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Management and Leadership Development Programme (MLDP)

Training Options: Professional First Line Management Skills Leader 21 Stepping Stones Acumen Four (First Line Management) ADVANCE- First Line Management New2 Accelerate - First Line Management Next Level Leadership Programme Acumen Five (Middle Management)Middle Management Programme (NWRC) Manage4Success Developing Managers Programme Lead Like an Owner Risk Management Highest and Best Leadership Programme Acumen Seven (Senior Management/Director) Export Leadership Skills Driving Performance Leading High Performance Teams Project Management Fundamentals Lean Management Management Skills for Technical Professionals Sales, Business Development and Account Management Turning Point Sales Leadership

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PROFESSIONAL FIRST LINE MANAGEMENT SKILLS

Background This programme has been designed with the specific aims to:

Provide clear techniques in managing staff to perform effectively Provide an understanding regarding the customer and how to manage them

accordingly Provide skills that will enhance the whole communication process within the

Company Provide skills in managing self (and others) in day to day activities

The programme is delivered via Instructor-Led Training with individual work, team exercises, role-play simulations and case studies.

Duration Three day intervention delivered over two consecutive weeks. This is split between a one-day module and a two-day module.

Target Group First Line Managers

Accreditation Level 4 Award in Leadership & Management through the Institute of Leadership & Management (ILM)

Content:

FLM Impact On Company Growth & Success Directing People Resources First Line Managing Through The Change Process Managing And Building Commercial Awareness Managing Customer Focus Communication Skills Personal Effectiveness – Time Management Professionalism Under Pressure – Stress Management

For full course content visit: www.beckinridge.com/schedule

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http://www.beckinridge.com/schedule

Cost to Employers

£915.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Eddie McDonald Beckinridge 113 Thomas Street, Portadown BT62 3AH Tel: 028 3833 6400 E-mail: [email protected]

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mailto:[email protected]

LEADER 21 STEPPING STONES

Background This leadership development programme enables your team to develop a range of leadership skills and competencies to drive efficiency and profitability, and to ensure your business remains on target for strategic growth. Participants’ success will be supported through the provision of blended learning including flexibly timed workshops, coaching, online support, peer learning and ILM membership. The programme begins with an ILM Award with the option to progress to a Certificate.

DurationAward - 6 half day workshops and 3 group and individual coaching sessions Certificate - 8 half day workshops and 5 x group and individual coaching sessions


Accreditation Level 4 Award / Certificate in Leadership & Management through the Institute of Leadership & Management (ILM)

Content Programme structure:-

Half day workshops with flexible timing Coaching, mentoring & Tutorial Support both one to one and coaching circles Online learning support

Covering:- Motivating people in the workplace Planning and leading a Complex Team Activity Managing and implementing change in the workplace to drive efficiency and

profitability Developing individual mental toughness

For full course content visit: www.brcpartnership.com

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http://www.brcpartnership.com/

Cost to Employers

£763.00 per participant for Award Programme

£1,368.00 per participant for Certificate Programme

Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Joanne Kelly Senior Training Consultant & Coach BRC Partnership Suite 10, Carrickfergus Enterprise Park Meadowbank Road Carrickfergus BT37 8YF Tel: 028 9336 2884 E-mail: [email protected]

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ACUMEN FOUR (First Line Management)

Background This programme is delivered by Acumen and is designed with First Line Managers in mind, giving them choice, maximum flexibility and built-in progression pathways. Each participant can enhance their own management competencies so that they can fulfil the role of the First Line Manager or develop themselves more fully to achieve that position.

The programme will be delivered through a combination of virtual learning and classroom-based face-to-face learning. The varied methods of delivery, quality of the trainers and the individualised assessment methodology make this programme an attractive, value-adding experience.

Training delivery can take place in the following College campus locations: Ballymena, Ballymoney, Coleraine, Larne, Magherafelt and Newtownabbey, or at other venues as agreed.

Duration Two days face-to-face learning plus 18 hours of self-guided learning or online sessions


Accreditation Level 4 Award in Leadership & Management, Institute of Leadership and Management (ILM)

Content: Day One - Induction to, and schedule of, online resources. Developing people in the workplace unit delivery. Motivating people in the workplace unit delivery.

Virtual Learning - 4 x 1 hour online sessions to support the completion of assignments including podcasts, screen casts and rich media.

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Day Two - Skills workshop: practical session using the results of the training needs analysis, skills development through role-play case studies.

Virtual Learning - 1 x 1 hour online sessions to ensure learning and skills are transferable to the workplace.

Cost to Employers £699.00 per participant


Contact details:

Mr Roy Humphries Northern Regional College Newtownabbey Campus 400 Shore Road Newtownabbey BT37 9RS Tel: 028 9085 5020 Email: [email protected]

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ADVANCE – First Line Managers Programme

Background “A successful economy is characterised by high productivity and a highly skilled and flexible workforce. Improved leadership and management skills are essential drivers to help us achieve this.” Bill McGinnis CBE.

The ADVANCE programme has been designed to meet this challenge and help companies improve business performance. The programme will focus on the following areas:

Understanding the dynamic of leading a team of people Understanding the difference between Leadership and Management Identifying your own style of leadership and understand when and how to adapt Understanding the importance of managing your own personal effectiveness Understanding how business works from a finance and commercial perspective Developing an understanding of your market place; who your customers are and

who your customers could be – and then how to reach them

Duration 10 full day classroom sessions and 6hrs of mentoring delivered over a five month period

Target Group It is specifically designed for new First Line Managers. Typically those individuals who have recently moved into a role which involves managing other individuals for the first time as well as now being expected to contribute to the development of the business.

Accreditation Level 4 Certificate in Leadership and Management Skills as awarded by the Institute of Leadership and Management (ILM)

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Content Personal Development Planning, 4 hrs of one to one Mentoring support from a highly experienced consultant, and 10 x 1 day learning workshops comprising:

Understanding the Management Role Understanding Leadership Managing Marketing Activities The Importance of Marketing Financial Management Developing your Leadership Style Commercial Acumen

Cost to Employers £1,600.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details. Contact details Neil Gillies Sales & Business Development Manager Parity Solutions Concourse II NI Science Park Queens Road Belfast BT3 9DT Tel: 08458 739 500 Email: [email protected]

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NEW2 Accelerate Management Programme

Background This programme strong emphasis on behavioural change, business improvement and bottom line business benefits, incorporates a Level 4 Management Award and action learning sets. The broad programme design comprises:

Leadership Masterclasses with a strong emphasis on action planning so that participants will ‘get things done.’

Personal Development with self assessment (personality profiling and feedback report), goal setting and progression (ILM accreditation)

Action Learning Sets – a collaborative approach to solving real life management challenges

Return on Investment – Business Improvement Assignment and a focus on bottom line business impact/benefits

Duration 15 weeks – 7 short (half day) sessions in total


Accreditation Institute of Leadership & Management Level 4 Award in Leadership & Management

Content: (7 half day workshops)

Unleashing the potential within...the effective manager and team player What type of Manager am I?...personality type and management style Finding creative solutions to workplace problems...Action Learning Set 1 The Fun-damentals of Leadership...inspiring, motivating and leading by

example Finding creative solutions to workplace problems...Action Learning Set 2 Mastering change and leading difficult people...adapting, coping and handling

performance issues Finding creative solutions to workplace problems...Action Learning Set 3

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Cost to Employers £1,300.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details

Martin Magennis Time Associates 8 Elmwood Avenue Belfast BT9 6AY

Tel: 028 9066 7557 Email: [email protected]

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NEXT LEVEL LEADERSHIP PROGRAMME

Background This programme is designed to support Middle Managers to develop their leadership and management potential in a practical manner, giving them the opportunity to avail of expert guidance, direction and support that will help them to unleash their potential and maximize results for their organisations.

Duration One to Three days workshops with 15 to 45 hours guided learning & individual follow – up coaching

Target Group Middle Managers who want to consolidate their understanding of leadership and management good practice and gain formal recognition of their leadership and management abilities from the Chartered Management Institute (CMI)

Accreditation Level 5 Award, Certificate or Diploma in Leadership & Management through the Chartered Management Institute (CMI), depending on the support option undertaken

Content Next Level Leadership comprises three specific support options that can be accessed individually and are tailored to the needs of participants and the needs of their specific organisations:

1. L&M Essentials comprises a one day master-class covering core leadership and management knowledge, skills and behaviours and includes 15 hours’ guided learning & individual follow-up coaching:-

Introduction to Leadership & Management Culture, values and leadership Management models and leadership approaches Improving your leadership and management capabilities Developing a personal action plan to improve L&M capabilities

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2. Unleashing Leadership and Management Potential comprises two days master-class support plus 30 hours’ guided learning & individual follow-up coaching:-

Understanding the purpose of a personal development plan Discussing management styles and their impact on middle managers Developing a personal development plan that addresses long and short term

needs Indentifying and implementing a practical improvement project for your

organisation Recruiting and selecting staff Encouraging personal, professional and family balance within your team to

maximize the achievement of objectives

3. Maximising Leadership & Management Effectiveness comprises three days master-class support plus 45 hours’ guided learning & individual follow-up coaching:-

Determining and exploring a work-related area for improvement Identifying the aim, scope and objective of a project that will have a major

impact on your organisation Models and methods for managing change Delivering excellence as a leader & manager Taking your team to the next level Maximising communication to deliver positive results

Cost to Employers:

L&M Essentials Middle Mgrs - £405.00 plus VAT per participant.

Unleashing L&M Potential for Middle Mgrs - £1,015.00 plus VAT per participant.

Maximising L&M Effectiveness for Middle Mgrs - £2,110.00 plus VAT per participant.

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Contact details:

Programme Director Mr Martin Rice Next Level Impact 5 Cromac Avenue Belfast BT7 2JA Tel: 028 9044 7655

E-mail: [email protected]

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ACUMEN FIVE (Middle Management) Background This programme is delivered by Acumen and is designed with middle managers in mind. The structure of the programme provides flexibility, choice, and built-in progression pathways. Each participant can enhance their own management competencies so that they can fulfil the role of a middle manager or develop themselves more fully to achieve that position.

The programme will be delivered through a combination of virtual learning and classroom-based face-to-face learning. The varied methods of delivery, quality of the trainers and the individualised assessment methodology make this programme an attractive, value-adding experience.


Duration Three days face-to-face learning plus 24 hours of self-guided learning or online sessions

Target Group Middle Managers

Accreditation Level 5 certificate in Leadership & Management, Institute of Leadership and Management (ILM).

Content: Day One - Induction to, and schedule of, online resources. Managing own Continuing Professional Development (part one).

SMART objective setting.

Virtual Learning - 1 x 1 hour online session to support the completion of assignments. 4 x 1 hour online support tutorials based on the training needs of individuals.

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Day Two - Managing own Continuing Professional Development (part two).

Verification of completed training. Completion of assignment.

Virtual Learning - One-to-one sessions by video/Skype to embed learning and skills to the workplace.

Cost to Employers £899.00 per participant


Contact details:

Mr Roy Humphries Northern Regional College Newtownabbey Campus 400 Shore Road Newtownabbey BT37 9RS Tel: 028 9085 5020 Email: [email protected]

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MIDDLE MANAGEMENT PROGRAMME (NWRC)

Background: This programme and suite of accredited options is designed with practising middle managers in mind, to help them develop their skills and experience, improve performance and prepare for senior management responsibilities.

The programme offers three interventions at Level 5 Award, Certificate and Diploma in Leadership and Management through the Institute of Management (ILM). This is delivered via workshops and 1:1 tutorials incorporating a combination of action learning, project work, practical activities, blended learning, guest speakers and role plays based at various NWRC sites.

Duration: Guided learning can range between 15 weeks to over 50 weeks depending on the qualification level undertaken

Target Group: Middle Managers Accreditation: Level 5 Award, Certificate or Diploma in Leadership & Management, Institute of Leadership and Management (ILM)

Content: Flexibly allows participants the scope to complete units at one level and “bank” them so that certification can be progressed in “bite-sized” elements as detailed below:

Managing Improvement - Award/Cert/Dip Making a Financial Case - Award/Cert/Dip Becoming an Effective Leader - Cert/Dip Making Professional Presentations - Cert/Dip Developing Critical Thinking - Dip Leading Innovation and Change - Dip Managing Projects in the Organisation - Dip Managing Information - Dip

Developing and Leading Teams to achieve Organisational Goals and Objectives - Dip

Understanding the Management Role to Improve Management Performance - Dip

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Cost to Employers:

Level 5 Award in L&M - £555.00 plus Vat per participant

Level 5 Certificate in L&M - £949.00 plus Vat per participant

Level 5 Certificate in L&M - £1,655.00 plus Vat per participant


Contact details:

Colm Cavanagh Business Development Manager Northern West Regional College Strand Road Londonderry BT48 7AL Tel: 028 7127 6390

Email: [email protected]

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Manage4Success: Leadership and Management Development for Middle Managers Background This programme aims to interlink the challenges of business with management development using the QCF Level 5 Diploma in Management core competencies. Its purpose is to provide an insight into the principles and processes of management and leadership, equipping participants with the knowledge and skills necessary to have a positive business impact. Content The Manage4Success programme is a four stage approach which includes:

Initial diagnostic and brief to identify business issues and individual learning needs matched to the QCF accreditation

Training & mentoring via attendance at four master class workshops on management related topics and one to one mentoring in the workplace

Assessment & accreditation of QCF qualification Formal review to assess the business impact

Duration 4 x 1 day workshops and one to one mentoring delivered over a 6 month period

Target Group The programme is designed for middle managers with operational responsibilities,or those who not only have responsibility for staff, but may also have a degree of responsibility in the organisation

Accreditation The programme offers the QCF LEVEL 5 Diploma in Management accredited by EDI Cost £1,200.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details. 19

Contact Details:

Brenda Kernaghan People 1st 89 Malone Road Belfast BT9 6SP

Telephone: 028 9066 9669 Email: [email protected]

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DEVELOPING MANAGERS PROGRAMME Background This programme is designed to enhance management & leadership skills for existing in-service staff that are keen to pursue a management qualification as well as benefit from a practically orientated management programme.

The fundamental rationale underpinning this programme is to equip participants with the self-awareness, knowledge, skills, behaviours and attitudes to develop both themselves and their business to perform more effectively and competitively.

Duration Spread over a 14 month period the programme includes a 2 day induction, 12 full day workshops, 3 half day learning group visits plus a one week residential Study visit.

Target Group: Middle / aspiring Senior Managers

Accreditation Successful completion of workbased assignments and a project leads to the award of the Advanced Diploma in Management Practice which carries 120 CATS points at QCF Level 5 - equating to one third of a degree

Content The programme is modular in structure and addresses core business topics:-

Personal & Professional Development Leadership Marketing Improving Organisational Performance Organisational Development Project

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Cost to Employers: £3,150.00 per participant incorporating Regional Study Visit

£4,250.00 per participant incorporating International Study Visit


Contact details:

Janice Maskell University of Ulster Jordanstown Campus Shore Road Newtownabbey BT37 0QB

Tel: 028 9036 8601 E-mail: [email protected]

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mailto:[email protected]�


LEAD LIKE AN OWNER PROGRAMME

Background The main aim of this programme is to help participants adopt the positive “can do” attitude of an owner in order to improve management skills and they are asked to buy in to this concept from the outset.

Delivery is through a series of activities: teaching workshops, individual interviews, coaching and training that focuses on an active company-based leadership project for the duration of the programme.

Online training materials together with classroom based delivery (Blended Learning) help participants deal with time pressures, allowing them to access material at their convenience. Webinars which are hosted by both programme mentors / guest speakers are also employed in between classroom sessions in order to allow participants to interact directly with guest speakers and ask questions stemming from the downloadable video. Participants can also take advantage of social media communications in business by creating a Lead Like an Owner group on LinkedIn.

Duration 6 half-day workshops delivered over a 6-week period

Target Group Senior Management / Director Level


Content The process commences with individual interviewing of participants, using a series of structured diagnostic questionnaires. Results collated indicate training recommendations and learning preferences to be considered during the delivery of the workshops. Delivery is via 6 half-day workshops over a 6-week period:

Vision & Strategy Selection / Communication

Prospecting / Bonding

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Planning & Execution Innovation & Negotiation Rich Goal Ownership

Cost to Employers £2,550.00 per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Daniel Orr Linkubator Centre 6 Antrim Technology Park Belfast Road Antrim BT41 1QS


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RISK MANAGEMENT SKILLS PROGRAMME

Background This programme aims to equip participants with a high degree of Risk Management skills, provide them with models and templates for the introduction of systematic Risk Management procedures and enable them to train others in these cultural processes that underpin world-class Risk Management for SMEs.

Linkubator methodology is firmly based on academically proven and practically applied action learning techniques; linked to the hands-on experience and expertise of some of Ireland’s leading international selling professionals. Course materials draw on practical experience-driven models, using cutting edge approaches from Harvard Business School and other leading business academic institutions.

Duration The programme will run over a period of six weeks. This entails five weekly half-day workshops with a one-to-one mentoring sessions scheduled the week following each session.



Content Programme structure incorporates action learning, discussions and active role-play. The creation of individual agendas for use in company mentoring sessions take place on the company premises between the formal workshops outlined below:-

Workshop Module 1: - Risk Management Leadership Workshop Module 2: - Risk Management Models Workshop Module 3: - Understanding the Culture of Risk Management Workshop Module 4: - Managing the Embedding of Risk Management Workshop Module 5: - Risk Management and the bottom line

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Cost to Employers £3,000.00 per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details. Contact details Daniel Orr Linkubator Centre 6 Antrim Technology Park Belfast Road Antrim BT41 1QS Tel: 028 9446 6532 E-mail: [email protected]

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Background Highest and Best Leadership is a programme designed to develop strategic leadership skills for owners, directors, and senior managers operating in growing SMEs. It aims to develop more effective leaders, better able to grow their business.

The programme consists of three elements as follows:

Individual Profiling to highlight key leader ship and business issues and to create an initial development plan. Profiling consists of a psychometric assessment and 360° feedback report providing insights on participants ’ l eadership style helping to identify strengths and development areas in a more objective way. This profiling is a powerful catalyst for achieving personal change.

Four One-day Workshops introduce the key elements of leadership and allow participants an opportunity to learn from, and with, their peers. The workshops are a mixture of presentation, group discussion, case studies and interactive exercises. The workshop materials are based on practical lessons and techniques - approaches that have a proven track record and that can be directly applied by participants in their own business situation.

Individual Coaching Support provides participants with one-to-one input on their key business and leadership issues. The assigned expert coach will work alongside the participant to help implement an improvement project and action plan. This element ensures a shift from thinking to action is effectively delivered. Each participant will have access to three one-to-one coaching sessions.

Duration Four one-day workshops with three one-to-one coaching sessions for each participant. Programme typically delivered over 3-4 months.

Target Group Business owners, directors, and senior managers

Accreditation Accreditation is provided by the Institute of Leadership and Management at Level 5.

HIGHEST AND BEST LEADERSHIP PROGRAMME

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Accreditation Accreditation is provided by the Institute of Leadership and Management at Level 5.

Content:

Topic Area Topics l Workshop 1 - Strategic Leadership This session will provide an introduction and overview, encouraging the participants to consider their leadership role and to focus their time energy and resources on the areas which add most value – their highest and best

The role of the leader

Leader v manager

Strategic leadership

Highest and Best

Leadership style and inspiring others

Workshop 2 - Leading Others This session will help the participants to understand how they can focus on being more strategic and deliver their Highest and Best by developing an effective team who can deliver the day-to day operations.

The leader as coach

Accountability as the starting point

Influencing, persuading, communication

Talent management

Developing a high performing team

Workshop 3 – Business Strategy This session will focus on the pivotal leadership role of developing and delivering the business growth plan .It will introduce best practice in strategy development and strategic thinking for the growing business

The business planning process

Challenges of growth

Tools for strategic thinking

Strategy models

Challenges of making strategy happen

Workshop 4 - Performance Management This session will focus on the controls required in order to allow the leader to step back and be more strategic. The leader will also understand how to use an effective performance management system to align the activities of the managers to deliver business goals

Accountability and control

Performance management systems

The challenges of implementing PM

Commn KPIs

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available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

David McKeran Matrix Business Consultants 25 Newton Place Glasgow G3 7PY Tel: 0141 332 9739 E-mail: [email protected]

Cost to Participants £2,500 plus VAT per participant. Financial assistance towards training costs is

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ACUMEN SEVEN (Senior Management/Director)

Background This programme incorporates the CMI Level 7 Certificate/Diploma in Strategic Management & Leadership provided by Acumen. It is a unique learning opportunity for Owners / Directors to network with other managers and gain a Masters level qualification in Strategic Management and Leadership in the process. It is delivered by experienced and qualified trainers and the assessment methodology, involving case studies, role-play, action learning sets, assignments and projects, makes this programme an attractive value-adding experience.


Duration Five two-day workshops per year over a two year period

Target Group Owners / Directors

Accreditation Level 7 Certificate/Diploma in Strategic Management & Leadership, Chartered Management Institute (CMI)

Content To achieve the Diploma in Strategic Management & Leadership, candidates will need to successfully complete the following units:

Personal development as a strategic manager Strategic performance management Financial management Strategic information management Conducting a strategic management project Organisational direction Strategic Marketing Organisational changeStrategic Leadership Practice

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Cost to Employers CMI Level 7 Certificate in Strategic Management & Leadership (one year) £1,250.00 per participant. CMI Level 7 Diploma in Strategic Management & Leadership (two years)incorporates the Level 7 Certificate and is an additional £1,250.00 per participant,that is, £2,500.00 per participant in total. Those candidates with suitable experience and wishing to be assessed for Chartered Manager at the end of the programme will be charged an additional £250.00, which includes the first year’s CMI membership fee. Financial assistance towards the cost of the Level 7 Certificate in Strategic Managementand Leadership is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Mr Roy Humphries Northern Regional College Newtownabbey Campus 400 Shore Road Newtownabbey BT37 9RS Tel: 028 9085 5020 E-mail: [email protected]

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EXPORT LEADERSHIP SKILLS PROGRAMME

Background This programme offers a practical approach to building the growth fundamentals for exporting; equipping participants with the skills and ambition to deliver export growth targets that will both grow their business and bolster the NI economy.

Linkubator methodology is firmly based on academically proven and practically applied action learning techniques; linked to the hands–on experience and expertise of some of Ireland’s leading international selling professionals. Course materials draw on practical experience–driven models, using cutting edge approaches from Harvard Business School and other leading business academic institutions.

Duration The programme will run over the course of six weeks. This entails five weekly half-day workshops with a one-to-one mentoring sessions scheduled the week following each workshop.



Content Programme structure incorporates lecture and discussions, role–play, teaching and the creation of individual agendas for use in company mentoring sessions, which are conducted on company premises between the formal workshops (5 in total) outlined below:-

Export Selling Leadership International Negotiation Leadership Understanding the International Buyer Managing the International Sales Organisation Local Presence and Partnering as a Route Market

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Contact details:



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NEGOTIATION MASTERCLASS SKILLS PROGRAMME

Background This programme is aimed at business leaders who recognise the need to improve their skills in mediation and arbitration in order to win more sales, better manage employees and work more effectively with external stakeholders.

The three key areas that the intervention will specifically address are:

Sales negotiation - up-skilling to improve the bottom line Employee negotiation - ensuring effective dispute resolution in-house Stakeholder negotiation - redressing the balance of power when negotiating

with groups such as banks and venture capitalists.

Duration The programme will be delivered via three half-day workshops and a one-to-one mentoring session over a period of four weeks.

Target Group Owners, managers, entrepreneurs


Content Delivery starts with the creation of individual development agendas for used during post-module one-to-one mentoring sessions. Role-plays and formal workshops as detailed below end with a one to one mentoring session whereby participants and their mentor will agree the necessary actions to implement their plan and achieve their learning objectives:-

Workshop Module 1: Win - Win Negotiation Dynamics Workshop Module 2: Avoiding Negotiation Pitfalls Workshop Module 3: Addressing the Balance of Power

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Course materials draw on practical experience-driven models, and cutting edge approaches. Blended learning (online training together with classroom based learning), webinars which are hosted by both programme mentors/guest speakers allow participants the opportunity to interact directly with guest speakers after viewing a downloadable video.


Contact details:



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DRIVING PERFORMANCE PROGRAMME

Background The main aim of this programme is to help participants improve their own performance, that of their team and ultimately their company in order to achieve the best business plan possible and a profitable return on company investment.

Linkubator methodology is firmly based on academically proven and practically applied action learning techniques, linked to the hands-on experience and the expertise of some of Ireland’s leading management professionals. Participants bring to the table a current business issue / project / problem in mind which is worked through during the programme to find a solution.

Course materials draw on practical experience-driven models, and cutting edge approaches. Blended learning (online training together with classroom based learning), webinars which are hosted by both programme mentors / guest speakers allow participants the opportunity to interact directly with guest speakers after viewing a downloadable video.

Duration 3 full-day workshops delivered over a 6-week period



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Content 6 module programme delivered over 3 full-day workshops (half-day for each module), one run every two weeks to allow participants to reflect, experiment and implement what they have learnt

Individual Modules:-

INTRODUCTION: The business context for driving performance DP PRINCIPLES: Why bother? What’s it for? What’s in it for me? DP MECHANICS: A simple process for driving performance DP SKILLS: Communicating, Listening, Giving Feedback IMPROVING PERFORMANCE: Assessment, Analysis and Action DP IMPLEMENTATION: Making it work


Contact details:

Daniel Orr Linkubator Centre 6 Antrim Technology Park Belfast Road Antrim, BT41 1QS


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high performance teams. Superior team performance just doesn’t happen – it requires careful planning and focused execution. It demands that team members know each others’ strengths and weaknesses and that everyone is working towards a common set of clear objectives based on shared values.

Leading High Performance Teams is underpinned by the Team Healthcheck diagnostic which is completed in advance of the two day workshop. There are two strands of delivery an Open Programme for individual middle and senior managers from micro businesses as well as an In-company programme for whole teams operating within SMEs and social enterprises.

Duration Two day workshop

Target Group Middle & Senior Managers

Accreditation The programme carries 20 CATS points at Level 5 accredited by the University of Ulster.

Content The programme has 5 elements of delivery:-

Online Assessment (Team Healthcheck) Pre-Learning manual Workshop x 2 days Agenda Setting and Action Plan for implementation Team-based Assignment

LEADING HIGH PERFORMANCE TEAMS

Background This programme focuses on improving innovation, productivity and profits through

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Contact details:

Simone McCambridge Team Build IrelandThe Stables Tullynewbank RoadGlenavyCounty Antrim BT29 4PQ Tel: 028 9447 0125 Email: [email protected]

Jackie McCoyProfessor of management developmentUlster Business SchoolUniversity of UlsterJordanstown campusShore RoadNewtownabbeyCounty AntrimBT37 0QB Tel: 028 9036 6417www.ulster.ac.uk

Cost to Employers

Open Programme £1,600.00 plus Vat per participant

In-Company Programme £2,750.00 plus Vat per company

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www.ulster.ac.uk

Understand the nature of project working in Small to Medium-sized Enterprises and Social Economy Enterprises

Carry out a detailed project definition Properly authorise projects at all stages Apply appropriate controls, tools and techniques to their projects Produce appropriate reports, plans and other project documentation Manage change effectively Report progress and identify deviations from plans efficiently Close a project professionally and learn lessons that will enhance future

projects and understand IT options available in managing projects

Duration 4 half day classroom sessions and 5 hrs of mentoring delivered over a 4 month period

Target Group All managerial levels, (acting project managers / project decision makers) seeking to improve business performance through improved project and programme management

Accreditation Level 5 part-qualification “Managing Projects in the Organisation”, Institute of Leadership & Management (ILM)

Content Personal Development Planning and 4 x 1/2 day learning workshops comprising:

Projects and Project work Project Initiation Progress Control and Closure Final Project Presentations

PROJECT MANAGEMENT FUNDAMENTALS

Background This programme combines a range of Project Management components and is focussed on helping participants deliver high quality projects on time, within budget for overall business performance improvement. The programme will help participants to:

The programme also includes 5 hrs of one to one Mentoring Support, a Work based Project and use of IT in Project Management. 40


Contact details:

Neil Gillies Sales & Business Development Manager Parity Solutions Concourse II NI Science Park Queens Road Belfast, BT3 9DT


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Evaluating a range of lean production and improvement methods appropriate for measuring and analysing problems

Indentifying, comparing and contrasting lean production and improvement methods currently employed within the organisation

Describing an aspect of service delivery requiring improvement Developing a project proposal which uses lean production and improvement

methods to bring about Service Quality Improvement

Duration Three day Programme (plus two industrial visits)

Target Group: Practising Middle Managers

Accreditation Level 5 Award (Unit Accreditation) in Leadership & Management through the Institute of Leadership & Management (ILM)

Content Working with people Project management Managing yourself and personal skills Providing direction Facilitating innovation and change Achieving results Delivery to be tailored to meet the needs of individual organisations.

LEAN MANAGEMENT FUNDAMENTALS

Background This programme has been designed with Middle Managers in mind to help them apply Lean production improvement methodologies to operational problems in service delivery through:

Understanding how to select and use appropriate lean production & improvement methods to measure and analyse service problems

Understanding how to develop a Service Quality Improvement Project (SQIP) using lean production and improvement methodologies

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BT3 9DT Tel: 028 9026 5077 E-mail: [email protected]

Contact details:

Dr Mark Brotherston Belfast Metropolitan College Titanic Quarter Campus Belfast

Cost to Employers: £875.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

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Understand the importance of clear communication Develop skills and techniques to manage people more professionally

Duration Three day intervention that can be delivered on-site or tailored to organisations’ needs

Target Group Practising ICT Managers or those from the Services, Communications and Technology sectors


Content Leadership, Management and Coaching: The Mix The Competencies Needed for Effective Management Leading, Motivating & Developing Your Team Managing People Through Change Coaching and Giving Feedback Problem Solving & Influencing Time Management, Presentation & Meeting Skills


MANAGEMENT SKILLS FOR TECHNICAL PROFESSIONALS

Background This programme centres on the challenges that confront managers in today’s Service, Communications and Technology Sectors. It is very practical and provides guidance on how to develop key managerial skills and apply them into attendees’ own business environment.

The programme includes individual and group practice, role-play and input from the course leader with an aim to help attendees:

Identify the key elements of management

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BT62 3AH Tel: 028 3833 6400 E-mail: [email protected]

Cost to Employers £915.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Eddie McDonald Beckinridge 113 Thomas Street Portadown

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Develop an ‘Account Development & Protection’ approach to selling. Understand the importance of rigorous personal planning and time

management

The 3-day programme is delivered via Instructor-Led Training with individual work, team exercises, role-play simulations and case studies.

Duration Three day intervention delivered over two consecutive weeks. This is split between a one-day module and a two-day module.

Target Group In-Service practising sales managers; those about to move into selling; those currently selling but have no formal training and those who support the sales process.


SALES, BUSINESS DEVELOPMENT & ACCOUNT MANAGEMENT

Background This programme has been designed with the specific aims to:

Provide an understanding regarding the customer and how to manage them accordingly

Provide skills that will enhance the whole sales communication process within the SME

Provide skills in forecasting, prospecting, qualifying and the sales development process

Be better able to recognise and influence the decision criteria. Help develop a systematic/strategic approach to selling and gaining new

business

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Cost to Employers £915.00 plus VAT per participant. Financial assistance towards training costs is available to eligible participants from the Department for Employment and Learning. Please contact the Training Provider for further details.

Contact details:

Eddie McDonald Beckinridge 113 Thomas Street Portadown BT62 3AH


Content Selling Products & Services: The Challenge The Buying/Selling Processes Analysis, Prospecting & Qualification Selling to “Different “ Customer Types Decision Criteria (Why “buyers” Buy) Professional Negotiating (Win - Win) Managing The Closing Stages of Sales Process Managing Your Sales Activity Advanced Sales Communications Skills Writing Winning Responses Account Development Strategies (ADS)


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Duration 4 half day classroom sessions and 6 hrs of mentoring delivered over a 4 month period

Target Group Participants will be senior and middle managers with direct responsibility for leading the sales function in their organisation and who want to professionalise their sales leadership capability.

Accreditation Level 5 part-qualification “Management Improvement”, Institute of Leadership & Management (ILM)

Content Personal Development Planning and 4 x 1/2 day learning workshops comprising:

Strategic Sales Focus Improving Sales Team Output Transforming your customer mix Building Sales Results and Resilience

The programme also includes 6 hrs of one to one Mentoring Support from a highly experienced consultant.

TURNING POINT - Sales Leadership Programme

Background This programme provides a strategic focus on sales and is concerned with developing the sales leadership capabilities of managers to lift their businesses to higher levels of sustainable performance. The programme will:

Develop a structured and systematic approach to strategic sales planning to meet/exceed both customer and business requirements

Strengthen individual and collective accountability for improving sales performance within the sales team

Identify and address key improvement areas in sales leadership that increase the contribution of sales team members

Learn and implement proven methods for achieving improved sales performance over the short and long term

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Contact details:

Neil Gillies Sales & Business Development Manager Parity Solutions Concourse IINI Science Park Queens Road Belfast BT3 9DT

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management and leadership development programme (mldp) not born... · management good practice and...

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