Description

Companies that have just conquered international market share must, to ensure the sustainability of their development, control as best they can the delivery of their products under the best conditions of costs, deadlines and security to their customers. This training in international logistics is the ideal solution to provide you with the necessary foundations to find the best solutions and negotiate as best you can with different service providers.

Who is this training for ?

Training objectives

Formalize your needs, analyze the service providers' offer.
Optimize the logistics of international operations, customs facilities, regulations in force.

Training program

The transport sector environment

• The players in the sector.
• The offers proposed by the service providers.
• The criteria for choosing an Air or Sea transport solution.
• The Sea - Air compromise: the cost/delay ratio.

Understand the technical and contractual aspects

• The Montreal Convention (transport/air).
• The Brussels Convention (transport/sea).
• Carrier liability and insurance of goods transported.

Transport documents

• The use of these documents in the event of disputes and payment by credit and/or documentary delivery.
• Bill of lading or maritime bill of lading.

Pricing for maritime and air transport

• Weight/volume ratios.
• Overloads.
• Forwarding quotes: master the technical vocabulary.
• INCOTERMS 00 and their correct applications to the context of the contract.

Customs operations

• Declaration obligations.
• DAU (Delta procedure) for export-import with third countries.
• The different customs regimes.
• The security of exchanges with ICS and ECS.

Summary exercise

• Cost/delay comparison between three modes of transport (air, sea, sea-air).

Description

3/4 of the problems encountered on an international project or business originate from poorly written contract clauses and poor monitoring of exchanges of letters given the importance of the financial issues. This training in international law allows you to understand contractual risks, answer your questions and prevent identified risks.

Who is this training for ?

Training objectives

Identify and contractually control international buyer/seller risks.
Adapt the various international contracts to their context (sales, purchase, distribution contracts, etc.).
Negotiate and integrate the clauses in its favor.
Integrate the legal and contractual approach into the offer.
Financially secure its international operations.

Training program

Secure your offer internationally

• The formation of the contract the importance of the oral and written.
• Understand the specificities of the preliminary contracts MOU, LAW...
• Identify who has the power to bind society.
• Insert key clauses to protect your interests.

Master the legal clauses of your contracts

• The entry into force of the contract.
• The mirage of international retention of title.
• Delivery, its risks
• The product, its limits, the guarantee.
• Force majeure, hardship.

Manage your high-risk clauses

• Understand the difference between penalties and 'liquidated damages'.
• Identify and limit liability risks (CAP).
• Master atypical clauses: endorsement ...

Control financial and tax risk

• Know how to analyze political and fiscal risk.
• Understand the different types of bank guarantees.
• Adapt your payment methods to the country/client pair.

Resolve international disputes advantageously

• Know how to anticipate disputes.
• Manage the dispute, get out of a dispute.
• The different international contracts and their characteristics
• Contract sales, agent, distribution.
• Technology transfer contract.
• Joint venture contract.

Description

Experience shows that a team member with a solid grasp of the international order process significantly reduces the risks associated with cross-border commercial operations. Clear understanding of customer or supplier expectations, prevention of payment-related disputes, and reliable management of logistical data are key best practices for ensuring the success of an international transaction.

Who is this training for ?

Training objectives

• Master regulatory compliance and documentation for import-export operations
  
• Optimize the management and monitoring of international logistics flows
  
• Assess actual costs and resolve disputes related to transportation and freight forwarding
  

Training program

Master the Incoterms 2020

• Understand each of the Incoterms 2020 rules.
• Distinguish between an outgoing sale and an incoming sale.
• Know the reciprocal obligations of the seller and the buyer.
• Segment the logistics flow.
• Scenario

Optimize international transportation operations

• Master the criteria for choosing a transport solution.
• Understand the importance of transport documents.
• Identify the key elements to take into account.
• Understand the role of the freight forwarder, and take responsibility.
• Know and negotiate the basics of freight forwarder pricing.
• Settling a transport dispute: the risks , appeals, file.
• Practical work

Optimize customs operations

• Know the key elements to take into account at the customs level and have the right reflexes.
• Understand the different customs economic regimes and optimize flows.
• Use the reference sites to find out about import and export duties and customs.
• Compose the documentary package by country.
• Understand the support documents: BL, forwarder, receipt…
• Write the various accompanying documents: invoices, certificates...
• Provide proof of export, and know the tax and criminal risks.

Understanding international collections

• Master payment and invoicing conditions.
• Understand exchange rate risks.
• Differentiate between payment methods and payment security (SBLC).
• Understand the process of documentary procedures.
• Focus on documentary credit (Credoc).
• Organize the delivery of the documentary bundle to the bank.
• Practical work

Understanding the Strategic Importance of Maritime Transport

• The role of maritime transport in the global supply chain.
• Main categories of vessels: cargo ships, containers, passenger vessels.
• Impact of ship types on operations.

Regulations and International Agreements in Maritime Transport

• Key legislative texts: SOLAS, MARPOL, IMO conventions, etc.
• International agreements and obligations.

Optimizing Costs and Transit Times in Maritime Transport

• Analysis of geographic and economic constraints.
• Best practices to reduce costs and transit times.

Management of Port Infrastructure and Cargo Handling

• Operation of port terminals.
• Handling services and cargo flow management.

Cargo Security and Risk Management

• Strategies to secure cargo at sea and in ports.
• Identification and prevention of risks.

Sustainable Maritime Transport and Environmental Compliance

• Initiatives for decarbonization and compliance with environmental standards.
• Green technologies and responsible practices.

Description

Your international development or export projects can be financed thanks to numerous regional, national or European aids. This aid aims to support French SMEs and VSEs and also allows them to join forces or develop their industrial tools. Having an aid strategy allows you to obtain optimal financing adapted to your objectives. This training will allow you to familiarize yourself with these multiple supports and develop your export projects.

Who is this training for ?

Training objectives

Identify the right aid program.
Create your export aid file.
Present the closing file.

Training program

Before the face-to-face

Aid to approach the first markets

• A self-diagnosis Help with market selection.
• Create your international brochure, your website in the foreign language.
• Bring your product up to standard and adapt its industrial tool.
• Train and hire export personnel.
• Address markets, structure them.
• Participate in trade fairs or promotional operations.

Aid to finance your development

• Finance your development, create your subsidiary.
• Finance an international project.

Understand organisms and how they work.

• The regions.
• The national organizations: BPI, Business France, Coface...
• The European and international organizations.

Select and prepare to edit your first help file. Choice of regional, national, European aid.

• List the elements necessary to compose the aid file.
• Build your file.

After face-to-face, implementation in a work situation

• A challenge every week for weeks.

Description

Controlling your end-to-end flows by integrating regulatory and environmental issues, while guaranteeing high service rates and controlled costs is a challenge for international logistics professionals. This training covers the stages of the international logistics process from a practical angle to enable you to meet the challenge.

Who is this training for ?

Training objectives

Select the best solutions to optimize and manage your international logistics flows

Training program

Organize your international transport, platforms and logistics network

• Identify the key players, partners and the target organization for international logistics.
• Select the different modes of transport by integrating environmental and regulatory issues, cost and rate customer service.

Master the essentials of Incoterms® and customs formalities

• Understand and use Incoterms® 2020.
• Master customs formalities: the origin and type of goods, the value, customs clearance procedures, and use the different regimes customs officers.

Optimize and secure flows to prevent risks

• Know the issues and associated risks.
• Manage flows effectively by relying on information systems and new technologies.

Description

You're much too expensive! This resolutely action-oriented training allows you to acquire winning reflexes and a proven methodology to succeed in your negotiations in an increasingly difficult international context.

Who is this training for ?

Training objectives

Acquire the tools and techniques to succeed in international negotiations
Identify your negotiation style and that of your interlocutor
Assert yourself in the face of buyer pressures
Defend and develop your margins in an intercultural context

Description

This action-oriented training provides the necessary tools to develop cohesion and performance in a multicultural team.

Who is this training for ?

Training objectives

Understand the cultural impact on team development
Mobilize adequate skills to address intercultural issues
Develop the cohesion of multicultural teams
Anticipate and manage conflicts posed by cultural differences
Make a multicultural team a lever for efficiency

Description

Moving from French sales to international sales requires knowing the fundamentals of sales and export: collecting information on the different markets, identifying the right intermediaries, managing your sales process, securing your operations... This export sales executive training has a triple objective: understanding international mechanisms; mastery of the fundamentals necessary for its international development; international sales techniques, and tools to secure international operations.

Who is this training for ?

Training objectives

Build a development plan by market.
Master the specificities of business sales and the legal and financial risks.
Manage marketing: select intermediaries; control the result.
Acquire fundamental intercultural knowledge to negotiate internationally.

Training program

Understand the organization of international markets

• The new economic environment for international trade.
• Understand the progress of an international trade operation.
• Detect calls for tenders upstream.

Structuring your search for information

• Define key elements by country.
• Use the 20 key international sites.
• Classify your information.

Know and analyze your market

• Analyze the organization of your market.
• Segment your market.
• Identify your customers: use the international public and private network.
• What are the uses of social networks to prepare for international prospecting?
• Determine your development potential.

Build your development plan by market

• The different sections of the business plan.
• Present your business plan and your ROI.
• Involve your superior in strategic choices and your budget.

Select your intermediaries

• Choose your method of establishment: importers, agents, distributors, subsidiaries...
• Prepare your prospecting file.
• Criteria for selecting your foreign partner .
• Use the PEC grid to select your intermediary

Define the commercial objective, control the result and manage the intermediaries

• Evaluate the potential of your intermediary.
• How to organize the negotiation of objectives.
• How to obtain your list of prospects.
• Develop a annual action plan.
• How to quickly obtain data on market developments.
• Manage your teams in the field

Trading internationally

• The do's and don'ts of international negotiation.
• Prepare for a high-stakes international negotiation.
• Define your room for maneuver.
• Negotiate your prices and defend your margins.
• Deal with requests for concessions.
• Prepare your argument based on cultures.

Integrate the financial dimension of international operations

• Propose financing solutions.
• Choose the means and methods of payment according to the client risk and the country risk: transfers; the documentary credit version RUU 600; the letter of standby credit

Control the legal risks of international operations

• The legal specificities of international business.
• Traps, risks and disputes linked to international contracts: the clauses to be taken care of.
• Measuring the consequences of the choice of 'Incoterm 2010: transfer of risks.
• Securing legal risks. Exiting a dispute: international arbitration;

Master financial risk hedging techniques

• Foreign exchange risk hedging techniques.
• Protecting yourself against the risk of non-payment, credit insurance.
• The rules for guaranteeing unconditional payment of the insurer.
• Evaluate the tax risk of your establishment.
• Assessment of acquired knowledge

Description

Find a nomenclature in a few minutes, know the customs duty applied to my product in this country, produce the correct documents for customs clearance, find the specialized carrier in this area, know my rights vis-à-vis these transport intermediaries and of the tax administration… This training in customs regulations and international transport provides you with the essential techniques to optimize all these operations.

Who is this training for ?

Training objectives

Analyze, select and implement the different customs clearance procedures.
Write the documents required by the administration.
Negotiate on an equal footing with freight forwarders.
Find the documents necessary for export and import operations.
Anticipate disputes with customs and prepare for negotiation.

Training program

Understand the organization and customs processing of international trade

• International regulations and bilateral agreements.
• Understanding the role of the WCO in global customs procedures.
• The new Union customs code (CDU)

Study the important elements of the customs declaration

• Identify the tariff type and the origin of the RTC, RCO product.
• Analyze the advantages and disadvantages of EA and AEO status.
• Strategic goods, and dual-use goods.
• Calculate the basis of duties and taxes according to Incoterm 2010.
• Calculate customs liquidation.
• Clear in the DELTA system, ECS (Export Control System), ICS,... from NSTI to DELTA T.

Mastering extra-community operations

• Write the Single Administrative Document.
• Learn about customs duties upon entry into the EU and export.
• Know how to write the invoice to eliminate any risk of blocking.
• Obtain and correctly prepare the documents for the export package

Master intra-community operations

• Write the Goods Exchange Declaration.
• Find the intra-community VAT code (VIES).
• Specific cases, triangular operations.

Use special plans to optimize your costs.

• Use suspensive regimes, bonded warehouses, inward and outward processing...
• Draft and monitor ATA, TIR Carnets...
• Master regulations specific to standard exchanges, returns, packaging
• Control your customs clearance: PDD, DC, PDUC procedure...

Manage disputes with customs

• Understand the mechanisms of customs litigation.
• Know the means of defense, negotiate the fine.

Optimize transportation operations

• The specificities of road, maritime and air transport.
• Know how to choose your service provider (carrier, freight forwarder, transport agent, customs approved, etc.).

Certification

• Assessment of skills to be certified via an online questionnaire integrating scenarios (40 minutes)

Description

This training offers participants the opportunity to learn how to put their customs operations under control and prevent audit risks. It will allow you to take advantage of customs procedures and different international regimes or statuses.
Faced with the proliferation of bilateral agreements, it is essential to master the recent procedures initiated within the European Union and developed at the global level by the World Customs Organization.

Who is this training for ?

Training objectives

Putting customs operations under control

Prevent audit risks and take advantage of customs regimes/statutes/procedures

Training program

Carry out or delegate customs operations

• Know the modes of representation.
• Select and manage your RDE.
• Master your own declarations.

Optimize customs flows and reduce costs

• Opt for simplified customs procedures (PDD, DC, etc.).
• Use special regimes (processing, customs warehouse, etc.).
• Obtain customs statuses (EA, EE, OEA).

Master the rules of origin applicable to your products

• Identify common law origins.
• Apply CE marking.
• Operate within the framework of preferential agreements and cumulation rules.

Calculate customs revenue

• Take into account the Incoterm® and the applicable tax levels.
• Completing a DV1.
• Evaluate the values ​​within the framework of the transformation regimes.

Dealing with customs risk

• Understand the customs control framework.
• Assess the risks of infringements and correct errors before litigation.
• Establish your defense and know the remedies in the event of customs dispute.

Description

Expanding internationally represents a significant investment. But how to select your markets to obtain rapid ROI? The purpose of this training is to enable you to find promising markets, classify them in order of importance and know on which you can quickly achieve profitable turnover.

Who is this training for ?

Training objectives

Build your market selection grid
Assess the potential of these markets
Select the best sales network

Training program

Before the face-to-face

Collect market data

• Select promising markets A self-diagnosis Use customs data.
• Know the customs duties and import procedures applied by the different markets.
• Collect the information on market marketing structures.

Build your market selection grid

• Build your own market selection grid according to your products.
• Apply the multiplier coefficients adapted to your markets.
• Select your target markets.

5Analyze your market

• Organize market development Use the right channels to collect market data.
• Select your contacts and obtain information on the commercial organization of your market.

Select and prepare your negotiation with your local partners Detect and collect information on your future partners. Build the selection grid for your partners.

• Prepare your presentation file as a reference tool to start your negotiation.
• Understand the cultural specificity of your partner.

After face-to-face, implementation in a work situation

• A challenge every week for weeks.

Description

How to structure, identify, recruit, evaluate and motivate your international sales network? The secret to effective collaboration lies in a number of key factors: integrating cultural differences, agreeing on objectives, building buy-in and motivating. Immediately operational, adapted to the case of each participant, this training provides an active approach to 'sell' your representatives abroad.

Who is this training for ?

Training objectives

Have a clear vision of the different types of networks.
Find and recruit the right intermediary.
Understand cultural differences to act on motivation mechanisms.
Negotiate objectives. Track and control results

Training program

Identify the different international intermediaries

• International sales networks: agents; subsidiaries...
• Know the limits and advantages of each type of intermediary.
• Know and obtain national and European aid to set up a network.

Use international sources of information to find the right intermediary

• The French institutional network: obtaining the right information.
• The network of local actors, French companies established abroad, the RFE, the CCEF...

Select and recruit the right intermediary in the countries Choose the right distribution network. Select the intermediary with its selection matrix.

• Position your current distributor in relation to this grid.

Define the objective and monitor the results Evaluate the market potential: the IPT method. How to get your prospect list. Develop the annual action plan. Avoid possible traps.

• Set up an intermediary management tool.

Establish the distribution contract The main clauses to negotiate. Define the respective obligations. Negotiate the reporting, the new distribution contract. Understanding cultural differences and motivating partners

• Motivate based on cultural differences.
• The do's and don'ts of intercultural negotiation.
• Deal with a delicate point: sales objectives.
• Motivational tools to lead a network.

Description

The documentary credit represents security for both the buyer and the seller provided that they master the drafting of the various documents. At the end of this documentary credit management training, you will be able to avoid the pitfalls of the new 'Crédoc' and will understand the banking mechanisms from issuance to final settlement.

Who is this training for ?

Training objectives

Manage a Crédoc.
Reduce 'reserves' when collecting for export.
Carry out the documentary credit arrangement to secure your purchases.
Priorize the use of Stand-by.
Understand the Crédoc mechanisms to remove the risks of non-collection.
Reduce the number of unpaid invoices during export operations.

Training program

Documentary credit: interest and conditions of implementation for export and import

• How Crédoc works: what are the mechanisms? Write the pro forma invoice and the export instruction letter.
• Write the opening request and secure its payment to import.
• Choose the most favorable Incoterm 00.
• The checklist.

21Manage a Crédoc

• How to analyze a Crédoc to detect risks.
• Avoid the risks, how to amend the Crédoc? Negotiate the fees.
• Standard costs and the different commissions: how to negotiate with the bank? Gather and ensure the conformity of documents: invoices, transport documents, certificates...

Optimize the management of international collections Select the type of

• Banking of documents: how to avoid reserves? how to manage them? when importing, how to secure your transaction? Adapted credit (credit red clause, back to back, revolving, transferable credit... ).
• The new rules and customs 00 of the CCI.
• Choose the payment method: on sight; deferred by negotiation; The specificity of the creeds on Algeria.

6The letter of credit

• Stand-by Interest for the company.
• Comparative study Stand-by/Crédoc.
• The new rules.

Description

Since May 1, 2016, the Union Customs Code has replaced the old Community Customs Code. It will be gradually implemented until May 1, 2019. Its aim is to adapt European customs legislation to several developments: overhaul of import control systems and implementation of the AEO system; the modernization of customs procedures; the development of the dematerialization of procedures.

Who is this training for ?

Training objectives

Master the new architecture of the community customs code.
Adapt the new legislation to the operation of the company both at the customs and logistics level.
Know how to find out about the day-to-day evolution of the regulations.

Training program

Understand the structure of the new customs code

• Union Understand the structure of the new CDU.
• Master the new terminology.

The new procedures

• The new BTI process.
• Changes to customs bases: tariff type; origin; value.
• The new process for import, export and transit .
• The modification of special regimes.

Advantages granted to AEOs

• In terms of guarantees.
• In terms of daily business processing.
• Be informed in real time of new procedures.

Organize your business according to the new customs code

• Union On the operational level.
• On the choice of external service providers.
• On the logistical level.

Description

This training provides you and, beyond that, the entire company, with mastery of the essential techniques and tools to understand and actively participate in the international development of the company.

Who is this training for ?

Training objectives

Understand the mechanism of international operations.
Acquire the fundamental principles and tools of international trade.
Better dialogue with those involved in the export of international trade in the company and on external markets.

Training program

Understand the mechanism of international operations

• Understand the organization of international markets.
• Identify the international stakeholders in the company.
• Select promising markets.

Organize the marketing of its products or services

• Identify your international customers.
• Understand the role of commercial intermediaries: agents, distributors, subsidiaries...
• Learn to define an objective by country .

Know and limit the risks of an international offer

• Know the risks inherent in an international operation.
• Measure the impact of the chosen Incoterm 00.
• Understand the exchange risk.

2Control customs risk and understand logistics mechanisms

• Differentiate between trade within the European Union and major exports.
• Understand the global organization of customs.
• Discover the role of customs documents 'accompaniment.
• The forwarding partner or merchant.

Control the risks of non-payment

• Identify customer risks and country risks.
• Take out credit insurance.
• Compare the different payment methods: transfer; draft; check; documentary credit.

Description

The company's international development involves conquering new markets and securing its commercial operations. Appreciating the risk of payment default and mastering both financial and legal tools to limit this risk are essential if you want to achieve lasting international success. This training provides you with all the tools to secure your international operations.

Who is this training for ?

Training objectives

Evaluate country risk and international customer risk.
Optimize the choice of payment method.
Control the contractual risks of its commercial offers.
Reduce unpaid debts through effective risk prevention.
Control the different insurances Export credit.

Training program

Assess the different levels of international risk Assess the different international risks: commercial, political, foreign exchange, etc. Obtain solvency information on your foreign partner. Optimize your payment method

• Compare payment methods: speed, security, simplicity, cost, break-even point and impact on the commercial relationship.
• Non-documentary collections: checks, bills of exchange, transfers (Swift ).
• Understand the mechanisms of Documentary Credit (RUU 00): negotiate the terms, make the delivery, equip yourself with effective management tools.
• Guarantee 00% payment : the Stand-by letter of credit.
• Assign your receivables without recourse to financial organizations: factoring, forfeiting.

61Control legal risk

• Plan to integrate the specific clauses of international offers.
• The clauses linked to payment.
• The clauses linked to the transfer of risks Incoterms 00 .
• The transfer of ownership, the mirage of international retention of title.
• The arbitration clause and the resolution of disputes.

2Subscribe and manage a credit insurance policy

• Measure the opportunity to take out insurance.
• Select the credit insurer according to the risk zone.
• Manage credit insurance, negotiate its rates.

Description

To succeed internationally, it is essential to take into account the geopolitical and cultural environments of the target country. This internship will teach you the techniques and tools to develop your implementation strategy and succeed in your communication on external markets.

Who is this training for ?

Training objectives

Evaluate the risks inherent to international development
Learn the tools and techniques to develop an international implementation strategy
Know how to manage the media and the international advertising concept

Training program

Introduction

• Why expand internationally? Is it a necessity for businesses? Are there any risks?

The geopolitical environment

• The major global business trends.
• Stability, risks and trends.
• Geopolitical and macro-economic rating: Mapping and rating agencies.
• International legal, logistical and customs environment and constraints.

The cultural environment

• Cultural differences in the business world.
• Mapping cultural differences.
• What impact on negotiations? Should management be adapted? How should the contractualization correspond to the context.
• Exercise: Simulation of a negotiation with a Chinese importer.

International implementation strategies

• The product.
• Technical adaptation of the product.
• The art of adapting the marketing of the product.
• The export price.
• How to calculate an export price.
• Know how to define and present an export price.
• Exercise: Defining the price of simulation software.

Communication on foreign markets

• Manage the media and the international advertising concept.
• Vectors of communication outside the media: Public relations, social networks, trade shows and events.
• Feedback from successful experience: Public relations of an exporting and innovative company.
• The specificities of distribution channels on foreign markets.
• Direct sales, the agent, the 'business provider.
• The distributor, the importer.
• The subsidiary, the joint venture.
• Other forms of establishment.

The international development business plan

• Objectives and content of a business plan.
• What elements should be included in an International Business Plan? The economic model, competition.
• What are the conditions for the success of an international business plan.
• Conclusions.
• Exercise: Constructing a business plan.

Description

This workshop will provide you with a process to help you develop, define and implement your company and marketing strategy. It also covers the fundamentals of Business and Financial analysis.

Who is this training for ?

Training objectives

Training program

Introduction

• Political, strategy, tactics, commitment, structure; some basic fundamentals.

Strategy

• Main tools used in defining a strategy.
• SWOT Analysis.
• Porter's Matrix: defining your profitability and peer group comparison.
• Arthur D.
• Little Matrix: analysing your competitive position and industry maturity.
• The McKinsey Matrix and Boston Consulting Group: product range analysis.
• Exercise Based on case studies.

Marketing

• Upstream: being aware of technology, marketing in general and sector activity.
• The product: defining the basic features and building a consistent range.
• The market: evaluating and keeping efficient control.
• Competition: direct and indirect competition.
• Distribution: product placement.
• Communication: projecting a positive image.
• Pricing: setting pricing and profit margin.
• Summary: marketing Mix, the 4P's.
• Exercise Launching a new product: a practical approach.

Finance

• The role of finance.
• General accounting.
• Financial analysis.
• Corporate Finance.
• Business finance and the market.
• Accounting factors.
• Assessment.
• Accounts and Results (French and ?Anglo-Saxon? methods).
• Financial analysis from Assessment.
• Working Capital (WC).
• Required WC (RWC), normative RWV.
• Cash, Break-even point.
• Financial analysis from Accounts and Results.
• Standstill, Cash Flow.
• Statement of change.
• Fund flow statement.
• WC change.
• Cost accounting analysis: various methods.
• Overall summary: the company dashboard.
• Hands-on work Company analysis (finance, marketing.
• ): discussion regarding next steps

Basic Economics

• Business cycle, simplified and complex model.
• Money demand approaches; John Maynard Keynes, Milton Friedman.
• Orsys Twitter : Formation Informatique et Formation Management

Description

Given the importance of project management, this training course deals with the key challenges that Project Leaders are confronted with on a daily basis. By the end of the programme, you will understand more about group dynamics, the role of the Team Manager and how best to maintain high motivational levels and ensure peak performance in the workplace.

Who is this training for ?

Training objectives

Training program

The Team Players

• Defining team management composition.
• Identifying all stakeholders and needs.
• Analysing team dynamics.
• Reconciling respect for team members and commitment.

Expectations

• Excellent organisation, delegation and team-building skills.
• Achieving the company's objectives and aligning individual goals.
• Acting as interface and communicating your company's vision.
• Coordinating team effort and monitoring.
• Gaining trust and confidence by communicating clearly and effectively.

Managerial Functions

• Creating a strategic communication plan.
• Setting clear project gaols, schedules and deliverables.
• Giving clear instructions.
• Critical thinking and decision-making.
• Trouble-shooting.
• Lessons-learned.
• Commitment-building.
• Time and Stress-Management.

The Team Players

• Defining team management composition.
• Identifying all stakeholders and needs.
• Analysing team dynamics.
• Reconciling respect for team members and commitment.
• ■ Expectations
• Excellent organisation, delegation and team-building skills.
• Achieving the company's objectives and aligning individual goals.
• Acting as interface and communicating your company's vision.
• Coordinating team effort and monitoring.
• Gaining trust and confidence by communicating clearly and effectively.
• ■ Managerial Functions
• Creating a strategic communication plan.
• Setting clear project gaols, schedules and deliverables.
• Giving clear instructions.
• Critical thinking and decision-making.
• Trouble-shooting.
• Lessons-learned.
• Commitment-building.
• Time and Stress-Management.

Effective Communication

• ■ Self-Awareness
• Set measurable and realistic goals.
• Body language and the importance of congruence.
• Active Listening.
• Establishing and maintaining positive relationships with team, colleagues and hierarchy.
• ■ Communication Delivery
• Managing the communication process.
• Maintaining communication flows to avoid misunderstandings.
• Dealing with rumours and information retention.

Motivation

• Understanding motivational factors at work.
• Differentiating and tackling low motivational levels.
• How to acknowledge and reward.

Running your Project Team

• Knowing your team and each individual's level of autonomy.
• Integrating new colleagues and managing staff turnover smoothly.

Project Management

• Creating an action plan.
• Seeking and incorporating team members' initiatives where applicable.
• Regular progress reporting and measurement.
• Evaluating risk.
• Mobilising team regularly to carry out corrective and preventative actions.

Description

Forge the feeling of membership, act as a communicator and a negotiator who inspires the confidence, such are the missions that the manager must complete uninhibitedly in front of his team

Who is this training for ?

Training objectives

The participants will be brought to replay in front of the camera real professional situations that they will analyze to acquire tools directly usable in the field

Training program

Set up common reference with your team

• Define its strengths and its areas of improvement.
• Know the styles of management and find where to be.
• Formalize common objectives according to the human environment and the parameters appropriate for the company.
• Exercise Case study to establish and consolidate its leadership of manager in partnership with the team.

Lead and facilitate your team

• Identify the role of the team within the company.
• Develop your image as a leader.
• Successfully integrate newcomers.
• Manage the difficult personalities.
• Encourage public speaking and initiatives.
• Recognize them, canalize them and make them useful.
• Make accept the changes.
• Exercise Exercises of team meetings filmed with various types of employees (easy, difficult)

Know how to communicate

• Guidelines: structure your thoughts, organize your ideas, positive the unforeseen, make yours the decisions and present them clearly.
• Be convinced and convincing : involve your audience, argue to persuade, rely on objections to enhnace and reinforce your point of view.
• On negative points : refocus, reframe without demotivating, announce the bad news, manage the disagreements.
• Exercise Filmed communication exercises.

Description

This course has two goals: Structuring each step of the job interview to enhance its operational efficiency, and acquiring interview techniques to assess the motivations, personalities, and skills of applicants with respect to the position.

Who is this training for ?

Training objectives

Analyze the recruitment needs and establish the applicant'profile Write and distribute a job listing Structure your job interview approach Gain proficiency in asking and listening techniques Select the right applicant Create an integration plan for new recruits

Training program

Analyzing your recruitment needs and who you're looking for

• Creating a socioeconomic assessment.
• Analyzing the skills acquired and required for the position.
• Defining the position's skills.
• Knowing the difference between a job description and the profile you're looking for.
• Defining the scope of the future hire.
• Hands-on work Participants will analyze a need based on a guide to analyzing the hiring request.

Writing the right job listing and choosing where to place it

• Knowing how to describe a job position.
• Making the position look attractive.
• Choosing the right communication media.
• Communicating in accordance with company policy.
• Hands-on work Group brainstorming on communication media and what makes a listing attractive.

Conducting a job interview

• Acquiring techniques, stages of the interview.
• Instilling a climate of trust for natural, sincere discussions.
• Knowing key, essential questions.
• Learning asking and listening techniques.
• Getting to the core matter in analyzing the path.
• Setting the context for discussions and quickly attaining clear, accurate information.
• Outlining scenarios or conducting tests.
• Knowing how to assess and applicant's potential.
• Hands-on work Participants will create an interview guide suited to their own hiring needs.
• Simulated interviews.

Selecting objective criteria for choosing the right applicant

• Knowing which applicant to prioritize given the company's needs.
• Determining the roles of managers in the hiring process.
• Choosing the right applicant with a selection grid.
• Prioritizing behavioral factors.
• Creating the summary and making your choice.
• Making a choice in a collegial fashion.
• Replying to the applicants.
• Hands-on work Create and use an assessment grid suited to your own recruitment needs.
• Select a job application.

Integrating the applicant into the company

• Taking the right actions.
• Tracking progress through interviews and reports.
• Assessment the employee relationship after 100 days.
• Hands-on work Group brainstorming and discussion based on actual cases.

Description

This course has been designed to help executives to plan, run and control meetings efficiently and professionally to improve staff and team performance. Based on communication techniques and specific tried and tested tools, participants will learn how to achieve their aims, gain commitment and a high degree of consensus in meetings.

Who is this training for ?

Training objectives

Training program

Group communication strategies

• Basic principles of communication.
• Role of the Chairperson.
• Facts versus received ideas.
• Collaborative techniques.
• Eliciting participation.

Addressing the Group

• Body language and congruence.
• Identifying and managing different behavioural styles.
• Handling stress.
• Using appropriate language style, pace and intonation.

Preparing the Meeting

• Location and creating the right atmosphere.
• Defining the agenda, objectives and priorities.
• Preparing and distributing adequate support material.
• Selecting the right people to help facilitate.

Being Chairperson

• Effective introductions.
• Chairperson as facilitator or leader?
• Making it a Meeting of Minds.
• Building trust and reconciling different styles and opinions.
• Maintaining open, clear and respectful exchanges.
• Suggesting alternative methods and procedures.
• Generating new ideas or approaches.
• Problem solving.
• Dispute resolution.
• Closing with a plan of action.
• Creating and maintaining group memory.
• Post-meeting evaluation.
• Orsys Twitter : Formation Informatique et Formation Management

Description

How to align teams for greater performance. Understanding good Leadership behaviours. Knowing your leadership style. Learning the difference between Leadership and Management. Gaining insight into your Patterns, Beliefs and Rules.

Who is this training for ?

Training objectives

Training program

What is a Leader?

• Why people follow leaders.
• Characteristics and behaviours of effective leaders.
• Management and leadership.

Leadership Styles

• Self-evaluation your preferred leadership style.
• Principles of team-building.
• Defining Qualities and Strengths.
• Create your personal plan for success.

Enhancing Team Performance

• How well do you motivate your employees: measure your skills.
• Characteristics of high performing teams.
• Understanding human work-related needs.
• Creating a motivational work environment.
• Motivating difficult team members.
• Performance evaluation based on results and agreed upon objectives.
• Review priorities during periods of change.
• Exercise Role-play situations for managers.

Empowering, Motivating and Inspiring Others

• Acquiring strategic vision.
• Key decision-making techniques.
• Developing stronger impact and influence.
• Perfecting your persuasive powers when negotiating.
• Eliciting commitment to move things forward.
• Leading by Example.
• Exercise Role-play situations for managers.

Improving Working Relationships

• Developing communication skills.
• Preventing misunderstandings and conflict.
• Improving the communication process.
• The Art of giving feedback.
• Master techniques for gaining agreement and buy-in.
• Developing credibility through expertise and relationships.
• Delegating and mentoring to help others to increase their skill sets.
• Encouraging others to be resourceful.
• Exercise Role-play situations for managers.

Being Assertive

• Understanding assertiveness and how it differs from aggression and submission.
• Saying 'No' to unreasonable requests.
• Giving criticism effectively.
• Setting boundaries for others.
• Presenting clear messages.
• Closing conversations.
• Gaining increased confidence.
• Handling your Stress and other people's.
• Exercise How are you assertive? Role-play situations for managers.

Description

Managing may consist in facing conflicts with/between your team members. This training course will enable you to acquire the necessary management methods and strategies to manage conflicts in your team.

Who is this training for ?

Training objectives

Training program

Identifying different types of conflicts

• Getting to know various sorts of conflicts, their reasons and mechanisms
• Understanding where conflicts come from, how they develop and how they are provoked or amplified
• Determining what constitutes conflicts and their real causes
• Assessing what is at stake for each partner in conflict situations
• Exercise group discussion : solutions and presentation of best practice.

Solving underlying conflicts

• Anticipating conflicts : Revealing your team's needs ; Listening to their expectations
• Improving your self-assertiveness : Understanding and accepting your team members' emotions as well as your own.
• Exercise video role-play : being more assertive to solve conflicts more efficiently.
• Group debriefing session.

Solving direct conflicts

• Discovering regulation techniques : Leading mediation sessions : asking questions and listening in a neutral way ; Repeating, synthesizing and refusing ideas
• Avoiding direct conflicts : Defining strategies and determining realistic options ; Reaching a consensus, offering the best replacement solution
• Dealing with after-conflict phases : After the crisis, analysing the conflict causes and evolution ; Taking stock of your strong and weak points to improve your management skills.

Description

Change Management has become a key competence. It requires the ability to anticipate, thorough planning, managing emotions and strong determination.

Who is this training for ?

Training objectives

Training program

Change Representations

• Change in its different forms (human and organisational).
• Unforeseeable reactions, behaviour and resistance to change.
• Questioning and the ?mourning? period.
• Hands-on work Role-play.

Adapting to Change

• Positive and negative responses to stress due to change.
• Adaptation period.
• Main stages of personal growth.
• Identifying resources.
• Developing new skill sets.
• Hands-on work Identify stress factors in different situations and offer appropriate responses.

Giving Sense to Change

• Using Change as a catalyst for Progress.
• Being an active Player.
• Building professional or personal project.
• Clarifying goals.
• Project Management.
• Alignment.
• Hands-on work Formalise projects and ambitions.
• Reduce the gap between the dream and the reality.

Communicating Change

• Ensuring Change has been communicated clearly and understood.
• Interacting, brainstorming and sharing ideas.
• Direct and indirect approaches.
• Socio-dynamic approach.
• Active listening.
• Questioning and maieutics.
• Exercise Case study exercises.

Change Management

• Do you possess the right credentials to drive Change?
• Planning each key step and piloting Change successfully.
• Implementing orderly and systematic processes.
• Time Management.
• Coaching.
• Exercise 3 scenarios: Piloting change.

Communicate to better train and support

• Know the types of personality profiles.
• Identify behaviors and adapt to your interlocutor.
• Activate motivation using triggers.
• Understand the three degrees of stress and how to prevent them.
• Know how to ask someone for work.
• Scenario Role plays on stress communication styles.
• Collective debriefing.

Description

Improve your effectiveness as an IT manager, learn how to influence others and handle miscellaneous situations. This training course introduces the principles and methods of operational management and encourages participants to make the best of their potential. It provides a valuable forum to reflect, imagine and plan a more successful work pattern.

Who is this training for ?

Training objectives

Training program

Introduction

• Today our working environment involves greater interaction with others, often bringing in diverse know-how.
• Knowing yourself, making the best of your assets, stimulating change, selling ideas, managing time wisely and using stress to your advantage are crucial.
• Ultimately, being Effective is a matter of implementing methods and determination.

Style and Attitude

• Change in attitude.
• Perceived styles and their impact.
• 3 contemporary components: authenticity, determination and openness.
• Relation to power and examples.
• Hands-on work Identifying your predominant style, perfecting other styles, how to deal with different situations and address individuals with different styles.
• Exploring why your behaviour attracts aggression or resistance?

Self-Training

• Principles of individual training.
• Must-have tools and resources.
• Valuable learning techniques.
• Hands-on work This second section covers training techniques for both knowledge and know-how.
• You will discover how our tools and methods can change your desire to achieve your goals.

Self-Motivation

• History of Motivation in the company.
• Myths of individual and collective mobilisation.
• Understanding your own motivation and its limits.
• How self-motivation works.
• Examples of professional and personal goals.
• Exercise This third section sheds light on one of the most complex dimensions of Personal Efficiency and reminds us of the importance of using and developing our internal energy.
• Participants are offered a pragmatic and operational approach, including case studies.

Stimulating Change

• Change, and the mechanisms to achieve successful change.
• Examples of crisis and conflict.
• What creates opposition and appropriate ways to solve it? Positive aspects of resistance and opposition.
• Influence via change.
• Hands-on work This fourth section highlights that chaos does not necessarily lead to immobility.
• There is a way to prevent, manage, use and generate what seems like a crisis situation.
• Case study analysis.

Selling Ideas

• Influencing, having an impact and selling your ideas.
• Examples where getting buy-in is necessary.
• 7 essential steps to selling your idea.
• Hands-on and psychological preparation for selling ideas.
• Exercise This fifth section offers participants the opportunity to address some of their own personal work challenges.

Managing Time Wisely

• Analysis of effective time management.
• Principles and rules of time management.
• Time management tools.
• Fast action plan for correcting time management.
• Hands-on work This sixth section shows that taking effective action entails prioritising and setting out clear time schedules for yourself and others.
• Participants will be given the opportunity to create their own time management strategy to be applied after this training session.

Using Stress

• Defining stress in the current economic climate.
• Passion and Pleasure versus Challenge and Pressure.
• Knowing your pace.
• Energy and using it.
• Stress management.
• Exercise This last section deals with a central aspect of effectiveness: the relation between pleasure and energy in achieving professional success.
• Participants are presented with concrete formulas.

Description

This programme will provide you with valuable Time Management techniques. By the end of this course, you will have a better understanding of your relation to time and be better equipped to prioritise your workload and hence improve your overall performance.

Who is this training for ?

Training objectives

Training program

Our Relation to Time

• Preliminary Reflections.
• Management Timeline.
• Different perceptions to time.
• Time is relative.
• Time as a resource.
• Past, Present, Future.
• Time management influences and consequences.
• Exercise Case study.

Our Use of Time

• Standing back.
• Retreating.
• Reflecting.
• Different rituals, reflexes, habits and behaviour.
• Leisure and other interests.
• Activity level: being productive and effective.
• Psychological aspects.
• The dramatic triangle.
• How to exit intact.
• Intimacy.
• Exercise Exercise.

Time Management: 5 Major Principles

• The importance of planning and prioritising.
• Managing the unforeseen.
• Handling ?Time-Wasters? expertly.
• Communicating effectively.
• Managing flow of information and messages.
• Adopting an effective time-management strategy to avoid stress.
• Creating a stimulating environment.
• Knowing when to take Time-Out.
• Changing your relation to time.
• Golden rules of Time Management.
• Exercise Practical activities.
• Action plan.

Description

Stress is a part of day-to-day living. Stress can act as a motivator and an energizer. However, if your stress level is too high, health and professional problems can result. This training course will help you understand how the stress mechanism works and offer some simple and tangible stress management techniques.

Who is this training for ?

Training objectives

Training program

Stress mechanisms and Indicators

• Definition of stress and related biology; Fight or Flight Response; Difference between positive and negative stress.
• Learn to read your own stress indicators: physical, emotional, behavioural signals; Type A-Type B Personalities.
• Physical and emotional consequences of stress; Recognising and preventing burn-out.

You and your Stressors

• Causes of stress: Your personal stressors; understanding typical stressful work-related situations; (time pressures, competition, financial problems, noise, disappointments.
• ); Holmes & Rahe Scale.
• Difference between inner and external stressors; the cognitive approach; the impact of our interpretations; identifying your stressful thoughts.

Practical Stress Management Techniques

• Different stress management approaches.
• Relaxation: concrete and effective breathing, relaxation and visualisation techniques.
• Strengthening ability to manage stress.
• Personal coaching to develop awareness and good habits at work and on a daily basis

Dealing with Stressful People and Situations

• Understanding the communication process and what creates conflicts and stressful situations; Communication filters; Aggressive/passive/assertive behaviour.
• Developing Assertiveness skills: how to express feelings and opinions calmly.
• Improving communication skills; observation and listening; main principles of non-violent communication.

Description

Conflict in the workplace is inevitable from time to time, and it can have a detrimental effect on personal and team performance unless it is managed well. This course offers strategies and tactics that can be used to manage conflict effectively. You will be shown different ways of handling conflict, as well as tips on how to resolve specific complex situations. You will also explore your own role in creating a positive work environment to minimise conflict within your team. By the end of the course you will be able to: Understand conflict development/resolution. Understand how to get to the root cause of difficult behaviour. Distinguish between aggression, assertion and submission. Handle a variety of everyday confrontational situations. Feel more comfortable in confronting people and emotions rather than avoiding them.

Who is this training for ?

Training objectives

Training program

What is conflict?

• The symptoms.
• From discomfort to crisis, how conflicts escalate.
• Recognising conflict and potential triggers when they arise.
• Underlying causes of conflict.
• Issues, behaviours and feelings.

Conflict at Work and what it says

• How conflict manifests itself.
• What conflict tells us about an organisation? When conflict is positive.

Consequences of Conflict

• How we are affected by conflict.
• The impact of conflict on the organisation.
• The cost of conflict.
• Exercise Analysis of workplace conflicts and their origins.

Willingness to Resolve

• Diagnosing who is the problem.
• Why people over-react and are unwilling to resolve problems.
• Identifying your own blockages and what to do if you are the source.
• Managing people who do not seek a resolution.
• Exercise Identifying your preferred style and adapting your approach to suit the situation.

Managing Emotions

• Dealing with anger and stress.
• Keeping your emotions at bay, especially when others are upset.
• Strategies to minimise hostility and defensiveness.

Building Positive Relationships

• Building trust and respect to keep relationships positive.
• Reframing the perceptions of others.
• Establishing and recognising what is important for others.
• Confronting difficult situations constructively.

Managing and Resolving Conflict

• Self-awareness and personal prejudices.
• Encouraging greater openness from others.
• Individual reactions to conflict.
• Emotional triggers.

Working with Others to Resolve Conflict

• Reality check.
• Positions and interests.
• Joint problem solving.
• Defusing tensions.
• How mediation works.
• The stages of mediation Conflict management strategies Exercise We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process.

Description

This training will how show you to make a complete review of your skills and to build your professional project in a concrete, effective and dynamic way.

Who is this training for ?

Training objectives

Training program

The skills approach

• Panorama of the skills : Know the different kinds of skills.
• Define all the stakes in the skills approach.
• Various management tools of the skills.
• Make the link with the jobs.
• Focus on the behavioral skills : Identify the technical and behavioral skills of a job.
• Make the difference between skill and potential.
• Exercise Elaborate one tool of project management related to the stakes of the skills approach.

Focus on your own skills

• The skills acquired in job and off job : The inventory of all your skills, The transferable skills, The favorite skills, The skills to be developed.
• The jobs and the companies in connection with your profile : Define a professional project, have a vision of your professional future, Identify the skills necessary for this project, Look for the missing information (watch, network.
• ) Exercise Projected schedule of the big stages of development of the skills

Build your professional project

• Define what is the impact on professional project : Resistance to change, Fears and habits, Balance between personal and professional life, Warm-up for change, The role of your entourage in this approach.
• How to make a success of your professional project: Define all your assets, pleasure at work, the VAE process (valuation of acquired experience), The levers of the professional training.
• Exercise What can look like my professional project?

Initiate your professional project

• Communicate internally or externally on your project : Explain your project internally, Communicate usually on your project, Professionals who can support this project, Be strength of proposal, offering rather than request Prepare your professional progress report or your interview of job mobility : How to prepare this interview, the arguments, What communication to adopt? Become integrated into a new team, Strengthen and develop your skills.
• Exercise Role-play on the interview of job mobility.

Description

By the end of this highly practical training course, participants will be immediately operational to speak in public with greater confidence. The programme has been designed to help participants run meetings more productively, as well as make effective presentations.

Who is this training for ?

Training objectives

Training program

Communication Fundamentals

• Effective and valuable communication techniques, including aspects of NLP principles.
• How others perceive you? Self-analysis of strengths and areas for development.
• The Art of Negotiation and aiming for a Win-Win situation every time.

Verbal and Non-verbal Communication

• ■ Self-control
• Being assertive.
• Managing "stage fright" and nerves.
• Relaxation techniques.
• All-important Checklist.
• ■ Body Language
• Your Body Speaks.
• The importance of congruence.
• Non-verbal communication: controlling gestures and movement.
• ■ Your Voice
• Effective breathing techniques.
• How to enhance voice quality, tone and projection.
• How to improve diction and voice articulation.

Addressing your Audience

• ■ The Speaker
• Empathy.
• Different formats and presentation styles for different occasions.
• The importance of structure.
• Showing leadership qualities.
• Effective use of visual aids.
• ■ Know your Audience
• The importance of Active Listening.
• Awareness of various audience strategies.
• Group behaviour analysis.

Description

This very practical training course will enable you to master the necessary skills for persuading and influencing the behaviour of others and have a far better impact in your dealings with them.

Who is this training for ?

Training objectives

Training program

Introduction

• Defining the process of influencing others Engendering persuasive communication One-to-one interaction processes Exercise self-assessment test and personalized analysis

How to convince your audience

• Understanding other people's defense mechanisms and sensitivity to stress : Identifyingobstacles to communication, Establishing mutualagreement Working on stress reactions according to different personality types : Addressing others' systems of self-protection, Encouraging others to be more positive Dealing with the others' needs and expectations : Ensuring your communication is clear and concise , Gaining cooperation in sensitive situations Exercise video role-play : delivering difficult messages.
• Group debriefing session.

How to acquire effective techniques to influence others

• Basing your presentations on facts : Giving clear and structured explanations, using logical demonstrations, suggesting a deduction process How to Include behavioral factors to be more convincing : Taking your counterpart's personality into account, Creating a positive impression, Enhancing questioning and listening skills Exercise video role-play : improving convincing skills.
• Group debriefing session.

How to develop effective skills for convincing others

• Asking the right questions Listening and giving efficient answers Anticipating questions and objections Reaching an agreement Exercise video role-play : developing persuasion techniques.
• Group debriefing session.

Description

This stimulating training course has been designed to help you better understand the negotiation process, in order to retain and enjoy highly profitable customer relationships. You will learn how to prepare and plan for all types of negotiations, recognise hidden agendas and avoid the tricks and traps set by professional buyers, as well as explore the dynamics of multiparty negotiations and best practices.

Who is this training for ?

Training objectives

Training program

The sales negotiation process

• Understanding different negotiation styles.
• Evaluating the risks of sales negotiations.
• Key principles of successful negotiations.
• Building long-term relationships.

Negotiation Strategies

• Preparing and structuring every negotiation.
• Identifying and leveraging interests of all parties in complex situations.
• Dealing successfully with tough negotiators.
• Establishing short and long-term Goals.
• Building Trust & Rapport.
• Positive Mental Attitude.
• Affirmations & Visualizations.
• Maximising the value proposition.

Buyers' Motivational Value Systems

• Understanding professional buyers' hidden agendas.
• Top 10 tricks used by buyers.
• Avoiding all tactics.
• Countering negotiation techniques.
• Dealing with conflict expertly.

Effective Listening

• Active Listening.
• Asserting yourself in emotionally-tense situations.
• Developing interpersonal relationships.
• Identifying and understanding your negotiator's needs.
• Enhancing your flexibility.

Questioning Techniques

• Uncovering Needs.
• Real versus subconscious.
• Advanced Questioning Techniques.
• Questions types: Closed, Open, Paraphrasing.

Selling Benefits & Value

• Features or Benefits.
• Seven key customer Needs: Security, Convenience, Peace of Mind, Economy, Save Time, Reliability, Save Money.
• Customers buy benefits.
• Selling what people really want to buy.
• Learning to Build Value into your Offering.
• Hands-on work What Value or Worth Does Your Product Have ?

Overcoming Objections

• The Four "P's": Price, Product, Personal and Postponement.
• Tackling Objections, Issues & Concerns positively.
• Objections means Opportunity.

Closing

• Removing the Fear of Failure.
• Recognising Buying Signals.
• Finessing the decision-making process.
• Your role as Salesperson.
• Seven proven Closing Techniques.
• Negotiating the contractual terms and conditions.
• Creating and nurturing long-term relationships.

Description

During this course, you'll define the main concepts in order to better understand the issues facing marketing and marketers. You'll see how to incorporate the marketing approach in the company'performance strategy and how to analyze the operation, language, and tools of marketing.

Who is this training for ?

Training objectives

Acquire fundamental marketing concepts
Define your marketing approach Establish your internal and external marketing approach using special tools Define the marketing strategy and your product positioning Build and optimize your marketing mix Create the marketing plan and define the tracking indicators

Training program

Define your marketing approach

• Definition of marketing and its scope of application: BtoB, BtoC, services, etc.
• Possible confusions with sales, product management, communication, advertising, customer relations.
• The various steps of the marketing approach: Market, needs, products and services, segmentation, etc.
• Different marketing approaches: The product-need-market trilogy.
• Potential conflicts with production, research and development, and finances.
• New marketing concepts: Data mining, mobile marketing, buzz marketing, co-branding, virtual communities, etc.
• Different types of marketing: Strategic, operational, product, relationship-based, one-to-one, interactive.
• Marketing plans: Strategic, business plan, operational marketing, sales action plan.
• Hands-on work Quiz to learn major marketing concepts.

Conduct your marketing assessment

• Internal assessment: Corporate identity sheet, skill and function analysis.
• Portfolio analysis: Pareto and BCG models.
• Choice of different strategies.
• Describing the main internal issues.
• External assessment: Analyzing the company's environment and changes to it with the PESTEL model.
• Analysis of solutions on offer and the market as a whole.
• Study of competition: Classifying competitors, the 5+1 Porter forces, benchmarking.
• Demand analysis and client behavior analysis.
• Distinction between BtoC and BtoB marketing.
• Summary of internal and external analysis: SWOT Analysis.
• Strengths, weaknesses, opportunities, threats.
• Providing sources of information: Documentary studies, marketing, panels, satisfaction, usage tests, audience.
• Hands-on work Case study Constructing a SWOT analysis based on a given corporate context.

Develop your marketing strategy and choose your markets

• Defining objectives using the SMART method for each pairing, product, and segment.
• Strategy models: Igor Ansoff, McKinsey, Porter.
• Attractiveness of a market and the company's strengths.
• Choice of product/market pairings.
• BtoC and BtoB segmentation criteria.
• RFM segmentation: Recency, Frequency, Monetary.
• Actions: Which segments to invest in, develop, maintain, or abandon.
• Targeting strategies: Undifferentiated, differentiated, and concentrated.
• Product positioning: Definition, criteria, and opportunities.
• Conceptual mapping.
• Product positioning methodology.
• Hands-on work Case study Creating a positioning map based on a given case.
• Correct it as a group.

Build your marketing mix: Consistency and optimization

• Product: The value trilogy of usage, sign, and appeal.
• The product's three dimensions.
• Product quality assessment criteria.
• Product life cycle and curve.
• Product lines.
• Different brand types.
• Price: The factors that influence price.
• Demand and elasticity coefficients.
• Acceptability price or psychological price.
• Estimating the acceptable price.
• Calculating the profitability threshold or "break-even" point.
• Competition study.
• Place: Choosing your distribution network.
• Drafting the distribution contract.
• Promotion: Advertising, sales promotion, direct marketing, e-marketing, street marketing, etc.
• Athletic sponsorship, arts patronage.
• Crafting communication: Defining targets, assessing the budget.
• Agency brief: Points to watch for.
• Calculating return on investment.
• Electronic communication: Various tools.
• The other Ps: People, Proof, Process.
• Hands-on work Case study Constructing a mix in sub-groups.
• Presentation.

Construct the marketing plan and scorecards

• Creating the marketing plan and action tracking indicators.
• Annual operational plan and the sales action plan.
• Action planning.
• Operational implementation.
• Monitoring and control.
• Scorecards: Indicators, selective distribution, manager, format, explaining deviations, etc.
• Action plans for each client.
• Provisional operating account.
• Selling your plan internally.
• Hands-on work Based on a case, build the structure of the launch plan and its internal communication.
• Final quiz for reviewing and confirming what was learned.

Description

This stimulating training course has been designed to provide you with the essential techniques to understand the sales process. By the end of this stage, participants will be able to integrate basic elements in their sales approach for mutual success.

Who is this training for ?

Training objectives

Training program

Defining the sales process

• Two different negotiation approaches : BtoB, BtoC Preparing the sales meeting To understand commercial process and the skills required Creating trust and encouraging the customer to listen.
• Introduction to Sales steps

Introduction : first contact

• Making a positive first impression Building a climate of trust Reinforcing your personal impact during the first meeting Using techniques to assert your charisma Reinforcing your power of persuasion using non verbal communication Exercise Non-verbal exercises and tips for making a positive first impression

Discovering your customer's needs

• Identifying the factors involved in your customer's act of buying Enhance your questioning and listening skills Adopting a listening-based approach Mastering the power of questioning and asking the right questions Understanding and integrating buyer's needs Rephrasing your customer's needs Exercise Listing useful questions to ask and Role-play to discover customer's needs.

Convincing customers with a winning argument

• Managing a customer value offer Convince customers with well-structured arguments The art of persuading through listening Creating an offer adapted to buyers using the SPICES method All about presenting your offer with the FAB approach Present your arguments clearly and convincingly Jeu de rôle Build your sales argument through the SPICES method- Role play.

Description

With this training course, you will enhance your purchasing negotiation skills through a specific method to prepare, exchange on best practices and work on negotiation behaviours.

Who is this training for ?

Training objectives

Training program

Fundamentals on purchasing negotiation

• Presentation of the negotiations steps Stakes and targets The different actors and their relationships The main families of strategies Exercise Each participant gives a briefing about a real negotiating situation.
• The other participants and the trainer help preparing the session.

Identify your personal communication profile for better negotiations

• The different types of negotiators, Identify your own style Identify your personal communication profile: DISC assessment, VAK model Adapt your communication to the suppliers' profiles Develop assertive behaviour Exercise Behavioral pattern to discover personal communication profile

Description

Getting your messages across and making yourself understood is absolutely necessary to positively influence your professional environment. Achieving this without manipulation requires effective and relevant communication tools and control. Built around 7 tools chosen for their relevance, this NLP training will allow you to sustainably acquire the essential skills to communicate better.

Who is this training for ?

Training objectives

Adapt to your interlocutors.
Clarify your objectives to better achieve them.
Mobilize your personal resources according to the situations.
Show flexibility in exchanges.

Training program

Adjust to the interlocutor:

• Coordinate your verbal and non-verbal communication.
• Adapt to the language of others.

Be interested in the emotions of others:

• Observe your interlocutor carefully.
• Decode your feelings..

Mobilize your energy:

• Find resources adapted to each situation.
• Activate your resources.
• Improve my professional practices.

Turn a problem into a goal:

• Define a precise, positive and operational objective.
• Program your objective over time.

Preparing for success: “visualization”

• Define a realistic goal.
• Motivate yourself to achieve your goal.

Present your ideas flexibly: “reframing”

• Crop to positive.
• Crop to put into perspective.

Inform yourself precisely to understand the interlocutor: “the metamodel”

• Identify imprecisions in the language.
• Ask the relevant questions.

Description

NLP offers powerful tools that have proven themselves in practice. During this training, you will learn to set concrete objectives, to put yourself in the other person's shoes to communicate better, establish a relationship of trust and develop a positive state.

Who is this training for ?

Training objectives

Understand the presuppositions of the NLP model
Set precise objectives
Synchronize with the communication of your interlocutor
Become aware of your limiting beliefs
Master listening techniques

Training program

Discover NLP

• Understand that NLP is a model, not a theory.
• Integrate the presuppositions of NLP essential to communication.
• Understand the impact of the three poles of human functioning.
• Know how our "map of the world".
• Collective reflection Exchange on the positive effects of integrating the presuppositions of NLP in its practice.

Set powerful, concrete goals

• Define objectives effectively.
• Practice goal setting in NLP.
• Check the correct formulation of the objective.
• Exercise: Set a realistic goal.

Better understand others

• Determine the advantage of putting yourself in the other person's shoes.
• Discover the technique for identifying the different issues in the relationship.
• Exercise : Practice the technique of perception positions.

Create a good report immediately with synchronization

• Understand the impact of synchronization in the relationship.
• Know the different forms of synchronization used in NLP.
• Learn to synchronize naturally.
• Exercise: Practice how to instantly synchronize with your interlocutor using simulations.

Listen genuinely and with interest

• Learn to discover rather than project.
• Discover the pitfalls of
• Identify the characteristics of good listening .
• Practical work rnListening without interrupting, questioning, avoiding projection, reformulating using simulations.

Identify and reframe your limiting beliefs

• Understand personal beliefs and their impact on behavior.
• Identify harmful beliefs, change them.
• Exercise: Practice the technique of changing belief.

Know how to put yourself in a positive state

• Develop a positive state to mobilize your possibilities.
• Know how to have resources at the right time.
• Make a limiting experience disappear.
• Exercise: Practice anchoring resources.
• Practice the anchor deactivation technique.

Description

Managers must know how to position themselves in their daily mission of supporting employees, set objectives and know how to communicate them. This training will allow you to enrich your practices with NLP techniques, discern operating modes, better dialogue and guide the team.

Who is this training for ?

Training objectives

Integrate the presuppositions of NLP into your management.
Define and communicate precise objectives.
Prevent and deal with conflicts.
Mobilize your resources.

Training program

Understanding the presuppositions of NLP

• The presuppositions of NLP and their scope.
• The map of the world and the perception of reality.
• Internal processes and their emotions.
• Sensory representation systems.
• Exchanges Exchange on the presuppositions of NLP.
• Group discovery of sensory representation systems.

Define specific goals

• Master the seven-point objective setting method.
• Respect the ecology of the system.
• Design short- and medium-term objectives.
• Creating a bridge to the future.
• Exercise: Exercises for formulating objectives for colleagues.

Conduct operational interviews

• Build a positive rapport.
• Use verbal and non-verbal synchronization.
• Develop your sensory acuity.
• Practice listening active.
• Scenario Practice verbal and non-verbal synchronization.
• Detect visible unconscious reactions and practice active listening.

Support your employees on a daily basis

• Communicate constructive criticism.
• Understand internal representations: metaprograms.
• Detect and synchronize with the metaprograms of others.
• Exercise: Practice constructive criticism.
• Individual reflection on your metaprograms.
• Practice synchronizing yourself with the metaprograms of your interlocutors.

Preventing and dealing with interpersonal conflicts

• Determine the right conflict resolution strategy.
• Use perceptual positions to determine the other's motivation.
• Practice reframing: give another meaning to a situation, opening the field of possibilities.
• Exercise: Practice perceptual positions and the practice of reframing.

Mobilize your resources

• Put yourself in a positive state.
• Amplify a positive experience: use NLP submodalities.
• Have positive resources available at the appropriate time: practice anchor.
• Make a limiting experience disappear: anchor deactivation.
• Exercise: Practice anchoring resources and using submodalities.
• Use the anchor deactivation technique.

Description

To succeed internationally, it is essential to take into account the geopolitical and cultural environments of the target country. This internship will teach you the techniques and tools to develop your implementation strategy and succeed in your communication on external markets.

Who is this training for ?

Training objectives

Evaluate the risks inherent to international development
Learn the tools and techniques to develop an international implementation strategy
Know how to manage the media and the international advertising concept

Training program

Introduction

• Why expand internationally?
• Is it a necessity for businesses?
• Are there any risks?

Introduction

• Why expand internationally?
• Is it a necessity for businesses?
• Are there any risks?

Introduction

• Why expand internationally?
• Is it a necessity for businesses?
• Are there any risks?

Introduction

• Why expand internationally?
• Is it a necessity for businesses?
• Are there any risks?

The geopolitical environment

• The major global business trends.
• Stability, risks and trends.
• Geopolitical and macro-economic rating: Mapping and rating agencies.
• International legal, logistical and customs environment and constraints.

The cultural environment

• Cultural differences in the business world.
• Mapping cultural differences.
• What impact on negotiations?
• Management should it be adapted?
• How the contracting should correspond to the context.
• Exercise Simulation of a negotiation with a Chinese importer.

International implementation strategies

• The product.
• Technical adaptation of the product.
• The art of adapting the marketing of the product.
• The export price.
• How to calculate an export price.
• Know how to define and present an export price.
• Exercise Defining the price of simulation software.

Communication on foreign markets

• Manage the media and the international advertising concept.
• Vectors of communication outside the media: Public relations, social networks, trade shows and events.
• Feedback from successful experience: Public relations of an exporting and innovative company.
• The specificities of distribution channels on foreign markets.
• Direct sales, the agent, the 'business provider.
• The distributor, the importer.
• The subsidiary, the joint venture.
• Other forms of establishment.

The international development business plan

• Objectives and content of a business plan.
• What elements to include in an International Business Plan?
• The economic model, competition.
• What are the conditions for the success of an international business plan.
• Conclusions.
• Exercise Construction of a business plan.
• Orsys Twitter: IT Training and Management Training

Description

Essential tools for analytical accounting and construction of the main indicators for commercial steering and management of a Business Unit. Build budgetary objectives based on the performances achieved, calculate an operational budget and design periodic corrective actions.

Who is this training for ?

Training objectives

Construct the main steering and management indicators of a Business Unit Calculate a cost price, a threshold and a profitability margin Build budgetary objectives and translate them into operational budgets Analyze budget gaps and design corrective actions

Training program

Understand the usual management tools

• Use of analytical accounting for calculating cost costs.
• The different cost calculation methods: full cost, partial cost, ABC method.
• Distinguish between direct costs and indirect costs.
• The distribution of indirect costs: work units, cost rates, drivers.
• The logic of internal transfer prices.
• Calculating margins and the profitability threshold.
• Deciding whether or not to maintain a product or an activity.
• Evaluate the forecast profitability of an investment.
• Practical work Via analytical accounting, calculate the cost price of finished products sold or services performed.
• Identify the break-even point.
• Arbitrate the composition of sales using product mix.

Setting up your on-board indicators

• Manage your activity using dashboards.
• Identify action variables, performance indicators and management tools.
• Manage the economic and financial performance.
• Management by margins (EBIT, EBITDA, REX, ROP.
• ).
• Management by economic profitability indicators , financial profitability; management by cash.
• Managing commercial performance.
• Managing the performance of information systems (introduction).
• Practical work Know how to use financial performance indicators and identify action levers: calculation of return on equity, free cash flow, EBITDA.

Build and negotiate your next budget

• The operational implementation of budgetary objectives.
• The budgetary process in the company.
• Take into account the priorities and constraints set.
• Analyze past performance.
• Set clear, ambitious and realistic objectives.
• Build action plans in line with the objectives.
• The missions contributing to the objectives.
• The allocation of resources and means to be implemented.
• The costing of the operational budget.
• The classification of budget items .
• Operating and investment costs.
• Budget presentation and negotiation.
• Arguing to remove objections and convince.
• Analyze deviations and corrective actions.
• Re-forecasting.
• Practical work Starting from the determining budget (sales budget), decline the incident budgets : payroll, overheads, taxes, investments.
• Ensure quarterly adjustment.

Description

Define, structure and manage a Business Plan. Build the marketing and technical components and establish financing (management and accounting tools). Evaluate its impact, its feasibility, plan fallback plans and abandonment costs. Design marketing and commercial communication arguments.

Who is this training for ?

Training objectives

• Formalize your ideas and project into an economic model
  
• Structuring the writing of your business plan
  
• Develop a business plan in different parts: financial, technical and marketing
  
• Know how to present your business plan and communicate its distinctive elements and its value
  
• Acquire a critical look at your business plan and know how to be objective about its feasibility
  

Training program

Usefulness and objectives of the Business Plan

• The formalization of ideas, of the strategic vision.
• The positioning of the project.
• The definition of the economic model.
• The figures financial resources.
• Obtain financing at the investment and operational level.
• Find associates, industrial, commercial partners.
• Have a tool to monitor and manage the project.
• Practical work Description of the different types of economic model.

Structuring the Business Plan

• The standard plan.
• Adaptation to the specificities of each person.
• The ordering of the writing.
• The different contributors.
• Case study A real estate project.

Construction of the Business Plan

• The project leaders.
• The Marketing part: the offer, positioning, pricing, sales estimation.
• The technical part: the investments, procurement, organization, human resources.
• The financial part: the balance sheet and the forecast income statement, the break-even point, the ROI.
• Work practices Use of different sales estimation methods.

Critical analysis of the Business Plan

• The identification of key success factors and risk factors.
• The definition of fallback plans.
• The implementation of simulations and the evaluation of their impact.
• The diagnosis of feasibility and sustainability.
• The cost of abandoning the project.
• Case studyr nCritical analysis of a Business Plan: key points of clarity, missing information.

Critical analysis of the Business Plan

• The identification of key success factors and risk factors.
• The definition of fallback plans.
• The implementation of simulations and the evaluation of their impact.
• The diagnosis of feasibility and sustainability.
• The cost of abandoning the project.
• Case studyr nCritical analysis of a Business Plan: key points of clarity, missing information.

The “sale” of the Business Plan

• Highlighting the distinctive elements and the intrinsic value of the project.
• Proof of the solidity and reliability of financial estimates.
• Formalization : the form and the content, create an impactful and communicating document.
• Oral presentation: the types of presentation, the levers to activate to obtain conviction, support.
• Practical work Simulations of oral presentation of your business plan to a bank.

Description

The obligation to evolve concerns all companies. In the digital world, you must now completely review your economic model and internal processes, adopt new standards and optimize your structure. These obligations require mastering the transformation process, in all its organizational, managerial, human and financial dimensions. This seminar, focused on the definition and management of organizational changes, deals directly with the choice of governance methods for the operation and all their consequences, risks and opportunities.

Who is this training for ?

Training objectives

Understand the typologies and causes of transformations in a company
Master the different stages of a change project
Understand the role of the different actors in a change process
Communicate to remove resistance to change
Understand the specific elements of project management

Training program

Transformations in organizations

• The internal goals of transformations: strengthening competitiveness, rethinking efficiency, accelerating growth.
• External causes: adapting to a new regulatory situation, repositioning after merger or acquisition.
• The different typologies: process modification, implementation of a new application, restructuring.
• The common elements of transformations and their place in organizations.

The design of the transformation project

• From the current situation to the target: the key elements of the analysis.
• The choice of governance modalities: from directive to participatory and the gradation of possibilities.
• The modeling of future processes, rules and standards.
• The new human resources aspects, profiles, positions, staffing and skills acquisition.
• The identification of structural, organizational, technical and cultural changes.
• The business case of the project: budget and ROI of the project, expected business and financial gains.

The project actors

• The role of management: the place of the sponsor and the stakeholders in the project.
• The commitment of managers: the expected attitudes and requested actions, the timing of management intervention .
• The project team: the necessary skills, the assistance of specialized consultants.
• The contributors: the Human Resources Department, the legal services and the IT department.

Project stages

• Analysis of the transformation, elements of strategic vision and project objectives.
• Collection of information on the current structure: what data and how to organize it.
• The study of the target: business processes, management processes and support processes.
• The study of the target: key indicators, organization, skills, legal impacts, installations and equipment.
• Project design: evaluate possible scenarios, define priorities, develop areas for improvement.
• Creation or adaptation of tools: procedures, job definitions, training , documents, IT tools.
• The definition of the detailed project schedule, the transition phases, the pilots and the measurement of results.
• Transition and communication actions.
• Motivate and support.
• Manage and adjust.
• Evaluation of the achievement of objectives and communication on the results of the project.

Know how to overcome resistance

• Systemic analysis of the transformation and its impacts.
• The axes of analysis of the transformation: business, structure, human resources, legal, technical and cultural.
• The root causes of resistance: typology of behavior of the actors impacted.
• The logic of change: the five reaction phases and the main pitfalls.
• The impact of change in operations: dynamics of transformation and phenomena of project running out of steam.
• Transformation tools: communication, participation, experimentation, dissemination, documentation and training.
• The support of stakeholders for the vision, identification and management of talents.

Focus on project management

• Project management: project plan, planning, monitoring and control of changes.
• The internal communication plan: people directly impacted, management, social representatives.
• External communication: customers, suppliers and partners.
• Risk management and success factors.
• Monitoring indicators and the project dashboard, employment investigations.

Description

Companies have an obligation to continually adapt to their environment, reorganize their operating methods and evolve their products and services. The choice of the change strategy and its methods is crucial: you must choose a mode of governance, define the principles of change by entity and stages, and above all opt for a proven approach among the methodologies proposed. This seminar allows you to understand the different approaches, to master the constraints and risks and to define the appropriate path and governance.

Who is this training for ?

Training objectives

• Know the different approaches to change management
  
• Choose a methodology adapted to your organization
  
• Know the success factors of change management
  
• Understand the tools and methods of change management
  
• Measure the effectiveness of a change management method
  
• Know the expected developments in these methods
  

Training program

The emergence of change management

• Variety of origins and principles: behaviorism, process reengineering, risk analysis.
• Dominance of practices based on the human sciences: behaviorism, cognitive analysis , psychodynamics.
• From individual change to organizational change: taking into account procedures, tools, work spaces.
• Lessons from change management failures: taking into account the human aspects (membership, beliefs.
• ).
• Current trends in change management: integrating and mixing several approaches to guarantee success.

Change management schools

• Kotter, a holistic approach in eight steps: method, targets, applications, examples and experiences.
• Prosci, method and techniques for operational management of change: change as a process in three stages.
• The Boston School (Harvard, MIT) and the bases of organizational change leadership: the leader and the influence.
• Autissier and the French school: a Cartesian and structuring approach, based on a cycle of three phases.

Choose a winning change management method

• The determining elements: the level of maturity of the company, the involvement of managers, the scope of the project.
• The definition of contexts: increased competition, merger/mutualization, technological adaptation, restructuring.
• Definition of changes: new organization, new strategy, new products or services.
• Impacts on teams: tools, working conditions, processes, purposes collective, value system.
• The mobilization of actors: mapping of the actors involved, valuation and communication of mobilization.
• The HR action framework: impacted professions, skills associated, the diagnosis of psychosocial risks.
• The development of human capital: optimize careers, attract talent and promote mobility.
• Team management: promote collective commitment and strengthen the effectiveness of management practices.
• Continuous and sustainable improvement: monitor changes and their progress over time, report on discrepancies.
• Performance criteria : achievement of objectives, customer satisfaction, compliance with planning and budget.
• Adoption of change by teams: speed of adoption, end use, skills development.

Perspectives on the evolution of change management

• The demand from companies for reliable, rigorous and operational approaches to change management.
• The absence of a recognized and official organization that can qualify or audit change management methods. change.
• Integrating change management with project management: generating proven and controllable results.
• Improving the quality of project management by integrating more techniques from change management.
• The importance of a unified methodology to ensure the success of a project and organizational change.
• An audit model of change management: criteria and measures for auditing a change project.
• The COSO-ERM model for change management and the adaptation of its methodological framework to risk management.
• Change portfolio dashboard: structured approach, tools for managing a change portfolio.

Feedback on change management

• Detailed examples of change management techniques and methods used in companies.
• Focus on the EDF-Litchi method: a successful experience of deploying a new management tool in companies .
• Focus on a method of change implemented in an insurance company: restructuring of a global group.
• Feedback: the multiple facets of management changes in a complex environment.

Description

Who is this training for ?

Training objectives

Training program

The fundamentals of innovation

• Understand the challenges of innovation.
• Carry out an inventory.
• Vision and mission of the company.
• Build the innovation approach.
• Develop your creative potential.
• Stimulate the creativity of your employees.
• Eco-innovation.

The challenges of innovation

• SWOT analysis method.
• Product life cycle.
• Innovation in products or services.
• Principle of the method CHASM.
• Practical work Participants construct the SWOT analysis of their company.

The conditions for innovation

• Creativity and innovation.
• Creativity and people.
• Information at the heart of strategy.
• Practical work Brainstorming on 'innovation and people.
• The participants reflect in subgroups on the conditions for innovation.

Values

• What is the company's value chain?
• Methods for innovation.
• Expected benefits, blockages and obstacles to innovation.
• Creativity as a new management style.
• Practical work Reflection exercises on the vision, mission and values ​​of their company.

Implementation of innovations

• Systemic approach in innovation management.
• Business Model.
• Selection committee.
• Risk assessment.
• Diagnosis and formalization of the project.
• Sale of the project internally.
• Management of the different stages of deployment.
• Practical workr nScenarios: develop an innovation strategy in a given context by favoring several approaches.

Build the innovation approach

• Analysis of objectives and reformulation of the problem.
• Production of new ideas.
• Distinguish real good ideas from false ones.
• Cycle: generation, protection and recycling of ideas.
• Evaluation, selection and implementation of solutions.
• Tools, methods, advantages and limitations.
• Training in divergent thinking.
• Reframing and the virtues of provocation.
• Practical work Creation of an evaluation matrix.

Description

Are you looking to optimize the profitability of your site? Based on concrete examples and analysis of the practices of the best e-Commerce sites, this seminar will allow you to leave with concrete solutions for optimizing your product catalog.

Who is this training for ?

Training objectives

Identify best practices to optimize your commercial efficiency Use e-Merchandising techniques to support online sales Implement actions aimed at optimizing the sales of an e-Commerce site

Training program

Understanding e-Merchandising

• Product search and presentation functionalities.
• Purchasing procedures to sell better on a merchant site.
• The link between e-Merchandising and e -Commerce.
• From merchandising to e-merchandising.
• The key success factors on the conversion rate, turnover and the amount of the average basket of the site.

Highlight your products and transform them into an act of purchase

• The home page: a showcase to be taken care of.
• Navandising or Merchandising applied to navigation.
• The quality of product lists: the keys to success.
• The product sheet: the essential rules of good design.
• The different transformation rates and their measurement indicators.
• The levers for increase your conversion rate.
• Other key performance indicators (KPIs) to take into account.
• The essential role of the photo in the transformation into the act of purchasing.

Present the offer in a captivating way

• The crucial issue of the structure of the product list: examples of structured and unstructured lists.
• Filters and sliders.
• How Cross-Selling works .
• The use of Up-Selling.
• Analysis of the purchase funnel: from the product sheet to order confirmation.
• The ideal look of a product sheet and the elements of reassurance to put forward.
• Selection by photo and other multimedia elements.
• The product sheet and the method of 'Eye Tracking.'}

Bringing e-Merchandising to life

• Managing promotional space: best practices.
• The main families of promotions.
• Ways to relay promotions on social networks: Facebook , Twitter, You Tube.
• The mechanisms of affiliation: communicating promotions on partner sites.
• Deportalize your product catalog.
• Work on your SEO natural, buy keywords.
• Take augmented reality into account.
• Practice storytelling.

Description

This training provides participants with an in-depth understanding of the various customs regimes and associated procedures for import and export operations. It aims to master the legal and fiscal implications of customs operations, learn how to manage required documents, and use digital tools to optimize customs procedures. Participants will also be made aware of best practices regarding compliance and dispute management to ensure effective handling of international logistics flows in accordance with customs regulations.

Who is this training for ?

Training objectives

• Understand and master the different customs regimes applicable to import and export operations (suspensive regimes, transit, destination, etc
  )
  
• Know how to draft, manage, and optimize customs documentation necessary for declaration and clearance
  
• Apply best practices to manage disputes and ensure compliance with customs regulations while optimizing logistics flows
  

Training program

Introduction to Customs Regimes

• Overview of customs regimes.
• Suspensive regime: principles and applications.
• Transit regime and community transit.
• Destination regime and special regimes
• Case studies and practical examples.

Legal and Fiscal Implications

• Legal obligations related to customs regimes.
• Customs duties and taxation: calculation and impact.
• Responsibilities and penalties in case of non-compliance.

Management of Customs Documents

• Drafting and managing import and export declarations.
• Certificates of origin, commercial invoices, transport documents.
• Use of electronic documents and digital signatures.

Step-by-Step Customs Procedures

• Key stages of import/export procedures.
• Declaration submission, control, clearance.
• Handling anomalies and disputes.

Digital Tools and Customs Platforms

• Overview of customs management software
• Traceability and online tracking of goods.
• Optimizing procedures via digital platforms.

Dispute Management and Compliance

• Identification and handling of customs disputes.
• Resolving issues related to delays and errors.
• Risk prevention and management of financial penalties.

Description

This training provides a comprehensive understanding of port logistics mechanisms, challenges, and best practices in a globalized context. It aims to equip participants with the skills needed to optimize port operations, ensure regulatory compliance, integrate emerging technologies, and coordinate effectively with stakeholders throughout the maritime supply chain.

Who is this training for ?

Training objectives

• Understand the strategic role of port logistics in global supply chains
  
• Master operational, technological, and regulatory processes in port activities
  
• Optimize logistics performance through risk management, innovation, and sustainable practices
  

Training program

Strategic Challenges and Port Logistics Architecture

• The role of ports in the global economy: logistical, economic, and geopolitical functions.
• Types of ports: seaport, dry port, hub, feeder, transshipment.
• Port infrastructures: container terminals, liquid and solid bulk terminals, Ro-Ro terminals.
• Stakeholders in port logistics: shipowners, port operators, freight forwarders, customs, authorities.
• Flow management within a port: spatial organization (quays, warehouses, customs zones).
• Case study: functional mapping of a port.

Port Operational Processes

• Cargo reception: inspection, document control, handling procedures.
• Temporary storage: warehouses, container yards, allocation criteria, space management.
• Cargo handling equipment: cranes, forklifts, mobile cranes, reach stackers.
• Loading and unloading methods by cargo type (containerized, bulk, Ro-Ro).
• Intermodal connections: coordination with road, rail, and inland waterway transport.
• Monitoring deadlines and optimizing resources: personnel and equipment allocation.

• International regulatory framework: SOLAS, MARPOL, IMO conventions, ISPS Code, IMO FAL.
• Management standards: ISO 28000 (supply chain security), ISO 9001, ISO 14001.
• Port security: access control, inspections, hazardous materials handling.
• Customs procedures and controls: single window, advance declaration, risk-based inspection.
• Port risk analysis: security, environmental, and supply chain risks.
• Case study: logistics incident in a port area (cargo damage, theft, accident).

Port Technologies and Digitalization

• Port management systems (Terminal Operating Systems - TOS, Port Community Systems - PCS).
• Traceability and identification: RFID, IoT, connected sensors, GPS tracking.
• Terminal automation: automated cranes, software platforms, autonomous shuttles.
• Digitalization of document flows: e-manifest, electronic transport documents, maritime blockchain.
• Performance indicators: productivity per quay, turnaround time, occupancy rate.

Logistics Coordination, Stakeholders, and Sustainable Transition

• Port stakeholders: roles and interactions (authority, operators, freight forwarders, shipping companies).
• Coordination management: call meetings, system interconnectivity, collaborative PCS.
• Environmental performance of ports: waste management, noise and air pollution control.
• Green logistics: quay electrification, alternative fuels (LNG, hydrogen), zero-emission vessels.
• Environmental certification: EMAS, ISO 14001, Green Port initiatives.
• Case study: analysis of a port engaged in sustainable transition (e.g., Port of Tanger Med)

Description

This training program aims to provide a comprehensive understanding of maritime transport within the context of global logistics. It explores the technical, legal, economic, and environmental aspects of the maritime industry, with practical applications and real-life case studies — particularly relevant to TMSA (Tangier Med Special Agency). It is designed for professionals seeking to strengthen their knowledge and improve the management of efficient, secure, and sustainable maritime and port operations.

Who is this training for ?

Training objectives

• Understand the strategic role of maritime transport in the global supply chain
  
• Master vessel categories, regulatory frameworks, environmental and safety issues
  
• Optimize maritime and port operations by applying best logistical and economic practices
  

Training program

• Role of maritime transport in international trade and logistics.
• Key figures and market trends (volumes, growth, global trade lanes).
• Stakeholders in maritime transport: shipowners, freight forwarders, port authorities, shipping agents.

Types of Vessels and Their Operational Impact

• Categories: container ships, bulk carriers, general cargo ships, Ro-Ro vessels, passenger ships.
• Technical characteristics and cargo compatibility.
• Operational constraints and planning based on ship type.

Legal and Regulatory Framework

• Key international conventions (SOLAS, MARPOL, UNCLOS, STCW).
• The role of the IMO (International Maritime Organization).
• Port security regulations: ISPS Code and safety protocols.
• Bilateral and regional maritime agreements.

Cost and Time Optimization in Maritime Transport

• Selection of maritime routes based on geopolitical and economic factors.
• Freight cost structure and pricing elements (fuel surcharges, handling fees, port dues).
• Integration with intermodal transport and inland logistics.
• Tools and methods for reducing lead time and improving service reliability.

Port Infrastructure and Operations Management

• Components of a modern port (terminals, equipment, access logistics).
• Container handling processes and bulk cargo operations.
• Customs clearance procedures and warehouse management.
• Digital port technologies (Port Community Systems, smart port solutions).

Cargo Security and Risk Management

• Risk factors in maritime transport: piracy, weather, handling damage.
• Securing cargo: packaging, tracking, and liability.
• Emergency response and contingency planning.
• Best practices for port and ship security.

Maritime Transport and Environmental Sustainability

• Emission reduction strategies (low-sulfur fuels, LNG, wind-assisted propulsion).
• Green shipping initiatives and decarbonization targets.
• Waste and ballast water management.
• Environmental compliance: MARPOL Annexes and global sustainability standards.

Practical Workshops and Case Studies

• Case studies on operational challenges in real-world maritime supply chains.
• Logistics performance analysis in port contexts (including TMSA).
• Application of theoretical knowledge to simulated maritime scenarios.