®

Deep Insight ® Direct Results

Instructor Led Training eLearning Consulting

www.fathomtraining.com FATHOM CORPORATE TRAINING AUSTIN’S Local Source for training

With more than 20 years experience in sales and management turnaround environments, Fathom Corporate Training, based in Austin, Texas, works with organizations and people facing critical challenges in leadership, management, sales, negotiations and customer service.

1 /// About Fathom Corporate Training (Pages 4-8) 04 About Fathom Corporate Training 05 Austin’s Top Training Trends 06 What Fathom Can Do for You 08 Current and Past Client List

2 /// Fathom’s Instructor Led Training Programs (Pages 12-37) 12 Outstanding Presentation Skills Workshop 14 Cultural Diversity Skills Workshop 16 Outstanding Customer Service Skills 18 Time Management Skills Workshop 20 Generations in the Workplace 22 Consultative Selling Skills Workshop 24 Outstanding Management Skills Workshop 26 Win-Win Negotiation Skills Workshop 28 Advanced Negotiation Skills Workshop 30 Negotiation For Purchasing 31 Sexual Harassment Awareness 32 New Product Launch and Targeted Sales 33 Time Management for Sales Professionals 34 Selling Brand Value 35 Internal Brand Training 36 Crisis Media Skills Training 37 Assertiveness Training 3 /// Fathom’s eLearning Solutions (Pages 41-52) 41 Communication 42 Finance 43 Creativity and Innovation 44-45 Human Resources 45 Marketing 46-48 Leadership/ Management 49-50 Project Management 51 Nonprofit 52 Just-In-Time eLearning

2 Deep Insight, Direct Results ® Our participant-centered training is designed to seed new thought and facilitate dramatic course correction. WELCOME TO Fathom Corporate Training

It is with great pleasure that we introduce our full catalog of training products and services. We are proud to be based in Austin and over the past 20 years have enjoyed Austin’s tremendous growth and the opportunity it has meant for all of us who have lived, played and worked here for so long. Fathom is an integral part of the Austin landscape and we are grateful to have played a role in helping many organizations and their employees succeed over the years.

Fathom Corporate Training can be distinguished from its competition by the way we approach client challenges and deliver solutions. We call this Deep Insight, Direct Results. Deep Insight is gathered from our industry expertise, training and development experience and from sitting down with clients to understand their specific workplace challenges. John Males We facilitate programs that focus on proven models, custom Founder and President case studies, role-plays, assessment and engaging discussion to create an ideal environment for growth and change. Fathom’s methodology gets participants to open up to ►► Founded in Austin, TX. new ideas and allows them to transition new skills from the ►► Over 20 years experience in classroom to the workplace in a short amount of time. Direct learning and development. Results are delivered in the form of better communication, higher morale, increased revenues and a more cohesive ►► Program materials customized workplace. Our results are measurable. We follow up after for your organization. training has taken place to ensure that the new skills are being ►► Post session follow up ensures implemented effectively and are integrated in our client’s that learning objectives are met. strategy for success. We know that many choices exist when choosing a learning and development partner. Our hundreds of clients and thousands of participants remain our best source of feedback about how we work and effect change. We look forward to the opportunity to meet with you and address your training needs.

Sincerely,

4 AUSTIN’S TOP TRAINING TRENDS

Each year, Fathom meets with hundreds of CEO’s, HR Directors and Leadership and Development staff. Below are few of the top training issues that organizations in Austin are facing.

Generational Change in the Workplace: As a city with a young, educated and vibrant workforce, Austin certainly has benefits for employers. The demographics of the city also yield some specific challenges because of age and experience. The median age in Austin is 31 years old. This is inside the Millennial age bracket of people born after 1980. And, it means that in Austin, we have a greater tendency to hire young staff. These staff must then meld with staff that might be from another generation.

Fathom has been facilitating an unprecedented number of Generations in the Workplace training sessions to help employers and employees understand the differing values that each generation holds. The result is more awareness and understanding between each of the generations that leads to more effective collaboration and productivity.

Managing Growth: Austin is home to many high tech start-ups and fast growing firms. Many are growing without a strategic plan in place to manage growth or a vision for the future to guide them. Developing a values driven strategic plan and communicating that plan to every employee provides both stability and an actionable set of decision making criteria that focuses company efforts on obtainable goals. Fathom provides strategic planning and communication solutions that provide a solid foundation for organizational growth.

Improving the Customer Experience: Fast growth comes with a cost. Customers typically feel the effects of growth when a firm’s existing customer service staff is tasked with handling the increased volume. New staff members are brought on board but often lack the experience and training necessary to service customers at optimum levels. Customers feel the difference in how they are handled by customer service staff members who are not yet reading from the same page of the playbook as their team members. Effective customer service training gets staff on the same page and provides a template for bringing new hires up to speed.

Developing Core Managerial Skills: Due to rapid growth and the need to manage it, front line staff members are being promoted more quickly into management positions. Many have never managed others and have not been given training in the core areas of communication, motivation, delegation and evaluation to take on this new role. Investments in managerial effectiveness are essential for organizations that are in competition for skilled technical workers. Eighty percent of an employee’s decision to terminate employment is based on their relationship with their direct manager.

5 What Fathom CAN DO FOR YOU

PUBLIC OPEN WORKSHOPS WEBINARS

Fathom offers a full array of public Webinars offer individuals and organizations workshops which are held in the Austin, access to expert facilitators at a time and Texas area. Public open workshops place most convenient for them. are best suited for individuals or organizations that need to develop skills in a few of their employees,.

e ONSITE AND CUSTOM WORKSHOPS ONLINE TRAINING

If your organization has more than 8 people Access over 70 courses with Fathom’s who require training, Fathom’s Private/ online training solutions. The courses Custom workshops can offer you the best provide instruction in traditional soft skills value. By including custom case studies, along with areas such as finance, HR or tailoring the content to better meet management and project management. your organization’s culture and business Online training offers a minimum of 30 processes, Fathom can ensure that your days of access along with the option to training initiatives deliver the exact results contact subject matter experts if any that you need. questions arise.

6 ONE-ON-ONE COACHING ORGANIZATIONAL DEVELOPMENT CONSULTING An excellent option for busy executives, As a consultant, Fathom Corporate one-on-one coaching provides access to Training will help you to identify, design and our subject matter experts for the most implement training solutions to meet your personalized training experience. Fathom specific objectives. Fathom offers custom works directly with the participant to assessments, employee focus groups design the custom education session and and facilitated executive work sessions to offers follow-ups. help you refine your training and human development strategies.

KEYNOTE SPEECHES

Fathom’s expert facilitators can deliver many of the programs in condensed Keynote format. These sessions are designed to be entertaining and informative, leaving participants with an exciting overview of key concepts.

7 FATHOM CULTIVATES LASTING CLIENT RELATIONSHIPS. BELOW ARE SOME OF THESE:

ADVERTISING MEDIA CHEMICALS HEALTHCARE MINING TECHNOLOGY + RetailMeNot Dunn Edwards Arc of the Capital Advanced Drilling SXSW Hill & Knowlton Strategies Novus International Community Care Collaborative Lafarge SailPoint CMV Publicidad DA Stuart Paratus Diagnostics Technologies Sicola Martin TX Hospital Association OIL/GAS/ENERGY KIO Networks TBWA EDUCATION Superior Health Plan Tesoro Corporation Websense University of Texas Produce Pro Transocean Drilling AllClear ID AVIATION-AEROSPACE Texas Education Agency NW Surgical Hospital Wayne Fueling Systems TK20 Lufthansa Technik Laredo Ind. School District Eisai Tesoro Logistics BMC Software Wesco Aircraft TX A&M MedSpring Urgent Care Wenzel TX Gas Service DNB General Dynamics Camelot Education Baylor Spine EnTrans International HP Cobham University University of TX Trajan Scientific Heil Trailer Anue Systems Continental Airlines TX State University LDR Spine Kelly Tools Emerson Delta Airlines Management Science Mirna Therapeutics Summit Industrial Products Zebra Imaging Northwest Airlines Baylor Scott & White Active Power Volution American Airlines FINANCIAL Healthcare The Advisory Board Tenova AMD Skyteam Alliance Yacktman Asset Management Triage Consulting Group Oil States Industries Prospx Software Asur VISA Ameripath Aker Dell Teacher Retirement System TX Arrowhead Healthcare Intel AUTOMOTIVE Duff and Phelps Axis Dental REAL ESTATE L-3 Denso Capital CDC Catalina Health Brookdale Senior Living Communications Chrysler Dun & Bradstreet Round Rock Housing Auth Arrow Electronics Coryell Central Appraisal Process Systems National Financial Partners HOSPITALITY Micro Focus District Great Amer Storage Eaton Corporation American Express The Austin Club Apple Fiberglass-Evercoat Edward Jones Keller Williams Borland Hospitality, Sales, Mkt Assn Home Away Denso Charles River Associates Starwood Hotels and Resorts SGE Analytical Faurecia Alvarez and Marsal RELS National Instruments Home Away Temple Inland Guardian Industries ClubCorp San Antonio Auto Dealers FOOD SERVICE Mozart’s Coffee Roasters RETAIL High Five Entertainment BigCommerce Brinker International INSURANCE CV Linens BANKING Popeyes NY Life Insurance Whole Foods Visa Churchs TX Mutual Insurance Assn Naturally Curly KeyBank Fazolis National Assn of Mutual Ins RetailMeNot VeriFacts Logans Roadhouse Prospex IKEA Regions Bank Pepsi Liberty Insurance Underwriters Pepsi Bank of America Starbucks Insurers Public Relation Council Frito-Lay Bancvue McDonald’s Prof Insurance Comm Summit Energizer Frito Lay Business Media Green Mountain Coffee BUILDING-CONST Otis Spunkmeyer LEGAL Bolu Builders Digital Jackson Walker Green Light Gehan Homes GOVERNMENT / NON PROFIT TX Legal Beck Group Texas Veterans Commission TECHNOLOGY Latham and Jacobs Engineering LifeWorks OpenSymmetry Watkins Baker Botts Pacific Integrated Texas Education Agency ESO Solutions Westward Environmental EEOC LOGISTICS & TRANSPORT Wargaming.Net Shaw Industries Austin Housing Authority Intelligent Logistics Builders Digital Experience Floyd Construction Round Rock Housing Authority Open Roads Voltabox Allied Building Materials West Austin Public Utility Agency Newgistics DisclosureSave Guardian Industries Foundation Communities Cobham Bedia American Standard Environmental Defense Fund Asur Gemalto Hunter Douglas TX Legislative Council MANUFACTURING Toshiba SSI TX Dept of State Health Svc Ultra NSPI The Nielsen Company Zachry TX State Senate Dunn Edwards SAP Acme Brick US Army / US Navy Albany International SFCG Hirsch Associates Teacher Retirement System TX Austin Foam Plastics BigCommere National Gypsum City of Austin Equalizer Industries Atlassian Software DOW City of Round Rock Medicine Balls VM Ware Lafarge TX Health & Life Insurance Assn Tenova E2Open Jimmy Jacobs Homes TX Office of the Attny General Energizer TradeMark Media Austin Counter Tops TX Surplus Lines Office International Print & Packaging Quantum Digital Active Power TX Health & Human Svs Comm Masco Tokyo Electron Ledcor TX Guaranteed Student Loan Watkins, Inc. Micro Motion

8 95% O f aLL pARTICIPANTS would recommend fathom training to a friend or co-worker

77% N OuMBER f organizations that have fathom teach more than one workshop

0 N f uMBER o participants who Have requested a refund under our satisfaction guaranteed program

9 Fathom Corporate Training workshops deliver a combination of relevant critical theory, case studies dynamic classroom instruction and individual and team interactive role-play exercises.

12 Training Solutions

13 Outstanding Presentation Skills Workshop

TAKE YOUR ORGANIZATION’S PRESENTATIONS TO THE NEXT LEVEL WITH THIS FAST PACED, VIDEOTAPED PRESENTATION BOOT CAMP THAT STRENGTHENS CORE DELIVERY SKILLS.

Features: Overview: Objectives: Participants will learn to:

This presentation skills training workshop aids ►► Deliver an audience 1 OR 2 participants in building and delivering a powerful centered presentation DayS message to both internal and external clients. It is the ►► Build presentation structure most intensive presentation skills training course on for the way audiences learn SKILL best PRACTICE the market and yields proven results. This workshop will help build a participants selling skills as well as ►► Simplify technical material those needed to inform and motivate any audience. to reach executive level audiences One ON ONE It is a highly interactive workshop that focuses on COACHING audience styles, structuring the message, delivery ►► Present on a topic with limited preparation in skills, using visual aids and handling audience advance Post questions. It is proven to assist those who must deliver Workshop ►► Build voice projection, pitch, Follow-up executive level presentations, sales presentations and pace and pause technical presentations. Fathom Corporate elearning ►► Eliminate ahs and ums e optionS Our public speaking and presentation skills workshop ►► Control nervousness to deliver with confidence is personalized to each participant’s skill level. Two Also Available For: instructors help students grasp the concepts through ►► Create and use effective Training Solutions Executives gestures for impact 8-10 videotaped presentations. One-on-one feedback Sales Professionals and coaching is provided to help students build and ►► Utilize PowerPoint and Product Demonstrations visual aids for maximum practice the new skills. Technical Presentations effect ►► Handle audience questions and defer when appropriate

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Agenda: What Our Clients Say:

▼▼ Day 1: 8:30 AM to 12:00 NOON ▼▼ Day 2: 8:30 AM to 12:00 NOON “This was a fresh take on ______presentation construction and the Prepare benchmark presentation. Building and delivering an impromptu simulations and video taping was very effective.” Videotape Presentation (Benchmark) presentation. Kent Little .Coaching an impromptu presentation. Individual coaching on Benchmark and Director, New York Life current level of delivery skills. .Prepare Presentation Body. Creating Insurance Company .Understanding audience behavior a message that has logical flow, styles to deliver an audience centered builds upon the ideas presented in the “As a manager and later as Special opening and holds audience attention. presentation. Projects Coordinator with ING Insur- Continued reinforcement of delivery .Presentation Structure. Packaging the and control skills. ance Company I have had the re- material in an easily digestible format sponsibility of speaking on numerous with impact. .Videotape Presentation (The Body) occasions to hundreds of our employ- .Prepare Presentation Opening. .Individual coaching on presentation ees. I consider myself to be both ac- body, flow and overall impact of customed and comfortable in making .Building the roadmap that paves the message. speeches. You can therefore imagine way for upcoming material. .Visual aid creation and usage- my surprise at how much I learned in .Videotape Presentation (Opening) PowerPoint, whiteboard & flip-charts a very short period of time.” .Coaching on presentation opening. Mari Carmen Spies .Determine proper usage of new ▼▼ Day 2: 1:00 PM to 5:00 PM ING structure, word strength and ______weaknesses and overall impact of Videotape Presentation (Visual Aids) “The Exceptional Presentation Skills content. workshop was a revelation to me. .Individual coaching on visual aid While I’d heard about the significance content and usage. ▼▼ Day 1: 1:00 PM to 5:00 PM of nonverbal communication before, .______.Prepare presentation closing I didn’t really get how important it summarizing main ideas covered. is... This training was literally a game Delivery Skills- Control: Nervousness, changer for me.” Stage Presence, Proper Positioning, Videotape Presentation (Closing) and Eye Contact. Handling questions and answers. Mr. Rick Froom, Ph.D Proper Q/A session delivery. Senior Software Engineer .Videotape Presentation (Control) National Instruments .Coaching on control. Walk, stance, Dealing with difficult or hostile audience members. control of nervousness, distracting “Our instructor was articulate, knowl- habits and proper eye contact. .Videotape Presentation (Final- edgeable and helpful.” .Delivery Skills- Vocals: Proper use of Opening-Body-Close-Q/A) Sales Manager Pitch, Pace, Pause and Projection. .Individual coaching on final .Videotape Presentation (Vocals) presentation. Comparison of “Should be the standard for public Benchmark to Final Presentation to speaking and effective communica- .Individual coaching on enhanced recognize improvements. tion seminars.” usage of vocals to drive presentation Senior Manager interest and impact. Identifying areas needing continued development. Delivery Skills- Gestures: Proper usage of gestures, body language and AT WWW.FATHOMTRAINING.COM movement, to drive visual impact. ■■ Public workshop schedule .Videotape Presentation (Gestures) ■■ View client testimonials Individual coaching on use of ■■ Watch sample before and meaningful gestures that support after videos presentation contents

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 13 Cultural Diversity Skills Workshop

HARNESS THE POWER OF A DIVERSE WORKFORCE THROUGH GREATER UNDERSTANDING AND APPRECIATION OF DIFFERENT CULTURAL VALUES.

Features: Overview: Objectives: Participants will learn to: This course is a series of cross-cultural ► Build cross-cultural training tools and cultural diversity activities ► 1/2 OR communication to produce 1 Day that can help build cultural diversity skills in productive working the workplace and with clients. Our cultural relationships with others awareness skills workshop is critical for Role PLAY managing cultural diversity and enables your ►► Address cultural diversity issues to lead and motivate a PrACTICE organization and your leaders to meet the team high-performance demands of an increasingly global economy. Fathom’s cultural training ►► Get the best out of people from One ON ONE course is a result of the collaboration of dozens different backgrounds and experiences COACHING of acclaimed intercultural experts from 35 countries. There are over 40 culture specific ►► Decrease negative stereotyping modules available. and judgments across Webinar organization locations OPTIONS Seminar participants learn a values-based ►► Improve inter-cultural process for navigating cross-cultural decision-making by practicing communication and to develop practical real world scenarios strategies for driving cultural understanding. ►► Alleviate the typical “low” that Case studies are used for the specific cultures ex-patriot’s feel resulting from being taught. The course will boost productivity culture shock by helping students learn specific behaviors and ► Raise intercultural awareness values to better manage cultural expectations. ► Practicing cultural awareness helps to build ►► Gain an appreciation for an understanding of why people do what they different cultural values do and builds cultural awareness that leads ►► Develop a shared model to more effective collaboration and better for building intercultural decisions for your organization. competence, and shared tools for cross cultural communication

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Cultures Offered What Our Clients Say:

Arab Gulf Germany Russia “As an international corporation made Argentina Hungary Singapore up of a widely diverse workforce, we Australia India Slovakia had need for a solid and thorough Belarus Indonesia Slovenia Cultural Diversity Workshop. Fathom Belgium Islam South Africa Corporate Training in Austin did Brazil Israel South Korea Bulgaria Italy Spain a remarkable job. He was able Cameroon Japan Sweden to present the material to a wide Canada Jewish Culture Switzerland variety of individuals with a range of Chile Malaysia Thailand backgrounds.” China Mexico Turkey Gary Holmes Denmark Netherlands USA Training Coordinator Dominican Republic New Zealand Vietnamese Aker Solutions East Asia Norway West Africa Egypt Oceania “Learning to use the behaviors England Philippines and values template helped me to Finland Poland understand others actions more France Romania clearly. This has enabled me to avoid conflict and develop a better basis for Agenda: working relationships.” Senior Manager ▼▼ 8:30 AM to 12:00 NOON ▼ 1:00 PM to 5:00 PM Commemorative Brands ______“I really gained a better Activity: Choose your values. Role Play #2: “Worth of My Values”. understanding of our multi-cultural Role Play #1 Cultural model introduction. workplace and can now see where I Cultural self discovery. Sample case study. could have facilitated a different and Childhood messages. Cultural behaviors. better outcome in many situations. (How behaviors, traditions, and Cultural values. I only wish I had taken this course years ago.” language effect us and how Bridging the gaps. stereotypes are formed.) Project Manager Critical sensitivity incidents Values and behavior exhibited. University of Texas (Selected case studies & client Compare personal values to selected incidents.) culture values. Behaviors apparent in case. Video: Building a Multi-Cultural Team. Values exhibited in case. Review selected cultural values. Possible bridges. Core culture value lens review. Optional- Role Play #3 Identify selected cultures behaviors. Judgment, negative perceptions and stereotypes. AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials ■■ Updated list of available cultures

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 15 Outstanding Customer Service Skills

EQUIP YOUR CUSTOMER SERVICE PROFESSIONALS WITH THE TOOLS THEY NEED TO MANAGE AND IMPROVE CUSTOMER EXPERIENCES.

Features: Overview: Objectives: Participants will learn to: Studies show that 70% of the reason a customer ► Identify current personal and will return is based upon their interaction with ► 1/2 OR organizational barriers to 1 Day your staff. That means that only 30% of your providing exceptional customer ability to keep customers happy is based upon service your product or service features alone. Role PLAY ►► Assess the 5 quality service factors customers expect PrACTICE This customer service skills seminar gives participants new insight into specific customer ►► Create and implement a new behavioral styles. It teaches students to address personal commitment to One ON ONE both the personal and process needs of the internal customer service COACHING and external client. Students learn to implement ►► Gauge client and co-worker easy to use customer service models for working behavioral style and know how to interact for results Post with customers who are disgruntled and who have had service disruptions. This workshop focuses Workshop ►► Maximize communication Follow-up on building internal communication skills to keep using visual, vocal and verbal team members aware of customer concerns. delivery techniques

►► Listen better and more fully This customer service skills workshop employs Also Available For: understand client needs practice exercises and role-plays including a Public Sector Staff benchmark to assess a participant’s current ►► Proactively respond to client customer service skill level. It focuses on building complaints and solve problems new commitment to the organization’s mission ►► Handle extremely difficult of maintaining happy clients. This course is great customers appropriately for addressing customer service skills for IT ► Deliver excellent service on the professionals as well. ► phone

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Agenda: What Our Clients Say:

▼▼ 8:30 AM to 12:00 NOON ▼▼ 1:00 PM to 5:00 PM “The negotiation and conflict ______resolution sections as well as how to Understanding Customer Needs: How Listening Skills: Improving our ability address customer personality types people complicate service delivery. to be aware of customer needs. were very helpful.” Materials Manager Video #1: “An Extra Degree of Effort” 3-F Communication Model: Handling Benchtree Group Feelings, Finding Facts, Formulating Exercise #1: Identifying current Solutions barriers to providing exceptional “We dug in deep to look at relevant service. Role-Play #1 Mini-Role Play: Utilizing gaps in our service and came out behavioral style, listening skills and with a plan for improvement.” Exercise #2 Quality Service Factors: a problem solving model in various Sales Manager Understanding the 5 areas in which customer service situations. Peer internal and external customers expect feedback and brainstorm on best satisfaction. Gauging our performance practices. “The session covered not only in these areas. Handling Difficult Customers: Best customer service, but other very Exercise #3 Personal Customer Service practices for dealing with those most useful tools as well.” Commitment: Re-thinking what we disgruntled. Operations Manager can and will commit to in the future. Video #2: “4 Tips for Telephone Exercise #4 Behavioral Styles Profile Communication Excellence” Self-Assessment: Identifying customer “Our customer has indicated that needs. Building rapport with our Best Practices and on the Phone: they aren’t hearing any complaints customer’s by meeting both personal Terms, Phone Etiquette, Word Choice, and the feedback we are getting and business process needs. Articulation, Manners from agents is getting better. Thanks again for a great training.” Your Attitude Says It All: Conflict and Collaboration: Client Relations Manager Understanding the impact of voice Understanding the 5 sources of projection, tone, pace and pitch. Body conflict. De-escalating conflict language and the message it conveys. and implementing a new model for collaboration. Barriers to Effective Communication: Identifying opportunities to improve Managing Stress: Identifying and oral and written messaging internally managing ourselves first. and externally. Role-Play #2 - Final Role-Play: Managing an escalated and potentially disastrous customer service situation. Final Concept Assessment and Video #3: “What Can I Do?”

AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials ■■ Listen to a course overview

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 17 Time Management Skills Workshop

GET MORE DONE IN LESS TIME BY DEVELOPING ESSENTIAL SKILLS THAT ENHANCE BOTH EFFICIENCY AND EFFECTIVENESS.

Features: Overview: Objectives: Participants will learn to: Time is like a river; it keeps on flowing even though ► Utilize a time management we get caught up in its turbulence and can’t seem ► 1/2 OR audit to understand where their 1 Day to come up for air. Later, we realize that we are time is actually being spent out of balance and off course both personally and professionally. Without effective time management ►► Assess their own behavior Action skills, new and constantly changing corporate style to better manage time with others Planning objectives can be overwhelming, leaving us feeling out of control. Decision-making often resides ►► Gauge their current life balance and make changes where Post at levels outside our own sphere of influence. needed Workshop Management expects us to handle more with Follow-up fewer resources. Putting out fires and responding ►► Establish long and short term to multiple interruptions and changing priorities, goals that meet both work and Webinar becomes the bulk of our workday. Consequently, personal objectives at the end of the week, month and year, we have OPTIONS ►► Address their tendency to not met our own objectives and feel disenchanted procrastinate and waste time about the misuse of our time. elearning ►► Say NO to take back control optionS and manage time more e If this sounds like your experience, then this Time effectively Management Skills Workshop is for you. It focuses Also Available For: on helping participants to proactively manage ►► Reorganize themselves and their workplace for success Sales Staff time for themselves first, which ultimately leads to serving corporate objectives more effectively. This ►► Address those things on the essential course helps participants understand agenda that “appear” urgent how their own behavior contributes to poor time ► Schedule in reverse to better management. It teaches students goal setting ► manage time and resources to and how to work smarter while balancing personal meet deadlines objectives for success. ►► Prevent obstacles from deterring their success

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Agenda: What Our Clients Say:

▼▼ 8:30 AM to 12:00 NOON ▼▼ 1:00 PM to 5:00 PM “I wanted to personally thank you again for our one on one Time ______Management session on Friday in Awareness Level and Identifying Effective vs. efficient use of time. Austin. I walked away with some Obstacles Exercise #4: Setting goals- Students great advice, techniques and a sense Analyze personal time audit to create four well-defined short and of calmness which I haven’t felt in a understand current usage of time. long-term goals. long time!” Exercise #1: Identification of obstacles Identifying Activities: Identifying the Courtney DeLee preventing us from managing work specific activities necessary to reach San Antonio Auto Dealers quality and time effectively. Determine individual goals. Association best use of time to drive organizational Sorting through activities using the 4 D results. principle: Dump, Do, Delegate, Defer. “Thanks for a wonderful training Exercise #2: Personal behavioral style Assigning priority to goals. assessment and awareness level of day. It was really nice to learn more potential roadblocks to achieve desired Exercise #5: Identifying level of priority to manage time at work and in our results. for each goal. daily lives. Thanks again and looking Develop strategies for overcoming forward to have more from you guys!” Quality Assurance Manager poor attention to detail and time Action Planning and Overcoming management. Obstacles Norac Chemicals, Los Angeles, CA Learning to save time by The 4 D’s of delegation to drive communicating with others efficiently. accuracy and results. “Thank you for coming in on June Implement a daily action plan. 2nd to present the Time Management Time Leveraging Tools: Goals, Using a calendar effectively. Skills course in Austin. I found the Activities and Priorities material, as well as your personable Exercise #6: Scheduling in reverse for Exercise #3: Understanding the managing quality and time effectively. skills presenting, extremely valuable. importance of attention to life and Your understanding of the time work balance. 80/20 Principle to determine where management challenges that we resources should be directed. Goal-setting guidelines & SMART are faced with in this ‘multi-tasking’ goals. Urgent vs. Important Theory: how to be environment is refreshing.” proactive instead of reactive. David W. James Managing the constant inflow, deciding on next actions and prioritization. Exercise #7: Urgent vs. Important Engineering Services Manager Matrix Cirrus Logic The Top 10 obstacles to managing quality and time management. “A great opportunity to have John as an individual coach. When there is a 1x1 connection, the learning just “flows” and the time goes by fast. Excellent session with techniques that I am already applying on the job!” Jill Prather Texas Department of Agriculture

AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials ■■ Listen to a course overview

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 19 Generations in the Workplace

GAIN NEW PERSPECTIVES BY LEARNING TO EMBRACE THE STRENGTHS OF YOUR MULTI-GENERATIONAL WORKFORCE. Features: Overview: Objectives: Participants will learn to: In a recent survey, one-third of workers reported ► Build an understanding of their that they had been offended by someone of a ► 1/2 OR own core values and behaviors 1 Day different generation at work. At least 33% of those in your office have been insulted, hurt or upset by a ►► Develop a framework for remark, a joke, an outfit or an attitude. understanding the behaviors Role PLAY and core values of each generation — Traditionalists, PrACTICE For the first time in history, 5 Baby Boomers, Generation generations — Traditionalists, Baby X, and Millennials, Gen Z Boomers, Generation X, Millennials, Gen Z — have One ON ONE presented new challenges for managers and their ►► Utilize a shared model COACHING for building generational employees in the workplace. A definite lack of competence and tools for awareness exists among these four distinct cross cultural communication Post generations. Typically, those of each generation feel they know best, better than those who came ►► Address motivational issues Workshop by understanding the 4 earlier, and certainly much better than the new kids Follow-up generations more thoroughly on the block. This leads to management challenges and productivity issues. ►► Decrease negative judgments The Generations in the Workplace training program and generational stereotyping Also Available For: is the perfect tool to bridge the generational gaps, ►► Improve decision-making by Generational Selling building awareness that will lead to better hires, practicing real world critical Generational Marketing happier employees, stronger teams, and healthier incident scenarios organizations. It helps participants understand Managing Generations in ►► Acquire an overall appreciation what makes each generation unique, and how the Workplace for generational differences each adds its own perspective and value to the Getting the most from workplace. your Millennial work force

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Agenda: What Our Clients Say: The 5 Generational Groups: ▼▼ 8:30 AM to 12:00 NOON Traditionalists, Baby “I really gained more understanding of younger generations & why they do ______Boomers, Generation X , some of the things they do at work. Values Exercise: Millennials, Gen Z I have recommended that my staff Participants will discover how their Participants choose values that attend this course.” values and behavior may be similar influence the way in which they Manager to and different from those of their behave, think and work for subsequent Commemorative Brands discussion. own generation and other generations by comparison. This encourages “Learning the differences between the Self Discovery–Generation and Culture: them to get to know their colleagues 4 generations and how they think and as individuals reducing negative Participants investigate and explore act in the workplace was very useful.” stereotypes. their own identities through a series of Becky Mathews short exercises and questions. Users Critical Generational Incident #’s 2-6: Texas Health and Human Services explore the roots of their generational Commission influences – from childhood Real world generational case studies upbringing, key events, influential that teach participants how to use the Cultural Detective Method. “Learning how my own positive values people and technology – that shape may have a negative connotation who they are and how they behave. Behaviors apparent in case attached was the portion of the Participants will identify some of their Values exhibited in case program I liked most.” core values, the positive and negative Mike Ocus Suggestions for resolution aspects of those values, and the IT Manager thinking and behavior that flows from Client Workplace Generational Texas Health and Human Services them. Scenarios: Commission Personal Core Generational Values: Participants discuss and deliver Developing a personal value lens current generational challenges “Having the insight on the generation from their respective work areas for strengths and gaps will help me Defining words and actions exhibited discussion and solution. focus on the end result of getting by our values the different generations mind sets Behaviors apparent in case Critical Generational Incident #1: of employees to work together more Values exhibited in case effectively. Having clarity on the Behaviors apparent in case Suggestions for resolution distinctive differences gave me the Values exhibited in case awareness I need to ensure I stay The Cultural Detective Method: on course and focus on coaching ▼▼ 1:00 PM to 5:00 PM them accordingly when trying to find Introduction of this problem solving ______concessions when they are working method to bridge gaps in generational Additional Client Workplace together.” differences. Generational Scenarios: LEDCOR Group Case Studies Role Practice Action Planning

AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 21 Consultative Selling Skills Workshop

REALIZE YOUR SALES FORCE’S TRUE POTENTIAL WITH THIS SIMPLE SALES PROCESS APPROACH TO MAXIMIZING SALES EFFECTIVENESS. Features: Overview: Objectives: Participants will learn to: What is the number one complaint that customers voice about sales people? It is that sales ► Assess their current selling 1 OR 2 skills demonstrated in a representatives simply don’t take the time to listen. DayS sales benchmark Then, they attempt to sell prematurely. Consultative selling means: To first uncover and fully understand ► Utilize interviewing skills SKILL the goals, problems and needs of the customer, then, to listen instead of pitching PRACTICE and only then, offer options and recommend relevant products solutions. ► Break the ice during difficult sales calls This intensive, hands-on, exercise driven sales One ON ONE training program gives salespeople an understanding ► Create and use proof COACHING of the psychological steps that buyers go through in stories to sell the purchase process. Using interactive role-plays, participants are walked through a step-by-step ► Understand buyer types Post and what factors motivate consultative sales process to more effectively meet a Workshop them Follow-up prospects needs. They learn to ask better questions and gather more useful information before trying to ► Use a 5-step model that sell prematurely. Participants in this sales workshop mirrors the steps buyers go learn how to concentrate their focus on each through before purchasing client’s particular situation, challenges, and vision to ultimately partner with them and build revenues. ► Overcome the 5 major This selling skills workshop enables participants to objections to purchasing determine how their company and product/service ► Sell long-term solution and can provide meaningful value to a client — even in relationships rather than a highly competitive, saturated and commoditized low bids market. ► Employ top closing The role-plays, in conjunction with the feed back techniques and know when sessions, assure that each classroom participant and how to use them has achieved direct behavioral changes in their sales approach.

22 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Consultative Selling Skills Workshop

Agenda: What Our Clients Say:

▼ Day 1: 8:30 AM to 12:00 NOON ▼ Day 2: 8:30 AM to 12:00 NOON “With our B2B model, the team at SGE ______constantly negotiates with our current Benchmark Role Play: An I ce Break and prospective partners. All of my assessment of the professional’s Build rapport and gain trust. Austin team felt the workshop went well current habits and skills to gauge Use of social chat and bridging. and only wished they had taken this class strengths and where improvements Use empathy with previous bad several years ago.” can be made. experience. F. Anthony Audino Jr Emotional Intelligence Assessment: Role Play and Feedback. VP Sales/GM Americas Identify natural behavioral styles of SGE Analytical Science both the sales professional and N eeds Assessment prospective clients. Determine best "The training was awesome. I practices and approaches needed for Open, Closed, Clarifying, appreciate the helpful tools and deep each type. Confirming and Implication insight that you provided. The everyday Questions. Buyer Types: Understand examples that you use throughout the Strategically using questions day make it easy to relate and visualize what motivates each type and to determine customer need. their purchasing ability. myself in similar situations. The role- Role Play and Feedback. Commoditization: Helping play provides great practice for participants understand that even implementing the tools you provide. I’ll products that are viewed as S elect Options definitely keep Fathom in mind for commodities can hold hidden value Collaboratively develop future training needs." for customers. alternate courses of action. Claudia Cardwell Value vs. Cost vs. Risk Analysis. ▼ Day 1: 1:00 PM to 5:00 PM Campaign Development Director Role Play and Feedback. America’s Charities ______Reference Stories: Participants create success stories using a proven ▼ Day 2: 1:00 PM to 5:00 PM “Understanding customer personality style format to relay in the sales process. ______and buyer types will be a great help to me. Unique Differentiation: Define I dentify Solutions The course was outstanding.” superior resources, skills and controls Recommending a specific course of Sales Representative of both the company and its action using FFV approach. products. Use of reference stories. Feature, Function, Value (FFV's): Overcoming 5 objection types and Create and communicate differentiation in an effective way. effective responses. Role Play and Feedback. FFV Activity: Reinforce the ability to create and use FFV T est Understanding quickly and correctly. Test for agreement on established INSITE Sales Model: Identify the recommendation. phases a buyer goes through before Gain official commitment. purchase. Introduce a new model Use of various close techniques. for selling. Role Play and Feedback. E valuate the Sale What went well? What should we change in the future interactions? What was missed? Sharing information internally with others who may touch this AT WWW.FATHOMTRAINING.COM customer. ■■ Public workshop schedule ■■ View client testimonials

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 23 Outstanding Management Skills Workshop

PROVIDE YOUR MANAGERS THE SKILLS THEY NEED TO SUCCESSFULLY DEVELOP AND LEAD THEIR EMPLOYEES. Features: Overview: Objectives: Participants will learn to: Happy employees make happy customers! ►► Determine different staff 1 OR This leadership skills workshop helps managers behavioral styles quickly 2 Days understand that increased communication and trust are the keys to leading team members and ►► Lead those employees who long-term organizational success. Our supervisory appear difficult more effectively Role PLAY skills workshop is critical for managers who are ►► Build an atmosphere of trust PrACTICE leading through rapid change such as merger, through better communication acquisition or increased employee turnover. in the workplace ►► Foster an atmosphere where One ON ONE This hands-on management training course employees enjoy coming to COACHING teaches supervisors and managers the work foundational skills of behavioral style, ►► Motivate staff members by Post communication,generation, motivation, delegation, recognizing their specific Workshop performance management, accountability and needs Follow-up evaluation. Managers learn to create a new ►► Delegate projects more employee orientation process for success. effectively by using a 4-step Participants learn goal-setting and performance process management strategies to build healthy and ►► Build an exceptional goal productive teams. This management skills course focused employee evaluation teaches managers how to use delegation skills in process for success the workplace to increase employee motivation ►► Create a new employee levels. Participants learn how to collaborate in orientation process that builds situations where conflict is present, to diffuse the team tension, and drive more creative outcomes. ►► Set goals and help staff members plan for performance Through extensive case studies, role-play, and ►► Assess employee performance, best practice sharing, participants learn to improve give constructive feedback, productivity and stay tuned in to job satisfaction and document performance levels of the team. challenges

24 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . Outstanding Management Skills Workshop

Agenda: What Our Clients Say:

▼▼ Day 1: 8:30 AM to 12:00 NOON ▼▼ Day 2: 8:30 AM to 12:00 NOON “This management skills training ______course was very through and Introduction and overview Motivation: Review 5 theories of complete. It was fun and engaging. Discussion: Leadership vs. motivation The best sections for me were management? Activity #6: Analyzing staff needs Employee Evaluation, Communication & creating individual incentives to and Delegation. We definitely needed Activity #1: Ranking current individual level of leadership motivate this training!” proficiency Building motivation in the workplace Alfonso Cantu CMV Publicidad Turnover and the cost Effective delegation in management Austin, Texas & Mexico City Activity #7: Delegation Quiz Activity #2: Management behavioral styles assessment Task assignment vs. Delegation “The instructor was fluid with a Review four core management styles 4-Steps of successful delegation great attitude and lots of relevant and opportunities to improve Role-Play #2: Delegating - Move Two experience. He was able to keep our Activity #3: Managing and leading Tons team interested all day. I will continue staff with different styles using the personality styles tool to work better with my staff and clients.” ▼▼ Day 2: 1:00 PM to 5:00 PM Human Resources Manager ▼ Day 1: 1:00 PM to 5:00 PM ______Activity #8: Performance management Activity #4: Paper Communication and delegating work “I really enjoyed all of the sections Game New staff member orientation and of this course. Performance Models for effective communication retention Management was very useful for me. Our instructor was able to map his Barriers to effective communication Dealing with 4 sources of conflict. experience and was accommodating Communication: Active Listening Skills Learning to collaborate in new ways Understanding organizational to all participants in the workshop.” Role-Play #3: Managing Conflict Sales Manager communication Between Staff Members Prospx Role-Play #1 Communication and Creating a new employee orientation Coaching Staff program that works Understanding the 4 generations in the Creating evaluation plans tied to workplace organizational mission, vision and Understanding and using a new goals Cultural Model Activity #9: Building a goals based Activity #5: Critical Incident Scenarios- employee evaluation program Culture & 4 Generations Evaluation: The 4-Step evaluation process Workshop Summary

AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . 25 Win-Win Negotiation Skills Workshop

CLOSE MORE DEALS ON MORE FAVORABLE TERMS BY DEVELOPING WORKFORCE NEGOTIATION SKILLS. Features: Overview: Objectives: Participants will learn to: Negotiating, for some, is sheer misery. However, ►► Determine behavioral 1 OR 2 negotiation skills are critical whether selling products style and how to best DayS or services, purchasing supplies and materials, interact with others in the negotiating salary and job requirements, or obtaining negotiation internal resources for project support. With skill SKILL ►► Recognize and practice, facilitating a collaborative negotiation PRACTICE counterproductive that leaves all participants victorious is achievable. assumptions and positions This negotiation skills workshop develops the skills ► Develop an effective One ON ONE participants need to drive mutual victory. ► plan and strategy for any COACHING negotiation Participants in this dynamic workshop will learn ► Utilize the phases of Post how to strengthen their negotiation skills through ► negotiation for better Workshop classroom game sessions, extensive role-play outcomes Follow-up and exercises. They receive one-on-one personal feedback that helps improve their ability to ►► Deal with difficult people elearning communicate and negotiate in complex and difficult objectively and assertively e optionS negotiation sessions. Participants build skills ►► Build creative solutions to negotiating individually and in team negotiation challenging scenarios environments. This negotiation training workshop is Also Available For: also useful for those in purchasing. ►► Negotiate in person, on the Purchasing/Procurement phone, individually and in teams Managers ►► Immediately recognize manipulative tactics and how to respond

►► Manage conflict quickly before it escalates out of control

26 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Win-Win Negotiation Skills Workshop

Agenda: What Our Clients Say:

▼▼ Day 1: 8:30 AM to 12:00 NOON ▼▼ Day 2: 8:30 AM to 12:00 NOON “Each of the participants felt that ______it was very worthwhile training Exercise #1 Puzzle Game: Exercise #5: Team negotiation role- experience. They think the workshop Benchmark negotiation play exercise. was very well organized and well Debriefing of Exercise #1: Determining Debriefing of Exercise #5: The presented. The material and topics assumptions, trust, value, style importance of identifying the the covered correctly addressed a and information gained during the -why- behind the negotiation. variety of skills, insights and negotiation by both parties. Reiterates the concept of verifying and information that they think they will find useful in successfully carrying Exercise #2 Negotiation Styles validating assumptions. Emphasizes Analysis: The value of knowing who the importance of principled vs. out their respective responsibilities you are negotiating with to develop positional outcome. as it applies to the purchasing better relationships and gain leverage Exercise #6 Neutralizing Manipulative function. They truly feel that their at the negotiating table. Tactics: Learning how to identify, negotiation skills were enhanced Exercise #3: Role-play activity implement and counter tactics when and strengthened as a result of their they are used in a negotiation. attending the workshop.” Debriefing of Exercise #3:Negotiating Dealing with Conflict: Identifying Chuck Gruden under pressure. Defining questions Manager, Organizational Development to ask and verifying assumptions. the 4 sources of conflict in order to Hirsch Pipe and Supply Advantages and disadvantages of first diffuse it before escalation. Utilizing proposals. Assessing how much you a collaborative conflict tool for new may have left on the table. results. Suggestions for a new “This negotiation course was great mindset on conflict. for our team and the presenter was Interests (the why of the negotiation), excellent!” Issues (the what of the negotiation), ▼▼ Day 2: 1:00 PM to 5:00 PM Positions (the how of the negotiation) ______Sales Manager Degrees of Desire: High Target Concession Patterns: Identifying “The material covered was great. The (the best possible outcome), facilitator had a willingness to listen Acceptable Outcome (what is fair), patterns negotiators fall into. and make program adjustments on Bottom Line (walk away) and Demonstrating how such patterns can understanding the value of BATNA/ give the other party leverage in the the fly if needed.” WATNA alternatives. negotiation and how to avoid these Purchasing Agent patterns. ▼▼ Day 1: 1:00 PM to 5:00 PM ______Strategy/Planning: Targeting effective strategies that will help The Phases of Negotiation: Distinct participants prepare more effectively, steps in a process that help both manage information in the negotiation, parties reach the end goal in the most give and take concessions to gain effective way. greater leverage. Exercise #4 Role-Play: Role-play Exercise #7 Final Role-Play: Pulling activity. Reiterating the importance the concepts together in a highly of preparation and developing a complex negotiation. negotiation strategy. Debriefing of Exercise #7: Focus on Debriefing Exercise #4:Emphasis on key deliverables and learning of 2 day creativity and mutual interest. Trading program concessions that make sense for both Summary: Review and course parties. evaluations. AT WWW.FATHOMTRAINING.COM ■■ Public workshop schedule ■■ View client testimonials

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 27 Advanced Negotiation Skills Workshop

TAKE NEGOTIATIONS TO THE NEXT LEVEL BY ENHANCING THE SKILLS OF YOUR EXPERIENCED PROFESSIONALS.

Features: Overview: Objectives: Participants will learn to: This advanced negotiation skills course will help a seasoned negotiator think more clearly through ►► Understand how behavioral 2 DayS all of the issues that influence the negotiation. The style drives negotiator workshop includes an analysis of how performance tendencies will be measured by all parties interested in the ►► Utilize the 5 phases of outcome of the negotiation. Participants in this SKILL negotiation for success PRACTICE advanced negotiation training will learn to ask the right questions and to understand the true drivers and ►► Focus on the 6 issues that implications of every deal. Students learn to identify underlie a complicated both the opportunities and the potential pitfalls that negotiation One ON ONE result from first proposals and how to create counter- COACHING proposals in negotiation. ►► Pace the negotiation for better results The advanced negotiation skills training workshop Post ► Gauge how all parties in the teaches participants to use inquiry to build a list of ► Workshop negotiation will measure possible low-cost concessions. In addition, this Follow-up performance advanced training helps participants create and add value to the negotiation by thinking creatively. ►► Create and claim a larger Participants learn to recognize the 5 categories of portion of the value for tactics, what type of tactic a negotiator is most likely themselves to use, and how to neutralize these tactics. Advanced negotiation workshop participants learn to implement ►► Recognize and neutralize 5 a negotiation evaluation process to more fully learn categories of tactics from each phase of the negotiation and to correct course for future negotiations. Learning is gained ►► Build and trade through real-world case studies and extensive role- concessions with multiple play utilizing complex multi-party scenarios. This values and priorities advanced negotiation workshop picks up where our ►► Fully evaluate a negotiation 1st level negotiation skills workshop leaves off. to better prepare for the future deals

28 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Advanced Negotiation Skills Workshop

Agenda: What Our Clients Say:

▼▼ Day 1: 8:30 AM to 12:00 NOON ▼▼ Day 2: 8:30 AM to 12:00 NOON “A much deeper dive into overall ______negotiation strategy than I have Opening, Objectives, Housekeeping, Role-Play #2 Proposal experienced before.” Introductions Senior Contract Negotiator Debrief Proposal phase Chrysler Corporation Benchmark Role-Play #1 - Prepare, In-depth exploration of the Bargaining execute and debrief phase - Identifying an effective “This course was great for our Review of negotiation fundamentals bargaining range, neutralizing 5 entire team and the presenter was from level 1, Win-Win Negotiations categories of manipulative tactics, excellent!” developing concessions to both give Prepare for incremental dive into the Senior Contract Manager Phases of Negotiation utilizing Role- and get Play #2 - Incremental role-play is Role-play #2 Bargaining phase “The depth of the material and role- delivered one stage at a time, with Debrief Bargaining phase play was good for our group. We will instructor feedback and peer review definitely benefit from this course.” In-depth exploration of the Preparation ▼▼ Day 2: 1:00 PM to 5:00 PM Sales Manager phase - Concentrating on detailing ______planning strategies to understand In-depth exploration of the Evaluation “Our instructor was articulate, all aspects of Issues, Interests and phase - Learning from negotiation knowledgeable and helpful.” possible positions successes and mistakes. Detailing an Operations Manager Role-Play #2 Preparation evaluation worksheet to better plan for the next negotiation. What went wrong, right and what should change for the next round ▼▼ Day 1: 1:00 PM to 5:00 PM ______In-depth exploration of 5 categories Debrief Preparation phase of Negotiation Tactics - Identification of tactic and correlation to negotiation In-depth exploration of the Discussion behavioral style. Practice methods for phase - Maximize the impact of the neutralization Discussion phase by using effective opening statements and questioning In-depth exploration of Conflict and skills Collaboration - Role-Play #2 Discussion Determining best practices for minimizing conflict and a new model Debrief Discussion phase for collaboration In-depth exploration of the Proposal Role-Play #3 Using incremental phase - Crafting a proposal, learning from the Phases of determining first offer impact, using Negotiation, Concessions, Tactics, first offers to gain more information Conflict and Collaboration - Final about the other sides strategy and role-play run end to end. Role-Play #3 positions is a highly complicated, multi-party AT WWW.FATHOMTRAINING.COM Role-Play requiring effective use of all ■■ Public workshop schedule concepts taught and development of ■■ View client testimonials effective negotiation strategy Debrief Role-Play #3

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . 29 Negotiation For Purchasing

OPTIMIZE YOUR PROCUREMENT FUNCTION BY DEVELOPING NEGOTIATION SKILLS THAT FOCUS ON PRICE, LOGISTICS, AND VENDOR CONCESSIONS THAT IMPACT THE BOTTOM LINE.

Features: Overview: Objectives: Participants will learn to: Many organizations today are operating at close ►► Assess negotiation behavioral 2 DayS to maximum efficiency, doing more with less, and style and how to best interact doing it faster than ever before. However, an often- with others neglected area of profit potential exists within the ►► Recognize counterproductive SKILL contract negotiation and re-negotiation process assumptions and positions PRACTICE with suppliers. ►► Develop an effective plan and strategy for any negotiation This negotiation training seminar will help ►► Utilize the phases of One ON ONE purchasing and procurement managers build negotiation for better COACHING outcomes the skills necessary to drive better results to the organizations bottom line. Participants learn that ►► Deal with difficult people Post objectively and assertively Workshop with skill and practice, facilitating a collaborative ► Build creative solutions to negotiation that leaves both their own firm and ► Follow-up challenging scenarios the supplier organization victorious is achievable. ►► Negotiate in person, on the What Our This workshop develops the skills purchasing phone, individually and in Clients Say: managers need to drive mutual victory. teams ►► Immediately recognize “The participants found Participants in this dynamic workshop learn manipulative tactics and how the negotiation skills for to respond purchasing role-playing how to strengthen their negotiation skills exercises to be both through classroom game sessions, extensive helpful and enjoyable. role-play and exercises. They receive one-on- All the role-playing exercises focused on a one personal feedback that helps improve their variety of procurement ability to communicate and negotiate in complex issues for the purchase and difficult negotiation sessions. Students of products or the acquisition of services.” build skills negotiating individually and in team negotiation environments. Colonel Rui Yutaka Matsuda Brazilian Army Commissionr

30 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Sexual Harassment Awareness

Provide your employees with A Solid Understanding Of employment law and implement processes to prevent sexual harassment in the workplace.

Features: Overview: Objectives: Participants will learn to: Fathom’s Sexual Harassment Awareness ►► Assess how varying behavior 1/2 Training Workshop helps participant to quickly styles present internal Day learn the important elements of carefully and communication challenges correctly handling sexual harassment issues and ►► Identify sexual harassment SKILL complaints. behaviors and stop them PRACTICE ►► Determine the difference It includes a detailed overview of what sexual between sexual harassment and discrimination harassment is, explains legal definitions, One ON ONE discusses sexual harassment prevention, and ►► Distinguish between work COACHING and social environments and teaches participants how to handle complaints to identify boundaries maintain a positive work environment. ►► Minimize conflict and Webinar maximize the effectiveness of OPTIONS Staff members will learn to identify, distinguish employees who handle sexual harassment complaints and take action on potential sexual harassment issues before they occur. Sexual Harassment ►► Recognize correct and incorrect behavior Awareness is a highly participatory session and focuses directly on improving skills to handle ►► Understand and manage the sexual harassment reporting any sexual harassment issue or complaint with process greater confidence.

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 31 New Product Launch and Targeted Sales

RAMP UP NEW PRODUCT SALES BY IDENTIFYING CLIENT BENEFITS, APPEALING TO EARLY ADOPTERS, AND CREATING MESSAGING WITH IMPACT.

Features: Overview: Objectives: Participants will learn to: In the world of new product launch, sales staff ►► Deliver one extra degree 1 OR have an opportunity to either make or break a new of effort and individual 2 Days product’s success. Firms often bring new offerings contribution to build revenues to market without adequate planning and leave sales staff trying to identify potential customers ►► Create the team mission and vision statement and set Role PLAY who might benefit from the new technology and individual performance goals PrACTICE struggling to produce new revenues. ►► Assess a product offering’s internal characteristics and Without a thorough understanding of a new external capabilities One ON ONE product’s capabilities and potential sales targets, COACHING sales people can’t effectively do their jobs. ►► Analyze the competitive landscape by reviewing the Therefore, sales staff will continue to focus on firm’s product offerings and Post immediate and easy to reach known revenue those of competitors Workshop sources to meet current sales goals and leave new product offerings on the shelf. With a full ►► Identify potential key customer Follow-up contacts and employ sales- understanding of the brand, a clear mission tools appropriate for each and vision for the marketplace and individual prospect Consulting performance goals, sales people can proceed as ►► Initiate technical discussions effective partners in new product launches. to alleviate “cold call fear”

Participants in this session will learn to analyze ►► Create and use a series a new product offering’s internal characteristics of meaningful customer interactions that can ultimately and external capabilities. Further, they will learn lead to additional revenue to perform a full analysis of the competitive generation landscape that includes key players and the ►► Develop a targeted account competing products already on the market. plan to help sales be more effective and track their progress ►► Utilize follow-up coaching to build accountability to desired results

32 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Time Management for Sales Professionals

PROVIDE YOUR SALES FORCE WITH TOOLS THAT MAXIMIZE THEIR MOST PRECIOUS RESOURCE.

Features: Overview: Objectives: Participants will learn to: Time is a salesperson’s most valuable asset. ►► Determine how much of their 1/2 OR time is being spent on areas Salespeople are tasked with many of the same 1 Day outside of selling administrative responsibilities as the rest of the team. But, they also must produce revenues! The ►► Assess their own behavioral style and how it affects Action number one complaint that salespeople make managing time internally and Planning is that they do not have enough time in their with customers schedules to do what they are being paid to do: ►► Set goals for professional and SELL! Time management training for salespeople Post personal satisfaction is designed for sales. It directly addresses Workshop the challenges that salespeople deal with as ►► Stay on course despite multiple Follow-up interruptions and “fires” they try to better manage their time to meet internal and external customer requirements. ►► Say NO when necessary One ON ONE COACHING ►► Reorganize their territory sales Participants learn to effectively address those plan to focus on higher yielding customers who are high maintenance and accounts who take more time and resources from sales. Webinar ► Determine which items on their The time management workshop for sales ► OPTIONS agenda “appear” urgent teaches students how to set goals and stick to those goals despite changing priorities and ►► Overcome obstacles that get in interruptions. It helps salespeople re-tool their their way of selling daily What Our own account base and prioritize customer Clients Say: visits based upon those new parameters.

“When I came to your class I had so much on my plate that I didn’t feel I had enough time to get out and sell. The new concepts and tools have helped me to re- work my schedule and prioritize much better.” Matt Houston Summit Business Media

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . 33 Selling Brand Value

TEACH YOUR STAFF TO COMMUNICATE YOUR COMPANIES FULL BRAND VALUE IN A UNIQUE WAY BUILDS CUSTOMER LOYALTY

Features: Overview: Objectives: Participants will learn to: Does it feel like your brand is a “commodity” in a ►► Recognize and build value into 1 OR sea of competition? commoditized products and 2 Days services Your brand is the mental and emotional “real estate” held in the minds and hearts of your ►► Identify the six elements of a successful brand Role PLAY customers. Selling your TOTAL BRAND VALUE vs. PrACTICE PRICE alone to current and potential customers ►► Build passion and respect drastically improves your ability to compete in a for the firm, its products and services saturated marketplace. When your firm’s brand Post Workshop and its products and services are completely ►► Identify how brands become cults Follow-up differentiated from the competition, your odds for success are exponentially increased. Research ►► Understand and communicate suggests that those brands that engage people the firm’s brand story in the Consulting emotionally and that differentiate themselves market place command prices 20% to 200% higher than ►► Position successfully and competitors’ and sell in far higher volume. This differentiate the firm, its workshop focuses on selling the value of the products and services from the What Our firm’s total brand solution vs. competing on price competition Clients Say: to win and keep new business! ►► Define and target new clients for the firm’s products and “Your presentation received nearly all services excellent ratings. With comments like, “very articulate and knowl- edgeable,” “valuable,” and “informative,” I can assure you that you’ve impressed this group... not always an easy task!” Kirsten I. Amspaugh Chairperson

34 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Internal Brand Training

DEVELOP A DEEP UNDERSTANDING AND APPRECIATION OF YOUR BRAND TO AMPLIFY ITS VALUE ACROSS THE ORGANIZATION.

Features: Overview: Objectives: Participants will learn to: All of us have had customer service experiences 1/2 OR ►► Build an understanding of how that didn’t quite live up to our expectations of a 1 OR brands have evolved and why brand’s promises. Service intensive businesses 2 Days have their work cut out for them because human ►► Analyze and identify the 6 beings complicate service delivery. Opportuni- elements of a successful brand Post Workshop ties exist every day to deliver internal and external ►► Build greater respect and emotional attachment to the Follow-up customer service that supports or deteriorates brand value at multiple touch points. firm, its products and services ►► Flush out and develop the Consulting Even when an employee provides the type of firm’s brand DNA service that delivers full brand value, another em- ►► Communicate brand DNA to ployee may drop the ball afterwards only to unrav- staff members who must read el the goodwill and brand integrity just built. It is, from the same page to deliver What Our full brand value Clients Say: therefore, critical for management teams to fully link staff behaviors with a brands foundational ►► Link staff behavior and “Just wanted to ex- DNA; the vision, mission, position and personal- customer service with brand tend a huge “Thank ity of the brand. The challenge? Managers can’t DNA elements deliver what they don’t know. Statistics reveal that You” for facilitating the ►► Message the spirit of the brand Internal Brand Train- 62% of staff members lack their management’s in all internal and external ing for the Texas Health support for delivering on brand promises effec- communications and Human Services tively. That’s probably because 42% of managers Commission in Austin, ►► Reinforce the brand’s DNA Texas. The delivery and themselves don’t fully understand the positioning through 10 different functional instruction was GREAT! of their own brand. areas of the firm’s operation’s You are obviously a including HR, marketing, sales Master in your field. The This internal brand awareness workshop focuses and through suppliers class far exceeded my on building a managers complete understanding expectations.” Senior Manager of their own brands DNA. It teaches participants Texas Health and how DNA must be filtered through each facet of Human Services the organizations operation and delivered through Commission staff behavior and customer service. Our employ- ee brand training workshop then gives partici- pants the knowledge and tools to build cohesive and accurate brand messaging to staff members who must ultimately deliver on the brands prom- ises.

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019 , A ll R i gh ts Rese r ved . 35 Crisis Media Skills Training

GIVE YOUR STAFF THE SKILLS AND CONFIDENCE TO MANAGE MESSAGING IN CRITICAL SITUATIONS.

Features: Overview: Objectives: Participants will learn to: When we least expect it, we may be faced with managing a crisis situation that requires very ►► Understand and be able to 1 satisfy the media and public’s Day special skills. How you interact with members of need the media during this time of crisis is crucial. You have one chance to create and deliver a cohesive ►► Properly interact, rather than react, with the media SKILL message that is well received or risk fallout from a PRACTICE PR catastrophe. Your firm’s image and credibility ►► Deliver correct information in a are priceless. An opportunity exists for building timely manner or destroying that image in the eyes of the public, ►► Build and deliver a clear and One ON ONE with employees, and with the media when a crisis consistent message that sticks COACHING situation occurs. There are very specific skills ►► Overcome nervousness when that media relations require at this critical time. dealing with the media Post ► Develop and practice delivery Workshop This rigorous one-day Crisis Media Training ► skills (voice/gestures) that workshop focuses on providing team members Follow-up convey the message credibly with the tools and speaking skills required to communicate with the media during a crisis. This ►► Build a positive image that Consulting training workshop teaches participants how to the press utilizes rather than demoralizes develop and deliver a formal statement that can be used during a media crisis situation. Videotaped press conference role-plays, interviews, and What Our briefings are followed by one-on-one feedback Clients Say: sessions to provide individual coaching from a trained instructor. These skills can be successfully “I enjoyed how highly used when maintaining general media relations relative the material as well. was. The role-playing portion was a great way to learn the course material. Our instructor was excellent, knowl- edgeable, and extremely professional. “ Plant Manager Chemicals Manufacturer

36 512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . Assertiveness Training

INCREASE EFFECTIVENESS AND REDUCE PERSONAL ANXIETY Through KEY COMMUNICATION AND CONFLICT SKILLs DEVELOPMENT.

Features: Overview: Objectives: Participants will learn to: It’s no mistake and should come as no surprise that those who are assertive in life and at the ►► Understand individual 1/2 or behavioral style and deal 1 Day workplace achieve success. Many times though, effectively with each we are afraid to ask for what we need, feeling we are pushing or being rude to others. Today’s ►► Implement a useful problem SKILL solving model to help both business environment requires that we have themselves and others win PRACTICE the flexibility to step up to those challenges we are dealt with to win. Assertive behavior is a ►► Learn to collaborate rather than compromise necessity. This assertiveness skills workshop Role PLAY helps participants understand that expressing ►► Address conflict when it arises PrACTICE needs, utilizing strong vocal and non-verbal and de-escalate it successfully communication skills and saying NO are critical to ►► Say NO to take back control One ON ONE success. Participants learn to recognize, address and set boundaries and de-escalate conflict when it occurs. Models COACHING ► Become aware of anger tactics for addressing strong emotion are practiced ► and diffuse them through role-play and exercises. Post Workshop Follow-up

What Our Clients Say:

“The assertiveness role-plays helped to put the concepts we covered into practice immediately. The instructor knew his stuff and was very professional.” Operations Manager

512 .689.460 0 | W WW. FATHOMTRA INING .CO M | C opy r i gh t 2019, A ll R i gh ts Rese r ved . 37 Fathom’s online training programs offer an “Ask the Expert” feature, which submits your questions directly to an expert in the field you are studying. Questions are answered as quickly as possible and usually within 24 hours.

40 Communication Creativity & Innovation Entrepreneurship HR Management Finance Leadership Management Marketing Nonprofit eLearning Solutions

Agile Project Management

Sustainable Management 41 FATHOM CORPORATE TRAINING Guide to eLearning Course Offerings

Communication Leadership/ Management

41 Effective Presentations 46 Introduction to Leadership 41 Effective Business Writing 46 Leaders and Work-Life Balance 46 Leading and Managing Change Finance 46 Leading Teams 47 Effective Negotiations 41 Introduction to Finance 47 Handling Difficult Employee Behavior 41 Understanding and Managing Budgets 47 How to Coach 42 Financial Planning and Control 47 Managing in a Modern Organization 42 Introduction to Business Statistics 48 Managing People 42 How to Read a Financial Statement 48 Time Management 42 Time Value of Money and Risk Project Management Creativity and Innovation 48 Agile Certified Practitioner (PMI-ACP)® Exam Prep 43 Creativity in Teams and Organizations 48 PMP® Exam Prep Course 43 Innovation in Teams and Organizations 49 Project Management for Information Technology 43 Introduction to Critical Thinking 49 Project Management Team Leadership 43 Personal Creativity 49 Project Risk Management: PMI-RMP® Exam Prep 49 Quality Management Basics Human Resources 50 Agile Team Challenges 50 Ethics for Project Managers 44 Introduction to HR Management 50 Emotional Intelligence for Project Managers 44 Equal Opportunity Employment 50 Integrating Agile and Waterfall Practices 44 Employee Selection 44 Compensation Nonprofit 45 Performance Management 45 Talent Management And Career Development 51 Strategy for Nonprofit Organizations 51 Leadership in a Nonprofit Organization Marketing 51 Fundraising for Nonprofit Organizations 51 Principles of Marketing for Nonprofit Organizations 45 An Overview of Marketing 45 Marketing Planning

Fathom offers more than 70 eLearning programs and is always adding more. For a complete listing, please go to www.fathomtraining.com. 40 Effective Introduction to Presentations Finance

Cost: $125.00 PDU: 5 | CEU: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4-6 hours Estimated time to complete: 4-6 hours

The ability to communicate clearly and effectively is This course introduces the discipline of finance in an increasingly important in organizational settings. This organizational setting. Among the basics covered: course helps learners organize, structure, and create responsibilities of financial managers; roles of finance effective presentations. Since many organizations use in a typical business organization; legal forms of PowerPoint as a way of communicating information, this businesses; agency relationships; and relevant financial course offers advice and guidance on the most effective markets of interest to financial managers. and persuasive uses of PowerPoint. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Identify and describe the structure and functions of ►► Understand the success factors for presentations. the finance department within an organization ►► Understand the forecast, present, and echo ►► List and define the five key principles that form the structure for presentations. foundation of financial management ►► Develop effective PowerPoint slides. ►► Recognize and define the five key financial markets ►► Identify financing sources, rules, and life-cycles

Effective Business Understanding and Writing Managing Budgets

Cost: $125.00 PDU: 5 | CEU: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4-6 hours Estimated time to complete: 3-5 hours

The ability to write clearly and effectively is highly prized This course covers budgets and how they are used in in organizations. The ideas, techniques, and checklists in organizational settings. You will gain an understanding this course apply to all forms of business writing: memos, of the uses and functions of master budgets, operating reports, brochures, proposals, presentations, catalogs, budgets, sales, production and cost of goods sold and websites. Other topics include formal and informal budgets, and cash budgets. You will also learn how outlining techniques, how to revise for wordiness, organizations are using different budgeting techniques unnecessary phrases, redundancy, and jargon, and the to deal with operating challenges. appropriate use of email in an organizational setting. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Identify and describe the structure and functions of ►► Understand the four major factors of effective the finance department within an organization. writing, (clarity, tone, organization, and delivery). ►► List and define the five key principles that form the ►► Write more effective emails. foundation of financial management. ►► Employ checklists for effective writing and revising. ►► Recognize and define the five key financial markets. ►► Identify financing sources, rules, and life-cycles. To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 41 Financial Planning How to Read a and Control Financial Statement

Cost: $79.00 CEU: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 4-6 hours

This course considers practical finance and accounting This course covers financial reports and their meaning. tools for decision-making within organizations. You will You will learn the fundamentals and importance of the learn about cost benefit analysis, Return On Investment income statement, balance sheet, and statement of cash (ROI), fixed and variable costs, break even and Cost- flows, and how they can be used to manage a business. Volume-Profit (CVP) analysis, tracking and performance You will also be exposed to financial (ratio) analysis. measures, and the Balanced Scorecard and its varied uses. After completing this course, you’ll be able to: ►► Itemize and interpret the information in the income After completing this course, you’ll be able to: statement, balance sheet, statement of changes in ►► Explain cost benefit analysis. shareholders’ equity, and statement of cash flows. ►► Calculate break even and understand CVP analysis. ►► Correctly state the impact of specific business ►► Explain and calculate Balanced Scorecard measures. activities on cash flow. ►► Perform calculations using financial ratios.

Introduction to Time Value of Business Statistics Money and Risk

Cost: $79.00 CEU: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-5 hours

This course will introduce you to the importance of This course covers Time Value of Money (TVM) principles statistics in the business world. Statistics is the science and risk and return. You will review the basic TVM of collecting, organizing, and analyzing data in order techniques used in evaluating all financial decisions and to make more effective decisions. Understanding their cash flow implications. For Risk and Return, you statistical techniques can help any manager responsible will learn how risk influences investment decisions, and for marketing, management, accounting, sales, or other how to calculate risk and rates of return. Further, you will business functions. explore the benefits of diversification and the use of the portfolio concept in investing. After completing this course, you’ll be able to: ►► Distinguish between the four different scales of After completing this course, you’ll be able to: measurement: nominal, ordinal, interval, and ratio. ►► Define compounding and discounting. ►► Create frequency distributions. ►► Describe how risk influences investment decisions. ►► Calculate probability and explain its application. ►► Calculate risk and rates of return. ►► Compute the mode, median, and mean of a dataset. ►► Describe how diversification can limit risk.

42 To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com Creativity in Teams Introduction to and Organizations Critical Thinking

Cost: $79.00 CEU: .5 Cost: $95.00 CEU: .7 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4-5 hours Estimated time to complete: 7 hours

This course looks at spurring creativity and innovation This course is an introduction to the importance of in teams and organizations. Drawing on the latest critical thinking in the business world. Critical thinking academic thinking, it outlines the key factors for is an intellectual model for reasoning through issues creative teams. Participants learn about a number of to reach well-founded conclusions about them. Asking targeted tools (including brainstorming, Discussion 66, questions is at the heart of critical thinking. This program Provocation, and others) to generate fresh thinking in is designed to help learners define and identify critical smaller group settings and in their organizations. thinking and reasoning skills and develop those skills.

After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Outline the five factors for creative teams. ►► Define critical thinking, reasoning, and logic. ►► Describe techniques for prototyping new ideas. ►► Ask appropriate questions for critical thinking. ►► Explain how to overcome creative barriers for teams ►► Understand systemic problem-solving. and organizations. ►► Identify and overcome barriers to critical thinking.

Innovation in Teams Personal Creativity and Organizations

Cost: $79.00 CEU: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4-6 hours Estimated time to complete: 3-5 hours

This course looks at innovation in corporations and the This course addresses Personal Creativity. Through public sector. It reviews the latest academic thinking on tools and exercises drawn from Adrian Brown’s book, innovation, including Clay Christensen’s seminal thinking Creativity & Innovation, it seeks to help unlock the on disruptive technology and the proper response. It creativity within individuals. By stimulating creativity explores some of the internal responses to the need for through various techniques (mind-mapping, DO-IT, creativity, including idea champions, idea incubators, SCAMPER, right and left brain thinking) participants new venture teams and skunk works, and the process of learn to tap into their personal creativity and apply it to moving from innovation to commercialization. organizational challenges.

After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Outline key factors for an innovative organization. ►► Describe the basis of personal creativity. ►► Discuss the barriers to innovation. ►► Explain the uses of creative tools. ►► Explain the process of monetizing ideas. ►► Distinguish between vertical and lateral thinking. ►► Assess the issues surrounding measuring creativity.

To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 43 Introduction to HR Management Employee Selection

Cost: $79.00 CEUs: .5 Cost: $79.00 CEUs: .5 | HRCI Credits: 3 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-4 hours

Human Resource Management (HRM) includes the vital In this course, you will learn about the process of tasks of recruiting, screening, interviewing, training, selecting the best candidate from a large, diverse pool appraising, disciplining, rewarding, and developing the of high-quality applicants. Based on D. Quinn Mills’ employee—both for business and non-profit enterprises. book, Principles of Human Resource Management, The course draws on material from Harvard Business the course discusses how to conduct an effective School professor D. Quinn Mills’ book, Principles of job interview, asking questions that elicit relevant Human Resource Management. information and avoiding questions that might be seen as discriminatory. You will also consider how to discover After completing this course, you’ll be able to: more about a candidate through the use of reference checks, background checks, and testing. ►► Recognize and define HRM’s strategic contribution to an organization. After completing this course, you’ll be able to: ►► Define common human resources terms. ►► Conduct an effective job interview. ►► Recognize the relationship and partnerships that ►► Decide what additional tests—if any—should be exist between an organization’s HR Department and administered to candidates for a specific job. its line managers and identify the key responsibilities ►► Deal productively and sensitively with internal of each. candidates for a job opening. ►► List and identify the five areas of HRM Planning. Equal Opportunity Employment Compensation

Cost: $79.00 CEUs: .5 | HRCI Credits: 2.5 Cost: $79.00 CEUs: .5 | HRCI Credits: 3.5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 2-4 hours Estimated time to complete: 3-5 hours

In this course, you will learn about many of the major In this course, you will consider the many issues employment laws, Equal Opportunity issues, and the surrounding the key aspects of pay policy: legal anti-discriminatory regulations employers must be requirements, pay equity within an organization, aware of in hiring, promoting, and firing employees. competitive pay within the relevant industry, how and when to grant raises, and different ways payment can After completing this course, you’ll be able to: be structured.

►► Explain major employment and anti-discrimination After completing this course, you’ll be able to: laws. ►► Comply with relevant state and federal “wage and ►► Understand the basic steps to take in dealing with hour” laws. discrimination complaints. ►► Determine the competitive pay level for a particular ►► Explain and assess issues around alternative work position in a particular geographic location. arrangements. ►► Discuss and administer a variety of pay structures. ►► Outline ways to develop and maintain a diverse ►► Effectively confront issues of pay equity within an workforce. organization.

44 To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com Performance An Overview of Management Marketing

Cost: $79.00 CEUs: .5 | HRCI Credits: 2 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4-5 hours Estimated time to complete: 3-5 hours

In its broadest sense, “performance management” This course provides an introduction to marketing, is what every good manager does every day: Making and marketing planning. It addresses the definition of sure employees know what they need to do to achieve marketing, the marketing mix, the strategic importance the organization’s goals, checking to make sure that of marketing, and customer values and satisfaction. employees are doing those things, praising employees for doing the right things, and using appropriate constructive criticism. A formal performance management system After completing this course, you’ll be able to: simply makes sure all those management tasks get done consistently across an organization. ►► Define marketing and the marketing concept. ►► Understand the marketing process. After completing this course, you’ll be able to: ►► Explore the relationship between marketing and strategic planning. ►► Discuss the pros and cons of various types of performance management systems. ►► Understand customer value, customer satisfaction, ►► Conduct a performance management interview. and the importance of loyalty. ►► Design a performance improvement plan.

Talent Management and Career Marketing Planning Development

Cost: $79.00 CEUs: .5 | HRCI Credits: 2 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-5 hours

Drawing on material from Harvard Business School This course reviews the marketing planning process, professor D. Quinn Mills’ book, Principles of Human the components of an effective marketing plan, and the Resource Management, this course covers the role of market research and how marketers segment, challenges and issues that organizations face in target and position their product or service. The course developing and retaining their employees. then looks at planning and the Four Ps (product, pricing, promotion, and placement). After completing this course, you’ll be able to:

►► Understand and effectively communicate the value After completing this course, you’ll be able to: of a career development program. ►► Describe the five stages in the career life cycle. ►► Describe the marketing planning process. ►► Explain why career management has become ►► Describe how target markets are identified . important to employers and employees. ►► Understand product marketing. ►► Outline the tools for career development. ►► Discuss the marketing issues involved in establishing ►► Understand the issues HR departments face with the promotional mix and in setting prices. career management. To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 45 Introduction to Leading and Leadership Managing Change

Cost: $79.00 CEUs: .5 | HRCI Credits: 1 Cost: $79.00 CEUs: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 6-8 hours Estimated time to complete: 3-5 hours

This course examines how to be a successful, effective Whether adopting new technology or adapting to a leader. Based on D. Quinn Mills’ book, Leadership: How drastic shift in an organization’s core focus, managers to Lead, How to Live, a text used at Harvard Business play a fundamental role in effecting changes. Based on D. Quinn Mills’ book, Leadership: How to Lead, How to School, this course asks the crucial questions about Live, a text used at Harvard Business School, this course leadership in today’s organizations: What is leadership addresses the key issues managers face in a dynamic and why is it important? What does effective leadership environment. By understanding the steps in effecting require? What is visionary leadership? What is the role change and how to overcome resistance, a manager of charisma? What is the difference between managing, can successfully lead change at various levels of an organization. administering, and leading? After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Describe Kotter’s Eight Step Process recommended ►► Define leadership and explain its importance. for implementing change successfully. ►► Explain the role of ethics in leadership. ►► Identify the factors a leader or manager can employ to promote change. ►► Recognize the importance of training, learning, and ►► Discuss the underpinnings of resistance to change role-playing in leadership. and how to overcome it. ►► Discuss the seven bases for leadership. ►► Describe the five-step ADKAR model for change management.

Leaders and Work- Life Balance Leading Teams

Cost: $79.00 CEUs: .5 Cost: $79.00 CEUs: .5 | HRCI Credits: 1 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-5 hours

This course addresses the question of work-life balance; This course addresses the key issues surrounding one which is of great importance to leaders in all settings. leadership in a team. Why is it important? What does it Based on D. Quinn Mills’ book, Leadership: How to Lead, require for a team leader to lead his team effectively? How to Live, a text used at Harvard Business School, this Based on D. Quinn Mills’ book, Leadership: How to Lead, course looks at methods and techniques to reconcile How to Live, a text used at Harvard Business School, this work and family. You will also consider the question course considers how team leaders must account for the special and unique circumstances of working in a team, of personal fulfillment and the needs and demands of where responsibility, accountability, communication, leadership. and leadership are shared.

After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Recognize the benefits and challenges of empowered ►► Identify the major sources of work-life conflict. teams that leaders need to be aware of. ►► Recognize ways to maintain work-life balance. ►► Recognize the key sources of motivation for ►► Examine what defines personal fulfillment. empowered teams. ►► Identify those significant elements that play a role in ►► Explain Tuckman’s model of team development. a leader’s life. ►► Recognize and apply suggested approaches for ►► Develop a Personal Work-Life Balance Plan. managing conflict in teams. ►► Discuss the different approaches needed for leading virtual teams. 46 To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com Effective Negotiations How to Coach

Cost: $79.00 CEUs: .5 Cost: $79.00 CEU: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-5 hours

Experienced negotiators make a conscious decision Managers who lead and manage through coaching— about what type of strategy to use in a discussion based providing encouragement, feedback, and support—are on factors such as the importance of the relationship and more successful in “working through others.” This brief the importance of what is at stake. Key concepts such as course focuses on the skills and techniques of positive the “best alternative to no agreement”, reservation price, coaching in an organizational setting including listening and the “zone of possible agreement” can help when actively, providing constructive feedback based on conducting negotiations. Since power is a fundamental observation, reinforcing positive employee performance dynamic in negotiations, it is important for negotiators through recognition and praise, and teaching new skills. to have a basic understanding of ways they can exert and also gain power in a discussion. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Explain how coaching employees is a vital part of ►► Discuss what BATNA is and why it is important managing in any organization. within the context of a negotiation. ►► Identify the triggers for coaching and recognize ►► Describe the steps that should be taken to plan for characteristics of coachability. a negotiation. ►► Describe the five-step coaching process. ►► Explain the ways that power can be used in a ►► Discuss the monitoring and follow-up coaching negotiation, and how power can be gained from process. different sources. Handling Difficult Managing in a Employee Behavior Modern Organization

Cost: $199.00 CEUs: 1 Cost: $79.00 CEU: .5 Access Time: 90 days Access Time: 30 days Estimated time to complete: 10 hours Estimated time to complete: 3-5 hours

This course is designed to prepare managers to deal This course considers the fundamentals of management with troublesome and difficult behavior exhibited by and how managers can be effective in organizational employees. By effectively addressing, coaching and settings. Based on D. Quinn Mills’ book, Principles counseling employees, you can improve their behavior and improve morale, staff retention, productivity and of Management, a text used at Harvard Business teamwork. This course uses videos to illustrate each School, this course addresses managing in a modern behavior type so that you can more easily apply the organization. techniques to your current work environment. Focusing on dealing with the behavior (not the person), tools After completing this course, you’ll be able to: and techniques for positive change are clear and well defined. ►► Explain the three general management styles After completing this course, you’ll be able to: (authoritarian, participative, and empowerment). ► Identify your views on hierarchy and management. ►► Discuss the importance of addressing difficult ► employee behavior. ►► Understand the roles of individual contributors and ►► Describe a six-step model for handling conversations managers and how they differ. about difficult behaviors. ►► Identify your own approach toward managing ► Apply practical tips for handling conversations ► (including personal effectiveness and enjoyment). about difficult behaviors. To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 47 Agile Certified Managing People Practitioner (PMI-ACP)® Exam Prep

Cost: $79.00 CEUs: .5 Cost: $499.00 PDU: 21 | CEUs: 2.1 Access Time: 30 days Access Time: 180 days Estimated time to complete: 3-5 hours Estimated time to complete: 21 hours

To be successful and move ahead in his or her career, This course is designed to prepare learners for the Project a manager must understand how to manage people, Management Institute’s Agile Certified Practitioner (PMI- including motivating workers and coordinating ACP®) exam by exploring the methodologies, practices, their activities. This course will explain how the tools, and techniques that Agilists need to master to goals, empowerment, and measurement system of become proficient practitioners. Students in this course management can be employed and how organization will increase their knowledge of Agile concepts with structures differ. The course will also cover the difficulty of discipline while trying to maintain momentum. interactive exercises, vocabulary games, flashcards, and video segments from experienced Agile practitioners. After completing this course, you’ll be able to: Each student’s understanding of key Agile concepts ►► Explain how a GEM (goals, empowerment, and principles will be tested in several comprehensive measurement) approach to managing works in module quizzes as well as in two 120-question practice practice. exams designed to mirror the PMI® certification exam ►► Describe the major organizational structures and the differences between them. process. ►► Explain the different factors that motivate workers and how a manager can use them to improve employee performance. ►► Discuss the challenges of discipline and how a manager should deal with such situations. PMP® Exam Prep Time Management Course

Cost: $79.00 CEUs: .5 Cost: $699.00 PDU: 35 | CEUs: 3.5 Access Time: 30 days Access Time: 180 days Estimated time to complete: 3-5 hours Estimated time to complete: 35-40 hours

One of the more precious resources a manager has This completely online and self-paced project is his or her time. This course teaches managers to management program builds successful project become more effective by employing time management managers at all levels of the organization. It provides a and scheduling techniques, delegating, outsourcing key comprehensive preparation for the PMP® certification tasks, and employing technology. exam including exam-taking tips, 11 comprehensive module quizzes, and two full-length 200-question After completing this course, you’ll be able to: practice exams covering the PMBOK® Guide areas of knowledge, which will provide a report to help you ► Assess your attitudes about your relationship to ► determine your areas of weakness. time and time management. ►► Employ a time log in ascertaining how you spend This course contains video segments that offer advice your time. and best practices about how to become a more ►► Identify the key principles of time management effective project manager. Taking advantage of online (organization, prioritization, and planning) and interactivity, the course utilizes vocabulary games, some common methods for prioritizing tasks (ABC flashcards, and drag-and-drop activities to help you Method and the Eisenhower Method). master the material. ►► Identify the steps in the delegation process and recognize guidelines for appropriate task delegation.

48 To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com Project Management Project Risk for Information Management: Technology PMI-RMP® Exam Prep

Cost: $499.00 PDU: 25 | CEUs: 2.5 Cost: $599.00 PDU: 30 | CEUs: 3 Access Time: 180 days Access Time: 180 days Estimated time to complete: 25-28 hours Estimated time to complete: 30-35 hours

Project management refers to the art, or science of This course provides a comprehensive preparation for the directing projects. This course, Project Management Project Management Institute’s PMI-RMP® certification for Information Technology, focuses more specifically exam including exercises, self-assessments, and case on how project management concepts can be applied studies along with exam taking tips and two full-length, to IT projects, as well as on project management issues 170-question practice exams covering the required four that are unique to IT projects. It reviews the concepts, domains of risk management knowledge. methodologies, and tools of project management as it relates to IT. Students will also learn about fundamentals, Each risk management domain (Risk Communication, such as integration management, scope, costing, quality, Risk Analysis, Risk Response Planning, Risk Governance) human resources, risk management, and procurement. also includes a Best Practices section that explains how the content in that module can be used to improve This course contains eight comprehensive module learners’ risk management practices. quizzes and a 70-question final assessment spanning IT project management areas of knowledge.

Quality Project Management Team Leadership Management Basics Cost: $359.00 PDU: 18 | CEUs: 2 Cost: $299.00 PDU: 12 | CEUs: 1.2 Access Time: 180 days Access Time: 180 days Estimated time to complete: 18 hours Estimated time to complete: 12 hours

Project management team leaders have a tremendous Quality Management Basics provides a firm foundation responsibility and opportunity to develop and exhibit for anyone looking to understand quality management leadership skills. This course first discusses the roles practices and techniques. The course combines and responsibilities of the project management team instructional material with interactive exercises, leader, in particular their responsibility with regard to vocabulary games, and flashcards to explain the project stakeholders. Next, the course discusses how core concepts and strategies of effective quality project management team leaders can build a positive management. Case studies and examples from team environment through effective communication, manufacturing and service sectors help to explain the team building activities, and reflective listening. Lastly, nuances of quality concepts, while video segments from the course covers problem solving within the team. experienced quality management professionals provide expert insight into the real-world application of quality The course contains 12 brief case studies designed principles. for application of the content to real-world scenarios, as well as six comprehensive module quizzes and a The course is self-paced to allow students as much 72-question Final Assessment. time as needed to absorb information and to understand the key concepts that will help them satisfy their stakeholders and delight their customers.

To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 49 Agile Team Emotional Intelligence Challenges for Project Managers

Cost: $125.00 PDU: 4 | CEUs: .5 Cost: $79.00 PDU: 3 | CEUs: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 4 hours Estimated time to complete: 3 hours

This course is designed to help Agile practitioners Emotional intelligence (EI) is our ability to identify and decipher and solve the problems that arise regularly in control our emotions to achieve positive outcomes their work. The course consists of 20 short case studies in our relationships. Project managers with high that test the student’s understanding of Agile practices EI are better equipped to deal with team members, and provide guidance for resolving common problems. vendors, stakeholders, and sponsors and to handle The case studies are structured to simulate the and resolve conflicts. This one-module course reviews conversations and interactions that happen regularly on the underlying concepts of emotional intelligence and Agile projects; seeing these disputes as narratives will help students learn to deconstruct issues and diagnose explores how project managers can improve and make the underlying problems that need to be corrected, just use, of their emotional intelligence. as they would in their everyday work. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Discuss the role of emotional intelligence for ►► Identify the underlying issues that lead to common managers and project managers problems for Agile teams. ►► Explain why improving emotional intelligence can ►► Sharpen and enhance your skills as you create an improve managerial performance effective environment for your Agile team to work in. ►► Discuss the nine key EI factors ►► Apply EI factors to project scenarios

Ethics for Project Integrating Agile and Managers Waterfall Practices

Cost: $79.00 PDU: 3 | CEUs: .5 Cost: $89.00 PDU: 3 | CEUs: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3 hours Estimated time to complete: 3 hours

Business ethics represent the standards for right This course is designed to help Agile proponents and wrong that govern how business people act. The recognize and resolve many of the common integration term also refers to the study of moral principles in the issues that emerge when these two methodologies are workplace. This one-module course reviews the major combined. The course consists of 20 short case studies ethical issues facing project managers. It looks at the that simulate the communication and interchanges that specific challenges project leaders may confront as they can occur as Agile and Waterfall practitioners work to deal with team members, vendors, stakeholders, and resolve differences in the ways that they see and execute sponsors. tasks.

After completing this course, you’ll be able to: After completing this course, you’ll be able to:

►► Discuss the role of ethics in the workplace. ►► Recognize the problems that Agile and Waterfall ►► Recognize key ethical issues of project management. collaborators contend with on a regular basis ►► Describe the provisions of the Project Management. ►► Apply practical tips from experienced practitioners Institute Code of Ethics and Professional Conduct. to correct these problems ►► Polish and perfect your skills as you create an environment that enhances the alliance with your partners and collaborators

50 To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com Fundraising Strategy for Nonprofit for Nonprofit Organizations Organizations

Cost: $79.00 CFRE: 3 | CEUs: .5 Cost: $150.00 CFRE:4 | CEUs: .5 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 4-6 hours

A nonprofit’s strategy constitutes its decisions about Fundraising is one of the central activities of a nonprofit what it will do and how it will do it. Managers are critical organization. To help finance operating budgets, to successfully implementing strategy since they are nonprofits must raise money every year. In addition, responsible for carrying out the actions that will support special projects and improvements to facilities may be it. By understanding a nonprofit’s strategy and how it needed. In these situations, fundraisers will often launch helps the organization fulfill its mission, a manager can large capital campaigns or apply for foundation grants. do a better job implementing the strategy. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Describe the key concepts related to nonprofit ►► Explain the basics of strategy in a nonprofit context. fundraising, such as annual campaigns, capital ►► Describe the strategic planning process and how campaigns, and planned giving. different approaches may be taken by different ►► Discuss how nonprofit funds can be raised through organizations. direct mail and telemarketing. ►► Explain how budgets and capital budgets interrelate ►► Explain how the Internet and social media channels with nonprofit strategic planning. may be used to generate donations. ►► Describe the success factors for strategic planning. ►► Explain the different sections of a grant application. ►► Recognize the need for contingency planning. ►► Describe methods for evaluating annual campaign performance. Leadership in Principles of Marketing a Nonprofit for Nonprofit Organization Organizations

Cost: $99.00 CFRE: 3 | CEUs: .5 Cost: $79.00 CFRE: 3 | CEUs: 1.2 Access Time: 30 days Access Time: 30 days Estimated time to complete: 3-5 hours Estimated time to complete: 3-5 hours

This course addresses the key issues surrounding Marketing is the way that nonprofits determine the leadership. What is leadership? Why is it important? needs of their clients and their donors. As in the for What does it require to be a leader? How does leadership profit world, nonprofit marketing includes advertising, in a nonprofit environment differ from the private sector? promotion, public relations, and customer relationship This course considers the foundations of leadership management. This course examines how nonprofits and examines how to be a successful and effective use marketing to publicize their mission and to gather contributions of time and money. The course leader. The actual work of leadership requires specific also discusses marketing planning in the nonprofit qualities and skills. Some of these skills are unique to organization. the nonprofit sector. After completing this course, you’ll be able to: After completing this course, you’ll be able to: ►► Define what marketing is within the nonprofit ►► Define leadership and explain its importance. environment. ►► Explain the role of ethics in leadership. ►► Explain how the marketing mix is expanded ►► Describe the impending leadership shortage in the for service products (the Three Ps of Services nonprofit sector and discuss possible solutions to Marketing). the problem. ►► Describe the importance of customer satisfaction and how expectations play a role in satisfaction with ►► Discuss the seven bases for leadership. service products. To REGISTER OR FOR MORE INFORMATION ON EACH COURSE visit www.fathomtraining.com 51 Jstn u -i -tIME library of training for your supervisors, managers and leaders. T he ManAGER’s EdgeTM & The Leader’s EdgeTM

Modules Include: ►►Managing Former Peers ►►Leading Change ►►Handling Conflict ►►Managing Disrespect ►►Effective Delegation ►►Cost Budgeting ►►Cost Cutting ►►Resolving Performance Issues ►►Implementing Progressive Discipline ►►Resolving Harassment and Sexual Harassment Issues ►►Managing Vendor Relations Provided to employees just-in-time, our bite-size programs create ►►Managing Remote Staff a compelling learning experience. In just 20 minutes, learners can ►►Disciplining Misconduct strengthen and apply the skills necessary to interact with their peers or effectively manage their staff. ►►Resolving Customer Disputes ►►Addressing Missed Deadlines Each bite-size scenario combines video and mixed-media to ►Making Difficult Decisions present a realistic workplace challenge and asks the learner how ► he or she would respond. Participants are then given a score, ►►Sparking Creativity customized feedback based on their decision, as well as best ►►Maintaining Work-Life practices for workplace transfer and skill development. Learners Balance enjoy the tailored and game-like experience of scenarios, while you’ll enjoy the ease of incorporating training into employees’ ►►Dealing with Failure busy schedules. ►►Handling Difficult Change ►►Dealing with Peer Conflict Scenarios can be used for self-paced training, in blended environments, or as a supplement for face-to-face instruction. ►►Reporting to Senior Management Comprised of a robust library of engaging bite-size eLearning ►►Handling Transparency programs, these unique learning tools help sharpen key leadership Issues and management skills by asking learners to think through ►Dealing with Negative common workplace challenges. ► Feedback ►►Managing Subordinates For more information or to demo the Manager’s Edge or Leader’s Edge eLearning system, please call 512.689.4600. ►►And More

52 55 Deep Insight ® Direct Results

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Fathom Corporate Training 6500 River Place Boulevard Bldg. 7, Suite 250 Austin, TX 78730 1-512-689-4600 www.fathomtraining.com [email protected]

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