The seminar will enable managers and leaders to address the changes needed as well as the process and implementation of change. The seminar also emphasizes on the tools, frameworks, ideas and case studies to help you to lead change initiatives effectively.

Selected Session Topics

• Setting the agenda for change
• Understanding change
• How to implement change successfully?
• The change process – What it involves?
• Measuring and evaluating change
• Applicable change process model
• Change model that successful companies use

• Understanding the change process
• Identify the options for organizational change
• Identify your own leadership approach to change
• Develop knowledge of the strategic, organizational and personal challenges of a successful change
• Identify ways people resist change and plan management actions to lessen resistance
• Discuss the tools, frameworks and concepts of change and learn how to lead the development of an effective change process

Consider these scenarios:

• You are in the midst of an important project when you encountered a tough problem, don’t you wish you can generate a few ideas to resolve the situation?
• Your current process is inefficient and obsolete; your boss wants you to find a better way. How are you going to find new ideas to improve it?
• Recession is round the corner.  You need to think of various ways to reduce cost and improve profit margin.
• Your major customer expresses the need for a unique solution and looks upon you to help him create it. How are you going to think out-of-the-box to help your customer?

If these scenarios are familiar and close to your heart, then this workshop is for you. 

All of us are born creative. You can rediscover your creative thinking mind through our fun and interactive workshop.

This interactive workshop will be conducted with a good blend of instruction, problem brainstorming, discussions and games. Participants are encouraged to bring their real-life problems to the class for discussions and ideas generation.

Managers, executives, supervisors, team leaders or anyone who wants to achieve more and be more efficient in their use of time.

Selected Session Topics

• Introduction to creativity and Innovation
• Ideas Trap
• Are Facts really facts?
• The innovative Mindset
• Creative Problem Solving
• Divergent methodology and tools
• Convergent methodology and tools
• Solving real life problems
• How to present your ideas

At the end of this workshop, the participants will learn:

• What is creativity and innovation;
• Different techniques to solve problems;
• Tools and methodology to generate ideas;
• How to avoid Ideas Trap;
• Think out of your box;
• How to select the best ideas;
• To best present their ideas to their management.

Lee Kwan Leong. Kwan Leong was a legal practitioner/head of legal department. His passion for helping people to grow and improve led him onto the path of training and consulting. Kwan Leong brings his wealth of experience in solving clients’ problems creatively (people management and sales) into the workshops.

COMMUNICATE WITH CONFIDENCE - HOW TO INFLUENCE & WIN WITH PEOPLE

Course fee: RM1200 per pax (Early Bird & Group Rate Available)

Apart from having the right attitude, effective people skills and an ability to get along well with staff, co-workers, customers and management are keys to a manager’s  success at work and in business.

An in-depth knowledge and understanding of yourself and the personalities of the people you work with will definitely make life easier and more meaningful for you, not to mention higher success in sales, improved teamwork and in getting promoted…resulting in more income & job satisfaction for you.

This course forms the foundation of understanding yourself and understanding others. It aims to explain the ‘mystery’ of human behaviour, enabling you to make sense of the often complex nature of everyday relationships.

General Managers, Customer Service Managers, Helpdesk Managers, Operations Managers, Quality Managers and all service-related managers and supervisors.

Selected Session Topics

• Introduction : Effective Communication
• Understanding Yourself
• Identifying The personalities
• Understanding Others
• Managing People & Getting Along
• Making it work for you
• Being a Solution Focused manager
• Being the leader others want to follow
• Case studies

The main objectives of this workshop are:

• To create awareness of one’s personality, one’s strengths & weaknesses;
• To provide an understanding of the four personality types and how to relate effectively with each type;
• To enhance communication & relational skills with team members, management and customers, thereby improving relationships;
• To provide an opportunity for participants to change their perspective from “this is how I am, understand me” to “this is how he/she is, understand him/her”, thus transforming relationships;
• To be solution focused when helping staff to carry out their tasks.

Angeline Yong. Angeline was the HP Country Manager, Education, before her involvement with Everest Innovation.

The world is not short of opportunities for you to dramatically grow your orders, or to reduce cost or to improve your customer satisfaction.  It is simply short of ideas to do so.  This course will equip you and your team with the break-through ideas you need to bring to your team to leap ahead of your competitors. 

This interactive workshop will be conducted with a good blend of instruction, discussions and role-plays.  Participants are encouraged to bring their real-life goals, dreams and problems to the class for discussions and ideas generation.

Selected Session Topics

• Everest Challenge
• Captivating Dream
• Are facts really facts?
• Doing Things beyond logic
• Ideas Creation: SCAMPER
• Innovative Leadership vs traditional leadership
• Convergent Techniques: Sorting out the million $ ideas
• Incubation

• “Break out of the box”, innovate and reinvent; in thoughts, dreams and actions;
• Re-define the ways to achieve their goals;
• Build a desire to make things happen;
• See the world in a different light;
• Generate tons of ideas through unique break-through thinking;
• Identify and zoom-in on a few practical and most valuable ideas;
• To harness the strengths of the entire team to come up with the solutions

Lee Kwan Leong. Kwan Leong was a legal practitioner/head of legal department. His passion for helping people to grow and improve led him onto the path of training and consulting. Kwan Leong brings his wealth of experience in solving clients’ problems creatively (people management and sales) into the workshops.

This 1-day workshop provides a good foundation and grounding for executives who want to improve their interpersonal skills and to improve the quality of their professional and business interactions with customers, colleagues and management.

This informative and interactive workshop will be conducted with a good blend of instructions, discussions and role-plays. 

Executives and non-executive staff, project team members and functional specialists who want to develop their skills in dealing successfully with customers and colleagues.

Selected Session Topics

• Introduction : Interpersonal Skills
• First Impressions Count
• Relate & Connect with people
• Communicating Effectively
• Understand yourself
• Identify your strengths
• Understanding others
• Think Solutions
• Giving & Receiving feedback
• Managing Conflict & Difficult people

The main objectives of this workshop are:

• To enable participants to relate and connect well with people;
• To provide an understanding of who they are and to identify their strengths and communication style;
• To help participants understand how other people are different from them and thus, how to treat them;
• To demonstrate how to give and receive feedback;
• To discover ways to manage conflict & disagreements.

Angeline Yong. Angeline was the HP Country Manager, Education, before her involvement with Everest Innovation.

Every day our organization handles hundreds, perhaps, thousands of customers who purchase our products or engage our services.  As we service our customers, each transaction is processed by and is routed through several departments and through the hands of numerous staff.

As you walked down the customer area, you noticed queues being formed and are building up at the front counter.  You noticed that some customers are getting restless and found that they have been waiting for several hours.

Passing the front desk, you strolled into the technical support department and the escalation department.  You noticed that the engineers in these departments seem to have lesser workload and, in fact, some of them are freed enough to do some non-customer related activities.

Back in your office, the following thoughts cloud your mind:

1. How to increase the operational efficiency of your organization?
2. How to shorten the customer’s queue and improve the quality of services to your customers?
3. What should you do to rectify the imbalance of workload between the departments
4. How can you design processes, which traverse the various departments, more efficiently?

Your sales manager excitedly burst into your office interrupted your thoughts.  He was delighted to announced that he has just won a mission critical deal which will give the organization much higher revenue and profitability.  While you are equally excited with this deal, you are worried about a condition stating that if the organization missed the agreed response time, you will have to pay penalty to the customer.

- How are you going to structure your processes to capture this higher revenue, higher profitability market?

This exciting and highly interactive workshop will be conducted with a good blend of instructions, simulation gaming, discussions and brainstorming.  Participants will assume the role of one of the departmental manager in a service organization and make decisions pertaining the processes and resources required to service the customers.

General Managers, Customer Service Managers, Helpdesk Managers, Operations Managers, Quality Managers and all service-related managers and supervisors.

Pre-requisites

Participants with a few years of experience in the supervisory / management position will be able to appreciate this course fully.

Selected Session Topics

• Introduction to Bike Management Game
• Roles and Responsibilities
• Round 1: Departmental Effectiveness
• Round 2: Organizational Efficiency
• Introduction to System Thinking
• Round 3: Handling of Mission Critical Customers
• Experience Sharing
• Understanding the financial impact of delivery versus customer satisfaction.

At the end of this workshop, the participants will learn:

• Understand the effect of processes and organizational teamwork on the customer’s experience
• Experience the pressure, the tension and the pleasure of satisfying the customers
• Understand how processes and workflow influence the service rendered to the customer
• Understand the impact of organizational structure on your service to the customer
• Be able to make decisions pertaining to resources, processes, finance and manpower in real time and experience the impact of your decisions and changes to customer service and their queue time.

Lee Kwan Leong. Kwan Leong was a legal practitioner/head of legal department. His passion for helping people to grow and improve led him onto the path of training and consulting. Kwan Leong brings his wealth of experience in solving clients’ problems creatively (people management and sales) into the workshops.

The seminar will enable managers and leaders to address the changes needed as well as the process and implementation of change. The seminar also emphasizes on the tools, frameworks, ideas and case studies to help you to lead change initiatives effectively.

Selected Session Topics

• Setting the agenda for change
• Understanding change
• How to implement change successfully?
• The change process – What it involves?
• Measuring and evaluating change
• Applicable change process model
• Change model that successful companies use

• Understanding the change process
• Identify the options for organizational change
• Identify your own leadership approach to change
• Develop knowledge of the strategic, organizational and personal challenges of a successful change
• Identify ways people resist change and plan management actions to lessen resistance
• Discuss the tools, frameworks and concepts of change and learn how to lead the development of an effective change process

The basic functions and smooth running of any organisation lie in the hands of the Clerical and Administrative Staff.   Their jobs tend to be routine.  Routine jobs tend to be very demanding on patience and perseverance, as many may not see prospects in what they do.  These staff members need to be able to realise the importance of their jobs and how to strive for self-improvements and career growth in order to strive for greater heights of performance.  This 2-day training programme is designed to build and create positive impact on participants and to help them realise the importance of their jobs.  It will help them stay positive through self-motivation techniques and positive work attitudes for achieving excellent performance

Selected Session Topics

• Developing skills for managing self
• Goal-Setting and motivation for excellent performance
• Enhancing interpersonal communications skills
• Working in and building positive teams
• Positive working attitude

• Perform self-analysis for effective goal setting.
• Analyse and set work and personal goals.
• Develop self-confidence for success.
• Motivate self for excellent performance.
• Identify and overcome barriers for effective communications.
• Apply communication skills as a tool for personal effectiveness.
• Identify individual roles and responsibilities for better teamwork.
• Build trust in teams for positive commitments.
• Work well in teams.

Michael Chua has served in the public sector for over 23 years prior to joining the private sector as a HRD Training and Development Consultant in 1990. His service in the public sector provided very rich experiences in people management and development. This vast experience and a passion to help people develop and bring out their potentials is the driving force behind Michael’s drive to pursue excellence in this industry, where learning and helping others learn is a life-long journey 

Make your days at the office happier by learning to handle problematic people at work and still get your job done.  Every office is different, but unfortunately many of the difficult or “impossible” workers in them are the same.  However, if we can respond to them with appropriate strategies we can make our working office a much happier and more productive place.

This programme is designed for managers and executives who need to work well with difficult or “impossible” people.

Selected Session Topics

• Understanding Self and Others
• Applying Conflict Management for Relationship Building
• Human Relations Strategies
• Effective Interpersonal Communication

By the end of this 2-day programme participants will be able to:

• Identify their individual work-behaviour personality styles and habits.
• Identify and analyse other people’s work-behaviour personality styles.
• Identify, analyse and apply skills, techniques and strategies for effective and productive management of various work-behaviour personality styles.
• Build effective human relations through application of techniques for interpersonal attraction.
• Practice effectively proven interpersonal communication skills for positive results.
• Identify, analyse and apply successfully proven conflict management styles.

Michael Chua has served in the public sector for over 23 years prior to joining the private sector as a HRD Training and Development Consultant in 1990. His service in the public sector provided very rich experiences in people management and development. This vast experience and a passion to help people develop and bring out their potentials is the driving force behind Michael’s drive to pursue excellence in this industry, where learning and helping others learn is a life-long journey 

WORKING WITH AND MOTIVATING PEOPLE TOWARDS EXCELLENCE

In every organisation, it is excellence in supervision, which can lead to purposeful, co-ordinated, goal-directed activities.  Without excellent supervision, organisations inevitably dissipate its members' energies and other resources at random, aimlessly and may even generate counter productive activities.   This programme aims at developing people in organisations whose jobs include supervising the work of subordinates and who wish to enhance the performance of such subordinates.

This programme is designed for anyone whose job function includes supervising and managing others.  Whilst designed to meet the needs of supervisors it can be tailored to meet the specific needs of new managers, executives, potential managers and executives.

Selected Session Topics

• Supervisory roles and functions-Your place in the organisation
• Communication-The essence of understanding and performing
• Deligations-Achieving more through others
• Motivation-The art of creating willingness to perform

At the end of this programme participants will be able to:

• Identify their roles and functions and be prepared for greater responsibilities.
• Use communication and interpersonal skills in order to build up good supervisory-employee relationships and gain support from the work force.
• Identify their supervisory roles and exercise effective delegation for higher results and productivity.
• Motivate their work force towards higher performance productivity with improved staff morale.
• Handle different types of employee problems in the most effective manner.

Michael Chua has served in the public sector for over 23 years prior to joining the private sector as a HRD Training and Development Consultant in 1990. His service in the public sector provided very rich experiences in people management and development. This vast experience and a passion to help people develop and bring out their potentials is the driving force behind Michael’s drive to pursue excellence in this industry, where learning and helping others learn is a life-long journey 

This program enables you to discover more about yourself, what motivates you, what you need to keep you going and focused etc. It also allows you to discover and identify how others can be motivated to give their best and what you can do to help them grow and perform.So, if you feel that you…

• need to find inspiration and motivation within yourself, or
• you’d like to discover how you can inspire others you work with to give their best…then, this workshop is for you!

Executives, Supervisors, Team leaders & Managers (in Sales, HR, Operations, Customer Service etc)

Selected Session Topics

• Developing a Positive Self-Image
• How to develop a Winning Attitude
• A Winner’s Formula
• Purpose/Passion
• Skills (& Strengths)
• Opportunities
• Defining Personal Purpose & Mission
• Developing relationships that help you succeed @work
• Personal development Growth & Plan

• Discover & affirm your strengths
• Identify your natural talents & intelligence
• Develop a personal inventory of your skills & work experience

Angeline Yong. Angeline was the HP Country Manager, Education, before her involvement with Everest Innovation.

This program enables you to discover more about yourself, what motivates you, what you need to keep you going and focused etc. It also allows you to discover and identify how others can be motivated to give their best and what you can do to help them grow and perform.So, if you feel that you…

• need to find inspiration and motivation within yourself, or
• you’d like to discover how you can inspire others you work with to give their best…then, this workshop is for you!

Executives, Supervisors, Team leaders & Managers (in Sales, HR, Operations, Customer Service etc)

Selected Session Topics

• Evaluating Progress
• Improvements & Success
• Roadblocks & how to overcome them
• Observations & Discoveries
• Motivating Others
• Leading & developing others around you
• Developing a Solution-Focused approach & habit
• Developing a 2 year planning guide
• Going for Excellence

• Discover what contributes to your progress and success
• Identify possible solutions to handling roadblocks
• Develop a 2-year planning guide

Angeline Yong. Angeline was the HP Country Manager, Education, before her involvement with Everest Innovation.

Management skill is one of the most essential skills needed by organizations as it involves people. Management is defined as “the art of getting things done through people” and it is the process of designing and maintaining an environment in which individuals, working together in groups, efficiently to accomplish objectives of organizations.

Management skills consist of diverse functions including planning, organizing, communicating, motivating, controlling and many more. It is a complex process and it requires delicate inter-personal skills to manage people who are the most valuable resources of any organizations. 

This course is designed for middle management such as managers, supervisors and executives to develop their inter-personal, management and leadership skills in order to improve productivity and results. It will provide you with strategies and insights that put you in control of tough situations and difficult people.

Managers, assistant managers, executives, supervisors, team leaders, line leaders or anyone in the middle management of organization.

Selected Session Topics

• Introductory to Supervisory & Management Skills
• Personal & Interpersonal Skills
• Process Management Skills
• Leadership & Team Dynamics

• Discover planning & problem solving process
• Identify the characteristics & functions of a leader
• Develop your time & stress management

Ms. Lily Lau . Lily is one of Asia's leading trainer and facilitator, she has worked with many leading MNC organization.

Both of you were speaking in English and yet something is missing here. Often you doubted their capabilities and wonder would they ever improve. Did it occur to you that the problem lies in communication and not necessarily your staff?

Communication is not about what you said but what you heard. It is not direct but indirect and it does not necessarily result understanding.You want to say it right the first time and command the skills to win people. Language creates reality and effective communication creates results. This workshop puts you in control of a new dimension of leadership and provides the communication skills needed to motivate people, move up the career ladder, and handle difficult situations.

Managers, professionals, executives and business owners who want to increase their effectiveness and performance at the organizational, interpersonal and personal levels. Anyone who wants to improve communication and influencing skills, and overcome interaction barriers.

Selected Session Topics

• Learn the foundation of brain genetic style of processing information
• Do the Colored Brain Communications Inventory and discover your personal profile, strengths and weaknesses
• Identify other people’s colored brain type and deepen understanding of other people’s needs
• Use Directive Questioning methodology to influence for desired results
• Use appropriate body postures and interpretation of body language
• Develop active and constructive listening skills
• Convert negative feedbacks to positive responses

• Motivating staff
• Managing conflict
• Influencing people
• Negotiating
• Interviewing
• Giving presentations
• Conducting meetings

Ms. Lily Lau . Lily is one of Asia's leading trainer and facilitator, she has worked with many leading MNC organization.

“Those who speak do not know, those who know do not speak”...A Confucian Proverb.

Did you know that communication is not about what you said but what you heard? It is not direct but indirect and it does not necessarily result understanding.The key is whether you can communicate effectively.

One of the benefits of living today is the technology and wealth of media we have to help us to communicate more quickly. One of the drawbacks is that so few of us use them effectively because we have forgotten, or never learned what is needed to make basic communication work.

You will learn the principles of communication and how we are influenced by perception, culture and thoughts. You will learn how to convert negative feedback to positive respond, the power of words and interpretation of body language. You want to say things right the first time and command the skill to win people.

Directors and Senior Executives Managers & Team LeadersSales and Marketing Professionals, Technical Specialists Professionals & Consultants, Public Affairs Spokespeople, Business owners & Entrepreneurs.

Selected Session Topics

• Introduction to Communication
• Becoming the Communicator
• Engaging with the Audience
• Giving & Receiving Feedback
• Developing Interpersonal Skills

• Developing trust & relationship
• Cross-cultural communication
• Essential communication skills principle
• Converting negative feedback to positive responses
• Turning conflict into advantage

Ms. Lily Lau . Lily is one of Asia's leading trainer and facilitator, she has worked with many leading MNC organization.

1. Are you stressed – out?
2. You have too much to do and not having enough time?
3. You are missing deadlines and not attending meetings on-time?

Managing stress and time is one of the most crucial, yet neglected, management skill in a competent manager’s repertoire. When we spend time, there is no improvement in efficiency, productivity or effectiveness. The time is gone without a return. Therefore, time is a resource and it must be managed with proper skills in order to get the best. 

Managing time is about achieving result and it is the critical skill that can enhance your competency as an effective time manager. You will learn how to manage efficiently and effectively, tips to delegate and prioritise. Most importantly, it helps you to reduce stress, take better control of yourself and have a more balance work-life. To the organization, it helps to increase productivity, commitment, timely work completion and reduce organizational stress.

Directors and Senior Executives Managers & Team LeadersSales and Marketing Professionals, Technical Specialists Professionals & Consultants, Public Affairs Spokespeople, Business owners & Entrepreneurs.

Selected Session Topics

• Introduction to Communication
• Becoming the Communicator
• Engaging with the Audience
• Giving & Receiving Feedback
• Developing Interpersonal Skills

• Developing trust & relationship
• Cross-cultural communication
• Essential communication skills principle
• Converting negative feedback to positive responses
• Turning conflict into advantage

Ms. Lily Lau . Lily is one of Asia's leading trainer and facilitator, she has worked with many leading MNC organization.

Amidst the current financial crisis, facing challenges and managing changes are the unavoidable management issues that keep us on our toes. As the old saying goes, there is opportunity in every crisis. To strive, it is essential to build a team that is dynamic and cohesive who can thrive under such adverse circumstances.  

This course is designed for staff and management to work effectively in team. The purpose is to understand the differences in each other and how to support and work cohesively to bring out the best in each other. It deals with management issues like communication, motivation, leadership and teamwork and how each member can leverage on each other’s strengths and weaknesses to synergize for best result. To build a dynamic team in an organization, it is essential to align organization’s values to be congruent with individual’s values. 

The workshop is highly interactive, fun and full of ideas for powering up your life. We will include the use of proven methods and psychological tools to assist you to discover your potentials for productive effectiveness.

Selected Session Topics

• Personal Inventory Challenges
• The 4 principles of Colored Brain Processors
• The 8 principles of Human Emotional Drives
• Foundation of Team Dynamics
• Developing Interpersonal Skills

• Discover the psychology behind you for team effectiveness
• Understanding the categories of people in organization
• Discover your strengths and weaknesses and the strategies for improvements
• Identify your organization’s core values and alignment with personal values
• Discover, rank and chart your human emotional drives and realize your REAL motivating force

Ms. Lily Lau . Lily is one of Asia's leading trainer and facilitator, she has worked with many leading MNC organization.

A manager has to juggle with various demands, often with competing and conflicting priorities. As he does so, he must keep the organization goals in mind and balance them with the constraints that his staff face and the requirements that his customers demand.

This workshop equips a new manager with the essential skills to plan, organize, manage, control and lead his team towards organizational excellence.

Intended Audience: New managers and those with 1-2 years experience as a manager will benefit most from this workshop.

Selected Session Topics

• Introduction to Management
• Roles and responsibilities of a manager
• Goal Setting
• Planning
• Managerial Skills
  • Leadership
  • Motivation
  • Team-building
  • Delegating
  • Coaching
  • Change Management
  • Decision Making
• Managerial Resources
  • Human Resource: Staffing
  • Processes and Control
  • Tools
• Performance Measurement
• Management Next Step
  • Preparing for the Future

• At the end of the workshop, participants will be:

  • Understand the role of a manager and their responsibilities
  • Understand the tasks of a modern manager in the changing environment
  • Able to plan, set objectives and goals for his department based on organizational needsLearn and apply the various essential managerial skills to lead and manage his team well
  • Build a great team through motivation and team building techniques
  • Get work done through others by good delegation techniques
  • Coach their teams to success
  • Handle change well, considering the people and organizational requirements and constraints
  • Make well-thought out decisions, despite the uncertainty in the environment
  • Utilize the various management resources effectively to fulfill the organizational and customer’s requirements
  • Understand how processes and activities interact together to achieve efficiency and control
  • Management the team’s performance via a series of critical success factors

Lee Kwan Leong. Kwan Leong was a legal practitioner/head of legal department. His passion for helping people to grow and improve led him onto the path of training and consulting. Kwan Leong brings his wealth of experience in solving clients’ problems creatively (people management and sales) into the workshops.

Two executives who are working on a project have a heated exchange of words and one of them storms off and mutters under her breath, “The world would be a perfect place if not for other people!”

Human relations can sometimes be very delicate and frustrating. One of the reasons is
because we are not born with a manual or a guidebook which others can read and
understand what makes us tick so that they can get along well with us.

While some struggle with relationship issues in business and at work, others seem to thrive and sail along smoothly and profit from it. Successful executives are those who seem to exude an air of confidence and are so at ease in their social and business interactions.
It is as if they knew the secret codes to every conversation and interaction they engage in that ensure a positive outcome.

These are the people who have high interpersonal intelligence and skills. The good news is that interpersonal skills can be learned and mastered.

This 1-day workshop provides a good foundation and grounding for executives who want to improve their interpersonal skills and to improve the quality of professional and business
interactions with customers, colleagues and management.

Executives and non-executive staff, managers, project team members and functional
specialists who want to develop their skills in dealing successfully with customers
and colleagues.

Selected Session Topics

At the end of the workshop, participants will be:

• To enable participants to relate and connect well with people;

• To provide an understanding of who they are and to identify their strengths and
  communication style;

• To help participants understand how other people are different from them and thus, how to treat them.

• To demonstrate how to give and receive feedback;

Lee Kwan Leong. Kwan Leong was a legal practitioner/head of legal department. His passion for helping people to grow and improve led him onto the path of training and consulting. Kwan Leong brings his wealth of experience in solving clients’ problems creatively (people management and sales) into the workshops.

Jan 25-26, 2011 / April 11-12, 2011 / June 22-23, 2011 / August 22-23, 2011

In today’s business world, writing has risen to a position of incredible importance. Whether you are a manager, or an accountant, or an IT executive, you are expected to be able to communicate important ideas and instructions through writing.  Your writing may be in the form of e-mails, reports or even a web page, and your audience may be employees, customers or shareholders. Whatever the situation, how effectively are you communicating? Does your message get across? Does your writing project the corporate image that you desire?

What you need are writing strategies that will work for you in these situations. By applying the strategies and techniques in this course, you will be able to write clearly, get results and project a dynamic style. You will take home easy-to-remember, logical and astoundingly simple ideas that can transform your writing.

Executives and non-executive staff, managers, project team members and functional
specialists who want to develop their skills in dealing successfully with customers
and colleagues.

Selected Session Topics

• What’s the difference between business writing and other writing?
• How do we measure effectiveness in business writing?
• How do we impress our readers the right way?

 Discover vital writing techniques

• A proven formula to analyse where your writing problems are
• An easy-to-remember strategy to make a difference in your writing
• Simple yet powerful writing techniques for each step of your writing task
• Tools you must use to add zing to your writing
• A value-added way to communicate data, facts and figures
• The power of vocabulary

Write with a strategy

• How to structure your emails, letters and reports
• How to convey negative messages in a positive manner
• How to end your messages

Hone the finer art of writing

• Writing trends and contemporary styles
• The latest in letter formats
• Tough punctuation problems made simple
• Quality assurance for high-visibility writing

At the end of the course, you will be able to:

• Identify the fundamental principles of business writing
• Use a framework to analyze what is preventing you from writing clearly
• Apply micro and macro techniques for conveying complex ideas clearly
• Organize messages in different ways to get different results
• Update your writing style with contemporary trends
• Carry out finer checks to achieve quality in the final written product

Lum Woon Foong. Lum Woon Foong holds a Masters Degree in Training and Human Resources Development from the University of Warwick, UK and is a Chartered Accountant, Malaysia. She also has two accreditations from South Australia - competency-based training and education (CBTE) Instructor, and CBTE Curriculum Designer and Developer.

February 21-22, 2011 (confirmed)
Next: October 17-18, 2011

Your relationship with your clients or prospects is important because it's the key to understanding their motivation to their decision making process and decision buying practices.  You can no longer afford to just depend on sales calls & visits without really get to know your clients or potential customers.  Not knowing the proper techniques and strategy in the selling process that builds good relationship, most efforts may go to waste.

Major account selling requires a long cycle and a big investment of resources. That's why today's successful sales professionals are more than just tactical pros…they're strategic experts that have strong relationship with their clients.

The Relationship Approach to Selling is the critical factor that every sales person needs to consider if they choose to be in this field.  This workshop is about building & managing your relationship with your customers.  If indeed, customer relationship is an organizational priority to maintain a loyal customer base, it becomes critical that we are able to manage it effectively.

Sales managers, sales executives & all those who wish to sharpen their selling skills in dealing with complex sales situations where building strong relationship with clients is a priority.  Sales executives likely to be promoted into a managerial position or senior executives involved in institutional or corporate sales.

Selected Session Topics

Module 1: THE SIGNIFICANCE OF RELATIONSHIP SELLING

• What is Relationship Selling?
• Understanding client’s decision making practices
• Understanding client’s buying practices
• Buying influences & the decision making unit
• Building & nurturing partner relationship

Module 2: BUILDING A LASTING RELATIONSHIP

• The 4 interaction style with customers
• The improvement process of customer relationship
• The trust elements in relationship
• How to retain satisfied & loyal customers

Module 3: DEVELOPING THE RELATIONSHIP SELLING PROCESS

• Exploring the strategic account cycle
• Building & nurturing the executive relationship
• Developing & presenting the executive proposal
• Implementing the major account management cycle

Module 4: MANAGING RELATIONSHIP EFFECTIVELY

• Staying ahead of rising expectation
• Developing an excellent service mindset
• Delivering better & better customer value
• Managing customers’ expectation
• Regaining loyalty through service recovery
• Valuing complaining customer
• Taking personal responsibility
• Seeing the world through your customers’ eye

At the end of the programme, participants will be ABLE TO:

1. Realize the importance of relationship selling and its impact on company's bottom line
2. Understanding the difference between relationship selling and the traditional “professional” selling practices
3. Win the confidence and trust of prospects by knowing customer’s decision & buying practices
4. Build long-term sales relationships by offering solutions with your client in mind

Robert Leong. Robert Leong, a Nanyang Polytechnic (Singapore) graduates in Electronics Engineering and holds a professional qualification in Marketing Management (GDMM) from the Singapore Institute of Management has more than twenty-five years’ of experience in managing successful sales and marketing operations for companies in the region.

March 21-22, 2011 / April 18-19, 2011 / July 18-19, 2011 / November 21-22, 2011

Most sales people or even managers these days are regularly called upon to make presentations to a variety of audiences, to present an idea, a recommendation, a proposal or just to stand up and communicate.  The ability for great sales people to present & sell is not a given skill.  Competent salespersons may be able to sell well face-to-face but when it comes to making sales presentations, they perform badly.  The demand on them to give a “impactful performance” is increasing, making it even more vital for them to develop their ability to stand up & sell.

Sales presentation is a skill that can be trained & acquired. “Stand, Speak & Sell” is an impactful & proven programme which assured you of the significant changes that you will experience with your presentation skills and increases sales results significantly.  It is attainable & measurable!  “Stand, Speak & Sell” is an advanced level sales presentation skills programme that is tailored to participants with some sales experience.

“Stand, Speak & Sell” is a powerful programme using Accelerated Learning methods that will enhance your presentation skills in a very short time.  Powerful & impactful sales presentation is not a choice but an essential skill for survival in a market environment that going through accelerated change, overwhelming complexity & tremendous competition.

This course is designed for those who want to improve and master the art of sales presentation skills regardless of what profession you are in or what level you are within your organization.

Selected Session Topics

Module 1: UNDERSTANDING SALES PRESENTATIONS

• “The Sales Presentation Process”
• Understanding the what & why of effective sales presentations
• The common types of presentations
• The process of planning a effective presentation

Module 2: PREPARING TO SPEAK

• Establish the objectives for your presentation
• Determine & making your objectives realistic
• The purpose of a secondary objective
• The 5 Secrets in rehearsing for your presentation

Module 3: DELIVERING AN IMPACTFUL SALES PRESENTATION

• The secrets of creating a great first 3 minutes
• Know your Openers
• 5 sure ways that destroy your opening
• The purpose of your introduction
• Effective methods of capturing audience attention
• The Secrets of developing sales presentation structure
• The importance of transition

Module 4: THE POWER OF EXTEMPORANEOUS SPEAKING

• Understanding extemporaneous speaking
• How to Use your voice powerfully
• The importance of nonverbal communication
• Using humour in your presentation

Module 5: DEALING WITH NERVOUSNESS & STAGE FRIGHT

• Useful steps for going from nervous to natural
• Tips & strategies to reduce speech anxiety
• Secrets of staying calm before & during presentation

Module 6: MASTERING THE SKILL OF HANDLING QUESTIONS

• Handling questions effectively
• Addressing challenging situations

Module 7: CLOSING THE SALES PRESENTATION

• The art of creating the need to buy
• The sales presentation closing techniques
• Summarise before the close
• Choosing an effective conclusion

At the end of the programme, participants will be ABLE TO:

1. Realize the importance of relationship selling and its impact on company's bottom line
2. Understanding the difference between relationship selling and the traditional “professional” selling practices
3. Win the confidence and trust of prospects by knowing customer’s decision & buying practices
4. Build long-term sales relationships by offering solutions with your client in mind

Robert Leong. Robert Leong, a Nanyang Polytechnic (Singapore) graduates in Electronics Engineering and holds a professional qualification in Marketing Management (GDMM) from the Singapore Institute of Management has more than twenty-five years’ of experience in managing successful sales and marketing operations for companies in the region.

April 18-19, 2011 / December 19-20, 2011

The importance of influencing and negotiating are not about winning at all costs. To influence and negotiate, we recognize that we enter into the negotiation by aligning both party's goals in such a way that both sides win in the long term (the bigger picture) irrespective of whether we are the buyer or the seller.  We want to win people round without causing conflict or disagreement.  When we become more aware of the impact we have on others as well as an understanding of what drives our key counterpart’s opinion and position is vital when influencing and negotiating.

The core principle in this workshop is to focus on the single concept of finding win-win solutions. The program is based on developing trust through openness instead of posturing to create deception. This program looks at the aspects from both the seller and buyer's perspective.  The hands-on approach allows participants to experience the process by using various situations designed to illustrate the impacts on both sides. Concepts in positioning are evaluated from both perspectives and the best ways to position strategies are developed and analyzed.

This program also looks at the details of the various stages of the influence and negotiation process. It provides strategies and develops the skills that enable both sides in the negotiation to retain control over the key aspects while ensuring that they mutually move towards a satisfactory.

This programme will benefit those who need to develops skills for more effective negotiation both within and outside the organisation and especially for those who take part in formal negotiations

Selected Session Topics

• Understand what is influencing & why is it important
• How the skill of influencing helps in the negotiation process
• The difference between manipulation & influence

• Understanding the 4 behavioral styles
• Approaching each behavioral style
• Interpersonal needs of each behavioural style

Module 3:       BUILDING TRUST & FLEXIBILITY

• Why build Trust?
• The 4 elements of trust
• How does trusting building influence results

• What is negotiation?
• The 7 characteristics of a negotiator
• Building negotiation relationship
• The importance of communication skill in negotiation
• Listening skills & body language in negotiation

• The 6 steps approach of negotiation
• Preparation for the negotiation
• Building rapport for a successful negotiation
• Gathering information & probing for options
• Negotiation technique & nailing down to decision

• Why do you need a strategy?
• Engagement or Compromise strategy
• The 5 primary negotiation strategies:

-  Competing, Collaborating, Compromising,
   Avoiding & Accommodating

• Understand the various negotiation styles
• Techniques for unsuccessful negotiation

At the end of the programme, participants will be ABLE TO:

1. Realize the importance of relationship selling and its impact on company's bottom line
2. Understanding the difference between relationship selling and the traditional “professional” selling practices
3. Win the confidence and trust of prospects by knowing customer’s decision & buying practices
4. Build long-term sales relationships by offering solutions with your client in mind

Robert Leong. Robert Leong, a Nanyang Polytechnic (Singapore) graduates in Electronics Engineering and holds a professional qualification in Marketing Management (GDMM) from the Singapore Institute of Management has more than twenty-five years’ of experience in managing successful sales and marketing operations for companies in the region.

May 23-24, 2011 / September 19-20, 2011

Many executives, when called upon to present an idea, a recommendation, a proposal or just to stand up and communicate, FAIL to do justice to the substance they have.  Their personal competencies are undermined by their inability to stand up & speak with confidence.

People judge us by the way we speak not only by the content of our presentation.  If we can’t tell it, we can’t sell it!  Whether or not we are in sales or conducting a training session, we all have to sell ... if not our products, then our ideas, our organizations and ourselves! No matter what our business, we need to speak - if not from the podium to several hundred, then at a meeting or conversing one on one. How well we communicate to get our message across, to convince and to persuade will determine the level of our success.

The years of developing technical knowledge, skills and expertise mean that almost no effort has been given to studying how to communicate them effectively.  The purpose of this programme, therefore, is to help executive of all levels to develop more effective presentation skills.  This is especially important for those who are required to conduct training workshop for their internal staffs as well as to stake holders of the organisation.

This course will benefit all Executives, Business Professionals, and Managers or anyone who needs to make presentations as part of their job/business; whether it is a meeting, sales presentation or a training session to clients, customers, peers, or senior management.

Selected Session Topics

Module 1:       THE FUNDAMENTALS OF PRESENTATIONS

• “The Presentation Process”
• Understanding the what & why of effective presentations
• The common types of presentations
• The process of planning a effective presentation

Module 2:       BEFORE YOUR PRESENTATION

• Establish the objectives for your presentation
• Determine & making your objectives realistic
• The purpose of a secondary objective
• The 5 Secrets in rehearsing for your presentation

Module 3:       BEGINNING YOUR PRESENTATION

• The secrets of creating a great first 3 minutes
• Know your Openers
• 5 sure ways that destroy your opening
• The purpose of your introduction
• Effective methods of capturing audience attention

Module 4:       ORGANIZING A PERSUASIVE PRESENTATION

• The Secrets of developing presentation structure
• Problem-solution structure
• Chronological structure
• Cause-effect structure
• Spatial structure
• Topical structure
• The importance of transition

Module 5:       THE POWER OF EXTEMPORANEOUS SPEAKING

• Understanding extemporaneous speaking
• How to Use your voice powerfully
• The importance of nonverbal communication
• Using humour in your presentation

Module 6:       FROM NERVOUS TO NATURAL

• Useful steps for going from nervous to natural
• Tips & strategies to reduce speech anxiety
• Secrets of staying calm before & during presentation

Module 7:       MASTERING THE SKILL OF HANDLING QUESTIONS

• Handling questions effectively
• Addressing challenging situations

Module 8:       THE CLOSING

• Summarise before the close
• Choosing an effective conclusion

Module 9:       USING VISUAL AIDS FOR EFFECTIVE PRESENTATION

• Understanding visual aids
• Displaying your visual aids
• Enriching presentations through PowerPoint
• The “7 Deadly Sins” of PowerPoint

At the end of the programme, participants will be ABLE TO:

1. Realize the importance of relationship selling and its impact on company's bottom line
2. Understanding the difference between relationship selling and the traditional “professional” selling practices
3. Win the confidence and trust of prospects by knowing customer’s decision & buying practices
4. Build long-term sales relationships by offering solutions with your client in mind

Robert Leong. Robert Leong, a Nanyang Polytechnic (Singapore) graduates in Electronics Engineering and holds a professional qualification in Marketing Management (GDMM) from the Singapore Institute of Management has more than twenty-five years’ of experience in managing successful sales and marketing operations for companies in the region.