Dear Reader
Welcome to the April 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
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Producing Better Proposals
Date: 28 April 2008
Cost: £395+VAT
 Producing better proposals is dependent on many factors, but there is no substitute for really understanding the client's requirement, having a compliant solution, developing a winning bid strategy and win price, identifying your key sales messages, and creating a compelling management summary that 'fronts' the actual proposal. Apply creativity and innovation to all of these factors, and you have the winning formula
PBSL has developed a truly unique, structured, client centric approach to enable organisation to develop the skills and processes required to produce proposals quickly and effectively, using a real client tender, either recent or live. It also includes the use of a number of innovative worksheets.
This one-day workshop is designed to help delegates understand what they and their organisation need to do to produce better, more client centric proposals
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Applying "Production Line Thinking" to Hi-Tech Marketing
Date: 06 May 2008
Cost: £395+VAT
 Across the hi-tech industry, as much as 90 per cent of all marketing and sales activities are wasted - in the sense that they make no measurable contribution to revenue. It's a situation that would not be tolerated in any manufacturing process - but even the best-performing companies in our sector can usually find plenty of room for improvement by refocusing poorly utilised sales and marketing resources on more productive activities.
A growing number of hi-tech companies of all stages and sizes are starting to realise the potential of applying "production line thinking" to their commercial activities.
This course will equip delegates to apply production line thinking to every aspect of their B2B marketing activities, and to put the concepts into practice in their own organisation. Delegates will take away a complete set of templates and examples, including practical case studies and examples.
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Consultative Selling for the Extended Sales Team
Date: 07-08 May 2008
Cost: £790+VAT
 Selling product features is no longer enough. Customers are now demanding a compelling business case and strong assurance of project success, based on our understanding of their business issues. In short, customers are demanding value, not offerings. Only by unlocking the value can you succeed in selling a complex ICT or technology solution. The true sales professional needs to master a complete set of empathetic communications and selling skills to win the customer's confidence to spend the time discovering and unlocking the value. These skills must become instinctive, enabling the sales professional to focus on problem solving and value creation.
This course teaches a "consultative" style of selling that has been adopted successfully by hundreds of sales professionals in major international ICT and technology companies. It provides delegates with a sales call model especially developed for the sale of complex ICT and technology solutions. Delegates will be equipped with a highly practical set of skills to prepare them for the high-level communication that is needed to help move a customer towards a "win/win" position.
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The Inside Track to Local Government
Date: 13 May 2008
Cost: £295+VAT
 This course will help those new to the local government market and will also be of benefit to those entering local government sales from central government or other verticals.
This half day workshop is designed to explain the complexities of the local government, setting the context and communicating the current issues.
The workshop will give a short sharp "heads-up" to allow a new entrant to the vertical to "hit the ground running".
At the end of this intensive and challenging course delegates will be able to:
- understand how local government is structured
- identify key sources of local government information
- know how to build key contacts
- know how to communicate your offering in local government terms
- understand the local government purchasing regime
- understand how local government is different to central government
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 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.
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Dates for your diary:
Effective Management of Change
Cost: £395+VAT
Learn to use a process that will enable you to predict and deal with the implications of introducing organisation change, including major IT project implementations, and effectively manage the human implications at all levels.
Course Leader: Allan James, Rainmaker Coaching
Date: 14 April 2008
Time: 10:00 - 16:00
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IT Support for NHS Contract Management
Cost: £295+VAT
An overview of current trends in healthcare service commissioning and specific opportunities for specialist business information support to help optimise management of NHS provider contracts
Course Leader: Murray Bywater, Managing Director, Silicon Bridge Research Ltd
Date: 17 April 2008
Time: 13:30 - 17:00
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What's your conflict colour - red, blue or green?
Cost: £395+VAT
Resolving conflict early by understanding personal conflict style and that of others
Course Leader: Salma Shah, SN Training
Date: 21 April 2008
Time: 10:00 - 16:00
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Understanding the NHS Market for IT
Cost: £295+VAT
A unique strategic market overview and informed insights into the current status of NHS IT plus latest changes in the National Programme for IT and their potential impact on future market direction.
Course Leader: Murray Bywater, Managing Director, Silicon Bridge Research
Date: 15 May 2008
Time: 13:30 - 17:00
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Capturing the Hidden Business Deals
Cost: £295+VAT
Business development skills for your services team.
Course Leader: Rob Biggin, MD, Rainmaker Coaching Ltd
Date: 19 May 2008
Time: 09:30 - 17:00
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R&D Tax Credits for the Electronics Industry
Cost: £50+VAT
Find out if and how your research and development work qualifies.
Course Leaders: Intellect, Deloitte, Ernst & Young, KPMG and PwC
Date: 02 June 2008
Time: 09:30 - 16:45
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Training diary dates
A full list of training courses can be found on our website.
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