SALES & MARKETING PROGRAMS

1. SELLING SKILLS

 SYNOPSIS:

People shop to satisfy their needs through product benefits and not product features. It becomes essential in getting the sales that we transform the features into benefits and then link them to customer needs. Using a structured approach in selling first helps in understanding the true needs and then prepares us in building options to satisfy them. Getting results through selling is always a preferred option than getting into an expensive negotiation situation. This program helps in enhancing productivity through following a simple selling structure. It identifies the major steps involved in any selling situation and then helps in building a compelling case. During this workshop, all participants will get many opportunities to generate new ideas and practice them in a role-play situation in order to improve their sales call.

OBJECTIVES:
  • To make an Effective Sales Presentation
  • To Improve your Call Rate Productivity
  • To maintain optimum stock inventory at Trade Outlets
  • To achieve improved width & depth through merchandising
OUTLINE:
  1. Objectives of a sales person
  2. Daily routines (Personal appearance etc.)
  3. Selling System –  Tools and Process
  4. Customer needs, features, benefits
  5. Steps of the Sales call – 7 steps selling process
    • Preparation
    • Opening and Closing the call
    • Store check
    • Sales Presentation
    • Close & Document
    • Merchandising
    • End and evaluate
  6. Handling objections
  7. Field implementation of the system (Action Planning and Role Plays)

 

2. COACHING FOR PERFORMANCE

SYNOPSIS:

High performance teams are a result of a concerted effort by team members and their leaders. They never happen due to a co-incidence. Their success can always be attributed to an effort made by someone in responding to the individual’s developmental needs in maximizing the potential available and achieving results. Line managers who invest their time in coaching their teams not only get more time to do strategic thinking, but also grow in their career through developing their successors. Managers need to understand the process of supporting their teams for consistent high performance.

This program will support line managers in identifying learning opportunities and providing support to their teams. It will help them understand a systematic approach in providing formal and informal coaching for improving their skill levels.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To enhance the execution capability of teams in the field
  • To increase team spirit and develop people
  • To inculcate an effective feedback process
  • To unify employees working habits
  • To implemented processes uniformly
OUTLINE:
  1. Manager as a coach
  2. All about the coaching system
  3. Benefits and barriers
  4. Differentiation between coaching and teaching
  5. Making coaching work “at work” (Coaching Conversation)
  6. The STEER Model
    • Spot the opportunity
    • Tailor it
    • Explain and Demonstrate
    • Encourage
    • Review
  7. Dos and Don’ts in Field Coaching
  8. The Field Coach and the Senior Field Coach
  9. Questioning Techniques
  10. Effective Listening Techniques
  11. Giving Feedback and Constructive Criticism

 

4. IMPLEMENTING LEADERSHIP COMPETENCIES (CUSTOMIZED)

SYNOPSIS:

Each competency will be discussed in detail with the learning department for expected outcome and deliverables. A detailed workbook based on the competencies will be developed which will explain each competency and how one can identify the parameters from the foundation level to achieve world class level.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand the meaning of a competency
  • To understand the contribution of leadership competencies in growth of an organization
  • To understand principles of organizational transformation
  • To develop methods and frameworks to build leadership capacity
OUTLINE:
  1. Performance management
  2. Importance of competencies
  3. Impact of competency at work and on organizational system
  4. Importance of competencies for building leadership
  5. Competency Development for Leadership and organizational growth
  6. Activity
  7. Leadership profile (Sample Competencies)
    • Leadership & Vision (1st Competency)
    • Entrepreneurship (2nd Competency)
    • Interpersonal & Commitment (3rd Competency)
    • Teamwork & Collaboration (4th Competency)
    • Performance management (5th Competency)
    • Stakeholder Management (6th Competency)
    • Ethics & Responsibility (7th Competency)
    • Financial & Operations Management (8th Competency)
    • Creativity (9th Competency)
    • Continual Improvement (10th Competency)
    • Community Services (11th Competency)
    • Compliance (12th Competency)
  8. Concluding remarks, action planning and wrap-up

 

5. DISTRIBUTOR MANAGEMENT

SYNOPSIS:

This workshop focuses on defining your distribution strategy and differentiated services that must be provided to the trade for becoming a preferred partner. New channels and formats will continue to evolve and based on the channel strategy we need to continuously focus on the channel priority needs and support them accordingly. This challenging market situation will require a network capable of delivering company growth objectives.

In line with future trends, next generation business partners will have to provide a stronger execution support and integrate enabling technologies to manage information and supply chain requirements to satisfy the customer needs more efficiently. Their organization structures will continue to evolve for better alignment in providing retail channels with tailored support and a communication interface with the company. Our role will be to help them in getting ready for the future.

INTENDED AUDIENCE:
  • Middle Management (Sales)
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To understand the B2B relationship concept
  • To understand business dynamics and becoming a consultant for your business partners (distributors)
  • To build a foundation for generating healthy ROI amongst other parameters
 OUTLINE:
  1. Role of a Distribution Manager
  2. Distribution Objectives
  3. ‘Route to Market’ Strategy
  4. Managing Trade Partnerships (Customer Business Plan)
    • Selection of a Business Partner
      • Selection Standards for next generation Distributors
      • Interviewing and Negotiating the contract
      • Managing the Business Partner
      • Performance Parameters
        • Financial/Business Strategy
        • Warehousing
        • System & People Structure
        • Skills
      • Setting Resource Standards (Inventory & Investment -Exercise)
      • Customer Business Plan (CBP)

 

6. MERCHANDISING SKILLS

SYNOPSIS:

Product merchandising refers to the communication support provided to a brand to stimulate sales. Merchandising acts as a silent sales man in influencing the shopper’s mind and assists him in taking a rational decision in favor of the merchandised product. Merchandising is all about attractive and outstanding displays on the shelf in addition to being used as an effective communication tool. When looked at closely from a category perspective, it can be seen that a role brand plays in an outlet is very much a science. This program will bring a structured approach towards shelf management, product display and visibility drives.

INTENDED AUDIENCE:
  • Supervisory Level
  • Field Level
DURATION OF COURSE:
  • 2-3 Days (16 – 24hours) with field visits to implement planograms
OBJECTIVES:
  • To attractively display products and related brand messages
  • To have the right products available and visible at the right outlets
  • To support Trade in maintaining shelf space (Understanding tools of the Trade)
  • To use merchandising tools (posters, banners etc.) effectively
OUTLINE:
  1. Merchandising objectives
    • Category understanding
    • Shopper Understanding
    • Difference between consumer & shopper
    • Merchandising for shoppers
    • Field visit
  2. Shopping zones
    • Orientation zone
    • Transition zone
    • Impulse Zone
    • Destination zone
  3. AVA Principle (Availability, Visibility, Affordability)
    • Hot and Cold Zones
    • Category tree Understanding
    • Making a Plan-o-gram (Product space and location)
    • Equipment and Signage
    • Builds competitive advantage (Data management)
  4. Product Display Principles
    • Field visit
    • Product display principles 1-4
    • Benefits to consumer & retailer
  5. POS Material Usage
    • Material types
    • Creative usage
    • Creating utility- Providing a shopping experience

 

7. CONSULTATIVE SELLING

SYNOPSIS:

Consultative selling is a selling technique in which the salesperson acts as an expert consultant for his prospective customers. Advising the best possible solution for their customer is as important to them as meeting their own sales goals. In consultative sales, the salesperson gains knowledge about his customers’ business and needs before making his sales pitch.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To explain the difference between consultative and conventional selling approaches
  • To be able to describe the 6 steps of the consultative selling cycle
  • To practice consultative selling
OUTLINE:
  1. Introduction to the workshop
    • What and why use consultative selling?
      • Conventional selling vs. consultative selling
      • Why consultative selling?
      • Consultative selling principles and cycle
    • Getting your customer’s attention
      • Preparing to sell
      • Identifying prospective customers
      • Approaching prospective customers
    • Arousing your customer’s interest
      • Customer’s three stages of needs
      • Moving the customer up to the highest stage of needs
      • Changing customer’s existing vision
  2. Creating a desire to buy
    • Exploring options
    • Creating a desire to buy
  3. Negotiating and dealing with objections
    • LAPACT – Objection handling tool
  4. Closing the deal
    • Closing techniques
    • Common types of objections and how to deal with them
    • Close an unsuccessful sale
  5. Checking customers’ satisfaction
    • Why check customers’ satisfaction?
    • Some methods to check customers’ satisfaction
    • Follow-up
  6. Concluding remarks, action planning and wrap-up

 

8. NEGOTIATION SKILLS

SYNOPSIS:

The development of on-going customer relationships is key to any successful organization. Unless negotiations achieve a win-win outcome, it is likely that such relationships will break down over time. This training will demystify the process and the underlying core skills of effective negotiation. It will give participants the knowledge, skills and confidence they need to become effective negotiators.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To build confidence and skills to achieve mutually acceptable outcomes
  • To enable development of key skills to operate effectively in negotiation situations
  • To promote the benefits of using a professional model to develop a negotiation strategy
  • To provide important tools, techniques and tactics for use in negotiation situations
OUTLINE:
  1. Understanding Negotiations
    • Difference between Negotiation and Selling
    • Recognizing when to Negotiation
    • The Aim of Successful Negotiation
    • Planning the Negotiation
    • Exercise
  2. Negotiation Structure
  1. Stage 1: Preparing Commercial Proposition
    • Preparation
      • Issues
      • Objectives
      • Priorities
      • Common grounds
  2. Stage 2: Probe
    • Power Analysis
    • Cost benefit analysis
    • Flexible Bottom lines
  3. Stage 3: Shopping List/Variable
    • Understanding the variables
    • Exercise
  4. Stage 4: Negotiation See-Saw
    • Sales Pitch
    • Trade off
    • Sources of Power
    • Handling Deadlocks
    • Exercise
  5. Stage 5: Close
    • Gaining agreement and building partnership
    • Review
  1. Negotiation tactics
  • Behavior analysis
  • Interpersonal styles
  • Negotiation tactics and their implications
  • Sample Role plays (Handling Customers/Suppliers)
  1. Concluding Remarks, Action planning and wrap-up
  2. If role plays of all the participants are required, then we need to add 3rd day

 

9. PERSUASIVE COMMUNICATION

SYNOPSIS:

Persuasive communication is an effective way to get your message across with maximum results. It is important in many facets of work such as giving job instructions, negotiations, training & coaching. This program will take participants through the theory and techniques behind communication and will teach them how to get maximum value by using result oriented, persuasive communication techniques.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To develop a basic understanding of principles and techniques of communication
  • To differentiate between communication and persuasive communication
  • Using the listening skills to ask the right questions
  • To develop participants message delivery skills
OUTLINE:
  1. Nature of communication
    • What is communication?
    • The elements of communication
    • Factors influencing communication
    • Forms of communication
    • Communication channels
  2. Behavioral Awareness
    • Behavioral styles (DISC Model)
  3. Delivering effective presentations
    • Structure of a presentation
    • Preparing effective presentation
    • Presenting effectively & use of visual aids
    • Handling questions
  4. Listening & Questioning Skills
    • Art of Listening
    • Questioning Skills (Funnel Technique) 
  5. Job instructions and feedbacks
    • Giving job instructions
    • Giving and receiving feedback
  6. Conducting effective meetings
    • What is an effective meeting?
    • Meeting attendants
    • Skills needed to chair meetings
    • Handling difficult situations
    • Common tools for chairing meetings
  7. Concluding remarks, action planning and wrap-up

 

10. FORECASTING & ANALYTICAL SKILLS

SYNOPSIS:

In this information age, we are continuously processing tons of data due to the sheer ease and availability of technology. We analyze, evaluate and take countless decisions each day. Whether it is a matter of managing our budget, time or selling to a customer, you need to have a clear understanding about the impact of your decisions on your performance and other members with whom you interact. The quality of your data will determine the quality of your decisions that are directly linked to results.

This program is structured around field operations and will help in building analytical skills for deeper understanding of the situation and enhancing performance in field sales operations.  Basic mathematics plays a major role in our life. In this workshop, you will work with some of the statistical tools that are used in every day work environment and can be easily applied in different situations for the evaluation of key performance indicators.

INTENDED AUDIENCE:
  • Senior Management (Sales)
  • Middle Management (Sales)
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To train attendees to effectively utilize resources while achieving sales targets
  • To get higher returns on investments (ROI) from business partners
  • To develop profitable business plans for business partners
  • To build high performance teams
 OUTLINE:
  1. Understanding the Business Environment
  2. Field Operations
  3. Sales Strategy Development: Analyze what (TOP—Territory Operations Plan)
  4. Tools for Effective Sales Planning
  5. Calculating The Market ECD (Estimated Consumer Demand)
  6. Open Ended Questioning Technique
  7. Close Ended Questioning Technique
  8. Potential Estimation
  9. Sales Forecasting
  10. Planning Cycle
  11. Business Planning Process
  12. Sales Data Management
  13. Sales Data Collection Architecture
  14. Category Tree Management
  15. Forecasting Techniques
  16. Qualitative Analysis
  17. Quantitative Analysis
  18. Understanding Statistical Analysis
  19. Statistical tools for field sales
  20. Least Square method
  21. Time Series Analysis
  22. Z Chart

 

11. STRATEGIC SALES MANAGEMENT

SYNOPSIS:

This practical two days’ workshop will build a perspective from concept to the operational needs in Strategic Sales management to effectively win with every customer irrespective of the product category or industry. Ultimately, it is the customers who will decide if your organization cares enough and does enough to maximize the value to them. For the organization, though, this requires a paradigm shift towards building and maintaining customer focus from a strategic level down to where direct interaction with the customer takes place.

This two-day program will provide you that holistic approach towards assuring that you and your business partner grow together and build on to the long term sustainable business model.

 INTENDED AUDIENCE:
  • ZSM, RSM, ASM
DURATION OF COURSE:
  • 3 Days (24 hours)
OBJECTIVES:
  • Improving and getting higher return on investment (ROI) for your organization
  • Strategically plan the geographic areas for maximum profitability
  • Developing a strategic business plan for your sales organization
  • Bringing uniform structure and evaluate through the system
  • Building a high performance team
  • Improving the ROI of your business partner by developing a profitable business plan (Next level)
OUTLINE:
  1. Understanding Strategic Sales Management Concept
  • SHARED VISION, MISSION & VALUES
  • Strategic framework- The three horizons
  • Linking business strategy with sales strategy
  • Implementing Strategy through the 7S Model
  • (Strategy; Structure; System; Skills, Staffing & Style of Mgt.)
  • Project Assignment
  1. STRATEGY Development
  • Predicting the future – Environmental Scan
  • Market potential analysis
  • SWOT Analysis
  • Balanced Score card (Strategy document format)

2a. Introduction to Distribution Channels

  • Geographical analysis
  • Sales/Category Analysis (Potential Assessment)
  • Channel strategy process
  • Channel differentiators
  1. STRUCTURAL Alignment
  • Route to market
  • Cost to serve vs potential
  • Case Study

3a.  Extending reach through “Route-To-Market (RTM)”

  • RTM Strategy (Quadrant Model) Concept
  • KPIs for RTM partners
  • RTM Management Structural Alignment
  • Understanding and Breakeven analysis & ROI
  1. SYSTEM & Performance measures (Getting Organized)
  • Managing the information
  • Analyzing the information
  • Productivity measures DEED (Deliver Effective Execution Daily)
  • Building the Dashboard Exercise
  1. SKILLS Development
  • Job Description & skills dictionary
  • Skills gap analysis
  • The coaching system
  • Learning style
  1. STAFFING
  • Challenges in recruitment (Developing JDs)
  • Competency based interviewing techniques
  • Questioning technique
  • Induction program
  1. STYLE of Management
  • Role of a leader Manager
  • Role Definition
  • Directing
  • Communicating
  • Coaching
  • Administration
  1. Presentations & Action planning

 

 

 

12. CATEGORY MANAGEMENT

SYNOPSIS:

Customers (Trade) are interested in their growth through category expansion rather than volume increase in any definite brand. Category expansion is possible either through greater customer traffic in the outlet or increasing the incidence of shopping from that specific category.

Customers understand the language of category and this program provides the process as a key input in managing categories through the trade. It effectively links the concepts to the field communication for an effective in-store implementation. The program has been built around the “Unit-Harris” model that provides a framework for its practical application.

 INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 3 Days (24 hours)
OBJECTIVES:
  • Understanding the category platform as a tool for winning at the POP (Point of Purchase)
  • Building the logic and providing expert advice using the customer language
  • An approach that is successful each time for taking any new initiative in the outlet
  • Techniques for influencing the shopper
OUTLINE:
  1. The principles of Category Management:
    • What is category Management and What is its impact?
    • National Category Strategy
    • The consumer and The shopper
    • Defining and segmenting a category
  2. Creating Profitable change in the Category
    • Success through POP Management
    • Category assessment
    • Assortment
    • Price
    • Promotions
    • Merchandising product supply
    • Company’s Opportunity Identification
  3. The customers Perspective
    • Retailer’s Financial Measures
    • The Customer Decision Making Process
  4. Category Strategies
    • Housekeeping
    • Consultative Selling Structure
    • Category Tactics -Developing Category Based Customer Arguments
      • Category-Selling Business Game & Role Plays
      • Category Readiness Self-Assessment
      • Category Agenda Planning
      • Field visit
  5. Category Tactics
    • Housekeeping
    • Structured Analysis
    • Structured Selling
  6. Plan Implementation
    • Key Course Learning’s (Debrief of category strategies)
    • Category Readiness Self-Assessment
    • Category Agenda Planning
    • Action Planning
    • Course Review and Close

 

13. DEVELOPING A CHANNEL STRATEGY

SYNOPSIS:

In today’s dynamic retail environment, we need to recognize the importance of reaching consumers wherever they shop. The growth of retailing and transformation of the store experience are all driving the companies to look for more creative ways to reach new and existing customers to maximize their performance across retail channels. Multi-channel capabilities are the key to success in today’s retail environment

This workshop focuses on understanding a Channel strategy and building a clear roadmap for the strategy implementation. The aim is to look at different channel outlets, identify the discriminators and club together those entire outlets into different channels that have similar characteristics. The aim is to identify the level of opportunity available and effective deployment of people and resources to maximize the business results.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Understanding what is a channel strategy
  • Identifying the channels for growth opportunities
  • Developing the channel reach strategy
  • Tools for implementing the channel strategy
 OUTLINE:
  1. Strategic Role of an Outlet
  2. Need for a Channel Strategy
  3. Identifying Channels
  4. Framework
  5. Understanding the buying behaviors
  6. Market visit
    • Key Process:
      • Brand Objectives
      • Channel Knowledge
      • Defining Channels
      • Assessing Channel Opportunity
      • Channel Prioritization
      • Reach Strategy
      • Channel Implementation Plans
  7. Servicing the Outlets in the Channels
    • Outlet classification (Volume/size/Market etc.)
    • Decision flexibility
    • Brand Activation Opportunity
    • Merchandising opportunity
    • Space Availability
    • Plan-o-grams
    • Merchandising opportunity

 

 

 

 

 

14. INCREASING PRODUCTIVITY

SYNOPSIS:

Increasing workplace productivity specifically refers to how efficiently and effectively an organization of any shape or size can turn its inputs, such as labor and capital, into outputs, such as products and services. Improving workplace productivity is not about working harder but about working smarter. It involves continuous innovation and improvement in all aspects of the firm’s management and operations in order to deliver sustainable competitive advantage.

This program is structured around identifying techniques in building high performance teams and increasing the sales performance of sales force.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
 DURATION OF COURSE:
  • 1Day (8 hours)
OBJECTIVES:
  • To identify techniques to build high performance teams
  • Improvement in daily sales productivity
  • To help attendees in prioritizing tasks according to their importance
  • To introduce the team to quantitative performance measurement via KPIs
 OUTLINE:
  1. Understanding Personal Effectiveness
    • Understanding your Leadership Model
    • Increasing Efficiency
    • Achieving Personal Effectiveness
  2. Prioritizing your work
  • Approaches for work scheduling
    • The 80/20 Rule (Pareto Principle)
    • The Time Management Matrix
  • The art of saying NO to Unnecessary tasks
  • Your role in business planning
  • Achieving Objectives/Targets
  • The objective setting process
  • Making Objectives SMART
  • Managing Performance
  • Performance Measurement Tools
  • Territory Scorecard
  • Weekly Meeting Planner
  • Monthly Meeting Planner
  • Concluding Remarks, Action Planning and Wrap Up

 

 

15. PERFORMANCE MANAGEMENT

SYNOPSIS:

This workshop will provide a comprehensive overview of sales team management, covering the fundamentals of building high performance teams. A mix of motivational and management techniques and leadership practices have been captured to manage consistent performance from all the team members.

Coaching Tools and taking a system approach for team development will help in maximizing your sales results, productivity and performance.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level (Territory / Area Supervisors)
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand when to use Reward and Recognition effectively
  • To help attendees with planning their career growth
  • To increase team’s motivation level
  • To highlight the need of On-the-Job Team Coaching based on identified gaps
  • To equip attendees with the understanding of how to build high performance teams
 OUTLINE:
  1. Goals
    • Performance planning
    • Coaching conversation
    • Psychometric test (Learning style)
    • Goal setting (Based on your TOP and CBP) – Pre-work
    • Syndicate exercise/activity
  2. Personal Capabilities
    • Competencies required / Link
    • Performance Standards
    • System approach to questioning technique in coaching
    • Feedback process
    • Group discussion
  3. Career Development
    • Becoming a service center
    • Action Planning to live the career
    • Development plan

 

16. MANAGING KEY RETAIL OUTLETS

SYNOPSIS:

There will always be a few major customers that are strategic in nature and the organizations must retain them to pursue their growth strategy. They may or may not contribute the most in terms of volumes, profits or category portfolio but their total size, network, future plan or image etc. may be the decision making criterion. Companies look forward to expand their category volumes or target the right consumer/shopper profile to benefit in the long run and grow with them profitably. These customers are referred to as the key accounts.

This program is designed to equip you with the right strategies for managing these key accounts and better organize yourself with the relevant tools and techniques.

 INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
 DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To recognize that KAM is an organizational change, not a sales technique
  • To get high-level buy-in on KAM strategy
  • To help attendees identify their key accounts
  • To align your organization with the customer organization
  • To have a partnership approach with your strategic customer by carrying out joint process and product improvements with regular target measurements
  • To understand the needs and wants of your key accounts
OUTLINE:
  1. Formulating Account Strategy
  2. Developing the Profile
    • Exercise
  3. Understanding Your Role
    • Account manager – your role
    • Responsibilities of a Key Account Manager
    • Working in Cross-Functional Teams
  4. Key Account Management Orientation
    • What Is a Key Account?
    • Overview of Key Account Management: Business Perspectives and Trends; Customer Expectations
    • The profile of a key account
    • Selling and account management – the difference
    • Prioritizing – Who are the key accounts?
    • Creating an account plan, setting objectives and strategies for each account – focusing on the real needs
    • Developing competitive pricing strategies
    • Measuring account profitability
    • CRM strategies to add customer value and build stronger and more loyal relationships
    • Focusing on customer-driven measures
  5. Relationship Management
    • Identifying key decision makers
    • Influencing and negotiating with multiple decision makers
    • Utilizing ROI selling
    • Producing effective proposals
    • Setting specific goals and objectives for each meeting
    • Giving effective and skillful presentations and ensuring all meeting are productive
  6. Selling Your Plan
    • Suggestive selling
    • Consultative Selling
    • Collaborative selling
    • Plan Implementation and review

 

17. BUILDING BRAND THROUGH TRADE

SYNOPSIS:

Branding is a marketing strategy that involves creating a differentiated name and image in your customers’ mind in order to develop loyalty with the brand. Marketing and Branding however does not come cheap and it is equally important to understand the nature of your market, its various segments and the expectations of the customers at each of those segments. This course will coach participants on this important area of marketing and make them understand the importance and value of creating differentiated products, targeting different types of channels uniquely and catering to their associated customer base.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • To market products effectively across various channels and customer segments
  • To increase ROI of marketing initiatives and gain a better understanding of the market
  • To optimize cost of promotions by pinpointing campaigns at the right customer profiles
 OUTLINE:
  1. Introduction to Market Segmentation Concepts
  2. Market / Customer Profiling
  3. Segmentation Exercise
  4. Market Positioning
  5. Target Markets – Exercise
  6. Micromarketing Plans
    • Process
    • Analysis
    • SMART Objectives
    • Strategies & Plans
    • Targets
    • Execution
    • Monitoring & Review
  7. Creating a Marketing Plan (Homework Assignment)
  8. The 21-day test
  9. Wrap-up & Concluding Remarks

 

18. CUSTOMER SERVICE

SYNOPSIS:

In the age of information technology, customer care isn’t just important to the health of a business, it is vital. Customers have most information regarding a service or a product available at their fingertips and have become accustomed to researching their decisions well in advance of making the purchase. Caring for the customer is designed for everyone in an organization; from managers to staff as customer care is a responsibility of every person in an organization. Attendees will also be equipped with the skill to identify both internal and external customers of an organization and provide them with techniques to serve them better.

INTENDED AUDIENCE:
  • Supervisory Level
  • Field Force
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To explain reasons for caring for customers
  • To define who the customers of an organization are
  • To apply techniques to serve customers better
 OUTLINE:

Introduction to the workshop

  1. Understanding the importance of the customers
    • External customers & their expectations
    • Internal customers & their needs
    • Customer Contact strategy
  2. Customer Service Foundation – The three pillars
  3. Customer expectations
    • Minimum standards
    • WOW factors
    • Positive Mental attitude
  4. Identifying the right behaviors, manners, and skills
  5. Customer Service & SOPs in the company system
    • Minimum standards
    • Delivery system Business Partner & Trade
    • Professionalism at each level
    • Feedback system
    • Complaint resolution
    • Ease of doing business
    • Invoicing/Accounts accuracy
    • Responsiveness to enquiries
    • Stock availability
    • After sales service
  6. Customer Service breakdown & Recovery
  7. Concluding remarks, action planning and wrap-up

 

 

 

19. ASSESSING MARKETING OPPORTUNITIES

SYNOPSIS:

Understanding the content, scope and importance of marketing in any business is extremely important. As the marketing environment is always in a state of change, it is very important for organizations to continue to assess new opportunities that the changing environment presents. SWOT analysis has proven over time to be a very effective technique to allow organizations to discover and overcome their challenges. This workshop will show attendees how to effectively use the SWOT analysis technique to assess marketing opportunities and threats.

INTENDED AUDIENCE:
  • Middle Management
 DURATION OF COURSE:
  • Half Day (4 hours)
OBJECTIVES:
  • To allow attendees to be able to analyze the marketing environment of their products / services
  • To learn to use the SWOT tool to identify strengths, weaknesses, opportunities, and threats related to your organization
 OUTLINE:

Introduction to the workshop

  1. What is a marketing environment?
    • What is a marketing environment?
    • Micro marketing environment
    • Macro marketing environment
  2. What should companies do when the environment changes?
    • Reacting to a change in the marketing environment
    • SWOT
  3. Concluding remarks, action planning and wrap-up

 

 

 

 

20. DEVELOPING A COMPETITION STRATEGY

SYNOPSIS:

In today’s hyper competitive world there are alternatives and multiple vendors available for every product and service. To be truly unique has become very difficult, yet it is competition without which innovation cannot survive. Organizations constantly have to bring new angles, strategies and innovations in their products and services to stay in the running. This workshop will explain different competition strategies and equip attendees with the techniques to understand, assess and develop the best competition strategy suitable for their organizations.

INTENDED AUDIENCE:
  • Middle Management
 DURATION OF COURSE:
  • Half Day (4 hours)
OBJECTIVES:
  • To be able to understand and explain basic competition strategies
  • To enable attendees to devise various types of competition strategies
  • To assess and select a competition strategy suited best to their organization
OUTLINE:

Introduction to the workshop

  1. Basic competition strategies
    • Basic competition strategies
    • Some common risks when applying each strategy
  2. Competition strategies in marketing
    • Competition strategies in marketing
    • Implementation principles
  3. Concluding remarks, action planning and wrap-up

 

 

 

 

21. POSITIONING YOURSELF IN THE MARKET

SYNOPSIS:

Positioning is a marketing strategy that aims to make a brand occupy a distinct position relative to competing brands in the mind of the customer. Any product or service oriented business needs to know where their offering stands in comparison to other competing products as well as what customer demographic they should appeal to, which channels are more suitable to their offering etc. This course will equip attendees with the basic knowledge and techniques required to understand the factors impacting market positioning and how to use them best to their advantage.

INTENDED AUDIENCE:
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To make the participants understand the need of market positioning and segmentation
  • To enable the participants to critically analyze their current market positioning strategy
  • To know how to target your customer according to needs of that demographic
OUTLINE:

Introduction to the workshop

  1. Market segmentation and selecting a target market
    • Steps for market segmentation and selecting a target market
    • An explanation of each step
  2. Identifying core benefits
    • Maslow’s hierarchy of needs
    • How to apply it to consumers and corporate customers
    • Criteria to evaluate
  3. Writing a positioning statement
    • Why is there the need to write a positioning statement?
    • A form for a positioning statement
    • What constitutes a good positioning statement?
  4. Concluding remarks, action planning and wrap-up

 

 

22. ESTABLISHING YOUR MARKETING MIX STRATEGY

SYNOPSIS:

A marketing mix is the set of actions and tactics that an organization uses to promote their offering in the market. It is very important to have a balanced marketing mix strategy as all the elements within the marketing mix (Price, Product, Promotion & Place) can influence each other. When executed properly, a great marketing strategy can take a company ahead by leaps and bounds. The same strategy if gone wrong, could cause a huge setback from which it would take the business years to recover. This course will give participants a look into the understanding, market research, and marketing / trade insight that is necessary to get the marketing mix strategy right.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To enable participants to identify their marketing objectives
  • To introduce participants to the tools through which they can prepare their marketing mix
OUTLINE:

Introduction to the workshop

  1. Marketing objectives
    • SMART objectives
    • Commonly used marketing objectives
    • How to identify marketing objectives?
  2. Foundations to Guide the Marketing Mix
    • Close gap
    • The readiness status of customers
    • Product life cycle
    • Pull-Push strategy
  3. Concluding remarks, action planning and wrap-up

 

 

23. PREPARING YOUR PRODUCT STRATEGY

SYNOPSIS:

A product strategy defines the roadmap of a product starting from introduction, growth, maturity and then into obsolescence. Its importance is in the fact that it determines the direction of strategic planning and marketing functions of the organization. Not all products live forever, and in the face of constant change, the product strategy of an organization is not something that should be taken lightly. This course helps participants understand the product lifecycle, and introduces them to methods and techniques that guide them in implementing an effective product strategy.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To know when to develop new products
  • To understand the process of developing a new product
  • To make the participants understand common pitfalls of new product development
OUTLINE:
  1. When to develop a new product?
    • Compare the current product with its core benefit
    • Compare the current product with its marketing mix strategy
  2. How to develop a new product?
    • Levels of new product development
    • Mistakes which happen in new product development
  3. What is the process for developing a new product?
    • New product development process chart
    • New idea development
    • Packaging design
    • Testing – Product launch – Evaluation
  4. Concluding remarks, action planning and wrap-up

 

24. WORKING OUT YOUR PRICING STRATEGY

SYNOPSIS:

Product pricing is a very crucial aspect of marketing of any product or service. Market studies have shown that hitting the right price point is as important as other aspects of a product such as quality, packaging and specifications. Middle and Senior Management personnel need to master the content of this course in order to be able to make important decisions relating to the development and implementation of pricing strategies that are suitable to the marketing and business strategy of their company.

 INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand the basic factors that determine product pricing
  • To equip participants with the knowledge of various types of pricing strategies
  • To make sure that participants know when, where and how to reduce / change product prices
OUTLINE:

Introduction to the workshop

  1. What are the basic factors in pricing?
    • Internal factors of the firm
    • External factors of the firm
  2. Basic pricing strategies
    • Pricing for innovative new products
    • Pricing for imitative new products
    • Pricing for the product-mix
  3. Adjusting a price
    • Discount – Allowance
    • Segment
    • Others
  4. Changing a price
    • When to decrease a price?
    • When to increase a price?
    • The reaction of relevant parties
  5. Concluding remarks, action planning and wrap-up

 

FINANCIAL MANAGEMENT PROGRAMS

1. CONTROLLING COSTS

SYNOPSIS:

Controlling costs is an absolutely essential need of every business. No business no matter how successful or profitable cannot survive without it. This course intends to equip participants with the knowledge of different types of costs involved in developing, running and sustaining a business in the long term. Participants will also be coached on how to create an environment of cost consciousness to add to the bottom line of the business.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • One and a half day (12 hours)
OBJECTIVES:
  • To clearly understand different types of organizational costs
  • To help participants understand which costs can be controlled and which can not
  • To explain to participants how to control costs systematically
  • To understand how to create an environment of cost consciousness
OUTLINE:

Introduction to the workshop

  1. Types of costs in an enterprise
    • Costs and expenses
    • Direct costs and indirect costs
    • Fixed costs and variable costs
  2. The role of controlling costs
    • Identifying controllable and uncontrollable costs
    • Reducing controllable costs
  3. Cost standards and cost variances
    • Setting up cost standards
    • Analysis of cost variances
    • Cost information and decisions
  4. Controlling costs system
    • Cost centers
    • Three steps in controlling costs system:
    • Collecting costs,
    • Analyzing costs and
    • Controlling Cost
    • Cost codes
  5. Create cost consciousness
    • Key success factors
  6. Concluding remarks, action planning and wrap-up

 

2. WORKING WITH BUDGETS

SYNOPSIS:

A budget is an invaluable tool for prioritizing and managing your expenses. While everyone has some experience of budgeting by managing their personal / household budgets, when viewed in context of business, the importance of developing and tracking budgets takes a whole new meaning. This course will introduce participants to basic concepts and principles behind the development of budgets and how to manage them effectively. Participants will be introduced to measures and KPIs that are necessary to evaluate their budgeting effectiveness.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • One and a half day (12 hours)
OBJECTIVES:
  • To understand the need and importance of budgets
  • To make participants understand the steps involved in the budgeting process
  • To enable participants to continuously refine and improve upon their budget estimation & tracking techniques by the use of analytics
OUTLINE:

Introduction to the workshop

  1. Budgets and the benefits of budgets
    • What is a budget?
    • The benefits of budgets
  2. Budgeting process
    • Step 1 – Forming a budget team
    • Step 2 – Identifying the decisive factor and the key budget
    • Step 3 – Collecting and consolidating information
    • Step 4 – Developing master budgets
    • Step 5 – Approving budgets
  3. Using budgets
    • Using flexible budgets
    • Analyzing variance
    • Taking actions
  4. Notes for manager
    • Principles for successfully applying budgets in enterprises
  5. Concluding remarks, action planning and wrap-up

 

3. USING AND ANALYZING FINANCIAL STATEMENTS

SYNOPSIS:

Financial statements are formal records of business activities. No business can survive without them and their preparation and reporting is a regulatory & compliance requirement throughout the world for corporate organizations. This course will introduce attendees to basic analysis techniques of financial analysis and will show how to extract meaningful information to be used as the basis of crucial business decisions.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand the role of accounting in the decision making process
  • To provide participants with a working knowledge of basic financial tools
  • To introduce participants with basic analysis of financial statements
OUTLINE:

Introduction to the workshop

  1. The role of accounting in the decision making process
    • Role of accounting in making decisions
    • Classifying accounting information
  2. Elements of financial statements
    • Balance sheet
    • Income statement
    • Cash flow statement
    • Notes to financial statements
  3. Basic analysis of financial statements
    • Introduction to analysis techniques
      and analysis benchmarks
    • Practicing analysis: profitability, liquidity,
      business cycle and financial risk
  4. Concluding remarks, action planning and wrap-up

 

4. CONTROLLING BUSINESS ASSETS

SYNOPSIS:

Organizations make money when their revenue exceeds their costs. One way of ensuring growth is by increasing revenue, however in the constantly changing business environment it is equally important to keep costs under control as no business no matter how successful can consistently grow without having a tight control on its bottom line. Many SMEs & young businesses suffer from a lack of experience in managing their assets. This course introduces the concept of internal control systems to such organizations. At the end of this course, attendees will be able to understand the need for such systems and will be able to devise such systems for their own organizations.

INTENDED AUDIENCE:
  • Middle Management
  • Supervisory Level (Territory / Area Supervisors)
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand the elements of an internal control system
  • To train participants to be able to understand and implement basic asset control activities in their organizations
OUTLINE:

Introduction to the workshop

  1. Various kinds of business assets
  2. Internal control system
    • What is internal control?
    • The elements of an internal control system
  3. Asset control activities
    • Cash and bank accounts
    • Accounts receivable
    • Inventory
    • Fixed assets
  4. Notes for managers
  5. Concluding remarks, action planning and wrap-up

 

5. EVALUATING INVESTMENT DECISIONS

SYNOPSIS:

In Today’s highly technology driven and fast paced world, Business is always in a state of constant flux. There are always competitors, innovation and other market forces in motion. To stay competitive, businesses need constant reinvention and expansion. To do so requires taking on huge investment decisions for expansion, coping with change or keeping up with technology. The future of organizations depends on such decisions and hence such decisions should always be taken after proper groundwork and due diligence. This course will equip attendees with the necessary knowledge and tools and enable them to have a formal basis (grounded in theory) to analyze their investment decisions.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand the need and impact of investment projects
  • To know the techniques required to be able to conduct formal financial analysis for investment projects
  • To understand how capital is acquired and allocated for investment projects
OUTLINE:

Introduction to the workshop

  1. Investment projects and the impact of investment decisions
    • What is an investment project?
    • The impact of an investment project
  2. Required information for the financial analysis of an investment project
    • Investment capital and profit
    • Project implementation
    • Net cash flows (NCF)
    • Residual value of a project
  3. Techniques applied in financial analysis
    • The analysis of an investment project
    • Payback period
    • Net Present Value (NPV)
    • Internal Rate of Return (IRR)
    • The selection of an investment project
    • Analysis of non-financial cost / benefits
  4. Sources of capital for an investment project
    • Long-term capital
    • Short-term capital
    • Principles of capital allocation
  5. Concluding remarks, action planning and wrap-up

 

6. MANAGING RISK

SYNOPSIS:

In business, the unknown can always occur and organizations have to become adept at foreseeing and preparing for risks in advance. Risk management is the identification, assessment, and prioritization of such risks followed by the application of strategies to monitor and minimize the probability of unfortunate events impacting business. This course provides its attendees with the knowledge and practice to be able to foresee risks and prepare adequate risk mitigation strategies in their organizations. This skill can make the difference between the success and failure of an organization.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • To understand why an organization needs to manage Risks
  • To understand the complete Risk Management cycle
  • To equip attendees with the skills and knowledge to devise risk mitigation strategies
OUTLINE:

Introduction to the workshop

  1. Risk management and its benefits to SMEs
    • Risk management
    • Benefits of risk management
    • Risk appetite/tolerance
  2. Risk management process
    • Risk management process
    • Methods to identify risk
    • Risk assessment matrix
    • Strategies to response to risk
    • Risk monitoring and reports
    • Evaluation of risk management process
    • Risk management roles
  3. Concluding remarks, action planning and wrap-up

 

PERSONAL PRODUCTIVITY PROGRAMS

 

1. MOTIVATING PEOPLE

SYNOPSIS

Why is it so difficult to motivate people right now? Perhaps it is our changing environment, nothing is tougher than getting buy-in for new ideas, systems and fluctuating corporate philosophies. In addition, managers are now faced with working with employees from different generations with different backgrounds and values. This workshop focuses directly on what drives motivation. You will walk away from this program with an action plan for achieving measurable and observable positive results from your team

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Define work motives from a management perspective.
  • Name the factors that can influence the behavior of the people they work with.
  • Describe job enrichment principles.
  • Describe the manager’s role in motivating their employees.
  • Apply job enrichment techniques to motivate their employees.
 OUTLINE

Introduction to the workshop

  1. What is motivation?
    • Defining motivation
    • Value, attitude, and behavior
  2. Theories of behavior
    • The theory of Needs from Abraham Maslow
    • The theory X and theory Y from Douglas McGregor
    • The Two Factors theory from Fredrick Herzberg
    • The theory of Expectancy
    • Hackman’s and Oldham’s viewpoints
  3. Make the work more interesting for the staff
    • Job enrichment
    • Job rotation and enlargement
  4. Role of the manager
    • Manager’s role
    • Things to do to motivate staff
    • Difficult circumstances
  5. Concluding remarks, action planning and wrap-up

 

2. MANAGING CHANGES

SYNOPSIS

Organizations move through a number of identifiable stages as they grow and develop. In some cases, these changes are planned, in others they are unplanned. Sometimes the forces for change come from within the organization and at other times they will be caused by external forces or influences. The need for organizations to meet and to cope with changing conditions requires innovation, creativity and flexibility.
This workshop will help develop the skills and knowledge required to promote the use and implementation of innovative work practices to effect change and manage changes so there is minimal work place disruption.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Describe the nature of change.
  • Explain the role of managers in planning and implementing change.
  • Explain how to plan for a change project.
  • Explain how to run a persuasion campaign to implement a change project successfully.
  • Practice skills and techniques that are essential in the implementation process.
 OUTLINE

Introduction to the workshop

  1. Change and the role of managers
    • The nature of change
    • The role of managers in change management
  2. Planning for change
    • The six step model for the change planning process (steps 1,2,3)
  3. Planning for change (continued)
    • The six step model for the change planning process (steps 4,5)
    • Activities and tools for each step of the process
  4. Implementing change successfully
    • Persuasion campaign
    • Persuasion skills and practice
    • Resistance and strategies to deal with resistance
    • Monitoring, evaluating
    • Success factors
  5. Concluding remarks, action planning and wrap-up

 

3. MANAGING WITH AUTHORITY

SYNOPSIS

Most managers have less formal authority than they need to carry out their responsibilities. Effective, innovative managers know how to use informal and indirect authority to influence key stakeholders: the boss, peers, associates, customers, suppliers, and staff.

This workshop will show you how to expand your power and positive influence beyond your formal authority in order to get the job done. Learn to understand the sources of informal power and develop the persuasive skills necessary to lead

INTENDED AUDIENCE:
  • Middle Management
  • Supervisors
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Explain the concepts of authority, power, and responsibility as well as their relation with each other.
  • Describe some methods of establishing and strengthening power.
  • Describe some strategies of influence.
  • Use power to manage effectively.
 OUTLINE

Introduction to the workshop

  1. Establishing and strengthening power
    • Distinguish power, authority, and responsibility
    • Source of power
    • How to establish and reinforce power
    • Application exercise
  2. Using power to influence on others
    • Distinguish power with influence
    • Strategies to influence
    • Some strategies to influence superiors and make unsuitable influences invalid
    • Practicing influence skill
  3. Power and management
    • Not using power and misusing power
    • Principles of balance between power and work effect
    • Power and management function
    • Empowering staff
    • Application exercise
  4. Creating environment to use power effectively
    • Environment for using power effectively
  5. Concluding remarks, action planning and wrap-up

 

4. DELEGATING EFFECTIVELY

SYNOPSIS

Delegation is also often one of the hardest skills for a manager to master. However, the skill can be learned. This one-day workshop will explore many of the facets of delegation, including when to delegate and who to delegate to. We will also go through the delegation process systematically to see where the pitfalls lie and what we can do about getting around them.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Explain the importance and benefits of delegating effectively.
  • Successfully apply all the steps in delegating.
  • Delegating to manage effectively.
 OUTLINE

Introduction to the workshop

  1. Nature of delegation
    • What is delegation?
    • Delegation and assignment
    • Authority and responsibility
    • Benefits of delegation
  2. Process of delegation
    • Determine reasons for delegation
    • Selecting tasks
    • Selecting persons
    • Implementing delegation
    • Review and feedback
  3. Delegation and management
    • Delegation and time management
    • Delegation and motivating
    • Delegation and empowering
  4. Concluding remarks, action planning and wrap-up

 

5. MANAGING TIME

SYNOPSIS

Time is a form of currency, and the ways that we talk about it illustrate its value: we say “Time is money,” and “My time was well spent,” or “It’s a waste of time.” Like most professionals, you have probably struggled with managing this resource effectively. By setting and meeting priorities, managing commitments and interruptions ensures you achieve the most out of your day and are able to successfully confront challenges as they arise.

In this workshop, you will practice techniques that will help you achieve more effective use of your time so that you can direct your energy towards the activities that will further your professional and personal goals

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
  • Supervisors
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Develop strategies to reduce the time barriers in work.
  • Apply time management techniques to plan work.
  • Set up management strategies for papers, phone, meetings, and working place.
  • Develop plans for a small project.
 OUTLINE

Introduction to the workshop

  1. Time management
    • What is time management
    • Time stealers
    • Process of time management
  2. Management of workplace
    • Paper management
    • Phone management
    • Meeting management
    • Desk management
  3. Small project management
    • Planning a project

Concluding remarks, action planning and wrap-up

 

6. BECOMING A MORE EFFECTIVE MANAGER

SYNOPSIS

Employees are not told what to do anymore. Now, you need to engage your team and assist them in reaching their goals. You do not direct; you win the team over to your point of view. You do not dictate; you inspire and empower. You can learn how to effectively engage your team by focusing on your team management skills.

This workshop will help you develop and refine the skills you need to manage people more effectively and be ready for unexpected change.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
 DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Recognize the needs to be effective at work.
  • Explain positive attitude and behavior that should be followed in the workplace.
  • Identify the skills needed to improve their own effectiveness.
  • Choose appropriate forms of development.
  • Set a plan for personal development.
 OUTLINE

Introduction to the workshop

  1. The need to be effective
    • What is effectiveness?
    • Why do managers need to be effective?
  2. The ways to be effective
    • Shifting to a positive attitude and behavior
    • Assessing your effectiveness.
    • Choosing personal development methods
    • Implementing a development plan
  3. Concluding remarks, action planning and wrap-up

 

7. ETHICS & VALUES

Synopsis

In today’s business climate, simply having an ethics policy and value statements in place is not enough. Organizations must continually keep ethics up front and center to avoid the ethical violations and erosion of confidence.

This workshop is designed for a unique learning experience. The workshop explains the cause and effect of individual responsibility. It provides the do-able solutions and have in-build discussions related to ethical decision making process

Intended Audience:

  • Senior Management
  • Middle Management
  • Supervisors

 

Duration of Course:

  • 1 Day (8 hours)

Objectives:

  • Help team members to identify the ethical conduct, practice it in the workplace
  • (Corporate Ethics)
  • Understand ethical decision making process in the absence of clear guidelines
  • Encourage openness, honesty and self-discipline
  • Help the teams to implement organization code of conduct

Outline

  • Introduction to the workshop
  • Understanding cause-and-effect of individual responsibility
  • Developing Ethics and code of business conduct for clear understanding and aligning corporate values, Vision and Mission
  • Ethical decision making process and doable solutions in situations
  • The ethical dilemma and what to do when an ethical dilemma happens.
  • Code of conduct and business ethics of your organization. Codes for self,
  • Corporate and customer protection.
  • Code violation and consequences.
  • How to improve trustworthiness by developing character?
  • Implementation process and how to encourage openness and honesty

 

8. SOLVING PROBLEMS

SYNOPSIS

Successful organizations recognize that critical thinking and creative solutions to problems significantly enhance business potential. Today’s decision makers must use a variety of thinking styles, methodologies and creative processes. In this workshop, you will develop your skills as a critical thinker and problem solver and recognize and leverage your thinking preferences, as well as those on your team, to find different solutions to everyday problems

INTENDED AUDIENCE:
  • Middle Management
  • Supervisors
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Identify problems that needs to be solved.
  • Be confident in applying methods and tools to solve the problems.
 OUTLINE

Introduction to the workshop

  1. Recognizing the problem
    • What is a problem?
    • Recognizing a problem
    • Defining the ownership of the problem
  2. Analyzing the problem
    • Stating the problem
    • Finding possible causes
  3. Choosing and implementing solutions
    • Brainstorming technique
    • Choosing a solution
    • Tools
    • Implementing and evaluating a solution
  4. Concluding remarks, action planning and wrap-up

 

9. INFLUENCING SKILLS

SYNOPSIS

This enriching workshop introduces techniques to positively influence others in a range of situations such as selling new ideas, winning resources and negotiating outcomes at work.

Through interactive scenarios, self-reflection and a range of practical activities, you will explore ways to influence and communicate with others, even in challenging situations

INTENDED AUDIENCE:
  • Middle Management
  • Supervisors
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Recognize the nature and meaning of the ability to “influence” in the role of a manager.
  • Influence through the development and usage of your potential “power”.
  • Use suitable strategies, skills and tools to influence others.
 OUTLINE

Introduction to the workshop

  1. Influence and the role of a manager
    • The ability to influence and the power of managers
    • The nature of influence
    • Factors that create influencing power
  2. Creating influence by using power
    • Positional power and personal power
    • Techniques to enhance power
  3. Supporting tools and skills
    • Persuading principles
    • Assertiveness
    • Build rapport
    • Using politicking resources
  4. Influencing strategies
    • Retribution strategy
    • Reciprocity strategy
    • Reason strategy
  5. Concluding remarks, action planning and wrap-up

 

10. USING INFORMATION FOR DECISION MAKING

SYNOPSIS

Management Decision Making provides managers with the key tools for identifying, preventing and resolving issues through the effective implementation of problem solving and decision making skills. An emphasis is placed on achieving mutually satisfying alternatives in an “open communication environment” and the implementation of a desired solution.

This workshop focuses on establishing the right environment as well as creative brainstorming and the effective evaluation of alternatives.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Determine when to use a structured decision making process.
  • Identify information relevant to specific decisions.
  • Identify sources of relevant information and methods to collect it.
  • Apply a structured decision-making process and some common tools for decision-making and information-collecting.
 OUTLINE

Introduction to the workshop

  1. Decision-making process and information collection
    • Nature of decision: What they are and when they are needed
    • Structured decision-making
    • Information collection
  2. Tools in decision-making and information collecting
    • SWOT
    • Decision Tree
    • Pareto
    • Flow chart
    • Force field analysis
  3. Concluding remarks, action planning and wrap-up

 

11. LEADING YOUR TEAM

SYNOPSIS

Unleash your team’s potential by applying proven approaches to communication, coordination, and collaboration. Discover effective ways to manage the dynamics of team interaction, including conflicts and personality clashes. Gain the insights and skills required to lead successful complex teams under the most challenging of circumstances.

This workshop provides a successful team development process that facilitates the development of a new team or the revitalization of an existing team. Whether your team is an ongoing work group, or a special project based team of limited duration, you will rapidly increase its effectiveness with the use of these teamwork tools and skills

INTENDED AUDIENCE:
  • Middle Management
  • Supervisors
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Identify desirable skills and qualities of a good team leader.
  • Assess their own leadership qualities and skills.
  • Describe methods to enhance their leadership skills.
  • Identify the roles and responsibilities of team leader.
  • Explain ways of developing their team so it becomes more efficient and effective.
 OUTLINE

Introduction to the workshop

  1. How to become an effective leader?
    • Leader and manager
    • Can leadership be learned?
    • Principles of an effective leader
  2. Roles and responsibilities of a team leader
    • The responsibilities
    • The roles
  3. Building and developing a team
    • The four stages
    • Feedback
    • Coordinating with other teams
  4. Concluding remarks, action planning and wrap-up

 

 

 

 

 

HUMAN RESOURCE MANAGEMENT PROGRAMS

1. ORGANIZING FOR SUCCESSFUL TRAINING & DEVELOPMENT

SYNOPSIS

Competence and confidence is an ideal mixture in the workplace. Employees with these traits can motivate others to work together and create a safe and productive environment. How can you build this utopia at your facility? Establishing an effective training program is the best way to start.

This workshop will provide you a structured approach in conducting a successful training by letting you first define the scope of the training. Then doing your organizational need assessment. Based on that need assessment preparing a training plan and finally implementing it.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 2 Days (16 hours) (The 3 to 5 days’ gap between the two parts of this course will allow participants to prepare a Training Needs Assessment in their organization as homework. They will present it on returning to the training to attend the second part.)
OBJECTIVES:
  • Identify the scope of training.
  • Use tools to identify training needs.
  • Prepare a training plan.
  • Prepare a plan for assessing the impact of training.
 OUTLINE

Introduction to the workshop

  1. Scope of training
    • Training: A means or an end?
    • When to use training?
    • Training: Rules of the game
  2. Needs assessment
    • Organizational analysis
    • Task analysis
    • Individual analysis
  3. Prepare a training plan
    • Setting learning objectives
    • Estimating costs
    • Choosing a training approach
    • Planning for the application of training
  4. Training impact assessment
    • Levels of training impact evaluation
    • Tools for training impact evaluation

Concluding remarks, action planning and wrap-up

 

2. RECRUITING FOR KEY MANAGEMENT POSITIONS

SYNOPSIS

Think of how much time, money and energy is wasted trying to recover from a hiring mistake. The person is trained (and retrained) to do a job he or she may never be able to do. The person struggles to fit into the company culture, knowing that on some level the square peg may never fit into the round hole. Moral sinks and productivity plummets. It is better to hire right than to fix a hiring mistake, and this course will help you learn how.

The workshop takes an all-encompassing approach to the interview and selection process: analyzing the job, asking pertinent questions, quantifying responses, and evaluating results

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Identify essential interviewing tools and methods.
  • Make good decisions when selecting candidates for key positions.
  • Negotiate salary and benefits effectively.
 OUTLINE

Introduction to the workshop

  1. The recruitment compass
    • Recruitment: The challenges of HR managers
    • The effects of wrong recruitment decision
    • Recruitment view-point should be clear and consistent
  2. Behavioral interviewing techniques
    • Basis of behavioral interview
    • STAR – a tool for behavioral interviewing
    • Step 1 – Develop recruitment criteria
    • Step 2 – Prepare questions
    • Step 3 – Collect data and classify STAR
  3. Decision making in recruitment – Negotiating contracts and benefits
    • Assessment process
    • Negotiating compensations & benefits
      conditions with candidates
  4. Concluding remarks, action planning and wrap-up

 

3. PLANNING FOR HUMAN RESOURCES

SYNOPSIS

Human Resource Management (HR) focuses on the people issues in organizations, and refers to all of the activities an organization implements and uses to affect the behaviors of employees. HR activities play a key role in supporting an organization’s ongoing efforts to adapt to change successfully, and HR professionals are sought by all sizes and types of organizations.

This workshop will help the HR professionals to make it possible for their organization to attract, motivate, and retain a qualified and effective work force.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Identify the role of HR planning in building the firm’s competitive advantage.
  • Describe the process of HR planning.
  • Describe process and tools in HR planning for key management positions.
 OUTLINE

Introduction to the workshop

  1. No HR planning, no HRM
    • Role of HR planning in creating and maintaining the company’s competitive advantage
    • Overall HRM functions
    • HR planning a lighthouse for HRM
  2. The process of HR planning
    • Two basic mistakes in HR planning
    • Overall process of HR planning
    • Six steps of HR planning (steps 1, 2, 3)
  3. The process of HR planning (continued)
    • Six steps of HR planning (steps 4, 5, 6)
  4. HR planning for key management positions
    • Role of key management positions
    • Successive planning for key management positions
  5. Concluding remarks, action planning and wrap-up

 

4. RETAINING TOP EMPLOYEES

SYNOPSIS

After you put in the time, effort and investment to hire the best employees possible, you need to retain that talent.  Employers look for the secret to keeping their good employees satisfied.

Salary, retirement plans and vacation benefits are high on the list of why those great employees took the job, but they are not reasons enough to keep them in your employ for the long haul.  Job satisfaction will increase your employee retention rate. In this workshop you will learn the strategies for retaining top talent in your organization.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
  • Supervisors
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Identify the importance of retaining top employees in supporting the company’s competitive edge.
  • Briefly explain the function of HRM.
  • Describe the role of the employer in retaining top employees.
  • Identify top employees by qualitative and quantitative measures.
  • Describe a number of ways to understand expectations of top employees.
  • Describe the tools for retaining top employees and ways to apply them in practice.
OUTLINE

Introduction to the workshop

  1. Competitive advantage
    • Role of retaining top employees in supporting company’s competitive edge
    • Retaining top employees is a result of good HRM planning
    • Functions of HRM
    • Role of employer in retaining top employees
  2. Top employees – who are they?
    • Identify top employees
    • Competency assessment ASK model
    • Strategies for identifying and retaining top employees
  3. How to retain top employees?
    • Top employees’ expectations and the strategies
      and tools for retaining them
    • Attracting and recruiting toolkit
    • Dissatisfaction reducing toolkit
    • Motivational toolkit

Concluding remarks, action planning and wrap-up

 

5. ESTABLISHING COMPENSATION AND BENEFITS

SYNOPSIS

Employees exchange their physical and mental efforts for compensation, but compensation means more than wages and salaries. It may include incentives that motivate employees and relate labor costs to productivity. A wide range of benefits and services are part of total compensation package each worker receives. These concerns play an important role in any manager’s or HR department’s effort to obtain, maintains and retain an effective workforce.

This workshop will equip you with the tools that will enable you to implement or improve the Compensation and Benefit system in your organization.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Define the role of the C&B system in terms of Human Resource Management (HRM).
  • Describe tools applied to set up an adequate C&B system.
  • Address issues related to salary increases and complaints in connection with a C&B policy.
OUTLINE

Introduction to the workshop

  1. Com & Ben a great challenge of HRM
    • Com & Ben and income structure
    • Impacts of Com & Ben system
    • Main goals of Com & Ben system
  2. Tools to set up an adequate Com & Ben system
    • Com & Ben system’s in line with business strategy
    • Key factors of adequate pay scales
    • Competitive pay scales
    • Equitable pay scales
    • Key factors of adequate pay scales
    • Reasonable pay scales
    • Application of adequate pay scales
  3. Salary increase and problem solving as to the Com & Ben policy
    • Salary increase for all staff and individuals
    • Handling issues relevant to Com & Ben
  4. Concluding remarks, action planning and wrap-up

 

6. APPRAISING PERFORMANCE

SYNOPSIS

Performance reviews are a key component of employee development. This evaluation can be a stressful event for both the evaluate and evaluator, but they do not have to be. Developing a performance evaluation system that allows for open and honest communication between both parties can increase the effectiveness of evaluations and better your chances of increasing employee retention. Goal setting, team member input and positive strokes will help improve performance evaluations.

This workshop will help you in understand the process of performance appraisal, how to conduct effective performance appraisal meetings and establishing the proper environment for performance appraisal system in the organization.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 1 Day (8 hours)
OBJECTIVES:
  • Describe common issues related to performance appraisal.
  • Explain the importance of performance appraisal.
  • Describe the process of performance appraisal.
  • Describe the content of an effective performance appraisal form.
  • Explain how to conduct effective meetings with staff regarding the outcome of their performance appraisal.
  • Describe how to establish the proper environment for a performance appraisal system for their companies.
 OUTLINE

Introduction to the workshop

  1. Common Issues with Performance Appraisal
    • Common issues encountered during performance appraisals
    • The current reality of performance appraisal in companies
  2. The Purpose and Benefits of Performance Appraisal
    • The benefits of performance appraisal
    • The concept of performance appraisal
    • Purposes of performance appraisal
  3. The Performance Appraisal Process and Necessary Tools
    • The performance appraisal process
    • The performance appraisal form
    • Common mistakes made in the performance appraisal process
    • Communicating the outcome of a performance appraisal
  4. Establishing the Proper Environment for Conducting a Successful
    Performance Appraisal

    • How to create an effective performance appraisal
      system for your company?
    • How to inform managers and staff about the performance
      appraisal system
    • How to educate managers about their roles in the performance
      appraisal process
  5. Concluding remarks, action planning and wrap-up

 

7. MANAGING HR COMMUNICATION

SYNOPSIS

The world of internal communications is evolving rapidly as organizations realize the positive impact effective communication and engaged employees have on business performance. In this workshop, we will shine a light on how internal communication is developed and offer expert interpretation and insight that helps you apply the results to your organization. This training program will demonstrate the best practices and techniques that you can use to deliver more engaging and effective communications, boost employee engagement and demonstrate the ROI of your internal communications.

INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Explain the role and benefits of the employee communication in an organization.
  • Establish processes to manage employee communication.
  • Describe the content and tools necessary for successful employee communications.
  • Describe key components of an Employee Handbook.
 OUTLINE

Introduction to the workshop

  1. Employee Communication – The Foundation for Making Human
    • Roles of Employee Communication
    • Benefits of Employee Communication
  2. Managing Employee Communication
    • Step 1: Identify target employees of communication
    • Step 2: Determine the information to be communicated
    • Step 3: Select suitable communication tools
    • Step 3: Select suitable communication tools (continued)
    • Step 4: Monitor and evaluate the effectiveness of communication
    • Step 5: Establish a budget for communication
  3. Creating an Employee Handbook
    • Key content of Employee Handbook
    • Distribution of the Employee Handbook
    • Establishment of an Employee Communication Cycle

Concluding remarks, action planning and wrap-up

 

8. PERFORMING EFFECTIVE JOB DESIGN

SYNOPSIS

Many of us assume the most important motivator at work is pay. Yet, studies point to a different factor as the major influence over worker motivation—job design. How a job is designed, has a major impact on employee motivation, job satisfaction and commitment to an organization, absenteeism, and turnover.

The question of how to properly design jobs so that employees are more productive and more satisfied has received attention from managers and researchers since the beginning of the 20th century. In this workshop, we will review major techniques in job designing and apply those techniques for the organization and employee development.

 INTENDED AUDIENCE:
  • Senior Management
  • Middle Management
DURATION OF COURSE:
  • 2 Days (16 hours)
OBJECTIVES:
  • Explain the importance and practical benefits of job design with respect to company objectives.
  • Describe the steps of job design.
  • Describe several models of organizational structures.
  • Apply knowledge of job design to job organization and employee development
OUTLINE

Introduction to the workshop

  1. Job Design – The Cornerstone for Assigning “The Right Person for the Right Job”
    • What is job design?
    • Benefits of job design
    • 2: Job Design Process
      • Step 1: Identifying the department’s objectives
      • Step 2: Determining the process and identifying jobs
  1. Job Design Process (continued)
    • Step 3: Creating job data
    • Job data and principles of creating job data
    • Key Performance Indicators (KPI)
    • Core Components of Competencies
    • Responsibilities in job design
  2. Assigning jobs to achieve the highest level of effectiveness
    • Difficulties in assigning jobs
    • Assigning jobs effectively
  3. Concluding remarks, action planning and wrap-up