Dear Reader, Welcome to the February edition of On Course. Intellect's training programme is designed to meet our members' business needs. Training is offered in two areas: knowledge-based training to help you understand your markets and skills-based training to help you enhance the professional skills needed to operate in these markets effectively. T: 020 7331 2006 E: sam.baglioni@intellectuk.org W: www.intellectuk.org/training Understanding Markets A helicopter view of the IT and technology business Date: 05 February 2008 Cost: £395+VAT This workshop takes a 'helicopter view' of the IT and technology marketplace, its structure, and the types of companies that operate within it. It looks at the 'commercial character' of IT and technology organisations, how their offerings typically affect company culture, and at how companies complement one another, or compete. The workshop also looks at the key processes performed by an IT and technology company, using ProcessMAPPER, a powerful model of the business activities performed. Delegates look at each of the functions, what they should produce, how they interrelate, and how they should work together. The workshop makes use of extensive real-life examples and case study material. More Skills-based Professional Sales Negotiation: Leading the Team Date: 07 February 2008 Cost: £395+VAT Become a confident, skilled sales negotiator by understanding and practising advanced negotiation methods through interactive exercises and role-plays. This course will enable you to plan sales negotiations and anticipate buyer demands. You will understand the transition from the sales cycle into the negotiation and know how to avoid being led on by the buyer into making needless concessions. You will understand the advanced skills used by experienced negotiators. The course uses exercises and role-play based on a real life case study. It also examines strategies for dealing with the classic issues in ICT and technology sales negotiation including price, delays, loose specifications, intellectual property, licence terms, warranty and support. More Leadership, management and driving business change Date: 14-15 February 2008 Cost: £790+VAT Learn how you stack up as a leader and how to use your 'natural style' to build, lead, manage and develop a winning team, and inspire the team to meet the challenge of change. There is no 'one size fits all' approach to leadership. Approaches vary depending on the personality of the leader, the followers and the nature of the challenge they face. There are, however, excellent techniques that a leader can use to set a clear direction, and inspire and encourage followers. This course will teach the tools to help a leader understand his or her strengths and 'natural leadership style', the culture of their team and organisation and to decide what actions and attitudes to adopt to be effective as a leader. More How to book If you would like a booking form for any of Intellect's training courses, please contact: Sam Baglioni T: 020 7331 2006 E: sam.baglioni@intellectuk.org Alternatively, all courses can be booked directly on our website. Just go to course dates in the training section, click on the relevant course and then on the "book now" link. To access the course dates page click on the link below. More Dates for your diary: Producing Better Proposals Cost: £395+VAT Understand what you and your organisation need to do to produce better, more client centric proposals. Speaker: Chris Wyatt, Director, Practical Bid Solution Date: 24 January 2008 Time: 09:30 - 17:00 More Capturing the Hidden Business Deals Cost: £395+VAT Business development skills for your services team. Speaker: Rob Biggin, MD of Rainmaker Coaching Ltd Date: 04 February 2008 Time: 09:30 - 17:00 More New Opportunities in UK Healthcare IT Cost: £295+VAT An insider view of emerging market opportunities for healthcare IT - plus an assessment of the potential long term impact of NPfIT on wider strategic developments in the UK and Ireland. Date: 21 February 2008 Time: 13:30 - 17:00 More Powerful Communication - A Masterclass Using Myers Briggs Cost: £395+VAT Learn how to enhance your practical and business sales skills through a greater awareness of Myers Briggs. Speaker: Salma Shah, SN Training Date: 28 February 2008 Time: 10:00 - 16:00 More The Rules and Processes of Public Procurement Cost: £395+VAT An introductory workshop looking at how government purchases. Speaker: Richard Anstis, Senior Lecturer in Procurement at The National School of Government, and member of The National Council of The Chartered Institute of Purchasing and Supply ('CIPS') Date: 03 March 2008 Time: 09:15 - 16:45 More Communicating Effectively with Your Prospects and Customers Cost: £395+VAT Dealing with the 'softer' side of selling. Speaker: Charles Chang, Director, Oaksmill Limited Date: 06 March 2008 Time: 09:00 - 17:00 More Training diary dates A full list of training courses can be found on our website. More Understanding Markets A helicopter view of the IT and technology business Date: 05 February 2008 Cost: £395+VAT Skills-based Professional Sales Negotiation: Leading the Team Date: 07 February 2008 Cost: £395+VAT Leadership, management and driving business change Date: 14-15 February 2008 Cost: £790+VAT How to book Information Technology Telecommunications & Electronics Association. A Company Limited by Guarantee. Registered in England. Registration No: 1200318. Registered Office: Russell Square House, 10-12 Russell Square, London WC1B 5EE. Intellect Intellect is the UK trade association for the IT, telecoms and electronics industries. Its members account for over 80% of these markets and include blue-chip multinationals as well as early stage technology companies. These industries together generate around 10% of UK GDP and 15% of UK trade. For more information go to www.intellectuk.org. For information on our privacy policy, see our website. UNSUBSCRIBE This is a general information bulletin sent by Intellect. You will be receiving this email either because your company is a member and has supplied your details to us or you have subscribed yourself. If you no longer want to receive this communication from us, you can unsubscribe yourself directly by clicking here.