Management, Leadership & Business Development 2018

Transcription

1 Management, Leadership & Business Development 2018 Develop the performance of your practice Open Programmes and Bespoke In-house Programmes Nationwide

2 Here to help Our skilled team of training consultants understand that successful firms need to support their team members across all aspects of the business. We have developed our programme to ensure your team gets the support they need to fulfil their own potential, to develop their teams and thereby help your clients and your firm achieve their respective goals. Train your team Our range of courses can be delivered in a way that suits your firm, from executive coaching to bespoke In-house training. We can support you and your People Personal organisation Delivering effective feedback Teamwork Clients Client feedback surveys Business development Rapport building Practice Recruitment and retention Appraisal systems Strategy development One to one coaching Many of our delegates benefit from a follow up session with our consultants to help implement action plans and strategies tailored to their firm. Would individuals within your team benefit from additional one to one coaching? Contact Michael Siviter at michael.siviter@mercia-group.co.uk 2 Call us on

3 Venues and timings De Vere Holborn Bars Holborn EC1N 2NQ Holiday Inn -Garforth Wakefield Road Garforth LS25 1LH Full day courses: 9.30am 5.00pm How to book Online Phone Speakers John Sharkey BA (Econ) ACA John is Director of Mercia s Management Training Division and specialises in leadership, management and personal skills training for accountants in practice. He joined the Mercia consultancy team in 1998 and has built Mercia s Management Training Division into one of the leading providers of management and personal skills training to the independent accountancy sector. His presentations are renowned for their energy, enthusiasm and practical relevance and for challenging participants to achieve their full potential. Sally Hutchings BSc ACA Sally is a senior training consultant within Mercia s Management Training Division. Sally joined the team in 1992 and specialises in helping others develop their communication and influencing skills. She is renowned for her ability to develop a strong rapport with her audience, helping them understand more effectively. She has a particular interest in people development and developing client relationships. Michael Siviter CIMA AAT Michael is a senior training consultant within Mercia s Management Training Division. He joined the Mercia consultancy team in He is a qualified accountant and has worked as a manager and consultant in various businesses, including Rolls Royce and Kaplan Financial. Michael specialises in helping others develop their organisation, people and client management and communication skills using innovative learning methods. He has an energetic and dynamic style and has the ability to develop a strong rapport with his audience, helping them learn quickly and effectively. Michael is also a certified NLP coach and practitioner. 3

4 2018 Programme Course Seniors/Supervisors The Effective Supervisor 26 Jun 10 Jul Supervisors, Assistant Managers, New Managers Introduction to Management 2 May 30 May Communicating Effectively with Colleagues and Clients 3 May 31 May Working in Teams 10 Oct 19 Sept Delivering Service Excellence 11 Oct 20 Sept Managers Influencing and Rapport Building Skills 3 Jul 9 May Managing People Performance 4 Jul 10 May Motivational Leadership and Team Development 16 Oct 3 Oct Introduction to Professional Selling Skills 17 Oct 4 Oct Senior Managers Mental Toughness 30 May 13 Jun Advanced Coaching and Mentoring Skills 31 May 14 Jun Advanced Communication and Presentation Skills 28 Nov 24 Oct Prospecting for Clients and Prospect Conversion 29 Nov 25 Oct All the above courses run from 9.30am pm Prospective Partners, Directors and Associates - Executive Coaching and Leadership Academy Programme. This element of the programme is tailored to the specific development needs of your team and your practice. 4 Call us on

5 Seniors/Supervisors The Effective Supervisor Really helpful interactive and practical course. Felt instantly at ease and able to express myself in a safe environment. Introduction to Management, C. Houlden, Wright Vigar. Speaker: Sally Hutchings 425 PLUS VAT PER PLACE When you take your first steps towards management, certain skills should be developed to become an effective supervisor. This workshop will introduce you to the skills required to manage yourselves, your colleagues and client relationships effectively. Another essential skill taught on the workshop is how to gain a clear understanding of the key drivers of client service satisfaction and how to develop your commercial awareness to help clients achieve their goals. We will develop your knowledge of the business life cycle and other keys areas, such as keeping your clients happy, considering clients needs, their expectations and how to help them take advantage of opportunities that occur. Sally was excellent at delivering and adapting the course to suit my job role as it was different to the other attendees. She was considerate and listened to my situation/ approach. The role and skills of the effective supervisor Delivering effective briefings Introduction to effective time management Personal organisation and planning Dealing with distractions How groups make decisions and how you can influence those decisions Keeping your clients happy Consideration of clients needs, expectations and perceptions and how to manage them Adopting an adding value mind-set, identifying and taking advantage of opportunities Developing your commercial awareness Communicating Effectively, N. McSavaney, Mercer & Hole. 26 Jun Jul

6 Supervisors, Assistant Managers, New Managers Introduction to Management Speaker: Michael Siviter / Sally Hutchings As you take on this pivotal role in your firm, this workshop will give you a clear understanding of the key skills and disciplines required in becoming an effective manager. It will help you clarify your goals, establish achievable and challenging work objectives, set priorities and produce a personal strategy for effective time management. The course will also provide you with an understanding on how to use different management styles in order to take a flexible approach to the variety of personalities you manage. Your role as manager key challenges and strong performers Stepping up to the role and stepping away from being one of the gang Understanding different management styles and the need to be able to flex your approach Managing yourself personal organisation, minimise the quantity and maximise the quality of your time, tackling the time wasters and productivity poachers Managing upwards understanding and aligning all parties needs Recognising the importance of short term and long term planning and objective setting in delivering results and profits What or who takes priority? Recognising importance and not just urgency Successful task achievement on time, within budget and to agreed quality standards Communicating Effectively with Colleagues and Clients Speaker: Michael Siviter / Sally Hutchings Your ability to communicate effectively with colleagues and clients will be one of the key determinants of your success throughout your career, especially in the role of manager. Participants will learn how to better develop communication skills at work and build lasting relationships with colleagues and clients as well as understand and develop your assertiveness. You will develop those skills and overcome the day-to-day barriers, enhancing your confidence and capabilities at getting your message across in a variety of situations. This will allow you to choose the right channel for communication depending on the type of client that you work with and the situation that requires attention. Identifying and overcoming the barriers to effective communication Choosing the right channel face-to-face, , phone or letter One way v two way communication Making your briefings more effective Understanding the importance of the non-verbal message Basics of effective questioning and active listening Fundamentals of effective business writing Understanding and developing your assertiveness Handling difficult situations Delivering constructive feedback 2 May May May May Call us on

7 Supervisors, Assistant Managers, New Managers Working in Teams Speaker: Michael Siviter / Sally Hutchings People working effectively together lies at the heart of every successful organisation. It is critical in your role as manager that you have a clear understanding of the principles behind effective teamwork and that you learn how to apply these in practice. You will learn how to delegate appropriately and maximise the use of those working with you and for you. Appreciation of the need to demonstrate enthusiasm, commitment and initiative in meeting your management responsibilities, motivating yourself and those you work with will also be addressed. Delivering Service Excellence Speaker: Michael Siviter / Sally Hutchings You will develop the key skills and disciplines required in delivering service excellence to clients and how it can affect the success of your firm. This workshop will help you and your team ensure you are giving your clients the best possible level of service you can the level of service that they expect, not the level you think they deserve. This will help with client retention, encouraging them to buy more from you and recommending you and your firm to others. Fundamentals of effective teamwork Getting the balance right between getting the task done, nurturing the team and developing the individual Your role and impact within the team Getting the best out of yourself and your colleagues The art of delegation why, who, what, when and how Motivation and productivity determining what motivates your team members An introduction to the different roles people play within a team and the impact of personality on these roles Playing to people s strengths What is service excellence and why it is fundamental to the success of your firm Managing client expectations Developing and building your relationships internal and external Becoming a trusted business advisor rather than a technical expert for hire Adding value and developing client referrals Improving service standards and managing the service process Commercial aspects of portfolio management Strategies for improving recovery rates on jobs Handling areas of difficulty including client objections Making the most of client meetings taking business development opportunities Developing your meeting skills agendas, summarising, next steps is there anything else? 10 Oct Sep Oct Sep

8 Managers Influencing and Rapport Building Skills Speaker: Michael Siviter / Sally Hutchings Your ability to influence and build rapport will allow you to develop stronger and longer lasting relationships with colleagues and clients. Through an improved understanding and application of different communication styles, you will further develop the core skills that are essential to your role as a manager. You will gain insights into emotional intelligence and its role in persuading and influencing others. It is important to be able to demonstrate confidence and capability in handling challenging situations and challenging people in a variety of professional and personal situations. Managing People Performance Speaker: Michael Siviter / Sally Hutchings Getting the best out of your team members can be one of the most challenging aspects of management. By setting objectives, understanding the fundamentals of coaching and being able to review performance with effective feedback you will be able to develop your team effectively. This workshop will help you achieve this through a clearer appreciation of what your people need to perform at their best and how you can help them do this. You will also have to be able to spot opportunities and devote time to act as a coach and mentor to unlock the potential of your team members. Recognising your own and others preferred communication styles and how to use this to best effect The critical importance of active listening and questioning in building trust, empathy and rapport Differentiating facts, feelings, motivations and values Using emotional intelligence to improve your influencing skills When, and when not, to persuade, influence or negotiate Handling challenging situations and challenging people Understanding the essentials that your people need to perform at their best Understanding different learning styles and how to use this Identifying and resolving development needs An introduction to your role as coach and mentor Delegation taking advantage of opportunities and avoiding the pitfalls Handling poor performance and high achievement 3 Jul May Jul May Call us on

9 Managers Motivational Leadership and Team Development Speaker: Michael Siviter Great managers do not necessarily make great leaders. Participants will enhance the ability to exercise enabling leadership skills, gain commitment from colleagues and achieve high quality results. This workshop will help you appreciate, develop and understand the different leadership styles and skills that will complement your management skills. This will allow you to gain greater commitment from your colleagues and thereby achieve higher quality results. It will also help you develop your teams through a clearer appreciation of team dynamics, the stages of team development and how to use this to create a high performing team. Managing and leading getting the right balance Understanding different leadership styles and skills Adopting enabling leadership behaviours rather than disabling ones Understanding how your actions create reactions Gaining commitment not just compliance realising the motivations of others Building and developing the team right person, right job Leading and communication key stages from planning to review Team dynamics and the stages of team development how you can influence this Introduction to Professional Selling Skills Speaker: Michael Siviter Whether you love it or loathe it, business development is now an integral part of your role as a manager in the modern professional services firm. Through a better understanding of the professional consultative selling process and the skills involved, this workshop will give you the confidence and competence to handle networking and selling situations more effectively. What professional selling involves What type of salesperson do you need to be? Setting effective business development objectives Marketing and selling what s the difference? An introduction to effective networking skills Formal and informal networking events Building your networks Effective use of social media in networking Identifying prospects and following up leads Turning prospects into clients The process of consultative selling Personal credibility statements Developing the key skills including diagnostic questioning and active listening Presenting the price Billing based on value and not time Overcoming objections professionally Introduction to negotiating skills Closing the sale 16 Oct Oct Oct Oct

10 Senior Managers Mental Toughness Speaker: John Sharkey 455 PLUS VAT PER PLACE In today s increasingly competitive and pressurised work environment, you need to develop the mental resilience to be able to cope with the many demands that are placed on you as an individual business manager and leader. This resilience will help you in areas such as target achievement, negotiations, public speaking and lifestyle balance. This workshop will help you develop this resilience and thereby enable you to become more determined, focused, confident and capable under pressure. This will improve your own personal development and performance as well as enhancing your role as a key contributor towards the efficiencies and resilience of a high performing team. Mental toughness definitions and context The competitive edge principles and overview Barriers and challenges Self-belief - helpful and hindering beliefs, modifying your beliefs where necessary Self-motivation adapting your environment to maintain and enhance your motivation Enhancing your ability to focus Energising your daily activities Handling pressure points effectively and not adversely affecting others When pressure becomes stress spotting the warning signs and implementing coping strategies Applying the knowledge, skills and behaviours in the professional services business environment Advanced Coaching and Mentoring Skills Speaker: John Sharkey 455 PLUS VAT PER PLACE This workshop will introduce you to more in-depth coaching and mentoring techniques to improve team performance and obtain better results through your people. You will be better able to identify obstacles that inhibit team and individual success and learn how to overcome them. Role of a manager and leader as coach and mentor What are the differences and similarities between coaching and mentoring Understanding and applying the influence v power spectrum Adapting your approach to different learning styles Effective goal setting and action planning Different coaching models and styles and their application in practice Different types of mentoring assistance Impacting on motivation and competence Overcoming reluctance, negativity and conflict Coaching practice 30 May Jun May Jun Call us on

11 Senior Managers Advanced Communication and Presentation Skills Speaker: John Sharkey 455 PLUS VAT PER PLACE Becoming a more effective communicator enables you to increase value in all your relationships, both within and outside the business. This workshop will enable you to develop your communication techniques in your business writing, in meetings and in making presentations. Common failings in business writing and how to overcome them The critical importance of purpose and readership Choosing the appropriate style Specific challenges in writing reports and s Managing the meeting process from set-up to follow-up Making an impact at meetings Managing contributions effectively Using persuasion, negotiation and assertion to best effect An introduction to delivering effective presentations The importance of planning and preparation Getting the structure and delivery right Handling visual aids Dealing with questions positively Managing and using your nerves Prospecting for Clients and Prospect Conversion Speaker: John Sharkey 455 PLUS VAT PER PLACE This workshop will give you the opportunity to enhance your networking and selling skills to ensure they achieve maximum impact. Through better preparation for both day to day networking opportunities and attendance at formal events, you will build your confidence and capability in networking situations. You will also be introduced to advanced sales techniques for developing your selling ability with both prospects and existing clients. A review of what s working for you and what isn t Improving your preparation for formal events and general day to day networking Making the most of your networking toolkit Working the room and avoiding the gaffes Enhanced digital networking techniques Using your influencing skills to best effect in networking and selling situations Generating a better understanding of clients needs and wants through more effective diagnostic questioning, active listening and summarising Giving your business proposals more impact When and when not to negotiate Knowing your negotiating levels and variables and using them wisely Dealing with objections more effectively especially over price Enhancing your sale closing techniques Knowing when to walk away 28 Nov Oct Nov Oct

12 In-House Training Our in-house training gives a more personal approach to meeting your firm s requirements. We can deliver any of our courses or programmes, at a time and venue of your choice. Our expert speakers will work with you to understand the day to day challenges you face in order to deliver training that is most relevant to your firm. We provide: a speaker course documentation the precise content of the course, tailored to suit the needs of your firm. From 1,540* per half day *Plus VAT and travel expenses. For further information please call Mercia Group Ltd, Best House, Grange Business Park, Enderby Road, Whetstone, Leicester LE8 6EP enquiries@mercia-group.co.uk Mercia Group Ltd is a company registered in England and Wales with company number Registered Office: 6-14 Underwood Street N1 7JQ