Course List:

1) MANAGEMENT & LEADERSHIP

Supporting Change

• Managing change: identifying your profile
• Managing change: process and tools
• Creating a vision of the future
• Managing change: strategic alliances
• Triggering the dynamics for change

Fundamentals of management

• Making a success of your first management
• The management styles
• Fostering and maintaining motivation
• The situational skills of the manager
• The relational skills of the manager
• The emotional skills of the manager

Advanced management skills

• Behavioural flexibility of the manager
• Guiding team and individual actions
• Becoming a manager /coach
• Effective decision making
• Building win-win relationships with your team
• The manager / communicator
• Handling emotions within your team
• Balancing the dual roles of people manager and technical expert
• Day to day negotiation for managers

Leadership

• Leadership Best Practice
• Establishing leadership in the best way
• Securing managerial support for leadership
• Personal impact and charisma in leaders
• 5 levers for producing great leaders

Management transversal

• Positioning the cross-functional manager
• Lobbying strategy of the cross-functional manager
• Ensuring cross-functional coordination
• Effective cross-functional manager communication
• Leadership of the Cross-functional manager

2) APPLIED PERSONAL DEVELOPMENT

Personal Development

• Improving communication by adapting to others
• Emotional intelligence fundamentals
• Understand how you deal with stress
• Handling stress
• Assertiveness : know your profile
• Assertiveness : toolkit
• Self-esteem: how it works
• The four keys to developing self-esteem
• Maintaining your self-esteem
• Staying healthy

Interpersonal effectiveness

• The 3 pillars of interpersonal excellence
• Developing an interpersonal communication strategy
• Knowing yourself better to communicate better
• 3 routes to good communication
• 3 essential levers for building a winning co-operation

Controling conflict and your emotions

• Impact of emotions in the workplace
• Developing your emotional conscience
• Understanding emotional dysfunction
• Understanding and expressing your anger positively
• Controlling your emotions

3) PROFESSIONAL EFFICIENCY

Written communications

• How to write an effective e-mail
• Error-free writing
• Writing techniques

Oral communications

• Preparing and structuring an oral presentation
• Identify your communication’s style
• Successfully adapt your message
• Adopt a winning style
• Evade trick questions at meetings
• Master ‘cyber communications’

Time and Information Management

• Considering how you spend your time
• Focusing on your priorities
• The 12 guidelines of effective time management
• Improving your memory
• Speed reading
• Dealing with time-consuming tasks
• Strategic time management
• Focusing on your key priorities
• Improving performance through time perception
• Increasing your productivity in a fast-paced world

4) PROJECTS

Project Management

• Project management essentials
• The project framework
• Project planning
• Drawing up a project budget
• Anticipating project risks
• Identifying customer expectations for project success

Costs, risks and delays

• Using earned value to optimise costs and deadlines
• Assessing and minimising project risks
• Make use of opportunities within the project team
• Monitoring and minimising risks

5) HUMAN RESOURCES

Recruiting success

Confirming applicant’s suitability for the position

• Confirming applicant’s suitability for the position
• Using a job profile in the recruitement process

Successful performance review interviews

• Successful HR interviews
• Structuring the performance review
• Being objective through out the review process
• Preparing the annual performance review
• Evaluating and strategically aligning objectives
• Developing and maintaining skills
• The role of ethics and integrity in assessment
• Dealing with annual reviews' difficult situations

Training for trainers

• Handling tricky training situations
• Facilitating a training course
• Designing and presenting a slideshow for facilitation
• Adult learning mechanisms
• Evaluating what has been learned during training
• Designing a training programme

Managing Social Relations

• Preventing harassment in the workplace
• Reacting to a complaint of harassment

6) FINANCE & MANAGEMENT

Business Driving

• A logical approach to corporate finance
• Constructing and managing a budget
• Strategic vision and activity management
• Constructing your living balanced scorecard
• Managing operational risks
• Decoding the balance sheet and income statement
• Analysing and evaluating corporate financial data
• Relating your contribution to value creation

7) MARKETING & INNOVATION

Marketing

• The marketing process
• The SWOT analysis
• The marketing plan
• The marketing mix
• The communication strategy
• Developing consistency through marketing strategy
• Leading an international marketing community

Operational Marketing

• Strategic marketing plans
• Sales support
• Promotions
• Relationship marketing strategy
• Relationship marketing in practice
• Using customer equity to create value
• Aligning objectives with market forecasts
• Launching a new product successfully
• Five steps to generating website traffic
• Four steps to increasing website loyalty

Online communication

• Writing a successful newsletter
• Sharing information with blogs and wikis
• Creating your website
• Writing for the web

Innovation

• Innovation - a goal for all!

8) COMMERCIAL

Customer relationship

• Customer relationship: the stakes
• Customer relationship: building trust
• Customer relationship: practising active listening
• Customer relationship: reaching agreement
• Developing loyalty through customer relationships
• Key factors in long-term customer relationships
• Role of the manager in long-term customer relations
• Building customer enthusiasm
• Handling claims in long-term customer relationships
• Developing internal cooperation for customers

Sales

• Take the buyer's view
• Preparing for shared success
• Discover the hidden world of your buyer
• Presenting your offer with passion
• Steering the way to mutual agreement
• Building sustainable shared success
• The art of persuading through listening
• Convincing customers with a winning offer
• Using formal power to encourage debate
• Using emotions to build trust
• Using your charisma in difficult situations

Commercial Negotiation

• Background to commercial negotiations
• Preparing commercial negotiations
• Commercial negotiation : 7 keys to effective meetings
• Commercial negotiation : coping with the pitfalls
• Commercial negotiation : Asserting yourself

Commercial Management

• The roles and attitudes of successful sales managers
• Managing your sales team through uncertainty and change
• Managing sales activity through uncertainty and change
• Successful commercial meetings
• Motivating your sales team for action
• Overview of best practices in wage policy
• Using freedom to build loyalty in sales executives
• Manage sales people's sensibility to build loyalty
• Using ambition to build loyalty in sales people
• Managing the unexpected when building loyalty

Commercial Management for non commercial managers

• Sales for non-sales managers
• Negotiation for non-sales managers

Key Account Management

• The importance of the Key Account Manager
• Analysing strategic customers successfully
• Identifying the stakes of the Account Business Plan
• Managing action plans in teams
• Removing the five major obstacles to effectiveness

9) PURCHASING

Best Purchasing Practices

• The purchasing process
• Purchasing project: needs analysis
• Purchasing project: supplier market analysis
• Purchasing project: cost analysis
• Purchasing strategies

Purchasing negotiation: developing effective behaviour

• Understanding the salesman
• Structuring your argument
• Conflict in purchasing
• Impact of emotion in purchasing
• Buying negotiation: analysing the situation

10) SECRETARIAL / ASSISTANT

• Better telephone communication
• The keys to communicating by telephone
• Providing sales support by telephone

Better written communication

• Writing quickly and effectively
• Writing minutes