Learning & Skills Council

1. Learning & Skills Council

2. Your facilitator • Matt Garvey • Director of Key Training Ltd • Formerly Director of Sales & Marketing of West Berkshire Training Consortium • Sharp end of employer engagement • Worked for BTPN, GMLPN, ALPS, MOBNET, SLLP, NLLP, Cheshire & Warrington LSC, WYLP, • Member of CIM & ISMM ‘Almost every non-achiever, almost every employer that loses interest and almost every framework that slips through your fingers can be traced back to poor practice’

3. Hear and you forget See and you remember Do and you understand

4. "The only place where success comes before work is in a dictionary.“ Vidal Sassoon

5. Timetable Monday 27th May Morning – Discovery Workshop Afternoon – Solution Sales Friday 30th May Morning – Influencing Customers Afternoon – Closing sales and Account Management

6. Discovery Workshop Setting the scene

7. Discovery Workshop • 3 things for success in business? • 3 things upon which all organisations compete?

8. Discovery Workshop Individual Activity • Your unique selling points • How are you going to achieve this • Introduction • Elevator Pitch • Testimonial • Assessment of interest • Try to work within a max of 20 seconds • Use any segment or product you like • Feedback to the group

9. Discovery Workshop Get things off your chest

10. Discovery Workshop This is your chance to say what is stopping you from being successful • Internal issues • Competitor issues • LSC issues • Employer issues • Market issues

11. Discovery Workshop Think & act like an employer

12. Discovery WorkshopThink & act like an employer Assemble yourselves in groups of 5 or 6 You are a small company Elect a managing director Elect a financial director Elect a HR person Elect an Apprentice Mentor Anyone left are the team members

13. Discovery WorkshopThink & act like an employer You have a vacancy for a junior person Think of your role in the company Now consider all of the obstacles that you can think of that ‘prevent’ you from filling this position with an Apprentice Make notes Feedback to the other groups

14. Discovery WorkshopThink & act like an employer Using the same information Now discuss all of the obstacles to the following alternatives Leaving the vacancy unfilled and spreading additional work among existing staff Filling the vacancy with a young person that you train in-house Filling the vacancy with an older, experienced person

15. Discovery WorkshopThink & act like an employer Think of the obstacles raised Were there patterns? What concerns were voiced by the MD FD HR manager Supervisor Team

16. Discovery WorkshopThink & act like an employer Many individuals are ‘driven’ by a dominant characteristic These ‘drivers’ come with Symptoms Advantages Problems The next activity helps you identify your ‘driver’

17. Discovery WorkshopThink & act like a decision maker Fact Driven Emotion Driven Introvert Extrovert

18. Discovery WorkshopThink & act like a decision maker Fact Driven Emotion Driven DETAIL SEEKER Introvert Extrovert

19. Discovery WorkshopThink & act like a decision maker Fact Driven Emotion Driven DETAIL SEEKER HARMONY SEEKER Introvert Extrovert

20. Discovery WorkshopThink & act like a decision maker Fact Driven Emotion Driven DETAIL SEEKER HARMONY SEEKER Introvert Extrovert RESULTS SEEKER

21. Discovery WorkshopThink & act like a decision maker Fact Driven Emotion Driven DETAIL SEEKER HARMONY SEEKER Introvert Extrovert RESULTS SEEKER EXCITEMENT SEEKER

22. Discovery WorkshopThink & act like a decision maker Question Why do employers ‘buy’ WBL?

23. Discovery WorkshopThink & act like a decision maker Answer Lots of different reasons but primarily to fulfil a strategic need of their business