Here's an opportunity for your business or educational setting to discover what Change Management really is — and how understanding it can make a powerful difference to the way people work and grow.

Architecture students from the University of Brighton are showcasing their innovative design proposals for Newhaven and Dieppe in a free exhibition exploring architecture’s role in tackling the climate crisis.

Invitation to the launch of The Lingfield Foundation on 16th October 2025.

Visionary Evangelist | Innovative Creator | Progressive Thinker | Strategic Problem Solver | Collaborative Team Builder | Distinguished Alumni MVP

Finance Directors and business owners are invited to attend MHA’s upcoming FD Update Webinar on 18th September 2025, from 8:30AM, providing 3 hours of verifiable CPD. This free event is designed to keep your technical knowledge up to date to help you comply with the ever-changing regulatory environment in the worlds of Financial Reporting and Tax.

The old "hard sell" is out. Today's customers want solutions, not just products. This is where a consultative approach makes all the difference. It's about being a trusted advisor, a true partner in their success. When you help solve their problems, you build lasting relationships, not just one-off transactions. The CREATE Process: A Framework for Consultative Selling Ready to transform your sales and become a problem-solver? Here's a six-step framework and process, which we call the CREATE process, to help you on your way. 1. Connecting: Build Real Rapport First, connect. This initial impression is crucial for building rapport and trust. Adapt Your Style: Gauge your customer's preferred communication style—are they direct, detail-oriented, or relationship-focused? Adjust your approach accordingly. Be Genuinely Curious: Ask questions that show a real interest in them. Find common ground. A true connection opens doors. First Impressions Matter: Be punctual, prepared, and positive. Your enthusiasm sets the tone. 2. Researching: Ask, Listen, Understand You can't solve a problem you don't fully understand. Ask strategic questions and truly listen. Ask Probing Questions: Move beyond surface queries. Ask about challenges, goals, and frustrations. "What challenges keeps you up at night?" or "What would your ideal solution look like?" Active Listening is Key: Focus intently on what they say, and what they don't say. These cues are vital. Paraphrase and Clarify: Summarize what you've heard: "So, if I'm understanding you correctly, your main pain point is... Is that right?" This confirms understanding and demonstrates you've been listening. 3. Exhibiting: Communicate Your Value Communicate a value proposition and solution based on their specific needs. Remember: you want to help them, you can help them, and you will help them, but it must be based on "their world." Problem-Centric Focus: Explain how your solution alleviates their pain and helps them achieve their goals. Use their language. Highlight Benefits: Instead of focusing on features, explain what the benefit does for them. Customize Your Proposal: Show how your solution is tailored. Generic pitches fail. Demonstrate you've listened to them. 4. Approving: Overcome Objections and Secure Commitment Guide them toward a decision. Understand the buyer's profile and view objections as requests for more information. Align with Their Style: Some buyers need data, others need social proof, others a guarantee. Adapt your approach to help secure a commitment. Seek Commitment, Not Just the Sale: Propose clear next steps. "Based on our discussion, shall we schedule a review with your team next week?" Embrace Objections: Don't get defensive. See it as a question: "That's a fair point. Could you tell me more about your concern...?" Then, address it directly. 5. Tending: Cultivate Long-Term Relationships This step is about cultivating a long-term, sustainable relationship. Ongoing Value: Continue providing value. Share relevant articles, market insights, or connect them with others in your network. Strategic Tools: Use CRMs to track interactions and proactively follow up. Regular Check-ins: Don't just surface for problems or new pitches. Schedule regular check-ins to understand evolving needs. 6. Extending: Leverage for New Opportunities The final step: leverage relationships to identify new business opportunities. Satisfied customers are your best advocates. Referrals Are Key: When you've genuinely solved problems, clients will refer you. Make it easy. "Who else might benefit from a solution like this?" Networking Through Success: Clients open doors. Ask for introductions or permission to use their success story. Become Part of Their Network: The deeper you're embedded in their success, the more likely you are for future projects or new departments. Master the Art of Consultative Selling By embracing these six steps, you're not just selling; you're building trust, communicating real value, and creating a sustainable foundation for business growth. Our sales training workshops are tailored to meet the specific needs of each client, ensuring you and your team gain the skills necessary to master this powerful approach. We're here to help you move from pitching to problem-solving. Are you ready to start solving?

Leading business advisory and accountancy firms Menzies LLP and Beever and Struthers today announced their merger, creating a national firm with a combined fee income of £110 million and a workforce of more than 1,000 professionals. This strategic union brings together two proudly independent firms with deep roots in their respective markets; Menzies, headquartered in London, and Beever and Struthers in Manchester. Both firms share a commitment to partner-led service, people-first values, and long-term client relationships, making this merger a natural fit in a rapidly evolving professional landscape.

The modern sales landscape has evolved massively, but most sales training hasn’t

West Sussex County Council has launched Skills Bootcamps, an exciting new initiative designed to help people gain the skills local employers are looking for.

When resources are stretched, relationships matter more than ever. This interactive session explores how to build operational resilience through smart prioritisation, collaboration, and trust — even when budgets are tight.

???? Ready to Harness the Power of AI? Join our hands-on Artificial Intelligence (AI) Training Programme in the heart of Brighton and gain the future-ready skills you need to thrive in a rapidly evolving digital world.

Government Funded Digital Skills Bootcamps in Brighton! Create Your Future with a FREE Google Digital Marketing and Analytics 4 Skills Bootcamp, Adobe Cloud Digital Skills Bootcamp or a Video Skills Bootcamps worth worth £4800.

West Sussex County Council, alongside East Sussex County Council and Brighton & Hove City Council, are working on the Get Sussex Working Plan - a key initiative under the UK Government’s Get Britain Working programme.

Employment Law Bulletin: Key Changes and What Employers Must Address in 2025! You are invited to attend this exclusive event.

On 8th April 2025 Jim McMahon MP, Minister for Local Government and English Devolution, visited Crawley College and the new Sussex & Surrey Institute of Technology (SSIoT) building being constructed on the campus. He was joined by Peter Lamb MP, members of Crawley Borough Council and other local representatives.

DENBIES WINE ESTATE Ltd HAS ACHIEVED A KING’S AWARD FOR ENTERPRISE

A recent survey from Helen Tuddenham Consulting, “Nurturing And Retaining Talent”, discovered that only half of organisations had tried Executive Coaching as a means to solving their leadership and business challenges. The reasons given for not investing in executive coaching varied but included cost, expected return on investment, and whether it would work in smaller organisations. Other barriers preventing organisations from proceeding include confusing and off-putting terminology, difficulties finding high-quality coaches, and a lack of accreditation and regulation in the sector. A small minority in our survey also had experience with clients not engaging in the coaching process. Yet, for those who take the plunge, the results can be transformative. Every organisation that had used executive coaching in the survey had seen benefits, and nearly half had seen direct increases in profitability as a result. This is backed up by other research showing that when done well, executive coaching can produce tangible benefits to a company's bottom line. MetrixGlobal found that this return could be up to 529% in some circumstances. To support organisations wanting to take the plunge and reap the benefits for themselves, we have published a guide that addresses some concerns and myths, explains the factors you need to consider, and takes you through a step-by-step process for making the most of your investment. Although the original research was with professional services firms, “Transforming Leaders: A Practical Guide to Coaching for Organisations” is designed for businesses of any size or industry that have yet to embark on their coaching journey. You can download a copy of the report here or to find out more, get in touch using the details below.   helen@helentuddenhamconsulting.com www.helentuddenhamconsulting.com/for-organisations

Spring Statement March 2025 Chancellor of the Exchequer, Rachel Reeves, held the Spring Statement on Wednesday 26 March 2025. In the run up to the event, the Chancellor stated that she ‘remains committed to one major fiscal event a year to give families and businesses stability and certainty on upcoming tax and spending changes and, in turn, to support the government’s growth mission’. The Chancellor did meet her commitment that there would be no major tax announcements, but tax is only one side of the equation. The other is spending, and the Spring Statement confirmed a number of the measures recently announced, namely: • Cuts to the welfare state • Cuts to the civil service • Increase in defence spending There were also announcements about the rollout of the Making Tax Digital (MTD) for Income Tax project which are covered later in this document.

University of Brighton students are looking for part-time work to fit around their studies.

Are you eager to enhance your digital marketing skills or dive deep into the world of Adobe's creative software? Look no further than the bootcamps offered by Creative Process Digital. Whether you're a budding entrepreneur seeking to grow your business or an aspiring professional eager to land a job in the competitive digital world or an employer who can see the benefit of giving their employees some extra training to develop their skills, our bootcamps have got you covered.