1. business and industrial

www.celhk.com
since 1982
JANUARY & FEBRUARY 2015
LEARNING & DEVELOPMENT
Course Catalogue
Management Skills & Leadership
January 2
Blue Ocean Change Management
【藍海變革管理】
January 13-14
Managing People for
Win-Win Results
January 21
Leadership Skills Workshop
February 6
Performance Management
and Coaching
February 9
Leadership with Sun Tzu
【孫子領導智慧】工作坊
February 11
Strategic Thinking:
The Mind of a Strategist
Personal Effectiveness
January 14
Win-Win Negotiation
p.2
January 16
Influencing Others without
Formal Authority
Specialty Courses
p.5
p.7
p.2-3
Unleash ideas, innovation & growth ...... NOW!
January 19-20
The System Requirements Journey p.12
January 21
Business Consulting Skills
p.13
January 22
Professional Telephone
Skills Workshop
p.13
January 29
Speed Thinking & Ideas Blitz
p.9
January 23
Sales Coaching Workshop
p.14
p.4
January 30
Rapid Innovation p.9
January 26
Negotiation Skills for Buyers
p16
p.6
February 4
Effective Email Writing
p.10
January 27
Managing and Measuring
Vendor Performance
p15
February 5
Time and Task Management
p.10
January 28
Contract Management
p16
February 6
Managing Conflict and
Disagreement
p.11
p.4
p.5
Please contact CEL for a quotation if your are interested in organising any of the topics as in-housePlease
on-siteshare
or off-site
this training.
brochure with your colleagues. Thanks.
1
Managerial Skills and Leadership
Blue Ocean Change Management
Managing
【藍海變革管理】
MEDIUM: Cantonese / English FEE : HK$3,480
COURSE CODE : B-CHM DURATION : 1 Day
EARLY BIRD : HK$3,180
12 January, 2015 (Monday)
B
lue Ocean is not only a strategy to adopt in order to cope with current
competitive environment in business: rather, it reflects a new paradigm in
which we all have to face organizational change in order to excel in the
market. However, it is not easy to face the change process as it is human nature
to act against any kind of change in terms of organizational behavior. Thus, it
would be vital to acquire the necessary skills to handle change while promoting
team solidarity at the same time. This workshop aims at using the blue ocean
angle and providing the skill set in handling organizational change.
T
he programme aims to equip managers with knowledge and skills to
become highly competent at leading and influencing others to achieve
results. After attending this seminar participants will be able to achieve
the following objectives:
• Implement best-in class practices for leadership and communication
• Harmonize and apply tools and practices to optimize productivity
• Develop a learning attitude for self and others
Methodology
Objectives
Upon completion of the program, participants should:
• Understand the concept of Blue Ocean in the area of change
• Learn about the basics of change
• Acquire the techniques in handling change with Blue Ocean’s principles
• Understand team dynamics and be able to apply the
approaches learnt to solve problems during change
In the Workshop
This workshop aims at executives who want to apply Blue Ocean management
philosophy in the change process.
We use whole brain learning concepts and a multi sensory facilitation style to
stimulate thinking and to build skills and knowledge in the participants. The
methodologies include:
• Role-plays
• Action-learning activities
• Discussions, brainstorming, sharing of experiences
• Checklists
• Reflection and notes to the learning journal
• Detailed course notes and reference materials
Methodology
Our process of facilitation to transfer learning is to:
Lecture, exercise, games and case studies
• Communication to the concept and best practices
• An actively to practise the concept, build skills and change behaviour
• Debriefing of the learning
Target Audience
 Course Outline
1. Concept of Blue Ocean
• Why Blue Ocean
• The changing paradigm of business
• Value innovation in change management process
2. The Change Dynamic
• Changes in macro and micro environment
• Facilitating change with AES Model
• Identifying the driver for change
3. Selecting the change model
• Assessing the readiness for change
• Identify the drivers and key areas for change
• The role of “Tao” in change
4. Selecting the change message
• Use of 7S model in change management
• BEACH Principle in communicating the message
• Equipping the staff
5. Handling resistance effectively
• Nature of resistance
• Creating incentive for change
• Changing culture by setting example
6. Sustaining change with Blue Ocean Mindset
• Review and corrective actions
• Ad hoc changes vs. perpetuating changes
• Coaching staff for best performance
2
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Managerial Skills and Leadership
People for Win-Win Results
MEDIUM : Cantonese / English COURSE CODE : MPWWR
DURATION : 2 Days
FEE : HK$6,180
EARLY BIRD : HK$5,680
13-14 January, 2015 (Tuesday & Wednesday)
 Course Outline
Day 1
1. Creating the Context and Establishing Learning Needs
An introduction to the programme:
• Course Content
• Learning objectives
• Conscious Awareness
• Establishing TLC
2. Tower game (Lego Inc.)
The participants are divided into teams. Each team will have a manager
and team members. Each manager is given a brief which they need to
communicate to the team and together they achieve the objectives. At the end
of the activity there is a debrief by the observer, the facilitator and each team
member. The learning objectives of the activity include:
• Communicating, motivating and engaging a team around a
project
• The team dynamics and communication style amongst
team members
• Performing under pressure as the situation changes
• Evaluating the success based on the expected objectives
• Debrief and discussion
3. The manager’s role
• The Company’s philosophy and corporate objectives
• Attitude and behaviours to support corporate objectives
• Required skills to be a successful manager
4. Understand Your Behavioral Style
• Understanding the styles
• Identifying personality types through behavioural observations
• Communicate with other styles
5. Leading, influencing and Communicating with
other Styles
• Brainstorm communication preferences of other behaviour
styles
• How are communication styles impacted under pressure
• Identify ways to adapt communication style to influence
others in normal communication situations and under
pressure
• Practise strategies for effective communication, general and
specific
6. Developing Rapport
Day 2
1. Communicating with Others
• Critical links
• Information exchange patterns
• Filters of perception
2. Why aren’t they Creative
•A discussion around one’s attitude, feelings, beliefs, values and thinking
• Building confidence in self and others
• Empowerment vs. Abdication
• Use the behaviour styles to understand who needs variety to be creative
• An introduction to the 3 V’s of Communication – verbal, visual, vocal
3. Why aren’t they Listening
•
•
•
•
Apply framing techniques to focus and position
Clarity in communication – practice clarity, brevity, impact
Asking vs. telling – questioning techniques to open up the other person
Application of the 3 V’s – verbal, visual and vocal techniques appropriately
– for example to be encouraging and assertive rather than aggressive
• Opinions vs. fact based speaking
4. Why aren’t they Talking
• Making the other person feel safe
• When is it okay to speak, observe, ask and practice in silence
• Elements and practise of active listening
• Pacing and Leading
•Matching
• Self-improvement areas
5. Feedback Practice
• Role-play based on customized scenarios
• Set the benchmark
6. Feedback Techniques
•
•
•
•
•
•
AID model
Basic do’s and don’ts of feedback
Observation of verbal and non-verbal signals
Introduction to the coaching principles of asking vs. telling
Pacing, leading and framing
Gaining agreement and commitment
7. Conclusion and Action Plan
• Participants will complete their personal takeaways and action plan from
the workshop.
Through customized case study / role-play participants will discover how to
develop rapport with others by creating an impact with both verbal and nonverbal communication:
• Trigger points of communication
• Introduction of the 3 V’s in communication
• Strategies for effective communication
• Role-play review
• Debrief-Reflection and notes to learning journal
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
3
Managerial Skills and Leadership
Managerial Skills and Leadership
Performance Management
and Coaching Skills
Leadership Skills Workshop
MEDIUM: Cantonese / English FEE : HK$3,480
COURSE CODE : LSW
DURATION : 1 Day
EARLY BIRD : HK$3,180
21 January, 2015 (Wednesday)
MEDIUM: Cantonese
FEE : HK$3,480
6 February, 2015 (Friday)
I
A
The purpose of this course is to provide participants four (4) new perspectives to
lead others in a rapidly changing environment. The program is especially useful for
those who are open to new management practices, and prefer innovation to strict
compliance in their business environment.
Target Group
n a world of rapid changes and innovations, it is surprising to see many
organizations are still governed by management practices that were essentially
developed in the Industrial Age: Hierarchy, division of labour, objectives, rules,
compliance, etc. Little wonder is there that most managers found themselves faced
with an increasing proportion of workers who are unmotivated order-takers, or
dissatisfied burnouts. As a result, many organizations are not able to utilize the full
potential of their staff. Some suffer from the burden of carrying too many underperformers. Some see a high staff turnover.
What participants will learn
At the completion of the course, participants will be able to:
• Identify the roles and key elements of modern day leadership
• Facilitate emotional management in the team
• Influence others
• Drive a change
• Lead by asking the right questions
Methodology
COURSE CODE : PMC
DURATION : 1 Day
EARLY BIRD : HK$3,180
s we all know that people are the most important assets to any
organization and people development and retention are the key topics
in recent management study. Performance Management is a way of
maximizing performance of an individual, team or organization and is a process
for coaching those underperforming individuals (or teams). Performance
management is also a system of evaluating employees to help them reach
reasonable goals and thus ensure that the company performs better.
Junior to senior management level personnel
 Course Outline
1. Key concepts and principles of performance management
2. Common performance management issues / challenges and
how to deal
3. Performance appraisal and people development
4. Dealing with poor performers and difficult responses
Games, discussions, mini-lecture, role-play, dialogues, demonstrations, exercises
Audience
Executives, managers, project managers, team leaders
5. The role of managers and supervisors in coaching
6. Developing interpersonal and communication effectiveness
with your subordinates
 Course Outline
7. Guidelines for conducting a successful coaching session
1. The multi roles of a modern day leader
8. Application of coaching skills
•
•
•
•
•
•
Leading from the middle: Reality and challenges
The various roles of a leader
The differences between leadership and management
Four key dimensions of leadership
What do people want from their leader?
The 4 powers of a modern day leader
2. Leadership and emotional management
•
•
•
•
Why your attitude and mindset affect you and everyone else
Emotional management and EQ
Managing your own emotions
Facilitating emotional management in the team
3. Using your influential power to lead
• developing your “influence assets”
• identifying “hot buttons”
• getting what you want by helping others get what they want
4. Driving change
•
•
•
•
understanding change and change drivers
being a change agent
driving changes
overcoming resistance
5. Leading by asking
• Why at times asking is the best thing to do?
• The right questions to ask
• Questioning techniques
4
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
PERSONAL EFFECTIVENESS
Managerial Skills and Leadership
Strategic Thinking :
Win-Win Negotiation
The Mind of a Strategist
MEDIUM: Cantonese / English FEE : HK$3,480
COURSE CODE : ST
DURATION : 1 Day
EARLY BIRD : HK$3,180
11 February, 2015 (Wednesday)
T
his seminar is for those who must deliver real improvements in
organizational success. You will be looking for new ideas and new
methods to help formulate and implement strategy. The ability to do
this is key skill and one that directly influences the long-term success of the
organization. This workshop introduces and provides practice in a range
of management tools and techniques. These, together with an up-todate
framework model, enable participants to turn strategy into action and to deliver
measurable benefits for the organization.
Upon completion of the workshop, participants will:
• Acquire a framework of strategic thinking
• Enhance the organizational competitiveness
• Be able to manage the strategic development of an organization
Methodology
Lecture, exercise and case discussions
 Course Outline
1. The Strategic Approach to Modern Management
• Strategic Thinking: A systematic approach to Management
• Identification of organizational vision and mission
• Analysis of macro-environment
2. Formation of strategies
• Nature of strategies
• Use of models to align situations and strategies
• Establish strategic and operational objectives
3. Gaining competitive advantage through effective
corporate strategy
MEDIUM: Cantonese / English COURSE CODE : WIN
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
14 January, 2015 (Wednesday)
A
ll businesses, not matter large or small are engaged in negotiation
activities every day. There are needs for these enterprises to create
competitive advantages and negotiation is one of the most critical
skills in fulfilling such requirements. In fact, all executives in sales, marketing,
procurement as well as other functional departments should be able to cope
with different kinds of negotiation strategically so that they can provide better
service and creative ideas to serve their customers. This workshop aims at
providing a comprehensive framework of how win-win sales negotiation should
be conducted and the relevant skills that one needs to possess.
Objectives
Upon completion of the workshop, participants will:
• Be able to understand the nature of win-win sales negotiation
• Learn how we should prepare for a negotiation strategically
• Know how we can formulate strategies to handle the object of sales
negotiation
• Use the appropriate the tactics required to achieve our negotiation objectives
Methodology
Lecture, game, discussion, role-play and video recording
 Course Outline
1. The nature of negotiation
• Understanding the elements of win-win negotiation
• The principle of exchange
• Five (5) characteristics of a good negotiator
2. Preparation before negotiating
• Porter’s approach to competitive advantage
• Long-term vs Short-term effects
• Creating values for customers
• Identify the objectives of negotiation
• Power of knowledge and information in negotiation
• Psychological principles for negotiation
4. The 7S Model in strategic management
3. Different types of negotiation strategies
• Holistic approach to organization
• Use culture to govern corporate development
• Align strategy with staffs’ performance management
• Sources of Negotiation Power
• The negotiation process
• Predict opponents’ style and behaviour
5. Knowledge as a key success factor
4. Negotiation Tactics
• The role of intangible assets of an organization
• Leveraging knowledge to create values
• Managing knowledge effectively to achieve corporate success
• Various negotiation tactics
• Coping with tactics by counter-tactics
• Tactics in team negotiation
5. Resolution of negotiation deadlock
• Side-stepping and making concessions
• Getting to close
• Contract signing and implementation monitoring
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
5
Managerial Skills and Leadership
Leadership with Sun Tzu 【孫子領導智慧】工作坊
MEDIUM : Cantonese
COURSE CODE : ST-L
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
9 February, 2015 (Monday)
S
un Tzu was a celebrated military leader in the ancient time and his
philosophy and strategies were well known and appreciated. Many
business leaders especially those from Mainland China use the principles
from his book The Military Book of Sun Tzu (孫子兵法) and apply them in
business and they have proven to be highly useful. This workshop provides
a comprehensive framework and puts Sun Tzu’s philosophy into a set of
applicable principles in order to improve the productivity and effectiveness of an
organization.
孫
子是古時一位傑出的軍事家，他的哲學及策略
思想常被現代的商業領袖應用於實際工作上，
效果非常理想。本工作坊講員重點教授如何應用孫子
的領導智慧，以提高生產力及整個機構的運作效率。
 課程內容
Objectives
Upon completion of the workshop, participants will:
• Understand the philosophical framework of Sun Tzu
• Grasp the essence of Sun Tzu’s strategies and knowledge in strategic thinking
• Apprehend the application rules of Sun Tzu in business
• Apply Sun Tzu’s thinking to achieve success
Methodology
1. 孫子的領導原則
• 孫子是誰?
• 孫子的領導模式怎樣支配中國的營商文化?
• 公司主席、行政總裁及管理層所扮演的角色
2. 了解中式領導的雙重性
Lecture, Discussion, Sharing
• “道”的概念
 Course Outline
1. The Leadership Principles of Sun Tzu
• Who is Sun Tzu
• How Sun Tzu leadership style dictate Chinese Business Culture
• The roles of Chairman, CEO and the Management Team
2. Understanding the Dual Nature of Chinese Leadership
• The Concept of Tao (道)
• The Five (5) Traits of Successful Leaders
• How these traits differ from the Western Values
3. Situational leadership in the West and East
• The Western concept of Situational Leadership
• Sun Tzu’s concept of Situational Leadership
• How to integrate the virtues of both leadership style
4. Self-Preparation before operations
• EQ and positive mindset
• Flexibility of mind
• Motivation of team members
5. Weaknesses of Incompetent leaders
• 成功領導者的5個特點
• 這些特點與西方的價值觀有何差異？
3. 中、西方的情景管理
• 西方的情景管理概念
• 孫子的情景管理概念
• 怎樣揉合兩者的優點？
4. 行動前的自我準備
• 情緒智商及正面思想
• 頭腦靈活
• 鼓勵你的隊員
5. 不能勝任的領袖的弱點
• 了解自身長處及弱點
• 不能勝任的領袖
• 雙贏領袖
• Understanding the strengths and weaknesses of oneself
• Incompetent leadership
• The Win-Win Leader
6
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Personal Effectiveness
Influencing Others without Formal Authority
MEDIUM : Cantonese / English COURSE CODE : IFSW
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
16 January, 2015 (Friday)
M
anagers often need to work with people over whom they do not have
formal authority. These people may be their peers, superiors, crossfunctional colleagues, contractors, suppliers, even customers. Even
with subordinates, it is always more efficient and productive to get their buy-in
than their obligated compliance.
The purpose of this course is to provide participants the skills and
techniques to influence and lead others without formal authority. The
skills learnt in this course are especially helpful for those involved in team
work, projects, volunteer groups, or those building a small business for
themselves.
Objectives
At the completion of this workshop, participants will be able to:
• Enhance one’s own “influence assets”
• Influence their subordinates
• Influence peers
• Influence their superiors
Overview
The morning is devoted to the discussion and practice of some basic skills
required to influence others within the workplace.
The afternoon is a number of simulated exercises on influencing subordinates,
along with feedback, discussions and more skill practices.
 Course Outline
1. Introduction
Through discussions, case studies and exercises, the following concepts
will be introduced:
• Reasons and situations that call for influencing others
• The power of influence over authority
• Sources of informal power
• The importance of networking in today’s business
• Basic principles and strategy in influencing
2. Developing “Influence Assets”
Through discussions, mini-lectures and role-plays, participants will learn
the following concepts and skills:
• Defining “influence assets”
• The need for networking
• The principle of reciprocity
• The currency of exchange
• Building rapport and trust
• Building up your “influence assets”
3. Influencing your subordinates
Through simulated exercises, feedbacks and discussions, participants will
learn the following concepts and skills:
• Why do your subordinates want to work?
• Motivation and de-motivation
• Communicating vision and requirements
• The WIIIFM factor
• The “Pygmalion Effect”
• Involvement, buy-in and ownership
• Overcoming limiting beliefs
4. Influencing peers
Through simulated exercises, feedbacks and discussions, participants will
learn the following concepts and skills:
• Networking within the organization
• Finding out what your peers want
• Stakeholders’ analysis
• Turning friends into allies
• Getting the best from your opponents
• Getting others share your vision
• Making your project irresistible
5. Influencing superiors
Through simulated exercises, feedbacks and discussions, participants will
learn the following concepts and skills:
• Superiors as allies
• Understanding the world of your superiors
• Assessing your resources in the exchange
• Relating to your superior
• Developing a business case
• How to disagree without being insubordinate
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
7
Unleash ideas, innovation & growth... NOW!
About the presenter of our two(2) NEW programs
1. 29 January, 2015
2. 30 January, 2015
Speed Thinking and Ideas Blitz
Rapid Innovation
Dr Ken Hudson is a creative & innovative keynote speaker, facilitator, consultant
& trainer. He has spent the past 15 years working around the world with current
& future leaders to grow their brands, business and people by unlocking the
creative & innovative potential of every individual & team.
Over the past 10 years, as a facilitator, he has designed and facilitated:
• Strategic planning days,
• Revenue growth projects,
• Leadership team away days,
• Brainstorming sessions,
• Marketing Planning, ideation and new product sessions with clients from
numerous industries.
6 ways to sell your ideas with greater success
I have presented and been on the receiving end of countless presentations of
new ideas. Here are my 6 tips on how to help you sell your ideas with more
success.
1. Present a usual idea, a different and a radical option.
Using this framework gives the receiver or judger a real choice covering 3
distinct options.
This is much better than presenting say 3 ideas that are very similar.
2. Give the concept a catchy name or label.
Rather than just list all the elements of your new idea start with a catchy label
e.g. this is the premium idea.
This has 3 big advantages -- it is easier for the receivers to remember your idea,
they do not get lost in the details and even if they do not like the elements of
the idea they may still agree with the overall concept.
He delivers results against the objectives, engages everyone and inspires them
to action. He has a powerful, effective tool-kit that can unlock the creativity
& energy of all participants. He is a facilitator who guarantees breakthrough
results. He can also help build a more creative and innovative culture and
capability.
3. Be passionate about your idea.
If you do not believe in your idea no-one else will. Also evaluators are buying
the person as much as the idea itself. An ok idea sold with great enthusiasm can
often win the day because ideas need energy to overcome the many barriers to
implementing or testing the idea.
As a keynote speaker, innovation consultant, trainer & strategic planning
facilitator, he helps managers and leaders to unlock new growth opportunities
by helping them think differently about their organisation, market, industry and
product range.
4. Talk about the idea in terms of other (successful) ideas.
This is the Hollywood way of pitching an idea. For example, I just saw Brad Pitt
in a WW2 drama called “Fury”. You can imagine the people who created the
idea by saying this is a drama about a tank crew fighting against each other and
against the enemy -- similar to “Saving Private Ryan”.
Unlocking new revenue growth opportunities
New growth opportunities can be unlocked with new thinking, questions and
tools. He can help design and facilitate cross-functional teams to inspire, create,
prioritise and deliver incremental revenue growth.
People instantly get what you are talking about and your new idea is linked to
an existing, successful concept (i.e. movie). This is particularly important if your
new concept is very innovative. You will have more success if you can link it to
something that exists is the consumer’s mind. For example, many years ago
when I worked in advertising we won a new business pitch by talking about
Tacos (i.e. a new food) as a kind of Mexican hamburger (i.e. something that
exists already).
Clients Include : 3M, Roche, Dell Computers, Quantas, Hilton Hotels, Mars,
Baxter Health Care, Plan, MYOB, Heinz, Westpac and Suzanne Grae.
Some of his recent Strategic Planning, Growth & New Product Development
(NPD) assignments include:
• Worked with a financial services leadership team to develop a digital strategy
• Redesigned the shopping experience for a major retailer
• Developed a range of breakkthrough new product concepts aimed at Vets.
• Created and evaluated a range of Third Horizon growth opportunities for an
insurance company.
• Researched and generated a new value proposition for the HR department of
a major packaged goods company.
Dr Hudson has written 3 books that have been published in 9 countries. He has
also written many articles about creativity, innovation & speed thinking.
5. Identify the problems or gaps with the idea.
There is a valuable practice. Rather than trying to hide any deficiencies in your
hide and wait to see if they will be discovered it is better to identify these up
front and how you plan to address these.
You will get more points for thinking through the concept and you will
engender a feeling of trust with the receivers of the idea.
6. Provide a pathway to test the idea.
And lastly it is always a great idea to provide the judgers (or client, boss, leader
etc) with a way to test or pilot your new approach.
Again you demonstrate that you have thought through your concept and you
are providing the other person with a simple, low-risk way of testing the idea.
Happy innovating.
Ken
8
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Personal Effectiveness
Speed Thinking & Ideas Blitz
MEDIUM: English FEE : HK$3,480
COURSE CODE : STIB
DURATION : 1 Day
EARLY BIRD : HK$3,180
29 January, 2015 (Thursday)
A breakthrough creativity & productivity
tool for individuals & groups
A dynamic program to help you and your team
to generate big, new ideas, solve problems and
make better, faster decisions!
Personal Effectiveness
Rapid Innovation
How to improve and accelerate your creativity and innovation results
MEDIUM: English FEE : HK$3,480
COURSE CODE : RI
DURATION : 1 Day
EARLY BIRD : HK$3,180
30 January, 2015 (Friday)
L
eaders and managers know that innovation is the key to driving growth.
Yet they struggle with exactly how to do this. In this breakthrough course,
leaders will learn a new, faster, simpler and practical approach called small
wins innovation. The idea is to engage more people in the innovation
journey by making it easier to innovate across the organisation. Small
changes, small actions can have a big impact.
Target Participants
T
his is a unique course for any individual or group leader. This course is based
on Dr Ken Hudson’s insight and best-selling book – Speed Thinking. Ken
noticed that people often produced amazing ideas & solutions when they
were encouraged to accelerate their thinking. This process ensured that people did
not filter or judge their initial, rich, original thoughts. Then through a five (5) step
process and tool kit he called Ideas Blitz, participants learn how to transform their
initial ideas & solutions into action plans in minutes!
Target Participants
1.Anyone who wants to improve their performance and unlock their full potential.
2.Team leaders, managers and leaders who want to improve and accelerate their
team’s performance and group work.
3.Anyone in advertising, media, marketing, R&D, PR or HR who wants to learn a
completely new way of solving problems or generating ideas – in minutes.
4.This course is ideal for any trainer, coach, consultant, facilitator, teacher or
educator as they will learn a new methodology to generate results fast.
5.The Speed Thinking process is also ideal for any one who wishes to stop
procrastinating and improve their productivity.
Methodology The course will be fast-paced, practical and energising. There will be a mixture of
theory and practice in this highly interactive course. Participants will be encouraged
to bring along real problems or issues they wish to ‘Blitz’ with others.
The emphasis in this course is on doing then reflecting. Participants have to really
experience Speed Thinking to really get this new way of thinking and behaviour.
1.All managers and leaders that are responsible for innovation & growth.
2.R&D leaders and new product development managers.
3.HR professionals who want to develop a more engaged, productive and
innovative culture.
4.Team Leaders who would like to develop a more energised, creative team.
Methodology The course will be highly interactive, energizing and challenging. There will be
numerous case studies and examples. The course will be a proven mixture of
theory and practical tools and processes that can be learned and applied quickly.
Participants will be encouraged to bring along and work on real problems,
issues or opportunities.
 Course Outline
1. Participants will experience and learn a new five (5) step SMALL
WINS INNOVATION process.
2. You will learn a new set of creative and innovation thinking tools
e.g. Ideas Blitz and The Power of 3.
3. Participants will learn how to apply this new innovation approach
across their culture and organisation.
4. You will also learn how to get started on your innovation journey
or re-energise your current innovation program.
 Course Outline
1. Participants will learn the insight behind Speed Thinking, why it
works and where and how to use it.
2. They will experience and gain more confidence in using the five(5)
step Ideas Blitz process.
3. Participants will stop procrastinating and make a start on even the
most difficult problems or projects.
4. They will also feel more energised and confident in their ability to
solve everyday problems, generate powerful new ideas and make
better, faster decisions.
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
9
PERSONAL EFFECTIVENESS
PERSONAL EFFECTIVENESS
Effective Email Writing
MEDIUM: Cantonese / English FEE : HK$3,480
COURSE CODE : EMAIL DURATION : 1 Day
EARLY BIRD : HK$3,180
4 February, 2015 (Wednesday)
T
o be successful in writing means building rapport with your readers and
getting results. To be persuasive, you will develop a reader-focused style in
structure, content and language. The takeaways in this programme include:
• Overcome challenges in writing
• Know the process for continued improvement
• Sharpen a reader-focused structure
• Adapt style to suit different levels of readers
• Use an efficient email template to engage reader’s commitment to action
• Build rapport with a balance of facts and tact
• Develop a clear, concise and correct language
Time and Task Management
MEDIUM: Cantonese / English COURSE CODE : TTM
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
5 February, 2015 (Thursday)
T
ime is a scarce commodity. Participants will be equipped with the
necessary skills to manage time productively.
They will learn how to:
• Schedule priorities
• Remove time wasters
• Motivate self and others
 Methodology
Lectures, Case studies, Discussion
Who Should Attend
This course is designed for those who would like to achieve high performance via
their email.
 Course Outline
Methodology
1. Planning vs Adhoc
The programme aims to enable the participants to maximize hands-on learning
We will define planning and identify why people don't plan, through a
game.
Pre-Programme 2. Understanding the Impact of Time
Participants will submit a writing sample to the trainer before the programme.
In the programme, they will receive coaching on how to enhance their writing
with the training concepts.
Statistics prove that time is a key contributor to stress levels at work and at
home. Through a questionnaire, participants will identify if they have any
symptoms of poor time management.
3. Importance Vs Urgency: Set Priorities
Training Activities
• Practice with templates
• Evaluation questionnaires
• Discussions
• Case studies
• Lecture
• Coaching
 Course Outline
1. Features of Written Communication
• Learn to overcome the lack of visual and vocal communication in writing
• Review how to address the readers’ needs based on a reader survey
• Identify personal enhancement
2. Adapt Style to Suit Different Readers
• Understand the reader’s needs
• Be aware of the most effective structure
• Adapt language style to connect with audience
3. Project a Positive Corporate Image and Personal Image
with Communication
• Be reader-focused
• Apply writing etiquette
• Be solution-focused
• Balance facts and tact
4. Power Up Your Email
•
•
•
•
Practice result-oriented and easy-to read email template
Get to the point and get attention
Write in an interactive and refreshing language
Edit samples submitted before the workshop
5. Professional Language with 6Cs
• Clear words and sentences
• Courteous tone
• Concise expressions
• Correct grammar
• Concrete meaning
• Complete content
• Enquiries • Updates
• Replies to complaints
• Negotiation
The participants will classify their activities into importance and urgency
categories. They will analyse the way in which their time is spent.
4. Define Time Wasters
The participants will brainstorm a list of time wasters and identify solutions
to deal with them.
5. Overcoming Communication Barriers
The participants will review how to save time by overcoming communication
barriers which might include:
• No clarification
• Misunderstanding
• Poor listening
• Wrong channel 6. The Power of Goal Setting
We will discuss why we all need a mission statement. From that, we are
able to plan by setting our objectives and goals. The participants will realise
the importance of a balanced life by participating in the spiritual, physical,
mental and social aspects of life.
7. Action Plan on Dealing with Time Wasters
The participants will work in groups to develop an action plan on dealing
with some time wasters, which might include:
• Meetings
• Telephone Calls
• Procedures
• Reading
8. Assertive Behaviour as A Time Saver
The participants will learn how to develop synergy in a team through:
• Proper delegation and tracking
• Negotiation of tasks
6. Email Practice and Coaching
10
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
PERSONAL EFFECTIVENESS
Managing Conflict and Disagreement
MEDIUM : Cantonese / English COURSE CODE : MCD
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
6 February, 2015 (Friday)
M
otivate self and others with calm emotions, use the right method and
an influential language to engage others for a mutually-satisfying
outcome
Managing Conflict and Disagreement in the NLP way
Being able to focus positive energy on work results enhances business efficiency
and job satisfaction. The workshop will develop the participants’ mindset and
skill-set as with NLP (neuro-linguistic programming) concepts as follows:
1. 2. 3. 4. 5. 6. Be aware of how NLP principles work
Realise how to engage others through trust building
Nurture an open attitude in viewing differences
Define five components of emotional intelligence
Discover how to manage the emotions of self and of others’
Learn verbal and VAK – Visual, Auditory and Kinesthetic –
language to develop rapport and liking
7. Adapt own communication style to suit others’ styles
8. Motivate self and others to reach common ground
9. Practise the art of listening
10. Select the right conflict management method to resolve differences
Target Audience
Managers, executives and general staff
Methodology † Lecture
† Role-play
† Case studies
† Self-evaluation
† Exercise
† Video
† Games
 Course Outline
1. Motivate Self and Others to Reach Common Goal
To experience how one could gain confidence in dealing with the impossible,
the participants will engage in an activity to realise the power of self-belief in
NLP:
• Getting connected with others under emotional stress
• Creating safety in interaction
• Relating the communication behaviours to conflict management
2. View Differences through NLP Principles
The participants will understand how to get ready for challenges with an
alignment of drive, emotions and reasoning. The alignment will enable them to
create the right perception in others through:
• Mutual respect
• Rapport building skills
• Positive spirit
3. Build Trust with a Well-Formed Outcome
NLP believes that you get what you focus on. The participants will learn and
practise an NLP goal-oriented model to reconcile differences. They will learn
how to build openness and trust through finding commonality despite the
following obstacles:
• Conflict of values
• Conflict of communication styles
• Conflict of expectations
4. Bridge Differences by Understanding Personality Styles
6. Select Conflict Management Methods
The participants will learn how to select conflict management methods that
may result in the following outcomes:
• Win-win
• You win, I lose
• I win, you lose
7. Influence Cooperation with a VAK Language
When we communicate with someone, we are seeing, hearing and feeling.
The words we use are called speech predicates. If we pay attention to the
speech predicates used by others, we get insight into their inner world. If
we match others’ speech predicates, we tend to build deep rapport. The
participants will do an exercise to learn the VAK – Visual, Auditory and
Kinesthetic – language that builds rapport in a dialogue. The language
creates the following outcome:
• Engagement
• Commitment
8. Create Influence with Verbal and Non-Verbal
Communication
Matching others’ physiology speeds up the connection on an unconscious
level. The participants will practise influential non-verbal communication to
add persuasion:
• Verbal language engagement
• Visual impact and mirroring
• Vocal impact and echoing
A key NLP principle believes that the person with the most behavioural
flexibility will often control any given situation. The participants will practise
flexibility in adapting to personality styles. They will learn through a personality
profiling questionnaire and case studies on conflict behaviours:
• Self behavioural style
• Adapting to others’ behavioural styles
• Others’ behavioural styles
9. Listen with Depersonalisation
5. Be Solution-Focused with Positive Energy
The participants will integrate the day’s learning. They will role play in groups
on work-related scenarios that may include:
• Meetings
• Negotiations
• Service situations
The participants will view a video and apply a template on channeling positive
emotions:
• Be aware of the five (5) essential emotional intelligence traits
• Avoid silence or violence under stress
• Practise steps in driving oneself and others to a practical outcome
The participants will learn an NLP tool in listening with depersonalisation and
objectivity:
• Listen with calm emotions
• Identify common agreement
• Ask open-ended questions
10. Integrate Skills in Conflict Scenarios
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
11
Specialty Courses
The System Requirements Journey
MEDIUM : English COURSE CODE : SRJ
DURATION : 2 Days
FEE : HK$6,380
EARLY BIRD : HK$5,880
19-20 January, 2015 (Monday-Tuesday)
A
n accurate and acceptable requirement specification remains the most
critical element in deploying new technology. Research has shown
that mistakes make during this phase is the most common cause for IT
project failure.
Mistakes made during the requirements gathering and design phase can lead to:
• Scope creep
• Critical functionality being left out
• False assumptions being made
• Flaws in design
• Wrong solutions being selected
• Project overruns
The right approach will ensure greater acceptance by users of the final
solution, and enable greater levels of success. This 2-day training course
takes attendees through the journey of the requirements analysis
process.
Who Should Attend?
Business Analysts, Users, Analyst Programmers, System Architects, IT
Procurement Staff, Project Managers, and anyone who wants to understand the
latest techniques in developing a Specification of Requirements.
Course Styles
We identify and address the common mistakes made by many IT professionals
and provide case studies as a way to endorse new concepts demonstrated in
this course. They will also have access to a range of templates to assist them in
their own requirements gathering journey, when they return to work.
 Course Outline
1.Introduction
•
•
•
•
Implication of inaccurate requirements
Common mistakes made by IT professionals
Identifying techniques to address these mistakes
Modern business analysis processes (what’s the latest trends and what
works best in practice)
• Techniques to manage and engage stakeholders throughout the journey
• The importance of measurement and quantification in the analysis
process
2.Requirements Journey
•
•
•
•
•
•
•
Problem definition and scope management
Defining ‘as is’ and ‘to be’ models
Preliminary Requirements Definition
Techniques for Detailed Requirements Definition
Defining critical Non-Functional requirements
Testing assumptions and design principles
Defining the implementation approach as part of the requirements
specification
3.Techniques used in Writing a Specification
of Requirements
• Business scenario definition
• Use Case annotation and modeling (are Use Cases valid for every
project?)
• Critical Requirements Analysis (how do we define what’s critical to the
business?)
• BPM annotation (why is this becoming so popular?)
• Other system modeling techniques (what works and when)
• Defining Test Based requirements (How do we define quality)
• Designing flexibility
• Final documentation format
4.Methods
•
•
•
•
•
•
12
Interviewing techniques
Structuring user workshops to define requirements
Data collection and analysis techniques
Problem definition
Gaining formal sign-off by users
Strategies for gaining greater user acceptance and adoption
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Specialty Courses
Specialty Courses
Business Consulting Skills
MEDIUM: English FEE : HK$3,680
COURSE CODE : BCS
DURATION : 1 Day
EARLY BIRD : HK$3,380
21 January, 2015 (Wednesday)
Professional Telephone Skills Workshop
MEDIUM: Cantonese / English FEE : HK$3,480
COURSE CODE : PTSW DURATION : 1 Day
EARLY BIRD : HK$3,180
22 January, 2015 (Thursday)
professionals today need to have excellent technical skills,
but they are also require excellent business and consulting skills.
These include:
• Industry knowledge for the business they work for
• Understanding of the concepts of business acumen
• Understanding of their organisation’s culture
• Being capable of providing a business solution
• Having a strong customer focus
• Developing excellent interpersonal and communication skills
• Working in teams to solve problems
• Ability to analyse problems, information, data and make recommendations
This course is designed to demonstrate how commercial consulting practices can
assist internal IT groups to deliver superior IT solutions to its customers. It includes
many examples based on the presenter’s extensive experience as a commercial IT
Consultant. It also includes workshops and case studies to allow participants to
reinforce the skills learned.
T
he purpose of this course is to provide participants with the skills involved
in communicating over the telephone, from identifying the caller’s needs,
to presenting information. Both internal and external callers has been
taken into consideration in the design of course coverage.
At the completion of the course, participants will be able to:
• Get a message across with clarity and tact
• Enhance working relationship through effective communication techniques
• Handle calls with confidence, enthusiasm and friendliness
• Project a professional image through choice of words and tone control
Benefits to the organization:
• Better public image
• Greater customer satisfaction
Benefits to the individuals:
• Reduced stress
• Improved professionalism
Training Activities Discussions, exercises, demonstrations, role-plays, games, mini-lectures
Who Should Attend
All IT staff who have responsibility for service delivery to both internal and external
customers, including Business Analysts, IT Support Personnel, System Analysts,
Programmers, DBAs, Project Managers, etc.
Course Style
This course is highly interactive and includes many activities and case studies to
endorse the concepts.
1. Introduction to Consulting
• What is “Consulting” and how does it help in the successful delivery of IT solutions
• What attributes are required to be a successful IT consultants
• Benefits of adopting a “Business Approach” to technology deployment, and how
this is undertaken
2. The Consulting Approach
3. Consulting Skills
• Business strategy analysis
• Data collection techniques
• Problem analysis
• Problem resolution and solution
determination
• Enhancing the consultant’s
communication skills
• Interviewing skills
• Conducting workshops
• Making presentations
1. Introduction
Through a demonstration and discussion, participants will learn:
• Use of the telephone in modern day business environment
• Significance of the first few minutes in communication
• Attitude and mindset of the communicator
• Self assessment
2. Communication Skills
 Course Outline
• Identifying and qualifying opportunities
• Defining the approach and scoping the
task
• Defining the business problem
• Defining the outcome that the
customer requires
 Course Outline
• Developing an approach that is
acceptable to the customer
• Selling the approach to the
customer
• Identifying potential solutions
• Developing a solution
• Selling the solution to the customer
• Developing a relationship and
gaining the client’s trust
• Negotiation with a range of
stakeholders
• Team skills
• Superior Customer Service skills
• Managing customer’s expectations
• Defining the link between Quality
and Customer Service
Communication is more than telling the other party a message.
Through a game, participants will learn the various aspects involved in
communication, which will lead to a discussion and practices on:
• Active listening
• Finding out what the other party wants
• Getting your point across
• Managing your tone
• Handling callers with strong accents
3. Receiving a Call
Participants will watch a video clipping here, then discuss and practise
work-related examples on:
• What to say after picking up the telephone
• Handling inquiries
• Questioning techniques
• What to do when the line is not clear
• Taking a message for others
• Transferring a call
4. Outbound Calls
Participants will watch another video clipping here, then discuss and
practise work-related examples on:
• What to say after the line is connected
• Presenting your message with clarity
• Leaving a message
5. Handling Calls Under Stress
Most people nowadays are working under intense pressure. Through
discussions and role plays, participants will learn:
• Techniques to control your emotions
• How to remain assertive without being offensive
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
13
Specialty Courses
Trainer Profile for the
‘Sales Coaching Workshop’
of 23 January, 2015 (Friday)
Sales Coaching Workshop
MEDIUM: Cantonese FEE : HK$3,480
COURSE CODE : SCW
DURATION : 1 Day
EARLY BIRD : HK$3,180
23 January, 2015 (Friday)
Professional Highlights
The trainer gained his selling experience when he joined AIA as life
insurance counselor in 1983. He was appointed Branch Manager of
National Mutual in 1988 where he started to take on roles related to sales
management and training. From 1993, he was Director of Sales at Beijing
Wei Ying Investment Co Ltd and was responsible for the sales achievement
in northern Mainland China. He started rendering high quality training
programs to a large spectrum of multi-national organizations in 1998.
The trainer runs courses regularly in China. He is recognized as an interactive
and energetic trainer because he always stresses ‘Being, optimistic, positive
and proactive and taking initiative are the core skills of all kinds of skills’.
His programs are delivered in a relaxed and interactive manner. He takes a
result-oriented approach in the form of short lecturing, group activities, group
discussions, case studies and role plays. In particular, he always encourages
the involvement and participation of the participants. By combining his training
and corporate work experience, he believes it is the most effective approach to
ensure effectiveness of the programs he delivers.
The trainer is a certified facilitator for Huthwaite’s SPIN, and for Wilson
Learning. He is also a NLP Certified practitioner, and a contracted trainer
for many consulting firms in China. He graduated in Sociology from Baptist
University Hong Kong.
Facilitation Style
All programs will be delivered in the form of lecturing, group activity, group
discussion, case studies, and role play in a relaxed and interactive manner
and with a result-oriented approach.
The trainer has delivered programs on
• Positive Attitude
• Effective Communication Skills
• Team Building
• To Thrive in the Century of Change (Change Management)
• Creative Problem Solving
• Motivational Skills
• The Art of Leadership
• Delegation
• Coaching
• Time Management
• Professional Presentation Skills
• Quality Customer Service
• Train the Trainer
• Professional Selling Skills
14
By completing this curriculum, your sales personnel should be able to:
• Overcome coaching fears and create receptivity to coaching
• Building team support for coaching and skill improvement
• Provide feedback in way that motivates and leads to a positive change
• Help salespeople plan their objectives before a call
• Observe salespeople and collect relevant information during the call
• Use data after a call to determine what coaching is needed
• Enhance the ability of sellers to better understand their customers
All training modules have variations of the following:
• Ice breakers
• Input-concise concepts and theories, main focus is on practical demonstration
of behaviours
• Team or individual activity to reinforce input and increase ability to re-model
behaviours
• Feedback from Team, Individuals & the Facilitator
• Various “games/activities” to enhance retention of the skills
• The activities will either be case studies leading to discussion and/or roleplays, or practical games related to the sales skills and the process
Target Audience
All sales managers or executives that are struggling to develop the skills of their
sales forces
 Course Outline
1. Why Coach?
• Reinforcing skills
• Building a common language
• Demonstrating management
commitment
2. What is Coaching?
• Skills Coaching
• Strategy Coaching
•Modeling
•Training
3. Barriers to Coaching
•
•
•
•
Competing pressure
Lack of reinforcement
Inadequate models
Fear of coaching
4. How to Coach?
• The Plan-Do-Review Coaching
Cycle
• Know what to look for
• Observe the sales performance
accurately
• Help make change happen
• The Call Plan Model
5. When to Coach?
• Types of calls that may not be
suitable for coaching
• Types of calls that are suitable
for coaching
• Selling or Coaching? (three
key questions for deciding
whether to sell)
6. Who to Coach?
• 4 types of salespeople
• Where to spend leadership
time
7. Role-playing to
Practise the Skills
8. Summary, Action
Planning and Close of
the Seminar
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Specialty Courses
Managing and Measuring Vendor Performance
MEDIUM : English COURSE CODE : MMVP
DURATION : 1 Day
FEE : HK$3,680
EARLY BIRD : HK$3,380
21 January, 2014 (Tuesday)
A
one-day interactive workshop on how to create truly effective Invitations
to tender that improve chances of success outcomes; facilitate supplier
evaluation and selection; result in sound procurement decisions; and set the
basis for a successful ongoing contract management.
Attending this Innovative Training
Course will enable you to
• Proactively manage and measure the performance of suppliers to support your
corporate objectives
• Discover effective performance measurement techniques
• Establish service levels and quality metrics appropriate to your organization
• Create win-win contract relationships
• Predict and avoid potential pitfalls
• Enhance your service procurement skills
• Learn best practice for picking the right supplier for the right reasons
• Become an asset to the tender presentation/selection team of your organization
Who should attend • Tender Coordinators/Managers
• Contract managers
• Procurement managers
• Purchasing and supply managers
• Project Coordinators, Supervisors, Engineers, Administrators
• IT Tender and Project Supervisors
• Planning Supervisors, Coordinators
• Legal Service Managers/Officers
• Technical Support Managers
• Production Coordinators
• Account Managers
• Performance Analysts
 Course Outline
1. Service Level Agreements
•
•
•
•
•
•
•
•
The objectives of SLAs
How to prove service quality
What SLAs can and cannot do
Creating effective key performance and service level indicators
Key measurements and activity-based SLAs
How to specify the requirement
Service levels and support issues
What makes good and bad service level metrics
2. Competencies for pre-qualification
• Analysing supplier capabilities
• Clarifying objectives of buyer and seller
• Analysing and evaluating the response
• Key criteria for selecting the short list
• Creating a successful relationship between buyer and seller
3. Establishing and Measuring Standards of
Supplier Performance
•
•
•
•
•
•
Creating a successful contracts management structure
Creating effective SLAs
Ensuring you achieve your quality criteria
Setting and monitoring targets
Reviewing common methods of measurement:- CPA, PERT and GANTT
Establishing Key Performance Indicators, benchmarking and milestones
4. New Techniques in Performance Measurement
and Performance Management
• Why Performance Measurement and Performance
Management are not the same as Contract Management
• Performance Measurement Systems
• Types of performance measurement indicators
• Variance monitoring and evaluation
5. Performance Measurement and Management Issues
•
•
•
•
•
•
•
•
Criteria for good performance measurements
What measurements should be candidates for reporting
To what extent are these measurable, valid and comprehensive
How and to what extent should measurements be disaggregated
What comparison information should be reported for the various measurements
What explanatory data should be included
To what extent are the measurements verifiable
How should the information be communicated and displayed, and in what
types of documents should the performance data be reported?
• What are the costs and feasibility of obtaining and reporting performance
information
• What are the uses for and who are the users of measurement data
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
15
Specialty Courses
Specialty Courses
Negotiating Skills For Buyers
MEDIUM: English FEE : HK$3,680
Contract Management
COURSE CODE : NSFB
DURATION : 1 Day
EARLY BIRD : HK$3,380
MEDIUM: English FEE : HK$3,680
26 January, 2015 (Monday)
28 January, 2015 (Wednesday)
A
one day intensive interactive workshop covering legal, contractual,
tendering and negotiating aspects of buying for new buyers and for
administration managers who need to negotiate contracts, terms
and discounts with outside suppliers of goods and services.
Seminar Objective
By the end of the seminar, the delegates will have acquired the essential legal
background; appreciate terms and conditions of contracts; understand the
tendering process; learn techniques to evaluate tenders; and have a grounding
in practical negotiating skills.
Who should attend
The course is particularly suitable for new buyers and for purchasing, sales or
marketing managers, supervisors and staff taking up such appointments for the
first time. It may also be of benefit to those who have had little formal training
in buying and negotiation and who wish to consolidate their experience.
How you will benefit
You will learn how to:
• Use buying drivers and influencers
• Handle suppliers to get optimum value for money
• Develop Basic negotiating skills
 Course Outline
1. Purchasing Goods
& Services
• 'Buyer Beware'
• Contract Law
• Merchantable Quality
• Fitness for Purpose
• Warranties & Guarantees
• Whose Terms & Conditions?
• Model and Standard Conditions
• How to specify the requirement
• Performance and throughput criteria
• The Invitation to Tender
• Analysing Quotes & Supplier
Capabilities
3. Negotiating Better Terms
• Lower Specification
• Long Term Contracts
• Turnover Discount
• Settlement Terms
• Retentions
• Fixed Price Contracts
• Cost Plus Contracts
16
• Call Off & 'Just in Time'
• Pricing Structures
• Hidden Cost 'Extras'
4. Tactics and Behaviour
in Negotiation
2. Conditions, Specification,
Tenders & Evaluation
COURSE CODE : CTM
DURATION : 1 Day
EARLY BIRD : HK$3,380
• The Alternative to Negotiated
Agreement
• Creating a Win/Win Situation
• Games plays and counter moves
• Negotiating Traps & Escapes
• Power in Negotiation using it
• Conflict and Influence
• Structure and Phases of a
Negotiation
• Strategy and Tactics
• Establishing credibility
• Presenting the case
• The Art of Listening
• Salespersons' Vulnerable Spots
O
ver half of all outsourcing contracts and up to 30% of other supplier
contracts involve dispute: and the causes for dispute invariably go back
to the detail of the Tender and its associated contract and Service Level
Agreement. That can affect the profitability, reputation, market share and image of
the customer organization.
This pragmatic workshop will help you to avoid mistakes in Tenders, shows best
practice and enables you to create winning Tenders. It de-mystifies the process and
provides guidance to developing truly effective Invitations to Tender that make for
better vendor evaluation and selection and facilitate ongoing contract management.
Who should attend: • Tender Coordinators/Managers, Contract managers, Procurement managers
• Purchasing and supply managers
• Project Coordinators, Engineers, Administrators
• IT Tender and Project Supervisors, Coordinators
• Legal Service Managers/Officers
• Technical Support Managers, Account Managers, Performance Analysts
 Course Outline
1.Evaluating Tenders; Vendor Selection and Contract
Management
•
•
•
•
•
•
•
Setting Evaluation Criteria
Scoring Methods
Examples of Vendor Evaluation – case studies
What is AQSCIR?
Most Economically Advantageous Tender (MEAT)
Value for Money (V4$)
The Keys to Effective Contract and Vendor Management
2.The Contract Management Process
Stage 1: Pre-Award
• Procurement Planning, Solicitation Planning, Solicitation
•
•
•
•
Stage 2: Award
The role of specialist purchasing staff and the role of the
technical expert: the Decision Making Unit and the Decision Cycle.
Advising Successful and Unsuccessful Bidders
Contractual Aspects
Stage 3: Post Award
• Creating a Sound Contract Management Structure
• Key Elements in Supplier Management
3.Avoiding and Managing Claims and Disputes
•
•
•
•
•
•
Managing Risk Through Effective Contract Drafting
Common risks in contracts
Potential “War Zones”: How to Avoid Conflict
Constructing clauses to minimise risk
Implementing risk management techniques
Escalation and problem resolution
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Course Fee Schedule (by Course Date)
for November 2014 - February 2015
www.celhk.com
Communications Engineering Limited specialises in providing world-class quality Management Skills, Personal Effectiveness, Information Technology and Specialty Training.
CEL targets new entrants and seasoned professionals in all business sectors. For more than 25 years, CEL has developed an excellent reputation for delivering real-world
value-added training. The clientele includes many Fortune 500 multinational enterprises, HKSAR government, public and private sectors of Greater China and throughout the
region.
Our carefully-designed course schedule targets to provide continuing, comprehensive and structured suites of courses that meet career development needs of professional
staff at all levels. Our current pool of experts are drawn globally from Hong Kong and abroad, allowing us to offer the best combination available in terms of technology,
expertise and versatility.
Course
Date
Course
Code
Course
Title
Medium of
Instruction
Duration
(Days)
Course Fee
(HK$)
Early Bird
Rate (HK$)
Early Bird
Deadline
November 2014
1
Nov-03
INL
Innovations in Leadership (a process-focused approach)
[E]
1
HK$3,480 HK$3,180 Fri, Oct 10
Nov-04
STM
Mastering Strategy and Turning Strategy and Objectives into Action
[E]
1
HK$3,480 HK$3,180 Fri, Oct 10
IT- WEB APPLICATION TESTING, CLOUD COMPUTING TECHNOLOGY
Nov 03-04
MWEB
Mobile Web Systems : Development and Testing (hands-on) NEW [E]
2
HK$6,380
HK$5,880
Fri, Oct 10
Nov 05-06
WAS
Web Application Security: Hacker Attacks & Defense (hands-on)
[E]
2
HK$6,380
HK$5,880
Fri, Oct 10
Nov-07
CCP
Cloud Computing for Business and IT Professionals (hands-on)
[E]
1
HK$3,680
HK$3,380
Fri, Oct 10
2
Nov 10-11
WAT
Web Application Testing: Principle & Practice (hands-on)
[E]
2
HK$6,380
HK$5,880
Fri, Oct 17
Nov 13-14
CCS
Cloud Computing Systems : Analysis & Testing (hands-on)
[E]
2
HK$6,380
HK$5,880
Fri, Oct 17
Nov-12
WMF
Web Marketing Fundementals (hands-on) NEW [E]
1
HK$3,680
HK$3,380
Fri, Oct 17
Nov-13
WIN
Win-Win Negotiation
[C/E]
1
HK$3,480
HK$3,180
Fri, Oct 17
Nov-14
CH-L
Change Leadership
[C/E]
1
HK$3,480 HK$3,180 Fri, Oct 17
3
Nov-17
ORM
Operational Risk Management
[E]
1
HK$3,480 HK$3,180 Fri, Oct 24
Nov-17
STIB
Speed Thinking & Ideas Blitz
NEW
[E]
1
HK$3,480 HK$3,180 Fri, Oct 24
Nov-18
CBRM
Crisis, Brand and Reputation Management
[E]
1
HK$3,480 HK$3,180 Fri, Oct 24
Nov-18
SWIG
SMALL WINS INNOVATION and Growth
NEW
[E]
1
HK$3,480 HK$3,180 Fri, Oct 24
Nov-19
PWC
Presenting With Confidence
[C/E]
1
HK$3,480
HK$3,180
Fri, Oct 24
Nov-20-21
SSMS
Survivial Skills for Managers and Supervisors
[C/E]
2
HK$6,180
HK$5,680
Fri, Oct 24
4
Nov-25
ISW
Interviewing Skills to Recruit the Right Candidates
[C/E]
2
HK$3,480
HK$3,180
Fri, Oct 31
December 2014
1
Dec-01
EBW
Dec-02
ASW
2
Dec-08
SPTM
Dec-09
BPR
Dec-09
LHPT
Dec-10
COMM-NLP
Dec-11
CW
Dec-11
PMW
Effective Business Writing
[C/E]
1
HK$3,480 HK$3,180 Assertiveness Skills Workshop
[C/E]
1
HK$3,480 HK$3,180 Succession Planning and Identification
of Potential and Talents
NEW
[E]
1
HK$3,480 HK$3,180 How to do Workflow Improvement and NEW
[E]
1
HK$3,480 HK$3,180 Business Process Re-engineering
Leading a High Performance Team
NEW
[C/E]
1
HK$3,480 HK$3,180 Mastering Communication - Practical skills using NLPNEW
NEW
[E]
1
HK$3,480 HK$3,180 Creativity Workshop
NEW
[C/E]
1
HK$3,480 HK$3,180 Project Management Workshop
NEW
[C/E]
1
HK$3,480 HK$3,180 Fri, Nov 7
Fri, Nov 7
Fri, Nov 14
Fri, Nov 14
Fri, Nov 14
Fri, Nov 14
Fri, Nov 14
Fri, Nov 14
January 2015
3
4
5
Jan-12
Jan-13-14
Jan-14
Jan-16
Jan-19-20
Jan-21
Jan-21
Jan-22
Jan-23
Jan-26
Jan-27
Jan-28
Jan-29
Jan-30
BCHM
MPWWR
WIN
IFSW
SRJ
BCS
LSW
PTSW
SCW
NSFB
MMVP
CTM
STIB
RI
Blue Ocean Change Management 【藍海變革管理】
Managing People for Win-Win Results
Win-Win Negotiation
Influecning Others without Formal Authority
Systems Requirement Journey
Business Consulting Skills
Leadership Skills Workshop
Professional Telephone Skills Workshop
Sales Coaching Workshop
NEW
Negotiating Skills for Buyers
NEW
Managing and Measuring Vendor Performance
NEW
Contract Management
NEW
Speed Thinking & Ideas Blitz
NEW
Rapid Innovation
NEW
[C/E]
[C/E]
[C/E]
[C/E]
[E]
[E]
[C/E]
[C/E]
[C]
[E]
[E]
[E]
[E]
[E]
1
2
1
1
2
1
1
1
1
1
1
1
1
1
HK$3,480 HK$6,180 HK$3,480 HK$3,480 HK$6,380 HK$3,680 HK$3,480 HK$3,480 HK$3,480 HK$3,680 HK$3,680 HK$3,680 HK$3,680 HK$3,680 HK$3,180 HK$5,680 HK$3,180 HK$3,180 HK$5,880 HK$3,380 HK$3,180 HK$3,180 HK$3,180 HK$3,380 HK$3,380 HK$3,380 HK$3,380 HK$3,380 Fri, Dec 19
Fri, Dec 19
Fri, Dec 19
Fri, Dec 19
Wed, Dec 24
Wed, Dec 24
Wed, Dec 24
Wed, Dec 24
Wed, Dec 24
Fri, Jan 2
Fri, Jan 2
Fri, Jan 2
Fri, Jan 2
Fri, Jan 2
February 2015
1
2
Feb-04
Feb-05
Feb-06
Feb-06
Feb-09
Feb-11
EMAIL
TTM
MCD
PMC
ST-L
ST
Effective Email Writing
Time and Task Management
Managing Conflict and Disagreement
Performace Management and Coaching
Leadership with Sun Tzu 【孫子領導智慧】工作坊
Strategic Thinking : The Mind of a Strategist
[C/E]
[C/E]
[C/E]
[C]
[C]
[C/E]
1
1
1
1
1
1
HK$3,480 HK$3,480 HK$3,480 HK$3,480 HK$3,480 HK$3,480 HK$3,180 HK$3,180 HK$3,180 HK$3,180 HK$3,180 HK$3,180 Fri, Jan 9
Fri, Jan 9
Fri, Jan 9
Fri, Jan 9
Fri, Jan 16
Fri, Jan 16
Medium of Instruction
C Cantonese
PPutonghua
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
EEnglish
17
Course Calendar (by Course Category)
for November 2014 - February 2015
www.celhk.com
Communications Engineering Limited specialises in providing world-class quality Management Skills, Personal Effectiveness, Information Technology and Specialty Training.
CEL targets new entrants and seasoned professionals in all business sectors. For more than 25 years, CEL has developed an excellent reputation for delivering real-world
value-added training. The clientele includes many Fortune 500 multinational enterprises, HKSAR government, public and private sectors of Greater China and throughout the
region.
Our carefully-designed course schedule targets to provide continuing, comprehensive and structured suites of courses that meet career development needs of professional
staff at all levels. Our current pool of experts are drawn globally from Hong Kong and abroad, allowing us to offer the best combination available in terms of technology,
expertise and versatility.
Management Skills & Leadership
Personal Effectiveness
Innovation in Leadership (a process focused approach)
[E]
November
Speed Thinking & Idea Blitz
NEW
[E]
Nov/Jan
Mastering Strategy and Turning Strategy and Objectives into Action
[E]
November
Rapid Innovation
NEW
[E]
Nov/Jan
Change Leadership
[C/E]
November
Presenting with Confidence
[C/E]
Survival Skills for Managers and Supervisors
[C/E]
November
Win-Win Negotiation
[C/E]
Nov/Jan
Leading a High Performance Team
[C/E]
December
Assertiveness Skills Workshop
[C/E]
December
[E]
December
[C/E]
December
NEW
November
Managing People for Win-Win Results
[C/E]
January
Mastering Communications - Practical Skills using NLP
NEW
Leadership Skills Workshop
[C/E]
January
Creativity Workshop
NEW
Blue Ocean Change Management 【藍海變革管理】
[C/E]
January
Influencing Others withour Formal Authority
[C/E]
January
Performace Management and Coaching
[C]
February
Effective Email Writing
[C/E]
February
Time and Task Management
[C/E]
February
Managing Conflicts and Disagreement
[C/E]
February
Strategic Thinking : The Mind of a Strategist
[C/E]
February
Leadership with Sun Tzu 【孫子領導智慧】工作坊
[C]
February
Specialty Courses
Web Marketing Fundamentals
NEW
IT Courses
[E]
November
Operational Risk Management
[E]
November
Crisis, Brand and Reputation Management
[E]
November
Interviewing Skills to Recruit the Right Candidate
[C/E]
November
Effective Business Writing
[C/E]
December
Succession Planning and Identification of
Potential and Talents
[E]
December
NEW
NEW
[E]
December
Project Management Workshop
NEW
[C/E]
December
The System Requirements Journey
[E]
January
Business Consultation Skills
[E]
January
Professional Telephone Skills Workshop
[C/E]
January
Sales Coaching Workshop
[C]
January
NEW
Negotiation Skills for Buyers
NEW
[E]
January
Managing and Measuring Vendor Performance
NEW
[E]
January
NEW
[E]
January
Forthcoming Courses
Blue Ocean Problem Solving and Decision Making 藍海解難與決策[C/P/E]
tba
Giving Feedback on Work-Related Performance
tba
tba = to be advised
18
NEW
[E]
November
Cloud Computing System : Analysis and Testing
[E]
November
Web Marketing Fundamentals
[E]
November
NEW
Web Application Security : Hackers Attack and Defence
[E]
November
Web Application Testing : Principle & Practice
[E]
November
Cloud Computing for Business and IT Professionals
[E]
November
How to do Work Flow Improvement and
Business Process Re-engineering
Contract Management
Mobile Web System – Development and Testing
NEW
[C/E]
Courses Recommended for In House Presentations
Team Building in Action
Business English and Grammar
NEW
Train the Trainer
[C/P/E]
In-House
[C/P/E]
In-House
[C/P/E]
In-House
Developing Trainers for your Organization
[C/P/E]
In-House
Teamwork & Departmental Collaboration
[C/P/E]
In-House
NEW
Collaborating and Doing Business across Cultures
NEW
[E]
In-House
Leveraging Cultural Diversity
NEW
[E]
In-House
14-Day Leadership/ Management Development ProgrammeNEW
[C/P/E]
In-House
Strategic Brainstorming/Facilitation Session
[C/P/E]
In-House
NEW
Building a High Performance Team
[C/P/E]
In-House
Leading a High Performance Team
[C/P/E]
In-House
Decision Making Skills
NEW
[C/P/E]
In-House
Problem Solving Skills
NEW
[C/P/E]
In-House
Medium of Instruction
C Cantonese
PPutonghua
EEnglish
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
COURSE ARRANGEMENTS
Week
Course
Date
Course
Title
Course
Code
Duration
(Days)
Fees*
(HK$)
Enroll before these dates
to Enjoy our Early Bird Rates
Cancellation
Deadline
Medium
January 2015
3
Jan-12, 2015
Blue Ocean Change Management 【藍海變革管理】
BCHM
1
HK$3,480 HK$3,180 Dec 19, 2014
Dec 24, 2014
C/E
Jan-13-14, 2015
Managing People for Win-Win Results
MPWWR
2
HK$6,180 HK$5,680 Dec 19, 2014
Dec 24, 2014
C/E
Jan-14, 2015
Win-Win Negotiation
WIN
1
HK$3,480 HK$3,180 Dec 19, 2014
Dec 24, 2014
C/E
Jan-16, 2015
Influecning Others without Formal Authority
IFSW
1
HK$3,480 HK$3,180 Dec 19, 2014
Dec 24, 2014
C/E
4
Jan-19-20, 2015
Systems Requirement Journey
SRJ
2
HK$6,380 HK$5,880 Dec 24, 2014
Dec 29, 2014
E
Jan-21, 2015
Business Consulting Skills
BCS
1
HK$3,680 HK$3,380 Dec 24, 2014
Dec 29, 2014
E
Jan-21, 2015
Leadership Skills Workshop
LSW
1
HK$3,480 HK$3,180 Dec 24, 2014
Dec 29, 2014
C/E
Jan-22, 2015
Professional Telephone Skills Workshop
PTSW
1
HK$3,480 HK$3,180 Dec 24, 2014
Dec 29, 2014
C/E
Jan-23, 2015
Sales Coaching Workshop
NEW
SCW
1
HK$3,480 HK$3,180 Dec 24, 2014
Dec 29, 2014
C
5
Jan-26, 2015
Negotiating Skills for Buyers
NEW
NSFB
1
HK$3,680 HK$3,380 Jan 2, 2015
Jan 7, 2015
E
Jan-27, 2015
Managing and Measuring Vendor Performance
NEW
MMVP
1
HK$3,680 HK$3,380 Jan 2, 2015
Jan 7, 2015
E
Jan-28, 2015
Contract Management
NEW
CTM
1
HK$3,680 HK$3,380 Jan 2, 2015
Jan 7, 2015
E
Jan-29, 2015
Speed Thinking & Ideas Blitz
NEW
STIB
1
HK$3,680 HK$3,380 Jan 2, 2015
Jan 7, 2015
E
Jan-30, 2015
Rapid Innovation
NEW
RI
1
HK$3,680 HK$3,380 Jan 2, 2015
Jan 7, 2015
E
February 2015
1
Feb-04, 2015
Effective Email Writing
EMAIL
1
HK$3,480 HK$3,180 Jan 9, 2015
Jan 14, 2015
C/E
Feb-05, 2015
Time and Task Management
TTM
1
HK$3,480 HK$3,180 Jan 9, 2015
Jan 14, 2015
C/E
Feb-06, 2015
Managing Conflict and Disagreement
MCD
1
HK$3,480 HK$3,180 Jan 9, 2015
Jan 14, 2015
C/E
Feb-06, 2015
Performace Management and Coaching
PMC
1
HK$3,480 HK$3,180 Jan 9, 2015
Jan 14, 2015
C
2
Feb-09, 2015
Leadership with Sun Tzu 【孫子領導智慧】工作坊
ST-L
1
HK$3,480 HK$3,180 Jan 16, 2015
Jan 21, 2015
C
Feb-11, 2015
Strategic Thinking : The Mind of a Strategist
ST
1
HK$3,480 HK$3,180 Jan 16, 2015
Jan 21, 2015
C/E
TIME: 9:00 am - 5:00 pm daily
VENUE: Regal Hongkong Hotel, Causeway Bay, HK.
PAYMENT AND CONFIRMATION:
1. Seminar fees cover full set of course materials, lunch and refreshments.
Seminar fees are payable in advance.
2. For enrolment by email, please provide all information per the standard
Enrolment Form on this page.
3. For enrolment by fax, mail or email, CEL will issue an acknowledgement fax
or email to the Authorized Person the next day from receipt of the enrolment.
4. Enrolments received by fax, mail or email on or before early bird
deadline will be entitled to the early bird rate.
5. Joining instructions for confirmed registrations will be sent to the
Authorized Person about 2 weeks before the seminar.
* Fees includes refreshments and lunch
CANCELLATION AND SUBSTITUTION POLICY:
1. There is no cancellation charge for cancellations made on or
before the cancellation Deadline.
2. Registrant(s) who fail to attend, or who cancel(s) after the
cancellation deadline(s) are liable for the entire fee.
3. All cancellations should be notified in writing.
4. Enrolments received AFTER the cancellation deadline are subject
to the same cancellation deadline.
5. Registrants may send substitutions in their place anytime. However,
substitutions are not allowed once a seminar has commenced.
ENROLMENT
** We accept P. Cards
ATTENDANCE CERTIFICATE:
A Certificate of Completion will be given to each delegate who have
attended more than 70% of the enrolled course(s).
CORPORATE DISCOUNT SCHEME & QUANTITY DISCOUNTS:
Please visit our Website at www.celhk.com or telephone Ms Mak at
2838 1182 to inquire the above.
Communications Engineering Ltd. reserves the right to vary the course
programmes or arrangement if this proves necessary.
FORM
Company Name :
Address :
Contact Person : (Mr / Ms)
Job Title :
Direct Line : Email Address : Mobile :
Fax : Authorized Person : (Mr/Ms)
Job Title :
Direct Line :
Signature : Date : [email protected]
Please contact CEL
PD2015-JAN/FEB-all
for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
© copyright19
About CEL
Communications Engineering Limited specialises in providing world-class quality Management Skills, Personal Effectiveness,
Information Technology and Specialty Training. CEL targets new entrants and seasoned professionals in all business sectors. For more
than 25 years, CEL has developed an excellent reputation for delivering real-world value-added training. The clientele includes many
Fortune 500 multinational enterprises, HKSAR government, public and private sectors of Greater China and throughout the region.
Our carefully-designed course schedule targets to provide continuing, comprehensive and structured suites of courses that meet career
development needs of professional staff at all levels. Our current pool of experts are drawn globally from Hong Kong and abroad,
allowing us to offer the best combination available in terms of technology, expertise and versatility.
The On-Site Option
If there are a group of staff in your organization interested in taking any of these CEL courses, why not consider the On-Site option? We
can readily tailor courses to your specific needs, send an expert instructor to your workplace, and help cut costs. If you are interested in
organising any of the topics as in-house on-site or off-site traning, and for more information about this service, please contact Miss Mak
at CEL at Hong Kong telephone number +852 2824 9978 or at email [email protected] for a quotation and proposal.
Trainer Information
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if
needed. Please contact CEL for quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
Announcing…VOLUME ONE of our brand new In-house Course Catalogue is now available
In this volume, we have included a sampler comprising detailed course descriptions for 15 of our many programs which are available
and popular as in-house presentations.
Versatility + Quality + Bespoke Services
Please note that ALL public courses from our monthly catalogues are available for in-house presentation as well.
On top of that, should you have some topics in mind but cannot find them in our in-house and/or public catalogues, you are welcomed
to inquire if we are able to source/ customise such training programs for you. All in-house programs will bear the same high level of
quality which underpin all of our public offerings.
Executive Coaching
Another new area of professional service available is Executive Coaching. Contact us for a detailed discussion and proposal/quotation.
Rooms 802-4, 8/F, Hua Qin International Building, 340 Queen's Road Central, Sheung Wan, Hong Kong
Tel: (852) 2838 1182 (General Line)
Fax: (852) 2838 7122
Website: www.celhk.com
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RECORD UPDATE
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Company:
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Name: (Mr/Mrs) :
Job Title:
Tel:
Fax:Email:
Requested by: (Name)
Job Title:
Tel:
All public
in-housetheprograms
areordelivered
bypage
Senior
Trainers/Consultants
of CEL.label.
Please
contact
CEL
forfor
trainer
profile(s) if needed.
box and
2. Complete
form 3. Fax
e-mail this
to CEL
together with the above
Thank
you very
much
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20 Please 1. Tick (✓) the appropriate