Dear Reader
Welcome to the May 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
|
|
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.
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.
Click here to download an audio clip giving an introduction to the course (mp3 14.2MB).
More 
| |
|
|
|
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, and 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 and health
More
| |
|
|
Understanding the NHS market for IT
Date: 14 May 2008
Cost: £295+VAT
 This highly acclaimed workshop will give you a unique strategic market overview and informed insights into the current status of NHS IT plus the latest changes in the National Programme for IT (NPfIT) and their potential impact on future market direction.
With normal market forces re-emerging in the NHS, this workshop is the ideal reference point to learn about the NHS market for IT and help validate strategic sales and marketing plans.
Based on solid up-to-date market research, this seminar provides the facts and figures needed to build successful strategies for evolving the NHS market, both inside and outside NPfIT. For niche clinical systems suppliers or global technology vendors, the workshop provides vital strategic planning information on funds flow, national health structures, market sizing and competitive positioning.
More
| |
|
|
Capturing the hidden business deals
Date: 19 May 2008
Cost: £395+VAT
 Many IT companies have downsized their sales teams and due to customer demand are expanding their services teams. These teams include consultants, systems engineers, technical specialists and other services deliverers. They usually spend more time with clients than anyone else in the company and yet are a forgotten resource when it comes to generating business opportunities. Companies have tried sales training courses for their services teams and then wondered why the training didn't work. This course is different...
Delegates are encouraged to explore their own beliefs about selling and rainmaking. You will understand the important differences between the two and will be given the tools and skills that will enable you to uncover business opportunities in your clients. We will also show you how best to work on these with the rest of your company.
More
| |
|
|
 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:
R&D tax credits for the electronics industry
Cost: £50+VAT
Learn how the scheme can apply to the electronics industry.
Speakers: Intellect, Deloitte, Ernst & Young, KPMG and PwC
Date: 02 June 2008
Time: 09:30 - 16:45
More
The blueprint for project success - avoiding project failure
Cost: £395+VAT
Introducing a unique approach called 'Project Success Planning' (PSP) which identifies and focuses on those critical success factors that most influence project success.
Speaker: Mike Watson, Managing Director, MW Project Management Services Ltd
Date: 05 June 2008
Time: 09:30 - 17:00
More
Personal impact and presentation
Cost: £395+VAT
A one day course designed to increase your personal impact and effectiveness as a speaker.
Speaker: Charles Serio, Artistic Director, Serio Ensemble Arts Group
Date: 09 June 2008
Time: 09:30 - 16:30
More
Lessons learned from NPfIT
Cost: £295+VAT
A unique opportunity to participate in a learning process designed to help clarify the way ahead for NPfIT and benchmark NHS achievements against global trends in electronic health records.
Speaker: Murray Bywater, Managing Director, Silicon Bridge Research Ltd
Date: 11 June 2008
Time: 13:30 - 17:00
More
A helicopter view of the IT and technology business
Cost: £395+VAT
This workshop provides an introduction to the IT and technology marketplace, its structure, how it developed, and the 'commercial character' of the companies operating within it.
Speaker: Ian Henley, Chairman, ChangeBEAT
Date: 16 June 2008
Time: 09:30 - 17:00
More
Training diary dates
A full list of training courses can be found on our website.
More
|
