Accredited Training:

Accredited with the Services SETA, accreditation #0116, valid until 31st March 2020.

CourseUnit
Standard
NQFDays
Tender to Win new business1145934
Produce business plans for a new venture1145924
Demonstrate basic understanding of primary labour legislation139524
Finance a New Venture1145844
Appraise the SMME Business owner and/or Manager1158244
Determine and negotiate terms of reference for business appraisal services1158544

Non-Accredited Training:

1) Core programme

a) Marketing

Content

  • Understanding customer needs
  • Identifying your customer’s real needs
  • Understanding your competition
  • Your marketing action  plan

Aims and objectives

  • understanding the marketing mix; product, price, place and promotion;
  • realise what it is that the customer actually buys;
  • segment your customer base;
  • undertake basic research to establish what customers’ real needs are and their priority;
  • establish who are your major competitors and how well you perform as compared to them;
  • analyse and interpret your research results;
  • develop a SWOT analysis from your research results;
  • Develop a marketing action plan from your SWOT analysis.

b) Personal selling skills

Content

  • Are you order taking or selling?
  • Preparing for the sale
  • What customers really buy
  • Getting your mind right
  • Looking the part
  • Sell the benefits
  • How to recognize buying signals
  • Anticipating and dealing with objections
  • The sales presentation

Aims and objectives

  • understand the difference order taking and selling
  • develop the right attitude and frame of mind  needed to sell successfully
  • appreciate the importance of your appearance in selling situation
  • convert the features of your product into the benefits that you should be selling
  • use and recognize body language
  • deal effectively with objectives  raised by customers
  • develop a winning sales presentation
  • use effective and professional selling techniques
  • close sales more professionally and more often
  • appreciate the importance of after sales service

c) Advertising and promotion

Content

  • Essential Research
  • Creating winning messages
  • Advertising and Promotion Options
  • Planning your campaign

Aims and objectives

  • Setting out objectives
  • Understanding customers’ needs
  • Segmenting your market
  • Recognizing your position in the marketplace
  • Identifying your target customers
  • Identifying the benefits your customers want to buy
  • Gaining immediate impact
  • Getting the right image
  • Creating winning themes
  • Designing winning layout
  • Gaining immediate impact through attention , interest, desire and action
  • Using different mediums to advertise like news  releases, sales promotion and  exhibitions
  • Planning your campaign by assessing what you can afford, selecting your best options, working out your budget , how to cope with extra business and monitor the results

d) Customer care

Content

  • Customers in perspective
  • Customer care – the risks and the rewards
  • Why does poor customer care happen?
  • What needs to be done? Your action plan
  • Customer care skills

Aims and objectives

  • Appreciate the extent of competitive advantage that can be achieved by paying careful attention to service levels
  • Recognise that your business has both external and internal customers
  • Realise that customer’s expectations are changing all the time
  • Understand the reasons why poor customer care happens
  • Teach the people that work for you how important it is to treat customers well so that they feel that your whole business is genuinely interested in them
  • Set an effective customer care mission statement
  • Define standards of performance in your business
  • Develop an action plan to implement customer care excellence in your business
  • Handle complaints in a positive and constructive manner
  • Develop your own customer care skills and pass these on to the people that work for you

e) Practical pricing and costing

Content

  • What is profit?
  • Pricing in perspective
  • Optional approached towards pricing
  • Understanding the relationship between “pricing” and “costing”
  • What factors determine the “right price”?
  • How to successfully get higher prices
  • Practical techniques for ensuring that you have chosen the right prices

Aims and objectives

  • Understand how “profit” is calculated, including “gross” and “net” profit
  • Understand “gross profit percentage” vs. “mark-up”
  • Appreciate the different approaches towards price setting
  • Understand the difference between fixed and variable costs
  • Understand how to apportion fixed costs to your products
  • Calculate the break-even point for your business
  • Understand the concept of marginal costing
  • Understand the factors which determine the “right” price
  • Set your pricing objectives
  • Appreciate how competitor pricing affects you
  • Follow 11 tried and proven techniques for finding the right price for you
  • Follow 30 tried and proven techniques for successful getting higher prices

f) Effective financial management

Content

  • In business, how does money work?
  • Working capital
  • Cash flow and cash flow forecasting
  • Debtors control
  • Creditors control
  • A brief look at insurance
  • Let’s see how well you have done – model answers

Aims and objectives

  • Appreciate how money flows through a business and the importance of retaining some in the business of growth
  • Understand the trading cycle
  • Understand the concept of working capital
  • Prepare a budget
  • Prepare cash flow projections
  • Understand the importance of credit control and control your debtors more effectively
  • Understand the importance of stock control and your stock more effectively
  • Negotiate trade professionally and manage trade credit effectively
  • Appreciate what insurance cover is appropriate for your business

g) Basic bookkeeping

Content

  • Why keep books
  • You and your business are two separate things
  • Introduction to VAT
  • T Recording cash payments
  • Filing your records
  • Reconciling the bank account he analysed cash book

Aims and objectives

  • Appreciate the vital importance of maintaining adequate financial records.
  • Realise that you and your business are separate things and that the two sets of financial affairs must be separately managed.
  • Draw up a budget
  • Understand the concept and mechanics of VAT
  • Prepare an analysed cash book.
  • Prepare an analysed petty cash book
  • Reconcile your account to your cash book
  • File your accounting documents in a logical way

h) Essential aspects of purchasing

Content

  • The essential elements of a successful purchase
  • Preparing for the negotiation
  • Negotiating the purchase
  • Fulfilment of the purchase

Aims and objectives

  • To help you become more efficient and profitable by applying proven techniques in your buying procedures
  • Recognising that each purchasing decision in business involves separate consideration of quality, quantity, price, payment, delivery and  service
  • Identifying and evaluate alternative sources of supply of goods and services for your business
  • Implement sound administrative procedures that will protect your position in the buying process

i) Understanding VAT

Content

  • How VAT works-an overview
  • Standard rated, zero rated or exempt?
  • Registration procedures, options and implications
  • Tax invoices
  • Claiming input tax credits
  • Bookkeeping procedures
  • Pricing, costing and budgeting
  • Penalties

Aims and objectives

  • To know who pays tax?
  • To understand the different types of taxes
  • To know how VAT works – output tax, input tax, VAT periods etc.
  • To know the kinds of VAT-zero rated, exempt
  • To know the registration procedures of VAT
  • To know how a tax invoice must look
  • To understand different invoices and their uses-full tax invoice, abridged tax invoice, copy invoices, debit & credit notes
  • To understand common under-claiming
  • To understand the bookkeeping procedure to follow
  • To know the claiming of input tax credits
  • How to estimate your pricing, costing and budgeting
  • How to use the VAT checklist
  • To know the penalties and interest charged  on the late payment, avoided payment and over claimed

j) Understanding income tax

Content

  • What is taxation and why is it necessary?
  • Who is liable for income tax
  • How to determine taxable income
  • How to calculate your tax liability
  • Pricing and costing
  • Employees and income tax
  • Complex areas
  • Let’s see how well you’ve done-model answers
  • Penalties and interest

Aims and objectives

  • To know  who pays income tax
  • To know the registration procedures for income tax
  • To know how to determine taxable income
  • To know how to calculate income tax liability
  • To know how to use tax tables

k) Your approach towards business

Content

  • Thinking and problem solving skills        
  • Motivating yourself and those who work for you
  • Setting and using personal and business objectives  
  • Managing your time effectively

Aims and objectives

  • Understand and use “brainstorming” techniques
  • Approach problems as opportunities
  • Recognise your value as a person
  • Understand the difference between the “conscious” and the “sub-conscious” minds
  • Replace negative thoughts with positive thoughts
  • Realise that happiness and enthusiasm are choices and how to make your choice
  • Realise the importance of keeping the right company in business
  • Motivate the people that work for you
  • Set and use meaningful business and personal objectives

l) Effective management

Content

  • Introduction – The old you
  • Taking control
  • Decision making
  • Leadership/ motivation
  • Effective control of time

Aims and objectives

  • To develop appropriate personal and business management skills to enhance your own and your team’s performance, efficiency and profitability.
  • Be better able to control your business for improved profitability
  • Have a more positive and successful team

m) Negotiating skills

Content

  • Discussion as the Key to Negotiation
  • The Importance of Win: Win in Negotiations
  • The Negotiating Framework
  • Six Steps to Successful Negotiation
  • Other Aspects of Negotiation
  • Negotiating by Telephone and Letter
  • Your Negotiating Style
  • A Framework for Negotiation Preparation
  • Conclusion
  • Your Personal Action Plan

Aims and objectives

  • To acquire the knowledge and skills to enable you to become a more successful negotiator;
  • To develop a successful negotiating style;
  • To prepare properly for negotiations;
  • To develop appropriate objectives for negotiations;
  • To understand and respond to what is happening during the course of a negotiation;
  • To make a realistic assessment of your chances of achieving a successful result from negotiation.

n) Your business plan

Content

  • What is a Business Plan and why do you need one?
  • What should your business plan contain?
  • Presenting your business plan
  • A brief look at alternative types of financing
  • A brief look at alternative types of business entities

Aims and objectives

  • Know what a business plan is – that it much more than a document for raising finance
  • Understand what a good business plan should contain and why
  • Appreciate the importance of you preparing your own business plan
  • Know how to present your business plan in a way that will improve its chances of success
  • Appreciate the importance of regular updating of plans to take account of changing circumstances
  • Understand the various types of finance available and choose the type which best suits your needs
  • Understand what type of business entities there are and which best suits your needs

o) Practical tendering skills

Content

  • Small beginnings
  • What is tendering and why is it necessary
  • Tender opportunities and how to access them
  • Joint venture opportunities
  • The tendering process
  • Critical success factors
  • Costing and estimating
  • Pricing tender bids
  • Identifying further training needs
  • Sourcing of information and advice on tendering

Aims and objectives

  • Understanding the tendering process;
  • Understanding the difference between ordinary sales situations and tendering;
  • Getting on to the tender list;
  • How to access tendering service providers;
  • Identifying tender opportunities;
  • Understanding costing tender bids.

p) Project management

Content

  • What is a project
  • What is management
  • What is project management
  • The parties in project management
  • Choosing the right project
  • Practical implementation
  • Reporting

Aims and objectives

  • To help you understand the project management process better
  • To help you identify who should participate in project management
  • To enable you to play an effective role in the project management process
  • To help you create a project management structure for your project

q) Advanced bookkeeping

Content

  • Why keep books
  • Book-keeping methods
  • Introduction to VAT
  • The analysed cash  book
  • Sales and purchases journal
  • Filing your records
  • Reconciling the bank account
  • Double entry book-keeping
  • Single entry system

Aims and objectives

  • To understand why book –keeping is important
  • To examine a variety of  book-keeping options and select the one most appropriate for your business
  • To introduce Value Added Tax
  • To practice recording financial transactions

r) Business orientation

Content

  • Aims and objectives
  • Unemployment                                                                                                     
  • The difference between being employed and starting your own business
  • Motivating yourself                                                             
  • Why do people start businesses?                                                            
  • What is a business and the trading cycle?                                            
  • Personal entrepreneurial characteristics
  • Generating business ideas                    
  • What is profit?  
  • Overview of the market                                                                         
  • Basics of customer care                                                   
  • How does money flow?                                                            
  • Capital required when starting a business                               
  • Importance of keeping records                                                
  • Forms of ownership                                                                     
  • Setting and using business and personal objectives  

Aims and objectives

  • Know the difference between being employed and starting your own business
  • Know how to motivate yourself
  • Understand what a business is
  • Understand personal entrepreneurial characteristics
  • Know how to solve problems facing entrepreneurs
  • Know how to set SMART objectives
  • Know how to calculate profit
  • Understand how the market works
  • Know how to take care of customers
  • Understand how money flows in a business
  • Appreciate the importance of keeping books
  • Know the different forms of business ownership and where and how to register a business
  • Know how to determine the amount of money you will need to start a business

s) SARS and SMME legislation

Content

  • Basics in conducting business in South Africa
  • The skills development in South Africa
  • Unemployment insurance fund
  • Workman’s compensation fund
  • National skills development strategy

     2) Pronet Programme

a)Manufacturing health check

Content

  • Case study: windows manufacturig
  • Profitability
  • The price lever-competitive advantage
  • The price lever-competitor assessment
  • The cost lever- efficiency and effectiveness
  • Product strategy
  • Fieldwork
  • Assignment
  • Assessment

Aims and objectives

  • Assessing the competitivenes and fitness of your own business
  • Reconising the strength and weaknesess of your own products/serive
  • Recognising the strength and weakness of the competition and using this information in a targeted fashion
  • Determining the requirements of your customers
  • Recognising whether existing products can win you new customers  or whether you can offer existing products to new customers; and
  • Recognising approaches towards improvement by:
    • Developing and building on strengths/eliminating weakness, and
    • Defining and planning actions.

b) Quality management

Content

  • Quality management concept and principles
  • Quality management frameworks
  • Quality measurement and monitoring tools
  • Quality improvement processes
  • International standards
  • Assignment
  • Assessment

Aims and objectives

  • Quality management principles
  • The basic requirements that a product or servie must have to be perceived as having quality;
  • Quality management methods
  • Quality monitoring and measurement tools
  • The principles employed by internaional best practice quality management systems, and
  • The requirements of the ISO 9001: 2000 and the SANS quality management standards
  • An understanding of the basic concepts and practices and practices of quality management
  • The capability to start quality actions in their respective companies
  • An understanding of the added value for themselves and their companies, and
  • An understanding that quality management is a continuous effort for the future- a never ending journey based on continuos improvement

c) Production management

Content

  • Business strategy
  • Factory location planning
  • Alternative production organisation
  • Factory planning techniques
  • Production management
  • Production capacity and lead time planning
  • Assignment
  • Assessment

d) Resource management

Content

  • Production planning strategies
  • Procurement strategies
  • Determining material requirements
  • Production time and capacity planning
  • Lead time planning
  • Production scheduling
  • Optimising through times
  • Assignment
  • Assessment

Aims and objectives

  • The difference between a buyer’s market and a seller’s market
  • The terms economies of scale and economies of scope
  • Determining material requirements in a manufacturing facility
  • The steps undertaken in preparation of a work plan
  • The type of production capacotis involved when going production planning
  • The functions of production planning
  • The project evaluation and review techniques (PERT)
  • The task involved in production control , and
  • The ABC analysis technique
  • An understanding of production planning strategies
  • An undertanding of procurement strategies and techniques
  • An udertsanding of and ability to conduct production work planning
  • An understanding of and ability to apply a production scheduling technique, and
  • The capability to optimise production throughput times

e) Product development

Content

  • Increasing momentum of innovation
  • Types of product development processes
  • Product development problems and pitfalls
  • Controlling the success rate of new product development processess
  • Product development processes
  • Generationg product ideas
  • Creativity techique : brainstorming
  • Complementary reading
  • Assessment

Aims and objectives

  • Knowledge of appropriate processess of managing the process of developing a new product
  • An understanding of the importance of product innovation in respect of the long-term profitatbility  and growth of a company
  • An understanding of the pitfalls in developing new product innovations
  • An understading of the rspective sources of new product ideas, and
  • The ability to conduct ideal generation and problem solving exercises with employees and other stakeholders

f) Information management

Content

  • Stages in knowledge and information management
  • Instruments for improving information and knowledge management
  • Other aspects of knowledge and information management
  • Assignment
  • Assesment

Aims and objectives

  • An understanding of the importance of systematically manage information processess within a company
  • The capability to conduct an audit of the information requirement of an SMME, and
  • The capability to implement an information and knowledge management system in a SMME

g) Human resource management

Content

  • The purpose of basic conditions of employment
  • HR employment
  • HR deployment
  • Sectoral determination and codes
  • Termonation of services
  • Instruments of labour relations
  • HIV/AIDS
  • Assigment
  • Assessent

Aims and objectives

  • An understanding of the concept of basic conditions of employment
  • An swareness of labour requirements imposed on employersby law that necessitates compliance
  • The ability to comply with these requirments, and
  • The abolity to effectively administer human resources processes and procedures in the SMME environment

h) Cost and financial management

3) Process

a) Business planning

Content

  • Administrative issues
  • Simulation exercise
  • Contents of a business plan
  • Frameworks for financial statements
  • Programme evaluation
  • Learning assessment
  • Summative assessment

b) Business appraisal

Content

  • Enterprise analysis
  • SMME financing
  • Assessment of the viability of industrial projects
  • Fieldwork
  • Assessment of entrepreneurial competencies
  • Impelmentation planning

c) Market analysis

Content

  • Market assessment
  • Market segmentation
  • Market potential and marketing
  • Market research
  • Programme evaluation
  • Assessment

d) Technical analysis

Content

  • Analysing and assesing the technical viability of projects
  • Technology and project management
  • Cost analysis
  • Field work

e) Financial analysis

Content

  • Methods of cost calculation
  • Break-even analysis
  • Financial analysis
  • Investment decision making
  • Practical assigment
  • Programme evaluation
  • Assessment

f) Business advising

Content

  • Business advising approaches and issues
  • Diagnostic enterprise assessment techniques
  • Communication techniques
  • Programme evaluation assessment

g) Business monitoring and rehabilitation

Content

  • Monitoring parametrers and indicators
  • Financial ration analysis
  • Du pont analysis
  • Comarison of actual with planned data
  • Comparison of monitoring data with threshold
  • Analysis of monitoring data
  • Selection of rehabilitation projects
  • Problem analysis
  • A B analysis
  • Break-even analysis
  • Development of rehabilitation objectives
  • Incremental rate of return
  • Risk assessment
  • Change management
  • Programme evaluation
  • Assesment

4) Build a Better Business

a) Counselling methodology

Content

  • Business potential
  • Finanacial management
  • Human resource management
  • Marketing management
  • Manufacturing management
  • Quality management
  • Summary evaluation
  • Notes and other observation
  • Top 10 critical and urgent issues
  • Urgent resolution plan
  • Critical issues resolution plan
  • Implementation assistance proposal
  • Client evaluation form

  5) Other

a) Business ethics

Content

  • Why is business ethics an issue
  • What is ethical business conduct
  • Legal frameworks for business ethic
  • Ethical codes
  • Implementing and sustaining ethical codes
  • Assignment
  • Assessment

Aims and objectives

  • Understanding what business ethics is, and what it is not
  • Be able to asses your own business in respect of the most common ethical business principles, and
  • Develop and implement an ethical code for your own business