Skills Development Consultants International, Hillcote Bleadon Hill, Weston-s-Mare, U.K BS24 9JT
Tel +44 (0) 1934 811993 Fax +44 (0) 1934 811993,e-mail Raymond.Hicks@Btinternet.com
Skills Development Consultants International
Working in Partnership with Companies World-wide
to meet the Challenges of the 1990s
by achieving lasting performance improvements through people development.
“WIN-WIN” with the SDCI TEAM
Page 1 Introduction to SDCI
Page 2 Portfolio
Page 3 Training Needs Analysis
Skills Development, Assessment and Recruitment Centres.
Page 4 Self-Paced Learning Packages
Page 5 Bespoke Programmes
Page 6 Facilitation Assignments
The Sales Coach
Page 7 Key Personnel
1. INTRODUCTION to SDCI
1.1 The founder Directors established SDCI. to provide a comprehensive 'people
development' consultancy from assessment of requirements at the highest
level, through to provision of the most appropriate and effective solution. The
overall aim being to achieve lasting performance improvements through the
development of people.
Each of the Directors has world-wide experience in the field of training and
personal development. They are expert in course design, facilitation and
delivery. Each has operated at high level in international companies with
global remits. Each Director has the necessary professional experience and
qualifications to carry out a full range of consultancy and training, and all have
a high degree of business acumen.
1.2 The ethos of SDCI is to provide high quality guidance, development and
training at a reasonable cost - the programme and cost always being
linked to improved personal and business performance. A prime
objective of all contracts is to establish a link between the product or
service provided, and our client's bottom line results.
1.3 SDCI is committed to the provision of world-class training for all our clients.
To achieve this we have built strong relationships with some of the best
training organisations around the world. This enables us to include their
outstanding programmes in our portfolio.
All these companies have branches throughout the world which contribute to
the development of new programmes to meet the changing market and
customer needs. This means that SDCI is able to provide the highest
quality training programmes developed by the best informed sources in
the U.K. and World-wide.
1.4 SDCI has placed special emphasis on the selection and development of
practical programmes which enable participants to put what they learn into
practice and ensures our clients receive a good return on their training
There are eight separate but complementary areas in SDCI's portfolio:-
1. Performance Improvement and general training consultancy.
2. Training Needs Analysis
3. Skills Development, Assessment Centres and recruitment centres.
4. Professionally presented, fully documented training programmes.
5 Self-paced learning packages.
6 Bespoke training seminars and courses.
7. Trainers Guides and personal tuition for In-house training
programmes, e.g. Train-the-Trainer.
8. The Sales Coach
SDCI will undertake Consultancy assignments which focus on
improvements in company and individual performance of management and
staff. Such assignments enable us to build a synergy with our clients leading
to better researched recommendations for any type of development
programme. We will work with the sponsors of such assignments to define the
CHANGES which must take place in order to achieve the desired
Through interviews, observations and focus groups, we will analyse the
elements of the change into skills, behaviours, procedures, attitude and
knowledge and recommend appropriate courses of action. This may involve
the introduction of new processes, internal marketing programmes, quality and
training initiatives, coaching, recognition and reward schemes.
We have the expertise and experience to help our clients to manage such a
programme of change, and to bring lasting performance improvements
which are translated into bottom line results.
The Directors are very experienced, credible and competent facilitators who
are used to working at board level downwards. The unbiased and impartial
facilitation of 'top team' projects is invaluable to companies wishing to become
2.2 TRAINING NEEDS ANALYSIS
Training Needs Analysis is available as a specific consultancy assignment or
as a follow on to a general consultancy project. The Directors have a wealth of
experience in this area which is available to our clients. Our approach is to
recommend the right “performance improvement” solution which may not
necessarily be a training course.
2.3 SKILLS DEVELOPMENT and ASSESSMENT CENTRES
The Directors have unrivalled experience and expertise in the design,
development and running of Skills Development Centres (SDC’s). Such SDCs
usually have a developmental bias, but may be used purely for assessment of
people, or to assist with recruitment.
Where change takes place in an organisation, the SDC process makes it
possible to define new job profiles, measure the skills of the existing people
against them, and to plan the necessary development programme.
SDC‘s also provide the best possible measurement of the skill levels of a
workforce against a set of standards. The Personal Development Plans that
are derived help to maximise the training investment, and are a sure way to
improvements in the overall performance of a company.
When used for recruitment, SDC’s have been proved to be the most
accurate predictor of a candidate’s suitability.
2.4 TRAINING PROGRAMMES
SDCI can provide a wide range of training, covering key NVQ Elements and
Units for Management, Sales and Marketing. Each programme has been tried
and tested and is in a constant state of fine tuning to keep abreast of
innovation and market demand.
The programmes have been used by many companies, large and small,
around the World.SDCI’s Directors, who have had significant experience in
personal development and training in a world-wide market, rate them as
Management of the Sales Force
Management Sales Skills Development
Supervision Advanced Sales
Leadership Key Account Management
Performance Shortfalls Telephone Sales
Performance Breakthroughs Winning (Win-Win negotiation)
Thinking Strategically Marketing Development
Customer Care Programmes
Total Quality Management Customer Service
Presentation Skills Creating Customer Satisfaction
Negotiation for non-marketeers
In the selection and development of SDCI programmes, special emphasis
has been placed on transference of learning from the classroom to the work-
place. Follow-up assignments are included in all training (and self-paced
learning) programmes to ensure the application of the new skills, knowledge
2.5 SELF-PACED LEARNING PACKAGES
SDCI believe that individuals can make significant improvements in their
personal performance, through the use of self-paced learning to acquire
essential new skills or to refresh and reinforce old skills which have declined
or been forgotten. Sadly, it is human nature to forget, and we all benefit from
a regular reminder to keep us at peak performance..
The Self-Paced Learning packages which we have are well proven on a
world-wide basis. They provide a very cost effective approach for the Core
Communication skills without the need for time off the job.
The skills are covered in a series of four workbooks which are entitled:-
EFFECTIVE BUSINESS WRITING - a self-paced learning package covering
the communication process; general writing skills; letter, memo, minute and
EFFECTIVE BUSINESS COMMUNICATION - a self-paced learning package
covering general communication skills, questioning skills, listening skills,
assertiveness, non-verbal communication.
EFFECTIVE CUSTOMER SERVICE - a self-paced learning package covering
'understanding customer needs', communication skills, complaint handling,
how to get repeat business, and taking responsibility for customer service.
EFFECTIVE BUSINESS NEGOTIATION - a self-paced learning package
covering winning and losing, the negotiating process, creating the right
climate, presenting open positions and reaching agreement.
Each Self-Paced Learning programme consists of a high quality Workbook
which contains learning points, self evaluation-tests, check lists, exercises and
a 'hints and tips' section.
A comprehensive Trainers Guide, complete with OHPs, is also available for
each of these programmes, to companies wishing to use either SDCI or their
own trainers to deliver the programmes in-house. The programmes also lend
themselves to manager-led team sessions, to ensure that all team members
are working at the same level.
2.6 BESPOKE PROGRAMMES
Where a client’s needs are not matched by existing programmes, SDCI has
the capability and capacity to develop bespoke programmes. These
programmes would be specially designed and written by one or more of the
Directors on a needs basis, and according to a client's specific requirements.
Alternatively, existing programmes could be tailored or modified to achieve the
2.7 TRAINERS GUIDES
Trainers Guides are available to assist in-house tutors to conduct SDCI
courses and to impart learning points to delegates. A train-the-trainer
workshop run by a Director will be beneficial to the Trainer. These packages
are provided for two purposes:-
a) To train company in-house trainers in the programme that they have to
b) To up-skill the trainers themselves, to increase their effectiveness and
credibility with their internal 'customers'.
2.8 THE SALES COACH
Many small companies are formed and run by entrepreneur[ who have little or
no selling skills. In the early stages they overcome this lack of skills through
their enthusiasm, conviction and personality.
However, as their business grows, they are able to spend less time on sales
development. They need to recruit and manage sales people. At this stage
their lack of expertise can prove to be very costly. Sales people need to be
carefully selected and well managed to achieve lasting success.
Additionally or alternatively, other members of staff such as engineers must
take on some of the responsibility for sales. Many such people have limited
customer-facing skills and little inclination to become sales people.
The Directors of SDCI all have very great experience in selling and sales
management. We have been responsible for the assessment, development
and coaching of sales people. We are therefore ideally equipped to offer this
valuable experience and expertise to the managers and owners of small
The Sales Coach provides the following services :
Accompanied Sales Calls ( for observation and coaching)
Call and Presentation Rehearsal.
Sales Process Introduction
Recruitment (for assessment and recommendation)
Training (for small groups)
3.0 KEY PERSONNEL
RAY HICKS - MBIM, MCIM, MIPM, MNIM
An experienced Development and Training consultant with a background of
senior management experience in customer service and sales and marketing
in major International communications companies. Key appointments held
included :- Customer Service Manager in the City of London ; Regional
Marketing Manager responsible for marketing BTs products and services to
residential and business customers in the South West of England ; Regional
Sales Manager for Southern England, responsible for business sales and
service; Skills Development Manager managing a world-wide sales
development team responsible for the development and delivery of high-level
training programmes in the UK and Asia Pacific.
During 1994/95/96 he has been responsible, as project manager for running a
$10.5 million training project in Nigeria. In 1997/98 was responsible for
managing a training project for the European Union in BELARUS. During
1998 carried out an audit of a telecommunications contract in Latvia.
Ray Hicks is a skilled presenter and an accomplished facilitator and trainer.
He has wide experience of the recruitment, appraisement and assessment of
service sector staff and is an experienced assessor in Skills Assessment