Catalogue up bc-bir

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1

Coaching Training

The training Belgian Connection –Business in Romania offers you is

delivered by an ‘Unitate Protegata’.We do so as contribution to our

social responsibility.

Belg

ian C

onnect

ion –

B

usi

ness

in R

om

ania


2

Our Offer

Belgian Connection – Business in Romania sees it as one of their missions to contribute to the ‘equal development of all people’ within the European Union. As business club, we also have our social responsibility to bear in mind.

All our trainings are therefore offered through an ‘Unitate Protegata’. This is a supplier who voluntarily employs disabled people, and this at conditions, equal to any other employee. It allows this disfavoured group of people to improve their living conditions. They are part of and contribute to the usual operational processes within the organisation. The training however – as requiring travel – is offered and executed as by any other training provider.

On top of this, as member of ‘Business in Romania’, we offer you our training at a discounted rate.

In this way, we actually and concretely contribute to a changing and improving living and working climate for your employees, the Romanian disabled people and last but not least: for your company.


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Our strengths

• A thorough understanding and knowledge of the Romanian market through our suppliers 18 years local experience

• Flexible programs, adapted to your companies’ needs

• Professional training and coaching, at European level, culturally adapted to the specific Romanian business environment

• An interactive and communicative training methodology, focussed on obtaining practical competencies

• Case studies, drawn from Romanian and foreign managers’ experience

• A team of 15 trainers and 4 coaches


4

Our methods

1. PREPARATION :Prep with the operational or HR Management and with the target group – if need be.

This preparation allows to profoundly understand the participants, their and your needs, and the issues to be solved. We mutually set up the objectives and create a dedicated training.

2. TRAINING:Training is offered in Romanian, French, English and Dutch, based on case studies,

drawn from Romanian and foreign managers’ experience.We use an interactive and communicative training methodology, focussed on obtaining

practical competencies and results.

3. WORKSHOPS (optional):Taking place within a few months following the training, the objective is to follow the

participants in their progress and to help their development.During these workshops, the participants reflect and improve the implementation of

what they have learnt, with the support of the trainer.

4. REPORT:We propose a training-integrated qualitative evaluation system. This evaluation

assures you of the quality of the training given, as well as of a good start using the acquired skills.


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Content

Cultural Integration p. 7-9

Management p. 10-23

Sales p. 24-27

Debt Collection p. 30-31

Communication p. 32-35

Front Office p. 36-37

Foreign languages (tailor-made) p. 39-40

Train-the-Trainer p. 38

Coaching p. 41

Purchase p. 28-29

Human Resources Management Tools p. 43

Tango-Teambuilding p. 42


6

Managing Cultural Differences (Expatriates)

Target:•Expatriated Managers

Training languages:•French•English•Dutch

Duration:•2 days

Group size:•1 to max 6 participants Included:•Preparation•Training•Training support•Report•Training certificate

Objective:• Learn to effectively manage Romanian teams• Improve management competencies using

methods which have proven to be effective in Romania

• Reduce the possibility of failure

Content:• Introduction to Romania (discovering the

horizon)• General behaviour of Romanian managers• Attitude study• How to effectively manage Romanian teams• General behaviour of the foreign manager• Conclusions


7

Cultural Integration for Expatriate Partners

Objective:•Better understanding of the Romanian culture•Improve ones integration•Learn to successfully live in Romania•Reduce the possibility of failure

Content:•General Romanian behaviour•Expatriate behaviour•Do’s (and don’ts) in Romania•Conclusion

Target:•Expatriate partners

Training languages:•French•English•Dutch

Duration:•1 day



8

Cultural Difference Management for Ro. Managers

Objective:•Better understanding of the culture of a foreign enterprise•Improve relations with expatriates•Learn how to effectively work in a foreign company and with expatriates

Content:•Expectations of a foreign company and its management•Study of specific behaviour – case study•Conflict management methods•Keys to a successful relation with a foreign manager•Conclusion

Target:•Romanian Managers

Training languages:•Romanian

Duration:•2 days



9

How to Coach a Team

Objective:•Improve one’s own and one’s teams performance•Learn how to use effective techniques to motivate a team

Content:•Improve management qualities to assure coordinated action by a team•Better understand employees needs to motivate them to assume their responsibility, to take initiative and consequent action•Discover and use effective techniques to improve motivation, delegation and listening skills.

Target:•Top, middle and first line managers

Training languages:•Romanian•French•English

Duration:•2 days



10

The Manager, Responsibility and Responsibilities

Objective:•Learn to control the management function•Learn to effectively manage a team

Content:•Analysis of the functions, limitations and delegation assumed by the manager•Time spent on administration and personnel management•Autonomy et delegation



Duration:•2 days



11

Managing Innovative Solutions

Objective:•Create a system of innovation in one’s team•Improve performance through innovation

Content:•Management reaction when facing innovation•Defining one’s own reactions•Managing pilot projects•Applying successful innovation

Target:•Top, middle and first line managers•Marketing managers


Duration:•2 days



12

Creativity and Innovation

Objective:•Make new values appear through creativity•Improve performance by increasing creativity

Content:•Educate employees towards creativity•Mechanisms of the creativity process•Managing brainstorm sessions•Encouraging creativity•Using creativity as motivational factor•Picking up creative ideas from the team

Target:•Top, middle and first line managers•Marketing managers


Duration:•2 days



13

Leadership - Observation, Concentration, Intuition

Objective:•Improve leadership skills•Improve the team’s motivation

Content :•Observation, concentration, intuition•Active listening techniques•Observation techniques and use of personal intuition for motivational leadership



Duration:•2 days



14

Leadership

Objective:•Improves one’s personal leadership•Improve one’s own and one’s team performance

Content :•Introduction•Self-perception and values•Dealing with oneself and one’s freedom of choice•Planning growth and change•Outbound an inbound attitude•Empathy – a leaders appearance•Constructing the new world around•Continuous growth development plan


Training languages:•Romanian•English•Dutch

Duration:•5 days



15

Applying the Time Management Principles

Objective:•Improve time management skills•Effective time management

Content :•Time consuming time•Actual work time and use of time•Time thieves•Work time and personal time•Time management in function of types of activity



Duration:•2 days



16

Conflict and Communication Management in the Team

Objective:• Improve communication to reduce conflicts• Anticipating and manage conflicts• Improve the teams performance

Content:• Frequently appearing conflict situations• Communication during a conflict situation• Personal communication profile• De-fusing conflict situations• Appropriate communication• Anticipating and preventing conflict

situations



Duration:•2 days



17

Personal Stress and Work-Fatigue Management

Objective:•Manage stress•Reduce fatigue to gain effectiveness

Content:•Causes of stress•Diagnostic of work-related stress•Probable consequences•Visible signs of stress•Case-study•Stress prevention•Control mechanisms



Duration:•2 days



18

Communication to Motivate Employees

Objective:•Improve communication skills to motivate a team•Analyse the team to determine ways of improving motivation•Learning to motivate a team

Content:•Motivational profiles•Team analysis•Elements of motivation•Public motivation skills•One-on-one motivation skills



Duration:•2 days



19

Meeting Management

Objective:• Learning to manage meetings• Making meetings effective

Content:•Setting the scene•The meeting place•Scenario’s•Who, when and how to speak•Meeting rules



Duration:•2 days



20

Project Management

Objective:•Control the full cycle of project management•Commit the employees to the project•Obtaining the desired results

Content:•Introduction to project management•Definition•Planning•Implementation•Follow-up•Action•Evaluation•Tools•Case-study

Target:•Management •Project managers

Training languages:•Romanian•French•English•Dutch

Duration:•2 days



21

Change Management

Objective:•Controlling the change process•Creating effective change, reduce chaos and costs•Obtaining the desired result

Content:•Introduction•Profile and influence of the change project leader•The 8 process steps of change management•Convincing people•Managing the project•Presenting the change•Building the team

Target:•Management •Change managers


Duration:•2 days



22

Dealing with Change

Objective:•Understanding the necessity of change•Reduce fear for change•Create cooperation

Content:•What is change•Change: the process and reactions•Communication facts and figures•Resistance and involvement•Pro-activity and assertiveness•Dealing with change as a team

Target:•Management •Employees


Duration:•1 day



23

Dynamic Sales

Objective:Increase the sales of the company•Improve the capacity to sell

Content:•Create a new sales-oriented attitude •Competitive analysis of active versus passive selling•Professional development of a sales rep•The sales rep curriculum; the stress•Follow-up•Cross-selling and up-selling•Organising the sales week•Time management in Sales

Target:•Sales Management •Sales Representatives


Duration:•2 days



24

Negotiation Skills in Sales

Objective:•Improve commercial negotiation skills•Learn to better negotiate in the companies interest

Content:•Definition of a mutual beneficial negotiation•Variables in the negotiation process•The ‘BATNA’ principle•Power sources in the negotiation process•Negotiation, strategies and tactics, objectives and counter arguments•Types of clients



Duration:•2 days



25

Organising the Sales Department

Objective:•Increase the sales departments performance•Motivate the sales force

Content:•Basic sales functions and their inter-relation•The et-up and quality of a potential client database•Filtering contacts through the sales process•Sales rep’s autonomy•Sales reporting and performance indicators•Motivating the sales force•Sales rep’s personalities

Target:•Senior Sales Management


Duration:•4 days



26

Personal Image and Company Image

Objective:•Improve the Sales rep’s image in front of the client•Increase the sales rep’s credibility when dealing with clients•Improve the companies image towards clients

Content:•Clothing and image•Mirroring•The formal business meeting•The semi-formal business meeting•Business breakfast



Duration:•1 day



27

The Basics of Purchase Management

Objective:•Improve purchase performance•Cost reduction

Content:•The place of the Purchase Department in the company•Tendering•Setting the objectives•How to satisfy the internal client•How to find the right supplier•Preparing the negotiation and the process

Target:•Purchase Management •Purchasers


Duration:•2 days



28

Negotiation Skills in Purchase

Objective:•Improve purchase performance•Cost reduction

Content:•Definition of a mutual beneficial negotiation•Variables in the negotiation process•The ‘BATNA’ principle•Power sources in the negotiation process•Negotiation, strategies and tactics, objectives and counter arguments•Types of suppliers

Target:•Purchase Management •Purchasers


Duration:•2 days



29

Debt Collection over Telephone

Objective:• Initiation in debt collection over telephone• Improve debt collection skills

Content:• Telephone techniques to collect debts • Typology of phone conversations • Types of debtors • Durations of the call • Active listening • Active conversation

Target:•Sales Management •Financial services

Training languages:•Romanian•English

Duration:•2 days



30

Negotiations Skills in Debt Collection

Objective:•Improve debt collection skills •Learn how to negotiate in debt collection without harming the sales relations

Content:• Typical negotiation situations while collecting debts• Personality types in communication• Predilection for negotiation techniques

Target:•Sales Management •Financial services

Training languages:•Romanian•English

Duration:•2 days



31

Successful Interpersonal Communication

Objective:•Improve the relation between the employees•Improve understanding of inter-human relations•Improve relations to increase team results Content:•Self-control and self-confidence•Self respect•Communication contexts•Techniques to improve communication•Effectiveness in inter-human communication•Recognise the interpersonal communication styles•Establishing interpersonal rapport•Use the learnt skills to communicate

Target:•Top, middle and first line managers•Employees


Duration:•3 days



32

Intra-company Communication

Objective:•Improve intra-company communication techniques to motivate employees and increase their performance•Improve the companies’ image•Create a positive climate of trust towards the company to positively influence its evolution

Content:•Techniques, conflicts, practices, procedures and quality of service • Office policy• Verbal defence techniques• Active listening• The functioning of the communication process



Duration:•2 days



33

Public Business Presentations

Objective:•Learn to speak in public•Learn to get and to keep the publics attention

Content:•Analysis of presentation and organisation techniques•Means of making a presentation •Presentation techniques•Memory•Use of notes•Following a ‘red thread’ all along a presentation•Mastering the audience attention•Public involvement•Anticipation and suspence•Analysis of the presentations of the participants

Target:•Top, middle and first line managers•Sales consultants, …


Duration:•3 days



34

Media Communication

Objective:•Learn to communicate with mass-media•Mastering the mass-media’s game

Content:•Understand what the media want•Prepare an effective communication which is a benefit to the company•How to avoid the journalists pitfalls•How to stay in command of the communication

Target:•Top, middle and first line managers•Communication officers,•All in charge with media


Duration:•2 days



35

Successful Assistants

Objective:• Clarify their role in the business• Manage their relational importance within the

company• Time- and priority management• Improving communication skills• How to transmit information orally and in

written

Content:• Role of the assistant/secretary in the company• Function specificities: hierarchical and towards

subordinates• Bringing across information• Preparing documents• Telephone skills• Time management and organising the use of

time• Relations with colleagues• Interpersonal communication – the

importance of the self in the function

Target:•Assistants•Secretaries


Duration:•3 days



36

Front Office

Objective:•Acquiring the correct reflexes towards clients and public•Solving conflicts with clients•Positively presenting the company

Content:•Effective interpersonal communication•Using interpersonal report•The best communication skills•Types of conversations•Barriers, redundancy, tone of voice, empathy•Messages•Non-verbal communication – body language•Conflict management•Dress code, image and mirroring

Target:•All in touch with clients & public


Duration:•2 days



37

Train-the-Trainer

Objective:•Improve training skills•Increase participants commitment and learning

Content:•Needs Analysis•Translating Needs into Objectives •Methods that suit the Objectives •Preparing the Session Flow •Result Orientation of a Course •Marketing the course •Creating the right Environment for Training•Outlines in Leadership •(Non)-Verbal communication •Being ‘in Charge’•Interactivity •Listening Skills •Evaluating the training

Target:•Trainers (experienced and inexperienced)

Training languages:•Romanian•English•French•Dutch

Duration:•4 to 6 days



38

Romanian Language Training (Intensive)

Objective:•Effective language and communication skills – in your specific domain

Possible content (tailor-made)•Romanian – survival kit•Romanian – meetings•Romanian – press understanding•Romanian – communication with the employees•Romanian – business communication•Romanian – conferences and meetings• Romanian – product presentations • Etc.

Target:•Expatriates


Duration:•36 hours



39

Foreign Language for Romanians

Objective:•Effective foreign language skills•Intensive and tailor-made on specific business needs Possible content (tailor-made)•Communication•Finance and accounting•Business meetings•Business correspondence•Secretaries•Professional presentations•Telephone sales and call centre•Conferences/workshops/training•Product presentations•Reporting•Etc.

Target:•All needing foreign language

Training languages:•English•French•German•Dutch

Duration:•36 hours



40

Coaching – Mentoring

Objective:•Personal and professional development•Increasing performance and work results

Possible interventions•Optimising the organisation•Motivation management•Time management•Leadership skills•Stress management•Meeting management•Conflict and crisis management•Dress code and image•Client-oriented communication•Organising the sales department•Marketing•Interpersonal communication•Bringing across difficult messages•Intra-company communication•Press-communication•Etc…

Target:•Top management•Directors•Sales consultants•Other

Training languages:•English•French•Romanian

Duration:•12 hours per module

Group size:•Personal Included:•Preparation•Training•Training support•Report•Training certificate


41

Teambuilding Through ‘Tango’

Together with Tango Tangent (the most important Argentinean tango school in Romania), Pentamid Group proposes an anti-stress teambuilding program, also focusing on improving communication skills and team-cohesion

Key-concepts: • Internal communication:

- non-verbal communication and empathy - building relations and socializing

• Interpersonal Skills: - Self-confidence - Self-respect and respect for others

• Team cohesion: - Strengthening amicable relations between team-members - socially motivating the team

• Distraction and relaxation in a personal and intimate environment

• Creating the feeling of belonging to a team

Target:•All

Training languages:•English•French•Romanian

Duration:•6 hours

Group size:•Up to maximum 24 participants


42

HRMT - Human Resources Management Tools

Target:• HRD• Training Managers

Includes: • Reporting each

time you have an audit, a training, a coaching, mentoring, teambuilding, consulting etc…

• Full HR management tool available

Objective:• HRMT has the objective to report you fully and

detailed on the H.R.-activities • Can be tailor-made per product and

timeframe, over several years (2008 – 2015)• The tool can be used as management reporting

tool (Board) and as preparation for your yearly budget

Performance indicators:• Salary calculations• Presence/absence rates• Satisfaction/motivation rates• Understanding of thought material• Transfer rates• Nbr of participants• Cost per hour• Profitability• Break-down of costs per type of performance,

service or function• Break-down of satisfaction rates per type of

performance, service or function• Presence rates per type of performance,

service or function• Profitability per type of performance, service

or function


43

Coaching Training

Belg

ian C

onnect

ion –

B

usi

ness

in R

om

ania

All information about the courses can be obtained [email protected]

In case you want to subscribe to a specific trainingcourse, please send us the ‘Contact Form’. One of

the employees of our Unitate Protegata will contactyou to handle your request.

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