Administration / Business

Course Objectives:
To create complex models involving multiple linked spreadsheets and files, analysing data using what ifs and scenarios, validating and auditing data and automating commonly used features with macros.

Programme Objectives
Specific and detailed learning content will be presented under individual module plans(details listed below). In general terms, participants will be able to:
• Carry out a reliable strategic analysis of their SME so they can develop a relevant strategic plan and prepare for its implementation
• Motivate and manage their staff for higher productivity and performance.
• Identify key financial performance indicators for their company and the factors that influence their behaviour
• Identify areas of waste or inefficiency and suggest a number of possible solutions
• Comply with Employment Law
• Develop and implement a marketing plan
• Use a range of best practice tools and techniques to improve the performance of their company.

Training Approach
A range of training techniques will be applied which will emphasise skill development. Course notes will support a mixture of group discussions, short trainer presentations, exercises and “mini action-learning” exercises. After each training unit the participants will be asked to practise one of the techniques within their own company. For example after the ‘Strategic Analysis’ Module they will be asked to carry out a SWOT analysis within their own company. Case studies and Scenarios will be used to permit participants to practise their skills in a business environment.

An integral part of the programme will be an “Action Learning” project which will have relevance for the participants company and ensure that the training received is transferred into practice. The participant may for example choose as their project to implement a Performance Management System within their organisation. This then becomes their “Action Learning” project.

Finally, as part of the Programme package, participants are supported by a mentor in groups and individually to ensure that their project is undertaken and implemented successfully. Projects will also be supported by trainers.

Module Outlines
Management Practice and Principles
Introductory Module
• Programme introduction.
• Context setting.
• Identifying suitable management practices for your company
• Comparing managers with leaders
• Identifying your management and leadership styles and their impact on your business
• The importance of a balanced team

Strategic Analysis
• Complete a PESTLE analysis
• Use Porter’s 5 Forces model to analyse the competitiveness of your company
• Complete a SWOT analysis
• Identify areas of improvement and development
• Identify risks and challenges associated with possible development opportunities

Policies and Procedures
• Identify legal requirements under Health and Safety and Employment Law
• Implement essential HR policies, procedures and practices
• Create an Employee Handbook
• Current Industrial Relations norms

Financial Management
• Interpreting Profit and Loss statements and Balance Sheets
• Financial Ratios and their application.
• Managing Cash Flow
• Devising and using Cost and Profit Centres
• Revenue and CRO requirements of Company Directors

Operations Management & Problem Solving
• Identifying root causes of operational problems
• Using the key tools and techniques of Continuous Improvement Programmes
• Identifying and eliminating waste and non-value adding activities
• The principles of World Class Manufacturing and Supply Chain Management.
• Whether or not to outsource - the advantages and disadvantages

Marketing
• Linking marketing objectives to your overall business strategy
• The marketing process
• Your company’s unique selling point
• Developing a marketing plan
• Marketing on a tight budget

Effective Communications and Negotiation Techniques
• Identifying barriers to effective communication
• Aggressive, assertive and passive behaviour
• Personal communication styles
• Defining the conflict cycle
• Interventions to prevent the conflict cycle spiralling
• Preparing for a negotiation
• Getting what you want from a negotiation
• The importance of a win-win situation

Strategic Planning
• Identifying coherent strategic options
• Create an appropriate strategic plan
• Implementing the plan
• Evaluate and reflect on the implementation process
• Where to now
• Presentation on the strategic plan and its implementation

Course Content
• Overcome reluctance, handle rejection and create opportunities through cold calls
• Become more assertive and successfully deal with gate keepers on the telephone
• Have the right attitude, create the right impression and make the connection
• Guide the customer effectively through each stage of the sales presentation
• Really listen and pre-empt customers’ needs through skillful questioning
• Use the right tone of voice, present the benefits and talk to customers in their own language
• Handle objections effectively and help customers make the right decision
• Learn to recognise buying signals and know when and how to ask for the order
• Work the numbers in cold calling – qualify leads, make appointments and close the sale

Methodology
This is a highly interactive and participative course with participants creating a personal action plan.