The Management Centre L&D Brochure 2014

managementcentre.co.uk

Learning + Development 2014

Prices held for our 25th anniversary

Transforming the performance of ethically-driven organisations

Leadership | Management | Organisational Development | Personal Effectiveness | Fundraising

I have always been impressed with both the input from =mc and the impact it’s had on our business. Following the presentation skills workshop, for instance, we went on to win a number of major contracts.

John JollyCEO

Blenheim CDP

02 | Learning + Development 2014 managementcentre.co.uk | 03

Do things differently Quick reference by programme

If you think all learning & development is the same, then think again...

At The Management Centre (=mc) we help organisations – and the people who work in them – thrive during periods of uncertainty and change. That means we do things differently and help you to do the same. We challenge participants in a safe learning environment. And we bring to all our training the best tools, techniques and approaches from the private, voluntary and public sectors.

When you choose an =mc programme we make sure it has:

• Memorable learning: we balance expert input with practical exercises, small group coaching and extended case studies – enabling participants to learn in focused and varied ways.

• Sector relevance: we offer solutions tailored to meet the specific needs of charities, INGOs, public bodies, local authorities and cultural organisations.

• Outstanding trainers: we select the very best trainers to join our team. Each brings their own experience to make programmes both relevant and engaging.

• Practical solutions: learning isn’t just about new models, theories and techniques, it’s about being able to use them in real life. Participants work together to apply the learning to their work.

• Backup resources: all our training is supported by detailed workbooks, covering not only the programme content, but additional information to consolidate learning.

=mc is an accredited Institute of Leadership and Management (ILM) training provider and many of our open and in-house programmes are certified by the ILM. For information on receiving ILM certification for your learning please contact us.

Leadership Good to Great 06

Leadership Development Programme 07

Leading and Managing Change 09

Strategic Leadership 09

ManagementCoaching Skills for Managers 12

Emerging Managers Programme 12

Emotional Intelligence in Management 13

Performance Management for Managers 15

Project Management 15

Organisational Development NEW! Appreciative Inquiry 18

UPDATED! Strategy Maps and The Balanced Scorecard 18

UPDATED! Developing Consultancy Skills 20

UPDATED! Developing Commercial Awareness 21

Introduction to Consulting in Non-Profit Organisations 21

NEW! Scenario Planning 23

Strategic Planning Tools 23

Personal Effectiveness Creativity and Innovation Toolkit 26

Developing Personal Presence 26

Facilitation Skills 28

UPDATED! Influencing and Negotiating for Results 29

Managing Multiple Priorities 29

UPDATED! Think on Your Feet 31

Transformational Presentation Skills 31

FundraisingStrategic Planning Tools for Fundraising 34

The Influential Fundraiser 34

For a quick reference with dates, see back cover.

For up-to-date information about these programmes and to keep abreast of the latest in management and fundraising thinking, subscribe to =mc’s newsletter at managementcentre.co.uk.

You can also follow us on twitter:

@MgmtCentre

I really enjoyed the course as it had a good balance of tasks, reflection and theory. The trainer kept the sessions well paced and was clearly knowledgeable and enthusiastic.

Zoe Smith Marketing Project Manager

Macmillan

Leadership

All programmes • offer 360˚, 180˚ or self assessment

• include a comprehensive workbook

• in central London

• include lunch and refreshments

• available in-house: customised content delivered at a location of your choice


Overview:Good to Great Transforming organisational performance

One day: 17 March | 7 October | Price: £230 + VAT

Leadership Development Programme Developing, coaching and inspiring teams for greater results

Three days: 25-27 March | 1-3 July | 25-27 November Price: £650 + VAT

Leading and Managing Change Successfully taking people through challenging times

One day: 25 February | 8 October | Price: £230 + VAT

Strategic Leadership Programme Developing leaders to take the organisation forward

Three days: 8-10 April | 14-16 October | Price: £650 + VAT

Secure your place: managementcentre.co.uk/open-programmes or call +44 (0) 20 7978 1516

A most enjoyable course, I learned an immense amount. In particular, the concise analysis of my leadership style provided by the Intelligent Leadership model has given me a much better understanding of how I need to adjust my approach for different members of my team.

Terry Brown Head of Programme Development

Prison Fellowship


Good to Great Leadership Development Programme

Transforming organisational performanceAdapted from Jim Collins’ seminal book, this challenging day is for CEOs, heads of departments and managers keen to transform performance across the organisation, in a department, or within a team.

The programme introduces participants to the three key modules of disciplined people, disciplined thought and disciplined action. It provides a guide to transformation through Level 5 leadership, getting the right people on the bus, confronting the brutal facts, clarifying your ‘hedgehog concept’, creating a culture of discipline, and developing innovation accelerators.

Participants are able to

• understand what ‘Great’ means and why it’s different from ‘Good’

• audit current performance and identify areas for improvement

• identify their Level 5 leadership potential

• implement the Good to Great model in their team or organisation

Developing, coaching and inspiring teams for greater resultsDesigned for managers with a minimum of two years’ experience of line management and functional responsibility, this intensive three days offers a toolkit to challenge and motivate both themselves and their team, taking their skills to a higher level.

Participants learn what makes a successful leader, and discover their Intelligent Leadership profile – a 360° leadership model developed by =mc specifically for non-profit leaders. And a series of exercises builds their awareness of how effective they are in the leader’s role. The programme also covers the key motivation theories to performance, models of leadership, and the importance of flexibility in leadership style.


• adapt their leadership style according to the person and the situation

• shape and develop high performing teams

• understand how to give and receive effective feedback

• lead teams during times of change and maintain motivation

On-line assessment tool included1 day: 17 March | 7 OctoberPrice: £230 + VATMore information at managementcentre.co.uk/g2g

360° feedback on leadership style3 days: 25-27 March | 1-3 July | 25-27 NovemberPrice: £650 + VATMore information at managementcentre.co.uk/ldp

Good to Great Model

Clock Building

The Flywheel

Build up

Breakthrough

Level 5Leadership

Disciplined People Disciplined Thought Disciplined Action

First Who…Then What

Confront the Brutal Facts

Hedgehog Concept

Culture of Discipline

Innovation Accelerators

An excellent combination of theory, discussion and practical exercises. The trainer used her own experience to great effect, and was very engaging.

Noreen Lockhart Head of Corporate Planning

CAFOD


Leading and Managing Change

Strategic Leadership

Successfully taking people through challenging timesThis day is designed for managers leading or managing change – whether a re-structure, a new culture or a merger – as well as individuals who trouble-shoot change challenges.

Based on =mc’s adaptation of Kotter’s well-established model, this programme provides a solid framework to start or shape a change process, or to re-energise a faltering one. As part of a rigorous eight-phase approach, participants learn to identify change drivers and approach different types of change. They also explore the ‘softer’ side, including how to use emotional intelligence in change. Participants have the opportunity to complete the =mc online change-readiness audit on their organisation.


• tackle both transformational and incremental change

• adapt their style between seven key change roles

• overcome and respond to resistance to change

• ensure change is embedded in the culture

Developing leaders to take the organisation forwardThese intense three days offer a high-level skill set for individuals in, or stepping up to more senior roles, including CEOs of smaller charities, heads of departments or divisions in larger organisations, and ambitious middle managers.

The programme provides powerful feedback and expert tutor input. It focuses on three core impact areas – Leadership, Change and Strategy. The Leadership module includes a 360° assessment and coaching using Kouzes and Posner’s Leadership Practices (LPI) model. The Change module provides powerful tools to successfully implement integrated change – while maintaining motivation. The Strategy module introduces key tools in developing strategy.


• become high-achieving leaders, acting decisively and effectively

• understand how to create an empowering culture

• create systematic approaches to drive change

• use cutting-edge tools to create a successful strategy

Online change assessment tool1 day: 25 February | 8 OctoberPrice: £230 + VATMore information at managementcentre.co.uk/lmc

1-2-1 coaching | 360° feedback3 days: 8-10 April | 14-16 OctoberPrice: £650 + VATMore information at managementcentre.co.uk/sl

I found the self assessment questionnaire very useful as it helped me to see where I am strong and what I need to work on. I’ve no doubt this course will help me immensely.

Steve Davis Head of Human Resources and Volunteering

Dorset Wildlife Trust

Management







Overview:Coaching Skills for Managers Helping individuals improve performance

One day: 17 June | 19 November | Price: £230 + VAT

Emerging Managers Programme The essential management toolkit for new managers

Three days: 4-6 March | 3-5 June | 4-6 November Price: £650 + VAT

Emotional Intelligence in Management Developing interpersonal and intrapersonal skills for work

One day: 3 March | 6 October | Price: £230 + VAT

Performance Management for Managers Maximising organisational effectiveness through individual performance

Two days: available in-house – customised content delivered at a location of your choice

Project Management Planning and managing projects successfully

Three day: 11-13 March | 24-26 June | 11-13 November Price: £650 + VAT


I am now aware of my social skills style and how this can relate to others’. I appreciate how useful Emotional Intelligence will be in forming valuable relationships with key business contacts and, as a result, garnering corporate support for the RSC.

Nicola Clements Corporate Fundraising Officer

RSC

managementcentre.co.uk | 23

Coaching Skills for Managers

Emerging Managers Programme

Helping individuals improve performanceDesigned to help develop more productive, confident and self-reliant staff and volunteers, using a non-directive approach, this intensive day is ideal for managers who support the development of others.

Participants explore the structure of the coaching process and begin to develop their own style through a number of guided 1-2-1 and small group sessions. And they practice skills including goal setting, building, rapport, listening, questioning techniques and effective contracting.


• understand the qualities of a successful coach and where it fits in a management portfolio

• use the GROW coaching model to connect individual and organisational performance

• practice coaching and receive feedback

• reframe limiting beliefs or other psychological barriers that impact on performance

The essential management toolkit for new managersDesigned for recently appointed managers and individuals with management potential, this programme delivers practical tools and techniques to help them manage themselves and their team.

The three days focus on participants’ responsibility for achieving results, equipping them to build and work through successful teams and resolve challenges. Each participant has the opportunity to lead live exercises and receive feedback from fellow participants, enabling them to grow in confidence and improve their personal effectiveness.


• understand their own management style preference – and learn to access other styles

• use enhanced communication skills to get their case across and make an impact

• manage performance using feedback skills, effectively addressing performance challenges

• set priorities within a team and monitor results

180° feedback on team style 1 day: 17 June | 19 NovemberPrice: £230 + VATMore information at managementcentre.co.uk/csm

180° feedback on team style3 days: 4-6 March | 3-5 June | 4-6 November Price: £650 + VATMore information at managementcentre.co.uk/em


Emotional Intelligence in Management

Developing interpersonal and intrapersonal skills for workEmotional Intelligence (EI) offers a way to improve how we communicate with others, helping maintain motivation and momentum even under pressure.

This programme explores the origins of EI, its importance in management and personal development, and its distinctiveness from ‘conventional’ intelligence. Participants discover the practical implications of the five EI dimensions: self-awareness, self-regulation, motivation, empathy and social skills. They take part in an assessment of their own EI and learn how to use EI techniques in meetings, appraisals, presentations and even emails.


• increase their awareness of themselves and their impact on others

• maintain and nurture their own motivation in challenging situations

• build rapport with others quickly and effectively

• handle challenges and conflict

180° feedback on Emotional Intelligence quotient style3 days: 3 March | 6 October Price: £230 + VATMore information at managementcentre.co.uk/ei



Performance Management for Managers

Project Management

Maximising organisational effectiveness through individual performanceDesigned for individuals who need tools and techniques to get the best out of others, this programme builds confidence and provides skills in managing for results.

Over the two days participants focus on how to manage performance, including identifying and tackling performance problems, structuring and holding difficult performance conversations, and dealing with reactions. Participants also learn how to identify and develop individuals with potential and help build their confidence and capability. They get the chance to practice the techniques using their own case studies and receive peer feedback.


• identify and proactively manage good and poor performance

• establish specific areas for improvement and develop performance plans

• hold courageous conversations in a structured way

• systematically identify and develop talent within their teams

Planning and managing ‘messy’ projects successfullyOriginally designed to help Oxfam deal with emergencies, this demanding programme enables participants to plan, manage and deliver projects – especially ‘messy’ ones – on time and to specification. It’s also relevant to individuals keen to maximise their contribution in project teams or manage multiple stakeholders and their expectations.

The three days provide a thorough grounding in =mc’s practical and highly adaptable Systems Model. This model is used in charities from ActionAid to Friends of the Earth, and public sector organisations from Shepway Council to Dumfries & Galloway Housing Partnership. Participants discover how to scope a project, identifying project drivers, purpose, outcomes and success criteria. They acquire a portfolio of tools to map a project including Work Breakdown Structures and Critical Path Analysis. Participants also learn how to create and manage effective project teams.


• plan using the =mc Systems Model

• handle messy projects with uncertain timelines and unclear outcomes

• use a range of key project planning tools

• build project teams that perform

2 days: available in-house – customised content delivered at a location of your choiceMore information at managementcentre.co.uk/perfm

3 days: 11-13 March | 24-26 June | 11-13 November Price: £650 + VATMore information at managementcentre.co.uk/pm

managementcentre.co.uk | 2314 | Learning + Development 2014 managementcentre.co.uk | 15

I love the Systems Model and plan to get my team on to using it straight away. It’s so simple, but also clearly a very powerful tool that’s immensely useful at every stage of a project, from defining what it’s designed to achieve at the start to delivering to time and budget.

Mike Bailey Business Analyst

Canterbury City Council

Having recently worked with the board and staff to create strategic and business plans the next stage is to use these to create work plans for the team. The tools we discussed and practised using on the course will really help with this – in particular the Balanced Scorecard and the Strategy Map.

Davina Goodchild Chief Executive

LionHeart

Organisational Development







Overview:Appreciative InquiryEngaging stakeholders and building on successOne day: 15 May | 20 November | Price: £230 + VAT

Strategy Maps and The Balanced Scorecard Cutting-edge strategy tools for managing in turbulent timesOne day: 21 May | 24 November | Price: £650 + VAT

Developing Consultancy Skills Discover the principles of effective consultingThree days: 29 April-1 May | 21-23 October | Price: £650 + VAT

Developing Commercial Awareness New skills and attitudes for the contract economyOne day: available in-house – customised content delivered at a location of your choice

Introduction to Consulting in Non-Profit Organisations Planning and managing projects successfullyOne day: available in-house – customised content delivered at a location of your choice

Scenario Planning Planning alternative futuresOne day: 8 April | 20 October | Price: £230 + VAT

Strategic Planning Tools Key strategic models and how to apply themOne day: 10 March | 27 October | Price: £230 + VAT



Appreciative Inquiry Strategy Maps and The Balanced Scorecard

Engaging stakeholders and building on existing successThis new =mc programme offers an insight into how to engage stakeholders across your organisation by building on existing processes to create a new and improved initiative. AI is a flexible approach that can be adapted to individual processes or to fit into a major strategic review.

The day helps explore the specific challenge participatns are trying to address the in terms of the 5Ds of AI: Define, Discover, Dream, Design, and Deliver. Over the day we work through these stages and show how to integrate them with other techniques such as stakeholder mapping, world café, Ishikawa, and collective mindmaps.


• understand how AI can be used to tackle different issues

• confidently manage the 5D stages

• integrate complementary tools such as world café

• link the outputs of AI to practical action plans

Cutting edge strategy tools for managing inturbulent timesStrategy Maps and The Balanced Scorecard is designed for managers with responsibility for strategic planning including those seeking new and systematic ways to implement ideas.

Participants will systematically work through the key elements of the map process including developing drivers, choosing perspectives, creating objectives, and working through the ‘how’ and ‘why’ logic. And they then create a complementary scorecard with targets, initiatives, and ‘lead’ and ‘lag’ indicators. The programme also offers case studies of how organisations have adopted this integrated approach to planning and executing strategy.

Participants are able to• understand the unique benefits of the strategy map over other

approaches

• establish key stakeholders and their concerns and input

• build up a strategy map and scorecard and for their organisation or team

• see how to link strategy to operational action

1 day: 15 May | 20 NovemberPrice: £230 + VATMore information at managementcentre.co.uk/ai

1 day: 21 May | 24 November Price: £230 + VATMore information at managementcentre.co.uk/bsc


NEW!

UPDATED!

I’ve got some very interesting ideas from the day. It’s clear to me now that we can use our gallery in a more commercial way without losing site of its purpose.

Jayne Wootton Visitor Services Supervisor

Royal Albert Memorial Museum


Consultancy Skills Programme Developing Commercial Awareness

Introduction to Consulting in Non-Profit Organisations

Discover the principles of effective consulting

These three days are for individuals interested in a career in consultancy, for managers who ‘trouble-shoot’ in other departments, and HR or L&D professionals who could use consultancy as a complement to existing interventions.

The programme provides a mixture of skills and techniques in ‘hard’ analytical and problem-solving skills and ‘soft’ interpersonal and influence skills. It’s led by members of =mc’s full-time experienced consultancy team, offering expert input alongside case studies to embed the learning.

We provide an introduction to consulting methodology, and modules on strategic analysis, organisational analysis, creating personal impact, coaching, facilitation and change management.

Participants are able to• define and manage a consultancy project – including stakeholders

and results

• use a range of tools to analyse and solve consultancy challenges

• ‘sell’ themselves as competent and confident consultants

• ensure consultancy recommendations are implemented

New skills and attitudes for the contract economy for managers and staff teamsThis day is designed for department heads, service heads and managers needing to contract or develop new chargeable services. It is also suitable for internal staff teams.

The programme uses case studies from charities and local authorities that have successfully developed commercial services to support their work. Participants learn how to identify commercial potential– whether it’s by charging for current services, developing new ideas, bidding for contracts, or simply understanding the importance of cost control. They also discover how to introduce the idea of commercial awareness to teams, and the very practical skill of how to construct a successful business proposition.

Participants are able to• create a commercial mindset in a team or organisation

• establish the true cost of a service and how to recover costs or make profits

• identify and meet the needs of customers and consumers

• create and market a ‘saleable’ proposition

Insights into the world of consultancy

This one day programme offers participants insights in how to use consultancy effectively inside their own organisation – externally if they are considering becoming an independent consultant.

Participants discover what’s involved in consultancy, key tools and approaches, using a variety of learning techniques including expert input and small group work. They leave with a practical workbook including their action plan.


• use some key tools and techniques to analyse situations and solve them

• understand consultancy processes and how to manage them

• manage a consulting relationship effectively

• assess their ability to consult effectively individually or in a team

1-2-1 coaching | 360 ° feedback | HBR-style case study analysis3 days: 29 April - 1 May | 21-23 October | Price: £650 + VATMore information at managementcentre.co.uk/csp

1 day: available in-house – customised content delivered at a location of your choiceMore information at managementcentre.co.uk/dca

1 day: available in-house – customised content delivered at a location of your choice More information at managementcentre.co.uk/itc


UPDATED!

UPDATED!

=mc is a registered practice of the Institute of Consulting =mc is a registered practice of the Institute of Consulting

CSP covered all my objectives whilst also holding my attention throughout the three days. The presentation work was really useful and I’m looking forward to putting what I’ve learnt into practice.

Ben Jordan Residential Services Manager

Families for Children


Scenario Planning Strategic Planning Tools

Creating alternative futures and defining actionThis new =mc programme is designed to help teams and organisations undertake long-term strategic thinking about possible outcomes and how to respond.

In an intensive day participants will have the chance to work on their own scenarios as well as help create some based on a practical case study. They will understand the five key steps in developing scenarios and be able to create drivers, understand disruptions and plot risk and sensitivity. The programme is based on =mc’s in-house consulting work with a range of organisations from Greenpeace International to the Red Cross.


• understand how scenario planning differs from trends analysis

• clarify drivers for change to develop scenarios

• establish the key dimensions for the scenario options

• link scenario planning to other elements of strategy

Key strategic models and how to apply themThis intensive day helps participants to understand and use a range of strategic tools – and how to integrate them into a flexible planning framework.

The programme is a toolbox approach built around five core modules: frameworks in planning, how to analyse challenges, managing service and activity portfolios, shaping new strategic directions and defining organisational competencies in relation to vision and mission. Using real examples from organisations in the sector, participants discover how a range of tools can be applied directly to their work – including PEST, SWOT, VMVC, Boston Matrix, Ansoff’s Matrix, Porter’s Five Forces and Red Ocean.

Participants are able to• understand the key tools in strategy and their uses and limitations

• share their strategic ideas effectively with colleagues

• assess new directions using matrix analysis

• clarify and build on their organisational competencies

1 day: 8 April | 20 October Price: £230 + VATMore information at managementcentre.co.uk/sp

1 day: 10 March | 27 OctoberPrice: £230 + VATMore information at managementcentre.co.uk/spt


NEW!

I will definitely base my strategic decisions on the tools I found out about on this course – or at least use them to verify my assumptions. Ansoff’s Matrix provides a nice and useful way to prioritise the dilemma of new products versus new donors.

Antonio Costantino Corporate Partnerships Officer

European Molecular Biology Laboratory

The trainer made us feel as though the entire course was centred around each of our individual needs – I’ve never learned so much in just one day.

Claire SaralisSenior Communications Manager

NSPCC

Personal Effectiveness

All programmes • include a comprehensive workbook





Overview:Creativity and Innovation Toolkit Releasing and realising new ideasOne day: available in-house – customised content delivered at a location of your choice

Developing Personal Presence Crack the charisma code for high impactOne day: 13 May | 18 November | Price: £230 + VAT

Facilitation Skills Working with groups to achieve resultsTwo days: 7-8 May | Price: £450 + VAT

Influencing and Negotiating for Results Using psychology and practical techniques for the optimal outcomeTwo days: 18-19 March | 23-24 September | Price: £450 + VAT

Managing Multiple Priorities Practical solutions for managing effectivelyOne day: 26 February | 14 May | 29 October | Price: £230 + VAT

Think on Your Feet Communicating with confidence and clarity under pressureOne day: 20 May | 3 November | Price: £230 + VAT

Transformational Presentation Skills Developing and delivering high-impact presentationsThree days: 1-3 April | 10-12 June | 30 September - 2 October | Price: £750 + VAT



Creativity and Innovation Toolkit

Developing Personal Presence

Releasing and realising new ideasA busy and intensive day that offers individuals a range of techniques to energise their teams, generate new ideas and put them into practice.

Participants learn seven key creativity techniques including how to use a range of tools from mind-tiles to Zwiki boxes. They also learn how to maximise creativity in groups, ensuring everyone is engaged and removing the mindset traps that hold back creativity. Using =mc’s innovation value chain, participants explore taking ideas from origination to practical results. They also explore how to create a culture of creativity and innovation through case studies from =mc’s work with Diabetes UK, NSPCC, RNIB and UNICEF.


• integrate creativity and innovation into their everyday work

• use a range of techniques to generate new ideas

• remove barriers to co-operation within teams and across departments

• tackle specific problems and challenges creatively

Crack the charisma code to achieve high impactThis day is designed to build on the skills individuals already have to develop a more sophisticated approach to impactful communications.

Participants first consider themselves as a personal brand – assessing their qualities and image. We then establish the type of presence they wish to develop and who they need to impact on. They crack the charisma code, acquiring the key techniques to help them impress an audience – on demand. Participants learn how to build rapport with a range of individuals using techniques borrowed from theatre improvisation and social psychology. And we introduce them to key presence principles, finding out how outstanding communicators convey presence through a mixture of eye contact, body language and voice.


• be able to define themselves as a personal brand

• have a clear sense of how to impact in key situations – meetings, 1-2-1 sessions, etc.

• achieve influence and ‘social power’

• respond effectively under pressure

2 days: available in-house – customised content delivered at a location of your choiceMore information at managementcentre.co.uk/ci

180˚ feedback 1 day: 13 May | 18 November Price: £230 + VATMore information at managementcentre.co.uk/dpp


I love the fact that I’ve discovered the secret of being systematically creative and innovative. An excellent day – time well spent.

Sarah Faulkner Qualifications Team Manager

Cambridge Assessment


Facilitation Skills Influencing and Negotiating for Results

Managing Multiple Priorities

Working with groups to achieve resultsFacilitation Skills helps participants to gain the confidence and skills to work with groups to solve problems, agree direction and plan action in a productive way. The programme offers participants the opportunity to work on practical scenarios and raise questions about real situations they are trying to tackle at work. A key element involves helping to deal with conflict and challenge.

Participants engage with a variety of tools and techniques, including contracting principles, creating engagement, reading group dynamics, balancing task/process, structuring sessions for maximum impact, and learning evaluations. They learn to improve their personal communication skills including questioning, summarising and active listening. The programme includes hands-on experience of facilitating small group exercises, with 360˚ feedback from fellow participants.


• help people work productively together in meetings

• engage groups to work on on tasks effectively

• use a range of approaches to organise group discussion

• handle challenge and conflict in groups

Using psychology and practical techniques for the optimal outcomeThis programme is for individuals who want to boost their ability to persuade and convince others, including those who negotiate with stakeholders or work in cross-functional or multi-agency partnership teams. It also helps to enhance their ability to build rapport and handle conflict.

Participants learn how to recognise others’ psychological styles, adapt accordingly and re-frame information and ideas. They also discover how to work through the four distinct phases of a negotiation, and how to devise ethical win-win approaches.

Participants are able to• ensure a good outcome for them and their organisation

• choose an appropriate communication style to build rapport and influence others

• win others over to their point of view

• negotiate with the outcomes for all parties in mind

See also The Influential Fundraiser: interpersonal and psychological skills to win over others – designed specifically for fundraisers

Practical solutions for improving personal effectivenessThis busy day promotes personal effectiveness by introducing participants to a systematic set of tools and techniques to enable them to take control of their work and time.

Based on the work of a range of experts – from Steven Covey to Edward de Bono – participants identify practical solutions not only for themselves, but also for their teams. They learn how to balance two key decision bases, what and when. And they learn how to manage demanding priorities against deadlines by distinguishing important from urgent tasks – discovering how to make decisions quickly. The programme also provides insights into the challenges of managing time while working with others – including delegating effectively, reducing interruptions and dealing with dangerous ‘time bandits’.


• achieve their long, medium and short-term goals

• focus their energies to deliver results

• manage heavy workloads and constant interruptions

• improve work-life balance

360 ° feedback2 days: 7-8 May | Price: £450 + VATMore information at managementcentre.co.uk/fac

2 days: 18-19 March | 23-24 September | Price: £450 + VATMore information at managementcentre.co.uk/inr

1 day: 26 February | 14 May | 29 October Price: £230 + VATMore information at managementcentre.co.uk/mmp


Negotiating and influencing are core to my role, but up till now I’ve not enjoyed either. These two days have changed that. Great course – and I’m looking forward to putting what I’ve learnt into practise.

Laura Brown Programme Management Coordinator

Care International UK

UPDATED!


Think on Your Feet Transformational Presentation Skills

Communicating with confidence and clarity under pressureParticipants are shown how to make an impact under pressure, using techniques from the science of psychology to structure ideas quickly and simply, create memorable stories and simplify complex information.

A fast-paced and highly participative programme, the content includes presenting under pressure, using the Think/Feel/Do structure, TRAIN-of-thought technique and Occam’s razor reasoning. Participants learn how to handle tough questions confidently with the radar reply technique, and using question jujitsu. They discover the four answers to strategic questions. And finally we also look at making messages memorable using the SUCCESS framework, developed from the Heath brothers’ best seller Made to Stick.


• shape and organise ideas quickly

• perform impressively in unexpected situations

• handle challenges and hostile situations confidently

• increase their audiences’ ability to retain and recall information

Developing and delivering high-impact presentationsThe UK’s most popular presentation skills programme for the not-for-profit sector. In a small group of 10, with a trainer and a dedicated coach, participants learn how to deliver complex ideas simply and effectively to groups – whether it’s 10 or 1,000 people – using =mc’s systematic methodology.

Participants discover how to reduce preparation time, choose the right ‘style’ of presentation for their audience and make their presentation memorable. They also learn how to appear confident and composed even when nervous. As well as time to practice specific skills, such as posture and gestures, participants deliver three ‘formal’, videoed presentations followed by 1-2-1 coaching with an =mc coach.


• deliver presentations with impact to challenging audiences

• control nerves and banish negative mindsets to present confidently

• design and deliver their presentation for maximum impact

• present complex ideas simply and effectively

180˚ feedback from peers1 day: 20 May | 3 November Price: £230 + VATMore information at managementcentre.co.uk/tf

1-2-1 coaching | Personal video to take away3 days: 1-3 April | 10-12 June | 30 September - 2 October Price: £750 + VATMore information at managementcentre.co.uk/tps


Very professionally delivered course – I would definitely recommend it. In particular it was extremely valuable for me to get individual feedback on my presentation style. When I saw the video it was immediately clear what worked and what I could improve.

Todd Page Advisor

International HIV/AIDS Alliance

UPDATED!

Rule number 1: be interested in the donor and find out how they want to support the cause rather than telling them what we want them to do. So simple – like all the best lessons.

Anne Marie Wynne Community Fundraiser

Marie Curie Cancer Care

Fundraising

Both programmes • include a comprehensive workbook





Overview:Strategic Planning Tools for Fundraising Transforming fundraising performance using planning tools and frameworks

One day: available in-house – customised content delivered at a location of your choice

The Influential Fundraiser Developing, coaching and inspiring teams for greater results

One day: 24 March | 28 October Price: £230 + VAT



Strategic Planning Tools for Fundraising

The Influential Fundraiser

Transforming fundraising performance using planning tools and frameworksThis day for fundraisers is designed for functional heads and senior fundraisers who need strategic tools and techniques to develop a new strategy or reframe an existing one.

Participants gain an understanding of current key thinking in strategy, from core competencies to blue and red ocean approaches, as well as clarification of strategic terms such as core business and emergent and intended strategy. Participants also cover how to plot the environmental context for their work, how to generate strategic drivers, and how to identify a portfolio of high performing fundraising offerings.

Finally we look at tools to decide entry or exit or activities for markets and establishing which new offerings to deliver in new markets.


• frame their ideas and assess the risk and sensitivity of them

• assess their fundraising portfolio and establish the relative impact of each initiative

• decide key directions and the risks associated with them

• engage colleagues and board members in clear strategic discussions

Interpersonal and psychological skills to win over othersBased on the best-selling book The Influential Fundraiser by =mc’s directors Bernard Ross and Clare Segal, this programme is designed for development and fundraising directors, major donor and corporate fundraisers, and senior volunteers. Participants develop the skills and confidence to handle approaching high value donors and sponsors effectively.

Drawing on the latest thinking in psychology and neurology to analyse and respond well to interpersonal situations, participants discover the powerful 5P Framework, exploring the importance of passion, proposals, preparation, persuasion and persistence. The programme is used in- house by organisations in the US and UK – including the University of Edinburgh and Dian Fosse Gorilla Fund – to train major gifts fundraisers.


• interpret a donor’s psychological preferences and match their approach

• manage a donor’s engagement in a crucial conversation and tackle objections

• design an effective case using the four basic case types

• build ultra-fast rapport with donors and supporters

Copy of the award winning book, The Influential Fundraiser

1 day: available in-house – customised content delivered at a location of your choiceMore information at managementcentre.co.uk/sptf

1 day: 24 March | 28 October Price: £230 + VATMore information at managementcentre.co.uk/if


When meeting trustees and major donors I will now feel more comfortable and confident. The training also allowed me to think differently about creating cases for support.

Emily Pavey Senior Trust Fundraising Executive

Action on Hearing Loss


Management Consultancy Fundraising Consultancy

=mc has a specialist team of trained and experienced management consultants able to help you transform your performance. The team is lead by Bernard Ross – =mc Director and author of three best selling management books – supported by colleagues with private and charity sector experience.

We can support projects as simple as a one day facilitation of a team away day, as complex as an online analysis consulting 6,000 volunteers in 20 countries, or as challenging as a global strategy for a development INGO.

We’ve worked with Government departments, local authorities, UN agencies, UK charities, INGOs and arts and cultural organisations to deliver transformation. We deliver primarily in three key areas.

• Strategy: we’ve developed 3-10 year strategies for agencies as diverse as Amnesty International, Sightsavers and Woodland Trust.

• Change: our change consultancy has embedded new ways of working in charities from RSPB to Christian Aid, and from Cambridge Assessment to Groundwork.

• Innovation: among others, we’ve helped Diabetes UK, NSPCC and RNIB create innovation processes to underpin faster, more effective approaches to problem-solving.

=mc’s fundraising consultancy team is lead by one of Europe’s leading thinkers on fundraising and resource mobilisation, Angela Cluff, =mc Director. Angela was one of the leading figures in the groundbreaking NSPCC Full Stop campaign before joining =mc. She is now an internationally regarded expert in strategy and major gift fundraising.

=mc’s fundraising team has worked in over 50 countries from Australia to Argentina and China to Senegal helping charities, universities, cultural agencies and public bodies raise funds. Our results have ranged from $50 billion for a leading INGO to a one-off £1m gift for an animal conservation charity. We can support you in three key areas:

• Strategy: =mc is the leading fundraising strategy development agency in the UK for organisations ranging from the Science Museum to Mencap, Arthritis Research UK to Alzheimer’s Society.

• Campaigns: we’ve helped on some of the largest national and international campaigns, including Oxford University, NSPCC Full Stop, and WWF International.

• International: our advice has enabled market growth and market entry for INGOs including UNICEF International, Médecins Sans Frontières, and International HIV/AIDS Alliance.

To find out more about how we an help you contact Bernard Ross, [email protected] or call 44 (0) 20 7978 1516, or visit www.managementcentre.co.uk/management-consultancy

To find out more about how we an help you contact Angela Cluff, [email protected] or visit www.managementcentre.co.uk/fundraising

=mc has successfully helped the Red Cross in a range of settings, nationally and internationally – whether it’s facilitating a tough session for the IFRC in Geneva, inspiring delegates in Bangkok or helping with change management in London.

Mark Astarita Director of Fundraising

British Red Cross

It takes just a few minutes to book at managementcentre.co.uk/open-programmes. If you are unable to book online, please contact us on +44 (0) 20 7978 1516.

We can hold provisional bookings for up to five working days.

When you confirm your booking, we send you an invoice. Payment needs to be made within 28 days of the date of the invoice or before the programme starts, if sooner. We are unable to accept card payments.

For cancellation terms, see managementcentre.co.uk/open-programmes

Group bookings

We can offer discounts for group bookings.

Contact Lauren Huseyin, Office and Practice Manager, on +44 (0) 20 7978 1516 or [email protected]

The Management Centre Mill House 8 Mill Street London SE1 2BA UK


The Management Centre (UK) Ltd trading as The Management Centre Company registration: 4663203 VAT No: 813 9204 44

Reserve a Place

Open Training Programmes Calendar 2014

managementcentre.co.uk/open-programmes

February25 Leading and Managing Change p.09

26 Managing Multiple Priorities p.29

March3 Emotional Intelligence

in Management p.13

4-6 Emerging Managers Programme p.12

10 Strategic Planning Tools p.23

11-13 Project Management p.15

17 Good to Great p.06

18-19 Influencing and Negotiating for Results p.29

24 The Influential Fundraiser p.34

25-27 Leadership Development Programme p.07

April1-3 Transformational Presentation Skills p.31

8-10 Strategic Leadership p.09

8 Scenario Planning p.23

29-1 Developing Consultancy Skills p.20

May7-8 Facilitation Skills p.28

13 Developing Personal Presence p.26


15 Appreciative Inquiry p.18

20 Think on Your Feet p.31

21 Strategy Maps and The Balanced Scorecard p.18

1 day £230 2 days £450 3 days £650-£750

All programmes include workbook, lunch and refreshments

managementcentre.co.uk/open-programmes +44 (0) 20 7978 1516

This brochure is printed on recycled paper. © The Management Centre 2013

June3-5 Emerging Managers Programme p.12

10-12 Transformational Presentation Skills p.31

17 Coaching Skills for Managers p.12


July1-3 Leadership Development

Programme p.07

September23-24 Influencing and Negotiating

for Results p.29

30-2 Transformational Presentation Skills p.31

October6 Emotional Intelligence

in Management p.13

7 Good to Great p.06

8 Leading and Managing Change p.09

14-16 Strategic Leadership p.09

20 Scenario Planning p.23

21-23 Developing Consultancy Skills p.20

27 Strategic Planning Tools p.23

28 The Influential Fundraiser p.34


November3 Think on Your Feet p.31

4-6 Emerging Managers Programme p.12


18 Developing Personal Presence p.26

19 Coaching Skills for Managers p.12

20 Appreciative Inquiry p.18

24 Strategy Maps and The Balanced Scorecard p.18

25-27 Leadership Development Programme p.07

Documents

The Management Centre L&D Brochure 2014