 21 May 2013 Cost: £195
Objectives To understand the purpose, benefits and tools of successful networking To overcome the barriers that stop people from networking effectively To understand effective self promotion To understand how to maintain contacts and maximize results from them
Location: Colchester Campus Date: 12 March 2013 Cost: £195
Stewart Booth
Location: Colchester Campus Date: 25 October 2012 Date: 14 May 2013 Cost: £95
Location: Colchester Campus Date: 22 November 2012 Cost: £95
Personal development is key to the success of any business. Targeted personal development will ensure employees are competent and fit for business. Identifying the skill gaps of employees enables a business to identify their potential weaknesses. Personal development gives the employer and the individual an opportunity to focus on the right skills required for personal and business success, increase self awareness of their strengths and short falls and understand the intrinsic motivation factors linked to creating a climate of success. Camille Nickson Personal Development Trainer
18 Business and Management Training Centre www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 19
Open Programme of Training Courses
Project Management Project Management is a vital skill within any organisation that seeks to implement successful change or to deliver customer requirements. Developing expertise within this discipline can make a tangible difference to profitability, since money is not wasted on repeating work, and leads to future volumes of work as customers see delivery on time and on budget. The business benefit of being able to identify optimum projects, confidently plan their delivery and implement in line with the plan cannot be overstated – effective project management enables this. Ian Glenister Project Management Trainer
20 Business and Management Training Centre www.essex.ac.uk/bmt
Project Management Overview
Introduction to Project Management
This course provides an overview of the project management lifecycle and process, and considers the fundamental concepts of project management. In addition, it examines some of the key reasons for project failure in order to help you avoid such issues within your own projects.
This course is a general introduction to project management. It examines the role of the project manager, the structure of a project and the project team, the project planning process, how to set project aims and objectives, budgeting, risk analysis and how to employ a variety of useful project planning tools.
Objectives To provide an overview of the project management process To identify effective ways of managing projects To consider prime causes of project failure To identify what constitutes effective project management Location: Colchester Campus Date: 6 November 2012 (in partnership with Essex Chambers of Commerce) Date: 20 June 2013 Cost: £195
Objectives To introduce the theory and practice of project management To understand the project planning process To use project planning tools and techniques To understand project budgeting To appreciate risk analysis and management To explore why projects fail Location: Colchester Campus Dates: 28 February, 7 and 14 March 2013 (in partnership with Essex Chambers of Commerce) Cost: £525
Business and Management Training Centre www.essex.ac.uk/bmt 21
Open Programme of Training Courses
The Positive Advantage What makes the difference between success, high profits, a well motivated and engaged workforce, satisfied loyal customer base and an organisation which is struggling to meet its targets, has high levels of conflict, a poorly motivated staff and an ever diminishing return on the effort to succeed?
People Much research has been carried out on what gives successful companies the competitive edge. Positive psychology used in a structured way has demonstrated, beyond doubt, it gives individuals, teams and organisations across the board the “Positive Advantage”. If you want better outcomes there needs to be a better quality of thinking. Perspective, motive, emotional intelligence, choice and responsibility are all major elements within our thinking. So how do you get your managers and teams to think better, more creatively, more responsibly, more together?
Summary Content The “Positive Advantage” offers a structured approach using positive psychology which has proven to: Harness the true potential of your people as individuals and teams enabling them to improve the quality of their thinking. It offers people greater access to their own resources including: Exceptional performance Productivity Motivation Self belief The ability to take responsibility for their own behavior Creativity Resilience Fulfillment Happiness Greater problem solving skills Positive Psychology is based on years of well formulated and documented, scientific research. It empowers delegates to use the straight forward, accessible principles which have a proven track record of success. It considers the “Positive Advantage” and in doing so facilitates a better understanding of one’s self and the relationships we have with others. The course distills the scientific research into very practical, jargon free, powerful, no nonsense tools which can be easily understood and incorporated into both the business and personal lives of everyone.
22 Business and Management Training Centre www.essex.ac.uk/bmt
It focuses on how shifts in thinking impact positively on performance at work and satisfaction with life generally. The Objectives of the course for delegates are: To understand the principles and strategies of the “Positive Advantage” To have access to the neuroscience and research on which the “Positive Advantage” is based To develop an understanding of the tools To develop the experience and self confidence to apply the tools effectively in the workplace To explore the relationship between attitude, emotional state and high achievement and success Benefits to your organisation: Higher productivity Greater creativity and problem solving Better health and wellbeing of staff leading to less absenteeism and stress Less need for conflict resolution Higher levels of motivation and engagement
This course is suitable for organisations who want to build on their success and create a “Positive Advantage” over their competitors. Initially working with leaders and managers this course can be used in a variety of ways.
The Positive Advantage Change Process Package Delegates will attend two one-day training sessions and receive two telephone coaching sessions and access to email support as follows: One day training session programmed to cover the background and principles of the “Positive Advantage” and explore the principles as an individual. Delegates will receive two one hour telephone coaching sessions in order to embed the principles of the “Positive Advantage” within their own organisation and lives. Further one day training session programmed to take place 8 weeks after the first session to cover integration of the Positive Advantage, how to develop the approach with the Team and in depth opportunity to embed the principles in their leadership practice. Monitoring and evaluation of the impact of individual and team behavior and how the “Positive Advantage” can be used effectively. For further information contact the Business and Management Training Centre team.
The “Positive Advantage” is offered on a company basis only as a one-day introductory course and two-day plus telephone coaching sessions package.
Business and Management Training Centre www.essex.ac.uk/bmt 23
Coaching for Professionals
Facing redundancy, I contacted the Business and Management Training Centre to discuss the training options they could offer which would help me compete more effectively in the increasingly competitive job market. The staff members were extremely helpful to me in my search, referring me to one of their trainers. The trainer was able to offer me one-to-one coaching, tailored to meet my requirements. I was very impressed that they facilitated my progress towards enhanced employability skills and personal understanding so effectively, especially in the short time we had available. I would certainly recommend others to consider coaching from the Business and Management Training Centre as the solution to their training needs.
We are pleased to be able to offer one-toone, tandem and small group coaching through our in-house professional business coaches. Coaching can be a life changing experience whether it is to help with personal development or executive business leadership and development. We recommend at least a 2 hour slot but most of our clients book 5 or 10 hours to gain maximum benefit. Discounts are available for those booking 5 or 10 hours coaching in advance.
Executive and Business Leadership Coaching
Our coaching and mentoring allows you to take a step back and get a different perspective, to recognise and deal with the things which challenge you and your organisation. This is achieved by creating powerful structures to underpin effective change and ongoing success.
For further information please contact the Business and Management Training Centre team by telephone on: 01206 872519 or by e-mailing: bmt@essex.ac.uk
Executive and business leadership coaching is designed for senior managers, directors and business owners helping you to get to the heart of the matter professionally and confidentially ensuring you and your business are more effective. It works in the same way as a sports manager coach in that we help already talented high flying individuals perform at their very best.
Personal Development Coaching Personal development coaching offers support and guidance to help enhance your personal development in key areas, giving you the confidence to reach your full potential. We will help you to identify your strengths and weaknesses and develop a programme to achieve your goals.
Anne Mehler
24 Business and Management Training Centre www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 25
Company Training Courses If you have a group of people in your company or organisation with the same training needs we are happy to ring-fence any of our courses from our open programme which can be delivered in-house or at our Colchester or Southend campuses. Maybe you haven’t found anything that exactly matches your needs in our current programme, not a problem, we have a wealth of experience in creating courses tailored to your specific training needs. Talk to a member or our team today!
In-House Training Many of our clients choose to have ring-fenced or bespoke training courses delivered in-house which can prove to be cost effective for the company or organisation. There are specific advantages associated with this type of training such as:
No additional travel time or cost Training held on a date and times to suit you Staff learn together at the same time which improves team building and leads to more effective learning Depending on the nature of the training course and the size of the group the fees can often be less than sending staff on open training courses
BespokeTraining Sometimes our clients haven’t found anything in the open programme that exactly matches their requirements, it maybe there are a couple of closely related courses that with a bit of tailoring would suit their needs or as in some cases they need something designed with material developed and especially written for their company or organisation to meet specific objectives and requirements. The Business and Management Training Centre has a wealth of experience in developing this level of training and some of our clients include, Aceville Publications Ltd, Aperio, Chelmsford Borough Council, Metropolitan Police, Mumford & Wood Ltd, OFTEC, Peterborough Environment City Trust, PlusOne Services, The Book Service, The Sal Group The JTS Partnership and UK Data Archive. Why not let us design something for you and your team – contact us today to find out more!
Performance Management Tools* This one-day course is a basic introduction to performance management tools including 360 degree feedback. The course evaluates and analyses a number of performance management tools and the mechanisms of maximising the benefits which can be achieved for an organisation from such tools. Through discussion and presentations, methods of effectively designing and introducing performance management tools are covered as well as an understanding of the psychological basis for good performance management practice. Additionally the course evaluates the arguments either side of the use of performance management tools in place of performance appraisal tools.
It was a great success, everyone seemed to get something from it and we are still talking about it today! Lynda Sherwin The JTS Partnership
Objectives To understand the basic principles, benefits and practice of performance management tools To appreciate the various performance management tools available, and how they might be applied to an individual organisation To understand various strategies for the successful introduction of performance management tools To appreciate the limitations and dangers of using performance management tools in place of performance appraisal tools *available on a company basis only
26 Business and Management Training Centre www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 27
Training Course Calendar October 2012 Sales Success for All
9
April 2013 Finance for the Non Financial Manager
30, 7 and 14 May
Managing People in Small Businesses
11
Customer Care to Customer Excellence
15
Introduction to Management
16
May 2013
Introduction to Coaching and Mentoring
18
Management and Leadership (Advanced)
Time Management Skills
25
Introduction to Management
30
Time Management Skills
14
Creating a Business Plan
16
Selling for Non-Sales People
16
Effective Communication
21
Managing People in Small Businesses
21
Marketing Taster Sessions
November 2012 Managing Poor Performance Management and Leadership (Intermediate) Project Management Overview Creating a Business Plan Finance for the Non-Financial Manager
1 6,13 and 13 Dec 6 13 15, 22 and 29
7, 11 June and 9 July 9
June 2013 Coaching Skills for Managers
6
20
Forming a winning Pitch
13
Effective Networking Skills
22
Managing Conflict and Grievances
13
Coaching Skills for Managers
27
Project Management Overview
20
Marketing on a Shoestring
February 2013 Customer Service Management
7
Introduction to Leadership
7
Effective Communication
12
Introduction to Team Leadership and Supervisory Skills
12
Using 360 Appraisal as a Business Tool
14
Motivating the Workforce
21
Understanding Financial Statements
26
Creating a Business Strategy Introduction to Project Management
28 28 , 7 and 14 March
March 2013 Managing Emotion in the Workplace
5
Creating a Marketing Plan
5
Stress Management Sales Taster Sessions Presenting with Confidence Management and Leadership (Intermediate) Managing Poor Performance
28 Business and Management Training Centre www.essex.ac.uk/bmt
7 12 12 14, 21 and 18 April 19
Business and Management Training Centre www.essex.ac.uk/bmt 29
Booking information To book a place on any of the programmed courses advertised please complete the online application form which you can find at: www.essex.ac.uk/bmt. Alternatively you may telephone 01206 872519 or e-mail bmt@essex.ac.uk to request a registration form, or to directly reserve your place(s). On receipt of your application form we will send you an acknowledgement e-mail together with further instructions. A parking permit and map will be sent to you one week prior to the course commencing.
Course Fees and payment The cost to attend our courses can be found with the individual course information and must be paid in full before the course commences. Invoices will be sent via email one month prior to the course commencing for those being sponsored by their company or organisation. We regret that we are no longer able to invoice delegates who are not sponsored by their company or organisation; we will require payment by debit/credit card or cheque at the time of booking. Please remember to select a payment method on the application form and if you are enclosing a cheque please make it payable to ‘University of Essex’. Refreshments and a buffet lunch (full-day courses only) are included in the course fee.
Course Duration The half day courses take place from 9.30am to 12.30pm, one-day and three-day courses from 10.00am to 4.30pm. The refreshment and lunch times will be given to you on the day.
Cancellations
Discounts
If for whatever reason you need to cancel a place on a course, you will be entitled to a refund of the course fee minus a 25 per cent administration charge, provided notification of cancellation is received by 9.30am at least ten working days before the start of the course. All cancellations must be made in writing. Refunds will not be given under any other circumstances.
We offer a 10 per cent discount for three or more people from the same organisation, booked on the same course or 20 per cent discount for five or more people from the same organisation, booked on the same course. More than one discount option may not be used at any one time.
The University reserves the right to cancel a course if there are not sufficient numbers registered to make the course viable. In this situation a full refund of the course fee will be given.
For further information on discounts, including the terms and conditions, please telephone: 01206 872519.
Transfers If for whatever reason you wish to transfer a booking to a subsequent course notification must be received by 9.30am at least ten working days before the start of the course and there will be a nonrefundable administration charge of 15 per cent of the course fee which is payable by credit card at the time of transfer.
Substitutions Delegates can be substituted without extra cost as long as the request is received by 9.30am at least five working days before the start of the course. Any requests for delegate substitution after this will incur an administration charge of 15 per cent of the course fee which is payable by credit card at the time of the request.
Further information about the Business and Management Training Centre can be found at www.essex.ac.uk/bmt or by contacting our Co-ordinator: Louise Cattrall T 01206 872519 E bmt@essex.ac.uk
Book online at
www.essex.ac.uk/bmt
30 Business and Management Training Centre www.essex.ac.uk/bmt
Business and Management Training Centre www.essex.ac.uk/bmt 31
Business and Management Training Centre Essex Business School University of Essex Wivenhoe Park Colchester Essex CO4 3SQ T 01206 872519 E bmt@essex.ac.uk www.essex.ac.uk/bmt
Essex Business School the business school for a new world
Š University of Essex 2012 Designed and printed by Print Essex at the University of Essex
Contains recycled materials