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2012 is shaping up to be another challenging year for Southland Employers

Come along and meet your Employers’ Association team, network with other local businesses and hear brief presentations from Chief Executive John Scandrett and our specialists from the employment law and health and safety teams

This invitation is extended to your board and/or management team

Today’s working environment requires an ever vigilant outlook for the dangers that exist when performing the tasks involved. No one person can be expected to know all the answers, that is why we take a methodical approach to identifying and managing these dangers to reduce the risks involved.

Brief overview
This workshop covers aspects surrounding the hazard management process to ensure people understand the requirements of the law. Discussing examples from the attendees own workplaces.

Who should attend
Anyone who has responsibility for health and safety processes within their business – owners, managers, leading hands, supervisors, health and safety representatives and employees.

Workshop content
• Legislation – what is and isn’t in there
• Hazard management process
• Obligations to others in the workplace

Productivity improvements
On leaving this workshop you will be able to
• Re-energise the workplace health and safety process in your
business
• Research the law so you are practicing within it
• Assess if your workplace health and safety system is working for or against your business

PROGRAMME OBJECTIVE
What are the universal principles of outstanding leadership?

The principles and practices of Four Quadrant Leadership are founded on centuries of accumulated evidence from history, philosophy, science, ethics, knowledge and wisdom. When these principles are being constantly demonstrated, competent managers can become excellent leaders.

This practical system focuses on leader/colleague relationships, leadership principles and practical application in the work place. Improve your leadership skills and the effectiveness of your colleagues.


DESIGNED FOR
Four Quadrant Leadership is a comprehensive leadership system used in thousands of organisations around the world - to assist individuals in both recognising their capabilities as a leader and demonstrating those capabilities with clearly defined, proven, leadership practices.

Developed by Wilfred Jarvis, Four Quadrant Leadership introduces the core concepts and develops essential leadership skills for managers and leaders.


LEARNING OUTCOMES
Participants will have the tools to be able to
• Understand the differences between leading and managing
• Accurately assess a colleagues’ task efficiency for any given task
• Lead your team to increased productivity, profitability and commitment to continuous improvement
• Effectively set goals and allocate tasks
• Enhance your techniques for monitoring, supervising, delegating, coaching and counselling
• Obtain team commitment to achieving goals
• Implement performance reviews more effectively


LEARNING CONTENT
• Distinctions between managing and leading
• The characteristics of your best and worst leaders
• The empathy triangle
• Calculating job efficiency
• The techniques of Four Quadrant Leadership
• Using Four Quadrant Leadership with your colleagues and family
• Facts and fallacies about human energies
• Leader-colleague relationships
• Diagnosing performance
• The credentials and characteristics of effective leaders
• Leadership strategies analysis
• Estimating and increasing your personal resources to manage stress

Participants are challenged to examine the effectiveness of their current leadership approaches from both a theoretical and practical perspective.

You receive comprehensive notes, questionnaires and other related programme material.


FACILITATOR | Robin Rawson.

Robin has a strong management, leadership and sales background developed in roles within Flectcher Building and Placemakers.

He is an experienced adult educator/facilitator with over 20 years experience teaching, coaching and mentoring people in the areas of advanced sales, management training, leadership, coaching and mentoring.

Robin has been an accredited Four Quadrant Leadership facilitator since 1990 and is in constant demand throughout New Zealand, Australia (and more recently South Africa) teaching these well researched and highly regarded leadership principles and practices. His belief in, and commitment to, these universal truths are evidenced in the passion, energy, and authority he brings to every programme he is responsible for.

PROGRAMME OBJECTIVE
An introduction to the Essential Selling Skills required to succeed in customer service and sales roles today.

Participants will learn and apply an easy-to-remember 5-point sales process that will equip them to sell well every day, with every customer! These non-negotiable sales disciplines will ensure your staff demonstrate the right attitudes, skills and techniques to be a stand-out sales professional and to consistently achieve superior sales results.


DESIGNED FOR
• Anyone involved in front line sales and service, including new staff who need to learn the best techniques, right attitudes and deliberate behaviours expected in the delivery of sales and service excellence
• Experienced staff who need to re-evaluate or fine tune their current sales and service skills
• Managers/store owners who want to lead from the front



LEARNING OUTCOMES
As a result of attending this programme, Participants will be able to
• Sell more - through a more developed understanding of, and commitment to, the fundamental disciplines of the sales process
• Maintain excellent attitudes towards customers and other staff
• Better understand the customers needs and wants and how to effectively meet them
• Communicate more effectively as interpersonal skills are improved
• Become a more collaborative problem solver for their customers thereby creating the best possible outcomes/results for both parties
• Take the grey out of features and benefits
• Win over the tough nuts/difficult customers with poise, calm and absolute professionalism
• Influence other team members within their organisation with the new and improved skills, attitudes and behaviours being demonstrated on-the-job!


LEARNING CONTENT
• Understanding competitive advantage
• Understanding what selling is really all about?
• Bringing both the art of conversation and the science of a proven sales process to the fore – every time
• Getting it right internally, with attitudes and motives that create a sales EDGE
• Delivering best-fit solutions based on a new understanding of and commitment to genuine customer intimacy
• Consistently demonstrating five minimum sales disciplines – every customer – every time
• Handling objections with confidence and competence
• Closing the sales – without being pushy
• The importance of ethical selling and honouring promises made
• Personal goals and action plans back on-the-job


Applying deliberate accelerated learning techniques, all course participants will be actively engaged in syndicate discussion groups, a wide range of sales based exercises, challenges, case studies and be developing their own targeted goals and action plans for on-the-job implementation throughout the two-days.

This high energy, high impact programme will challenge attitudes, change behaviours and inspire a culture of service and sales excellence in your organisation.

Programme objective | To gain knowledge and practise skills in planning and delivering professional presentations.


Designed for | People who are required to give high-impact business presentations. It will cater for people with little or no previous experience through to those who have given many presentations with little help or training.


Learning outcomes | Participants will have the tools to be able to
• Plan, prepare and deliver a professional business/marketing presentation
• Add variety and interest to presentations
• Gain maximum audience attention
• Deliver presentations that will enhance the reputation of both the presenter and the business


Learning content
• Planning and preparation of the high impact business/marketing presentation
• Opening and closing for maximum impact
• Structuring the presentation
• PowerPoint and other presentation software
• Use of visuals
• Presentation of self, including stance, body language, eye contact, gesture, voice and language
• Building confidence and controlling nerves
• Rehearsal techniques
• Stage management


Facilitator | David Dewhurst

David is a highly experienced business consultant, facilitator and coach. With a Master of Business Administration from Otago University and a background in general management in UK, Europe and New Zealand, David works with clients to improve performance at an organisational, team and individual level. Specialising in leadership, team development, performance management, interpersonal skills and change management, David has delivered training and coaching to a wide variety of sectors including public companies, state owned enterprises, cooperatives, SME’s, councils and charitable trusts. He also coaches business executives and managers in improving performance through organisatinal and behavioural change.

Programme objective
Managing the day-to-day performance of your colleagues is no easy task. It’s one that many new and even experienced managers struggle with. Knowing how to create a degree of professional separation from the people who are your team mates takes courage.


Designed for
This programme is essential for all people in management and leadership positions.


Learning outcomes
Participants will have the tools to be able to
• Overcome obstacles to achieving better performance
• Provide consistency and fairness to their leadership
• Effectively manage workplace performance and behaviour
• Provide effective feedback on individual and team performance
• Set individual and team performance/behaviour related goals
• Understand the effect of leadership style on work performance and choose an appropriate leadership style for different situation
• Develop strategies for improving team and individual motivation
• Understand the link between motivation and productivity


Learning content
• Understanding and defining performance
• The factors that impact on performance - the organisation, situations or events, the leader and the person
• Leadership style and its effects on productivity, motivation and quality
• The issue of control - what happens when you under or over control a colleague and/or work activities
• Getting the level of control exactly right - the leadership/control matrix
• Understanding motivation - placing value on achievement
• The twin concepts of performance management - consistency and fairness
• Creating a work culture of achievement
• The cost of getting it wrong

Programme objective
Building good relationships with our colleagues is essential to getting things done.

How we interact with, how we speak to and what words we choose to speak with, will have a very large bearing on outcomes. It will determine what gets done and how well it gets done.

This programme will provide participants with practical tools to ensure they make sound professional relationships and communicate clearly and easily.


Designed for
All people with leadership responsibilities or in customer relationship roles will benefit.


Learning outcomes
Participants will have the tools to be able to
• Understand and meet the communication needs of your work colleagues and customers
• Build rapport with colleagues
• Understand their work related needs
• Listen with empathy
• Understand the role of attitudes and habits and their impact on workplace communication
• Motivate your colleagues and deal effectively with feedback
• Role-model effective leadership behaviours


Learning content
• Defining your audience
• Communication rules
• Barriers to communication in the workplace
• Attitudes, habits and communication
• Role modelling appropriate behaviours in the workplace
• Developing empathy, listening with empathy and testing your empathy
• Listening skills
• Techniques for questioning and answering
• Understanding the work related needs of your colleagues
• How to motivate your colleagues
• Dealing effectively with feedback
• Building rapport

Programme objective
Effective Business Writing provides participants with the knowledge and skills necessary to write highly effective business communications.

Become an effective business writer and increase your personal productivity, by increasing the clarity and power of all your written communications.


Designed for
This programme is especially suited for those who are required to frequently write business letters, memos and e-mails.


Learning outcomes
Participants will have the tools to be able to
• Plan and prepare a professional business letter
• Identify the purpose of and plan effective letters
• Deliver letters that will enhance the reputation of both the presenter and business
• Use words simply and effectively
• Construct easily understood sentences and paragraphs
• Simplify written instructions
• Write effective letters and memos
• Write for clarity and understanding


Learning content
• Choosing words
• Clarifying, understanding with words
• Composing sentences and paragraphs
• Writing for simplicity
• Checking the tone for friendliness and positivity
• Structuring letters
• Identifying the purpose of letters

Brief overview
This workshop is designed for those involved with implementing a restructure - it is important to get the process and people issues right!

Even in the most genuine cases of business restructuring and/or resulting redundancies, the potential for fall out from incorrect or insufficient process is huge. Recent case law has further refined the process requirements for employers, and this workshop will help you understand the key principles.

Who should attend
All employers, managers and human resource advisors involved in restructuring within a workplace.

Workshop content
• Why restructure?
• Legal framework and principles
• The planning phase
• Consultation-what is it, why do it, and how to make it worthwhile
• The process- common pitfalls for employers
• Effective selection process for redundancy
• Recent case law
• Assisting employees to cope with change
• Communicating the changes

Productivity improvements
On leaving this workshop you will be able to
• Plan a restructure and document appropriately
• Understand the steps that must be followed
• Recognise and mitigate possible pitfalls
• Minimise negative impact of restructuring and redundancy on the workplace
• Reinforce and build on the positive reason[s] for implementing the restructuring

Duration 1/2 Day

Presenter Employers’ Association Legal Advisor

Brief overview
The phone is the most used tool in business. If you are looking to turn your phone into a sales and marketing weapon then attend the Better Business by Phone workshop.

Who should attend
This is an ideal program for all those that use the telephone as a selling tool.

Productivity improvements
On leaving this workshop you will be able to
• Have telephone skills to deal with every type of call
• Overcome the fear of cold calling with a simple, successful system
• Handle such common objections as “I’ve got no money”, “I’m just too busy”
• Use customer care techniques to retain clients and increase your business with them too!
• Have winning ways to secure face-to-face quality appointments
• Handle tricky customers and complaints and keep their business
• Get past screeners and PAs to reach your prospect
• Use closing skills for sales and field visits
• Lead management techniques to help grow your client database
• Effectively deal with “send me mail”

Duration 2 hours

Presenter Matthew Mewse, ‘The Telephone Man’, Dunedin

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