It’s that time of year again, we all do it, how many New Year’s resolutions have you thought of so far?

It’s often the same for many people: take up a hobby, become healthier, lose weight, get a better job or promotion…. You may manage a few of these but the truth is that change is hard, routine is safe and easy but the easy route won’t take you very far.

This is where The Pivot Institute comes in, we have numerous Nationally Recognised Qualifications that will give you a big push in the right direction to changing your career, progressing in your current role or even starting your own business.

Do things differently this year, make your resolution before New Year hits, book yourself in and make that commitment. You never know it may start the ball rolling and you could be seeing all of your resolutions come into play.

Call us today to enrol or for further information on how we can help you!

Certificate IV in Training and Assessment

Certificate IV in Work Health and Safety

Certificate IV in Business

Certificate II and III In Underground Metalliferous Mining

The definition of management

Management can be defined as “the attainment of organisational goals in an effective and efficient manner through planning, organising, leading and controlling organisational resources.”

There are two important aspects to this definition:

1. The work towards the attainment of organisational goals
2. The four functions of management including: planning, organising, leading and controlling.

Management is about getting work done through other people. A manager must be familiar with the organisation’s goals and have the structure in place to achieve those goals through work of others.

Who are Australia’s managers?

According to the Australian Bureau of Statistics, managers and administrators make up 7.8% of employed persons (2001-2002 figures). The majority of managers are in the 45-64 years age group (37.9%) and 28% of them are 65 years or more.

In 1995, the National Industry Task Force on Leadership and Management Skills estimated that just under half of Australia’s managers are frontline managers. Some are graduates who are appointed to frontline management roles to gain shop-floor experience before progressing through management roles. Most, however, are promoted from being a member of a work team to managing it. Many will remain at this frontline management level for the rest of their working lives.

How well trained and skilled are our managers?

Our managers are less well trained and qualified for management than those of our major overseas trading partners. The 2001 Census revealed that, although just over 15% of the Australian population hold a qualification of some sort in management and commerce (an undergraduate or graduate certificate, degree or diploma), our managers are less likely to have qualifications beyond secondary level and less likely to have been trained in management skills before their appointment.

For example, Department of Employment, Education and Training figures for 1991 show that, whereas 20% of Australian managers hold a first degree, 63% of German managers and 85% of Japanese and American managers hold a first degree.

It is estimated that nearly half of Australia’s frontline managers have no formal training for their role and – if they do – spend on average seven days a year, or 3% of their time, on training and development activities. This is far behind the world’s best practice. Motorola, for example, has a goal that each employee and manager receives 20 days training a year.

These findings are critical of the skill levels and performance of Australian managers relative to managers in OECD (Organisation for Economic Cooperation and Development) and many Asian and emerging countries. By providing training and education for managers and potential managers at all levels, we secure our economic future and standard of living.

This training is needed in the areas of entrepreneurship, global orientation, interpersonal skills, customer service orientation, commitment to quality, strategic skills and team working, including the ability to cooperate with, and use, the skills of a more diverse workforce.

Do you feel you have all of the skills and knowledge to be the best Manager you can be? Our Diploma of Leadership and Management course provides participants with the core competencies to work effectively as a team leader or supervisor in a variety of workplaces. It is a perfect qualification for people who find themselves in a supervisory role without any formal training in management or supervision.

The units focus on the key competencies that supervisors require to lead and support their team. The program has been designed to ensure that graduates develop practical skills and understanding to become an effective and competent leader and supervisor.

Contact the Pivot team today on 1300 354 309 for more information

Present Day Managers

 

In recent times organisations have restructured and downsized, the traditional pyramid of organisations has become flatter.  The ranks of the middle managers have been reduced and many of the du­ties formerly carried out by the middle managers now fall to supervisors.

 

In turn, the work team now does many of the supervisors former duties.  Decision-making and other responsibilities have been pushed further down the line as employees at all levels take a more active role in achieving results.

 

 

1970The manager	1995The organiser	2010The leader/coach
Male Supervises from a   position of authority Operates in a   hierarchical organisation structure Values control,   organisation, motivation by authority, technical expertise Low-pressure work   environment Experienced in field Trade qualification Little formal management   training	Male, possibly female Management expects   supervision, group wants leadership Middle management vastly   reduced Values control,   organisation, teamwork Stressful environment   due to organisational restructuring Experienced in field Trade qualification 50% have formal   management training but little organisational support for further learning	Male or female Leader and coach Operates in a flatter   organisational structure Team leader reports   direct to senior management Values performance   management, facilitative, participative leadership, empowerment Environment emphasises   best practice, benchmarking, quality, customer service Most have Tafe-level   qualification or degree All have formal training   for position and organisational support for further training and learning

 

Managers’ responsibilities are likely to continue to change in response to changes in the external environment. This includes changes to legislation and regulations; government policy; community expectations; downsizing and restructuring; budget allocation; patterns of employment; social trends; turnover and availability of suitable applicants for roles; and changing demographics of our workforce.  New mindsets offer an opportunity for any employee to respond positively to change.

 

Have you considered a career in Leadership and management? The Pivot Institute offers Diploma of Leadership Management program to our clients. Delivery options vary from facilitated virtual delivery to supported distance learning. Contact the Pivot team today on 1300 354 309 for more information.

Learning for the Modern Adult

In modern Australia today many of us are left with limited free time to undertake another qualification. We find that although a lot of our potential clients want to do a qualification, it is just not feasible in their busy, busy lives.

Introducing the Pivot Institutes’ Online Learning System. Pivot Online Learning System is a Moodle (Open Source Course Management System (CMS)) based online learning site. This opens our students to a world of online learning which they can access at any time and any place.

Since the development of POLS, completing a course with Pivot has never been so easy! The options are available for our students to choose a learning path that suits them. Our students can select from options including blended delivery (facilitated virtual workshops & online learning) or completing the entire course online. Our current market has expanded considerably to reach clients who before would not have been able to complete our courses. We have seen an increase in our students in WA from more remote regional areas availing our online learning option.

We generate engaging, interactive content with online assessment storage and submission, customised programs and electronic training resources for our clients. Every Pivot student has access to POLS, to support their learning journey. This enables our students to work at a pace that suits them and to be exposed to a wide range of extra resources.

POLS is laid out to be completely user friendly. The process starts with the student being emailed their login details with easy steps on how to access and navigate the system. Once the student accesses the site they can access all of the course material available to them. Each course on POLS is conveniently broken down through a step by step process. This ensures the user feels competent in what they are doing, avoiding any confusion. Quizzes are incorporated so that the user can monitor their own progress. Assessments can be completed and submitted online through POLS, this allows users to save drafts before submitting their final product for correction. Telephone and email support are available if clients encounter any difficulties or have any queries.

We recognise that no two individuals are the same and that different students may benefit from various methods of learning. Therefore our students not only have personally tailored learning plans but also the option to attend one on one classes, attend group workshops or complete their course entirely online.

We invite you to contact one the Pivot’s highly regarded trainers today to discuss the learning plan to suit your lifestyle. Call us on 1300 354 309 or email enquiries@pivot.edu.au.

Persuasion is generally an exercise in creating a win-win situation.  You present a case that others find beneficial to agree with.  You make them an offer they can’t refuse, but not in the manipulative Godfather sense.  It’s simply a good deal or a position that makes sense to that particular person.

There are techniques that can make your job easier and your case more compelling.  While this list is in no way comprehensive, these 10 persuasive writing strategies are used quite a bit because they work.

Strategy 1: Repetition

Talk to anyone well versed in learning psychology, and they’ll tell you repetition is crucial.  It’s also critical in persuasive writing, since a person can’t agree with you if they don’t truly get what you’re saying.

This is a principle used in training, because repetition aids retention of information.  If you want someone to remember something – repeat it.  If you want someone to remember something – repeat it.  The benefits of repetition are shown below:

Of course, there’s good repetition and bad.  To stay on the good side, make your point in several different ways, such as directly, using an example, in a story, via a quote from a famous person, and once more in your summary.

Strategy 2: Reasons Why

Remember the power of the word “because”.  Psychological studies have shown that people are more likely to comply with a request if you simply give them a reason why… even if that reason makes no sense.

When you use this technique, remember the principles of business writing in section two – put your conclusion first.  Give the audience the answer to your problems and then convince them of why that is the best solution.  This way, your audience can get the feeling that they have made the decision and they have ownership of the plan, even though it’s been your plan all along.

Strategy 3: Consistency

Consistency in our thoughts and actions is a valued social trait.  We don’t want to appear inconsistent, since, whether fair or not, that characteristic is associated with instability and flightiness, while consistency is associated with integrity and rational behaviour.

Use this in your writing by getting the reader to agree with something up front that most people would have a hard time disagreeing with.  Then rigorously make your case, with plenty of supporting evidence, all while relating your ultimate point back to the opening scenario that’s already been accepted.

Importantly, ensure that your work doesn’t chop and change.  Even a slight difference of viewpoint on the important message of your document will muddy the waters and confuse your reader.  Consistency is consistent with repetition – the two strategies work hand in hand.

Strategy 4: Social Proof

Looking for guidance from others as to what to do and what to accept is one of the most powerful psychological forces in our lives.

It can determine whether we deliver aid to a person in need, and it can determine whether we muster the courage to take a risk.

Obvious examples of social proof can be found in testimonials and outside referrals,  and it’s the driving force behind social media.  But you can also casually integrate elements of social proof in your writing, ranging from skilful alignment with outside authorities to blatant name dropping.  You are trying to convince your audience that if your idea is good enough for someone else, then it’s definitely good enough for them.  This will be especially true is the “someone else” is a widely known and well respected person or organisation.

Strategy 5: Comparisons

Metaphors, similes and analogies are the persuasive writer’s best friends.  When you can relate your idea to something that the reader already accepts as true, you’re well on your way to convincing someone to see things your way.  This technique also demonstrates consistency.

But comparisons work in other ways too.  Sometimes you can be more persuasive by comparing apples to oranges.  Rather compare the price of your home study course to the price of a similar course, compare it to the price of a live seminar or your hourly consulting rate.

Strategy 6: Agitate and Solve

This is a persuasion theme that works as an overall approach to making your case.  First, you identify the problem and qualify your audience.

Then you agitate the reader’s pain before offering your solution as the answer that will make it all better.

The agitation phase is not about being sadistic; it’s about empathy.  You want the reader to know unequivocally that you understand their problem because you’ve dealt with it before and are experienced at eliminating it.  The credibility of your solution increases significantly if you demonstrate that you truly feel the prospect’s pain.

Strategy 7: Prognosticate

Another persuasion theme involves providing your readers with a glimpse into the future.  If you can convincingly present an extrapolation of current events into likely future outcomes, you are doing well.

This is a technique used very well by OH&S professionals. They present the risk without their plan and then show the significantly reduced risk if the audience accepts their ideas.

This entire strategy is built on credibility.  If you have no idea what you’re talking about, you’ll end up looking foolish.  But if you can back up your claims with your credentials or your obvious grasp of the subject matter, this is an extremely persuasive technique.

Strategy 8: Go Tribal

Despite our attempts to be sophisticated, evolved beings, we humans are exclusionary by nature.  Give someone a chance to be a part of a group that they want to be in—whether that be wealthy, or hip, or green, or even contrarian—and they’ll hop on board whatever train you’re driving.

At its very base level, this is what drives people to join organisations that they might never normally join.  Cults, political groups, clubs and companies all exist because of the need for belonging that is felt by humans.  We are essentially just well-developed pack animals. Find out what group people want to be in, and offer them an invitation to join you in preference to others.

Strategy 9: Address Objectives

If you present your case and someone is left thinking “yeah, but…” you’ve lost.  This is why direct marketers use long copy—it’s not that they want you to read it all, it’s that they want you to read enough until you buy.

This is also part of the reason why FAQ sections exist on many websites.  Providing the answers to the questions of doubters is a technique to win over those doubters.

Addressing all the potential objections of at least the majority of your readers can be tough, but if you really know your subject the arguments against you should be fairly obvious.  If you think there are no reasonable objections to your position, you’re in for a shock!

Strategy10: Storytelling

Storytelling is really a catch-all technique—you can and should use it in combination with any and all of the previous nine strategies.  But the reason why storytelling works so well lies at the heart of what persuasion really is.

Stories allow people to persuade themselves, and that’s what it’s really all about.  You might say that we never convince anyone of anything—we simply help others independently decide that we’re right.  Do everything you can to tell better stories, and you’ll find that you are a very persuasive person.

This context has been abstracted from one of The Pivot Institute’s popular program Fundamentals of Management.

Copyright of The Pivot Institute 2014