List of Training Topics

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Effective Debt Recovery Strategies

How effective is your company in managing its defaulting customers?

Ever since the Asian economic crisis struck followed by the devastating SARS outbreak, many companies have been forced to refocus almost exclusively on survival and the management of loan recoveries. Among some of the more pressing developments encountered include difficulties in debt recovery, which may have turned delinquent. This seminar is designed to help your staff understand & learn how successful calling strategies can help make debt recovery more effective & thus improve your cash flow.

Topics Covered

1. Lower Your Risk Factors
       - Developing & Maintaining a proper credit control system
       - Know your legal rights

2. What are the attributes of an effective collections officer?
       - The different attributes that makes up an effective officer

3. Effective collection techniques
       - Guidelines, negotiations, types of behaviour

4. Different debtor profiles
       - Learn the different profiles of debtors & tell tale signs

5. Handling stalls & objections
       - The difference between stall & an objection

6. Maximizing Debt Recovery Through Litigation Procedures
       - Overview of litigation procedures in Singapore courts (SCT,
         Sub/Supreme courts)
       - Evaluating legal options available & budgeting legal costs
       - Practical issues & court procedures
       - Issues in cross-border debt recovery

Facilitator

Facilitator for the session - Mr Gregory Chua.

Professional Sales Negotiation Techniques

With the marketplace becoming more competitive, many companies are finding it increasingly difficult to gain a bigger market share with their products and services. Customers now have a wider choice between different suppliers. Does your sales team have what it takes to survive in these challenging times? Are they opting to give more discounts just to get that sale? Are your profit margins affected? This workshop is specially designed to train your sales team to greater heights in performing face-to-face selling

Topics Covered

   1. The principles of effective selling

   2. How to handle & respond to objections

   3. Delivering an effective sales presentation

   4. Fundamentals selling skills

   5. The difference between features & benefits

   6. Handling delays

Facilitator

Facilitator for the session - Mr Gregory Chua.

Learn

- How to deliver an effective sales presentation
- How to handle & respond to Objections
- Implementing a customer care strategy
- How to apply to key selling in the sales negotiation process

Telephone Etiquette & Manners

Emailing and instant messaging (SMS) are quickly becoming standard forms of office communication. However, the telephone still plays a fundamental and critical role in business communication. Just like a face-to-face meeting, telephone conversations are still an important element of making business impression, forming partnerships and ultimately closing a deal. This workshop provides you with tips to make the experience more productive and fruitful and is important for anyone who plays frontline role for your company.

Topics Covered

   1. Managing positive customer perceptions

   2. Answering the phone professionally

   3. How to return a problem call

   4. Important rules for everyone

Facilitator

Facilitator for the session - Mr Gregory Chua.

Learn

- How to manage a customers positive perception of your company
- The four basic answering courtesies
- How to close a conversation
- The correct way of putting callers on hold and transferring calls
- Returning a problem call & responding to a complaining customer
- The twelve telephone rules

Customer Care And Loyalty

"The customer is king" or so the saying goes, but are they loyal - to you and your business? With an ever-increasing competitive market, people now have a wider choice to select who they want to give their business to. How much do you care for your customers to make them remain loyal to you? This workshop is specially designed to train those who are involved in the customer service and care in your business.

Participants will learn the rewards of "C.A.R.E.", finding out what is it that your customer really wants; the elements that influence customer care; implementing a customer care strategy; setting & measuring of standards; developing a customer care program; what may be wrong with your customer service; how do you handle an angry customer & elements that breed loyalty. This seminar/workshop will delve into a deeper aspect of customer service and participants will have group discussions as well as role-plays.

Facilitator

Facilitator for the session - Mr Gregory Chua.

Learn

- What is it that customers really want
- Implementing a customer care strategy
- How to correct your customer service
- How to care for your customers
- Setting & measuring standards
- The different types of changes

Change Management (for in-company groups)

Duration : 2 days

Target Group : Managers, Technical and Professional staff from the SAME organization

Learning Objectives : Participants will:
1. Accept that Change is inevitable and it is part of the new business paradigm.
2. Learn how to effectively recognize possible change events and trends.
3. Practice some techniques & tools for managing change effectively.
4. Take away an action plan to manage some current change challenges that the organization is facing.

Outcome & Methodology :
Participants attending this two-day workshop will acquire the competency to plan, organise, lead and control change-related projects. They will internalise these skills via exercises, case studies and examples. Experiential activities will be included as appropriate.

Outline :

 
Day 1

- Welcome & Ice breakers


Understanding Change

- What is Change Management?
- Current trends and challenges facing businesses
- What about our company? What are our challenges?


Planning & Implementing Change

- Tools & techniques for managing change:
   * The Change Reaction Curve
   * Roles during Change
   * Resistance to Change
- Practice of the tools / techniques
Day 2

- Tools & techniques for managing change (con'td):
   * Strategies for overcoming resistance
   * Unfreezing & Freezing Change
   * Force-Field Analysis
- Practice of the tools / techniques


Consolidating Change

- Team Development & Tuckman's model
- Transitioning In A New Team/Group Member
- Assessing your Change Management Skills
- Key descriptors of an IDEAL, SUCCESSFUL Change Agent
- Transfer of learning to workplace

Conflict Management & Resolution

Duration : 2 days

Target Group : Managers, Executives, Supervisors, Technical, Marketing, Professional, Front line staff, and Service providers.

Learning Objectives : Participants will:
1. Understand the Four premises of Relationships Awareness and how it can be applied in our daily lives.
2. Complete the Strengths Deployment Inventory (SDI) and Portrait of Personal Strengths (POPS) to discover one's Motivational Values System (MVS); Valued Relating Style (VRS) and Conflict Sequence.
3. Be aware of Conflict Triggers & own Overdone strengths and when to borrow strengths.
4. Learn Methods for Resolving Conflicts after they have occurred.
5. Learn Techniques to Prevent Conflicts before they occur.
6. Revise on fundamental management models such as Learning Cycle, Johari Window, Tuckman's Model, High Performance Organisation, and SMART Objectives.

Outcome :
Participants attending this two-day workshop will acquire the competency to resolve or prevent conflict quickly before it gets out of hand. They will internalise the skills via case studies and role-plays. Experiential activities will be included as appropriate.

At the end of the session, participants should have a better understanding of each other and pave the way for more tolerance at the workplace. They will acquire insightful knowledge about themselves and how they can be effective in their relationships at home, work and play hence enhancing their performance. They will engage in highly invigorating discussion and hands-on action planning that will result in the production of a personal contract for application at the workplace and home.

Outline :

Day 1

- Welcome & Ice breakers
- Conflicts In The Organisation
- Forms Of Conflict
- Consequences Of Conflicts
- What Are Our Ferns
- Strengths Deployment Inventory
- Relating To People With Different Styles
- Borrowed And Masked Relating Styles
- What I Need To Guard Against Overdoing
- SDI In Everyday Life
- Factors That Affect How We Move Through The Conflict Sequence
- Conflict Triggers
Day 2

- Five Methods For Resolving Conflicts
- Mediation & Arbitration
- Six Techniques To Prevent Conflict
- Conflict Resolution Principles
- Key Elements Of A High Performance Organisation
- Objective Setting & Smart Objectives
- Tips For Effective Communications & Feedback
- Organisational Personality
- Case Studies*
- Transfer of learning to workplace


*For in-company workshops, company specific cases can be included for action learning.
*Participants are encouraged to come prepared with one unresolved conflict that they have experienced or are experiencing currently so that this may be used as case examples for learning application.

Create Profits with Effective Credit Control and Debt Collection

Date: TBA

How effective is your company in managing its defaulting customers?

"Having bumper sales may not mean having bumper profits". Sounds familiar? Very often, the problem is poor credit control and debt collection. This critical aspect of a business is sometimes so grossly overlooked or neglected that it could paralyze a company especially in an economic recession.

Good credit control and management can be acquired through experience but learning from mistakes can be costly sometimes. A company that offers liberal credit terms recklessly to customers may find themselves in severe financial adversity when customers fail to pay. Moreover, the time invested by both management and staff of a company to recover problematic debts could be utilized more productively to benefit the business.

Debt collection is an art. It involves adopting a suitable strategy, handling evasive debtors and managing risks.

This intensive seminar will empower participants with critical, foolproof techniques that will help your company to improve credit management and debt recovery. The seminar speaker will share his personal experiences and knowledge to arm you with the necessary information to help you achieve the results you desire:

   * Improve CASHFLOW
   * Maximize PROFITS
   * Minimize RISKS

Seminar Program

1. Effective Credit Assessment & Risk Evaluation
       - Assessing credit worthiness of individuals
       - Evaluating corporate risks - sole proprietorship/partnership, private limited companies, groups of companies
       - Credit information and investigation techniques

2. Practical Aspects of Financial Analysis in Credit Evaluation
       - Types of financial statements and their limitations
       - Financial analysis techniques - qualitative and quantitative
       - Practical aspects - credit decisions, symptoms of problematic debts

3. Understanding the Factors Influencing a Credit Decision and the Pitfalls Involved

4. Developing Effective Collection System and Procedures
       - Priorities in collection
       - Collection routine
       - Collection letters - types, reminders, effectiveness
       - Collection calls - telephone, personal visit
       - Use of collection agency
       - Practical pointers for effective collection

5. The Art of Collecting Debts Through the Phone
       - Planning strategy to get results
       - Making routine calls
       - When to show debtors you mean business
       - Using the language of the trade
       - Practical session

6. Collection Tools and Techniques - Review of DOs and DON?Ts
       - Sending of reminders
       - Collection letter - timing, wording
       - Telex/fax
       - Telephone collection
       - Personal visits
       - Use of collection agencies

7. Laying the Groundwork to Make Collection Efforts Produce Results
       - Sourcing vital information - debtors' assets, market news and developments
       - Financial condition
       - Personality assessment - type of character, strengths and weaknesses, developing the profile
       - Documents review

8. How to Deal with Delaying Tactics & Reduce Credit Exposure of Difficult Customers
       - Types of delaying tactics often employed
       - Handling special situations such as force threat, abusiveness, intentional delays, excuses
       - Collecting the payment: precautions to be taken - post dated cheques, endorsements, returned cheques
       - 3rd party intervention - Collection Agencies: Practical pointers

9. Collecting from Financially Distressed Debtors
       - Identifying potential delinquent accounts
       - Sizing the problem
       - Reaching for a compromise
       - Practical issues

10. What Went Wrong - Useful Lessons for Staff Involved in Collection

11. Highlights of the Legal Perspective in Debt Collection
       - Legal rights of priority creditors, secured creditors, general creditors
       - Execution against goods
       - Garnished order
       - Attachment
       - Writ of summon and sale
       - Time bar for legal proceedings

12. Negotiating for A Settlement
       - Before commencement of legal action
       - After commencement of legal action
       - After court judgement

13. Reporting and Convicting a Debtor of a Criminal Offence
       - Cheating
       - Breach of contract
       - Misappropriation
       - Dishonesty - in receiving stolen goods
       - Conviction and disposal enquiries

14. Trade Credit Insurance
       - Key Parameters of a program
       - Types of policies

Who Should Attend?

This seminar will be of tremendous benefit to employees who carry out the following responsibilities:

   * Debt collection
   * Sales/order administration
   * Sales & marketing
   * Credit controls
   * Finance & administration

Facilitator

Facilitator for the session - Mr George Goh.

Creative Problem Solving Process (CPSP)

Duration : 2 days

Target Group : Managers, Executives, Supervisors, Technical, Marketing, & Professional Staff.

Learning Objectives : Participants will:
1. Learn when it is appropriate to use CPSP and when it is NOT appropriate.
2. Learn the CPSP framework: Problem -> Divergence -> Convergence -> Implementation.
3. Learn and practice how to redefine a problem statement to make it suitable for CPSP.
4. Learn and use ten divergence techniques to generate breakthrough ideas to a problem that has been appropriately defined as suitable for CPCP.
5. Learn and use three convergence techniques to select a few ideas from the divergence stage for implementation.
6. Learn to craft an implementation plan.

Outcome :
Participants attending this two-day workshop will acquire the competency to use the CPSP to find breakthrough and out-of-box ideas for problems which lend themselves to solutions which are not obvious.


Outline :

Day 1

- Welcome & Ice breakers
- Creativity vs Innovation
- CPSP Framework
- Redefining Problem Statements
- Divergence Tools (Adaptive)
   * Brainstorming & Brain writing
   * Affinity Diagram
   * CREATES
   * Random Word Connection
   * Possibility Generators
   * Silly Zone
Day 2

- Divergence Tools (Innovative)
   * Metaphors
   * Pictorials
   * Field Trips
- Convergence Tools
   * Identifying Criteria
   * Ranking Criteria
   * Evaluation Matrix
- Implementation Planning
- Management Presentation
- Cases - Learning Application*


*For in-company workshops, company specific cases can be included for action learning. Participants are encouraged to come prepared with company specific problems to be used as case examples for learning application.

Mediation Skills for Managers

Duration : 2 days

Target Group : All levels of Managers; Supervisors; and Leaders.

Learning Objectives : Participants will:
1. Become better at managing yourself and others when there is conflict
2. Clarify your role as a manager in creating and/or resolving issues
3. Review organizational responses to conflict and the "Conflict Continuum"
4. Understand Relationship Awareness? Theory and its value in conflict management
5. Listen to Learn - sort out what is really being said
6. Learn to think and act like a mediator
7. Practice leading effective problem-solving conversations

Outcome :
You will manage yourself and others when there is conflict by understanding Relationship Awareness Theory to think and act like a mediator: Listening to Learn - sort out what is being said and establish an appropriate forum to create effective problem-solving conversations.


Outline :

Day 1

- Introductions and Program Focus
- Case 1: Coffee Clash
- Break
- Managers and Workplace Conflict
- Positive aspects of conflict
- DAD Model
- Strength Deployment Inventory
- SDI Activities
- Lunch
- Conflict and Motivational Values
- The Living Triangle
- Break
- Listening to Learn
- Case 2: Very Busy
- Sorting out the three levels of conversations
- Case 3: The three conversations
Day 2

- Review of Day One
- Activity: Issue of the day
- Establishing an Appropriate Forum
- Activity: Choosing the Forum
- Break
- Problem-Solving Conversations
- Activity: Interests vs Positions
- Lunch
- Managing Power Dynamics
- Mediation Activities
- Break
- Legal, Ethical, & Organisational Issues
- Mediation Activities
- Action Plans

* Strength Deployment Inventory; Relationship Awareness Theory and Listening to Learn are registered marks of Personal Strengths Publishing, Inc. All rights reserved.

Mentor/Protege Programme

Learning Objectives : Participants will:
1. Match the mentor with the appropriate mentees using the Strengths Deployment Inventory & the Expectations Inventory
2. Put in place a robust, sustainable programme


Outline :

Day 1

- Arrival and introductions
- What is Mentoring
- Relationship between Mentoring - Succession planning - Performance Mgt
- Break
- Interpreting the Strengths Deployment Inventory (SDI) & Expectations Inventory (EI)
- Lunch
- Break
- Criteria checklist for MentorsRoles and Responsibilities of Mentor - Mentees
- Lunch
- End & homework
Day 2

- Arrival and recap day 1
- Mapping each Mentor to their critical competencies
- Break
- Case based coaching for Mentors - syndicate work
- Lunch
- Case based coaching for Mentors & Mentees - including roles playing
- Break
- Discussion on 6-month sustenance modelEnvironmental & structural conditions for the programme to be succeed
- End

* Strengths Deployment Inventory and Expectations Inventory are registered by Personal Strengths Publishing, Inc. USA. All rights reserved.

Open Space Technology

Duration : 2 days

Target Group : Managers, Executives, & Supervisors

Learning Objectives : Participants will:
1. Participate in Strategic Planning exercise or Team Development using Open Space Technology (OST).
2. Create and Align Action Plans.
3. Learn to manage the relationship between effective task performance and the social climate by strengthening listening, influencing and problem solving skills and how to use these skills to contribute, motivate and be effective team members.

Experiential activities will be included as appropriate.

Outcome :
After these two day workshop, participants would have gained sufficient knowledge on how to confidently conduct an OST session in their organisation.


Outline :

Day 1

- Welcome & Ice breakers
- Divergence / warm-up activity
- Alignment of Vision, Goals, & Motto
- OST I (Introduction & Rules / Law)
- Agreement on Theme* for Open Space
- OST II (Convenors, Topics & Timetable)
- OST III (Divergence & Market Place)
Day 2

- Convergence / goal setting activity
- OST V (Convergence & Action Planning)
- OST VI (Establish Key Performance Indicators)
- Transfer of learning to workplace

* Strengths Deployment Inventory and Expectations Inventory are registered by Personal Strengths Publishing, Inc. USA. All rights reserved.

Performance Management & Coaching

Duration : 2 days

Target Group : People Managers & Supervisors.

Learning Objectives : Participants will:
1. Learn to align work plans, prepare key result areas (KRAs) for the next performance review period.
2. Integrate the company indicators - Setting goals and measurements for improvement of the KRAs.
3. Understand the Performance Management (PM) Process.
4. Learn and practice coaching for performance.
5. For in-company workshops: Internalise the company?s Strategic Directions and know the direction(s) where the company wants to go..

Outcome :
Participants attending this two-day workshop will engage in highly invigorating discussions, role plays, video playback and (*company specific) performance management case studies that will result in the production of a series of recommended situational responses for application at the workplace. Experiential activities will be included as appropriate.


Outline :

Day 1

- Welcome & Ice breakers
- Key Result Areas (KRAs)
- Why KRAs are critical
- Performance Objectives & Measurement Criteria
- Agreement on Theme* for Open Space
- Standards of Performance
- Goal setting & SMART Objectives
Day 2

- Preparation of own KRAs
- Coaching & Counseling basic skills
- Techniques for the high performer
- Techniques for the average performer
- Techniques for the low performer
- Cases* & role plays
- Transfer of learning to workplace


* For in-company workshops, company specific cases can be included for action learning and the content can be adapted for relevance.

Practical Sale Risks Assessments And Insuring Your Sales Against Bad Debts

Outline of Program
Selling with responsibility & accountability
Knowing client well
Sources of information for credit & financial standing: public and private
Customer visits - practical pointers
Entertainment tips
Establishing an internal QC circle for credit health of clients: Credit Committee & its role
The Sales Risk Assessor
Bad debts impact on sales profitability
Slow payments considerations
Securities available for securing your sales payment risks
(Case examples will be shared and discussed.)


Availability of Insurance & financing facilitation Tools
Trade Credit Insurance: What is it?
Advantages and disadvantages of having it
The misconceptions of credit risks insurance
Protecting your sales against big hits/losses
Costs & Pricing
Various Structures, programs and covers available
Using the programs for funding, expansion and growing sales worldwide.
(Successful case studies to be discussed.)

Problem Solving & Decision-Making

Duration : 2 days

Target Group : Managers, Supervisors, Engineers, Office staff, Technical, Administrative, and Professional staff

Learning Objectives : Participants will:
1. Understand Divergence & Convergence.
2. Learn when to use Logical Problem Solving (LPS) & Creative Problem Solving (CPS).
3. Learn to use the six step process for LPS & five techniques for CPS.
4. Heighten their Cross cultural awareness, perceptions in decision making and impact on group dynamics.
5. Learn to use three Convergence Techniques.
6. Be aware of their Decision-Making Style & Groupthink behaviours in Group Decision Making.
7. Goal Setting & Results Seeking - SMART Objectives.

Outcome :
Participants attending this two-day workshop will understand the steps in logical problem solving and learn the use of some creative problem solving techniques. They will be able to perform problem solving in a systematic manner and will also be able to select an appropriate decision-making approach for a given situation. Experiential activities will be included as appropriate.


Outline :

Day 1

- Welcome & Ice breakers
- Divergence & Convergence
- Logical Problem Solving (LPS) & Creative Problem Solving (CPS)
- Appropriate use of LPS & CPS - When to use which?
- Six Step Process for Logical Problem Solving
- Defining the problem
- Identifying Stakeholders
- What is a Decision Criterion
- Examples of Criterion
- What are Alternatives
- Three Components Amabile Model of Creativity
- Brainstorming Rules
- Decision making continuum - Operations / Tactical / Strategic
- Decision-Making Style Questionnaire
Day 2

- Techniques for Creative Problem Solving
   * Parallel Processing
   * Forced Associations
   * Reversing Hidden Assumptions
   * Metaphorical Thinking
   * The Outrageous Idea
- Generic Case Studies
- Company specific Case Studies*
- Convergence Techniques
   * Nominal Group Technique
   * Prioritisation
   * Delphi Method
- Cross cultural awareness & Perceptions in Decision making
- Team Decision Guide
- Groupthink behaviours in Group Decision Making
- Goal Setting & Results Seeking - SMART Objectives
- Transfer of learning to workplace


* For in-company workshops, company specific cases can be included for action learning.

Project Management (Basic)

Duration : 2 days

Target Group : Managers, Supervisors, Engineers, Office staff, Technical, Administrative, and Professional staff

Learning Objectives : Participants will:
1. Understand the fundamentals of Project management and be able to prepare a project plan.
2. Learn how to effectively allocate resources and do a project costing.
3. Be able to foresee some common problems and risks that may arise in projects and formulate response plans.

Outcome :
Participants attending this two-day workshop will acquire the competency to plan, organise, lead and control projects. They will internalise these skills via exercises, case studies and examples. Experiential activities will be included as appropriate.


Outline :

Day 1

- Welcome & Ice breakers
- What is Project Management?
- Benefits and Objectives of Project Management
- The Project Life Cycle
- Profile of the Successful Project Manager
- Project Planning process
- Project Definition Statement (PDS)
- Project Objective Statement (POS)
- PDS & POS Checklist
- Case Study & Examples
- Project Time Management
- Work Breakdown Structure (WBS)
- Duration Estimation
- Project Dependency Diagram & Critical Path
- Gantt chart
- Case Study & Examples
- Project Human Resource Management
- Organizational planning
Day 2

- Team Development
- Transitioning In A New Team/Group Member
- Dysfunctional Team Behaviours Resource Planning
- Case Study & Examples
- Key descriptors of an IDEAL, SUCCESSFUL Project Manager Project Cost Management
- Cost Control
- Case Study & Examples
- Project Quality Management
- Quality Planning and Assurance
- Monitoring and Controlling Project Performance
- Project change control process
- Estimating Tools
- Project Risk Management
- Project Communication - RACI
- Case Study & Examples
- Performance Reporting & Feedback
- Project Closeout
- Transfer of learning to workplace

* For in-company workshops, company specific cases can be included for action learning.

Strategic Planning (Public Planning)

Duration : 2 days

Target Group : Senior Management Team and extended management team.

Learning Objectives : Participants will:
1. Understand the Strategic Planning Framework.
2. Learn some tools & techniques to aid Strategic Planning.
3. Apply the Strategic Planning Framework to the current Business Planning process.
4. Understand the key elements of a high performance team
5. Identify the behaviours that will enable the Vision, Mission and Core Values to be lived at the work place.
6. Discuss and formulate roll out plan for the wider organization.
7. Understand and use Open Space Methodology to draw everyone into the Planning Process.
8. Derive the first cut Strategic Plan for the next work period(s).

Outcome :
Participants attending this workshop will learn and use some tools & techniques and a structured strategic planning framework to derive their Long & Short Range Business Plans (SRP & LRP). At the end of the 2 days, they will be in a position to put in place a Short & Long Range Plan in place. They will engage in highly invigorating discussions and hands-on action planning that will result in the production of a personal contract for application at the workplace. There will be ample experiential activities on both days.


Outline :

Day 1

- Welcome & Ice breakers
- The Strategic Planning Process & Leadership - An experiential activity
- Vision, Mission and Core Values. Getting buy-in on the proposed Vision, Mission and Core Values. What behaviours will enable the new Vision, Mission and Core Values to be lived at the work place.
- Review the preliminary LRP & SRP (done with senior management as pre-work before the workshop)
- Tools for Strategic Planning such as: Affinity Diagram, Force Field Analysis, Focus Groups, and Nominal Group Technique.
- Internal Assessment (How to Identify organization/group strengths & weaknesses)
- Identifying objectives for Individuals, Groups and Organisation
Day 2

- How to finalise proposed Goals to achieve mission, reach vision, respond to strengths, weaknesses, opportunities & threats) - final LRP & SRP
- Prioritize the Goals & setting S.M.A.R.T Objectives
- Action Plan (Develop action plan to accomplish top goals. Include what, who, when, resources)
- How to establish performance indices
- Discuss and formulate roll out plan for the wider organization.
- Agree on SRP & LRP communication plan to rest of staff
- Transfer of learning to workplace

Strategic Planning

Duration : 2 days

Target Group : Senior Management Team and extended management team.

Learning Objectives : Participants will:
1. Understand the Strategic Planning Framework.
2. Learn some tools & techniques to aid Strategic Planning.
3. Apply the Strategic Planning Framework to the current Business Planning process.
4. Understand the key elements of a high performance team
5. Review the previous Vision, Mission and Core Values and identify what worked well and what could have been done better.
6. Preview the proposed Vision, Mission and Core Values and match them with the previous version.
7. Adapt and get a buy-in on the proposed Vision, Mission and Core Values.
8. Identify the behaviours that will enable the new Vision, Mission and Core Values to be lived at the work place.
9. Discuss and formulate roll out plan for the wider organization.
10. Understand and use Open Space Methodology to draw everyone into the Planning Process.
11. Derive the first cut Strategic Plan for the next work period(s).

Outcome :
Participants attending this workshop will learn and use some tools & techniques and a structured strategic planning framework to derive their Long & Short Range Business Plans (SRP & LRP). At the end of the 2 days, they will have an agreed to Short & Long Range Plan in place. They will also participate in team building sessions to acquire insightful knowledge about themselves and how they can be effective in their relationships at home, work and play; hence enhancing their performance. They will engage in highly invigorating discussions and hands-on action planning that will result in the production of a personal contract for application at the workplace and home. There will be ample experiential activities on both days.


Outline :

Day 1

- Welcome & Ice breakers
- The Strategic Planning Process & Leadership - An experiential activity
- The previous Vision, Mission and Core Values. What worked & Why. What did not & Why
- The proposed Vision, Mission and Core Values. How is it different? Will it address what did not work? Has it got what worked before?
- Let's buy-in on the proposed Vision, Mission and Core Values. What behaviours will enable the new Vision, Mission and Core Values to be lived at the work place.
- Review the preliminary LRP & SRP (done by senior management as pre-work before the workshop)
- Tools for Strategic Planning such as: Affinity Diagram, Force Field Analysis, Focus Groups, and Nominal Group Technique.
Day 2

- Internal Assessment (Identifying organization/group strengths & weaknesses)
- Identifying objectives for Individuals, Groups and Organisation
- Finalising proposed Goals to achieve mission, reach vision, respond to strengths, weaknesses, opportunities & threats) final LRP & SRP
- Prioritize the Goals & setting S.M.A.R.T Objectives
- Action Plan (Develop action plan to accomplish top goals. Include what, who, when, resources)
- Establish performance indices
- Discuss and formulate roll out plan for the wider organization.
- Agree on SRP & LRP communication plan to rest of staff
- Transfer of learning to workplace

Essentials for Efective Supervisors in a High Performing Organization

Duration : 7 modules (2 days per module) - over 14 days

Target Group : New supervisors & managers.

Learning Objectives : Participants will:
1. Understand the responsibility of supervisory leadership in a high performance organisation and create a leadership vision for self.
2. Learn to manage the relationship between effective task performance and social climate by strengthen listening, influencing and problem solving skills and how to use these skills to contribute, motivate and lead effective work teams.
3. Learn about leadership styles from the Portrait of Personal Strengths (POPS) and use it as a diagnostic tool for increasing effectiveness as a leader.
4. Identify the characteristics of effective teams and learn to use appropriate leadership styles to create effective team dynamics.

Essentials for Effective Supervisors

Duration : 3 days

Target Group : New supervisors & managers.

Learning Objectives : Participants will:
1. Understand the responsibility of supervisory leadership in a high performance organisation and create a leadership vision for self.
2. Learn to manage the relationship between effective task performance and social climate by strengthen listening, influencing and problem solving skills and how to use these skills to contribute, motivate and lead effective work teams.
3. Learn about leadership styles from the Portrait of Personal Strengths (POPS) and use it as a diagnostic tool for increasing effectiveness as a leader.
4. Identify the characteristics of effective teams and learn to use appropriate leadership styles to create effective team dynamics.

Dress Code :
Participants need to be dressed in casual clothing. Avoid tight-fitting clothing, slippers or high heels. Be highly relaxed for all your senses to be in top form! No inhibitions, formalities, stress, and worries!

Put Your Best Foot Forward: Developing Confidence and Assertiveness

Duration: 1Day

While you may have the competence, skills, and desire to succeed on the job, you may not get the recognition, compensation, and opportunities you deserve. Having technical and people skills is not enough to get ahead – the rewards go to those who are confident and assertive.

Confidence and assertiveness are essential traits for supervisors, managers, and leaders. Confident people are comfortable dealing with bosses and colleagues at all levels of the organization. They recognize their value and are able to contribute without holding back.

You can boost your self-esteem, develop more confidence, and learn assertive language patterns, behaviors, and skills that will improve the quality of your relationships and career prospects.

A practical and interactive workshop for anyone who is competent at his or her work, but needs to develop confidence and assertiveness to advance to the next level.

 

Workshop Objectives:    

  • Understand the importance of assertiveness on and off the job
  • Enhance your self-esteem and self-confidence
  • Distinguish passive, assertive, and aggressive personality types
  • Learn assertive language patterns
  • Learn how to ask with confidence
  • Learn to say “No” without causing offense
  • Plan and conduct difficult conversations
  • Project confidence to people you meet
  • Converse with others confidently
  • Learn to speak up whenever you feel the need

Why did the Chicken Cross the Road?: Fundamental Principles of Effective Communication

Duration : 1 days

When I was a young boy in primary school I heard this riddle: “Why did the chicken cross the road?” There were many answers: “To get to the other side.” “To prove he wasn’t chicken.” “To escape from Colonel Sanders.” If you google the question you will be led to numerous websites with hundreds of answers. Of course, if you wish to know the real answer you must ask the chicken. 

We all wonder why the “chicken” crosses the road, why it says and does certain things. Only our “chickens” are not birds – they are bosses, colleagues, customers, family, friends, and even strangers. And we all need to understand them better. Effective communication is the key to success in life.

This intensive, one-day workshop is heavy on role plays and skill building, and is based on the book Why Did the Chicken Cross the Road?: Lessons in Effective Communication, by David Goldwich. This workshop is suitable for anyone, but is especially useful for new managers, supervisors, customer service officers, sales professionals, entrepreneurs, technical professionals, and administrative and support staff.

 

Workshop Objectives:

  • Learn how to express yourself clearly, concisely, and confidently
  • Understand the fundamental principles of communication
  • Develop active and empathetic listening skills
  • Learn how to read body language
  • Understand the dynamics of perception and how to see things from others’ points of view
  • Make a killer first impression
  • Learn how to frame proposals and create yes-able propositions
  • Learn how to identify people’s real reasons
  • Understand the power of emotions and their relation to reason
  • Make small talk comfortably and confidently
  • Master a variety of techniques to communicate effectively with others in everyday situations 

Kickass Buisiness Presentations: How to Persuade Your Audience Every Time™

Duration : 2 days

The purpose of most business presentations is not merely to inform – it is to win support for your ideas, to get buy-in for your proposals, to persuade. While we will pay some attention to delivery style and how to manage adverse conditions, we will emphasize essential techniques of conveying key points powerfully and persuasively. You will have the opportunity to deliver a short presentation and hone your persuasion skills.

WARNING: This is not a typical presentation skills course. The focus is on substance, persuasiveness, and impact. We will notwaste your time trying to teach you how to articulate, breathe, or speak the Queen’s English in two days. We will debunk a lot of conventional wisdom about business presentations and give you the tools you need to be a commanding, compelling, and persuasive presenter. You should expect to be challenged, provoked, and to encounter unconventional ideas.  

This workshop is based on the book Kickass Business Presentations: How To Persuade Your Audience Every Time, by David Goldwich. It is ideal for managers, department heads, sales professionals, team leaders, C-level executives, lawyers, government officials, lecturers, trainers, and others who wish to improve their speaking, persuasion, and presenting skills.

 

Workshop Objectives:

 

•         Bust a number of myths about presentations and public speaking

•         Size up a discriminating business audience

•         Understand your role as a presenter

•         Grab their attention from the first few seconds

•         Build rapport to connect with and engage your audience

•         Develop a clear, compelling, and persuasive message

•      Frame alternatives to get the results you want

•      Structure your presentation to achieve your objective

•      Manage nerves and stage fright to exude confidence and own the room

•      Develop a commanding stage presence using your voice, appearance, and nonverbal communication techniques

•      Harness the power of words, pictures, and stories to be more persuasive

•      Master the language techniques of the world’s most electrifying speakers

•      Use humor and props to keep your audience fully engaged

•      Design eye-popping slides, charts, and graphics to clearly convey your message

•      Mesmerize your audience with just a flip chart

•      Handle Q&A like a pro and have the last word

•      Deal with the unexpected and turn it to your advantage

•      Use powerful psychological principles to be irresistibly persuasive 

•      Be the one they remember! 

Nogtiating to Create Value: Using Win-Win Principles to Negotiate Better Agreements

Duration : 2 days

Most of us are expected to negotiate effectively with key accounts, strategic partners, customers and vendors repeatedly over a long period of time. We also negotiate within our own organization, with bosses, colleagues, even subordinates. We need to achieve good results for ourselves while maintaining healthy, long-term relationships with our negotiating partners. In today’s world, a win-win approach is the only acceptable approach to negotiation. 

This practical and interactive two-day workshop was designed for people who must negotiate in a variety of settings. It is based on the principled negotiation approach developed at Harvard, as well as the book Win-Win Negotiations: Developing the Mindset, Skills and Behaviours of Win-Win Negotiators by David Goldwich. This workshop focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes. Participants will work through several negotiation simulations.  

This workshop is recommended for managers, supervisors, lawyers, bankers, financial advisors, purchasing agents, contracts officers, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others.

 

Workshop Objectives:

  • Understand the elements of the “principled” negotiation approach
  • Distinguish interests from positions and learn how to uncover hidden interests
  • Leverage on differently valued currencies of exchange to create value out of nothing
  • Develop alternatives and a powerful Plan B so you cannot lose
  • Use anchor points to get more every time
  • Adopt a counterintuitive approach to get better results
  • Understand the emotional aspects of negotiation
  • Recognize and avoid common cognitive biases 
  • Learn how to overcome an impasse
  • Frame issues to your advantage
  • Know the behaviors of winning negotiators
  • Understand your counterpart to maximize the chances for a win-win outcome
  • Use an eight-step template to systematically prepare for any negotiation

Speak Off The Cuff: Think Fast, Talk Smart!™

Duration : 1 days

You are asked to say a few words to the group. Or the group would like to ask you a few questions. Your heart leaps, your mouth goes dry, your mind goes blank. How can you avoid a total meltdown?

Delivering a prepared presentation is daunting enough. But having to speak without time to prepare is another matter. Where do you begin? How should you conclude? What can you do to look and sound like the capable professional you are?

Whether you are in the boardroom, in a team meeting, or celebrating at a social occasion, you never know when you might be called upon to speak. You will never be at a loss for words once you master a few simple techniques and templates for thinking and speaking on your feet.

Note: All participants are expected to speak off the cuff before the group. You cannot prepare for this, but you will survive … and enjoy it!

This workshop is ideal for managers, department heads, sales professionals, team leaders, C-level executives, lawyers, government officials, administrative and support staff, IT and technical support, accountants, engineers, educators, and others who wish to improve their impromptu speaking, thinking, and presentation skills.

 

Workshop Objectives:

•         Size up your audience

•         Grab their attention

•         Control stage fright and project confidence

•         Build rapport and connect with your audience

•         Develop a clear and compelling message

•      Master a variety of templates to structure your talk quickly and easily 

•      Develop a professional stage presence

•      Draw simple yet effective images to reinforce your point

•      Handle Q&A like a pro

•      Manage difficult or hostile questioners

•      Make yourself memorable 

Storytelling in Business:Lead, Sell, and Persuade with Stories

Duration : 1 days

Telling stories is more than just a folksy way to relate to others. It is a powerful and persuasive vehicle that top leaders use to get their message across with maximum impact and minimum resistance. Logic, reason, and data lead prospects to think about your proposal, delay action, and look for reasons not to take action. Stories push their emotional hot buttons and lead to action. Stories move people.

This workshop is designed for those who persuade in business. Leaders, sales professionals, and business development people have special needs for stories that can build credibility and trust, introduce their company and product, and create a picture of how their solution can change their prospect’s life. Participants will have a chance to develop and tell their own stories so they can begin moving people immediately.

This workshop will benefit managers, sales people, sales managers, business development managers, government officials, educators, financial advisors, insurance agents, property agents, vendors, purchasing agents, contractors, consultants, and anyone who has to sell tangibles or intangibles, internally or externally.

 

Workshop Objectives:

  • Appreciate the many purposes stories serve in business
  • Know the elements of a story
  • Position yourself the way you want to be perceived
  • Make yourself more likeable
  • Build credibility, trust, and rapport
  • Introduce your company and your product, service, or solution
  • Promote your brand
  • Communicate key personal and corporate values
  • Coach and share knowledge
  • Create a compelling picture of how your solution can change your prospect’s life
  • Learn a variety of techniques to bring your stories to life
  • Move your prospects to action