Actualize Handbook by actualizehk

ACTUALIZE HANDBOOK A GUIDE TO O U R PRO PO S IT I ON S

ACTUALIZE A LEARNING BUSINESS

CONTENTS 01

ABOUT ACTUALIZE

OUR APPROACH

LEADING CHANGE

PARTNERSHIP SALES

NEGOTIATION SKILLS

BUSINESS SIMULATIONS

BUILDING A COACHING CULTURE

DIVERSITY, EQUITY & INCLUSION

HEARTSTYLES

DESIGN THINKING

HIGH PERFORMING TEAMS

POWER SESSIONS

LANGUAGES

ABOUT ACTUALIZE We are a learning and development business specialising in unique and unforgettable experiences that transform individuals, teams, and organisations.

OUR VISION

Our goal is to make a positive and lasting impact. Our ultimate mission is to help people and society be happier and more effective.

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OUR APPROACH We make the complex simple by using our Head, Heart, Body, System approach.

HEAD

We help people gain knowledge and get the basics right using simple, contemporary, consultative selling tools and techniques.

HEART

Getting the attitude and mindset right is essential. We help create client connections by developing genuine interest.

BODY

We embed learning using realistic scenarios and creating opportunities to practice.

SYSTEM

We create the environment needed for sustainable success by bringing senior leadership into the development process.

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OUR PROGRAMS

LEADING CHANGE The world is currently going through an unprecedented level of change. Some companies will navigate this change well. Others will not, and for them things will inevitably get worse. Some of the best-known organisations will be left damaged or even destroyed. There are talented individuals, globally, with the will to lead this change. We are helping these people develop the skills and attitudes required to become the force for the change that is needed. SET THE AMBITION PROVIDE DIRECTION

EXCO SENIOR LEADER

LIVE THE CHANGE

TEAM LEADERS

WIDER WORKFORCE

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TRANSFORM THE BUSINESS

LEADING CHANGE CULTURE We help you examine: Where you are now Where you want to be The gap between the two We partner with you to close that gap.

LEADERSHIP In partnership, we can create a leadership development pathway. We can: Review current competency Create a core leadership curriculum Build additional skills-based workshops Align across the organisation

OUTCOMES We help you: Create the culture you need Engage and retain staff Develop great leaders Create a happier and more effective workplace Align your company values and business goals Create a future-ready organisation

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PARTNERSHIP SALES The way people buy today has evolved dramatically. Most sales approaches are outdated. The world has moved on. Our Partnership Sales program is a fourstage approach to selling from a new perspective. Following our unique CUSP model, it will bring your sales processes up to date. Delivered virtually or face-to-face, we use professional role players to bring to life business-based case studies that enable participants to learn by doing.

Connect with the right people

Understand our clients

Share ideas

Help to progress

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PARTNERSHIP SALES There are four stages to the Partnership Sales process. The first stage is to connect with the right people. Who do we want to work with and who will be a good fit for us? How should we connect with them? How do we fully back ourselves to engage with the right people at the right time? The second stage is to really understand our clients, both professionally and personally. We must help them to be seen. We need to understand their story and what motivates them. To do this well we must really dial up our genuine curiosity. The next stage is to share ideas and get creative about what they may need. This is a joint process working alongside the client. The fourth stage is helping the client progress. What issues can we help the client overcome? How can we understand and reframe any blockers, helping the client move forward in partnership?

1 2

OPTION 1 Four virtual sessions consisting of three hours each.

OPTION 2 Tailored face-to-face programs.

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NEGOTIATION SKILLS Most people are poor negotiators. You can learn effective negotiation skills in just nine hours. Our Negotiation Skills program shows participants how to effectively prepare for a negotiation, how to negotiate as part of a team, and offers 30 principles that will help them reach a win/win deal. From relationship managers to salespeople and beyond, this program benefits anyone who negotiates in their daily activities. Outcomes. Participants will learn:

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30 negotiation principles

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Team Dynamics

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How to fully prepare

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The art of exploration

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Successful proposing

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How to bargain effectively

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Closing a win/win deal

NEGOTIATION SKILLS

2 3

OPTION 1 Virtual sessions, 3 x 3 hours. There is a maximum of 12/minimum of 6 participants for this option.

OPTION 2 Virtual sessions, 3 x 3 hours with professional role players. There is a maximum of 12/minimum of 6 participants for this option.

OPTION 3 Face-to-face available in both options.

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BUSINESS SIMULATIONS Business Simulation are 2-4 day experiences that are designed to be extremely challenging and engaging throughout. We tailor the experience to your business needs.

WHO IS THE AUDIENCE? High potential employees

Leaders

High performers

Sales professionals

Outcomes. The learning experiences include:

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Strategic Thinking

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Customer Engagement

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Negotiation Skills

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Consultancy Sales

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Crisis Management

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Presentation Skills

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Collaboration

BUSINESS SIMULATIONS

OPTION 1 A tailored simulation with participants from a single organisation. There is a minimum of 12/maximum of 36 participants for this option.

OPTION 2 We run regular open simulations where participants can mix with peers from other organisations. In this scenario, a minimum of 3 nominations per company is required.

OPTION 3 Organisations can sponsor an open simulation. This can work in the following ways: • Sponsor the event (company branding on materials/at venues/ social media coverage) • Sponsor individuals from non-profit organisations to participate • Provide a learning space for the simulation * Options 1 & 2 can be run virtually

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BUILDING A COACHING CULTURE We have extensive experience in helping leaders at every level build a coaching culture within their organisation. The most powerful way to help each other is on the job, not in the training room. After sharing impactful coaching techniques with participants, we use real-time coaching to embed the learning. We support organisations in creating a culture where the appropriate coaching is given at the appropriate time. We also offer one-on-one coaching for key individuals and group coaching with senior leadership teams within organisations.

CHALLENGER

COACH

MENTOR

SUPPORTER

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DIVERSITY, EQUITY & INCLUSION Diversity, Equity & Inclusion (DE&I) in the workplace is not simply about ticking boxes. These days, potential employees demand a robust D&I record in the companies they aspire to work for. We offer bespoke Diversity and Inclusion programs using powerful tools covering Unconscious Bias, Allyship, Cultural Elegance and Empowerment. The Ultimate Toolkit We also use the Ultimate Toolkit, which provides interactive training workshops in areas such as bullying and inappropriate behaviour in the workplace for organisations across all professions and age groups.

Who is it for? All employees

Outcomes Self-Awareness Collective Action

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HEARTSTYLES Heartstyles is a self-awareness tool that measures behaviours that sit under four principles: humility, love, pride, and fear. It takes a current snapshot of individuals’, teams’ and organisations’ effective and ineffective behaviour at a given time by measuring eight above the line and eight below the line styles. As a life stage indicator, it looks at ‘where I am’ as opposed to ‘what I am’. Heartstyles has a number of business applications and can be used to improve leadership, culture and values, wellbeing, and staff development. Using neuroscience, Heartstyles helps individuals, teams and organisations to understand different human responses and adjust them to improve effectiveness.

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Outcomes • Self-awareness • Leadership Development • Team collaboration

DESIGN THINKING Here are examples of some of the Design Thinking tools we use. The Box Do people ever tell you to think out of the box? Do they tell you what the box is? Or how to think out of it? Or how to think back into it? In & Out of the Box takes the phrase “Think out of the box” literally and puts boxes on people’s heads. Learn what the box is, how to think out of it, and how to use that understanding to find a more creative answer to the puzzling situations of life, leading to a life of less pressure while experiencing more of what you really want. Clockwise™ Clockwise™ is a creative innovation model that puts the various milestones, enablers, and activities necessary to innovate in a cyclical format. It features easy to use tools at each stage in the process that will empower managers to lead change in their organisation. Fun and engaging, this hands-on training simulates the innovation process to help solve real business problems.

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HIGH PERFORMING TEAMS There are five stages for creating excellence in teams.

PAY ATTENTION TO THE RESULTS ACCEPT ACCOUNTABILITY FIRM COMMITMENT EMBRACE CONFLICT

BUILD TRUST

Teams that trust each other, embrace conflict, make firm commitments, accept accountability, and keep their eye on the results outperform other teams. We run a series of simple, powerful exercises to help teams achieve this.

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POWER SESSIONS BITE-SIZED LEARNING FOR BUSY PEOPLE Remote personal development sessions. From 90 minutes to three hours. SUCCESSFUL REMOTE WORKING Learn powerful ways to build and manage relationships globally in these changing times. EFFECTIVE QUESTIONING PRACTICES We help you develop your skills using a range of effective questions for better understanding and communication. DEEP ACTIVE LISTENING We share tried and tested techniques to help you listen with emotion and create new ways of understanding. POWERFUL NETWORKING SKILLS Master the ability to develop meaningful wider connections and interactions to build meaningful business contacts. ELEVATOR PITCH SUCCESS Learn the art of succinctness when getting your message across in a memorable way. CREATIVE THINKING TOOLS Look at things differently and find new agile ways of solving complex problems using both left-brain and right-brain thinking. MASTERFUL STORYTELLING Using a tried and tested structure favoured by the film industry and in literature, we help people bring humanity into communication.

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POWER SESSIONS GROWTH MINDSET TECHNIQUES We explore the difference between fixed and growth mindset and share effective techniques to help you develop. DESIGN THINKING APPROACHES Learn how to start with the user in mind and keep them front and centre of every step of the design process. DRIVING SENSE MAKING We help you develop ways to translate and face adaptive challenges leading to driving shared action. TOP INTERVIEW TECHNIQUES Learn effective, powerful techniques to bring the best of you to the interview process. DEMONSTRATING REAL VALUE We outline ways in which you can stand out from competitors by offering additional value for both money and time. BRILLIANT COLLABORATIONS We explore how working together is essential for successful organisations and share skills and techniques to do it well. CELEBRATING OUTCOMES Learn how to celebrate success and failure well, leading to motivating others to even better results. LEADING WITH VALUES We share strategies to help you understand the values that drive us and how we can link them to business values. 18

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POWER SESSIONS BUILDING TRUST QUICKLY We introduce tips and tools to help you quickly and easily build trust with clients and each other. OVERCOMING COGNITIVE BIASES Learn how to understand and control the numerous cognitive biases that shape our everyday decision-making. CURIOUS THINKING SKILLS We explore the different ways in which you can dial up your curiosity to improve your decision-making processes and choices. UNDERSTANDING NLP BASICS An introduction to Neuro Linguistic Programming and the fundamentals of linking thoughts to behaviours. AN INTRODUCTION TO AGILE An appreciation of the key components of Agile working and how this can be applied to teamwork. COMMUNICATION SKILLS Deliver a clear and engaging message and make your content interesting and memorable. We utilise a range of multimedia to help people become competent both face-to-face and virtually. RESILIENCE We use a number of self-coaching approaches across all levels of business to help you remain buoyant and bounce back from adversity.

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LANGUAGES OUR TEAM MEMBERS ARE EXPERIENCED IN DELIVERING OUR PROPOSITIONS VIRTUALLY TO CLIENTS IN ANY LOCATION. We are a diverse group of professionals from differing backgrounds across a range of industries and geographies. We understand business.

WE HAVE A GLOBAL TEAM WORKING IN THE FOLLOWING LANGUAGES:

English French Hindi

Cantonese German Sinhala

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Mandarin Italian

Spanish Norwegian

OUR TEAM MEET SOME OF OUR TEAM:

Jason Furness Founder, Director

Sarah Milson Program Director / Senior Consultant

Mya Kwan Senior Consultant

Jack Wilson

Sam Furness

Clare Furness

Senior Consultant

Director, Senior Consultant

Executive Director

Nigel Raymont Senior Consultant

Shajeev Wanigasekara

Keshini Jayawardena

Senior Consultant

Catherine Fu

Sonya Yeung

Charlotte Sutton-Dockreay

Delivery Consultant

Senior Consultant

Monica Browning

Pia Muggerud

Christine Cheong

Delivery Consultant

Linda Sim

Jeannie Luk

Clare Luk

Delivery Consultant

Tim Chantler

Karen Clifford

Chloe Grimmett

Senior Consultant

Delivery Consultant

Anushree Godbole

Peta Clark

Sapna Padmanabhan

Delivery Consultant

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HOW WE WILL SUPPORT YOU 10-STEP ACCREDITATION PROCESS To ensure our facilitators are aligned, prepared and the correct match for our clients, we undertake a rigorous 10-step accreditation process before engaging with any live programs. We also offer client involvement in the facilitator selection process. ONGOING QUALITY ASSURANCE In addition to the initial accreditation process, we observe and give feedback to our delivery team on an ongoing basis to ensure a consistently high standard. Further, we pride ourselves on our flexibility to adjust our content or delivery approach where required. ALIGN DELIVERY TEAM TO CULTURE Whilst it is important to match our delivery team to relevant experience relating to industry, content and more, we also note the importance of cultural relevance when partnering facilitators with programs. We will also ensure that the company purpose and values are integral to the learning experience. ACCESS TO OUR PRIVATE WEBSITE As well as our public-facing website, we have a password-protected portal whereby we can provide additional content, resources and materials for participants to refresh or continue their development. VIRTUAL DELIVERY SUPPORT We have a team of experienced moderators who can ensure the seamless delivery of our virtual programs. These moderators are trained to understand the technical requirements of a program and also align with the facilitators’ intentions, methods and approaches to support the session. SCHEDULING SUPPORT Our team of schedulers can work with your internal teams to create scheduling frameworks. Where necessary, we can also arrange for enrolment support utilising our own platforms. This can also include attendance records.

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HOW WE WILL SUPPORT YOU INTERNAL MARKETING & COMMS SUPPORT We know our programs inside out. That’s why we often support internal marketing and communications around any program we offer. We have experience in achieving higher sign-ups for our clients when needed. REGULAR UPDATE REPORTING In addition to our diagnostics, design and delivery, we often support clients by providing feedback on themes, issues and opportunities we notice from participants. We consult back to our clients with holistic feedback of all that we learn. PROJECT MANAGEMENT SUPPORT Whilst we always defer to the preferences of our clients, we also acknowledge that learning and development programs can be time-consuming behind the scenes. With that in mind, we offer Project Management support to help alleviate many logistical requirements from our clients. CREATION OF CERTIFICATION PROCESS In our experience, certification of any program increases engagement among participants. It provides both an incentive and a way to add rigour to the process. We introduce line manager involvement in passing the certification process. IMPACT ASSESSMENT We use the globally recognised evaluation of the Kirkpatrick Model to measure the impact of our programs. This 4-step approach ensures a holistic approach is adopted so that all areas of evaluation are monitored post-program. BESPOKE VIDEO CONTENT We have found that using short, animated videos in session helps embed the learning. We offer clients bespoke videos that help participants focus on areas relevant to their role, organisation or industry. We script and storyboard the videos before commissioning our trusted animator.

Actualize Handbook