Tom Associates 2014 Brochure

TOM ASSOCIATES 2014
Training
TOM ASSOCIATES Training
FUTURE LEADERS
TRAINING
We teach the lesson simply so candidates will
understand it, clearly so they will appreciate it,
experientially so they will remember it and, above
all, accurately so they will be guided by it.
1
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
E-mail: info@tomassociatesng.com, tomassociatestraining@yahoo.com
website: www.tomassociatesng.com
5/7 ALADE LAWAL STREET, OPPOSITE DIVISIONAL POLICE STATION, OFF IKORODU ROAD, ANTHONY, LAGOS.
TOM ASSOCIATES 2014
Training
2014
COURSES
LIST
A Managers Personal Effectiveness

Administrative Functions & Office Management Course
Advanced Human Resources Management Skills
Advanced Office Management & Administrative Skills
Advanced Selling Skills
Advanced Strategic Warehousing & Stores Management
Aggressive Market Penetration-the Battles for Market Share
Analytical & Creative Thinking for Customer Service Dynamics
Assertiveness Skills Training for Young Executives
Attention-grabbing Presentation & Public Speaking Skills
Basic Management Process (Young Managers Development
Programme)
Becoming an Effective Supervisory Manager
Branch Management Course
Budgeting & Budgetary Control
Building Financial Models
Business Development Competency Training
Business & Personal Financial Strategy (Finance for Non-finance
Managers)
Career Development & Succsession Planning
Change Leadership & People Management
Competencies in Human Resources Management (Basic Human
Resources Management)
Competencies in Service Strategy
2
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Confident Communications for Career Success
Contract Management Course
Creating Positive Customer Experience - Service as an Art and a
Science
Cross-functional Competence Training for Young Managers
(Enterprise Management Competencies)
Customer Care Essentials
Delivering Results through Teams
Effective Management of Time, Priority and Work Pressure
Emotional Intelligence at Work
Excellence in Hospital Selling and Promotional Projects
Excellent Report and Proposal Writing Skills
Facility Maintenance & Management Training
Finance & Accounting Competency Training
Financial Modeling and Forecasting Techniques Using Advanced Excel
Tools
Fixed Assets Management
Foundation Excel for Financial and Business Analysis
Front Office and Customer Relations Skills
Frontline Leadership Emerging Leadership Course
Fundamental PowerPoint Skills for Powerful Presentations
Fundamentals of Excel Application
Fundamentals of Knowledge Management
Fundamentals of Personal Finance
Growing Distribution Channels Effectively
Guides to Setting Up a New HR Department
How to Create Positive Customer Experience- Service as an Art and a
3
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Science.
How to Find and Win New Business
How to Prepare Business Plans and Business Models
How to Succeed as a Product Manager
Industrial Relations Course
Influencing Skills
Innovating for Business Essential Training for Managers
Intermediate Excel for Financial & Business Analysis
Inventory, Logistics & Distribution Management
Key-Account Managers Training
Knowledge Management Course
Laws Relating to Employment
Leadership Foundation Course
Leadership Transformation Course
Management Development for Personal Assistants & Senior
Secretaries
Management of Non-Current Assets ( Fixed Assets Management)
Management Skills Training for New Managers
Management Strategy Retreat the 10 Steps
Managerial Skills Appreciation: First Level Managers Programme
Managers as Leaders
Managing Employees for Strategic Advantage (HR Skills for Non-HR
Managers)
Managing Fleet for Profitability
Managing the Learning & Development Function
Managing the Sales Team for Result
4
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Manufacturing & Service Operations Management
Mastering the Performance Management System
Mastering the Principles and Techniques of Pricing
Medical Sales Representatives Training
Mentoring Skills Training for Managers
MS Word Professional Application
Occupational Health and Safety Management
Petroleum Products Retail Marketing (the Foundation Course)
Pre-retirement Course Managing a New Beginning
Problem Solving and Decision Making Techniques
Professional Selling the Foundation Skills
Programme for Managers as Corporate Entrepreneurs
Relationship Management and Marketing
Selling High-Stake Products
Selling in a Difficult Environment
Shopfloor Quality Control and Assurance Training
Situational Leadership Programme - Leadership Competencies
Development Training
Skillful Business Negotiations - the Principles and the Practice
Speechwriting Course
Strategic Procurement Management Course
Strategies for Empowering Female Executives
Supply Chain Management
Target Setting & Performance Appraisal Processes
The Effective Managers Training
Total Quality Management: Practical Guide to Improving Processes
5
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Training Managers to Train Classroom Training Delivery Skills
Value Added Marketing (Advanced Strategies)
Work Ethics and Attitude Training for Improved Productivity
Workplace Safety Attitudes Improvement Training - Thinking Safety,
Acting Safely
Youth Engagement & Empowerment Training

2014
COMPETENCY LISTING
Administrative Management Skills
Administrative Functions & Office Management

Secretaries
Business Management and Strategy

Programme)
Business Development Competency Training
Change Leadership & People Management

Innovating for Business Essential Training for Managers

6
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
Computer Skills
Foundation Excel for Financial & Business Analysis
Fundamentals of Excel Application
Intermediate Excel for Financial and Business Analysis
Customer Service
Analytical & Creative Thinking for Customer Service Dynamics
How to Create Positive Customer Experience - Service as an Art

and a Science
Financial Management
Business & Personal Financial Strategy (Finance for NonFinance Managers) Finance & Accounting Competency Training.
Financial Modeling and Forecasting Techniques Using Advanced

Excel Tools
Intermediate Excel for Financial & Business Analysis
Management of Non-Current Assets (Fixed Assets Management)
Human Capital Management
Advanced Human Resources Management
Career Development & Succession Planning

7
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
Fundamentals of Knowledge Management
Managing Employees for Strategic Advantage (HR Skills for NonHR Managers)
Leadership and Management Development
Leadership Transformation Course
Managerial Skills Appreciation: First Level Managers Programme
Managers as Leaders
Situational Leadership Programme - Leadership Competencies

Marketing Management
Aggressive Market Penetration (the Battles for Market Share)
Mastering the Principles and Techniques of Pricing

8
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
Relationship Management and Marketing
Oil & Gas Marketing & Management
Petroleum Products Retail Marketing the Foundation Course
9
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Personal Skills Development
AttentionGrabbing Presentation & Public Speaking Skills
Influencing Skills
Pre-Retirement Course Managing a New Beginning
Speechwriting Course
Youth Engagement & Empowerment Training
Pharmaceuticals Marketing
Excellence in Hospital Selling and Promotional Projects
Medical Sales Representatives Training
Production & Service Processes Management
Occupational Health and Safety Management
Manufacturing and Service Operations Management
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

10
TOM ASSOCIATES 2014
Training
Total Quality Management: Practical Guide to Improving

Processes
Workplace Safety Attitudes Improvement Training - Heart &

Mind on Thinking Safety, Acting Safely
Selling Skills and Sales Management
How to Find and Win New Business
Professional Selling the Foundation Skills
Selling High-Stake Products
11
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Open-Course Calendar 2014
OCIATE
TOM ASS
January
21 24
21 24
22 24
22 24
29 31
29 31
30 31
30 31
February
37
47
47
57
11 14
11
12
18
19
19
19
26
26
26
14
14
21
21
21
21
28
28
28

How to Find & Win New Business
Excellent Report and Proposal Writing
Occupational Health & Safety Management
Business & Personal Financial Strategy (Finance for NonFinance Managers)

Secretaries
Problem Solving & Decision Making Techniques
Career Development & Succession Planning
12
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
March
37
47
57
67
11 14
12 14
12 14
19 21
18 21
19 21
23
24
24
24
26
26
26
26
April
9 11
8 11
8 11
8 11
15 18
16 18
16 18
16 18
22 25
23 25
23 25
24 25
24 25

Pre-Retirement Course - Managing a New Beginning
Attention-Grabbing Presentation & Public Speaking Skills
Managerial Skills Appreciation: First Level Managers
Programme
Aggressive Market Penetration (the Battles for Market Share)
Strategic Procurement Management

Relationship Management & Marketing
Speech Writing Course
Financial Modeling and Forecasting Techniques Using
Advanced Excel Tools
Programme)
Selling High Stake Products
Influencing Skills
13
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
May
69
79
79
79
13 16
13
14
21
21
21
22
22
16
16
23
23
23
23
23
June
36
36
46
46
9 13
10 13
10 13
18
18
19
25
25
25
26
20
20
20
27
27
27
27

Secretaries
Value-Added Marketing (Advanced Strategies)
Managers as Leaders

Front Office & Customer Relations Skills
Mastering the Principles & Techniques of Pricing
July
14
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
14
24
24
8 11
9 11
9 11
14 18
Pre-Retirement Course- Managing a New Beginning.

15 18
16 18
16 18
21 24
21 24

Influencing Skills
Financial Modeling and Forecasting Techniques Using
Advanced Excel Tools
22 24
22 24
30 31
August
58
68
68
7
11
19
20
20
8
15
22
22
22
21
26
27
27
22
29
29
29
Aggressive Market Penetration (the Battle for Market Share)

Management of Non-Current Assets (Fixed Assets
Management)
Managerial Skills Appreciation: First Level Managers
Programme
Basic Management Process (Young Business Managers
Development)
15
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
September
25
25
35
10 12
10 12
16 19
17 19
17 19
23 26
24
24
24
25
26
26
26
26
October
8 10
8 10
8 10
14 17
15 17
15 17
20 24
21
21
22
29
29
30
30
24
24
24
31
31
31
31

Management Development for PAs & Senior
Secretaries
Training Managers to Train - Classroom Training Delivery
Skills
Relationship Management & Marketing Skills
Speech Writing Course
Managers as Leaders

Influencing Skills
Competencies in Human Resources Management (Basic
Management Course)
Frontline Leadership - Emerging Leadership Course
Inventory, Logistics and Distribution Management
Problem Solving and Decision Making Process
Mastering the Principles & Techniques of Pricing
16
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
November
37
47
47
Pre-Retirement Course Managing a New Beginning
11 14
12 14
12 14
17 21
18 21
19 21
19
25
26
26
Strategic Procurement Management

Programme)
21
28
28
28
26 28
December
25
25
35
35
9 12
9
10
11
11
12
12
12
12

Secretaries
17
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Courses Available Only On Demand
Analytical and Creative Thinking for Customer Service Dynamics
Change Leadership and People Management
Excellence in Hospital Selling and Promotions
Finance & Accounting Competency Training
Fundamentals of MS Excel Application
How to Create Positive Customer Experience Service as an Art
and a Science
Innovating for Business - the Essential Training for Managers
Managing Employees for Strategic Advantage (HR Skills for NonHR Managers)
18
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Medical Sales Representatives Training Course
Petroleum Products Retail Marketing - the Foundation Course
Professional Selling - the Foundation Skills
Quality Management (TQM) Training - A Practical Guide for
Improving Processes
Situational Leadership Programme Leadership Competencies
The Fundamentals of Knowledge Management
Workplace Safety Attitudes Improvement Training - Thinking Safety,
Acting Safely
19
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
ADMINISTRATIVE MANAGEMENT SKILLS
ADMINISTRATIVE FUNCTIONS
& OFFICE MANAGEMENT COURSE
Duration 4 days
January 21 24, 2014
April 8 - 11, 2014
August 19 - 22, 2014
November 4 - 7, 2014
(Available also as an In-plant Training)
Programme Description
A training to deliver the requirements of Administrative Officers, so
they are brought up-to-date with what is expected of them at all times.
The contents will make administrative staff to be highly proficient in
their business support functions.
Contents
DAY ONE
Routines of an Administrative Officer
-
Telephone usage
Mail services and deliveries
Keeping of accurate records
Provision of business and logistics supports to line managers

Getting organised and setting priorities
Managing Self for Effective Time Use
Managing the Boss
Travels and Protocols management
Office ambience.
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
20
TOM ASSOCIATES 2014
Training
DAY TWO
Procurements and management of company assets
Contract and vendor management
Petty cash management
Management of stationeries
Cost containment techniques
TQM orientation
DAY THREE
Interpersonal skills
Communicating effectively Written and Oral
Government and Community relations
Grooming and personal carriage
Health and safety issues
Workplace behaviours and comportment
Work ethics and personal commitments.
DAY FOUR
Records keeping and good memory
Documents and mails handling
Files Management and Information Retrieval
Maintaining corporate secrecy and confidentiality
Improving self worth.
Fee: N120,000 VAT inclusive

21
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
ADVANCED OFFICE MANAGEMENT
& ADMINISTRATIVE SKILLS
Duration 4 days
March 4 - 7, 2014
July 8 - 11, 2014
October 21 - 24, 2014
To excel as an Office Manager, Administrator or Secretary you need to
perfect your interpersonal and behavioural skills, to ensure you stay
in control and on top of every one of your responsibilities.
Broad Competencies Addressed:
Ability to prioritise and cope with multiple tasks
Ability to think as a manager planning, making decisions and
solving problems
Ability to improve communication skills to enhance relationships
Ability to manage your thoughts and Fee:lings and improve selfconfidence
Ability to be assertive and therefore more effective in the workplace
Ability to understand and develop intrapersonal and interpersonal
skills
22
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Contents
DAY ONE
o Taking Control of Your Work Life
- Understanding and clarifying purpose, vision and
mission
- External and internal customer service
- Controlling, prioritising and organising your work
- Making a long term plan to create the best office in
the company!
- Streamlining your office systems
- Getting your paperwork under control
- Making your office user friendly and efficient
DAY TWO
o Essential Administrative Skills
- Harnessing the power of the mind through Mind
Mapping Techniques
- Managing larger projects to meet deadlines
- Problem solving techniques
- Managing meetings effectively
- Working with more than one manager
DAY THREE
23
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
o Vital Communication Skills
- Different styles of communication
- Learning to be more assertive
- Win-win conflict resolution
- Understanding and using body language
- Overcome biases and discomfort associated with
exercising power
- Understanding different personality types and how to
deal with them
- How to create an effective working relationship with any
kind of boss.
DAY FOUR
o Developing as a professional
- Listening skills seeking to understand before being
understood
- Leadership skills
- Painless methods for giving corrective Feedback
- Best practices for delivering positive Feedback
o Self-Empowerment and Self-Management
- Understanding the main causes of stress
- The signs, symptoms, causes and triggers to stress
- The essential skills of emotional intelligence
- Becoming a more proactive, responsible and self-aware
person
24
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
- Continuing Professional Development - where to go from
here.
25
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
MANAGEMENT DEVELOPMENT FOR

PERSONAL ASSISTANTS AND SENIOR SECRETARIES
Duration 4 days
February 4 - 7, 2014
May 13 - 16, 2014
September 16 - 19, 2014
December 9 - 12, 2014

This course will take the PAs and Senior Secretaries through some
thought process that focuses on the style and work culture which
characterises the managers they work with. The jobs of Personal
Assistants and Senior Secretaries involve consciously working with
the boss to obtain the best possible results for the organisation, for
the boss and, of course, for the PA and Secretary too!
How PAs and Senior Secretaries work smart, not just hard,
putting the most emphasis on the most critical functions.
How they appreciate that nothing will help their career more
than a reputation for high quality work that makes their boss
look good.
How they make their boss become comfortably dependent on

them for new ideas and support.
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Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Contents
DAY ONE
Roles and Competencies in Top Secretarial Positions
o Traditional Roles
o Emerging Roles
Understanding Changes Affecting Business
Management Process
Maintaining Corporate Secrecy and Confidentiality
Records Keeping and Good Memory
Interpersonal Skills
o We are all different
o We see things differently
o We do things differently
Office Etiquette
o Business
o Meeting
o Social
o Telephone
o Visitor
o Dress
o E-mail
27
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
DAY TWO
Managing the Boss
o Everyones Pal Boss
o Self Promoter Boss
o High Achiever Boss
o Roadblocks Boss
o B + Manager
Managing Routines
Communicating Effectively Written and Oral
Scheduling Meetings and Writing Minutes
o Minutes what it is, what it is not
o The Importance of Minutes
o Types of Minutes
o Minutes Format
o Steps to Effective Minutes
o Qualities of Good Minutes
Email, Internet and Intranet Proficiency
DAY THREE
Managing Self for Effective Time Use
o Prioritisation
o Personal effectiveness
o Goal setting
o Time management
The P.A.s Time Wasters
o Ineffective meetings
o Unproductive gist and talks
o Coming late to the office
28
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
o The African time syndrome
o Unskilled managers and subordinates
Documents and Mails Handling
Files Management and Information Retrieval
Monitoring Petty Cash and Stationeries
DAY FOUR
Self Carriage and Comportment
o Posture
o Attitude
o Poise
o Stance
Career Trends for Professional Secretaries and PAs
Tips for Career success.
29
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
BUSINESS MANAGEMENT AND STRATEGY
BASIC MANAGEMENT PROCESS

YOUNG BUSINESS MANAGERS DEVELOPMENT PROGRAMME
Duration 3 days
April 23 - 25, 2014
August 20 - 22, 2014
November 26 - 28, 2014
A three-day programme with which to charge young managementhopefuls to man special functions that can move them to higher
managerial positions. The course will define management skills and
behavioural competencies with which these young persons can deliver
business results after understanding:
o Business acumen
o Team management
o Planning tasks
o Performance management
o People motivation
o Problem solving
o Communication
o Human resource management proficiency
o Change management.
30
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Broad Competencies Addressed:
- Ability to pick out changes happening to businesses and the
economy in the context of world wide developments.
- Ability to provide direction and decision when working in teams.
- Ability to develop self.
- Ability to undertake tasks, solve problems and provide
appropriate Feedback.
- Ability to focus efforts on company values.
- Ability to demonstrate proper work ethics and personal
commitment.
- Integrity even when not under any direct watchful eyes of
superiors.
Contents
DAY ONE
Business Knowledge
Understanding the changes happening to the economy
The struggle for business survival
Strong knowledge of the industry
Generating demand for the companys products
Fulfilling the demand generated
Innovativeness
Customer Service.
DAY TWO
The Rules of Work
Attentiveness to how you are being judged
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Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Walking the Talk
Blending in
Carving out a niche
Enjoying the work
Developing the right attitude
Speaking well, writing well.
Planning Orientation
The discipline of planning and preparation
Short term planning: daily/weekly/monthly
Long term planning: self development outlook
Recognising limited resources
Time discipline.
DAY THREE
Leadership & Motivational Skills
Responsibilities for achieving the Task
Responsibilities in leading an effective Team
Responsibilities for developing the Subordinates
Problem Solving.
Communication & Interpersonal Skills
Communication Basics
Interpersonal Communication
Communicating at Work
Dealing with individual differences
Developing Self - Learning Continuously.
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
32
TOM ASSOCIATES 2014
Training
CHANGE LEADERSHIP & PEOPLE MANAGEMENT
Duration 4 days
On Demand only
This is a Change Leadership Development programme for Senior
Managers. It will build a solid foundation for sustaining positive
continual change in the organisation.
Learning Outcomes
Planning activities to manage change.
Influencing staff to embrace change.
Monitoring the effects of the change on individuals.
Communications at all levels to attain buy-in.
Employees change readiness:
- What to expect of A Grade employees
- Signs B Grade employees may show
- Signs C Grade employees may show.
33
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
DAY ONE
The Vision and Business Strategy.
Why Should We Change?
Why Change Attitude Affect the Organisation Change.
The Tools that will Drive Change.
New Mindset Required for the New Game.
Change as a Process.
Types of Change.
Human Psychology and the Change Process.
DAY TWO
Change Enablers.
Change Themes.
Action Committee (the Change Agents).
Change Tactics.
The Barriers to Change.
Milestones.
How to Succeed the 7-steps Model.
Critical Success Factors.
The Leadership Required for the Change Journey.
Expected Gains.
34
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
DAY THREE
Communication Strategy & Road Shows
Ingredients for Self Marketing.
The Tools for Self Empowerment.
The Place of Self Discipline.
The Power of Imagination and Focus.
The Opportunities in Challenges.
DAY FOUR
Change Management Mistakes to Avoid.
Pursuit of Purposeful Goals.
Separating Desired Outcome from Process.
Focus on Winning, not Losing.
Celebrating Success & Improving Continuously.
Personal Readiness for Change.
Maintaining a Change-able Organisation.
Personal Development Plans.
Fee: Negotiable
35
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
CONTRACT MANAGEMENT COURSE

Duration 4 Days
May 6 - 9, 2014
December 9 - 12, 2014
Course Benefits
Organisations need effective contract management practices to avoid
risk and achieve optimal outcomes. This course provides the
knowledge and skills to successfully manage and execute the
contracting process.
Competencies the Course Delivers
Ability to apply effective contracting strategies to maximise

results and minimise risk
Ability to manage a contract life cycle properly
Ability to select the most qualified vendors
Ability to orchestrate the negotiation process for "win-win"

outcomes
Ability to achieve the delivery of intended objectives and

successful contract closure
DAY ONE
Introduction to Contract concepts
The basis of contract around the world
Contract formation
Contract formalities
Authority to contract
36
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
The Board of Tender (BOD)
Contract Stakeholders Management for Effective Results
o Elements of stakeholders management
o Stakeholders analysis
o Stakeholders planning
o Stakeholders prioritisation techniques
Supply Chain Management in Contracts Management
o What exactly is the Supply Chain Management?
o How the Supply Chain works
o The logistics of Contract in the Chain
o The buyers influence on the Supply Chain
Common mistakes in contract management and solutions
DAY TWO
Contract Creation Procedures
o Competitive tendering
o Dealing with challenges
o Single/Sole sourcing
o Framework agreements
o Negotiated contracts
o Different contract types
Traditional
More innovative
o Selecting the right one for the project
o Using standard forms of contracts (Company and
International)
Awarding the contract
o Letters of intent
o Letters of Award
o Conditions precedent
o Conditions Subsequent
Collateral documents
o Bonds
o Guarantees
o Insurance Arrangements
De-briefing bidders
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Training
Kickoff meetings
Drafting contracts
o Clarity of language
o Issues with translations
o Issues with translations
Interpretation of Critical Contract Clauses
o Health Safety and the Environment
o Standard of work/products/service
o Change to the scope of work
o Indemnities
o Insurance
o Liquidated damages
o Penalties
o Force Majeure
o Limitation of liability
o Warranty and guarantee periods
o Termination
o Entire Agreement
o Notices
The Nigerian Contract Laws and Applications
Contract Business Process Management
o Contract Management Planning
o Strategic Alignment for the Contract Manager
DAY THREE
Contract management detailing technique
The work structure of contract management
Contract planning work conversion method
Implementation technique
Contract Financial Management
o Budget Forecasting
o Budget development structuring
o Contract Master Budgeting
o Contract Financial Performance management
Contract Risk Management
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Training
Contract Risk Auditing
Contract Risk Prioritisation and Categorisation
Contracts types
Types of contracts and implementation techniques
Contract strategies and techniques
Using the difference in real life situations
DAY FOUR
Effective Negotiation in Contract Management
Contract Performance Management
Supplier Development Programming
Vendor Administration
Strategic Supplier workshop development
Contract Management technological development
Introduction to Electronic Contracts
Supplier Management Integration system
Oracle Enterprise Resource Planners V.. Contract
39
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Training
CROSS-FUNCTIONAL COMPETENCE TRAINING FOR

YOUNG MANAGERS
ENTERPRISE MANAGEMENT COMPETENCES

Duration 5 days
July 14 -18, 2014
October 20 - 24, 2014
Training for the process of focusing on the things that matter most in
running an enterprise successfully.
The course will define Seven (7) areas of management attention with
which the Business Unit Managers can keep delivering positive results
year-in, year-out:
1.
2.
3.
4.
5.
6.
7.
Decisions that the Heads of Business Units will make everyday

Creating Value
Asset Efficiency
Profitability
Lean Operation
Growing Volume
Controlling Overheads
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Training
Contents
DAY ONE
Decisions that the new Heads of Business Units will make everyday:
where to spend time and personal efforts
where to allocate resources
how best to get things done
how to win in the competitive marketplace.
Creating Value
1. Revenue Growth
a. Volume
b. Pricing
2. Asset Efficiency
a. Property and Infrastructure
b. Plant and Equipment
c. Inventory
d. Receivables & Payables
3. Operating Margin
a. Cost of Goods Sold
b. Sales Efficiency
c. Administrative Overheads
d. Financial Management
4. Expectations
a. Company Strengths
b. External Factors
DAY TWO
FOR ASSET EFFICIENCY
Attention to:
1.
2.
3.
4.
Finished Goods
Materials & Work in Progress
Accounts & Interests Receivable
Accounts & Interests Payable
41
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Training
FOR PROFITABILITY
Attention to:
Marketing & Advertising
2. Sales
3. Customer Service & Support
4. Deliveries & Billing
5. IT & Telecom Network
6. Infrastructure
7. Procurement
8. Business Management
9. Financial Management
10. Product Development
11. Materials
12. Production
13. Logistics & Distribution
14. Merchandising
15. Service Delivery
1.
DAY THREE
Lean Operation
1.
2.
3.
4.
Plant & Equipment

a. Attention to plant & equipment efficiency
i. Equipment
ii. Systems
Inventory
a. Increase Just-in-Time delivery capabilities
i. Raw materials
ii. Work-in-progress
iii. Finished goods
Receivables & Payables
a. Reduce receivables
b. Match payables with receivables
Manage Cost of Goods
a. Improve production efficiency
b. Improve logistics efficiency
c. Improve service provision efficiency
42
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Training
DAY FOUR
Grow Volume
a. Acquire new customers
i. Marketing and selling effectiveness
ii. Product and service innovation
b. Retain and grow current customers
i. Product and service innovation
ii. Relationship management
iii. Cross-selling and up-selling
iv. Customer retention promos.
DAY FIVE
Sell Better
Provide leadership for field sales persons
Raise customer interaction efficiency
Control Overheads
Closest attention to plan and project execution
Monitor external factors closely
Fee: N140,000.00, VAT inclusive
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Training
HOW TO PREPARE BUSINESS PLANS

& BUSINESS MODELS
Duration 3 days
On Demand only
No matter what business venture you run or want to start, it must be
preceded by the document called BUSINESS PLAN.
Business Plan and Model for a Growing Market

An existing player should evaluate these growth factors, review the
business model and rewrite it to fit the business as it may now
become.
For new entrants into the growth markets, a meticulously prepared
business plan will substantially improve the chances of success. The
production of this document is the minimum evidence that the
individual or organisation has taken the first formal step, at least, in
screening and evaluating the potentials of the new business idea.
Business Plan and Model for a Shrinking Market

Company failures, longer business cycles, hard time keeping good
employees, shrinking gross margins, shrinking cash flow should cause
the business to do a review of the business model and write a new
plan.
44
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Training
Special Competencies Delivered
The contents of a Business Plan.
Data gathering.
Making the strategic and financial projections.
Writing the plan.
Contents
Components of a Business Plan
Description of the Business
Product/Service Description
Value Proposition
Business Model, Strategy & Positioning
Pricing Strategy (High End, Mid Range or Low End)
Competitor Information & Competitive Analysis
SWOT Analysis
Opportunities Presented by the Market
Company Comparative Strengths to Seize the Opportunities
Company Comparative Weaknesses in the Market
Potential Threats the Company may Face
Business Location & Justification
Production/Operations Plan & Processes
Product/Service Designs
Technology Choice & Equipment
Product/Service Development & Testing
Marketing Plan
Sales Operations & Forecast
Organisation Plan & Management

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Training
Cost Analysis
Financing Plan & Analysis
Pro-forma Income Statement
Cash flow Analysis
Business Model the Four Components
Writing the Business Plan Document.

Fee: Negotiable
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Training
INNOVATING FOR BUSINESS
THE ESSENTIAL TRAINING FOR MANAGERS

Duration: 2 days
On Demand only
Justifying the Programme
Yours should be a learning organisation filled with people who keep
on developing new solutions and ideas; who navigate new competitive
routes and open up new business frontiers; who even repackage
existing products for added value. Your competitive edge in the future
will be the result of the creative thoughts of your people.
Organisations whose people are trained in the creative thinking
process promoted in this course and use it well, quickly find it
translates to enduring profitable operations over many decades in the
future.
Contents
DAY ONE
Definition of Innovation
Why Innovation Matters
Disruptive Innovation
Implementing New Ideas that Create Value
Implementing Innovation
Innovation Principles
o Challenge the Pull
o Customer Focus the Push
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Training
o Creativity the Brain
o Contemplation the Ladder to the Future Innovations
Innovation Competency Equation
DAY TWO
A Managers Innovation DNA
Make Your Innovation Come Alive!
Implementing Innovation
o A New Process
o A New Product/Service
o A New Business Model
o A New System
Divergent Thinking Tools
Convergent Thinking Tools
Personal Innovation Competencies

o Whats Your Thinking Style?
o Gap Analysis
Breakthrough Generator
o The Matrix
o Brainstorming Guidelines
Fee: Negotiable
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Training
MANAGEMENT STRATEGY RETREAT THE 10 STEPS

Duration 2 days
On Demand only
Tools and guides for systematic discussions and exercises that
Management can use to develop veritable business success strategies.
It will advance strategies up to performance targets, revenue and
expenditure budgets as well as profit projections.
Step 1 - Environment of the Business What is Changing?
The Approach T. E. M. P. L. E. S.
Step 2 - Where Since the Past Few Years?

The Approach INTERNAL STRATEGY AUDIT
STEP 3 - Vision & Mission Where to Head the Business Next?

The Approach INNOVATION & STRATEGIES
STEP 4 - Putting It All in Perspective

The Approach S. W. O. T.
STEP 5 - The Gaps We Must Fill Scorecard Issues

The Approach SCORECARD ISSUES
STEP 6 - What Objectives and Projected Outcomes?

The Approach PERFORMANCE OBJECTIVES SETTING
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Training
STEP 7 - Strategic Options
The Approach STRATEGY DEVELOPMENT
STEP 8 - Critical Results and the organisation

The Approach TARGETS SETTING
STEP 9 - Performance Standards

-
Revenues
Expenditures
Profitability.
STEP 10 Action Plans

-
Issues
Action
Timing
Responsibility
Fee: Negotiable
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Training
PROGRAMME FOR MANAGERS AS CORPORATE

ENTREPRENEURS
Duration: 3 days
On Demand only
This is a training that takes corporate managers through an
orientation of entrepreneurial personality which, rather than be
characterised by a propensity for risk taking, among other things, will
focus success on one thing opportunity focused.
Participants will learn a number of entrepreneurial logics:
Dig deep into ideas underlying a product or service, prepare the

ideas, get started, and keep it going with commitment.
Acquire charm, drive, energy and the ability to spot opportunity.
Acquire sheer persistence or resilience keep on and keep

learning along the way.
Youd get good luck and bad luck in equal measures. But youll
really be a success if you exploit each.
By the end of the programme, the participants will go away with deep
knowledge of:
The Disciplines for Business Success
How to Prepare a Business Plan

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Training
Legal Requirements for Business
Marketing Strategies and Selling Skills
Managing Financial Health of the Business
Programme Contents
DAY ONE
How to choose an entrepreneurial endeavour youll like:
The courage to take the leap.
Financial information:
Raising Capital - How to find the money to get started
A sample Business Cash Flow Projection
A sample Profit & Loss Account.
Business Strategy:
The art of positioning the business
How to monitor trends to shape your business to success
A sample business model
A sample marketing plan
How to grow the business making the business prosper.
DAY TWO
Selling and Marketing:
How to reach your potential customers
Promoting your business advertisement, website, social media.
Finding the right people:
The art of recruiting
Productivity culture
52
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Training
Quality culture.
Keeping the company legal.

How to go about a Partnership business.
How to become a Merchant.
How to start a Production business what it entails.
How to start a Service business what it entails.
The right location for your business.
DAY THREE
Your product/Service Pricing Principles:
Pricing your highly differentiated product/service
Pricing your undifferentiated product/service
Pricing your Must Have product/service
Pricing your Substitutable product/service.
Your job description as a business owner
Managing your time as a business owner
Decision making
Decision implementation
Delegation
Managing meetings
Paper work.
Fee: Negotiable
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Training
STRATEGIES FOR EMPOWERING FEMALE

EXECUTIVES
Duration 3 days
March 24 - 26, 2014
November 26 - 28, 2014
Course Objectives
This programme will empower female executives to have:
An understanding and management of the empowerment of

women executives at the workplace.
Appreciate
Women Empowerment as an on-going change
process.
An understanding and ownership of the business case for

Women Empowerment.
Access to information and opportunity provided for dialogue on

the Empowerment Standards for women executives.
Ability to develop the right personal action plans.
Ability
to
become
familiar
with
the
personal
leadership
behaviours important for fostering Women Empowerment.

DAY ONE
Female Executives Empowerment The General Principles
Defining Empowerment.
The Glass Ceiling Against Female Executives in Government and

in Business.
Culture and Gender Issues.

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Training
Overt and Subtle Barriers to Women Advancement.
Roles Diversity and Inclusion Plays.
Costs
and
Benefits
Analysis
of
Women
Executives
Empowerment.
Case for Action on Women Empowerment.
DAY TWO
Female Executives Education and Capacity Development.
Female Gender Engagement:
What women executives get from the system
What women executives give to the system
Women executives sense of belonging
Potentials for growth and development.
Learning from Affirmative Action:

o Affirmative Action purpose
o Policies in women education
o Policies in women employment
o Policies in promoting business opportunities for women
o Quota policies for women in public establishments.
The UNDP Agenda:

o The human rights elements
o Gender equality elements
o The Millennium Development Goals elements.
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Training
DAY THREE
Implementing Women Executives Empowerment
The Career Strategies of Notable Successful Women.
Women Executives Empowerment Tools:

o Capacity building creating competency awareness
o Objectives, goals and targets setting
o Building women networks
o Knowing women rights and claiming them properly.
Career Skills for Women Executives:

o Understanding your strengths
o Accepting challenging roles
o Effective working relationships
o Dealing with challenges.
Networking:
o Sense of connection among women executives
o Experience sharing.
Overcoming the Barriers.

Fee: N100,000.00, VAT inclusive
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Training
THE EFFECTIVE MANAGERS TRAINING

Duration 3 days
On Demand only
A three-day programme to deliver the following:
1. Practical ways for workplace communication in a variety of
media that managers should master if they plan to succeed. The
participants will learn that effective communication is vital to
the success of the organisations business.
2. Working as effective members of the organisation team to deliver

results through:
aligning everyone efficiently
focusing on common business goals
making joint decisions
wiping out fortress mentality by getting different

departments to work well together.
Justifying the Course

The competencies paraded by an organisations Managers should be
appropriate for the company, just like the planets are positioned for
the Universe. This training will make managers see their competencies
as the essential Planets that create the vibrancy of the company. They
must consistently add more value, in the limited time they have in
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Training
hand, just to remain in contention. They must have the discipline to
manage themselves for effectiveness.
Broad Competencies Addressed
For communication, they will develop the ability to persuade and

convince others in ways that obtain approval for views they
generate.
They will learn to present ideas, influence and convince others

towards mutual agreements.
For team competence, they will develop the ability to blend well in
an environment of cultural diversity.
They will learn to focus on performance and attain set objectives for
the organisation.
Contents
DAY ONE
Chemistry of Working Together
o All the ways by which we differ and yet can work together,
develop and add value
o Waterline of visibility and effect on workplace performance
o Dealing with biases and stereotypes.
Why effective communication is important to the organisations

business success:
o decision making and problem solving
o stronger business relationships
o enhanced image for all employees and for the organisation.
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Training
Variety of communication
o Face-to-face
o On the phone
o In writing
o Using positive words.
Formal and informal communication

o Planned communication - meetings, conferences,
presentations
o Casual communication - face-to-face conversation, phone
calls, emails
o
downward communication
upward communication
lateral communication.
DAY TWO
Human Needs in a Workplace
The need for respect
The need to be appreciated
The need to Fee:l important
The need to be understood
The need to be recognised
Interpersonal Skills for Success

o Relate more effectively with others superiors and
subordinates
o Achieve set goals for self and others
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Training
o Create a conducive work environment
o Resolve conflicts among team members
Solving problems
Gathering information
Marshaling relevant resources
Weighing options
Assessing risks
Taking decisive action.
Creativity - thinking out of the box.
Individuals problem-solving approaches.
Differences between best and worst problem solvers.
Innovative problem solvers mind journey.
Demonstrating decision making willpower.
Resolution of conflicts at work
Common causes of conflicts
Types of conflicts
Signs of conflicts
Interrelationship of Assertive and Cooperative Behaviours
What Compromise is
What Collaboration is.
DAY THREE
Achievements and Triumph
Putting Value on Time
o Estimating and Knowing the Value of Time
o Most valuable use of time
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Training
o Delegating, supervising and monitoring
Managing the boss
Assertiveness Skills
Dealing with Time Wasters
Setting and Sticking to Priority.
Managing Anxiety and Stress
Time and pressure
Pressure and stress
Coping well under pressure.
Office and work space organisation.

Fee: Negotiable
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Training
COMPUTER SKILLS
FOUNDATION EXCEL FOR FINANCIAL & BUSINESS

ANALYSIS
Duration 3 days
June 4 6, 2014
October 29 31, 2014
This course presents the first level of understanding of the working of
MS Excel for its use to deliver basic financial and accounting
assignments. It is for Analysts in accounts and finance functions who
must possess a simple competence to use excel to generate
management reports.
Contents
DAY ONE
A First Look at Excel
Starting the Excel programme
What is the Active Cell?
The Excel cell referencing system
Entering numbers and text
Default text and number alignment
Adding a column of numbers
Worksheets and Workbooks
Saving a workbook
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Closing a workbook
Creating a new workbook
Opening a workbook
Switching between workbooks
Saving a workbook using another name
Saving a workbook using a different file type
Getting help
Searching for Help
The Help Table of Contents
Printing a Help topic
Alt key help
Help
Using Excel
Selection Techniques
Why are selection techniques important?
Selecting a cell
Selecting a range of connecting cells
Selecting a range of non-connecting cells
Selecting the entire worksheet
Selecting a row
Selecting a range of connecting rows
Selecting a range of non-connected rows
Selecting a column
Selecting a range of connecting columns
Selecting a range of non-connecting columns
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Training
Manipulating Rows and Columns
Inserting rows into a worksheet
Inserting columns into a worksheet
Deleting rows within a worksheet
Deleting columns within a worksheet
Modifying column widths
Modifying column widths using drag and drop
Automatically resizing the column width to fit contents
Modifying row heights
Copying, Moving and Deleting
Copying the cell or range contents
Deleting cell contents
Moving the contents of a cell or range
Editing cell content
Undo and Redo
AutoFill
Sorting a cell range
Searching and replacing data
Worksheets
Manipulating Worksheets
Switching between worksheets
Renaming a worksheet
Inserting a new worksheet
Deleting a worksheet
Copying a worksheet within a workbook

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Training
Moving a worksheet within a workbook
Copying or moving worksheets between workbooks
Formatting
FONT FORMATTING
Font type
Font size
Bold, italic, underline formatting
Cell border formatting
Formatting the background colour
Formatting the font colour
ALIGNMENT FORMATTING
Aligning contents in a cell range
Centring a title over a cell range
Cell orientation
Text wrapping
Format painter
NUMBER FORMATTING
Number formatting
Decimal point display
Comma formatting
Currency symbol
Date styles
Percentages
Freezing Row and Column Titles
Freezing row and column titles

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Training
DAY TWO
Formulas and Functions
Creating formulas
Easy way to create formulas
Copying formulas
Operators
Formula error messages
Cell Referencing
Relative cell referencing within formulas
Absolute cell referencing within formulas
Three Dimensional referencing formulas
Functions
What is a function?
Common functions
Sum function
Average function
Max function
Min function
Count function
What are IF functions?
Using the IF function

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Training
Charts
USING CHARTS
Inserting a column chart
Inserting a line chart
Inserting a bar chart
Inserting a pie chart
Resizing a chart
Deleting a chart
Chart title or labels
Chart background colour
Changing a column, bar, line or pie slice colours
Changing the chart type
Modifying Charts using the Layout tab
Copying and moving charts within a worksheet
Copying and moving charts between worksheets
Copying and moving charts between workbooks
DAY THREE
Customising Excel
Modifying basic options
Minimising the Ribbon
AutoCorrect options
Printing
Worksheet Setup
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Training
Worksheet margins
Worksheet orientation
Worksheet page size
Headers and Footers
Header and footer fields
Scaling your worksheet to fit a page(s)
Preparing to Print a Worksheet
Visually check your calculations
Gridline display when printing
Printing titles on every page when printing
Printing the Excel row and column headings
Spell checking
Previewing a worksheet
Comparing Workbooks side by side
Zooming the view
Printing options
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Training
COMPUTER SKILLS
INTERMEDIATE EXCEL FOR FINANCIAL

& BUSINESS ANALYSIS
Duration 3 days
June 25 27, 2014,
December 3 5, 2014
This intermediate course is to make participants understand some
critical functions and their usages in MS Excel. It starts with Data
Manipulations, and goes on to Formatting and Displaying Techniques,
Creating organizations, Linking of Data and Worksheets, all through
to Querying of your Databases.
Contents
DAY ONE
Manipulating Data & Named Ranges
Paste Special
Transposing data
Importing text and delimiting by space, comma or tab
What does naming a cell range mean?
Rules for naming cells and ranges
Naming cell range(s) in a worksheet
Named ranges within formulas

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Training
Navigating through workbooks using named ranges
Creating named ranges automatically based on cell values
Deleting named cells/ranges
Creating organisations
Removing organisations
Templates
Using templates
Creating templates
Opening and editing templates
Formatting & Display Techniques
Formatting tables
Formatting tables using table styles
Formatting cell ranges using conditional formatting
Creating custom number formats
Freezing the top row
Freezing the first column
Freezing the top row and the first column at the same time
Hiding and un-hiding rows
Hiding and un-hiding columns
Hiding and un-hiding worksheets
DAY TWO
Sorting & Querying Data
Sorting internal Excel databases
Custom sort options

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Training
Using AutoFilter to query data
Multiple queries
Removing filters
Top 10 AutoFilter
Filtering unique records
Advanced Filter
Linking & Consolidating Data
Linking individual cells within a worksheet
Linking charts to data within a worksheet
Linking a cell range on one worksheet to another worksheet

(within the same workbook)
Linking data on one worksheet to a chart in another worksheet

(within the same workbook)
Linking data from one workbook to another
Linking a chart from one workbook to another
Copying data from Excel into a Word document
Linking data from Excel into a Word document
Copying a chart from Excel into a Word document
Linking a chart from Excel into a Word document
Consolidating data over several worksheets or worksheet pages
DAY THREE
Charts Formatting Techniques
Changing the angle of pie chart slices
Formatting the chart axis fonts
Formatting the chart axis scales

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Training
Formatting the chart axis text orientation
Creating and positioning a chart title
Re-positioning a chart legend
Re-positioning chart data labels
Exploding the segments within a pie chart
Deleting a data series within a chart
Adding a data series to a chart
Modifying the chart type for a defined data series
Widening the gap between columns / bars within a 2-D chart
Inserting an image into a 2D chart (as a background)
Inserting an image into a 2D chart (to format a column or bar of

data)
Protection & Security
Specifying a password for opening a workbook
Using the read-only recommended option
Removing a password from an Excel workbook
Protecting a worksheet or worksheet elements
Removing workbook protection
Allowing selective editing of a protected worksheet

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TOM ASSOCIATES 2014
Training
COMPUTER SKILLS
FUNDAMENTALS OF MS EXCEL APPLICATION

Duration
3 days
On Demand only
Course Objectives
Have a managers regular knowledge of MS Excel.
Use MS Excel to increase productivity.
Get the best practices for data management.
Understand strategies for effective collaboration through

document sharing.
Use MS excel to master problem solving competencies.
Contents
DAY ONE
Getting Started
Create a Workbook
Enter Data in a Worksheet
Single cell
Range of cell
Column Width and Row Height
Merge Cells
Split Cells
Format Spreadsheets
Wrap Texts
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Training
Cell and Text Colouring
Chart Data
DAY TWO
Create a Formula
Create a Pivot Table Report
Add Fields to the Pivot Table Report
Use a Function Formula
DAY THREE
Column Charts
Clustered column
3D column
Line Charts
Line with markers
Pie Charts
Bar Charts
Fee: Negotiable
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TOM ASSOCIATES 2014
Training
COMPUTER SKILLS
FUNDAMENTAL POWERPOINT SKILLS

FOR POWERFUL PRESENTATIONS
Duration 2 days
On Demand only
By virtue of position and job, any manager or executive could be
called upon at anytime to make a presentation on any issue affecting
work. Every speaking opportunity is an opportunity to move others,
internal or external to the organisation, to action. This PowerPoint
training is a combination of concepts and practice of techniques
adopted by successful organisations around the world. It includes
realistic exercise and role-play scenarios that will help raise business
presentation skills and to project a professional image.
Contents
DAY ONE
Getting Started
Microsoft Office Toolbar
The Ribbon
Quick Access Toolbar
Mini Toolbar
Navigation
Slide Views
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TOM ASSOCIATES 2014
Training
Customise
Popular
Proofing
Save
Advanced
Customise
Creating Presentation
New Presentation
Save a Presentation
Add Slides
Themes
Working with Content
Enter Text
Select Text
Copy and Paste
Cut and Paste
Undo/Redo
Spell Check
Formatting Text
Change Font Typeface and Size
Font Styles and Effects
Change Text Color
WordArt
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Training
Change Paragraph Alignment
Indent Paragraphs
Text Direction
Adding Content
Resize a Textbox
Bulleted and Numbered Lists
Nested Lists
Formatting Lists
Adding Video
Adding Audio
DAY TWO
Graphics
Adding a Picture
Adding ClipArt
Editing Picture and ClipArt
Adding Shapes
Adding SmartArt
Adding a Photo Album
Tables
Create a Table
Enter Data in a Table
Format a Table
Insert a Table from Word or Excel

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Training
Charts
Create a Chart
Edit Chart Data
Modify a Chart
Chart Tools
Paste a Chart from Excel
Slide Effects
Slide Transitions
Slide Animation
Animation Preview
Slide Show Options
Printing
Create Speaker Notes
Print a Presentation
Package a Presentation
Tips
Design Tips
Presentation Tips
Spell Check
Fee: Negotiable
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TOM ASSOCIATES 2014
Training
COMPUTER SKILLS
MS WORD PROFESSIONAL APPLICATION

Duration 2 days
On Demand only
Skills on the latest version of MS Word application will no doubt boost
productivity, when the staff can accomplish more on writing letters,
reports and producing other documents.
Learning Objectives
Learn how to design professional documents in diverse format,

using the latest version of MS Word application.
Create and manage reports, letters and other documents with

tables, shapes, hyperlink, equations, etc.
Get conversant with watermark, orientation, mail merging,

insert comment and protect documents.
Increase work effectiveness through a better understanding and

application of the skills to acquire at this workshop.
Contents
DAY ONE
Getting Familiar with Microsoft Word for Windows
The Microsoft Office Button
The Quick Access Toolbar

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Training
The Title Bar
The Ribbon
The Ruler
The Text Area
The Vertical and Horizontal Scroll Bars
The Status Bar
Understanding Document Views
Click
Understanding Non-printing Characters
Create Sample Data and Select Text
Place the Cursor
Execute Commands with Keyboard Shortcuts
Start a New Paragraph
Exit Word
Microsoft Word Basic Features
Type, Backspace, and Delete
Insert and Overtype
Bold, Italicize, and Underline
Save a File and Close Word
More Basic Features
Open a File
Cut and Paste
Copy and Paste
Use the Clipboard
Create AutoText
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Training
Use Spell Check
Find and Replace
Change the Font Size
Change the Font
Save Your File
Formatting Paragraphs and Working with Styles
Open a Blank Document
Add Sample Text
Add Space Before or After Paragraphs
Change Line Spacing
Create a First-Line Indent
Indent Paragraphs
Align Paragraphs
Create a Hanging Indent
Choose a Style Set
Apply a Style
Change Style Sets
DAY TWO
Adding Bullets and Numbers, Undoing and Redoing, Setting Page
Layouts and Printing Documents
Add Bullets and Numbers
Undo and Redo
Set the Orientation
Set the Page Size
Set the Margins

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Training
Add Page Numbers
Insert Page Breaks
Preview and Print Documents
Tables
Illustrations: Picture, Clip Art, Shapes and Charts
Header and Footer: Header, Footer and Page Number
Text: Drop Cap, WordArt, Date and Time
Symbols: Equation and Symbol
Pages: Cover Page, blank page
View
Split
New Window
Arrange All
Switch Window
Zoom, etc
PDF
Creating of a PDF file
Mailings
Create: Envelopes, Labels
Start Mail Merge: Start Mail Merge and Select Recipients
Fee: Negotiable
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TOM ASSOCIATES 2014
Training
CUSTOMER SERVICE
ANALYTICAL & CREATIVE THINKING FOR

CUSTOMER SERVICE DYNAMICS
Duration 3 days
On Demand only
Contents
DAY ONE
What is Customer Dynamics?
The Organisations Service Concept
The Corporate Brand Living the Value
The Place of Quality
The Psychology of Waiting for Service
Creative Tools for Solving Service Problem.
DAY TWO
What Makes Creative Service People Different:
Iceberg of individual differences
How personal creativity gets enhanced
Drivers of creative service delivery dynamics
The Seven Philosophies of Service Delivery Success
The Potency of Emotional Intelligence.
DAY THREE
Common Habits of Highly Creative People
Balancing Divergent and Convergent Thinking Skills
Joy of Discovery the Joy of Every Explorer
Beyond Problem Analysis Designing Solutions

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Training
Customer Relations Scorecard Issues
Creative Service Policy Plan
Touching the Customer
Creative Service Development Qualifying Examination.
Fee: Negotiable
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TOM ASSOCIATES 2014
Training
CUSTOMER SERVICE
COMPETENCIES IN SERVICE STRATEGY

Duration 4 days
April 8 - 11, 2014
September 2 - 5, 2014
December 2 - 5, 2014
A customer service thought process that enables everyone
participating in it to contribute to development of strategies regarding:
Understanding Customer Equity:

o
Customer value proposition
Customer bonding
Customer mind-share
What is changing in the business.
Where opportunities and options exist for the competence

enhancement.
Agreement on service targets and specific actions.
Contents
DAY ONE
The Customer Perspective in the Balanced Scorecard
The preliminary questions:

o Who are the customers?
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Training
o Whos bothered about service penalties?
Personal Attitudes and Customer Service Experience
Understanding the Eight Customer Types
Giving Random Experience
Giving Predictable Experience.
DAY TWO
Agreement on critical behaviours and customer service issues.
Clarification of how sure employees are of what is expected of

them.
Clarification of the benefits accruing to all when the service

behaviours is right.
Clarification of the consequences to all of discrepancies in

service behaviour.
Verification of what obstacles there can be to quality service

performance.
Finding out if by structure undesired service behaviours turn

out to be rewarding directly or inadvertently.
Checking for skill deficiencies in service delivery.
Checking to see if particular service processes need to or can be

redesigned.
Checking on possible conflicting demands.
Looking out to see that some company policies dont turn out
actually to be restrictive in service delivery.
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Training
DAY THREE
Long term relationship management
Communication skills for customer service:

o Positive listening habits
o Eye-contact
o Body-positioning
o Life-in-your-voice
o Telephone manners
o Equal-treatment
o Thanking
o Customer name recall
o Customer-Feedback.
DAY FOUR
Service recovery skills
How service complaints arise
Auditing service quality
incident review as a learning experience
Customer follow-up.
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TOM ASSOCIATES 2014
Training
CUSTOMER SERVICE
CUSTOMER CARE ESSENTIALS

Duration 3 days
February 19 - 21, 2014

June 4 - 6, 2014
The programme focuses on the organisations employees attaining:
excellent responsiveness in serving customers
good service ethics
creativity that can lead to new service advancements
effective management of tough customers
strong branding for the company.
Ability to focus on service standards and improving on them.
Ability to identify non-existing but desired standards in order to

improve service processes.
Ability to proactively manage customer complaints.
Ability to solve problems.
Ability to focus on specific service standards and improve on

those standards.
Ability to identify creative service approaches that customers

may desire.
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Training
Ability to proactively manage customer complaints or problems

that may arise.
Ability to solve inevitable problems and recover service if service

problems arise.
Contents
DAY ONE
What is the business about?

o
Mission
Vision
Values
Goals- one year, two years and five years.
Customer Care old order, new order
The Moments of Truth an analysis of the interface between

company employees and the customer:
Things which matter most
Things which matter least.
Internal network of responsibilities to deliver service:

o
right people
right attitude.
DAY TWO
Preparing for customer interaction:

o
Common Customer Queries
Receiving and greeting Customers
Using the right words
Body language
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Training
Steps to checking understanding - customers need to know they

are understood:
o
Two way communication in service delivery
Listening
Checking Understanding
Responding
Identifying internal customers:

o
The Drivers
How each job affects other peoples job
What or who is a team?
Working as a service delivery team.
Technical solutions - not always the whole answer to customers

needs or desires:
o
Culture
Integrated solutions.
DAY THREE
Personal attitude to customer service:

o
Emotional energy
Rate of Psychological relationship
Everyone as Favourites
Power of Understatement
Service recovery techniques:

o
Service delivery lapses
People centredness
Rationality
Fairness
Responsiveness
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Training
Continuous improvement:
o
Skills improvement
Changing attitudes
Red tape issues
Waiting in line issues
Forms and documents issues
Information issues
Create a one-stop centre.
Simple profit model:

o
satisfied employees
satisfied customers
increasing profit.
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TOM ASSOCIATES 2014
Training
CUSTOMER SERVICE
FRONT OFFICE & CUSTOMER RELATIONS SKILLS

Duration 3 days
February 12 - 14, 2014
June 18 - 20, 2014
September 10 - 12, 2014
This course exposes the participants to:
How to develop a personal attitude for excellent service.
Making the front office and reception areas a desirable marketing
office.
Contributing to the building of customer service into a culture.
Acquiring the skills for great human relations management.
Appreciating the key role of Attitudes.
Handling telephone communication effectively.
Handling customer complaints professionally.
Contents
DAY ONE
Reception Procedures and Processes:
o
Procedures for an Expected Visitor
Callers Without Appointments
Time of Day Preference
Appointment Time Confirmation
Check-out Process at the Front Desk
Rules of Customer Relations.

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Training
o
Manners, Culture and Personal Attitudes.
Body Language: A Vital Skill for Front Officers.
Etiquette
Proper conduct in the work and social environment.
Understanding basic courtesies.
DAY TWO
Building Self Confidence:
o
Basic Courtesies and Proper Social Conducts

Conversations: the Tactful Tips
Telephone Handling and Telephone Manners
Listening and Questioning Skills
Memory Retention and Attentiveness
The Psychology of Queuing
Make Waiting Enjoyable!
o
Making Waiting Easier
Handling Difficult Visitors Successfully.

DAY THREE
Corporate Dressing and Grooming
o
General Business Outlook
Dress Code
Accessories
Keeping Notes on People Contact Management

Career Enhancement for Front Office Personnel
o
Categories of career people
Basic requisites for career growth.

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TOM ASSOCIATES 2014
Training
CUSTOMER SERVICE
HOW TO CREATE POSITIVE CUSTOMER

EXPERIENCE
SERVICE AS AN ART AND A SCIENCE

Duration 2 days
On Demand only
This training is to make employees psychologically ready, supported
with the skills-set to deliver impeccable customer service. After the
programme, employees will be able to attend to more service demands
and, in the process, strengthen the organisations brand equity in a
way that creates more customers.
The training will also focus on how each employee relates with other
employees in the organisation regarding their key result areas,
especially the critical ones like:
Team spirit
Knowledge of Internal-Customer concept
Responsiveness and Time management
Personal initiatives
Interpersonal communications.
Contents
DAY ONE
The Basics of Customer Psychology
Understanding Customer Relationship management
Understanding the true nature of Personal Standard

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Training
Getting to know the four basic behavioural styles
Working with others behavioural styles.
DAY TWO
Defining Customer Experience
Difference between Customer Service and Quality Service
Definition of Customer and Exceptional Service
Living and Sustaining the Spirit of Enterprise.
Emotional Intelligence in Service
Add emotional value to Service
Establish the Emotional Connectivity Equation
Personal Technique for maximum emotional connectivity
Recover Dissatisfied Customers
Understand that service glitches can be an opportunity to build

loyalty
Learn how to create an open communication with customers
Understand that your reactions will project your Fee:lings to the

customers
Know How Best to Act Upon Complaints
Achieve Customer Fee:ls Good Goals

Fee: Negotiable
95
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TOM ASSOCIATES 2014
Training
FINANCIAL MANAGEMENT
BUDGETING & BUDGETARY CONTROL

Duration 3 days
February 26 - 28, 2014
August 27 - 29, 2014
The programme is designed to equip Managers and Heads of
departments entrusted with departmental or organisational budgets
with knowledge and skills necessary to enable them effectively manage
and monitor the budgets implementation on a day to day basis. This
course also equips managers with skills to put in place corrective
budgetary actions. Managers who go through this course are better
positioned to deliver on their budgets - they own their budgets,
explain variances when they occur and take corrective remedial
actions in good time.
Contents
DAY ONE
What is a budget?
Why Budget?
The main characteristics of budgeting

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Training
Types of budget
Outline of the budgetary process
Budget preparation with a typical practical illustration of a

budget
Implementing the budget key success factors
Benchmarking for performance management
Advantages of budgets to a business organisations
DAY TWO
What is budgetary control?
Its significance
What are the steps for installing an effective system of budgetary

control
Management action and cost control
Organisation for budgeting
Importance of budgetary control in project management
Applicability of budget and budgetary control:

o
Measuring performance
Analysing budget variances
Actions to take after analysis
DAY THREE
Alternative budgeting methods
Budget organisation and administration
Within the context of budgetary control: explain specific roles of

planning, motivation and evaluation
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Training
How those roles may conflict with each other
Ways by which the management may resolve the conflict
Stages in the budgetary process
Relevance of strategic planning and forecasting

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TOM ASSOCIATES 2014
Training
BUILDING FINANCIAL MODELS

Duration 3 days
May 21 - 23, 2014
September 3 - 5, 2014
Financial modeling demands a logical consistent approach and this
workshop builds a financial analysis and a valuation model through a
series of practical stages. Upon completion, delegates will have a
comprehensive understanding of advanced modeling, as well as how
each technique can practically be applied through:
Building a financial model from a blank sheet
Designing models which minimise errors
Writing models which can be maintained and augmented in the

future
Developing models with advanced techniques such as risk,

sensitivity, optimisation and forecasting.
Contents
DAY ONE
Financial Analysis and Valuation:
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Training
Overview of the course
Case study outline
Different approaches to valuation
Financial analysis and valuation framework model
Useful Excel methods, features and techniques
Common pitfalls and mistakes in Excel
Exercise: Alternative Model Review

Model Structure and Planning:
Model design and structure key stop
Planning the equity valuation model
Required sheets, calculations and DAYs
Five essential auditing techniques
Case: Completing and Checking the Financial Analysis/Valuation

Template
Adding Cash Flows and Ratios:
Structured model with a menu and accounting statements
Calculating key financial ratios
Case: Adding Cash Flow and Ratios to Template

Non-cash Flow Valuation:
Non-cash flow methods
Accounting methods
Dividend discount models
Market-based methods EPS and multiples
Peer groups
Case: Calculating Accounting and Market Value on Template
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Training
DAY TWO
Forecasting and Equity Valuation
Forecasting Methods:
Review of forecasting methods
Macro forecasting
Linear methods
Review of historical performance
Relationship between company and financial strategy
Identifying and forecasting key drivers
Linkages and modeling problems
Case: Reviewing Performance and Adding a Forecast.

The Case Template and Deriving Forecast Financial Statements.
Free Cash Flows:
Derivation of free cash flow
Checking model results and redefining forecast
Reasonableness of forecast and results.
Case: Adding Free Cash Flow to the Model.

Cost of Capital:
Alternative theories bonds and arbitrage pricing theory
Capital Asset Pricing Model constituents
Discussion and agreement on WACC inputs
Asset and equity betas and risk

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Training
Mathematical derivation
Exercise: Deriving Beta from Data and Adding WACC to Case
Initial Equity Valuation:
Methods of adding terminal value
Producing an equity valuation
Comparison to existing share price
Exercise: Adding Equity Valuation to the Template
DAY THREE
Risk, Targeting and Other Layers
Alternative Cash Flow Valuation:
Time varying WACC
Adjustments to value
Adjusted Present Value (APV) method
Existence and addition of financial and operational synergies
Reconciliation to economic profit
Exercise: Adding APV to the Template

Risk and Sensitivity
Understanding of risk and multiple answers:
Sensitivity and tables
Creating sensitivity graphs
Scenario planning based on economic climate
Alternative scenario methods

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Training
Case: Testing the Models with Different Sensitivity and Risk Matrices
Optimum Structure and Targeting:
Achieving a target valuation
Goal seeking method
Testing valuation with leverage and structure
Case: Targeting the Case to Improve Valuation Sensitivity

Management Reporting and Model Review:
Management reporting and summary
Suggestion for other improvements to the valuation model
Final audit
Help and user assistance
Securing and protection
Documentation and maintenance.

Fee: N100, 000 VAT inclusive
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TOM ASSOCIATES 2014
Training
BUSINESS & PERSONAL FINANCIAL STRATEGY

(FINANCE FOR NON-FINANCE MANAGERS)
Duration 5 days
June 9 - 13, 2014
Exposure of managers to important financial concepts in day-to-day
business transactions. It will help them take better decisions on the
basis of financial implications on the business. It will also make
managers know how to strengthen the internal control mechanisms
for the organisation.
Awareness, understanding and interpretation of the companys

Accounting and Financial statements.
Effectiveness on the use of finance and accounting information.
Ability to process and screen financial transactions.
Comfortable decisions based on Accounting and Financial

information.
Ability to manage company performance strategically.

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Training
Contents
DAY ONE
What Accounting Is.
An Understanding of the Income Statement
Revenue
Cost
Gross surplus
Expenses
Overheads.
An Understanding of the Balance Sheet
The funding side
The investment side
The use to put a balance sheet.
DAY TWO
Common Size Ratio (CSR)
Compare the performance during one period to another. (Use the

income statement for two or more years)
Compare the percentages for each item to the overall

relationships for each year
Note the deviations from the budget
Note all fluctuations in relationships
Ascertain reasons for deviations and fluctuations in

relationships
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Training
Prepare action plan to improve the situation.
Cash Flow and Its Projection
Generating enough cash to meet obligations
Cash outflows to match cash inflows
When cash flow deficiencies are found
When excess cash is revealed.
DAY THREE
Accounting Ratios
Liquidity Ratios
Current ratios
Acid ratio
Current assets and liabilities
Improving liquidity ratios.
Petty Cash Management
Tracking small cash expenses
The float or imprest
Petty Cash Book and its entries
Minimising fraud.
DAY FOUR
The Organisation Reconciliation
How the organisation statements often vary from cash book

balances
Unpresented cheques
Uncredited cheques
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TOM ASSOCIATES 2014
Training
Errors and omissions.
Interpretations for Management Effectiveness:
Judiciously spend and account for entrusted funds
Generate reports on simple financial dealings
Follow guidelines and due process in handling business funds
Understand basic Books of Accounts to enhance accountability
Identify and check fraud through internal control procedures
Read the progress of the company to develop the right strategies.
Taxation
- Principles of taxation
-
What tax means
Types of taxes
Incidence of tax
Tax Avoidance and Evasion
Who benefits from tax
Tax Planning.
DAY FIVE
Personal Financial Planning
A Parable of Wealth Building
Financial self-appraisal
Financial opportunities
Facts and fictions about money
Managing your networth.

107
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TOM ASSOCIATES 2014
Training
FINANCIAL MODELING AND FORECASTING

TECHNIQUES USING ADVANCED EXCEL TOOLS
Duration 4 days
April 22 25, 2014
July 21 24, 2014
Modeling techniques that this course teaches are used in investment
appraisal, capital planning, budgeting, valuation, financial analysis,
and forecasting to make accurate financial and business decisions at
the right time.
The course will deliver competencies in the use of Financial Tools
designed for Account/Finance, Risk Management and Financial
Control. It is for delegates who already can create moderately complex
spreadsheets and want to add greater sophistication, automation and
build models. The course will examine very briefly some foundational
and intermediate topics and then progress to advanced functionality
such
as:
Pivot
Tables,
Vertical
Lookup (Vlookup), Goal-seeking and Solver, Cost of Capital, Ratio

Analysis, Financial Forecasting, Profit Volume & Break-even Analysis,
What if, Investment Return Appraisal, Financial Model Design and
Constructions, Project Evaluation and Sensitivity Analysis.
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Training
Learning Objectives
After completing this course, participants should be able to perform
the following using excel models:
Advanced financial performance presentation and analyses
Loan management and loans schedules determination
Product sales, marketers and distributors performance analyses
Profit maximisation
Product costing and pricing decisions
Investment appraisals and capital rationing solutions
Cost of capital determination
Cash flow planning
Business forecasting
Pre-requisite
Participants should already be using Excel on a regular basis.
Contents
DAY ONE
Data Modeling:
Meaning & Purpose of Financial Modeling
Advance Referencing
Date manipulation
if and nested ifs functions
Pivot table & Chat

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Training
INDEX & MATCH functions
Filter and Advanced Filters
Subthe organisation, Transpose
Sum, Sum IF, Sum IFs analysis
Formula Auditing Tools
Revealing Formulae
Tracing Precedents/Dependents
Goto Special
Linking sheets in the same file
Linking different Excel files
Using Edit, Links
Viewing different files at once
Saving a workspace
Viewing different sheets at once
Window Split
Data consolidation
Conditional Functions and Date Calculation
Use If Statements, Nested If
Use And, Or, Not
Nesting If, And, Or, Not
Use the Sumif, Countif, Averageif
Apply Conditional Formatting
Date Calculations
Calculate working days
Use the DAY(),MONTH(),YEAR() functions

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TOM ASSOCIATES 2014
Training
Create and use Time calculations
Worksheet Management and linking
Link sheets in the same workbook
Link cells in different Excel files
Manage and edit Links
View different files at same time
Saving a workspace
View different sheets at same time
Data consolidation (within same file)
Data consolidation (across workbooks)
Data Management List
Create an Excel data list
Use the Excel List Tools
Use Autofilter
Sort the Data
Use the Advanced Filter
Add Subthe organisations to a list
Apply Data Validation to keep data clean
Group and Outline your data
Use the Data Form
DAY TWO
Advanced Excel Charts/Graphs
Create a Chart with keyboard

111
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TOM ASSOCIATES 2014
Training
Use the Chart Wizard
Edit and Format a chart
Change the Chart source Data
Apply Trendlines
Change Charts from objects to sheets
Add labels and axes to chart
Show specific Data Points
Save custom chart types
Change the default chart type
Using the Chart Wizard
Editing and Formatting charts
Saving custom chart types
Setting a default chart type
Lookup Functions and Application
Build the Vertical Lookup (Vlookup) function
Build the Horizontal Lookup (Hlookup) function
Build the Match and Index functions
Build and use Database Functions
Create A PivotTable
Change the PivotTable layout
Manipulate PivotTable fields
Format the PivotTable and apply Styles
Use Banding (Formatting)
Group & Ungroup items
Filter data in the PivotTable
Insert calculated fields
112
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TOM ASSOCIATES 2014
Training
Pivot Table Creation and Manipulation
Create A PivotTable
Change the PivotTable layout
Manipulate PivotTable fields
Format the PivotTable and apply Styles
Use Banding (Formatting)
Group & Ungroup items
Filter data in the PivotTable
Insert calculated fields
Change calculation options
Change PivotTable Options
Display and hide data in fields
Lay out reports on worksheet
Create a PivotChart from report
Manipulate PivotChart fields
Articulating Profit Volume & Break-even Analysis
Creating break-even model
Knowing when a business break-even
Application in price strategy
What If Analysis (Sensitivity Testing)
Create and manipulate Scenarios
Create and change Custom Views
Build scenario Reports
Use the Goal Seek tool
Use Solver & Advanced Solver Features
Build Data Tables

113
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TOM ASSOCIATES 2014
Training
Apply Data validation rules
Read only and Pass wording of files
DAY THREE
Financial Model Design and Construction from scratch using

Deterministic Approach (Du Pont format)
Statement of Comprehensive Income (SCI)
Revenue Modeling
Building Statement of Financial position (SFP)
Cash flows modeling
Ratio Analysis and Ratio Interpretation from the Model
Liquidity Ratios
Activity Ratios
Gearing Ratios
Insolvency Ratios
Profitability Ratios
DAY FOUR
Capital Budgeting Techniques (Linear Programming)
Multi-Product Mix Problem - Product Optimisation(Solver)
Capital Budgeting Problem - Multi-Period Capital Rationing
Investment Planning Problem
Replacement Decision Problem
Cost of Capital
Debt Financed Business

114
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Training
Equity Financed Business
Weighted Average Cost of Capital
Project Evaluation Techniques

Present Value (PV)
Future Value (FV)
Payback period (PBP)
Net Present Value (NPV)
Internal Rate of return (IRR)
XNPV
XIRR
MIRR
Business and Financial Forecasting Techniques
Forecast function
Trend function
Growth function
Coefficient of determinant (R2) interpretation

Business Break Even Analysis (Cost Volume Analysis Curve)
Introduction to Macro and VBscripting
Review the purpose of Macros
Record a macro
Save a macro
Edit a Macro
115
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TOM ASSOCIATES 2014
Training
FINANCE & ACCOUNTING COMPETENCY TRAINING

Duration 5 days
On Demand only
This programme takes the employees responsible for running the
Accounts and Finance functions of the organisation through their core
duties. They will be taken through the step-by-step process of
performing each task. The core duties are:
Implementing
all
processes
in
accounting
for
financial
transactions and enforcing the controls necessary for the

running of the organisations businesses.
Liaising with external auditor and others involved in matters of

statutory regulations, including pension fund managers, the
organisations, etc.
Preparing financial and other relevant reports at such intervals

that help Management decisions for the business of the
organisation to run smoothly. These include:
o
Weekly performance report
Daily the organisation balances and advice on managing

credit balances
Monthly the organisation reconciliation
Monthly variance analysis for each business or business

116
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TOM ASSOCIATES 2014
Training
units
o
Management of the cash flow position
Monthly trial balance, income statement and balance sheet
Budgeting and budgetary control.
Contents
DAY ONE
INTERPRETATION OF FINANCIAL STATEMENTS
The three financial fundamentals
The Balance Sheet Interpreting Assets & Liabilities
The Income & Expenditure Statement
Diagnosing the Cash Flow Position
How do you know if the organisation is performing well?
BUDGETING AND BUDGETARY CONTROL
Budgets and budgeting cycle
Steps in developing an operating budget
Preparation of budgets
Sensitivity analysis in budgeting
Budgeting and responsibility accounting.
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TOM ASSOCIATES 2014
Training
DAY TWO
CONTROL SYSTEMS
The Internal Control System - Preventive, Detective and Directive
Distinction between Internal Check and Internal Auditing
How to Use Internal Control to Promote Operational Efficiency
Internal Control and Risk Management the Inherent

Limitations
Elements of Internal Control

o
Internal Control on receipt of cash/cheques
o On cash and cheque payments
On the organisation reconciliation;
On stock/inventories, sales, etc.
Operational auditing
o Approval of controls
o Evaluation of performance
o Purchasing
o Production
o Administration
o Personnel
o
Fixed Assets.
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TOM ASSOCIATES 2014
Training
DAY THREE
INTERNAL AUDITING
Reviewing and Appraising Operating Controls
Compliance with policies, plans and procedures
Safeguard of assets
Detection and prevention of frauds
Economical and efficient use of resources
Accomplishment of established objectives and goals for operation
Internal auditing and the maintenance of a sound system of

internal control
Responsibility for the system of internal control auditor or

management
Internal Audit Charter
Understanding the nature and context of internal control
Management involvement - Reviewing the effectiveness of internal

control
Responsibility for reviewing the effectiveness of internal control

system
The process of reviewing effectiveness
Business objectives
Risk identification and assessment
Monitoring of controls.
119
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TOM ASSOCIATES 2014
Training
DAY FOUR
CASHFLOW MANAGEMENT
What cash flow statement is
What the purpose of cash flow statement is
Preparation of cashflow statement
How to make operational, investing and financing decision when

preparing cashflow
key performance indicators for cashflow
Action to take when there is surplus or deficit fund
Source of Finance.
TAX MANAGEMENT
Types of taxes
What taxes are payable to Federal, State and Local Government
Corporate Tax planning
How to compute company income tax and capital allowance
Filling of Self Assessment return and VAT return
Withholding Tax and its application
Capital Gains Tax
Application for company and Personal Tax clearance certificate
How to prepare Personal income tax
Payment of Pay As You Earn deductions
Rendering of annual return to State Internal Revenue Board.
120
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TOM ASSOCIATES 2014
Training
DAY FIVE
FINANCIAL REPORTING & MANAGEMENT
Types of Financial Report and How to Prepare Them
Revenue analysis report
Cost analysis report
Expenses report
Account receivable report
Chairmans report
Auditors report
Balance sheet
Profit & loss statement
Cash flow statement
Financial performance report
Benefits of Financial Report.

Fee: Negotiable
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121
TOM ASSOCIATES 2014
Training
MANAGEMENT OF NON-CURRENT ASSETS
FIXED ASSETS MANAGEMENT
Duration
3 days
May 7 - 9, 2014
August 6 - 8, 2014
November 19 - 21, 2014
Course Objectives
-
To expose the participants to the Techniques of Assets

Maintenance Management.
- To enable the participants know what constitutes Fixed Assets

identification and valuation.
- To train the participants in the keeping of the Assets Register
through the Pastel Fixed Asset Software in order to generate
information for management for Effective Fixed Assets
Maintenance.
Contents
DAY ONE
Defining an Asset
What is Fixed Asset
Composition of Fixed Assets
Fixed Assets Costing
Financing Fixed Assets/Procurement
Assets Valuation Methods.
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TOM ASSOCIATES 2014
Training
DAY TWO
Assets Maintenance Management
- Computerised Maintenance System
- Fixed Assets Maintenance Software
Fixed Assets Insurance Policies
- Clarification of Classes of Insurance
- Making Claims.
DAY THREE
Revaluation of Fixed Assets
- Purpose
- Methods
- Current Market Price
- Indexation
- Keeping Fixed Assets Records, Invoice, Ledgers and
- Planning Programming and Budgeting Systems (PPBS).
- Authorities for Expenditure - Recurrent and Capital.
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TOM ASSOCIATES 2014
Training
HUMAN CAPITAL MANAGEMENT
ADVANCED HUMAN RESOURCES MANAGEMENT

SKILLS
Duration 5 days
March 3 - 7, 2014
August 11 - 15, 2014
November 17 - 21, 2014
The programme is to raise the proficiency levels of senior HR
specialists. After the programme ends, it will deepen the knowledge of
the HR specialists and help with their skills in deploying human
resources services to various departments, including:
Employment and deployment considerations
Competency development and productivity improvement
Employee engagement and career advancement
Remunerations and welfare
Statutory compliance.
As line managers deserve to have a fair knowledge of how Human

Resources are best managed for enterprise, the participants in this
course will also learn how to encourage the line managers to
complement HR services.
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Training
Contents
DAY ONE
The HR Specialist's Role as a Business Partner
Human Resources Professional in the Changing Work

Environment
The Strategy Partner
The Change Agent
The Administrative Expert
The Employee Champion.
Manpower Planning & Talent Management
Objectives of a manpower plan
Major issues in manpower planning
Advantages of manpower planning
The manpower planning process
Limiting factors
The changing career paradigms
DAY TWO
Recruitment
Evaluate recruiting methods and their effectiveness
How the right people are attracted
Recognising biases in interview process and ways to eliminate

them
Filling vacant positions in a timely manner
Attaining the lowest possible cost.
Deployment
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Training
Attaching clear job descriptions to positions
Posting employees to responsibility areas
Movements and transfers
Structured reporting relationships
Grades that represent levels of authority and seniority.
Training & Development
How to assess and determine training needs
On-the-job and Off-the-job training strategies
How Training Curriculum and Plans are developed
How Training Budget is set
How the quality of a training programme is evaluated
Coaching and mentoring
Special induction programme for new employees.
DAY THREE
Performance Management
Line managers and HR defining performance requirements and

metrics
Establishment of a common understanding of priorities
Cascading goals so that employees can see how their work

supports the corporate goals
Regular measurement of employee performance and Feedback.
Reward Management
Linking employee performance to the reward system

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Training
A total compensation structure that is market competitive
Compensation mix of salary and benefits
A pay-for-performance philosophy
Other recognitions and rewards
Procedures for salary reviews.
DAY FOUR
Talent Management
Employees career plans
Defining and managing employee competencies
How Competency Models are developed
Identifying, assessing, and developing leadership talent
Identifying gaps and bridging them
Retention programmes for strong leadership talents.
Payroll Management
Types of payroll
daily payment, weekly, monthly, contractual, beneficial
How to prepare a payroll
Calculating a payroll
The Amortisation of Payroll (for upfront payments)
Payroll Deductions (including statutory Taxes and pensions)
Dos and Dont with Payroll
DAY FIVE
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TOM ASSOCIATES 2014
Training
Nigerian Labour Law

-
Employment contract
Employee representation and industrial relations
Termination/dismissal
Maternity and family leave rights
Employee Welfare
Types of welfare needed to achieve business strategy
Handling of day to day staff welfare and contractual issues
Internal grievance tracking and management, arbitration

procedures, etc.
Workplace Conflict Management
CAREER DEVELOPMENT & SUCCESSION PLANNING

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TOM ASSOCIATES 2014
Training
Duration 3 days
February 19 - 21, 2014.
Process of establishing practical Career Management and Succession
Planning to facilitate the effectiveness of employee contributions and
commitments. Wherever it is done correctly, the organisation always
has available, at the right time, the required employees with the
necessary skills and experience, and in the right numbers, to
successfully carry out the business plans.
Contents
DAY ONE
Corporate objectives
Predicted organisation structure
Analysis of manpower supply and demand
Performance management system
Employee data
DAY TWO
A Career Plan Model
Comprehensive and structured model defining professional

qualities and capabilities.
Competency Framework
o
Core (cross-functional) competencies
Specialist (technical) competencies

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Training
o
Business competencies
Combination of competencies required under each Role Profile
Competencies rating
Hierarchy of proficiency levels
Development of training, coaching and behavioural

measurements.
Career Progression
Ideas for Role Improvement
Role development
- secondments
- acting appointments.
The use of 360 degree Feedback
A framework of career opportunities
Assessment of potentials
Employee value alignment.
DAY THREE
Career Tracks
What are career tracks?
How will career tracks be determined?
Why is career tracking important?
The high performance track
The normal track
The remedial track
Short term succession
Long term succession

Fee: N100,000, VAT inclusive
COMPETENCIES IN HUMAN RESOURCES

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TOM ASSOCIATES 2014
Training
MANAGEMENT
BASIC HUMAN RESOURCES MANAGEMENT

Duration 4 days
February 11 - 14, 2014.
June 10 - 13, 2014.
October 14 - 17, 2014.
Competencies Addressed
Ability to adopt a strategic approach in human resources
management.
Ability to integrate human resources management with organisation
business strategy and goals.

Ability to attract, manage and retain the best people for
organisation.
Ability to raise the profile of human resources functions through
making critical contributions to the overall success of the

organisation.
Contents
DAY ONE
What is HR?
What CEOs Want From HR
HR Management:
HR Business Model
Driving Forces and Challenges
HR Strategic Intent
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TOM ASSOCIATES 2014
Training
Changing Roles of HR
Nature of Human Capital Challenges
The Changing mix of the workforce
The Changing values of the workforce
Changing Demands of Employers
An Employee's Lifecycle
The HR Manager's Role as a Business Partner:

o Strategy Partner
o Change Agent
o Administrative Expert
o Employee Champion
DAY TWO
Recruitment and Selection Procedures
Training and Development Function
HR Information System Management
DAY THREE
Performance Management System
Rewards Schemes
Employee Mentoring Process
Development of Employee Policy
Generic Contents of Staff Handbook.
DAY FOUR

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TOM ASSOCIATES 2014
Training
Disciplinary and Grievance Procedure
Industrial Relations
GUIDES TO SETTING UP A NEW HR DEPARTMENT

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TOM ASSOCIATES 2014
Training
Duration 4 days
January 21 - 24, 2014.
September 2 - 5, 2014.
This course provides the information HR officers need to establish a
human resource function in new, small and medium size companies
or companies opening an HR department for the first time. It treats
matters relating to HR policies, guidelines, procedures, records and
information.
Contents
DAY ONE
Roles of the HR Professional
Operational and Strategic
Partnering and Policing
Qualitative and Quantitative
Short term and Long term.
Recruiting, Selection and Deployment Processes
Personnel requirements and requisition
Recruitment procedures
Orientation/Onboarding of new employees
Employee deployment.
DAY TWO
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Training
Personnel Recordkeeping
Information to include in employee file
Regulatory compliance
Payroll
Record retention requirements.
Personnel Policies
Policy Manual
Staff Handbook
Personnel communication channels.
DAY THREE
Compensation and Benefits
Researching industry practice
Designing a compensation programme
Job evaluation
Wage grades
Payroll management
Pay-for-Performance
Tax, pension and other statutory compliance.
Job descriptions
Training and competency development
Appraisal process.
DAY FOUR
Health and Safety
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Training
Health insurance schemes
HSE administration
Accident and injury reporting.
Laws Guiding Employment and Labour Relations.

INDUSTRIAL RELATIONS COURSE

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TOM ASSOCIATES 2014
Training
Duration 3 days
May 21 23, 2014

The course we propose here for you is about how the parties in
employer-employee situations of the organisation can operate in a
harmonious and mutually benefiting way. It discusses how the
suppliers of effort (the employees) and the owners of business
(shareholders) or their representatives (management) get inextricably
intertwined. It is a relationship that creates both opportunities in
some situations and problems in other situations that the delegates
will learn to manage for beneficial results.
The delegates will discuss opportunities for industrial relations
harmony which bring profit
maximisation for the shareholders and
management as well as widening employment opportunities and

career advancement for the employees.
To create industrial harmony come the rules, procedures and
processes established locally and internationally to regulate the
relationship
among
the
principal
actors
and
adjudicate
their
conflicting claims. The rules, procedures and processes of industrial

relations are laid out to make all parties operate with minimal
disruptions to productivity and also benefit all mutually.
This course will take the delegates through these rules, procedures
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Training
and processes of Industrial Relations.
Contents
DAY ONE
Definition and Scope of Industrial Relations
Industrial Relations Framework
Purpose
- Minimum standards
- Protect wider society
- Regulate, support and restrain economic power.
Actors in the Industrial Relations System
Institutional Systems that Impinge on Industrial Relations
Overview of Nigerian Labour Law
Trade Dispute Act.
DAY TWO
Trade Unions definitions and formation
Types of Trade Union
Structure of Trade Unions
Historical Perspective/Development of Trade Union in Nigeria
Factors that Enhance the Growth of Trade Unions in Nigeria
Trade Unionism Since 1976
New National Labour Policy
Employers Associations
Labour Disputes and their Settlement

- Causes of Trade Disputes
Rights & Duties of Parties in Industrial Relations

- Basis of Rights and Obligations
- Employee Rights
- Employee Duties
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TOM ASSOCIATES 2014
Training
- Controversial Areas (Unsettled Law)
- Emerging Rights
DAY THREE
Collective Bargaining in Nigeria

Regulations
Procedures
Process
Substantive Agreement
Closing
Factors Hindering the Effectiveness of Collective
Bargaining
Government Policy.
LAWS RELATING TO EMPLOYMENT

Duration 3 days
September 17 19, 2014
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TOM ASSOCIATES 2014
Training
Contents
DAY ONE
Overview of Nigerian Labour Laws
Sources
Common law (contract of employment)
Conventions & recommendations of ILO
Statutes, legislations & enactments
Customs and practice
ILO Conventions & Recommendations
Ratification Issues
Core Conventions
Compliance
Statutes & Legislations
Labour Act - Cap 198
Trade Union Act - Cap 437
Trade Disputes Act - Cap 432
Workmens Compensation Act - Cap 470
Factories Act - Cap 126
ITF Act
NSITF Act
Education Tax Act
National Housing Fund Act
DAY TWO
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Training
Workmens Compensation Act
Arising out of and in the course of Employment
Trade Unions Act
Formation, Registration and Organisation
Immunity and Privileges
Trade Unions Act (1990) (Key Issues)
Definition of Union
Registration
Signatories
Convention 87
Two rival Unions
Article 2 of Convention 87
Authority to revoke TU Certificate
Overriding Public interest
Check-Off V.. No Strike Clause
NLC as only central body
Convention 87 of ILO
DAY THREE
Rights & Duties of Parties In Industrial Relations
Basis of Rights and Obligations
Employee Rights
Employee Duties
Controversial Areas (Unsettled Law)
Emerging Rights
New Laws Under Government Consideration
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TOM ASSOCIATES 2014
Training
Collective Bargaining
Procedural agreement
Regulations
Procedures
Substantive Agreement
Process
Closing
MANAGING EMPLOYEES FOR STRATEGIC

ADVANTAGE
(HR SKILLS FOR NON-HR MANAGERS)

Duration 2 days
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142
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Training
On Demand only
A two-day programme with which managers man the special HR
functions. The course will define and equip the managers with
requisite knowledge, skills and behavioural competencies with which
non-HR specialists can deliver results effectively and efficiently.
Contents
DAY ONE
Managing Employee Competencies
Skills for Recruiting and Selecting
Appraising and Training Skills
Defining Attitudinal Development
Career Development and Empowerment
Welfare
Discipline and Grievance Handling
DAY TWO
Roles of Supervising a Team
Motivating, Coaching and Developing Others:
Communicate the way a leader should
Plan and prioritise daily activities
Decide when to supervise, decide when to lead

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Training
Get and use appropriate Feedback
Having a coach or mentor

Being a coach or mentor to someone
Team working and Leadership
Performance Management System
Fee: Negotiable
MANAGING THE LEARNING & DEVELOPMENT

FUNCTION
Duration 4 days
144
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TOM ASSOCIATES 2014
Training
March 18 - 21, 2014
July 21 - 24, 2014
Programme Objectives
Align training and development to strategic priorities
Structure for change leadership and results orientation
Design learning programmes that meet learners and

organisation requirements
Secure adequate resources for L&D projects and activities
Manage effectively relationships with stakeholders
Training skills mastery.
Contents
DAY ONE
The L&D Functions
What is Education? What is Training?
Competency-based Learning Intervention
The Curriculum Development Process
DAY TWO
Identifying Skills Gap Training Needs Analysis

o What are Training Needs?
o 3 levels of Training Needs
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Training
o Symptoms of the existence of training needs
o Critical questions in assessing training needs
o Approaches to training needs identification
o Gap Analysis
Job/task analysis
Behavioural repertoires
Inventory of skills and knowledge requirements
Training gap assessment
o Identifying Critical Competencies

o Identifying relevant and desired proficiency levels
DAY THREE
Setting Training Objectives
Budgeting for Training
Producing a Training Calendar
Training Assessment
o Course contents
o Trainers methods
o Training environment
o Relevance
o Applicability on the job
o Post-course development plan
DAY FOUR
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TOM ASSOCIATES 2014
Training
Adult Learning Process

o Psychology of assimilation
o Why adults learn
o How adults learn
o Care about learning atmosphere
Introduction to the Art of Teaching
Training Steps
o Planning and preparing
o Audience knowledge
o Designing a training session
o Essential facilities for learning.
MASTERING THE PERFORMANCE MANAGEMENT

SYSTEM
Duration 3 days
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TOM ASSOCIATES 2014
Training
On Demand only
The course delivers competencies in world-class Performance
Management System that are called for when:
The link between employee contribution and overall business

objectives is not so clear.
Performance expectation by employees is somewhat blurred and

so not clearly communicated.
Ways of quantifying and measuring individual employees

outputs are not absolutely consistent or regarded as fair.
Feedback mechanism isnt well structured and formalised.
Appraisal rating factors used to assess performance are not total

ly objective and so becomes contentious.
Contents
DAY ONE
Corporate Vision & Mission
Setting the Corporate Objectives
The Balanced Scorecard and its Perspectives
Corporate Critical Result Areas
Establishing Performance Standards
DAY TWO
Defining Performance Indicators
Cascading Corporate Performance Objectives Down the Line
Objectives Weighting and Dependencies

148
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Training
Individual Employees Objectives and Scorecard Issues

-
Generating demand
Fulfilling demand
Strategic supports
Procedure for Peer Reviews
Defining Behavioural Competencies
DAY THREE
Completing the Performance Cycle Appraisals

-
Best Practices - how and why
The 360 degrees Appraisal
Critical Appraisal Skills
Selecting a Competent Performance Manager
Setting up the System.

Fee: Negotiable
TARGET SETTING & PERFORMANCE APPRAISAL

PROCESSES
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Training
Duration 4 days
July 15 - 18, 2014
By the time the programme ends, participants would become
conversant with the procedure of:
Determining performance measures at the Corporate, Business

Unit and Individual levels.
Managing the attainment of targets through regular monitoring,

and support.
Appraising employees and identifying training and development

requirements to build relevant competencies.
Linking individual performance to rewards and career

advancement.
Contents
DAY ONE
Creating a line of vision between the Corporate Objectives and what
every employee does and attains.
Target Setting and Performance Management Process --Objectives, Competencies, and Standards
The Balanced Scorecard Model

o Customer Perspective
o Business Processes Perspective
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TOM ASSOCIATES 2014
Training
o Organisation Learning Perspective
o Financial Perspective
DAY TWO
Components of the Targets Setting

o Goals
o Critical Results
o Performance Indicators
o Performance Standards
o The Quantitative Performance
o Behavioural Performance
o Weighting
o Dependencies
DAY THREE
Why do we Appraise?
Uses of performance appraisal
Preparation for the Manager - Assessment and using

performance measures
Preparation for the Employee - Career and Development
The Performance Review Conversation
Expectations from performance appraisal exercise
3 critical areas for review

o performance review
o reward review
o potential review
DAY FOUR
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Training
Performance rating factors
Completing the Performance Management Cycle with Appraisals

o Appraisal Process Best Practices
o The how and why
o The 360 degrees Appraisal
o Critical Appraisal Skills
-
active listening
excellent communications
Rating factors
Reward review
Managing poor performers

THE FUNDAMENTALS OF KNOWLEDGE

MANAGEMENT
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Training
Duration 3 days
On Demand only
This course presents a range of strategies and practices that the
organisation can use to identify, represent, create and distribute
special insights and experiences among its members. In order to
sustain best practices, the organisation can use Knowledge
Management (KM) processes to institutionalise the experiences which
are embodied in certain key individuals and are embedded in the
organisation as practices and processes.
Knowledge Management competence in the organisation will help with
the capturing, retention, reusing, processing, sharing, fixing together
of data, information, in order to convey them meaningfully and
effectively to all relevant employees of the organisation.
Justifying Programme
There are four components that make up the business case for
Knowledge Management:
1. It focuses on the management of knowledge as a strategic asset
that should be systematically accessed

2. The knowledge has to be shared among employee and
transferred over time within the organisation.

3. The hallmark of high performance is directly linked to the value
of Knowledge Management proposition within the organisation.

4. The effectiveness with which the knowledge is managed will
enable employees of the organisation to deal with today's

situations and effectively envision and create their future.
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Training
Goals the Programme will Attain
At the end of the programme delegates will:
Know and understand the terminology, concepts and practice of

Knowledge Management.
Know and understand how to manage innovation and

organisational learning in line with Knowledge Management.
Know and understand how to leverage the expertise of

employees of the organisation.
Know and understand how to manage intellectual capital, i.e.,

the know-how and special competencies possessed by key
individuals.
Know and understand the difference between, data, information,

knowledge and wisdom.
Know and understand the value proposition of Knowledge

Management.
Know and understand how to focus Knowledge Management on

organisational objectives in terms of performance, innovation,
the sharing of lessons learned, and continuous improvement of
the organisation.
Know and understand how to help individuals and groups share

valuable organisational insights.
Contents
DAY ONE
Introduction to and Overview of Knowledge Management
Definitions and Concepts

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Training
Scope and importance
Difference between data, information, knowledge and wisdom
Knowledge Management Matrix, cycle, systems and synergy
Difference between tacit and explicit knowledge
Understanding Knowledge Management
Components and Ways of Knowledge Management
Modes and sharing of Knowledge flow
Tools and Strategies of Knowledge Management
Competitive difference in Knowledge Management
Value proposition and Value Chain in Knowledge Management
Culture and Creativity in Knowledge Management
Information Technology in Knowledge Management.
DAY TWO
Organisational Learning in Knowledge Management
Importance of learning and its evaluation in Knowledge

Management
Identifying and unlocking the potential
Managing behaviour, peer pressure in Knowledge Management
Top 10 Strategies for knowledge sharing
Organisational Structure in Knowledge Management
Challenges of Knowledge Management.
DAY THREE
Critical Success Factors for Knowledge Management
The two thrust of Knowledge Management

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Training
The seven strategic levers in Knowledge Management
Techniques of developing advocates
Roles and responsibilities
Checklist of Knowledge Management implementation
Connecting knowledge with human interaction
Knowledge Management value chain
Identifying and unlocking potential within people
Top 10 strategies for successful knowledge sharing
What are the challenges of Knowledge Management?

Fee: Negotiable
TRAINING MANAGERS TO TRAIN

CLASSROOM TRAINING DELIVERY SKILLS
Duration 4 days
March 15 - 18, 2014
September 23 - 26, 2014
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Training
This course provides managers and instructors with knowledge and
skills to design and facilitate learning in a classroom environment.
Participants in this course will experience and practice the full range
of skills needed to deliver a training session effectively.
By the end of it they will:
o Find their training skills as a whole substantially upgraded.
o Master particular delivery techniques that can help to transfer
difficult technical knowledge enthusiastically to others.
o Be able to prepare their lessons and teaching aids adequately
using a systematic planning approach.
o Know how to structure the content of their training most
effectively.
o Master the verbal and non-verbal styles of expression to affect
the attention and assimilation of class members.
o Be able to manage their time and also handle questions
efficiently during their teaching sessions.
Contents
DAY ONE
Symptoms of the existence of Training Needs
Training defined
Adult Learning Process

o Psychology of assimilation
o Why adults learn
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Training
o How adults learn
o Care about learning atmosphere
Introduction to the Art of Teaching
Training Steps
o Planning and preparing
o Audience knowledge
o Designing a training session
o Essential facilities for learning.
DAY TWO
Managers and learning intervention
How training and development are aligned to strategic priorities
What competencies are
Determining critical competencies for a job function
Identifying Skills Gap Training Needs Analysis
Lesson preparation
Materials arrangement
DAY THREE
Presenting training lessons

o Audio-visual preparation
o Choice of the right teaching style
o Case studies and exercises
o Practice session Teaching Practice.
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Training
DAY FOUR
Practice session Teaching Practice
Evaluating the Teacher
Assessing training effectiveness.

159
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TOM ASSOCIATES 2014
Training
LEADERSHIP AND MANAGEMENT DEVELOPMENT
BECOMING AN EFFECTIVE SUPERVISORY MANAGER

Duration 4 days
February 11 - 14, 2014
June 10 - 13, 2014
November 11 - 14, 2014
This is a programme that will make participants to:
transit from team member to team supervisory manager
develop key business and behaviour skills
practice how to link daily activities of their subordinates with set

business direction
learn how to recognise, stimulate and develop high professional

qualities in others
manage the tricky liaison between subordinates and senior

management.
Ability to provide direction and decision for team members.
Ability to delegate assignments to others.
Ability to observe subordinates undertake tasks and provide

appropriate Feedback.
Ability to encourage others to participate in team decisions and

focus efforts on overall group objectives.
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Training
Contents
DAY ONE
Challenges of a Supervisory Manager
Goals of a Supervisory Manager
Motivate, Coach and Develop Others

o Communicate the way a leader should
o Plan and prioritise daily activities
o Decide when to supervise, decide when to lead
o Get and use appropriate Feedback
Have a coach or mentor
Be a coach or mentor to someone.
DAY TWO
Focus on Performance
o Focus on making the organisation what it should become
o Enhance your knowledge so as to guide others
o Agree priority and measurable performance criteria
o Raise the performance bar
o Check for understanding and commitment.
DAY THREE
Support/Build Shared Vision

o Understand the organisations vision
o Align self and subordinates to the organisations vision
o Lead and execute change
DAY FOUR
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Training
Maximise Business Opportunity

o Appreciate competition imperatives and strong cash
generation
Key Success Factors for a Supervisor
Supervisory Managers Self-Management
A Supervisory Managers Gains

162
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TOM ASSOCIATES 2014
Training
BRANCH MANAGEMENT COURSE

Duration 4 days
February 18 - 21, 2014
June 3 - 6, 2014
November 18 - 21, 2014
Branch managers should create more customers, attend to more
complex demands, sell more volumes and manage their subordinates.
To keep an eye on performance, branch managers must make their
branch members perform for profit.
Contents
DAY ONE
Branch Managers Role
o
Problems Solving
Technical Expertise
Employee Development/Training
Communication
Assuring Quality
Optimal Resource Availability
Maintaining Health, Safety & Environment
Promoting Change
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Training
DAY TWO
The Branch Managers Jobs
o Understanding forces that affect the business
o Planning
o Organising
o Directing
o Controlling
o Keeping a top-of-the-range Customer Service
Branch Managers Leadership Skills

o Understanding leadership powers and their uses
o Challenges of a Manager
DAY THREE
Knowledge of basic finance
o Cost controls
o Credit management
o Performing for profit
DAY FOUR
Setting targets for Branch Staff
o Managing People
o Appraising subordinates performance
o Branch reports.
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Training
DELIVERING RESULTS THROUGH TEAMS

Duration 3 days
March 5 - 7, 2014
September 24 - 26, 2014
How to develop a team that delivers results through:
harnessing quality staff and aligning the employees efficiently
focusing the whole staff on common business goals
making joint decision
wiping out fortress mentality by getting different departments

to work well together
the ability to attract, retain and deploy the right professionals to

achieve group vision.
Contents
DAY ONE
Stages of Team Development

-
forming, storming, norming, performing.
Characteristics of Effective, Successful Teams
Chemistry of working together

- all the ways by which we differ and yet can work
together, develop and add value
- waterline of visibility and effect on workplace
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Training
performance
- dealing with biases and stereotypes.
Human needs in a team

- The need for respect
- The need to be appreciated
- The need to Fee:l important
- The need to be understood
- The need to be recognised
DAY TWO
Diversity & Inclusiveness In Effective Teamwork
Recognition of what makes a team productive
Recognition of attributes of great team leadership
Use of knowledge of peoples personality to build a team
Employment of each team members potential to achieve goals
Spirit that makes each person to work well with others even
when coming from different backgrounds.
DAY THREE
Interpersonal Skills For Successful Team Building

o Relate more effectively with others superiors &
subordinates
o To achieve set goals for self and others
o To create a conducive work environment
o To resolve conflicts among team members
Resolution of team conflicts
Common causes of conflicts
Types of conflicts
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Training
Signs of conflicts
Interrelationship of assertive and cooperative

behaviours
What Compromise is
What Collaboration is
Commitment Standards
- bonding aspirations
- core values
Performance expectations, basic rules and policies.

167
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TOM ASSOCIATES 2014
Training
FRONTLINE LEADERSHIP
EMERGING LEADERSHIP COURSE

Duration 3 days
May 7 - 9, 2014
October 15 - 17, 2014
The programme presents the basic principles that are the foundation
of all the leadership activities and central to senior level effectiveness:
Building and maintaining a positive, results-oriented work

climate
Staying balanced in all approach to people and problems
Removing interpersonal barriers to understanding and

cooperation
Keeping things moving towards better performance
Leading by providing positive examples.
Contents
DAY ONE
The Manager/The Leader Knowing the Difference
Role of frontline leader
Basic leadership styles

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Training
Influencing skills
An understanding of Leadership Powers
Leadership Behavioural Guidelines
DAY TWO
Coaching/guiding/developing staff
o Learn how to coach for performance
o Review different coaching models
o Learn how to handle negative responses
o Learn basics on developing employees
Effective delegation
o Parity Between Authority and Responsibility
o Work Within the Organisational Structure
o Adequate support
o Accountability on results
o Delegation consistency
o Avoiding reverse delegation
o Clarifying rewards
Effective communication
Developing Subordinates through Feedback
Team building/team leader skills
DAY THREE
Motivating others
o Understanding motivation
o How can a leader motivate others?
o Ways employees react to frustration
o Improving meeting outcomes
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Training
Effective use of time
Coping with pressures
Thinking commercially
Profiling the organisation

170
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TOM ASSOCIATES 2014
Training
LEADERSHIP FOUNDATION COURSE

Duration 4 days
On Demand only
Introductory leadership orientation designed for graduate entrants
and young professionals to gain skills and attitudes with which to
prepare themselves and their essential expertise. They must learn
early in their career how to deliver short term targets/results and plot
their long term life/work progress. At the end of the programme,
individual participants will be able to:
Manage own personal and professional development for future

leadership responsibilities
Contribute to teamwork and harness differences
Seek mentoring and coaching guidance
View own performance with commercial mindset
Recognise own contribution to overall business
Satisfy customer requirement
Adapt to changes in life and work
Behave courageously to promote the organisations values and

vision.
Contents
DAY ONE
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Training
Changing nature of jobs and organisation
What must I do to reach the top of my career?
Competence Dimensions: Level One Career Self Mastery
Competence Dimensions: Level Two Career - Interpersonal

Mastery
Competence Dimensions: Level Three Career - Business

Mastery
Competence Dimensions: Level Four Career - Visionary
Inventory of personal resources
Seeking self development opportunities.
DAY TWO
Ecology of todays managers
Planning, organising own tasks, work, tools and techniques
Prioritising and managing own time and resources
Delivering professional expertise
Delivering quality standard to customers and stakeholders.
DAY THREE
Leading and working in teams
Communicating and influencing oral and written
Establishing mentoring and coaching relationships
Building interpersonal and networking relationships
Adhering to the organisations values and business ethics.
DAY FOUR
Preparing and making presentations
Sharpening problem solving and decision making skills

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Training
Thinking like an entrepreneur
Performing productively with goal-driven passion
Demonstrating courage
Work-Life balance
Plotting ones lifelines.

Fee: Negotiable
LEADERSHIP TRANSFORMATION COURSE

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Training
Duration 4 days
On Demand only
Objectives
To review the concept of transformational leadership and

its role towards stimulating peak performance,
To discuss the various leadership styles vis-a-vis their

advantages, disadvantages and effective application,
To differentiate between transformational and

transactional leadership styles while reviewing leadership
behavioural components, and
To agree on winning strategies towards becoming

transformational leaders who inspire change, growth and
productivity.
Contents
DAY ONE
The challenging economic environment
Transformational Change and the Leadership Imperatives
Why Leadership is such a big factor in Creating Change
Transactional Leader V.. Transformational Leader
Change is perspective
Change drivers
Characteristics of change.
DAY TWO
How Leaders Transform
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Training
A healthy combination of fear and hope
Vision driven (Imagination).
Selflessness
Risk taking
courage in action
Inspirations of Transformational Leadership
Excellence
Growth
Profitability
Success
DAY THREE
Becoming Transformational Leaders
Individualised Consideration
Intellectual Stimulation
Inspirational Motivation
Role Identification
Transformational Leadership Performance Model
How leaders drive for results
Establish Shared Vision
Build Effective Organisations
Build Excellent Operations
Create Economic Value
DAY FOUR
Taking a Leadership Stance
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Training
Action Centred Leadership
Choosing a Winning Strategy
Clear Expectations
Drive Results
Strengthen Relationships
Leading Yourself
Self Knowledge
Self Management
Leading Others
Know your people
Set Goals
Coach & Mentor
Appraise Performance
Give Feedback
Reinforce/ reward Positive Results

Fee: Negotiable
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Training
MANAGEMENT SKILLS TRAINING FOR NEW
MANAGERS
Duration 3 days
On Demand only
Learning Objectives
At the end of the course, participants should be able to:
Develop a management orientation
Learn to correct the common mistakes that new managers make
Manage direct reports effectively
Achieve result on the job
Gain new perspective of managing people for better results
Demonstrate an understanding of the broader perspective

needed to secure cost control.
Competencies this Training Will Address

Leadership
Participants will learn how to lead by example, motivate, inspire

and enable their reports to achieve goals. They will learn how to
take ownership of their own jobs, get things done as well as
assign responsibilities to, agree objectives with and provide
guidance to their subordinates.
People Development
They will learn to demonstrate commitment to continuous

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Training
improvement of their own personal and professional growth.
They will also learn how to develop the skills and abilities of
their subordinates.
Financial Awareness
They will understand the business environment in which the

organisation operates, and take cognisance of the financial and
wider commercial implications of the decisions and actions they
take, including contributing to the cost efficiency of their
operational areas.
Analytical Skills
They will learn to break problems down to their component parts

and analyse them logically in order to take timely and confident
decisions as well as make successful recommendations based on
priorities and viable options.
Planning and Organising
They will learn to structure and prioritise work in a logical and

orderly manner so as to achieve business and personal
objectives. They will learn about delegation and understand
optimal use of resources, including time, in focusing on long
term business objectives.
Contents
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Training
DAY ONE
The Managers Job

o
Motivating and coaching others
Communicating like a leader
Planning and prioritising daily activities
Focusing on performance
Aligning self and subordinates to the organisations vision.
Stepping into Managers Role

o
Understanding forces that affect the business
Managing the tricky liaison between subordinates and

senior management
Undertaking tasks and providing appropriate Feedback
Essential Skills Needed for Effective Leadership

o
Understanding leadership powers and their uses
Knowledge of basic finance including cost controls, cash

flow and performing for profit
Technical Expertise
DAY TWO
Understanding Your Challenges as a New Manager

o
Managing people
Appraising subordinates performance
Assuring quality
Maintaining Health, Safety & Environment

179
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Training
Management Process:
o
Planning
Organising
Directing
Controlling
Leadership and Team Building

o
Understanding the contribution of others within the team

and adapting own role to suit the situation
Sharing information beneficial to the team to focus effort

and resources on the achievement of the organisation
objectives
Openly discussing priorities and generating flexible actions

to achieve team goals
Encouraging team to identify and suggest improvements to

work methods.
DAY THREE
Communication and Interpersonal Skills

o
Understanding and applying effective communication

skills, i.e., questioning/listening, body language, humour
and timing.
Building rapport quickly and talking to people on a

personal level.
Choosing the most appropriate medium for

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Training
communications
o
Adapting the style and medium of communication to suit

the message and the audience, making sure that the
message is fully understood
Encouraging two-way communication and ensuring that

information is passed on accurately up, down and across
Problem Solving and Decision Making

o
Generic skills necessary for solving problems
Defining a problem
The tools of Root Cause Analysis
Setting limits to the problem
Changing nature of problem through simplification
Communicating the problem to another party
Listing possible solutions
Evaluating options
Generating ideas
Choosing what to do
Taking action.
Efficiency and Effectiveness in Managing People

o
Attentiveness to how you are being judged
Walking your Talk
Blending in
Carving out a respectable personality for yourself
Enjoying the work
Developing the right attitude

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Training
o
Speaking well, writing well.

Fee: Negotiable
MANAGERIAL SKILLS APPRECIATION
FIRST LEVEL MANAGERS PROGRAMME

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Training
Duration 3 days
March 19 - 21, 2014
August 6 - 8, 2014
Objectives
This course is to introduce first level managers to office and business
management by making them
Understand their roles within the changes that do affect

business
Get clear the management styles that can affect their success
Develop the right competencies in the work environment, with

their boss and also with peers and subordinates
Maintain necessary discipline at work
Know how their career can grow.
Contents
DAY ONE
What Management is, What Process is.
Who is a manager?
Levels of Management
o First Line Skills
o Middle Line Skills
o Top Line Skills
Managerial roles
o Interpersonal
o Informational
o Decisional
183
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Training
Managerial Functions
o Technical
o Human
o Conceptual
The challenges facing the 21st century manager
DAY TWO
Determining the Vision, Mission and Positioning of a business
Result-based leadership influencing others
Talent development for self and others
Execution getting things done
Making decisions and solving problems
Personal effectiveness the 80:20 rule
Performing for profit attention to cash flow.
DAY THREE
Customer service orientation
Understanding change getting outdated things out
Managerial competencies and proficiency assessments
Competencies of Tomorrows Managers

o Team Leaders
o Internal Consultants
o Great Communicator
o Team player
o Technology master
o Problem solver
o Ambassador
184
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Training
o Change maker
o
The 21st century leader
FEE: N100,000 VAT inclusive
MANAGERS AS LEADERS
Duration 2 days
185
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TOM ASSOCIATES 2014
Training
May 22 - 23, 2014
September 25 - 26, 2014
The competencies paraded by a companys Managers should be
appropriate for the company, just like the planets are positioned for
the Universe. This training will make managers see their competencies
as the essential Planets that create the vibrancy of the companies they
work for.
The Nine Leadership Planets of the Companys Universe
The company is the centre of the universe that all focus, skills and
operations revolve around.
Contents
DAY ONE Performance Orientation
Exercise on the Premium Dozen (Importance & Urgency)
Exercise on Leadership Puzzles
Changing nature of work and organisations
Mutual expectations between a manager and the company
Understanding business implications of finance, costs and cash

flow
A walk through the Seven Habits of Highly Effective People

186
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Training
Organising work and time to meet stretch targets
How to optimise use of tools, techniques, resources and

relationships for results
DAY TWO
What constitutes satisfying customer requirement
How to communicate and interact effectively with subordinates
How to harness individual differences in leading a team
Improve interpersonal and networking relationship
Coaching and mentoring guidance
Behave courageously to promote the companys values and

vision
Improving performance and results delivery
Gain confidence in projecting self and expertise
Believing in the vision of the business
FEE: N80,000 VAT inclusive
187
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TOM ASSOCIATES 2014
Training
MENTORING SKILLS TRAINING FOR MANAGERS

Duration 3 days
March 24 26, 2014
July 22 24, 2014
Contents
DAY ONE
Mentoring in Organisations
What is Mentoring?
Why Mentoring and Why Now?

o Mentoring in organisations
o Mentoring in the wider society
Uses of Mentoring
o Career development
o Dealing with change
o Establishing values
Benefits of Mentoring
o For the Mentee
o For the Mentor
o For the Organisation
Mentoring and Coaching the Differences
The Four Types of Mentoring

o Development mentoring
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Training
o Sponsorship mentoring
o Executive mentoring
o Reverse mentoring
Mentoring and Counseling
DAY TWO
The Mentoring Process
Identifying Areas for Development
The 3-Stage Model

o Exploration
o New understanding
o Action planning
Facilitating Learning
The Learning Cycle
Electing to be a Mentor
o Knowledge
o Experience
o Personal qualities
Finding a Mentee
Mentees Expectations
o The challenge
o The responsibility
o The confidence
The Manager as a Mentor
189
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TOM ASSOCIATES 2014
Training
DAY THREE
Working Together for Success
Meetings
o Preparation
o Time
o Confidentiality
Relationship Dimensions
Maintaining the Relationship

o Mentors role
o Mentees role
Critical Success Factors

o Establishment of corporate purpose
o Designing the scheme
Evaluating the Results in the Organisation

o Mentoring supervision and support
o Things that can be counted
o Things that cannot be counted
190
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TOM ASSOCIATES 2014
Training
SITUATIONAL LEADERSHIP PROGRAMME

LEADERSHIP COMPETENCIES DEVELOPMENT TRAINING
Duration 4 days
On Demand only
Situational Leadership Programme supports the building of
leader behavioural skills
business knowledge
the right vision of life
growth of subordinates.
For each participant, the programme answers the question:

What do I need to know and do to be an effective
Leader that inspires other employees, thinks not as
a job holder but as one assuming responsibilities?
Contents
DAY ONE
The four leadership pillars:

o Choose the leadership styles that are appropriate under
different circumstances for delivering desired results.
o Motivate, coach and develop others.
o Maximise business opportunities.
o Support/Build shared vision.
191
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TOM ASSOCIATES 2014
Training
Leadership as Influence:
o Understand leadership powers
o Focus on emerging situations
o Take charge in new situations
o Lead effective change
o Maintain self confidence
o Maintain constructive relationship
o Take initiative to make things better
o Lead by example.
DAY TWO
Personality Types and Behavioural Motivations:

o Promoting or Expressive personality type
o Controlling personality type
o Analysing personality type
o Supporting or Amiable personality type.
Leadership Styles:
o Choose communication styles that are appropriate:
- Telling, Selling, Participating, Delegating
o Plan and prioritise daily activities
o Decide when to manage, decide when to lead
o Get and use appropriate Feedback
o Have a coach or mentor
o Be a coach or mentor to someone.
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TOM ASSOCIATES 2014
Training
DAY THREE
Conflict Management Styles:

o Collaborate
o Compromise
o Defeat
o Accommodate
o Withdraw.
Deliver Results:
o Use performance measurement to assess the effectiveness
of leading others
o Lead teams in terms of their major contributions and how
they fit into the larger organisation picture
o Mutually identify priorities, necessary skills and guidelines
o Set milestones for progress review.
DAY FOUR
Profile the Organisation:

o Organisation culture
o The 4+2 formula
o Business choice
o Business phases and leadership creativity
One right answer?
Self imposed barrier?
Conformity?
Impatience?
193
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Training
Rules of Work:
o Do you know what it takes to keep top jobs?
Fee: Negotiable
MARKETING MANAGEMENT
AGGRESSIVE MARKET PENETRATION
BATTLES FOR MARKET SHARE

Duration 4 days
March 23 26, 2014
August 5 8, 2014
A four-day sales and marketing training on intense and offensive
market drive. With speed, the sales and marketing persons must:
generate awareness for the companys products
achieve visibility in trade and outlets wholesalers and

distributors, retailers
maximise volume delivery and achieve companys objectives fast
grow market share for the brands.

1. Initiate more contacts and form strong relationships.
2. Qualify prospects by performing analysis on what, when, and
under what conditions they will buy.

194
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TOM ASSOCIATES 2014
Training
3. Effectively apply sales literature, promotions, tactics and offers
for specific new transactions with individual prospects.

4. Influence sales outlets by building value and encourage them to
believe in the companys brands.

5. Effectively manage resistance from difficult prospects so as to
make successful sales.
Contents
DAY ONE
Personal Selling Skills
o Probing skills
o Objections handling
o How well you know the customer
o Sales challenges and sales differentiators
Implementing the Sales Strategy
Planning the Market Prospecting:

o
Develop the right objectives
Identify customers' real interests
Prioritise the customers.
Developing the Major Accounts
Qualifying Customers - Criteria for Prioritising:

o Potential size of account
o History of patronage
o Previous relationship on other platforms
o Pressing need for product/service
o Clear cost-benefit relationship - positive attitude
195
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TOM ASSOCIATES 2014
Training
o Financial soundness of the customer
o Customer accessibility.
DAY TWO
Outlets Management
Territory Management:
o
territory delineation
route planning
the Selling Process Call Plans
sales target for the period
merchandising
other objectives for the period
adding new prospects and deleting dogs.
Relationship Management Competencies
Offer Analysis:
o Customer benefits
o Whats special about you the Appeal
DAY THREE
Profitable Negotiation
Rules of Commercial Negotiation:

o No negotiation when selling is unsure
o Increase level of customer needs first
o Concession strategies
196
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TOM ASSOCIATES 2014
Training
Common Negotiation Tactics:

o Bogey
o Good guy, Bad guy
o Nibbling
o Crunch
DAY FOUR
Merchandising
Checking the store rooms for stocks
Maximising on-shelf availability and product visibility
Effective product placement.
Brain Sell
How the salespersons mental agility can increase so as to

perform at the very best
How to bring high energy to bear for top performance
How the salespersons can identify their individual personal

strengths and weaknesses and plan for self-development
How to analyse the motivations and priorities of key buying

influences.
197
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TOM ASSOCIATES 2014
Training
HOW TO SUCCEED AS A PRODUCT MANAGER

Duration 4 days
April 8 - 11, 2014
June 3 6, 2014
A three-day product management training for the intense strategic
marketing drive any organisation should be playing to succeed and
maintain a leadership position.
Ability to prepare and develop marketing strategy and plan for

different product categories
Ability to manage the performance of the organisations products
Ability to communicate and promote the products to the

different customer segments
Ability to monitor each products profitability
Ability
to
identify
new
market
needs
which
product
enhancement and innovation can meet.
198
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TOM ASSOCIATES 2014
Training
Contents
DAY ONE
A Product Managers Responsibilities as the:
- Repository of information on the Product
- Product strategist
- Marketing planner
- Anchor of the organisation communication on the product
- Products brand builder.
Products planning.
The 5-forces Model for Product Managers

- Prominence of rival products
- Competence of rival companies
- Bargaining power of customers
- The organisations substitute products
- Threat of other products share of pocket.
The Battle for Market Leadership

- Mind share
- Market share
- Innovativeness.
DAY TWO
Segment Thinking
- the STP model.
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TOM ASSOCIATES 2014
Training
Rules of Competition & Market Strategy
- Sequence and time of actions
- Committing resources
- Seizing the initiative
- Out-performing competition.
Promotional sensitivity analysis.
Marketing and Communications Mix

- Tools available to the product manager
Selling
Advertising
Sales promotions
Direct marketing
PR and publicity
Sponsorships
Exhibitions
POS/merchandising
Product packaging.
DAY THREE
Building Products into Brands
What is a Brand?
What is Branding?
Ten Criteria of Strong Brands
What strong brands have in common
Elements of a brand identity
What makes a brand great.

200
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TOM ASSOCIATES 2014
Training
Strategies for Building a Product into a Strong Brand:
the core product
the expected product
the augmented product
the potential - Brand Perception
A Compendium of Branding Terminologies:
Brand Essence
Brand Planning
Brand Architecture
Brand Positioning
Brand Domain
Brand Value
Brand Personality
Brand Assets
The Benefits of Brands:
To the consumer
To the company
The retailer
Brand Name Criteria:
memorability
meaningful
likeability
transferability
adaptability
protectability
201
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TOM ASSOCIATES 2014
Training
DAY FOUR
Marketing Timetable
- Spreading product knowledge
- Sales promotions
- Merchandising
- Advertising and publicity.
Working with Sales People
- The sales peoples work habits
- The sales peoples motivation
- Standards of product knowledge
- Keying-in visit on product management into territories
timetable
- Debriefing the sales people.
202
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TOM ASSOCIATES 2014
Training
KEY-ACCOUNT MANAGERS TRAINING

Duration 3 days
January 29 - 31, 2014
May 21 - 23, 2014
October 8 - 10, 2014
Key-Account Managers Training teaches participants the relevant
marketing, selling and relational skills needed today to grow and keep
an Account for life. Managers of Key Accounts should ever be so
vigilant not to supply ammunitions to competitors because in every
forward looking company, its Key Accounts are tangible external
assets and partners for profit to the Company.
For your assets to continue to yield maximally, it must be effectively

and efficiently managed. If indeed 80% of our current business
comes from 20% of our Key Accounts, they need to be strategically
managed for better returns. If losing an account is very painful, that
account must be a key account. We must, therefore, manage the
account like an Asset.
Contents
DAY ONE
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Training
Defining and Identifying Your Key Account
Why a Key Account is Important
Why a Key Account is Different
What Can Make You a Successful Key-Account Manager:

o From the organisations perspective
o From personal perspective
o Skills and qualities
A Key Account Manager as a Business Partner:

o Climbing the customer perception ladder
DAY TWO
Discovering Business Opportunities:

o Opportunities galore
o Sales information
o Prioritising the opportunities
Key Account Development Plan:

o Setting Key Account objectives
o Key Account strategies:
o Tactics to block real or potential competitors
Managing the Key Account Relationship:

o Increasing the relevant influence
o Understanding the decision making process
o Identifying the customer internal politics
o Contact and networking plan
DAY THREE
Solution Selling
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TOM ASSOCIATES 2014
Training
Communication Acumen:
o Presentation skills
o Negotiation skills
o Communications programme and functions
o Crafting the right messages
o Employing the appropriate tools
o Essentials of careful timing of communications
Internal Capabilities and Support:

o Getting organised
o Working as a team
o Account meetings
205
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TOM ASSOCIATES 2014
Training
MASTERING THE PRINCIPLES AND TECHNIQUES
OF PRICING
Duration 2 days
June 19 - 20, 2014
October 30 - 31, 2014
The programme will exposure managers to important pricing concepts
in day to day business transactions. It will help them take better
decisions on the basis of pricing implications to the business.
The course provides the guidelines for development and methods for a
detailed pricing policy.
At the end of the course, all participants will be able to be part of a
successful standardisation and consolidation of pricing processes in
their respective organisations. They will develop marketing policy,
particularly in handling routine transactions.
This course will also show how legal and technical service agreements
can blend harmoniously with personal attitudes and relationship
management.

206
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Training
Ability to prepare and develop pricing strategy and plan for

different product categories.
Ability to manage the performance of the organisations

products.
Ability to communicate and promote the products to the

different customer segments.
Ability to monitor each products profitability in relation to

pricing segmentation.
Ability to understand the psychology of pricing.
Ability to understand and identify marketplace pricing with

regard to product enhancement and innovation.
Ability to manage company performance strategically in relation

to pricing.
Contents
DAY ONE
Fundamentals of Pricing:
Cost-based pricing
Value based pricing
Competition-based pricing
Predatory pricing
Pricing Objectives and Pricing Decisions
Profitability
Volume
Meeting competition
Prestige
207
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TOM ASSOCIATES 2014
Training
Not-for-profit objective
Types of Pricing
Costing and Financial Analysis of Pricing
Determining Economic Value of Pricing
The PIMS Study
Pricing Approaches
Exceptional Price Management Skills
DAY TWO
Psychology of Pricing
Evaluating Price Sensitivity
Managing Price Competition
Formulating Pricing strategy
Strategic versus Tactical Pricing
Marketplace Pricing
Pricing Over the Product Life Cycle
Pricing Power Matrix
208
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TOM ASSOCIATES 2014
Training
PETROLEUM PRODUCTS RETAIL MARKETING
THE FOUNDATION COURSE
Duration 5 days
On Demand only
This course focuses on the fundamental knowledge and skills needed
to maximise returns from outlets and on networks and branding. It is
a broad based, comprehensive foundation course for managing
objectives and resources professionally in this line of business. Retail
marketing in todays oil industry is not only about fuels and lubes.
Ever more discerning customers need a wider range of goods and
services. Increasing competition is putting margins under pressure.
The course explores the circumstances and problems affecting the
retail oil industry and it considers the solutions available to
wholesalers and retailers. It deals with fundamentals affecting supply,
marketing and retailing of fuels and associated goods and services,
and how technology can help secure success in the market place.
What Participants Will Learn
How to optimise retail networks, brands, property and on-site

facilities
The needs of both established and emerging markets - existing

situations and prospective new ventures
Identifying and analysing competitors, trends and opportunities

and how to apply best retailing practices and give appropriate
focus to customers
209
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TOM ASSOCIATES 2014
Training
Business principles to help review and create successful

investment, marketing and sales strategies and operating
policies
Emerging global obligations and best practices regarding health,

safety and environmental issues
Contents
DAY ONE
Understanding the Petroleum Products Retail Market
What are its attractions?
What type of business should you be in and why?
Who are the customers?
Who are the competitors?
What can be learned from the experiences of others?
How is performance best measured?
Are rewards commensurate with risks?
Brand Management
What is a brand position and why is it essential?
How is it best conveyed to secure maximum effect?
DAY TWO
Asset Management (Networks)
What is the optimum productivity level?
Supply chain management (wet and dry goods)

What forms of ownership and property management are available?
What outlet operating modes should be considered?
Asset Management (Outlets)
210
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TOM ASSOCIATES 2014
Training
Principal design considerations
Customer facilities, health, safety and environmental issues
Technological aspects of successful retailing
How to ensure assets are sweated to secure best returns on capital
The key onsite features of "retailing for profit."
What is the worth of competitive pricing, premium pricing and
promotions?
The identification of customer needs and the prospects for "one stop
replenishment."
DAY THREE
Technology
What are the latest systems available for complete business
management?
What are the pros and cons regarding electronic funds transfers, and
other forms of customer payment?
Loyalty cards and customer information management.
Site Facilities
Fuels: what is in prospect for new and advanced products?
Shops: how can full advantage be taken of the opportunity professionally?
Car care/ car washing: how can poor and mediocre operators become
successful?
What other new business streams or products may be suitable for the
retail oil industry?
DAY FOUR
211
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TOM ASSOCIATES 2014
Training
Performance management: what does it mean, how does it work?
Project management, how its principles can benefit much of the
industrys work
Regulatory matters, particularly health, safety and environment; what
obligations does the industry have to face now and in the foreseeable
future?
Inventory management (wet and dry stock) - understand the basics of
good supply chain management
Taking over and handing over sites - manage these key processes
reliably.
DAY FIVE
The essentials of good customer relations management
The site as the one of preferred choice
On-site crime, how might it be reduced?
Managing change
Concentration on the "must do well."
Fee: Negotiable
RELATIONSHIP MANAGEMENT AND MARKETING

Duration 3 days
212
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TOM ASSOCIATES 2014
Training
April 16 - 18, 2014
September 24 - 26, 2014
Course Objectives
Gain high valueadded contacts and businesses
Integrate selling techniques with relationship management

strategies.
Align marketing strongly in all departments.
Track relationship market results.
Utilise marketing and relationship management skills for renewed

advantage.
Contents
DAY ONE
Why relationship marketing?
Marketing is everyones job
Account Strategy:
o Account Mission Statement
o Account Goals
o Product Volumes
o Revenue Targets
o Resource Decision
Relationship Strategies:
o Customer Targeting
o Key Events
213
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TOM ASSOCIATES 2014
Training
Measurement Guides to Assess Relational Depth
Working as a Team
DAY TWO
Relationship Capabilities:
o Profiling Key Businesses
o Long Prospecting Cycles
o Customer Service Cycle
Objectives of the Relationship Manager
Key Responsibilities of the Relationship Manager
Work Values of the Relationship Manager
Social Values of the Relationship Manager
DAY THREE
Personal Selling Results:
o High-Performance Selling
o The World-Class Marketer
o Selling v. Marketing
Life-long Relationship:
o Short/long term opportunities
o Key players/priorities/politics
o Areas of weakness/vulnerability
o Economics of the business
Conducting a Relationship Audit:

o Evaluating The Partnership
o Account Contacts
o Level of Trust
o Sharing of information
214
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TOM ASSOCIATES 2014
Training
o Knowledge of Lifestyle/Social Contact
What A POOR RELATIONSHIP MANAGER looks like

VALUE ADDED MARKETING
ADVANCED MARKETING STRATEGIES

Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
215
TOM ASSOCIATES 2014
Training
Duration 3 days
May 14 - 16, 2014
August 27 - 29, 2014
November 26 - 28, 2014
Course Objectives
At the end of this course, participants will:
Develop enhanced skills in formulating strategic marketing

plans
Have higher creativity in brand management for profitable

customer relationship and market segmentation
Acquire deep understanding of how best to introduce new

products successfully
Have refined knowledge of integrating sales techniques with

appropriate marketing strategies
Be able to evolve and maintain value-added relationships with

advertising agencies and other marketing supports
Learn how to utilise marketing as an engine for sustaining

competitive advantage.
Contents
DAY ONE
Pillars of business strategies

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Training
Customer equity
o
Value equity
Relationship equity
Brand equity
Marketing strategies planning process
Environment, Customer, Competitor and Self analysis
Positioning and market segmentation
Profit drivers and distinctive competencies
Product portfolio management
Integration of marketing strategy and communication strategy.
DAY TWO
Concept of Product Life Cycle
Marketing Innovation
Relationship Management
Managing Major Accounts
What makes perpetual market winners
DAY THREE
Working with Communication Agencies:

o Why are agencies hired?
o Ideal communication partners
o Client/agency partnership
o The favourite client
o Tips on enhancing client/agency effectiveness
o Building brands
o Building trust.
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Training
DAY FOUR
Introduction to Social Media
Social Media v. Traditional
Social Media Trends in Nigeria Effects on Brand Marketing
How-Social-Media-Can-Improve-Your-Sales-Process
Understanding Digital Media
The Psychology of Digital Marketing
How to Grab the Attention of Mainstream Media
Effective Process for Social Media Programmes
Marketing Plan & Purpose
Product or Service Positioning
On-Line Approach
Driving Traffic to Site
How to Win Where to PLAY!
Social Media Marketing Checklist
Connecting the Dynamic Youth Market
Get Into Their SKIN!!
What makes youth brands work
Communicating with Todays Youths
Knowing their Psychographics
The Youth Market Challenge
The Top 10 Digital Predictions
Challenges of Social Media
Effective Process for Social Media Programmes.

Fee: NI20,000 VAT inclusive
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Training
PERSONAL SKILLS DEVELOPMENT
A MANAGERS PERSONAL EFFECTIVENESS

Duration 2 days
January 30 - 31, 2014
April 24 - 25, 2014
August 7 - 8, 2014
This course is about what managers can do specifically to improve
their individual effectiveness and enhance productivity for the
organisation. The programme contents have been developed around
seven Key Questions which managers must continually answer for
themselves. The questions are:
What have I been hired to do?

What results are expected of me?
What can I do to make a real difference in the organisations
fortunes?
What are my bosses Critical Result Areas?
What Critical Result Areas should be for my sub-ordinates?
What do I value most in my life?
What do I want to achieve - my goals: Long term? Short-term?
Professionally? Socially?
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Contents
DAY ONE
Planning Orientation
The discipline of planning and preparation to avoid unplanned
catastrophes:
short term planning: daily/weekly/monthly
long term planning: self development outlook.
Recognise and take full advantage of limited resources.
Focus awareness on company procedures.
Time discipline.
Business Knowledge
Strong knowledge of the organisations business.
Appreciation of their decisions and actions which touch the business
bottom line.
Application of competence to see jobs delivered cost effectively.
Performance Orientation
Focus on delivering results - work efficiently and creatively to meet
agreed goals and objectives.
Define personal responsibilities.
Be clear about standards.
Review self performance against set goals.
Opportunities Focused
Understand what opportunities exist or can be created, and convert
them into results.
Take advantage of opportunities for success in the present or future.
Create new ways of doing things that are beneficial, advantageous or
profitable.
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Problem Solving
Identify forms of waste to reduce losses.
Make adjustments to accommodate changing situations.
Respond resourcefully to new demands or circumstances.
DAY TWO
Innovativeness
Experiment and be adventurous.
Develop new thinking and skills and challenge yourself.
Initiative
Anticipate business needs to proactively create solutions.
Take on difficult tasks in order to achieve business results.
Delegation and Empowerment
Willingly delegate.
Provide subordinates with opportunities to prove their capabilities.
Assign the appropriate degree of authority.
Provide assistance and support.
Champion Relevant Changes
Strive for learning and growth.
Structure process for quality and efficiency.
Developing Self
Strive for learning and growth both professionally and personally.

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ASSERTIVENESS SKILLS TRAINING FOR YOUNG
EXECUTIVES
Duration: 2 days
On Demand only
Course Objectives
Learn how to create positive self expectations
Acquire personal effectiveness techniques
Develop good interpersonal skills for effective peak performance
Acquire high self-esteem and understand its importance to peak

performance
Learn how to build relationship
Develop effective communication skills
Learn the techniques of time & self management.
Contents
DAY ONE
Understanding Personality Types and Behaviour
Attitudes and Aptitudes
Emotional Intelligence.
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DAY TWO
Interpersonal Skills
Effective Communication and Listening Skills
Personal Effectiveness
Time Management
Business Etiquette
Working in Teams.
Fee: Negotiable

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Training
ATTENTION-GRABBING PRESENTATION & PUBLIC
SPEAKING SKILLS
Duration 3 days
March 12 - 14, 2014
July 16 - 18, 2014
October 8 - 10, 2014
The training addresses
1. sales presentation
2. proposals presentation
3. reports presentation.
Participants also practice
4. technical lecture
5. special speaking situation (e.g. post-dinner speech)
6. motivational speaking.
Confidence in handling presentations
Planning for presentation roles, cues and equipment
Exploiting the secrets of great presenters
Using the three dimensions to obtaining favourable decisions
Adept at asking for and get the desired decision.
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Contents
DAY ONE
Central Competence
Factors that must be considered before presenting
Opening style
Holding attention
Audience concentration curve
Interests the peaks and the lows
Eye contact
Gesticulations
Stage management
Presentation tool - everything counts
Do sweat the details
Final count down
Show time
Managing stage fright
DAY TWO
Business Pitch
Overview of a Presentation that Grabs
Who are the Players?
Your Presentation Objective
Simple 3 Step Approach.
Sales Presentation
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How to be persuasive and lead a potential buyer to purchase
a product or service
How to discover the true purchase authority
How to focus the sales presentation on the central authority
How to clearly demonstrate that the presenters offering
surpasses other options available.
DAY THREE
Proposal/Ideas Presentation
What every Proposal Presentation should include:
1. Informative
2. persuasive
Report Presentation
Relevant Audio-Visuals Aids
Seeing is Believing
Speaker Gains
Presentation Aids technical considerations
Types of Presentation Aids
Body Movement and Stage Management
Time Management
Tricks Around Stage Fright
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Training
CONFIDENT COMMUNICATIONS FOR CAREER

SUCCESS
Duration 2 days
On Demand only
A two-day practical ways for workplace communication in a variety of
media that managers should master if they plan to succeed. The
participants will learn that effective communication is vital to the
success of the organisations business.

Use of English Language ability to read, speak and write
excellently in English, the official language for business
Ability to persuade and convince others in ways that obtain
agreement or approval on ideas and views
Ability to blend well in an environment of cultural diversity
Persuasiveness ability to present ideas, influence and convince
others to obtain agreement and approval on ideas negotiated
Teamwork ability to assist team in performing and attaining set
objectives.
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Contents
DAY ONE
Why effective communication is important to success in business
-decision making and problem solving
-stronger business relationships
-enhanced image for the employee and the organization.
Variety of communication
Face-to-face
On the phone
In writing
Using positive words
Formal and informal communication
-Planned communication- meetings, conferences,
presentations
-Casual communication - face-to-face conversation, phone
calls, emails.
Communication structures
-downward communication
-upward communication
-lateral communication.
The Communication process

-sender planning a message
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-sender encoding the message
-sender transmitting the message
-receiver receiving the message
-receiver decoding message
-receiver responding based on understanding.
DAY TWO
Tips for Effectively Delivering a Message
Active and Passive listening
empathetic listening process
Body Language the nonverbal communication

-facial expression
-gesture and posture
-personal appearance.
Common Barriers to Communicating Successfully at Work
Fear is a hold-back
Difficult work situations
Career advancement through effective communication

-organising ideas and information logically
-expressing ideas and information coherently and
persuasively
-listening to others effectively
-giving and receiving constructive Feedback
-sensitivity to cultural diversity in the workplace
-using communication technology efficiently
-demonstrating civilised manners
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Training
-sensitivity to ethics
Making the connections and getting understood.
Fee: Negotiable
EFFECTIVE MANAGEMENT OF TIME, PRIORITY &

WORK PRESSURE
Duration 2 days
June 26 - 27, 2014
December 11 -12, 2014
Justifying the Course
Managers and executives must consistently add more value, in the
limited time they have in hand, just to remain in contention today. To
achieve more than the ordinary, managers must have the special
skills for, and an acute sense of, time use. The central focus is the
discipline to manage oneself for time effectiveness.
Broad Competencies Delivered

Ability to manage oneself in relation to time
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Ability to identify and handle time wasters effectively
Ability to set priority and stick with it even under pressure
Ability to handle anxiety and stress.
Contents
DAY ONE
Time Definition
The Types of Time
Putting Value on Time:
-Estimating and Knowing the Value of Time
-Most valuable use of time
Time Management Matrix
Becoming an Organised Person
Procrastination is the thief of time
Office work and space organization
Delegating, supervising, monitoring
Managing the boss
Managing meetings
Assertiveness Skills:
-Dealing with Time Wasters
-Setting and Sticking to Priority
Time Log - daily, weekly
Time Audit.
DAY TWO
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Pressure Management
Pressure and Stress?
Positive and Negative Pressure
Stressors:
-Internal
-External
-Cognitive Symptoms
-Emotional Symptoms
-Physical Symptoms
-Behavioural Symptoms.
How can stress affect you?
Effects of Stress on Health.
Dealing with Stress:
Unhealthy ways of coping with pressure.
The Healthier Way to Manage Pressure:
Strategy 1: Altering the situation
Strategy 2: Avoiding unnecessary stress
Strategy 3: Adapting to the stressor
Strategy 4: Accepting the things you cant change
Strategy 5: Adopting a healthy lifestyle
EMOTIONAL INTELLIGENCE AT WORK

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Training
Duration 2 days
On Demand only
The programme is a learning platform for building personal and
organisational effectiveness. It is a learning from the teaching of
Aristotle who spoke of a rare ability to be angry with the right person,
to the right degree, at the right time, for the right purpose and in the
right way. Without a doubt, managers who are not emotionally
intelligent are not very effective. For leadership positions,
competencies in emotional intelligence account for up to 85 per cent
of what sets outstanding managers apart from the average. To be
successful, therefore, this course takes managers through not just
being intelligent, but the need to be emotionally intelligent.
What the Course Teaches
A framework for understanding Emotional Intelligence
Ways in which to develop Emotional Intelligence capabilities
Opportunities to assess ones Emotional Intelligence
Stimulate reflection on the changing nature of organisations and the

managers role
Guidelines on how to use Emotional Intelligence as an organisational

change management strategy.
Contents
DAY ONE
General Overview the Five Steps
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Training
Self awareness
Emotion management
Self motivation
Relationship management
Emotion coaching
Emotional Competence Framework
Self awareness
-Emotional awareness
-Accurate self assessment
-Self confidence
Self regulation
-Self control
-Trustworthiness
-Conscientiousness
-Adaptability
-Innovativeness
Self motivation
-Achievement drive
-Commitment
-Initiative
-Optimism
Social competence
-Empathy
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Training
-Service orientation
-Developing others
-Leveraging diversity
-Political wisdom
-Influence
-Communication
-Conflict management
-Team capabilities
DAY TWO
Organisational Effectiveness
Priority Management
Leadership
Team capabilities
Customer Service
Sales
Decision making
Change management.
Fee: Negotiable
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Training
EXCELLENT REPORT AND PROPOSAL WRITING
SKILLS
Duration 3 days
January 29 - 31, 2014
July 2 - 4, 2014
For effectiveness in business communications, this course focuses on
making managers to:
Become highly skilled in the use of English Language
Write memos, letters, reports, proposals excellently by
presenting their contents with mechanical precision
Organise their thoughts clearly before writing
Know the techniques of outlining, drafting and revising
their written messages
Practice writing styles that are clear, concrete and
courteous
Pay attention to their spellings and punctuations
Know the rules that guide the use of numerals in their
written messages.
Contents
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DAY ONE
The Challenge of Communicating Effectively
The business case
Communication and culture.
Writing Guidelines
Essence of effective business writing
Planning the writing
Organising thought before writing.
Prewriting & Planning
Establishing purpose
Clarifying readership
Researching for facts.
Doing the Writing
Word usage
Common errors in our use of English by Nigerians
Word economy.
The Business Writers Attitudes
Simplicity and conciseness
Confused words
Outdated expressions
Opinion words and expressions
Look-alike words.
DAY TWO
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Attention to Grammar
Verb exercises
Noun and pronoun exercises
Spellings
Punctuations.
Editing techniques
Formatting the Writing
Style and tone
Paragraphs
Headings.
Letters
Salutation
Body of letter
Complimentary closure.
Email Guidelines
The recipients
Keeping it short
File attachments
Plain texts
Writing Minutes of Meetings

Minutes what it is, what it is not
The Importance of Minutes
Types of Minutes
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Minutes Format
Steps to Effective Minutes
Qualities of Good Minutes.
DAY THREE
Types of Report
Information/investigation report
Progress Report
Formal Reports
Informal Reports
SOPADA formula
The Need-to-know v. Nice-to-know reports
Executive Summary:
-The Purpose of An Executive Summary
-Main Stages and Techniques of Summarisation
-Types of Summaries
-Qualities of An Effective Executive Summary
Problem with Cliches

Parallelism problems
Misplaced modifiers
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Training
British v. American English.
INFLUENCING SKILLS
Duration 3 days
May 21 - 23, 2014
October 8 - 10, 2014

Leadership does not just come from those who have been placed in
positions of power. There is the need to lead from the middle or the
back. It takes a different set of skills to influence others to act on your
behalf if you are not the leader. To be effective, you must have good
command of the strategies used to influence the perceptions,
attitudes, and behaviours of others. Leverage relationships to build
influence skills.
Objectives
Relate more effectively with colleagues
Influence and achieve set goals for self and others
Increase productivity at work

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Improve the work environment
Resolve conflicts among team members
DAY ONE
Key Characteristics of Influential People
Significance of Trust
Showing Presence
Understanding Group Dynamics
Communication Skills
How Well Do You Listen?
-
Non-verbal communication
DAY TWO
What is a Shared Vision?
Team Leadership
Turning an Enemy Peer into an Ally
Dealing with Subordinates
Managing Conflicts with Superiors
Influence and the Mind
The Winning Edge Concept
Creating Effective and Lasting Great Impressions
The mutual-gains approach
Understanding personality types
DAY THREE
What is managing up
Get to know your boss
Get to know yourself

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Training
Dare to follow well
Choose your words
Solicit clear expectations and priorities
Focus on what you can change.

PRE-RETIREMENT COURSE
MANAGING A NEW BEGINNING

Duration 4 days
March 11 - 14, 2014
July 1 - 4, 2014
This is a programme on how all employees sure to approach
retirement shortly or in a few years time must plan how they will
confront real economic issues after their employment in the
organisation. The course shows that retiring from corporate
employment needs not become a calamity.
It also introduces participants to post-retirement Entrepreneurship
and they are taken through an orientation of entrepreneurial
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Training
personality which, rather than be characterised by a propensity for
risk taking, will, among other things, focus success on one thing
opportunity focused. They will learn a number of entrepreneurial
logics and make them to dig deep into ideas underlying a product or
service they may think of producing, prepare the ideas, get started,
and keep it going with commitment.
The training will also give the participants the ways to:
1.
identify their talents and personal capabilities that they can

utilise elsewhere
2.
restructure their lives
3.
implement a successful financial life plan
4.
invest wisely
5.
if desired, start and run own business and become successful

entrepreneurs
6.
where needed, get new satisfying employment.
Contents
DAY ONE
General Retirement Orientation
State of the economy and prospects faced in retirement
Coping with severance from corporate employment
Choice of what to do next.
Investments
Types of investments currently available in Nigeria
Guidelines and advise on selecting investment types.

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Can You Run Your Own Business?
Planning a new business
Business development process.
Entrepreneurship
A random walk through simple businesses suitable for retirees
The disciplines for business success
Preparation of a business plan
Legal requirements for business.
Nurturing a Business for Profitability
Structure for a retirees business
Marketing knowledge and selling skills to propagate the

business
Attention to the financial health of the business capital and

cash flow.
DAY TWO
How to Choose an Entrepreneurial Endeavour to Pursue
The courage to take the leap.
Financial Information
Capital for the business - the seed money to get started
A sample Business Cash Flow Projection
A sample Profit & Loss Account.
Business Strategy
The art of positioning the business
How to monitor trends to shape the business to success
A sample business model

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How to grow the business making the business prosper.
Selling and Marketing
A sample sales plan
How to reach the potential customers
Promoting the business publicity, website advertisements,

mobile advertisements, other media.
The Product/Service Pricing Principles

Pricing a highly differentiated product/service
Pricing an undifferentiated product/service
Pricing a Must Have product/service
Pricing a Substitutable product/service.
DAY THREE
The Retirees Job Description as a Business Owner
Managing time as a business owner
Decision making
Decision implementation
Delegation
Managing meetings
Paper work.
Finding the Right People
The art of recruiting
Productivity culture
Quality and safety culture.

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Training
Keeping the Company Legal
How to go about a Partnership business, if one is being

considered
How to become a Merchant, if trading is being considered
How to start a Production business, if manufacturing is being

considered
How to start a Service business, if service is being considered.
Locating the Business the considerations.
DAY FOUR
Investment Guides
Investment specialists will be brought in to give investment

orientation, current opportunities and guides to the participants.
Health and Leisure
Ageing gracefully.
Balancing work and health.
Health guideposts.
Assuring Family Peace
Preparing a will
Setting up a Trust.
PROBLEM SOLVING AND DECISION MAKING

TECHNIQUES
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Training
Duration 3 days
February 19-21, 2014
October 29-31, 2014
This programme delivers Problem Solving Techniques, one of the
unique competencies all managers, whether budding or experienced,
must possess.
The ability of a manager to solve problems will be reflected in:
Gathering information
Marshaling relevant resources
Weighing options
Assessing risks
Taking decisive action.
What the Participants will Learn
Definitions and data collection for various workplace

problems
Root Cause analysis
Crisis investigation, recovery and prevention procedures
Process for documenting solutions and decisions
Character and techniques needed for making value-laden

decisions.
Contents
DAY ONE
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Three things people do when faced with problems
Generic skills necessary for solving problems
Personality types and problem solving
Defining a problem
Listing possible solutions
Evaluating options
The Tools of Root Cause Analysis
Generating Ideas:
-Need for a repertoire of strategies
-Choosing What to Do
Changing nature of problem through simplification
Communicating the problem to another party
Individual differences in approaching problems
Use of meaningful information and business knowledge
Setting limits to the problem
Focusing on desired goals to maintain all through the process
Taking action
DAY TWO
Creativity-thinking out of the box
Individuals problem-solving approaches
Differences between best and worst problem solvers
Innovative problem solvers mind journey
Demonstrating decision making willpower
Critical thinking
De Bonos six thinking hats
Thinking out of the box
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DAY THREE
Handling Modern Day Business Problems:

-Business goals/objectives
-Business strategy and leadership
-Business environment/competition
-Human capital management
-Organisational culture and way of working
-Change management
-Technology
-Risk management
-Financial management
-Information management
-Supply chain management
-Inter-site transfers and new production introduction
-Quality management
Key ingredients for Problem solving:

-Team Approach
-Process focus
-Measurement (is critical)
-Scientific Approach
Developing procedure to pick early warnings of problems
Contingency to lessen the effects of problems

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SKILLFUL BUSINESS NEGOTIATIONS - THE

PRINCIPLES AND PRACTICE
Duration 3 days
July 2 - 4, 2014
September 10 - 12, 2014.
A training programme whose contents have been developed around six
Key Negotiation Lessons, namely:
Avoid unreasonable or arbitrary positions
Avoid letting prejudices show through
Avoid negotiating by demands and ultimatums
Present arguments calmly, without personalizing
Explain positions logically and frankly
Recognise legitimate concerns and needs of other side.
Ability to assess ones central negotiating style collaborate,

compromise, defeat, withdraw or accommodate.
Ability to assess ones true power in any negotiation process
Ability to concede without losing out

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Ability to employ any of the several tactics negotiators use and

manage when any of the tactics are being tried by other parties
Ability to assess a true crisis situation and not a contrived one,

so as to employ the right crisis negotiating tactics at the right
time.
Contents
DAY ONE
Three Rules for Commercial Negotiations
Cost of Negotiated Solution
Negotiating Concerns
Interests, needs and alternatives in a negotiation
How to Improve Your Negotiating Results
DAY TWO
Basic Negotiation Styles:

o Win-lose
o Lose- lose
o Compromise
o Collaborate
Preparation
Timing for Negotiation Advantage
The Five Types of Power in a Negotiation Process
Managing your ego
Closing with confirmation
DAY THREE
Negotiating Positions
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Training
Terms and Conditions
Negotiating Interests
Underlying motivations
Negotiating Options
Inventing an option is not a commitment
Negotiating Standards
Make the negotiation a joint search for independent standards
People Issues
Ease and tone of communication
Negotiation Alternatives (BATNA)
The only authentic strength a negotiator possesses
Negotiation Tactics
Glossary of Tactics
Negotiation Planner
A practice with the Negotiation Planner.

SPEECHWRITING COURSE
Duration 3 days
April 16 18, 2014
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TOM ASSOCIATES 2014
Training
In today's work environment, a special selection of managers in
corporate, government and the non-profit organisations are tasked
with crafting good speeches, often at a moment's notice.
This course will provide a hands-on, detailed lesson in the art of
speechwriting, including what works and what doesn't, how to make
points clearly and maintain the audiences interest.
In addition to the essentials, participants will learn techniques for
composing speeches that engage, persuade and inspire through the
use of image, metaphor, and story-telling.
Participants will analyse some of the greatest speeches to determine
what makes them effective and memorable.
Specific Benefits
Individual managers who participate in the programme will:
Master the skills with which they can write speeches that transfer
valuable policy, business and technical information
enthusiastically to other persons.
Learn the art of preparing adequately for their written speeches

using a systematic planning approach.
Know how to structure the contents of the speech most effectively
Master the language expressions to affect the assimilation of the

audience to which the speech is being presented
Manage their writing time effectively.

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Training
Contents
DAY ONE
Kinds of Speech
Informative
Persuasive
Inspirational.
Anatomy of a Great Written Speech
A review of sample great speeches in history
Clear about the goal the speaker is to achieve
Resonates Whats In It for Me to the audience
In tune with the speakers voice
Simple in words
Original
Authentic.
The Speechwriters Tool Kit
Facts researching
Dictionary
Biographies
Great speeches
Quotations.
Between the Speechwriter and the Presenter
Strong bonding
Sense of identity
Mutual belief.
DAY TWO
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Training
Speechwriting Steps
Meeting with the executives
Deciding the theme
Reviewing the audience
Agreeing the slant
Speechwriting Process
Deciding the topic
Understanding the audience
Researching - information and data gathering
Setting the speech framework
Deciding the significant points to address
Agreeing the Executives (speech presenters) perspective or

position on the significant points
Agreeing the executives (speech presenters) preferred style
Identifying ways to effectively capture a speaker's voice
Identifying ways to use speechwriting to successfully convey a

message or a policy
Building a speech around a strong proposition
Writing openings that grab an audiences attention
Closings that stick in an audience memory
Using stories to bring ideas to life.
DAY THREE
Doing the Writing
Organising thought before writing

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Training
Writing for the ear
Word usage
Common errors in the use of English by Nigerians
Preparing the draft
Presenting the draft
Revising or making changes to the draft as presenter may

request
Word economy
Rhetorical techniques that engage and persuade the audience
Style and tone
Paragraphs
Headings.
Practical writing sessions

Presentations and Feedback.
Attention to Grammar
Verb exercises
Noun and pronoun exercises
Spellings
Punctuations
Problem with Cliches

Parallelism problems
Misplaced modifiers
Editing to improve the style and sharpen the arguments.

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TOM ASSOCIATES 2014
Training
WORK ETHICS AND ATTITUDE TRAINING FOR
IMPROVED PRODUCTIVITY
Duration 2 days
On Demand only
This is a training event to promote the right Work Ethics, Attitudinal
Change as well as rekindle a Sense of Ownership in the organisation
employees. It will be presented mainly as memorable activities that
will make the learning to linger until ethics, positive attitudes and
continuous productivity improvement become the workers habit. It
will let them see that they have promising careers.
The focus is on staff commitment and discipline.
Employees will have to display the spirit of ownership for their

respective jobs.
Late arrival at work and absenteeism must be an anathema.
Misplacement of tools data and work materials must be a very

rare occurrence.
Disobedience to instructions and lack of cooperation with

superiors must be an anathema.
All employees must know that no behaviour of theirs causes the

company to lose money.
Management Staff and Supervisors must demonstrate

leadership.
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Training
Contents
DAY ONE
What have I been hired to do?
What results are expected of me?
What can I do to make a real difference in the companys

fortunes?
What are my bosses Critical Result Areas?
What Critical Result Areas should be for me?
What do I get from the company?
What I am able to give to the company?
My sense of belonging?
How can I grow?

Five Significant Rules of Work:
o Beat the lateness factors in Lagos (group work)
o Carve out a Niche for yourself
o Never stand still
o Be 100% committed
o Act one step ahead.
Competencies that will measure the behaviours:

o What to expect of Grade A employees
o What B Level employees may show
o What C Level employees may show.
DAY TWO
Core Values v. Current Realities
Understanding Work/Business Ethics
Beliefs and Attitudes

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Training
Behaviour Expectations
Visible Observations v. Hidden Influences
A Defining Moment in the Life of the Organisation
Improving Performance through Attitudinal Change
The Leadership Competence Required for the Change Journey
Personal Readiness for Attitudinal Change
Celebrating Success and Improving Continuously
Identifying Benchmarks
Moving Forward
o Action Steps
o Assigned Responsibilities
o Milestones
Feedback Mechanism
Individual Development Plans.

Fee: Negotiable
YOUTH ENGAGEMENT AND EMPOWERMENT

STRATEGY TRAINING
Duration 2 days
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Training
On Demand Only
Course Contents
DAY ONE
Profiling the individual youth in each territory
Influencing skills:
How to be persuasive
Interpersonal skills:
Verbal communication skills
How Well Do You Listen?
Non-verbal communication
Relating more effectively with the youth
How to use mass media channels to mobilise the youth
Defining key messages - New business opportunities
Self sustenance
The Communication Plan outlines the following:
The events planned to deliver the engagement

strategy
The timeline for delivering these events
The resources required to develop and deliver the

engagement
The Feedback mechanism for measuring the

effectiveness of the communication programme.
Use of direct intervention to educate the youth:
Meetings, events, seminars
Vocational training procedure

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Training
Job creation
Road shows
DAY TWO
Analysing and managing the youths different personality types
Guiding the Youth for Business:

-What do you know about how to start and run small
businesses?
-Creating business opportunities for the youth
Involvement of youth in community-based business projects
The Ombudsman systems
Insurance scheme to protect current assets of the youth
The Winning Edge Concept
Influence and achieve set goals for the development of the region
Resolve conflicts
Promote a Shared Vision?
Turning an Enemy Peer into an Ally
Managing Conflicts
Creating Effective and Lasting Great Impressions
The mutual-gains approach.

Fee: Negotiable
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TOM ASSOCIATES 2014
Training
PRODUCTION & SERVICE PROCESSES MANAGEMENT
ADVANCED STRATEGIC WAREHOUSING AND STORES

MANAGEMENT
Duration 3 days
April 16 - 18, 2014
July 9 - 11, 2014
Course Objectives
Efficient warehouse operations do the following:
-
Provide timely customer service
Keep track of items so that they can be found easily and

correctly.
Minimise the organisations physical effort and thus
Participants in this course will:
Understand the strategic importance of warehousing and stores

management in company profitability.
Appreciate the underlying principles and applications of Material

Requirements Planning (MRP)
Use the accounting procedures required in issuance of materials
Apply the concept of the organisation distribution cost as a

working model
Implement good warehousing practices.
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Training
Contents
DAY ONE
Types of Warehouses
Warehouse design, partitioning and control procedures:

o partition/stock locations
Inventory:
o Ordering
Flow of Materials:
o Purchased materials
o Work In Progress (WIP)
Numbering and classification systems for different stores items:

o Numeric
o Combination of numeric and alphabet.
Stock Control:
o Stock Classification
o Stock Counts
o Stock Accuracy
o Stock Valuation
o Safety Stock
o Stock Keeping
o Reporting Processes for Stock
o Processing of Stock-Essence of Timing
DAY TWO
Issuance of materials, FIFO, LIFO, etc.
Materials Requisition Planning (MRP)
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Training
Finished Goods:
o Distribution Planning
o Distribution Control
Maintenance, Repair and Operational Supplier (MRO)
Store keeping and related documentation
Inventory management
Handling of Returned Goods/Objections.
DAY THREE
Good house-keeping practices:

o Arrangement
o Accessibility
o Cleanliness
o Procedure
o Spacing
o Fumigation
o Identification
Treatment of discrepancies
Obsolescence, obsoleteness, redundancy and deterioration.
Personnel:
o Honesty
o Diligence
o Accountability
o Numeric competence
o Observant
o Neat/orderly
o Hard working
o Good public relations
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TOM ASSOCIATES 2014
Training
Health, Safety & Environment (HSE):

o Identification & Assessment of Inventory Risks
CONTRACT MANAGEMENT COURSE

Duration 4 Days
May 6 - 9, 2014
December 9 - 12, 2014
Course Benefits
Contracts are a major foundation of business relationships, and
organisations need to implement effective contract management
practices to avoid risk and to achieve optimal outcomes. This course
provides the knowledge and skills with which to successfully manage
and execute the contracting process.
Participants will learn how to
Apply effective contracting strategies and techniques to

maximise results and minimise risk
Manage an effective contract life cycle
Know how to select the most qualified vendors
Orchestrate the negotiation process for "win-win" outcomes

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Training
Employ best practices for contract administration and execution
Ensure delivery of intended objectives and successful contract

closure
Contents
DAY ONE
Introduction to Contract
The basis of contract around the world
Contract formation
Contract formalities
Authority to contract
The Board of Tender (BOT)
Contract Stakeholders Management for effective results
Elements of stakeholders Management
Stakeholders Analysis
Stakeholders Planning
Stakeholders Prioritisation techniques
Supply Chain Management as regards contracts Management
What exactly is the Supply Chain Management?
How the Supply Chain Works
The logistics of Contract in the Chain
The buyers influence on the Supply Chain
Common mistakes in Contract Management and solutions
Contract Creation and the entire procedure involved
Competitive tendering
Dealing with challenges

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Training
Single/Sole sourcing
Framework Agreements
Negotiated contracts
Different contract types
Traditional
More innovative
Selecting the right one for the project
Using standard forms of contracts (Company and International)
Awarding the contract
Letters of intent
Letters of Award
Conditions precedent
Conditions Subsequent
DAY TWO
Collateral documents
Bonds
Guarantees
Insurance Arrangements
De-briefing bidders
Kick off meetings

Drafting contracts
Clarity of language
Issues with translations
Issues with translations
Interpretation of Critical contract clauses
Health Safety and the Environment

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Training
Standard of work/products/service
Change to the scope of work
Indemnities
Insurance
Liquidated damages
Penalties
Force Majeure
Limitation of liability
Warranty and guarantee periods
Termination
Entire Agreement
Notices
The Nigerian Contract law and applications
DAY THREE
Contract Business Process Management
Contract Management Planning
Strategic Alignment for the Contract Manager
Contract Management detailing technique
The Work Structure of Contract Management
Contract Planning work conversion method
Contract Financial Management
Budget Forecasting
Budget development structuring
Contract Master Budgeting
Contract Financial Performance management

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TOM ASSOCIATES 2014
Training
Contract Risk Management
Contract Risk Auditing
Contract Risk Prioritisation and Categorisation
Contracts types
Using the difference in real life situations
DAY FOUR
Effective Negotiation in Contract Management
Contract Performance Management
Strategic supplier workshop development
Contract Management
Technological Development
Introduction to Electronic Contracts
Supplier Management Integration system
Oracle Enterprise Resource Planners v. Contract

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TOM ASSOCIATES 2014
Training
FACILITY MAINTENANCE & MANAGEMENT TRAINING

Duration 3 days
January 22 - 24, 2014
May 14 - 16, 2014
September 17 - 19, 2014
Course Objectives
This is a programme for Facility Managers, Office Managers, Contract
Administration Professionals. It gives participants the know-how to
effectively manage their facilities.
Contents
DAY ONE
Introduction to Facilities Management
Challenges of maintenance management and cultural issues
Idea of Facility Management
The Nature of Facility Management
What is Facility Management
Types of Facilities
Pre-Exam
10 Keys of Facility Management

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TOM ASSOCIATES 2014
Training
Facility Management System reasoning exercise
Tailoring your Facility
Understand the link between Maintenance and Facility Management:

Maintenance Modern Concept
Actual meaning of Maintenance
Maintenance Planning and Scheduling
Planning and Scheduling objectives
Classification of Maintenance work according to Planning and

Scheduling purposes
Facility Stakeholders Management for effective results
Fundamental of Maintenance Management
Work Identification
Planning
Analysing your Facility Management S.W.O.T for effective

planning
Planning Procedures
S.W.O.T Session exercise
Scheduling
The organisation Cost of Maintenance and Importance of Maintenance
Facility Management master budgeting

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Training
Facility Management budget performance System
Maintenance using Facility master schedule
Facility Management Master Schedule
DAY TWO
Understanding your Facilities and Assets
Feeling the heartbeat of your Facility
Criticality Analysis
Advantages and Disadvantages of Criticality Analysis
Facility Management Benchmarking techniques
Implementation method of Benchmarking
Using the Paretos Principle
Maintenance Management Tactics
Proactive and Predictive Maintenance

preventive Maintenance
Reactive Maintenance
Predictive Maintenance
Corrective Maintenance
Deferred Maintenance
Operation and Maintenance exercise
90:10 Facility Maintenance development
Failure Management and Control
Reliability Centered Maintenance
Downtime reduction
Tools for controlling Failure in Facility Management
Checklist systems development and operations
Exercise
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272
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Training
Developing a robust Service Level Agreement
Asset Management
What Asset and Asset Management means
Linking your Asset Management to Facility strategic planning
Critical Asset ranking
Understanding Asset failure
Effective Asset Management Implementation
Asset Management Resources
Integrated Facilities Management; Life Cycle Costing;

Continuous improvement philosophy
Facility Condition Indexing
Interpreting the FCI range in Facility Management
Real life situation exercises in FCI
FCI impacts, Failures and Occupants Morale
Impact of Asset Management tools on Corrective maintenance

and repairs
Depreciation technique of Facility components
DAY THREE
Fault Diagnosis
Maintenance Codes using Facility Management master plan
Failure Management in Facility Management
Failure Reporting using a Criticality Analysis Guide
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TOM ASSOCIATES 2014
Training
Facility Management Technology
Computer Aided Facility Management Technology
Real life demonstration
Preparing a strategic technology plan
Technology optimising Process
Energy Management
The increasing cost of Energy
What is Energy Management
Goals of an effective Energy Management Programme
Implementing the major strategies of Energy Management
Energy Audit for Facility Managers
Increasing your companys profit by 25% using Energy

Management
JIT Management
Disaster Planning, Emergency Preparedness and Business Continuity
What a Disaster Recovery Plan is and why it is important
Identifying potential Hazards
Business Impact analysis
Personnel Policies and Crisis Communication
Strategic Alliance
Case Study and Exercise
Setting up an Action Plan
Emergency Planning Implementation checklist

Fee: N100,000.00 VAT Inclusive
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TOM ASSOCIATES 2014
Training
INVENTORY, LOGISTICS & DISTRIBUTION

MANAGEMENT
Duration 3 days
March 19 21, 2014
October 22 24, 2014
(Available also as In-plant Training)
Programme description
Logistics has become a quintessential factor in modern day
organisations. This course examines the core issues and skills
required to promote production and distribution efficiency, reduce
waste and consequently improving Return on Investment (ROI). The
programme will afford the personnel in Logistics to be on top of their
assignments.
Contents
DAY ONE
Inventory Management
Introduction to basic concepts in storekeeping
Types of Inventory (RM, WIP, FP, MRO)
Inventory Planning and Control
Stores Accounting and Stock-taking
Materials Handling Techniques

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Training
DAY TWO
Distribution/Logistics Management
Organisation and Management of the Warehouse, Customer

Service
Distribution Planning and Transport Operations & Management
Impact of Stores/Warehousing Operations on Organisational

Efficiency and Profitability
Good Housekeeping Practices
DAY THREE
Inbound Logistics
Transport Operations and Management
Distribution Requirement Planning
Reverse Logistics
Customer Service & PDM

Fee:N100,000 VAT inclusive
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Training
MANAGING FLEET FOR PROFITABILITY

Duration 3 days
February 26 28, 2014
June 25 27, 2014
November 12 14, 2014
Justification for the Programme
This is a comprehensive fleet management course that covers
important and vital aspects of the fleet life cycle. Fleet management
practitioners and owners must keep abreast of the latest
developments, practices, technological advancements and a broad
spectrum of related issues so as to run their own fleet profitably or
provide their clients with the best service. The knowledge and
techniques delegates will learn in the course are practicably applicable
to their fleet.
Course Objectives
Participants will be provided with the knowledge and

understanding of the fundamentals in fleet management
They will be exposed to how to fully implement effective fleet

management policies and controls in their work environment
They will understand how to resolve critical issues in Fleet

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Training
Operation
Participants will have a better understanding of motivating and

rewarding the fleet operations staff
They will learn how to effectively prevent as well as manage

crisis that may occur in fleet operations
They look at the important financial aspects of fleet operation

and for a sustainable fleet business.
Contents
DAY ONE
Managing Fleet
Fundamentals of Fleet Management

- Fleet Management: An Essential Service Function
- Fleet organisation, administration and maintenance
practices
- Analysis of company transport requirements
Managing Fleet for Optimum Result

- Truck Selection and Acquisition
- Truck Replacement Planning
- Efficient management of costs and resources
- Setting Key Performance Standards
- Fleet costs optimisation
- Developing a Green, Safe and Efficient Fleet
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Training
Essential Skills for Efficient Fleet Management

- People skills for driver control and management
- Organisation management skills for workshop personnel
- Preventive maintenance skills and maintaining high
standards of vehicle maintenance
Critical Issues in Fleet Operation

- Vehicle delay, downtime and its associated costs
- Safety and road traffic accidents and its associated costs.
DAY TWO
Managing the Business for the Future
Financial Aspects of Fleet Management and Financial Issues in

Fleet Operations
- Fleet Cost Control Strategies
- Setting Operational/Financial Targets & Standards
- Fleet Finance Options and Risk Management
Building a Sustainable Business

- Fleet Management business models
- Fleet performance measurement and benchmarking
- Implementing strong risk management policies
- Sourcing, managing and developing people for Fleet
Management
- Fleet replacement and disposal.
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Training
DAY THREE
Managing Drivers
Linking employee performance to the reward system

- Total competitive compensation structure
- Pay-for-performance philosophy
- Driver and vehicle management
- Motivating and Rewarding Drivers for Optimum
Performance
Managing Crisis
Causes of Crisis
- Communication breakdown
- Personality clashes and behavioural issues
- Cultural diversity
- Crisis management Styles
-Avoidance, competing, compromising,
accommodating and collaboration
Prevention Techniques
- Mandate of fleet operators
- Safety procedures in fleet operations
- Passengers safety and safety of loads on vehicles
- Safety packing and safety checklist
- Inspection and safety reports.
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TOM ASSOCIATES 2014
Training
MANUFACTURING & SERVICE OPERATIONS

MANAGEMENT
Duration 3 days
March 12 - 14, 2014
August 20 - 22, 2014
November 26 - 28, 2014
Be it in manufacturing, services, social or non-government
organisation, operations management strategies are the bedrock for
continuity and profitability. It deals with the management of the direct
resources required to produce the goods and services provided by the
firm.
The concepts of operations and operations management
Operational processes, boundaries of an operations system,

interfaces with other functional areas within the organisation
and with its external environment.
Operations Management and Competitiveness, Productivity and

The organisation Quality Management as they relate to
Organisational Performance
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Training
What the Course Teaches
Design, selection and process optimisation strategies in

manufacturing and service industries
Capacity planning, factory and service layout
Project planning and works measurement
Performance measures and quality control tools
Inventory planning & management
Quality system and documentations system
Control of engineering spare parts.
Contents
DAY ONE
What is Operations Management
Business Information Flow
Who is an Operation Manager
The Transformation Process
Operation management strategies
Manufacturing industries
Service industries
Non-profit organisations
Capacity planning and facilities alignment

Waiting line situations
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Training
Waste minimisation
Project planning and control techniques
Critical path methods
Project Evaluation and Review Technique (PERT)
DAY TWO
Job Scheduling
Inventory management
Material requisition planning
Forecasting
Capacity requirement planning
Overall Equipment Efficiency

-
Capacity utilisation
JIT production system
Purchases management
-
Warehousing.
DAY THREE
Facilities Management
-
Facilities Maintenance
Quality Management
-
Quality control tools
Cost of quality analysis
Project Planning and Control Techniques

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TOM ASSOCIATES 2014
Training
-
Top ten risk factors
Planning and Scheduling

-
Gantt Chart
Programme Evaluation and Review Technique
Models of quality management

-
Quality evolution
Business management and energetic leadership

-
Business Process Management Tools
BPM Life Cycle
Energetic Leadership
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TOM ASSOCIATES 2014
Training
OCCUPATIONAL HEALTH AND SAFETY

MANAGEMENT
Duration 2 days
January 30 - 31, 2014
May 22 - 23, 2014
October 30 - 31, 2014
Focus of the Course
Failure to put SMART health, safety and environmental policies and
procedures in place could be an expensive mistake. The illnesses and
accidents risked as a result could bring a range of costs, including:
The wages of the person who is injured or ill
The costs of covering their job
Lost productivity caused by inexperienced replacements and

disruption to business
Damage to products, equipment or premises
Costs of investigating and correcting the problem
Fines and legal costs if there is a prosecution
Cost of revamping damaged corporate image
Contents
285
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TOM ASSOCIATES 2014
Training
DAY ONE
Introduction to safety at work
Risk assessment
Accident concepts
Implementation of health and safety in projects
Accident investigation and reporting
HSE Management System (including OHSAS 18001:2007) and its

implementation
Hazard identification and control
Application of job hazard analysis
First Aid and CPR
Fire Safety Management
DAY TWO
Implementing OSH management system for success
Injuries: a matter of probabilities
HSE calculations
HSE performance indicators
Loss Time Injury Frequency (LTIF)
Understanding workplace ergonomics
Workplace interactions
Ergonomic risk factors
MSDs and other common problems
Ergonomics of computer usage
Techniques of Lifting of weights

Fee: N80,000.00 VAT Inclusive
286
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TOM ASSOCIATES 2014
Training
SHOPFLOOR QUALITY CONTROL AND ASSURANCE
TRAINING
Duration
2 days
On Demand only
Course Objectives
This gives the participants a good understanding of basic principles
and benefits of Quality Control and how they may entrench the
principles into their personal attitudes and ways of working. They will
also become conversant with Quality Assurance process, the way they
can keep improving on their attitude to quality and the process of
maintaining top quality at all times. In particular, shop floor
personnel will:
1. Understand Quality Control and define Quality Assurance
2. Be able to apply the basic principles of Quality Control to their
work
3. Appreciate the importance of Quality to the companys fortunes
and for their personal growth

4. Acquire skills and techniques to solve simple work problems
5. Aim at excellence in the performance of their jobs at all times.
Contents
DAY ONE QUALITY CONTROL
287
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TOM ASSOCIATES 2014
Training
Attention to Quality and its Basic Requirements
-
What Quality is
Characteristics of Quality
Components of Quality in a Production Process.
Good Quality Control Practices

-
Well managed processes
List and description of defects
Quality integrity criteria and inspector competence
Employee knowledge, skills and dedication.
Corrective and Preventive Actions

-
Batch control documentation
In-process control documents
Factory report control documents.
DAY TWO QUALITY ASSURANCE

Production Excellence
-
Good Production Practice
Organising the workplace for quality improvement
Safety in the workplace
Waste and cost reduction.
Quality Improvement Tools

-
Cause-effect analysis
Brainstorming
PDCA
RISE
5WHYs
288
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TOM ASSOCIATES 2014
Training
Targeting Operational Excellence
-
Improvement to maintenance schedule
Improvement to storage and material handling
A brief on ISO certification.

Fee: Negotiable
289
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TOM ASSOCIATES 2014
Training
STRATEGIC PROCUREMENT MANAGEMENT COURSE

Duration 3 days
March 24 - 26, 2014
August 27 - 29, 2014
November 19 - 21, 2014
This course provides participants with the necessary knowledge and
skills to effectively and efficiently manage company and project
procurement functions.
The topics covered will include:
The concept of strategic and operational procurement
management
How to craft procurement strategies, plans and programmes
How to develop the proper procurement organisation, policies,

systems and procedures
How to determine the required procurement manpower

requirement - composition, competency & quantity
Managing purchasing operations
Managing project procurement
Managing vendor relations
Tender management
Contract management
290
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TOM ASSOCIATES 2014
Training
Warehouse management
Delivery / distribution / logistic management
Managing procurement information management system.
Contents
DAY ONE
Overview of Procurement
Management
The Terminologies
The major virus of Procurement
Strategic Fundamentals of a buyer
The 80:20 Law of Procurement Management
The nature of procurement
The Procurement Management Procedure
Project Appraisal and Analysis
Sourcing
Tendering
Types of Procurement Methods
P2P
Centralised Procurement
Decentralised Procurement
Whole Life Procurement (TCO)
Bidding
291
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TOM ASSOCIATES 2014
Training
DAY TWO
Procurement Stakeholders Management
The Role of the Buyer in the Supply Chain
What exactly is the Supply Chain Management?
How the Supply Chain works
The logistics of procurement in the Chain
The buyers influence on the Supply Chain
Common mistakes in Procurement Management and solutions
Procurement Cycle
Requirement to purchase
Plan the process
Prepare the documentation
Identify possible suppliers
Issue/Receive back the tender/quotation documentation
Evaluate the submissions
Negotiate
Award and place the contract
Delivery
Pay the supplier

292
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TOM ASSOCIATES 2014
Training
Manage and monitor the contract
Review the process
Procurement Business Process Management
Procurement Management Planning

Strategic Alignment for the Procurement Manager
DAY THREE
Procurement Management Detailing Technique
The Work Structure of Procurement Management
Procurement Planning work conversion method
Procurement Financial Management
Budget forecasting
Budget development structuring
Procurement Master Budgeting
Procurement Financial Performance management
Procurement Risk Management
Procurement Risk Auditing
Procurement Risk Prioritisation and Categorisation
Contracts Management skills for the Buyer
Using the difference in real life situations.

293
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TOM ASSOCIATES 2014
Training
Effective Negotiation in procurement
Procurement Performance Management
Strategic Supplier workshop development
Procurement Management technological development
Introduction to Electronic Procurements
Supplier Management Integration System
Oracle Enterprise Resource Planners v. Procurement

294
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TOM ASSOCIATES 2014
Training
SUPPLY CHAIN MANAGEMENT

Duration 3 days
July 22 - 24, 2014
December 10 - 12, 2014
Course Objectives
By the end of this course, participants will:
Know and understand the key supply chain processes and its
effect on effective customer service
Know and understand how to explore the key managerial and

operational tasks that should be co-ordinated and controlled to
achieve an efficient and effective logistics system
Know and understand new insights into the application of

supply chain process.
Contents
DAY ONE
Understanding Key Supply Chain Management Processes
Customer relationship management
Customer service management
Demand management
Supplier relationship management

295
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TOM ASSOCIATES 2014
Training
Returns management
Forecasting and Aggregate Planning in Supply Chain
Identifying organisation materials needs and requirement
Ensuring needs matching sourcing
Strategic sourcing
DAY TWO
Pricing and Negotiation Management in SCM
Market and Economic Analysis
Procurement Pricing, Tendering and Contracting
Strategic Inventory Management
Effective Storekeeping and Stores Management
Ordering Procedures and Stock Level Management
Inventory Control System
Issuing Processes and Stock Record Management
DAY THREE
Outsourcing/Partnerships
Procurement outsourcing
Service management
Vendor-managed inventory
Performance Measurement in Supply Chain
Supply chain value analysis
The importance of metrics (supply chain performance measures)

including chain-wide metrics
Understanding major challenges to effective supply chain management
Variability
296
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TOM ASSOCIATES 2014
Training
Organisation silos
The Bullwhip effect
Trade-offs

Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
297
TOM ASSOCIATES 2014
Training
TOTAL QUALITY MANAGEMENT (TQM) TRAINING
A PRACTICAL GUIDE FOR IMPROVING PROCESSES

Duration 2 days
On Demand only
A two-day training on how quality process improvement works,
following an easy step-by-step guide and using real-life examples.
Participants will learn tools and techniques for each step which the
entire organisation can employ, both for immediate quality process
improvement and for long term opportunities.
Ability to assess strength and weaknesses of the current quality

system in the organisation, set and meet agreed quality targets
Ability to develop new quality management initiatives to increase

customer satisfaction
Ability to work out each task process as links to other tasks as

the output of one process forms the input for another.
Contents
298
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TOM ASSOCIATES 2014
Training
DAY ONE
What is TQM?
Key Concerns in the organisation Quality Management
Characteristics of Quality
Quality and the Customer

Quality as a Journey
Quality Circle (Team)
Quality Improvement
Steps to Understanding TQM:
The principles
Recognising the need to change
Planning the change
The tools and techniques.
What is a Process?
A Random Walk through the Organisations Processes:
The input
The value-added tasks
The non value-added tasks
The output.
DAY TWO
Focusing on Process Requirements
Continual Feedback
A Process Improvement Model:
Defining Expectations - customer needs and expectations
Establishing process measures
Identifying process performance gaps
Set processing improvement goals

299
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TOM ASSOCIATES 2014
Training
Standardising process and monitoring improvements
The PAF (Prevention, Appraisal & Failure) Model.

Fee: Negotiable
WORKPLACE SAFETY ATTITUDES IMPROVEMENT

TRAINING
HEART & MIND ON THINKING SAFETY, ACTING SAFELY
Duration 2 days
On Demand only
This is a Heart & Mind safety programme designed to reinforce and
raise the standard of safety knowledge and behaviour that already
exist in the organisation.
Through tutor-led sessions and video shows, participants will gain
new ability to integrate Health, Safety and Environmental culture into
the business. That is sure to improve performance and maximise
profits through:
worker safety
avoidance of employee health liability
loss control
conforming with statutory regulations.

300
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TOM ASSOCIATES 2014
Training
Effective safety processes can really be difficult to coordinate, sustain
and grow into a culture. Yet, employees need perpetually to focus their
heart and mind on safety issues. The behavioural changes to safety
must align in the organisation culture. Culture is to an organisation
what personality is to an individual . . . a hidden, yet unifying theme
that provides meaning, direction, and mobilisation.
Contents
DAY ONE
HSE Standards and Guidelines
HSE Organisational Processes and Management Systems
Facility Inspection and Safety Audits
Office Safety Management
Hazards Analysis and Risk Management (HARM)
Safety Systems of Work (SSoW)
Accident Concepts
Strategic Fire Safety Management
Accident Investigation and Reporting
Hearts and Mind

o Engaging the mind before the hands
o Step Back 5X5
o STAR Concept
o STOP & GO
o PAUSE
o LPO
o Accident Control Techniques
Hazard and Effects Management Process

301
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TOM ASSOCIATES 2014
Training
o Identify
o Assess
o Control
o Recover
Situational Awareness the Rule of Three

o Green
o Amber
o Red
The Safety Behaviour Model

o Sensing the hazard
o Knowing the hazard
o Planning response
o Doing the act
o Making it a habit
DAY TWO
HSE Legislations (Local and International)
Components of Safety Behaviour and Culture
Safety Culture and Leadership
Setting Clear Expectations
Setting Good Examples
Providing Resources
Demanding Information
Being good professionally
Having the Vision

302
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TOM ASSOCIATES 2014
Training
Mastering the Link between Planning and Acting
Ensuring Control
Leadership Competencies for Health and Safety

o Planning role
o Doing role performance
o Reviewing role
o Feedback role
o Teaching and inspiring learning
o Common sense and judgment
o Good public relations
o High character
Safety Supervision Styles

o Directive style
o Supportive style
Fee: Negotiable
303
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TOM ASSOCIATES 2014
Training
SELLING SKILLS AND SALES MANAGEMENT
ADVANCED SELLING SKILLS

Duration 4 days
October 21 - 24, 2014
A four-day programme to address how the organisations senior sales
persons can:
Battle successfully for greater share of the customer spend
Attract premium customers who trust and remain emotionally

attached to the organisations products/services
Maximise volume and achieve organisations objectives fast.
Goals the Training Will Attain
Retain top-of-the-mind visibility with customers and prospects
Push feverishly to maximise volume sales and achieve

organisations objectives immediately after the training event
Visibly grow market share
Raise awareness for the new products among new prospects.
304
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TOM ASSOCIATES 2014
Training
Contents
DAY ONE
The 15 Special Selling Skills
Sales Planning
o Set Objectives
o Identify Customers and Prospects
o Manage Customers and Prospects
o Manage Time
o Evaluate Performance
Sales Enemies to Defeat
Power of Enthusiasm.
DAY TWO
Customer Pyramid of Wants
Listening and Questioning Skills
Objections Handling
Sales Negotiation Tactics
Sales Territory Delineation

o Geographic area
o List of nominated accounts
Sales Productivity Planning

o Call planning
o Call Plan Sheet
o Territory coverage
o Deal planning.
305
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TOM ASSOCIATES 2014
Training
DAY THREE
Maintenance and use of records

o Prospect and Customer Records
o Weekly Activity Record
o Determine areas of opportunity
o To ensure realistic targets are set
o To evaluate the potential of each territory on facts
o To identify the size and types of establishments where the
greatest opportunities exist
Financial Responsibility of the Salesperson
3 Pillars Sales, Stocks and Debtors
Areas of cost efficiency in Sales
Sales Meeting: Touch Points
DAY FOUR
Sales Promotions
Advancing in a Sales Career.

306
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TOM ASSOCIATES 2014
Training
PHARMACEUTICALS MARKETING
EXCELLENCE IN HOSPITAL SELLING & PROMOTIONS

Duration 3 days
On Demand only
Course Objectives
Understanding the roles of the varied hospital departments in the
selling process
Get conversant with hospital tendering process
Mount effective exhibition and display promotions
Master the skills for managing long sales cycles
Develop winning group presentation skills.
Contents
DAY ONE
What differentiates hospital selling from other outlets selling
How the hospital purchasing system works
Critical buyer roles in the hospital environment
Hospital management information system
Customer personalities profiling
307
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TOM ASSOCIATES 2014
Training
DAY TWO
The project system mounting a clinical project
Clinical trials and drug experience programmes
Tenders and tendering
Medical information centres, exhibitions and displays
Working with the hospital pharmacy.
DAY THREE
Presentation skills
Influencing skills
Organising internship for hospital reps
The winning edge concept.
Fee: Negotiable
308
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TOM ASSOCIATES 2014
Training
HOW TO FIND AND WIN NEW BUSINESS

Duration 3 days
January 22 - 24, 2014
May 7 9, 2014
October 15 - 17, 2014
Focus of the Course
How to plan prospecting for new customers
How to position the company and product appropriately to

attract the right prospects' desires and patronage
How to do the prospecting itself
How to develop useful leads
How to develop relationship management capabilities.
Contents
DAY ONE
Types of Prospects
Successful Prospect
Prospect with Problem
Complacent or Satisfied Prospect
Negative or Difficult Prospect
Attributes of Excellent Prospects

309
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TOM ASSOCIATES 2014
Training
Planning the Prospecting for New Business
Identify prospects' real interests
Prioritise the prospects
Develop marketing plan.
Leads
Sources of Prospects
Generate useful leads
Find and nurture key contacts
Managing the new relationship effectively.
DAY TWO
Positioning
Sell your value
Be first or create a new category with the prospect
The R3 winner's formula.
Prospecting
Analysing your product
Analysing your market
The conventional tricks: mails, referrals, etc.
More business from known clients.
Prospecting Strategy
Who exactly is my probable customer?

310
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TOM ASSOCIATES 2014
Training
Where is my prospect?
Why may my probable customer buy - Buying Influences?
Who Constitutes the buying centre?
When does my customer buy?
3 3 3 Analysis
Who is my Competitor?
Who are my non-probable customers?
DAY THREE
Opening the First Call
Showing gratitude
Building expectancy
Reversal
Identifying a problem
Make Your Case
Tips on winning presentations
Help your customer/client.
Targeting Large Accounts
Caution on large new accounts prospecting
Critical success factors in managing large accounts (the 7cs)

311
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TOM ASSOCIATES 2014
Training
GROWING DISTRIBUTION CHANNELS EFFECTIVELY

Duration 2 days
July 30 - 31, 2014
December 11 - 12, 2014
Channels must be managed in a coherent manner if the business will
achieve increased profitability. This programme will address the skill
improvement and tool sharpening requirements of sales and
marketing managers so as to improve overall management of
distribution.
Goals the Training Will Attain

During this programme, participants will learn to:
Identify the strategic role distribution management plays in

companys business models.
Segment the market for optimal and profitable distribution design
Identify gaps in outlets performances
Bring about productive change in channels operations
Effectively identify conflicts and develop effective tools for resolving

them.
312
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TOM ASSOCIATES 2014
Training
Contents
DAY ONE
Issues to consider in a channel of distribution
Issues that are critical to effective channel coordination
Optimising dealership and retail structures to meet the end users

demands.
Issues that affect intensity of distribution
Allocating Resources to Channel Members
Assessing Demand Side/Supply Side Gaps in the Current Strategy
Analysing The Channel Gaps
Distinguishing The Demand Side and Supply Side Gaps
Effective Tools to Address the Gaps
DAY TWO
Wholesale and Retail Coordination
Designing Healthy Competitive Programmes for the Wholesalers

and Retailers
Harmonising The Goals of the Different Channel Members
Providing Adequate Knowledge to and Motivating Wholesalers and

Retailers
Channel Conflict Management
Types of Channels Conflict
Tools for Effective Channel Conflict Management
Influencing Channel Members Behaviour
Antecedents Behaviour and Rewards System
Sources of Power and Its Usage by Dealers
Doing More with Less Through Partnering.

313
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TOM ASSOCIATES 2014
Training
MANAGING THE SALES TEAM FOR RESULT

Duration 3 days
February 26 - 28, 2014
June 25 - 27, 2014
November 12 - 14, 2014
This is a programme for managers who are advancing beyond selling
to managing sales. It is to raise the proficiency levels of managers who
supervise your sales people. It treats the important topics of business
skills and management as desirable for profitable sales in a managers
respective territories:
Creating More Customers
Performing for Profit
Ability to agree meaningful standards of performance with the

salespeople
Ability to formulate a control system to measure the standards
Ability to forecast sales
Ability to influence profit
Ability to motivate the salespeople to keep to sales budget
Ability to improve salespeople's use of time they allocate to key

314
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TOM ASSOCIATES 2014
Training
areas of their territories and customers
Ability to delegate effectively.
Contents
DAY ONE
The Job of a Sales Team Lead
Transition into managerial role
Whats special about you as a Field Sales Manager?
Goals a manager pursues
Team management skills
Communicating effectively
DAY TWO
Business Development Priorities
Setting targets for field sales people
Field work, coaching and counseling
Territory development and management
Personal Effectiveness
Organising sales meeting and conference
Sales Meeting: Touch Points
Controlling the sales team
Field coaching and counseling
Field report writing.
Motivating the Sales team

315
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TOM ASSOCIATES 2014
Training
Why Motivate?
Factors Affecting Motivation
Influencing Styles
DAY THREE
Coaching Skills
Probing a sales situation
Problem solving
Generating options
Sales strategy/tactics
Management and Leadership Skills
Use of powers conferred on them as leaders
Success guide.

Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
316
TOM ASSOCIATES 2014
Training
MEDICAL SALES REPRESENTATIVES TRAINING
COURSE
Duration 2 days
On Demand only
This programme provides medical sales training to fresh and
young medical sales representatives - Ethical sales
representatives, Medical Delegates, Medical Device (Equipment)
representatives, etc. who interact with the Health Care industry,
corporate health institutions and the Nutrition industry.
It gives participants the opportunity to practice specific skills,

benchmark their approach against global medical marketing best
practice and achieve results from different experiential
situations.
The Benefits
Reps with enhanced detailing and sales skills unlock the kind of
advantage and enhance relationships that drive profitable
growth. Best practice techniques and tools will be provided which
can be applied immediately in the workplace.
Contents
DAY ONE
317
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TOM ASSOCIATES 2014
Training
What Medical Sales Stand for
Medical Sales Representatives Code of Conduct
Medical Detailing
Effective e-detailing
E-marketing
DAY TWO
Ethical Drug Promotion
Drug Sample Management
Key Opinion Leader Management
Medical Science Liaisons
Medical Sales Territory Planning and Management

Fee: Negotiable
318
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TOM ASSOCIATES 2014
Training
PROFESSIONAL SELLING
THE FOUNDATION SKILLS
Duration 3 days
On Demand Only
This is a course to expose participants to:
How a business attains top-of-the-mind visibility in trade and

outlets
How to push feverishly to maximise volume sales and achieve

the organisations objectives
How sales efforts grow market share
Merchandising techniques that ensure the brands are available

and effectively presented on shelf for purchase:
-
Maximising on-shelf availability and product visibility.
Effective product placement.
Adequate stocking at all times.
Specific Competencies to Which the Trainees will be

Exposed:
o
Initiate more outlet contacts and form strong relationships
Techniques of analysing what, when, and under what

conditions customers and consumers buy
Sales promotion tactics and offers that build up volume

transactions
319
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TOM ASSOCIATES 2014
Training
o
How to influence wholesalers and owners of retail outlets by

building value that encourages them to believe in the
organisations brands.
How to effectively manage resistance from difficult prospects

so as to make successful sales.
Contents
DAY ONE
The organisation Salesperson
basic skills
personal attitudes
personal appearance
vehicle appearance.
The organisation Salespersons Responsibilities

arrival at work
on the road
in outlets.
Route to Market distribution

deliveries
displays
merchandising
selling.
320
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TOM ASSOCIATES 2014
Training
DAY TWO
Market Factors competition
wholesaler/retail outlet economic conditions
physical enablers and limitations.
Essential Selling Skills

gaining attention
explaining benefits
anticipating and overcoming objections
closing the sale
promoting buying habits
promoting consuming habits
profit expectations.
Outlets Sales Model

know the customers
know the consumers
analyse traffic
analyse frequency
analyse transaction size
analyse profit potentials.
Merchandising Process
stock of products
levels of brands at back and front of outlet
brands shelf position.
321
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TOM ASSOCIATES 2014
Training
DAY THREE
Sales Promotions
Objective
Management
Target
Outlets
Scope
Format
Roles/ Responsibilities
Timing
Cost Elements
Failure Pills for Sales Promotions.
Fee: Negotiable
322
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TOM ASSOCIATES 2014
Training
SELLING HIGH STAKE PRODUCTS

Duration 3 days
April 23 - 25, 2014
October 29 - 31, 2014
To deliver to premium segments of the market, a sales and marketing
team will have to keep putting a lot of imagination into what they do.
The techniques for developing new imagination to break into
government sector or win professional specifiers favour,
accompanied by the tools for implementing them, are what this course
will teach the delegates. They will have an intense three-day selling
training to drive the market through:
Achieving visibility with governments, professional specifiers,

wholesalers and distributors, retailers
Maximising volume delivery and achieving companys objectives

fast
Growing market share for the brands.
Initiating more contacts and form strong relationships in

323
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TOM ASSOCIATES 2014
Training
governments and among professional bodies like engineers,
architects, computer programmers, surveyors, contractors
Qualifying prospects in both government and private sectors by

performing analysis on what, when, and under what conditions
they will buy
Effectively applying
sales literature/brochures, promotional
incentives, tactics and offers for specific new transactions with

public and private customers and prospects.
Contents
DAY ONE
Route to Market
Market Factors
Competition
Professional specifiers conditions
Physical enablers and limitations
Political elements
How to conduct Stakeholder Analysis

o Who should I sell to?
o Who should I convince?
o Who should I appease?
Getting the Companys Products Adopted

o Identifying innovator and visionary buyers
o Identifying and managing early pragmatic buyers
o Winning the late majority buyers.
324
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
DAY TWO
Managing Marketing Difficulties

o Picking relevant and timely information from the market
o Customer problems to solve
o Product problems to mitigate
o Relational problems to mitigate
o Fighting price wars
o Company Reputation issues to manage
o Gaining prospects and customers trusts
o Handling bad reports and reviews
Working with the 3A =3P Model

o Salespersons availability Market presence/pervasiveness
o Product acceptability
- Customer/Prospects
preference
o Price affordability
- Customer/Prospects value
perception
Salespersons Competence
o Self motivation
o Networking competence
o Product knowledge
o Market knowledge
o Industry/Competitor knowledge
o Presentation skills
o Negotiation skills
o Objections handling skills
o Closing skills
o Mastering time
o Managing relationships.
325
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
DAY THREE
Sales Planning
o Deciding objectives
o Setting targets and milestones
o Critical results areas
o Managing dependencies.
Mastering Time
o Territory planning
o Travels management
Market Reports.

326
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
SELLING IN A DIFFICULT ENVIRONMENT
Duration 2 days
March 6 - 7, 2014
August 21 - 22, 2014
How the salespersons mental agility can increase so as to

perform at the very best
How to bring high energy to bear for top performance
How salespersons can identify their individual personal

strengths and weaknesses and plan for self-development
How to analyse the motivations and priorities of key buying

influences
How to Create Value - Revenue Growth

-Volume
-Pricing.
Contents
DAY ONE
Prospecting for Business
Prioritise prospects
Select targets
Cross Selling and Up-selling
327
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667
TOM ASSOCIATES 2014
Training
Need sales
Solution sales
Selling add-on
Rules for up-selling and cross selling
Targeting Results
Sales planning
Agree performance standards
Formulate control system
Forecast sales
DAY TWO
Customer Retention
Customer service
Financial bonding
Structural bonding
Customisation bonding
Winning Strategies
Identify who is terminating
Consider life time customer value
Establish why customer terminates
Re-contact lapsed customers
Provide a reactivation offer
The Negotiation Process
Planning and Preparing for a Negotiation
Negotiating Strategies and Tactics
Negotiating Styles Analysis
How to Set Negotiation Targets for Positive Outcome
Types of Negotiating Powers and their Uses

328
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

TOM ASSOCIATES 2014
Training
How to Give Concessions Without Losing Out
One-on-One negotiating styles
Group and multi-party negotiating techniques.

329
Tel: 08033019120, 08033053518, 08034064263, 07032252123, 08065293674, 08178591654, 08056257667

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