Junior Courses

Essential sales skills
Delegates will leave this course with the confidence to pick up the phone to clients and the credibility to represent their products effectively. We concentrate on questioning, matching and closing skills within a client focused context. Practical exercises give everyone the chance to hone their sales skills and to handle objections to the client's satisfaction.

Negotiation skills
We introduce the essential principles of discovery and exchange and show the preparation necessary to maximise the size of deals. We aim to get away from the idea of negotiation being a compromise and to show that good negotiation is a process of uncovering variables on both sides that can be exchanged to offer the best deal for both parties.

Time management
This course is designed to enable the delegate to optimise resources in order to maximise results. It will help delegates to identify those activities that currently waste time and those activities that are core to the job. We will also discuss way to develop organisational ability and the essential tools for keeping on top of work flow.

Closing
Closing well depends on having the right information in the first place so we concentrate on how to identify precisely what the client needs in order to buy and keep coming back. This is a motivational session that builds the delegates confidence by encouraging them to ask for the business and build strong ongoing relationships.

Dealing with complaints
This session encourages staff to view complaints in a positive manner and to accept personal responsibility for solving or helping to resolve them. We will also go through ways to reinforce a relationship through outstanding resolution of complaints and how to turn a complainant into an advocate.

Intermediate Courses

Structured sales refresher course
This practical course is designed for staff who have been selling for some time. We review all the initial skills as well introducing more sophisticated questioning techniques handle more complex, long term relationships.

Key account handling
Key account handlers will get the chance step away from their desk and think strategically about their accounts. They will get new ways to help them develop long term plans and to think more broadly about the information they have, how they are using it and how to maximise their infiltration into a client account.

Complex negotiation strategy
Tactics and strategy are critical elements of more sophisticated negotiation. We include case histories, to assess historical negotiations and use these to draw out key principles. These lessons are then tried out in practical exercises to show their real life application. We also discuss solutions to the most common difficulties of confrontation and impasse which occur in more complex negotiations

Presentation skills
Writing and delivering a competent presentation are critical skills for all members of staff. This course shows how to do this simply, using a clear structure. Delegates will be able to devise and deliver a compelling message confidently. We offer a video session where delegates can review their own delivery.

Selling to the agency
Building an excellent buying schedule is the central concern of clients and agencies yet few sales people understand how they are devised. We introduce the key scheduling concepts and help sales people to understand the considerations involved and how they can become a valuable resource to agencies.

Understanding marketing
Delegates can improve their client relationship through better understanding of the priorities and objectives of the marketing function. Delegates will get an essential understanding of the marketing planning process. We focus on brand management and the communication mix in particular, giving delegates a language to help them understand what clients need from them.

Writing skills
To improve writing standards with specific attention to conveying key messages in the reader’s wrtten style, such as grammar, spelling and consistency.

Advanced Courses

Strategic selling
Delegates will explore ways to organize their client bases to make best use of their resources. They will leave an outline of a twelve month strategy to reach key objectives. We will look at how to optimize revenue from existing client sectors, explore new revenue streams and where appropriate develop new business opportunities.

Advanced negotiation skills
Tactics and strategy are critical elements of more sophisticated negotiation. We include case histories, to assess historical negotiations and use these to draw out key principles. These lessons are then tried out in practical exercises to show their real life application. We also discuss solutions to the most common difficulties of confrontation and impasse which occur in more complex negotiations.

Advanced presentation skills
This course adds polish to the delivery and explores more unusual ways to get the message across. It is a work shop course and delegates are encouraged to develop their current presentations. Everyone will leave with new ideas to try out with their own clients.

Understanding agencies
Building on the initial agency sales course, delegates will discover how to write and present cogent schedules under pressure. They will learn about the priorities and considerations of media planners and buyers and gain insight into how they can best contribute to their agency clients. This course usually has the input of agency personnel who can offer real advice of current working practices.

Coaching and communication
This course is appropriate to more senior members of the team who are taking a mentoring role or who stand in for managers. It focuses gives delegates an insight into different styles of communication and their effect on coaching. Specifically it allows delegates to see how their style impacts on others and how misunderstandings commonly occur.

Writing a proposal
The ability to write a compelling proposal that represents the effectively is crucial for the credibility of both the company and the sales person. This course covers the best practice in writing proposals gives delegtaes a solid, professional template to work from and a good grounding in how to organise information. We can also include the in-house style and make sure that there is a consistency amongst written sales pitches.

Report writing
Poor reports annoy senior managers and hold back talented staff. They are an essential part of becoming a senior part of the team and can add valuable information to the corporate knowledge bank. This course covers how to structure a report, using accessible styles and knowing where to start. Delegates will be able to feel confident that they are producing readable, effective documents that achieve the objective concisely.

Management courses

Foundation to management
This is the essential people management course that covers, briefly, the entire management training schedule. Subsequent courses develop the ideas further and we incorporate real life experiences into future courses.

Developing a team mentality
This course aims to explore the day to day issues of developing a disparate group of people into a cohesive team with a team identity. The course covers staff management from recruitment to promotion and helps the Manager to find their own place within that team.

Managing a team
To enable managers to motivate and supervise staff in a positive, consistent manner in order to create a happy environment conducive to achievement and success.

Training to train
This course is designed to give the basic tools for in house training. As well as giving Managers the confidence to conduct their own training sessions, it will also improve day to day coaching and ensure that you get as much as possible out of the external  training budget. The first session will look at training vs. learning and how to tailor a course to appeal to different individual's learning styles. The delegates will be given the tools devise their own session and will complete an effective training plan by th eend of the course.

The advanced course develops understanding of the accelerated learning techniques to improve the efficacy of their training including objective setting, mind mapping and use of props to bring the course material to life.

Influencing in Business
A course designed for managers and senior staff who wants to enhance their effectiveness in their communication with others. We will cover how those without direct authority can use influence to achieve results through others an discuss getting the best out of virtual team working and matrix structure management as well traditional skills of networking positively. This course will give delegates an insight into their own communication, decision making and networking skills as well showing how to influence others appropriately.

Recruitment
This course is designed to give managers a clear brief for recruitment. It will ensure that the standards of staff recruitment are consistent and that the most able and appropriate candidates are chosen to fill the vacancies.

Business management courses

Time management for managers
Delegates are given tools to help them develop their organisational ability and that of their staff. This course covers delegation in all directions and allows the Manager to focus on the urgent vs. the important work that must be done.

Project management
This course aims to develop the basic skills of project management. By the end of the course delegates will be able to define their project - what is and what is not a project – set time limits and assess real costs. They will have a have a good grounding in management theory but more importantly they will know where to start and how to set the parameters of their projects and how to evaluate their success.

Finance for advertising managers
The finance course introduces the key elements of forecasting and using a profit and loss budget. It can be tailored to encompass the specific areas that you need each level of staff to know. Overall we aim to give managers confidence in dealing with figures and show them how to put some science behind devising rates so that they can prepare coherent financial presentations and forecasts.

Presentation skills for managers
This is a workshop session that recaps the essential structure and delivery skills for presentations as well as focusing on improving the delivery for larger groups. We will also look at some more interesting ways to get the message across to the audience. This course can also include a session on internal presentations, motivating staff and presenting complex ideas in a board room situation.