MANAGEMENT DEVELOPMENT.

In association with TeamBuilders International Ltd who are well known for their excellence in creating and delivering exciting and motivational teambuilding events, we also provide a range of management and team development courses.

First Steps Management™ and the Coaching and ASPIRES™ courses have been developed in order to support organisations to fully realise the potential of their managers and teams.

This is a 3 Day management development programme carried out in three individual day segments over a period of 6-8 weeks. Whereas most traditional management development courses for new managers concentrate on procedures and policies before addressing team and people leadership skills, First-Steps™ is devoted to ensuring that managers are quickly in a position to effectively lead their teams and people from the very earliest stages of their managerial career. The course concentrates on enabling the managers to ‘contract’ their role effectively, build rapport with their employees, exhibit leadership from the onset, and coach their teams and employees productively.

• Day One – Contracting the Management Role with direct reports, peers and senior management. The importance of building rapport and trust – Behavioural Analysis. Action Planning.
• Day Two – Reviewing the Action Plans. Learning to Coach and when not to Coach. Leadership Styles and approach. Action Planning
• Day Three – Review of Progress to date with further problem solving and action planning around Contracting and Coaching.

Coaching support via e-mail and telephone is available over the duration of the programme.

CALL NOW on 00 44 1292 318152 or e-mail: allan@pmcscotland.com

Coaching is now regarded as an essential skill used by managers and supervisors in order that they develop and empower their teams and direct reports. The result of effective and appropriate coaching is improved performance and results. However, there is great confusion about what exactly coaching is, and how and where you would use the skill.

This two day course will enlighten the manager or supervisor as to what coaching is; why they should use the skill; where and when they should use it; and how exactly they can develop their coaching skills to get great results from people and teams.

The course is highly interactive featuring a mixture of group work and discussion, coach presentation and demonstration together with coaching practice using real-life case studies.

“In all my years as a manager rarely have I come across a management coaching programme that has continually received such excellent feedback. Well done – I look forward to the future courses that you will be running for us".
Anthony Nally – Hospital Manager, Capio Healthcare

CALL NOW on 00 44 1292 318152 or e-mail: allan@pmcscotland.com

Field visits are an essential part of any sales or technical manager’s overall role and as such managers can spend between 50 and 80% of their time visiting their sales or technical executives. With this amount of time spent with executives it is vital that this time is spent productively.

ASPIRES™ is a two day course which will enable managers to structure their field visits in such a way that both the manager and the executive will find them motivational and productive. The course will also start to build the necessary ‘people development’ skills that are essential to ensuring the ASPIRES™ process delivers.

At the end of the two days the managers will have learned:

• The ASPIRES™ process and how to implement it effectively.
• How to ‘contract’ effectively with their executives in order to build an effective ‘field visit’ relationship.
• What field coaching is and how it differs from training, mentoring and counselling.
• The benefits of field coaching and where coaching is utilised within the ASPIRES™ field visit process.
• What it feels like to experience field coaching and to actually coach – Practice!
• How to give and receive constructive feedback.
• How to ensure continual motivation using the Motivational Triangle.

All managers will go away with a Field Visit Coaching action plan that will be followed up as agreed with the sponsoring company.

“Allan has vast experience from his thirteen years in the pharmaceutical industry and he has used this to continually develop new methods of working. Field visits is an area in which he excels and his ASPIRES model bring a structure to ensuring that field visits are beneficial to representative, manager and customer.”  

Andy Smith, Divisional Business Manager - Sanofi Aventis.

“I would describe Allan as a great ‘field visitor” when he was a pharma sales manager. His visits were structured, based on specific business and skills objectives, and carried out in such a manner that I always found them motivational and productive.  Since becoming a sales manager  I have found his training and support in this area quite outstanding”.

Stuart Martin, Area Sales Manager - GlaxoSmithKline.

“The ASPIRES model of field visits is just what is needed to structure pharmaceutical field visits so that they are effective not only in ensuring a good working relationship between representative and manager but also in enabling the manager to support the ongoing skill development of the representative. Allan delivers his training and coaching in a very passionate fashion whilst ensuring that the delegates are always fully involved “

 Lucille Whitehead, Hospital Manager, Nycomed.

CALL NOW on 00 44 1292 318152 or e-mail: allan@pmcscotland.com

All our Management Development and Dynamic Team Programmes can be run as ‘Train the Trainer’ courses. If you would like your Company Training Department’s coaches and trainers to be able to deliver our programmes internally then get in touch with us and we can arrange to train your own staff in delivering these excellent programmes.

CALL NOW on 00 44 1292 318152 or e-mail: allan@pmcscotland.com