CMCCO offers a variety of construction seminars to help meet your training needs. CMCCO is a leading provider of continuing education seminars for a variety of companies and industries in the Middle East.
Stay current on existing construction laws and recent legislation that affect your business operations. Choose from popular seminars including leadership & management training, organization, personal & professional, human resource management seminars, business & finance, sales & marketing, manufacturing & plant, secretarial, Project Planning, Construction Claims, Managing Construction Projects, and Analyzing Project Damages. These are just some of the insightful seminar topics CMCCO has to offer.

Register today and allow our expert faculty to make your learning experience enjoyable as well as rewarding.

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Project Management Seminars

Do you recall the last time one of your projects was completed on schedule and within budget? How about ahead of schedule and under budget? CMCCO's valuable project management seminars will show you ways to save time and money by applying better project management techniques. In these very practical programs you will learn how to select, motivate and lead project team members. You will also acquire proven, workable techniques to help you identify and solve your most pressing project problems, and learn methods for maintaining close control of your projects in today's uncertain business climate.

Whether your staff is large or small, the principles and practical applications of project management skills you learn at CMCCO will benefit you immediately.

In CMCCO's project management programs you will:

Build the necessary skills to manage projects faster, more efficiently and more predictably
Learn how to manage multiple projects simultaneously
Learn to manage conflict effectively
Learn the latest features and capabilities of Primavera Project Planner
Learn the importance of teamwork and successful project planning
Improve your skills in identifying and resolving the pitfalls to successful project completion
Achieve a competitive edge in managing your projects successfully

Professional Project Planning & Primavera Application


Professional Projects Planning & Primavera Application is a practical seminar presented by professional engineers with extensive international experience.

This seminar will help candidates to prepare projects elements organization, develop a bar chart program, customize CPM, present cash flow & resource management, prepare all progress reports, prepare other control reports, present a revised plan & a revision for extension of time. Also it includes deep implementation of planning to serve project monitoring & contract administration such as: Implementation of resource management in planning evaluation, analysis & criticism of a base line plan, financial planning, shifted cash flow application, site facilities planning, implementation of resources management and bar chart revision in each category of construction.
Post Presentation Support and Possibility of free attendance for this presentation again, anywhere over Middle East region.

With this seminar additional unlimited free training is provided thru developing a complete plan for a typical sample project with full support as may be needed.

Possible Attendance: This seminar is intended for project managers, project directors, planning engineers and candidates intending to learn professional procedures in project planning & primavera applications.


  • Introduction to Projects Plans

  • Project elements organization as pre-requisite for project planning.

  • Proposed strategy.

  • Overview on major plans

  • Good planning requirements

  • Preparation of project elements organization

  • Customizing Layouts

  • Organization layout.

  • Quantity Surveying layout.

  • Demonstrative examples

  • Data items Applications

  • Activity data items.

  • Resource data items.

  • Custom Activity data items.

  • Custom Resource data items.

  • Demonstrative Examples.

  • Customizing bar chart.

  • Building a bar chart schedule.

  • Float Bar, Late Bar

  • Customizing CPM

  • Demonstrative examples

  • Resource cash allocation

  • Cash flow diagram presentation for a plan.

  • Cash flow revision & update.

  • Demonstrative examples

  • Managing Resources

  • Resource dictionary organization

  • Resource Allocation

  • Resource histograms & table presentation

  • Histograms revision & update

  • Resources Leveling.

  • Demonstrative examples

  • Resources histograms implementation in bar chart evaluation.

  • Financial planning & shifted cash curve.

  • Site facilities planning.

  • Analysis & criticism of a bar chart plan.

  • Planning specification argument.

  • Assigning target plan.

  • Monitoring progress of work

  • Schedule update.

  • Progress reports.

  • Demonstrative examples

  • Revision of a bar chart schedule (infra structure project demonstration)

  • Revision of a bar chart schedule (building construction project demonstration)

  • Usual reasons for revising a plan.

  • Revision for extension of time.


  • Practice on developing a project plan, database buildup & organization.

  • Practice on developing a project plan, bar chart build up & resources management.

  • Practice on developing a project plan, progress reports & revised schedule.

  • Additional practices as may be needed.

Project Estimation & Cost Control & Access Application


   Projects Estimation & cost control systems development & Access database applications is a training seminar presented by a senior expert estimation & cost control engineer who has long experience in Estimation database organization & cost control systems development for large scale projects. 

   This seminar is to help in company simple resources organization, estimation department assembled resources planning, supplier prequalification, direct & indirect cost estimates, project integration management, procurement management, data collection strategy implementation, invoicing generation, insuring proper links between all company departments such as estimation, cost control, planning, quantity surveying, purchasing, ware houses, accounting and site management. Presentation of several cost control, reports including productivity & variance reports generation.
Also this seminar includes training support hours in developing a practice sample estimation & cost control project.


Introduction to access database as a construction data management, Demonstrative example

Applications on major access database components, Demonstrative examples

Estimation database development, Simple resources dictionary, Assembled resources dictionary, Demonstrative examples

Project resources allocations dictionary, Estimation report generation, Demonstrative examples

All complimentary sections related to Estimation database, Demonstrative examples

Developing all complimentary sections related to estimation report, Demonstrative example

Integration of Cost Estimation with planning.

Cost budget generation.

RFD (Request for delivery) presentation & control.

Cost control database system development, Data collection strategy

Demonstrative examples

Creating database links with accounting systems, Productivity & variance report generation, Demonstrative examples

Practice on a project estimation data base development

Practice on a project estimation report development

Practice on a project cost control data base system development

Practice on a project productivity & variance report development


Contract Control & Administration & Expedition Application


It is a training seminar presented by a senior expert contract administration & control engineer who has long experience in project contract administration organization & Expedition software application.

This seminar is to help in company contract administration archive build up including all correspondent, letters, notices, proposals, change orders, quantity and cost variation management, claims generation process and follow up, material and technical  submittals management and follow up, design management and monitoring with shop drawing submittals and process follow up, purchase orders and contracts issuance and follow up with suppliers and subcontractors, material delivery tracking, log reports, invoices & many other contract administration documents organization & management.

►Possible Attendance:

Project directors, project managers, contract administration engineers, and any other candidate who wants to acquire the knowledge of contract administration organization and project documentation.


  • Introduction to contract control, overview on major documents used in contracts control, Documents organizations as AIA standards, Demonstrative examples

  • Coding format as CIS, Overview on Expedition basic applications, Start applying Expedition thru setting contacts, contracts & cost worksheets directories, Demonstrative examples

  • Managing contacts, purchase orders & submittals, Demonstrative examples

  • Using invoices & issuing requisitions, Recording & tracking communications, Demonstrative Example

  • Preparing transmittals, Storing & presenting daily reports, Demonstrative examples.

  • Recording minutes meetings, tracking material deliveries, Demonstrative examples.

  • Managing requests & changes, Presenting forms & reports, Demonstrative Example.

  • Linking organization to primavera plan where needed, Import & export of data with other systems, More reports presentations

  • Practice on setting contacts, contracts & cost worksheet directory, Practice on using invoices & issuing requisitions, Practice on recording & tracking communications

  • Practice on recording minutes meetings.

  • Practice on preparing transmittals & daily reports.

  • Practice on tracking material deliveries.

  • Practice on managing requests & changes.

  • Practice on forms & reports presentation.


Professional Project Management

PMP Project Management Professional Certificate Preparation



More organizations are turning to the Project Management Institute’s (PMI®) Guide to the Project Management Body of Knowledge (PMBOK™ Guide) and Project Management Professional (PMP®) Certification as the source of competency in project management excellence. Surveys by PMI® have proven that certified Project Management Professionals experience higher average earnings and hiring preferences worldwide. This seminar will prepare you to take this examination. It will cover all key aspects of PMBOK™ and will prepare you for the examination through review of material, daily test simulations, and examination taking tips.


You will review all key areas of the PMBOK™ with tips on how to remember specific information

You will take examination simulations that will heighten your readiness for a successful outcome

You will receive tips on taking the examination that will save you time on the examination day and raise your level of comfort

You will receive the recommended references for the PMP® Certification Exam


Who Should attend:

Project managers and team leaders who are preparing for the PMP® certification exam. Other project personnel and functional managers who work with projects will benefit from a better understanding of how their functional responsibilities fit into the total project management task.



You must be familiar with the basic elements of work breakdown structures, activity network diagrams and activity duration estimating, cost estimating, contracting, leadership and team development, quality management, risk, earned value management and organizational structures for projects.


Develop and enhance the contributions you make to your organization by being able to:

Establish norms and ground rules for effective team communication.

Generate project requirements and the operational success criteria to be achieved by the project’s outcome.

Create a project Work Breakdown Structure with associated Specifications.

Design a project schedule with activities, durations and interdependencies.

Delineate, assign and track project resources and associated costs.

Identify and quantify project risks and develop resolution strategies.

Understand basic contract types and the project ramifications.

Identify, capture, measure and analyze important project metrics.

Create a high-performing project team focused on customer satisfaction.

Develop and document a comprehensive and integrated project plan.

Your seminar experience will cover:

Project Manager Role: Define project manager/project sponsor/functional manager/team member roles and responsibilities and understand the impact of different organizational structures and reward/recognition strategies.

Document Relationships: Relate the Statement of Work (SOW), Work Breakdown Structure (WBS), and Specifications to each other.

Scheduling Processes: Identify activities, establish logical relationships, estimate durations, and determine critical path activities.

Estimating Methodologies and Budgeting Practices: Gain techniques for estimating costs, assigning resources, and acquire methods for measuring earned value and performance.

Quality: Distinguish and apply quality planning, assurance and control methods.

Risk Management: Learn identification, qualitative and quantification methods, response development strategies, and risk control techniques.

Communications: Understand the various types of communications and learn different methods and formats for gathering and disseminating project information.

Procurement: Identify the differing types of contracts, their intended usage, the motivations of the customer and supplier in each type, and their ramifications on completing projects successfully.

Team Structures/Practices: Foster effective communications and feedback among team members, customers, suppliers and managers.

Understanding the need to establish variance and change thresholds for scope, time and cost control.

Course Outline: e

The Project Management Framework, Context and Processes Developing a mental model

Developing a mental model for organizing and remembering the specific bits of information covered in the PMBOK™ Guide, the recommended references and the PMP® Certification Exam

Initiating Processes

Project initiation

Core Project Planning Processes

Scope planning and scope definition

Activity definitions

Resource planning

Activity sequencing

Duration estimating

Cost estimating

Schedule development


Project plan development

Facilitating Project Planning Processes

Organizational planning and staff acquisition

Quality planning

Communications planning

Risk identification, quantification and response development

Procurement planning and solicitation planning

e-Project Executing Processes

Project plan execution

Facilitating Project Execution Processes

Information distribution

Team development

Quality assurance

Scope verification

Solicitation, source selection and contract administration

Core and Facilitating Project Control Processes

Performance reporting

Overall change control

Scope change control

Schedule control

Cost control

Quality control

Risk response control

Closing Processes

Contract close-out

Administrative closure

Preparing for the Exam


Test-taking hints

Practice exam


Project Manager Skills


In today’s world of complex projects, the successful project manager knows the importance of developing people skills to augment technical skills. This interactive and personal seminar takes an innovative and multidisciplinary approach in providing you with practical skills and hands-on practice in the "people skills" of project management. You will also gain valuable information about best ways to manage your stress level, career, and life direction.


  • Practice a variety of interpersonal communication skills required for project leadership

  • Learn and practice the best methods to use in motivating individual and team performance

  • Take a self-assessment tool that describes your preferred approaches to resolving conflict

  • Have the opportunity to practice different methods of resolving conflict

  • Learn how to respond when a personal crisis impacts the project team and threatens productivity

  • Undertake self-assessment experiences during the workshop to identify your work and personal values, and how to apply them to managing your career

  • Identify core competencies in career management and career transition, so that you "can take control" of your own professional life and assertively chart your own direction

  • Learn about recent developments in the area of stress management, and how to apply these findings to your career, personal well being, and professional satisfaction

►Your seminar experience will cover

1.Interpersonal Communication Skills-Identify and practice skills: Such as tracking the communication, active listening, open-ended questions, how to re-frame a point. Also covered are more subtle aspects of positive interpersonal communication, such as how to listen for the implied message, the importance of personal alliance and context, and how to minimize the presence of natural communication shortcomings such as denial, projection, displacement, and objectification.

2. Individual Differences: Methods for identifying individual differences and different personalities on your team, with a discussion of implications for communication, decision-making style, and learning style of each of these different types.

3. Motivating the Individual and the Team: How to create a motivation strategy by considering the interaction of team member personal style, career stage, and developmental (life span) stage. Also covered are the common "motivational mistakes" that project managers want to avoid using in their teams.

4. The Hats of the Project Manager: such as the roles of leader, manager, facilitator, mentor, and when to shift hats during the course of a project.

5. People Challenges During Project Stages: What are the most common people problems that emerge at the various stages of a project, and what can be done to address them?

6. Determine Your Own Preferred Approach to Resolving Conflict: Through a self-assessment and practice experience, your own most common approaches for resolving conflict will be assessed, with tips about where best to employ each of the approaches.

7. Handling Critical Incidents on the Project Team: What is a critical incident, how does it impact individual/team performance, and how can a critical incident debriefing assist team members in returning to productive levels of performance?

8. Managing Personal Stress: The recent research on how professionals can identify and manage the inherent types of stress present in project settings.

9. Taking Control of Your Own Career: Experiential tools and self-assessment devices will be used to give you greater insight into what are your work and life values, what excites you in the work place, and what is your passion in your life work.

10. Professional Transitions: How to use these six tools in making career changes: action-oriented resumes, two-minute introductions, informational interviews, developing the personal network, interviewing skills, and how to "qualify" a personal reference.


IT Project Management


How well are you dealing with the “big ticket” project management problems plaguing software development/information technology (IT) projects? As the need to focus on schedules, costs and quality increases in both importance and urgency, it is more crucial than ever to understand and overcome the major inhibitors to achieving competitiveness. This insightful, no-nonsense, knowledge-rich educational seminar gives you the tools to handle these problems to ensure effective software/IT project management. You will learn project management best practices – including essential soft skills – from a leading authority with 30 years of success in managing software/IT projects. Prepare to learn more than just conventional project management; prepare to learn about yourself, human nature, and how to make things happen. Note: This is a project management seminar primarily intended for those involved in software development/IT projects; it is not a software development/IT process/methodology seminar.

Who should attend?
The seminar is for project managers, IT/MIS/functional managers, executives, team leaders, quality assurance personnel, and anyone and everyone involved in software development/IT: planners, developers, specialists, testers, writers and support personnel. Great refresher/booster for seasoned project managers.

How you will benefit
Develop and enhance the contributions you make to your organization by being able to:

· Identify and correct the most common “big ticket” project management problems for software development/IT projects.

· Employ proven practices that speed product development/IT implementations.

· Define and implement a software development/IT process.

· Implement effective scheduling, tracking and problem management.

· Improve vendor/contractor relationships.

· Examine project management problems that attendees are now experiencing and discuss their potential solutions.

· Bring about positive change in your team or project through leadership and motivation.

Your seminar experience will cover:

The soft skills element – Incorporate the people factor that makes a project successful and recognize attributes that contribute to the success of project leaders and project members.

Roles and responsibilities – Understand the roles and responsibilities of the project manager and other project members.

Problem identification and solutions – Identify the most common major problems that derail software development/IT projects and the solutions to help you avoid, recover or minimize their impact.

Rapid product development – Apply practices that can speed product development/IT implementation.

Project planning and control – Learn the steps to follow in planning and tracking a project and performing problem management; learn the project performance measurement of earned value management.

Vendors and contractors – Employ needed controls when working with vendors and contractors.

Reviews – Learn how to perform project reviews and post-project reviews.

Culture training – Learn how to create a productive, successful business culture for your project.

Your current project management problems – Discuss and develop solutions to your current project problems.



Project Feasibility Study


It is a practical seminar presented by professional engineers with extensive international experience. The preparation of a feasibility study is a task which, if it is to be done well, requires inputs from many professional disciplines for the various components of the study, the most important of which are as follows: market analysis and marketing location, site and environment, engineering and technology, and financial analysis.

The seminar is done in an interactive atmosphere, also throughout the seminar there will be the opportunities for questions, and where appropriate, case studies will be introduced.

Who should attend:

Market & financial analyst, economists, engineers, social scientists, project managers, project directors and general managers.

Structure: 14 hours to be carried out over 3 days, including valuable supporting documents including feasibility study preparation manual (more than 300 pages with hundreds of help templates including tables, check-lists, work sheets, schedules and sample case- studies)


Your seminar experience will cover the following:

Pre-investment studies and the investment project cycle

v Investment project cycle and types of pre-investment studies

v Basic concepts of pre-investment studies

v Rehabilitation and expansion projects

v Role of institutions, consultancy services and information systems

Market analysis and marketing concept

v Marketing

v Marketing research

v Outline of the project strategy

v Outline of the marketing strategy

v Outline of the marketing concept

v Marketing costs and revenues

3. Raw materials and supplies

Classification of raw materials and supplies

Specification or requirements

Availability and supply

Supply marketing and supply program

Costs for raw materials and suppliers


Location, site and environment

Location analysis

The natural environment

Environmental impact assessment

Socio-economic policies

Infrastructural conditions

Final choice of location

Site selection

Cost estimates

5- Engineering and technology

Production programme and plant capacity

Technology choice

Technology acquisition and transfer

Detailed plant layout and basic engineering

Selection of machinery and equipment

Civil engineering works

Maintenance and replacement requirements

Estimates of overall investment costs

6- Organization and overhead costs

Plant organization and management

Organization design

Overhead costs

7- Human Resources

Categories and functions

Socio-economic and cultural environment

Project-related requirements

Availability and recruitment

Training plan

Cost estimates

8- Implementation planning and budgeting

Objectives of implementation planning

Stages of project implementation

Implementation scheduling

Projecting the implementation budget

9- Financial analysis and investment appraisal

Scope and objectives of financial analysis

Principal aspects of financial analysis and concept of investment appraisal

Analysis of cost estimates

Basic accounting statements

Methods of investment appraisal

Project financing

Financial and efficiency ratios

Financial evaluation under conditions of uncertainty

Economic evaluation


Construction Site Management


Communicate to Influence


Value Engineering Analysis and Reports Presentation


VE is a technical training seminar presented by a senior expert project management consultant engineer who has long experience in VE analysis and costing for large scale projects.

This seminar will help candidates understand objectives of VE, budgeting cost control and function analysis diagram (fast diagram) with detailed procedures implementation, cost worth modeling generation, development of project life cycle costing modeling (LCC) and implementation.

This is presented with a practice project in preparing a VE report for a hotel in Riyadh with VE work book, valuable supporting documents and soft files.

►Structure: 12 hours to be carried out over 2 days, including valuable supporting document.


Session 1:

  • Introduction.

  • Objectives of value Engineering.

  • When to apply value Engineering.

  • Impact of Value Engineering.

  • Introduction to Project Scope.

  • Budget Analysis.

  • Elements of the project Budget.

Session 2:

  • Prevalent Budgeting Technical.

  • Cost Control & Fast Diagram.

  • Construction Cost Modeling.

  • Construction Worth Modeling.

  • VE & Total Project Management

  • VE Job Planning.

Session 3:

  • VE Function Analysis .

  • Fast Diagram Detailed Procedure.

  • Life Cycle Costing Modeling(LCC).

  • Delphi Technical Application.

  • Decision Makers Impact On LCC

  • LCC Methodology & Format.

Section 4:

  • Case Study for a hotel in Riyadh & Generation of a Complete

  • Value Engineering Report.

►Supporting Documents: Seminar documentation including value engineering workbook. Soft Excel work sheets for VE documentation & LCC factor calculations.


FIDIC Conditions of Contract


This practical seminar, provided by professional engineers with extensive international experience, explains and illustrates the use of the FIDIC Conditions of Contract for Construction (the "Construction Contract") and the FIDIC Conditions of Contract for Plant and Design-Build (the "Design-Build Contract").

►Possible Attendance:

The seminar provides the necessary knowledge for professionals from Government Ministries and Agencies, Private Sector Employers, Consulting Engineers, Contractors, Quantity Surveyors, Architects, Legal Advisers and all involved with the next generation of International Projects. It is particularly important to those involved in preparing or managing infrastructure projects financed under ISPA, as all contracts that are funded by the EU, will be under the FIDIC Conditions of Contract.

►Structure: 14 hours to be carried out over 3 days including presentation, workshop, valuable supporting documents, soft & hard templates for conditions of contract for building & engineering works, conditions of contract for EPC/Turnkey projects , guidance for the preparation of particular conditions and others from 1992 till 1999 edition.


1- Introduction to FIDIC Documents (Construction Contract/Plan Contract).

  • Background and reasons for change

  •  Examination of format and content of General Conditions

  •  Examination of Guide to Particular Conditions

2-Annex to documents, Selection of appropriate Contract, Responsibilities of Main Parties

  • General issues

  • Responsibilities of the Employer

  • The Engineer

  • The Contractor

  • Nominated Sub-Contractor

3-Management of Projects - Key Areas, Workmanship and Time

  • Staff and Labor

  • Plant, Materials and Workmanship

  • Commencement, Delays and

  • 4-Suspension

  • Tests and Defects liability

  • 5-Financial Clauses and Procedures

    • Measurement and Evaluation,

    • Variation and Adjustment

    • Contract Price and Payment

  • Guarantees, Bonds

  • Insurances

  • 6-Risks, Force Majeure & Termination

  • Termination by Employer

  • Suspension & Termination by Contractor

  • Risks and Responsibilities

  • Force Majeure

  • 7-Claims and Disputes & Arbitration

  • Claims procedures

  • Disputes Adjudication Board

  • DAB Agreement & Procedures

  • Amicable Settlement and Arbitration

  • Throughout the seminar there will be opportunities for questions, and where appropriate, case studies will be introduced.


    FIDIC Management of Contract Claims and the Resolution of Disputes


    Within all FIDIC contracts there will be claims. This training course is designed to provide practical assistance to those working with the FIDIC Contract Conditions (1992 till 1999 Editions) in the management of claims and achieving resolution to claims.

    It is applicable to all the Parties involved within a FIDIC Contract - the Employer, the Contractor, the Engineer, and the DAB Members. By having a professional understanding of the responsibilities and rights of the Parties under a FIDIC contract and the procedures to manage claims, the resolution of claims will be achieved more successfully.

    It is provided by experienced engineers, who have extensive involvement with FIDIC claims, disputes, adjudications, and arbitration procedures.

    ►Possible Attendance:

    The seminar provides the necessary knowledge for professionals from Government Ministries and Agencies, Private Sector Employers, Consulting Engineers, Contractors, Quantity Surveyors, Architects, Legal Advisers and all involved with the next generation of International Projects. It is particularly important to those involved in preparing or managing infrastructure projects financed under ISPA, as all contracts that are funded by the EU, will be under the FIDIC Conditions of Contract.

    ►Structure: 14 hours to be carried out over 3 days.


    The Management of Claims

    Claims: Causes and Risks

    • Inherent project risks

    • Allocation of risks under FIDIC contracts

    • Analysis of Contractual risks

    Claims Procedures

    • Clauses required notice by the Contractor

    • Employer's Claims

    • Delegation by the Engineer

    • Engineer's determination


    Contractor's Claims

  • Notification of Claims

  • Contemporary records

  • Preparation of Claims

  • Engineer's assessment and Principles of Claim

  • Engineers Valuation

  • Engineer's determination

  • Case Study on Claims Procedures

    • Actions by the Contractor

    • Actions by the Employer

    • Actions by the Engineer

    The Resolution of Disputes

    Principles Governing the DAB (Dispute Adjudication Board).

    • Referral to the DAB

    • Presentation of evidence to the DAB

    • The DAB's decision

    Working of the DAB

    • The FIDIC alternative procedure

    • Arguments for and against the alternative procedure

    Post DAB/Engineer's Decision

  • Implementation and Enforcement

  • Amicable Settlement

  • Arbitration

  • Case Study of Dispute Resolution by DAB

    • Presentation by Contractor

    • Employer's response

    • DAB adjudication and decision



    Risk Management


    Earned value Management


    Professional Procurement Management


    Procurement management, and especially contract administration, has become an essential project management skill as more and more of today's businesses outsource all but the company's core competencies. This course offers insight into the role of the procurement manager on a project team by guiding you through procurement practices, the solicitation of bids and contract negotiations. It will also expose you to contract law.

    Structure: 12 hours to be carried out over 3 days, including supporting document.

    Who should attend?
    This seminar is for project managers and team members who want to improve their procurement management skills and increase their understanding of roles and responsibilities of procurement on a project. It will be also useful to purchasing professionals who wish to transition to a project environment.

    How you will benefit
    Develop and enhance the contributions you make to your organization by being able to:

    · Learn about procurement management processes

    · Define procurement planning requirements

    · Differentiate between “make or buy” source selection

    · Learn how to communicate during bid negotiation

    · Understand the impacts of waiving rights, bid rigging and contract law

    · Practice scope change control, scope verification, and cost, schedule and quality control

    · Negotiate an agreement

    Your seminar experience will cover:

    1. Procurement planning with a make or buy workshop
    2. Solicitation planning workshop
    3. Solicitation workshop
    4. Source selection workshop
    5. Contract administration with a waiver of rights workshop
    6. Contract close-out
    7. Contract law
    8. Negotiation with a role-playing workshop
    9. Integration and wrap-up



    Extension of time claims & Dispute Resolution


    The aim of this seminar is to help contract manager and project manager to analyze schedule delay events and acceleration cases together with acquiring the ability to compute related damages.

    Who should attend:

    Project managers, project directors, administrator and any senior project management candidates.


    After this seminar the candidates will acquire a deep understanding ability for time related dispute & claims with appropriate procedure to tackle them including liability definition and procedural steps for compensation computation.


    14 hours to be carried out over 3 days including valuable supporting document and help templates.


    Day1: Phase 4a-Determining the Facts and Analyzing Entitlement

    A- Strategy and Perspective

    B- Using Narrative Text to Organize and Analyze Facts and Entitlement

    C- Determining the Facts and Analyzing Entitlement

    D- Dealing with Common Problems

    E- Countering owner defenses and defending against counterclaims.

    Day 2: Analyzing Schedule Delay and Acceleration

    A- General Introduction and Overview of Project Management Concepts

    B- Construction Scheduling Practices, Problems, and Solutions

    C- Critical Path Scheduling Concepts, Techniques, and Tools

    D- Timescale Arrow Diagrams

    E- Schedule Analysis Procedures

    F- Schedule Analysis Issues

    G- Detailed As-Built Schedules

    H- ELIPSE Schedules-A New Tool

    I- Other Tools for Scheduling Analysis and Exhibits

    Day 3: Phase 4b-Computing Damages

    A- General Comments and Suggestions

    B- Bid Estimating Procedures and Their Effect on Damage Calculations

    C- Cost Accounting Procedures and Their Effect on Damage Calculations

    D- How to Compute Damages and Equitable Adjustments

    E- Calculating Direct Costs

    F- Computing Compensable Delay Costs

    G- Identifying and Computing Impact Cost

    H- Computing Other Types of Damages

    I-Adding Markup

    J-Listing Below-the-Line Costs (Other Sums Due)

    K- Preparing a Cost Summary


    Design Management & Evaluation


    Construction Contracts & Contracting Management


    This practical seminar, provided by professional engineers with extensive international experience, explains and illustrates details procedures in contracts, contracting & contractors management

    ►Possible Attendance:

    Project managers, directors, engineers and any other candidates involved in the contract management and sub-contracting management in a project.

    ►Structure: 14 hours to be carried out over 3 days including valuable supporting document:


    To discuss a detailed procedure for contracts & contractors management that in corporate adequate knowledge for all requirements of sub-contractors management and coordination and it includes the following details:


    1. Construction Contracting Methods

    • General Contract Method

    • Separate Contracts Method

    • Force Account Method

    • Design-Construct Method

    • Professional Construction Management Method

    2. The Nature of Contracts

    • Litigation

    • Descriptors of Contracts

    • Element of a contract

    • Estoppel

    • Form of a Contract

    3. Forms of Organizations

    • Proprietorships

    • Partnerships

    • Corporations

    4. Surety Bonds

    • Surety Underwriting

    • The Miller Act

    • The Bid Bond

    • Performance Bonds

    • Payment Bonds

    • Bonding Limits for the Contractor

    • Contractor Default

    • Subcontractor Bonds

    5. Construction Contract Documents

    • Drawings

    • General Conditions

    • Supplementary Conditions

    • Specifications Drawings

    • General Conditions

    • Supplementary Conditions

    • Specifications

    • Contract Obligations During Construction

    6. Unit Price, Cost-Plus, and Lump Sum Contracts

    • Terms of Agreement

    • Unit Price Contracts

    • Cost-Plus Contracts

    • Lump Sum Contracts

    7. Changes

    • Changes Clauses

    • Change Orders

    • Cardinal Changes

    • The Written Change Order

    • The Authority to Issue A Change Order

    • Change Versus Another New Contract

    • Conclusion

    • Example Cases

    8. Changed Conditions

    • Prebid Site Investigations

    • Differing Site Conditions

    • Example Cases

    9. Matters of Time Matters of Time

    • Construction Duration

    • Project Schedule and Preconstruction Conference

    • Working Days

    • Limitation of Operations

    • Liquidated Damages

    • Types of Delays

    • No-Damage-For-Delay Clauses

    • Exceptions of Time

    • Excusable Delays

    • Acceleration

    • Suspension of Work Clauses

    • Termination

    • Project Completion

    • Impact of Delays

    • Home Office Overhead

    • 10. Payments

    • Unit Price Contracts

    • Cost-Plus Contracts

    • Lump Sum Contracts

    • Final Payment

    • Retainage

    • Subcontractor Progress Payments

    11. Warranty

    • Express Warranty

    • Implied Warranty

    • Owner's Acceptance of Work

    12. Subcontractors and subcontracts

    • General Contractor—Subcontractor Relationship

    • Owner- Subcontractor Relationship

    • What Work is subcontracted?

    • How are Subcontractors Selected?

    • Submitting a Bid for a Subcontract

    • Awarding Subcontracts

    • Subcontract Provisions

    13. International Construction Contracts

    • Types of Contracts

    • Contract Awards in the Public Sector

    • Performance Bonds and Guarantees

    • Periodic Construction Payments

    • Time Provisions

    • Owner Acceptance

    • Safety

    • Insurance

    • Unique Considerations in Other Countries

    14. Methods of Dispute Resolution

    • Negotiation

    • Litigation

    • The Importance of Documentation

    15. Construction Safety

    • The Occupational Safety and Health ACT

    • Osha Inspections

    • Osha Fines and Penalties

    • Record-Keeping Requirements

    • Typical Safety Standards

    • Osha Compliance

    • Complaints About Osha

    • Should Citations be appealed?

    16. Labor Relations in Construction

  • Labor Relations Terms

  • Labor Agreement Provisions

  • Federal Laws Related to Construction


    Safety Seminars


    Safety Systems Implementation


    Quality and quantity of staff training and update in safety systems implementation is our major factor in the reduction of accidents rates.

    This seminar is to help candidates in construction and industry who are managers or safety officers. To keep good safety records, apply safety checklists and documentation, improve company safety policy, update company safety manual, to insure abiding by any international safety requirements like OSHA, to have the ability to spread safety awareness between all other team members.

    The presentation of this seminar is done in an interactive atmosphere (slides & graphical presentation) with attendance share in practice. Also we distribute to each applicant a valuable supporting document.

    ►Structure: 12 hours to be carried out over 3 days

    ►Contents :

    This seminar is to cover the following:

    Construction Safety:

    ► General Site Safety:

    • Scaffold user and supervisor safety

    • Ladder safety

    • Aerial boom lift safety

    • Fall protection & prevention

    • Steel erection/Iron worker safety training

    • Electrical safety

    • Welding & cutting

    • Job site hazard recognition.

    • Concrete & masonry construction

    • Cranes & derrick safety

      ► Confined Space Entry:

    • Identifying-permit- required confined spaces and their hazards.

    • Proper utilization of gas monitoring equipment.

    • Methods to safely ventilate your confined space.

    • Duties of supervisors, entrants and attendants.

    • Requirements to rescue services and personnel.

    • Steps necessary to temporarily declassify a permit-required confined space.

    • How to take advantage of OSHA'S alternate entry procedures.

    • Ensuring your written confined space entry program & procedures meet OSHA regulations.

      ► Trenching & Excavation:

    • How to properly conduct soil test (visual &manual).

    • Understand OSHA regulations for shoring, sloping & benching and trench boxes.

    • Identify and control hazardous atmosphere lurking inside of trenches.

    • Locate and work safely around potentially deadly under ground utilities.

    • How to handle OSHA inspections at your trenching & excavation site.

    Industry Safety:

    ► General Industrial Safety:

    • Lockout/Tag out

    • Hazard Communication

    • Respiratory communication

    • Portable fire extinguisher use & fire prevention.

    • Emergency action plan.

    • Crane & hoist operation/Rigging safety

    • Blood borne/Pathogens

    • Noise/hearing conversation.

    • Personal Protective Equipment (PPE).

    • Welding and cutting safety.

    • Machine guarding.


    Safety Training Programs


    Technical Safety Procedures


    Design protection with Fire Code (NFPA) Implementation


    An 8 sections consulting sessions to assist engineers from different consulting offices to fully master the life safety code NFPA 101.

    The purpose of these sessions is to cover all the safety requirements and to help the engineer avoid common fundamental design mistakes and to get the design right from the first time leaving the technical monitor with as little corrections as possible.
    The sessions shall include a maximum of 10 to 12 engineers & major articles of NFPA 101 code are distributed.

    Structure: 12 hours to be carried out over 3 days.


    A brief description of the sessions is as follows:

    Fundamental requirements, classification of occupancy and hazard of contents:
    This chapter will include all basic concepts to take into consideration while thinking about life safety from fire, and classification of occupancy into: educational , health care, residential, hotels, mercantile, business, industrial, storage, car parks and high-rise buildings. In addition to a classification of hazard contents. An introduction of means of egress will be exposed.

    Means of egress components: Doors and Stairs:
    This chapter will enclose all information related to the egress width and specifications of doors and stairs in general ,and additional information related to the different class of occupancy.

    Means of egress components: Smoke proof enclosures, Horizontal exits:
    This chapter will enclose all information related to the  specifications of smoke proof enclosures and horizontal exits in general ,and additional information related to the different class of occupancy.

    Means of egress components: Ramps, Exit passageways, Escalators and Moving walks:
    This chapter will enclose all information related to the  specifications of ramps, exit passageways, escalators and moving walks in general, and additional information related to the different class of occupancy.

    Means of egress components: Fire escape stairs ,Fire escape ladders, Areas of refuge ,Elevators:
    This chapter will include all information related to the  specifications of fire escape stairs, fire escape ladders, areas of refuge, elevators in general, and additional information related to the different class of occupancy.

    Means of egress specifications:
     This chapter will enclose all information concerning: The capacity, the number and the arrangement of means of egress, the measurement of travel distance to exits, the discharge from exits.

    Illumination, Signs:
    This chapter will include all information  related to the illumination of means of egress, emergency lighting, marking of egress and special provisions for occupancies with high hazard contents.

    Fire protection features, Fire detection and protection equipment:
    This chapter will include all features of fire protection such as construction and compartment , smoke barriers, special hazard protection, interior finish, furnishings contents.
    Moreover it will cover equipment of detection, and protection of fire such as smoke and heat detectors, alarms, emergency control, automatic sprinklers, manual extinguishing equipment and information related to the maintenance and testing of these equipment.


    Safety Application for Design Requirements


    Maintenance Management Seminars


    Project Maintenance Management Systems


    This Seminar will help your candidates understand and apply professional procedures for asset registration, maintenance planning, work order process implementation service calls handling, procedures understanding and application of predictive and preventive maintenance management.

    We remind you that the presentation of this seminar is done in an interactive atmosphere (Slides & graphical presentation) with attendance share in practice.

    Also we distribute to each applicant a supporting document including a complete maintenance management system with all the required forms and procedures to be used for professional maintenance management system implementation.

    This seminar is designed to help candidates who are involved in maintenance activities management or in maintenance projects management.

    Structure: 12 hours to be carried out over 3 days including valuable supporting document.

    Objectives: To provide participants with professional experience in maintenance management systems, understanding and implementation for large scale maintenance projects including new method for asset management maintenance planning and control, cost control, quality control and staff human resources management.

    Who should attend: Operation and maintenance managers, maintenance engineer, other candidates involved in operation and maintenance management programs, other candidates who are willing to update their organizational experience in maintenance management systems implementation.


    Section 1:

    • Introduction to maintenance management systems.

    • Definition & kinds of maintenance.

    • Benefits of maintenance.

    • Fundamentals functions of maintenance.

    • Asset registration & grouping.

    • Maintenance instructions (MI’S).

    Section 2:

    • Planning schedule (Master Plan).

    • Week-load forms.

    • Work dockets.

    • Year visual aid.

    • Rime priority system planning.

    Section 3:

    • Classical defects of maintenance.

    • Maintenance control & cost control.

    • Maintenance sub-contracting.

    • Troubleshooting systems.

    • Condition based maintenance.

    • Upgrading the quality maintenance.

    • Quality control system.

    Section 4:

    • Work order system.

    • Work scheduling execution & follow up

    • Work order cycle.

    Section 5:

    • Computerized maintenance management.

    • What are the elements of database required for computerization.

    • What are the components of maintenance information system.

    Section 6:

    • Project management

    • Project personnel

    • Characteristics of project manager.

    • Project staffing process

    • Contents of the project file

    • Monthly progress report


    • Reports of maintenances.

    • Controlling labor costs.

    • Facilities for maintenances.

    • Safety.

    • Employee evaluations

    • Maintenances store components.

    • Common problems to change for more effectiveness warehouse.

    • Job analysis.

    Section 8:

    • Terotechnology (feedback of data) to produce management information.

    • Considerations in a life style.

    • Building maintenance.

    • Housekeeping.

    • Service life for HVAC equipments.

    • Energy management system.

    • Building automation control system.


    Preventative Maintenance & Troubleshooting of  Rotating Machinery


    Maintenance Planning & work control


    Design & Maintenance of Electrical Installations


    Real Estate Seminars


    Real Estate Investment, Development, Purchasing Contract & Leasing Analysis.


    This seminar is designed for anyone seeking a clear understanding of the many decisions involved in the world of real estate. The intent is to create a mind set that will make it easier for the attendant to understand how change and real estate values interact.

    Many people consider real estate to be a market-oriented game, in the sense that there are players and rules, and a way to determine winners and losers.

    Real estate means different things to different people. It has three common meanings which are interrelated:

    A field of study: Real estate as a field of study concerns the description and analysis of the occupational, physical, legal and economic aspects of land and permanent improvements on, or to, land.

    A form of business activity: Real estate as a business a business activity focuses on human activities concerned with land and its use or improvement.

    A financial asset: As a financial asset, real estate is a national resource, whether publicly or privately owned

    Who should attend:

    Project managers, directors, people looking to real estate as their occupation, profession or line of business activity, brokers, builders, lenders, planners, housing analysts and investors.

    Structure: 18 hours to be carried out over 4 days including valuable supporting document


    A- Real Estate Investment (9hrs)


    • An introduction to Real Estate investment: legal Concepts

    • Financing: Notes and Mortgages

    • The interest factor in financing

    • Fixed Rate Mortgage Loans

    • Residential financial analysis

    • Disposition and Renovation of income properties

    • Financing Corporate Real Estate

    • Financing project development

    • Financing land Development projects

    • Partnerships, joint ventures, and syndications.

    Investment Environment

    • The decision –Making Cycle

    • Market participants

    • Real estate brokers

    • Syndicators

    • Equity investors

    • Equity investors and lenders

    • Property developers

    • Other market participants

     Investment Analysis

    • Why invest in Real estate?

    • Rational investor versus economic assumption

    • How to different property types stack up?

    • How specific investment are analyzed

    • Net present value analysis for Douglas manor apartments)

    • Process used to determine after-tax cash flow and after tax-equity

    • Net present value

    • Internal rate of return

    • A caution about being too optimistic

    • A caution about relying too heavily on internal rate

    Section B: Real Estate Development (6hrs)

    B-1: Administrative and property management issues

    • Management considerations

    • Management Requirements by property type

    • Property tax appeal

    • Hazard Insurance

    B-2: Property development process

    • History and Economics of property development

    • Stages of the Development Process

    • Role of the Lender

    • Development Policy Issues

    B-3: Analysis for Property Development

    • Site Selection and Analysis

    • Improvement Analysis

    • Analysis for Property Development

    • Risk Analysis

    • Questions for Review and Discussion

    • Problems

    B-4: Land Development

    • The Land Development Process

    • Site Analysis

    • Locational Obsolescence

    • A Site-Evaluation Checklist

    • What is Plottage Value?

    • Land Development Financing

    B-5: Advanced Property Development Issues

    • Intensity-of-Use-The Case of an Office Building

    • The Building-Envelope Calculation

    • Analysis for Redevelopment or Modernization

    C- Real Estate Purchasing Contracts & Leasing Analysis (3 hrs)

    C-1: Leasing and Lease Analysis:

    • Creating a valid lease

    • Typical lease clause

    • Termination of leases

    • Tenant unions

    C-2: Contracts for the purchase and sale of real estate

    • Essentials of a valid real estate contract

    • Types of sales contracts

    • Components of an earnest money contract

    • Remedies for nonperformance

    • Escrow arrangement





    Engineering Seminars


    Structural Design & Analysis with STAAD Application.

    Objective: To acquire solid knowledge in structural design and analysis with STAAD applications including member design and analysis, continuous beam design and analysis, multi story frame design and analysis, finite element method, steel structure analysis & design, space frames structure for concrete & steel and many practical examples.

    Who should Attend:

    Structural engineers, civil engineers, design engineers who are involved in structural design and analysis for concrete structural and steel structure.


    Section 1:

  • Introduction to STAAD

  • Introduction to the Stiffness Method

  • Structure Geometry and Coordinate System

  • Finite Element Information

  • Section 2:

  • Command Language Conventions

  • Problem Initiation and Titles

  • Unit Specification

  • Joint Coordinates Specification

  • Member Incidences Specification

  • Element Incidences Specification

  • Section 3

  • Element Mesh Generator

  • Rotation of Structure Geometry

  • Inactive/Delete Specification

  • User Steel Table Specification

  • Section 4:

    • Member Property Specification

    • Element Property Specification

    • Member/Element Releases

    • Member Offset Specification

    • Constant Specification

    Section 5:

  • Support Specification

  • Draw Specification

  • Definition of Loads Systems

  • Definition of Loads Systems

  • Section 6 :

  • Analysis Specification

  • Load List Specification

  • Print Specification

  • Post Analysis Graphics Display

  • Steel Design Specification

  • Concrete Design Specification

  • Section 7:

  • Example Problem 1:

  • Plane Frame with steel design

  • Analysis of the structure

  • Member selection

  • Another analysis after member selection

  • Code checking

  • Example Problem 2:

  • Space Frame with concrete design

  • Computation of beams reinforcement

  • Computation of columns reinforcement

  • Section 8:

    Example Problem 3

  • Space frame structure with Finite Element

  • Floor flat plate modeled with Finite element

  • Shear Walls modeled with Finite element

  • Design of beams and slabs is performed

  • Example Problem 4:

    • Portal frame type steel structure

    • Concrete Footing

    • Elastic Foundation


    Geographic Information Systems GIS for Engineering


    Specification & Selection of Architectural material


    Basis of selection of framing systems


    Soil Testing & Reports Implementation


    Concrete Repair Basics


    Specification & Selection of Structural material


    Specification & Selection of Asphalt  mix


    Earthquake resistance & dynamic load design


    Implementation of Six Sigma


    This program is designed to instill an in-depth understanding of Six Sigma and a clear sense of what is required to effectively build a Six Sigma structure, establish Six Sigma measurements and complete Six Sigma projects using the systematic and proven Define, Measure, Analyze, Improve and Control Methodology (DMAIC).

    .►Benefits of Six Sigma

  • Generates higher net income by lowering operating costs

  • Improves product and service quality through defect prevention and reduction

  • Improves customer satisfaction by identifying and meeting customer requirements

  • Improves employee satisfaction by reducing rework

  • ►What You Will Learn

  • How to build a structure that supports and sustains Six Sigma Quality

  • How to identify key Six Sigma Measurements

  • How to calculate key Six Sigma Metrics

  • How to select successful, high impact projects

  • How to use the DMAIC Methodology and the common power tools in each stage

  • ►Who Should Attend?

    Anyone who intends to upgrade his project leadership role will benefit tremendously from this learning series. As any trained Six Sigma will attest, having an in-depth understanding of Six Sigma has changed the way they think about challenges and the answers they seek when issues arise. Utilizing real-world examples and hands on project participation, this seminar will provide that same in-depth understanding of the basic tools. Executives, managers, support employees, account managers, sales representatives, and operational managers who support Six Sigma internally or externally through customers engaged in this initiative, should not miss this opportunity.



    Total Quality Management

    Who should Attend:

    Quality managers, team leaders or any other managerial candidates who wish to acquire deep understanding of total quality management techniques and processes from a professional point of view.

    Structure: 12 hours to be carried out over 3 days,


    Module 1: Quality Benefits

    Section A: Quality and Profitability

    Section B: Benefits to Employees

    Section C: Benefits to Organizations

    Section D: Benefits to Customers

    Section E: Benefits to Suppliers

    Module 2: The Evolution of Quality

    This module is designed to help you do the following:

    Describe the key events in the evolution of quality.

    In your own words, define the terms and concepts listed below

    Section A: Quality Management

    Section B: The Evolution of Quality

    Section C: Standards, Defined

    Section D: Quality Standards

    Module 3: Total Quality Management

    This module is designed to help you do the following:

    Identify and describe the key components of total quality management (TQM).

    Differentiate between the TQM philosophies of six quality experts and two quality approaches.

    Section A: Total Quality Management, Defined

    Section B: Key Components of TQM

    Section C: TQM Philosophies and Approaches

    Module 4: Process Management

    This module is designed to help you do the following:

    Understand the role of process management in TQM.

    Understand the interrelationship of processes and systems.

    In your own words, define the terms and concepts listed below.

    Section A: Basic Process Model

    Section B: Process Management

    Module 5: Quality Tools

    Module is designed to help you do the following:

    Understand how basic quality tools can be used to help improve processes.

    In your own words, define the terms and concepts listed below.

    Section B: Using Quality Tools—A Case Study

    Section C: Additional Quality Tools

    Section D: Cost of Quality

    Module 6: Quality Deployment

    Module is designed to help you do the following:

    Understand how organizations approach TQM deployment.

    In your own words, define the terms and concepts listed below

    Section A: Quality Culture

    Section B: Quality Strategy

    Section C: Quality Plan

    Section D: Quality Function


    Total Quality Management for Hospitality Services


    Implementation of ISO9001/2000


    This course is intended for people who intend to operate a quality management system certified to ISO 9001/2000 and are interested to know what are the requirements of ISO 9001/2000 implementation. It is extremely useful for organizations that are currently working towards achieving compliance with the ISO 9001/2000 standard.


    A complete TQM based training program for a DO-IT-YOURSELF in -house implementation of a quality management system in compliance with the ISO 9000 international standard, develop awareness, know-how and experience of all those involved in the creation, development, evaluation or management of the documentation system.


    Help organizations meet their stakeholders' requirements by improving their quality management system through a successful and affordable implementation program. A proper documentation system is a real and lasting value to organization's business and survival. Participants will learn how to develop a documentation scheme with hands-on workshops.

    Who should Attend:

    Participants in any management position, public or private, seeking to implement, and document a sustainable QMS program with their organization.

    Seminar Content:

    1- Introduction to Quality Management

    Historical background, Objectives, Methodology, Vocabulary etc.

    2- Fundamentals and concepts:

    Products, Systems, Processes, services, Configuration Management, Life Cycle, Confirmity assessment, WTO, TQM, Transition from ISO 9001/2000 standards.

    3- ISO 9000 Standards Requirements.

    Introduction, process approach, Executions, terms and definitions, QMS requirements, Management responsibility , Resource Management, Product, Realization, Measurement Analysis and improvement

    Also we remind you that this seminar is done in an interactive atmosphere, slides and graphical presentation, with group workshops and team presentations.


    General Management Seminars

    Leadership Skills Development

    Leadership Skills Program Seminar Content


    This program is for those who aim to improve their personal and professional effectiveness. It offers the opportunity for mid career and senior leaders to develop their leadership capacities and enhance their skills.


    • Grasp the issues of leadership in the new millennium
    • Enhance your leadership skills
    • Identify and understand different leadership styles
    • Establish your personal self management system


    A-Leadership Environment:

    A-1-Developing motivation and Commitment.

    • -Motivation as a process.
    • -The importance & value of outcomes.
    • -Content theories of motivation.
    • -The relation between job satisfaction & performance.
    • -Employee commitment.
    • -Motivation needs.
    • -People with strong need for achievement.
    • -Expectancy.
    • -Outcomes.
    • -Increasing Motivation strategy.
    • -Employee commitment strategy.

    A-2-Building effective team.

    • -Team building techniques.
    • -Building interpersonal skills.
    • -The nine team rolls.
    • -Managing conflict.
    • -Successful conflict resolution.
    • -Building effective group skills.
    • -Improving communication.
    • -Challenging unhelpful norms.
    • -Building cohesion.
    • -Enhancing performance through team work.
    • -Improving decision –making.
    • -Better problem solving.
    • -cultivating creativity.
    • -Leadership & success factors of effective team working.

    A3-How to develop managerial leadership:

    • Leadership is the ability to decide what has to be done, then get other people to want to do it.
    • leaders have a simple, specific, easy to remember philosophy.
    • Leaders action speak louder than their words.
    • It is not what you say, it is what you reward.
    • Get the people who do the job to give their ideas.
    • Develop a climate where people are comfortable giving their ideas.
    • Stages of excitement reality & looking.
    • People work for a living, education and for the intrinsic pleasure of
    • Accomplishing something.
    • B-Leadership Behavior:
    • Perspection a leadership
    • The Meaning of Leadership.
    • The study of process.
    • Self Assessment and Leadership Motivation.
    • Personal factors associated with Leadership.
    • Leadership style.
    • Predicting Organizational effectiveness.
    • Path Goal theory of Leadership
    • How to make more effective leader.
    • Situational Leadership.
    • Participative Leadership.
    • Satisfaction and productivity.
    • Dysfunctional Aspects of leadership.
    • Case studies and experimental exercises.

    Change Management


    Change is the single most important element of successful business management today. To remain competitive in increasingly aggressive markets, organization (and individuals in them) have to adopt a positive attitude to change.

    Ignoring or trivializing a changing trend can be costly, so managing change teaches managers how to be one step ahead of rivals, set trends and lead change in order to survive. Techniques for planning and implementing change are explained clearly to help you maximize potential gain. Practical advice is given on how to achieve the best from staff by using their strengths and involving hem at all stages.


    Understanding the Causes of Change

    Categorizing Types of Change

    Analyzing Change

    Crisis Management

    Planning Change

    Identifying Gaps

    Selecting Essential Changes

    Breaking Down Change

    Essential Communication


    Problem Solving


    This workshop is designed to help you recognize and define problems, to determine their root causes enabling you to explore options and alternative strategies. This will help facilitate developing realistic solutions which can then be implemented.


    Process Overview

    Step 1: Problem Recognition

    Step 2: Problem Labeling

    Step 3: The Problem Cause Analysis

    Step 4: Optional Solutions

    Communication Dynamics

    Controlling & Setting Standards

    Team Building

    Effective Teams Training

    The greatest resource any organization has is its human resource, the employees, staff, supervisors and managers. These people, their combined skills, knowledge and experience will be the difference between a successfully organization – one that continues to grow and expand and an organization that withers and dies.

    Today’s organizations face complex issues and continual change. In this environment, the work of teams creates the greatest impact; allowing more to be done with fewer resources. As a result, most companies are now made up of teams – both project team and ongoing teams.

    The key is whether teams are working as well as they should?

    Changes in people and systems influence outcomes and productivity is not always optimized. Implementing a team-based culture demands major changes in every organizational system that impacts human resources.

    Create and implement your specific organizational team building program to boost the power of your people to work together to realize individual potential and sustain optiminal organizational performance.

    This unique process teaches team members and team leaders how to function more efficiently by creating a clear vision and purpose, empowering and involving all members, creating an open, productive environment, meeting deadlines and celebrating successes.

    Building Effective Teams requires:

    Team Assessments (How to diagnosis a team’s stage of development; identify its strengths and development needs; determine the focus and create an action plan for development.)

    Team Relationships and Communication (This depends on how well the team works together.)

  • How to develop stronger working relationships and better communication systems.

  • Team members learn how to understand their own behavior and the behavior of other team members.

  • Team leaders and members learn to understand and resolve team conflict.


    Is your staff operating as a team or just a group of individuals?

    Building Effective Teams

    Objective: Real teams are deeply committed to their purpose, goals and approach. High-performance team members are also very committed to one another. Both understand that the wisdom of teams comes with a focus on collective work-products, personal growth and performance results. However, meaningful, ‘team’ is always a result of pursuing a demanding performance challenge.

    Topic 1: Understanding How Teams Work

    Group vs. Teams

    Building Successful Teams

    Components of a Good Team

    Topic 2: Choosing Team Members

    Analyzing Team Roles

    Determining Team Roles

    Topic 3: Setting Up a Team

    Balancing Skills Within a Team

    Linking Team Skills

    Setting Goals

    Topic 4: Motivating Team Members

    Establishing Trust


    Topic 5: Maximizing Performance

    Analyzing Team Dynamics

    Communicating Effectively

    Team Meetings

    Managing Problems, Conflict and Change

    Topic 6: Working for the Future

    Training Team Members

    Setting Targets

    Measuring and Evaluating Performance

    Tracking Team Progress

    Planning Future Goals for a Team


    Benefits of Effective Teams: Teams can execute better, learn faster and change more easily that traditional structures.

    Time Management

    Time Management Course Contents

    Course Overview:

    We all struggle through the day, tackling tasks, meeting deadlines, and answering people’s queries, trying to accomplish our objectives. Yet, we are framed by a limited valuable resource: Time, 24 hours a day to everybody, which you cannot extend. You can only understand and manage time. This is what makes it so critical, and the ability to allocate your time becomes equal to a life survival skill. This workshop is designed to help you use your limited time effectively.


    • To save time and channel your efforts in the right directions
    • To increase your productivity, “Be a goal getter not just a goal setter”
    • To better plan, organize and track your activities
    • Set priorities and do the most constructive things first, “Don’t let the Urgent supersede the important”
    • Avoid time wasters, eliminate unexpected interruptions
    • Evaluate and enhance your current time management system
    • Identify Stress and its effects on you
    • Learn to achieve personal/work/study life balance


    1 – Time Management: Speed vs. Effectiveness

    1- The Value of Time

    2- Patterns of Time Wasters

    2 – Achieving personal effectiveness

    1- Setting priorities, planning, getting organized

    2- Handling interruptions

    3 – Time Management System

    1- Techniques to beat procrastination

    2- Delegation

    4 – Increasing Efficiency

    1- Managing information

    2- Effective Reading

    5 – Stress Management

    1- Time pressure and stress

    2- Strategies for coping with pressure and reducing stress

    Training Style:

    The approach to this workshop adopts a facilitative style, where the trainer leads the participants to the objectives set out at the beginning of the session through coordinating input and moderating activities.

    The workshop will be conducted in a relaxed environment that makes it interactive. This is not a business management lecture, but rather a workshop that is supposed to effectively enhance the skills of the participants. Thus the delivery method shall focus on participant input and needs to build upon it the time management skills.

    The workshop aims to link real life to recommended methods and demonstrate how in the reality of every person’s life, it is possible to apply these skills and what a big difference that will make to the person’s productivity.


    Interpersonal Skills & Emotional IQ

    Coaching & Counseling

    Work Process Simplification

    Simplification of Work Processes

    Simplification of Work Processes requires superior planning. This means understanding conceptually what is required to complete a project successfully insofar as quality, time and cost are concerned. Planning is the thinking that precedes doing; and is concerned with establishing organizational goals and objectives and preparing specific plans and schedules to see them accomplished.

    Topic 1: Introduction

    • Steps to Successful Planning

    • Gathering the thoughts and ideas of the employees who are directly involved, as well as your thoughts and ideas

    Topic 2: Setting Objectives

    • Establish the project objective

    • Examining alternatives and selecting the activities and programs that will lead to successful results

    • Choose a basic strategy for achieving the objective

    • Break the project down into sub-units or steps

    • Determine the proper sequence for completing the sub-units and aggregate this information into a schedule for the total project

    • Establish timetables and completion targets in keeping with priorities.

    Topic 3: Determining Performance Standards

    • Interpreting goals and objectives passed down from above as the result of planning performed at a higher level

    • Determining standards of performance and how results will be measured

    Topic 4: Budgeting and Control Requirements

    • Design the cost of each sub-unit and aggregate costs into the project budget.

    • Identifying the resources necessary for task accomplishment - people, time, money material - and determining their availability.

    • Design the necessary staff organization, the number and the kinds of positions, the duties and responsibilities of each.

    Topic 5: Policies and Procedures

    • Formulating and issuing policies and procedures to accomplish goals and objectives

    • Develop the necessary policies and procedures

    Topic 6: Summary

    Action Plan for Participant Follow-up

    Communication Skills Development

    Communication Skills Seminar.


  • Identify and understand your own behavioral style
  • Learn the basics of effective communication
  • Practice ways to build agreements and get things done
  • Develop tools for clear dissemination of information
  • Contents:

    1- Behavioral Styles and Communication methods

    1-1 Behavioral Styles

    • Analyzing your personal communication style
    • Understand the behavioral communication style of those around you
    • Modify your approach to others for maximum results
    • Common beliefs that reduce your communication power and how to overcome them
    • Spot potential problems before they occur

    1-2- Body Language

    • Powerful Personal Presence
    • Eliminate speaking habits that reduce your effectiveness
    • Discover the power of voice image-and find out how to strengthen yours
    • Interpreting and using body language to your advantage
    • Exude poise and confidence even when you're nervous and unsure

    2 - Effective Communication

    2-1 The Four Basics

    • Sharpening Your Listening Skills: The active listening advantage
    • Understanding Diplomacy: Speaking with Tact
    • Questioning: Obtaining vital information
    • Verifying: preventing miscommunication

    2 -2 Overcoming Communication Hurdles

    • Difficult People – Difficult Situations
    • What to say when delivering criticism, bad news,
    • Stop others from talking behind your back
    • How to handle put downs and public criticism
    • Tips for cooling hot situations
    • Handling bullies and difficult personalities


    3– The Art of Persuasion

    3-1- Building Relationships

    • Strengthen Relationships and Earn Respect
    • Build strong alliances with internal and external partners
    • Recognize the difference between “bad” and “different”

    3-2- Lobbying

    • Harness support for your goals
    • Create interest in your ideas
    • Motivate people for action

    4- Public Communication

    4-1- Presentation Skills

    • Captivating introductions
    • Organizing your thoughts for clear concise presentations
    • Handling interruptions
    • Taking advantage of your personal presentation style
    • What to do with the butterflies in your stomach

    4- 2- Effective Writing

    • Winning Business Writing
    • Choose words that effectively communicate your message
    • Eliminate weak and passive language

    5- Internal Organizational Communication

    5-1- Meeting Management

    • Prevent meetings that waste time
    • Learn when and how to respond to conflict
    • Build consensus for a productive meeting

    5- 2- Internal Communication Tools

    • Achieve harmony in your team
    • Newsletters for shared information
    • Office Memos and misunderstandings
    • Capitalize on events and celebrations

    Professional Procurement Management


    Procurement management, and especially contract administration, has become an essential project management skill as more and more of today's businesses outsource all but the company's core competencies. This course offers insight into the role of the procurement manager on a project team by guiding you through procurement practices, the solicitation of bids and contract negotiations. It will also expose you to contract law.

    Structure: 12 hours to be carried out over 3 days, including supporting document.

    Who should attend?
    This seminar is for project managers and team members who want to improve their procurement management skills and increase their understanding of roles and responsibilities of procurement on a project. It will be also useful to purchasing professionals who wish to transition to a project environment.

    How you will benefit
    Develop and enhance the contributions you make to your organization by being able to:

    • Learn about procurement management processes
    • Define procurement planning requirements
    • Differentiate between “make or buy” source selection
    • Learn how to communicate during bid negotiation
    • Understand the impacts of waiving rights, bid rigging and contract law
    • Practice scope change control, scope verification, and cost, schedule and quality control
    • Negotiate an agreement

    Your seminar experience will cover:

    • Procurement planning with a make or buy workshop
    • Solicitation planning workshop
    • Solicitation workshop
    • Source selection workshop
    • Contract administration with a waiver of rights workshop
    • Contract close-out
    • Contract law
    • Negotiation with a role-playing workshop
    • Integration and wrap-up

    Strategic Thinking & Goal Setting

    Art of Delegation


    One factor is central to every management task. That factor is delegation. The manager must know what is expected of his or her unit, when it is expected, and how bet to use the resources available to obtain the desired results. That means assigning work in a planned and thoughtful way.


    The Role of the Manager

    Analyzing Personal Delegation Skills

    Preparing to Delegate

    Selecting the Right Person

    Making the Delegation

    Preparing Employees for Delegation

    Potential Problems and How to Handle Them

    Commitment to the Future

    Creative Planning & Organizing

    Presentation & Speaking Skills

    Powerful Presentations Seminar

    In business, as in most other areas of life, the best idea in the world can fail if it's not communicated effectively. How clearly and persuasively you present your information and/or recommendation matters as much as how well you've analyzed your data or how sensibly you've outlined a course of action.

    A communicator, or source, sends a message to a receiver, or audience, provoking a response. Building on this model, which originates well back in the history of communication research, we suggest seven categories that will help you define and

    analyze any business communication situation:


    Source: Who is initiating action, and why should she or he be believed?

    Audience: Define your audience. What will move them to support you? Is their attitude toward your proposal positive, neutral, or negative? How are they likely to perceive you? Do you face one key audience, or several? Are there secondary audiences who will be affected by the success or failure of your plan? Are there hidden audiences you haven't considered?

    Goal: What result do you seek? This will seem obvious at first, when you've received an assignment or gotten a good idea- Write it down, as a reality check. Then weigh it against the costs of achieving it- Can it stand on its own merits? Does it conflict with other goals of equal or greater importance? How are you or others going to gauge the risks and harvest the consequences? How, in short, will you measure success?

    Context Communication occurs in a specific environment. It can involve an effort to reach one person, or to reach millions. It can mean working within the norms of a particular corporate culture, its history, its competitive situation or challenging those norms. It can involve external communications: clients, potential customers, local or national media. Before you plan your communication strategy, be sure you know the territory.

    Message: What message will achieve your goal with these particular audiences? Consider how much information they need, what doubts they're likely to have, how your proposal will benefit them, how to make your message convincing and memorable, and how your points can be organized most persuasively.

    Media: Which medium will convey your message most effectively to each significant audience? Should you speak, write, call, send E-mail, meet, fax, produce a videotape, or hold a press conference? We all know that "the medium is the message." What message will your choice of medium convey? Sending a memo to an office mate, for example, may express an unwillingness to talk face to face.

    Feedback: Communication is not an act, but a process. A message provokes a response, which requires another message. The business communicator doesn't shoot an arrow at a target, but sets a process in motion designed to achieve a considered result. This means polling your audience at every stage of the communication and, more importantly, giving them an opportunity to respond That way, you know what they think and can tailor your message accordingly. They are more likely to feel involved in the process and committed to your goal.

    Even a brief consideration of these seven analytical tools will reveal that any business communication task is really a management task. Many communication situations happen to a manager rather than occur as planned events

    Seminar Objective:

    This presentation offers exercises to strengthen yourself as a business communicator and will discuss topics such as the following:

    Topic 1: Essential Steps for Preparing Effective Presentations

    Topic 2: Steps of the Communication Process

    Topic 3: Logical & Effective Sequence of Communication

    Topic 4: Audience Analysis

    Topic 5: Capturing & Holding Audience Attention

    Topic 6: Audience Motivation

    Topic 7: Correct Use of Voice and Body Language

    Topic 8: Listener Impressions

    Topic 9: Setting Aims and Objectives of Presentation

    Topic 10: The Event (Actual Presentation)

    Communication is the key to success. However, language alone does not guarantee successful communication.


    How powerful are you?

    Stress Management

    Stress will probably affect all of us at some time in our lives. Reducing stress will help us to manage the stress in our lives so that it continues to stretch us towards our personal goals without damaging our health.

    Change the way you work by learning the secrets of time management and profit by them all your life.

    Analyze and plan how you spend time

    Know how to save time by not wasting it

    Manage time in a way that must fit your personality and situation

    This workshop concentrates on minimizing the stress factors in our workplaces. This workshop will begin with an analysis of the causes of stress and then help us to learn how to deal with reducing stress in our own life and end by showing us how to use our newfound knowledge to help others deal with their stress. After recognizing symptoms and solutions to stress, the next step to analyze and restructure the way in which time is spent. This workshop will provide valuable information that we will be able to utilize over and over again as we implement these skills to improve productivity, efficiency and performance standards as managers and administrators.

    Topic 1: Introduction

    Understanding Stress

    The Effects of Stress

    Measuring Stress

    Recognizing Symptoms

    Topic 2: Analyze Causes of Stress

    Job Analysis

    Feelings of Inadequacy



    Topic 3: Dealing with Stress at Work

    Analyzing Personality

    Study Work Patterns

    Customer Induced Stress

    Topic 4: Coping with Daily Life

    Dealing with Change

    Taking Positive Action

    Topic 5: Gaining Inner Balance

    Think Positive

    Topic 6: Making Time to Relax

    Relaxation Exercise

    Improved Diet

    Topic 7: Attitude Adjustment Program

    Topic 8: The Secrets of Time Management

    Mastering time: The key to your success

    Manage your time better

    Habits that save time

    Make your time pay

    the great secret of productivity

    Discover the Great Manager’s Secret Weapon

    Listen to your internal clock

    Do you procrastinate

    Topic 9: How to Save Time by not Wasting It

      Test 1: Time loss factors

      Test 2: Time consumers

      The most important and subtlest time consumer

      Organize your workspace

      Do you know how to take advantage of new technology

      Transform your meeting into tools for success

      How to succeed by helping others succeed

      Communicate more efficiently

      How to make your appointments work

      How to avoid drowning in paperwork

      The secrets of great decision makers

    Topic 10: How to stay on the Success Train

    Apply the scientific method

    How to conquer your bad habits

    Your faults are your best friends

    the keys to concentration

    Problem Solving

    Long-term Planning Aids

    Short-term Planning Aids

    Topic 11: Summary

    Self-generated time wasters

    Tips for Effective Time Management

    Training Session: 12 hours (3 days / 4 hours each)

    Your Attitude & Your Aptitude

    Effective Meetings

    Modern Executive Secretary

    Secretarial Excellence

    Every organization depends on their clients and customers’ satisfaction for the survival and growth of their business. This satisfaction, in turn depends on the internal staff to supply clients and customers with requested information, answers to questions, handling of complaints and etc… However, this is only one side of the responsibilities and duties of office staff. The second side is interacting with the various departments within the organization, the different personalities of employees, superiors and peers within the organizational structure.

    This workshop will help office staff become more efficient, have more control over their various responsibilities and give them techniques and methods allowing them to improve their ability to react appropriate in a wide range of situations. Thereby, improving the image and ability of the organization to meet client needs on a continual basis.

    Topic 1: Records Management

  • Categories of Records
  • Appropriate Filing Systems
  • Indexing Systems
  • Control of Classified or Confidential Information
  • Topic 2: Aural & Oral Communications

  • Effective Communications
  • Active Listening
  • Body Language and Messages Sent
  • Conflict Resolution
  • Topic 3: Office Management

  • First Impressions
  • Productivity
  • Time Management
  • Stress Management
  • Memory Skills
  • Topic 4: Written Communications

  • Types of Written Documentation
  • Planning for Written Communication
  • Software for Documentation Creation
  • Topic 5: Technology

  • E-mail
  • Internet
  • Troubleshooting
  • Business Development Tools

    Create & Write Your Business Plan

    If you are a business owner, a business manager, or going into business for the first time, you will at some point need to develop a business plan. Whether you need to raise capital or create a clearer focus for your organization, a business plan is as necessary to the small business owner as a road map is to a traveler. The path to your final destination has a logical sequence; a good road map will allow you to reach your goal with less hassle and frustration. This workshop explains essential rules and strategies that you will need in order to develop a simple, yet valuable, ‘road map’ to a successful business.


    Objective: As an entrepreneur, you burst into the business world with fresh ideas and incomparable drive. Combine that energy with solid planning, and you have a formula for success! Your business plan gives you a road map that shows you where your new or growing business is today, and how to get where you need to go.

    This workshop with clear and easy-to-use guidelines will help you:

    Write your plan step by step

    Think through your strategies and balance your enthusiasm with facts

    Capture and hold the interest of potential lenders and investors

    Discover your unique selling advantages and use them to seize your share of the market

    Promote the skills and experience of your employees and management team


    This workshop is practical in format and procedure. Participants will create an actual Business Plan first draft which can be revised and implemented for immediate use. (This workshop is not theoretical.)

    Participants are expected to attend every session, complete assignments and give full involvement during each segment.

    Business Plan Detailed Outline

    Non-disclosure Agreement

    Business Plan Summary

    a. The Enterprise

    b. Key personnel

    c. The offerings

    d. The Market & Marketing Strategy

    e. Milestones

    f. Financial Projections

    g. Revenue & Pre-Tax Income per Employee

    The Enterprise

    h. Business Objectives

    i. History

    j. Organization/Personnel factors

    k. Key Personnel

    l. Operational Factors

    m. The Future

    The Offerings

    n. Description of Offerings

    o. Current Market Status

    p. Value to the Purchaser

    q. Cost to Produce

    r. Maintenance and Support

    The Market

    s. Description of Customers

    t. Prospect Objectives

    u. Market Segmentation

    v. Market Size

    w. Environmental Influences

    x. The Prospect’s Alternatives

    The Marketing Strategy

    y. Target Markets

    z. Enterprise Image

    aa. Promotion Strategy

    bb. Image of your Offering

    cc. Publicity

    dd. Advertising

    ee. Pricing Strategy

    ff. Sales Organization

    gg. Channels of Distribution

    hh. Logistics

    ii. Customer Support

    Competitive Analysis


    The Development Program

    jj. Development Objectives

    kk. Organization

    ll. Market Status of Offering(s)

    mm. Personnel and Resource Schedules

    nn. Technology Involved


    oo. Organization

    pp. Suppliers

    qq. Sub-contractors

    rr. Technology Involved

    ss. Quality Control

    tt. Inventory Control

    Investment Capital

    uu. Initial Funding

    vv. Use of Funds

    ww. Return on Investment

    Historical Financial Information

    xx. Historical Income Statement

    yy. Historical Balance Sheet

    zz. Historical Cash Flow

    Financial Projection

    aaa. Year 1 Income Statement

    bbb. Year 2 Income Statement

    ccc. 5 Year Income Statement

    ddd. Year 1 Cash Flow Statement

    eee. Year 2 Cash Flow Statement

    fff. Year 5 Cash Flow Statement

    ggg. 5 Year Balance Sheet

    hhh. Financial Assumptions

    iii. Financial Ratios

    Financial Charts

    jjj. Five Year Profit & Loss Chart

    kkk. One Year Break Even Chart

    lll. Two Year Break Even Chart

    mmm. Five Year Break Even Chart

    nnn. One Year Cash Flow Chart

    ooo. Two Year Cash Flow Chart

    ppp. Five Year Cash Flow Chart

    Investment Capital

    Historical Financial Information

    Financial Projections

    Business Plan Summary

    Presentation Hints & Tips

    Create & Write Your Marketing Plan

    Your marketing plan is of great importance. This area requires a fair amount of study and analysis on your part. Here is where you find out who is out there, what the competition offers and they don’t offer, whether or not your product or service will outsell the competition, and what Unique Selling Advantage (USA) you will have over your competitors.

    Your products and services are obviously very important when attracting potential customers. Discuss the characteristics of your products and services:

    • How do they differ from similar products and services?
    • What customer reactions may be anticipated due to these characteristics?
    • Explain how you are going to satisfy customer needs and wants?


    What is Marketing Planning?

    • What is selling
    • What is marketing
    • What is marketing planning
    • Stages in the preparation of a marketing plan

    Situation Analysis

    • The marketing audit
    • The marketing environment / market research
    • What is market segmentation
    • Information checklist
    • How to present the figures
    • SWOT analysis

    Objectives, strategies and Action plans

    • What is a marketing objective
    • The product portfolio
    • Relative growth rate and share
    • What is marketing strategies
    • Action plans

    Distribution, Promotion and Budgets

    • Distribution plan
    • Advertising and promotion plan
    • Costs and budgets
    • Budgeting for the cost of a marketing plan

    Writing the plan

    • content list
    • Introduction
    • Executive Summary
    • Situation Analysis
    • Marketing objectives
    • Marketing strategies
    • Schedule of what, where and how
    • Sales promotion
    • Budgets and profit and loss account
    • Controls and update procedures

    Presenting the Plan, Follow up and revision

    • Presenting the plan
    • Follow up and revision
    • Conclusion


    Create & Write Your Sales Plan

    Analyze & Identify Skill Deficiencies

    Persuasive Proposals

    Records Management

    Learn to Write Job Descriptions

    Selling & Sales Management

    Advanced Selling Techniques


    Everybody, everywhere, everyday is selling or buying products, services or ideas. Individuals, groups, companies and governments all take part in this fundamental and most important function that can offer achievement, power, fame, fortune and success to those who excel in it.


    Topic 1 Success in Selling

    Nine Characteristics of Successful Sales people

    Professional Sales people

    Topic 2 Sales as a Career

    Relationship Selling

    Relationship Marketing

    Topic 3 Psychology of Selling (Why People Buy)

    Psychological Influences on Buying

    Approach to Buyer Need Satisfaction

    Determine Buying Needs

    Perception, Attitude, Belief

    Buyers’ Personality

    Topic 4 Adaptive Selling

    Classify Buying Situations

    Consumer/Organizational Decision Making Process

    Evaluation of Information

    Topic 5 Communication (Key to Success)

    Non-verbal Communication

    Barriers to Communication

    Persuasive Communication

    Effective Listening for Success

    Topic 6 Sources of Sales Knowledge

    Know Your Company

    Know Your Products

    Know your Competition, Industry & Economy

    Topic 7 Sales & Advertising

    Types of Advertising

    Topic 8 Technology in Sales

    Individual Productivity

    Contact Management

    Automated Sales Plans & Tactics

    Topic 9 Prospecting

    Prospecting Strategy

    Center of Influence

    Telephone Sales

    Consumer Psychology

    Managing the Sales Team & Function


    The salesperson often acts as the most direct link between the company and its customers and is often the first to sense any problems that customers are having regarding the company and its products or services, and is a major source of feedback in this respect. In addition to giving feedback on customers, salespersons are ideally placed to feedback information about competitors.

    The sales manager must be able to plan, organize, direct and control the members of the sales team, as well as, having the ability to create strong, cohesive commitment among individual members of the sales team.


    Topic 1: Analyzing the Marketing Environment

    Topic 2: Understanding Customer Needs and Behavior

    Topic 3: Segmenting Markets

    Topic 4: The Requirements of Effective Personal Selling

    Topic 5: The Characteristics of a Good Sales Executive

    Topic 6: Types of Selling Styles

    Topic 7: Functions of Sales Management

    Topic 8: Training and Coaching Sales Staff

    Topic 9: Team Building

    Topic 10: Motivating Your Sales Team


    Consultative Selling

    Customer Service


    Customer Feedback Systems

    Total Customer Care

    Customer Loyalty
















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