121916 McGriff University Course Catalog

Course Catalog
Volume 2, January 2017

2 McGriff University Course Catalog
This course catalog contains over 190 selections offering knowledge and skill development in the areas of
communication, insurance, leadership, professional business acumen, and sales. Content is sourced from
carrier partners, SkillSoft – a leading provider of professional and technical courseware, and The Institutes – the
foremost authority on insurance technical knowledge development.
In addition to offering a wide variety of course options, each of the learning elements is available 24x7 from any
Internet browser. You can even complete coursework on your smartphone or tablet!
Course Recommendations
Within each course description, you will find a recommendation icon ribbon (see screen shot below). This icon
ribbon indicates for which roles the course may be recommended. The ribbon icons are identified as follows:
Complete listings of the recommended curriculum for each role is included in the catalog appendix. Those
courses that do not include a recommendation are considered electives. It is recommended that you confer
with your manager to develop a learning plan prior to launching any course work.
Self-Assessment Tool
To assist with the development of your learning plan, a self-assessment tool is available for each of the five job
families identified above. The assessment tool allows you to rate yourself on a scale of 1 (little to no knowledge)
to 5 (subject matter expert) in role specific competency areas. Once you have completed your self-assessment,
it is recommended that you meet with your manager to review your findings and to prioritize your learning plan.
Each individual’s learning plan will differ based on their role and competency requirements. It is recommended
that 3 hours of development be invested each quarter.
Team Support
Account Service Representative
Marketing Account Executive
Producer I - Non-validated
Producer II - Validated
Greetings and Welcome to
McGriff University!
Effective Email Writing Part 1
Recommended for:
Time: 1 hr. Modality: Recording
Line of Business: N/A Provider: MSW

1) How can I access McGriff University courses?
McGriff University courses can be accessed 24 hours a day, seven days a week from any Internet browser by
visiting www.McGriffU.SkillPort.com.
2) How do I obtain my McGriff University log in information?
To receive your username and password, please email your request to Education@McGriff.com.
3) How do I know if a course if right for me?
Each course has a detailed description however, to make sure this course is the right choice, discuss it with your
manager. Some courses are included in role-specific curricula. Refer to Course Recommendations on page 2.
4) How do I access the McGriff University Portal?
After securing your username and password, log in at www.McGriffU.SkillPort.com. Click on The Library icon in
the top left corner of the page. That will open the library of course offerings or, you can also search for courses
by subject using the search bar feature at the top right of each page.
McGriff University Course Catalog 3
Frequently Asked Questions
Team Support
Account Service Representative
Marketing Account Executive
Producer I - Non-validated
Producer II - Validated

Frequently Asked Questions
5) How do I register for a course?
Once you have selected the course you would like to take, click the down arrow from the Launch icon to the right
of the course to save it to your Personal Learning Plan. After you have saved the course, go to your Learning
Plan, top left of the page, and click Launch on the course you would like to take. Please note if you do not save
the course to your Learning Plan prior to launching, your progress will not be tracked and you will lose everything
you have completed.
6) After launching a course, am I able to go back to it to complete or to review again?
Yes, after you launch a course from your Learning Plan, it is saved from where you left off. The status bar to the
right of the course measures your progress.

I Courses
Communication 6
Insurance 8
Leadership 21
Professional and Personal Effectiveness 23
II Recommended Learning Path by Role 38
III Notes 44
IV Index 46
Table of Contents

Adapting Your Conflict Style
Recommended for:
Time: .5 hr Modality: Online Module
Line of Business: N/A Provider: SkillSoft
In this course, you’ll learn about the different conflict styles,
including when and how to use them. You’ll find out about the
importance of adapting your style in response to others’ styles
and the particular situation you are in. Finally, you’ll learn how to
deal with a difficult individual in a conflict situation.
COMMUNICATION
Building Rapport
Recommended for: Elective
Time: TBD Modality: Online Module
Line of Business: N/A Provider: Chubb
Course Description: this course helps the learner to uncover the
definition of rapport while infusing the importance of making a
good first impression. The user will acquire a step-by-step process
of rapport building and view samples of good rapport building
techniques.
Business Writing: How to Write Clearly and
Concisely
Recommended for:
Time: 1 hr. Modality: Online Module
This course describes ways to make your writing clearer.
Specifically, it covers the importance of using short, familiar
words, appropriate connotations, concrete and specific language,
and transitional words and phrases. The course also discusses
ways to be more concise and explains some best practices for
organizing content logically and appropriately.
Business Writing: Know Your Readers and Your
Purpose
Recommended for:
This course addresses ways to identify your readers and to create
messages that convey the appropriate tone for different reader
roles. It also outlines how to write effectively for the three most
common reasons for writing a business document – to inform,
respond, or persuade.
Developing Your Reputation of Professionalism
with Business Etiquette
Recommended for:
Time: 1 hr. Modality: SkillSoft
Thiscourseintroducesyoutothebasicsofhowtoactprofessionally
and practice proper business etiquette. It also explains how to
present yourself in the work environment, including looking
the part of a professional and ensuring your workspace reflects
positively on you. And it looks at how to ensure your personal
activities don’t impact your work reputation, which is especially
important in the time of far-reaching social media.
Recommended for:
Learn what it takes to communicate professionally with email.
Recommended for:
Learn to organize your messages for the greatest impact.
Recommended for:
Learn to avoid the most common mistakes email writers make.
Essential Skills for Professional Telephone Calls
Recommended for:
This course introduces the essential skills for professional
telephone usage. It covers best practices for making and receiving
telephone calls and leaving voice mail messages.

Feedback and Its Vital Role in the Workplace - C08
Recommended for:
In this course, you’ll learn how to approach giving feedback to
peers and to supervisors, and how to manage the anxiety you
may experience.
Issue-Focused Negotiation: Are You Ready?
Time: .5 hr. Modality: Online Module
People often see negotiation as a matter of sticking to your
‘position’ while playing tug-o-war. But taking ‘positions’ involves
an emotional/ego component inevitably leading to a dead end
in negotiation. Instead, focus on the issue at hand, and learn
strategies to communicate effectively and avoid falling into
‘positions.’ It takes the right mindset, essential communication
skills and a toolbox of strategies to deftly handle any tricks the
other party tries to use on you. This course will teach you how to
stop playing...and stop being played.
Mastering Active Listening in the Workplace
Recommended for:
In this course, you’ll review the skills and techniques for mastering
active listening. You’ll learn to trust the process, engage evasive
speakers, effectively steer emotionally charged conversations,
and apply active listening within sales and negotiation scenarios.
Preparing to Communicate Effectively at the “C”
Level
Recommended for:
This course helps you shape and clarify your message, outlines the
principles you should follow when approaching communications
with senior executives, and provides important tips on how to
build credibility with the “C” level. It also offers detailed guidance
on how to approach and plan meetings with senior executives in
order to ensure you are positioned for success.
Strategies for Communicating with Tact and
Diplomacy
Recommended for:
This course provides techniques you can use to navigate through
conversations in a way that shows sensitivity and respect for
others. As well as exploring what you should say, the course
shows you how you can use proper timing and delivery when
conveying your message.
Using Business Etiquette to Build Professional
Relationships
Recommended for:
This course demonstrates how to put business etiquette to work
for you. You’ll learn how to make a positive first impression by
practicing the appropriate code of behavior. The course also
explores how to develop professional relationships by leveraging
etiquette rules. Finally, it considers how to diffuse conflict when
it occurs so you can maintain a positive relationship with others.
Engagement:
[en-geyj-muh nt]
1. The act of engaging or the state of
being engaged.
2. An appointment or arrangement
3. Betrothal
4. A pledge; an obligation or
agreement
5. Employment, or a period or post
of employment, especially in the
performing arts
COMMUNICATION

Additional Insured Fundamentals
Line of Business: CGL Provider: Milton
Join Nancy Milton in a discussion on the topic of Additional
Insured. This courseis focused on thefundamentals and will cover
topics of Certificates of Insurance, Relationship to the Insured,
Additional Requirements, and Additional Insured endorsements.
INSURANCE
*Agency Operations and Sales Management AAI 83
Recommended for:
Time: TBD Modality: Course
Line of Business: ALL Provider: The Institutes
Segment A Topics:
• Agency formation and environment
• Organizational management
• Agency sales management
• Personal production plans
Segment B Topics:
• Producer-insurer relations
• Public image of the insurance agency
• Agency growth and customer communications
• Market segmentation and target marketing
Segment C Topics:
• Managing agency information technology
• Agency customer service management
• Agency financial management
*Associate in General Insurance - Commercial
Insurance AINS 23
Recommended for:
Segment A Topics:
• Commercial property insurance
• Business income insurance
• Commercial crime and equipment breakdown insurance
Segment B Topics:
• Inland and ocean marine insurance
• Commercial general liability Insurance
• Commercial Auto Insurance
Segment C Topics:
• Workers compensation and employers liability insurance
• Businessowners and farm insurance
• Specialty coverages
*Associate in General Insurance – Property and
Liability Insurance Principles AINS 21
Recommended for:
Line of Business: CGL/PROP Provider: The Institutes
Segment A Topics:
• Understanding Insurance
• Insurers and how they are regulated
• Insurer financial performance
Segment B Topics:
• Marketing
• Underwriting and ratemaking
Claims Segment C Topics:
• Risk management
• Loss exposures
• Insurance policies
Segment C Topics:
• Risk management
• Loss exposures
• Insurance policies
Business Auto Policy Coverages
Line of Business: BAP Provider: Chubb
Introduction to Commercial Auto Insurance - Coverages reviews
the Business Auto Policy (BAP.) You will learn the different types
of covered autos and the symbols used in the declarations. You
will also learn about Auto Liability coverage including exclusions
and the limit of insurance provision and Physical Damage
coverage including physical damage exclusions, limit of insurance
and deductibles.
Business Auto Policy Declarations, Classifications,
and Rating
Introduction to Commercial Auto Insurance - Declarations,
Classifications and Rating provides a detailed review of the
Business Auto Declarations page, and commercial vehicle
classification and rating.

Business Interruption Fundamentals
Line of Business: PROP Provider: rwhMyers
Join Sara Coleman and Bill Warren for a discussion on Business
Interruption. This is a great refresher for those who work with
this line of business. In the session, we will discuss: PD & BI
components of the risk matrix, BI overview, Insurance Program -
key considerations, and the Claims Cycle.
Business Interruption Intermediate
Line of Business: PROP Provider: rwhMyers
Join Sara Coleman and Bill Warren of rwhMyers for a discussion
on Business Interruption. This is a follow on to the Business
Interruption Fundamentals offering. In the session, we will go
into greater detail on: PD & BI components of the risk matrix,
BI Overview, Insurance Program - key considerations, and the BI
Claims Cycle.
Captives 100
Line of Business: ALL Provider: Strategic Risk Solutions
This primer on captive insurance will provide you with essential
information to understand the use of captives, including how and
when to form a captive. In this session we will also focus on the
differences between onshore and offshore domiciles and what
drives the domicile selection decision. Topics covered include:
• The reasons for forming a captive
• Different types of captives and where they may apply
• Key captive feasibility questions
• The differences between onshore and offshore domiciles
• Choosing a captive domicile
• The captive feasibility and formation process
At the end of the session, attendees should be able to identify
situations that would be suitable for a captive solution. This
webinar is for anyone considering a captive or looking to expand
their knowledge of captives. For those familiar with captives
this is a good refresher on the fundamentals of setting up and
managing a successful captive.
CGL Core Principles
Line of Business: CGL Provider: Chubb
Introduction to Casualty Insurance - Core Principles reviews the
Commercial General Liability policy including policy structure,
coverage triggers and limits of insurance.
CGL Coverages
Introduction to Casualty Insurance - Coverages reviews CGL
Coverages A, B, and C including insuring agreements, triggers,
and exclusions. Supplementary Payments under Coverages A and
B are also discussed.
CGL Exclusions
Introduction to Casualty Insurance - Exclusions provides a detailed
overview of the CGL policy Coverage A exclusions.
CGL Products - Completed Operations
Introduction to Casualty Insurance - Products - Completed
Operations provides a detailed overview of the CGL policy’s
Products-Completed Operations coverage. Course begins with an
overview of products-completed operations liability coverage and
the insuring agreement and take a close look at the definitions of
products and completed operations as well as exceptions. Finally
the course discusses exclusions, supplementary payments, limits
of insurance and the extended reporting period for claims-made
only.
INSURANCE

**Commercial Auto KAS
Recommended for:
Time: 5 hrs. Modality: Online Module
Line of Business: BAP Provider: The Institutes
Prework: 40 Assessment Questions/45 Minutes
The Institutes Knowledge Assessment and Solution topics
include:
• Commercial Auto Loss Exposures
• Auto Coverage Under the Business Auto Coverage Form
• Liability and Physical Damage Coverages of the Business
Auto Coverage Form
• Business Auto Coverage Form Conditions
• Business Auto Coverages Added by Endorsement
• Garage Coverage Form Symbols
• Auto Coverage Under the Garage Coverage Form
• Motor Carrier Coverage Form
• Rating Commercial Auto Insurance
• Determining Business Auto Coverage for a Described Claim
Commercial Crime Insurance
Recommended for:
Line of Business: PROP Provider: The Institutes
Topics covered in this course include the Commercial Crime
Coverage Form, crime exclusions, and more. After completing
this course, you’ll know the appropriate commercial crime
coverage to select for your clients’ specific needs.
Commercial Excess and Umbrella Liability Coverage
Recommended for:
Line of Business: CGL Provider: The Institutes
Topics covered in this course include the three basic types of
excessliability insurancepolicies, umbrella liability insurance,and
more. After completing this course, you’ll be better able to help
your customers fill gaps in their primary insurance protection.
**Commercial General Liability KAS
Recommended for:
include:
• Legal Liability: Torts, Contracts, and Statutes
• Overview of Commercial General Liability(CGL) Coverages
• CGL Supplementary Payments
• Determining CGL Coverage for a Described Loss
• CGL Coverage for Persons and Organizations
• CGL Limits of Insurance
• CGL Coverage Conditions
• Claims-Made CGL Form
• Endorsements to the CGL Form
• Determining the Premium for CGL Coverage
• Miscellaneous ISO Liability Coverage Forms
• Determining Coverage Under the CGL or other ISO Liability
Coverage forms
Commercial Inland Marine Insurance
Recommended for:
Topics covered in this course include how inland marine insurance
developed, inland marine loss exposures, and more. After
completing this course, you’ll be able to evaluate if a loss exposure
requires the additional coverage provided by commercial inland
marine insurance.
**Commercial Property KAS
Recommended for:
The Institutes Knowledge Assessment and Solution topics include:
• Overview of the Commercial Property Coverage Part
• BPP Form: Covered Property and Not Covered Property
• BPP Form: Additional Coverages and Coverage Extensions
• BPP Form: Limits of Insurance and Deductibles
• BPP Form: Loss Conditions and Additional Conditions
• BPP Form: Optional Coverages
• BPP Form: Modifications
• Blanket Insurance
• Determining BPP Loss Coverage
• Causes of Loss Form
• Difference Between the BPP and Other Commercial Property
Coverage Forms
• Endorsements and BPP Modification
• Commercial Property Conditions Form
• Rating Commercial Property Coverage
INSURANCE

Commercial Surety Fundamentals
Line of Business: SURETY Provider: NASBP
The purpose of this course is to provide a thorough orientation to
commercial surety compared with other forms of insurance and
to give instruction on how to attend to the details of commercial
surety bonds at all relevant stages. The focus is on the key
elements of commercial surety and includes legal requirements,
underwriting processes, participant roles, and risks. The course
describes the required financial information and explains
why and what should be collected and reviewed and how this
information is used. The student will be introduced to the key
factors in successful conduct, including working with bonds,
proven management principles, and the ethical standards and
expectations of a professional.
The course includes the following chapters:
• Commercial Surety Fundamentals
• Evaluating Risk and Exposure
• Underwriting the Principal
• Professional Bond Agency Responsibilities
Contract Surety Fundamentals
Line of Business: SURETY Provider: NASPB
The purpose of this course is to provide a thorough orientation to
contract surety compared with other forms of insurance and to
give instruction on how to attend to the details of contract surety
bonds at all relevant stages. The focus is on the key elements of
contract surety and includes legal requirements, underwriting
processes, participant roles, and risks. The course describes the
required financial information and explains why and what should
be collected and reviewed and how this information is used. The
student will be introduced to the key factors in successful conduct
including working with bonds, proven management principles,
and the ethical standards and expectations of a professional.
• Overview of the Construction Industry
• What Is Surety?
• What the Surety Looks for in a Contractor
• Miscellaneous Bonds
• Construction Procurement and the Roles of Those Involved
• Bond Claims
• Other Services of a Surety
• Special Concerns of Sureties
• Popular Misconceptions
• Role of the Professional Surety Bond Producer
Contractual Issues Between Designers and
Contractors
Time: TBD Modality: Recording
Line of Business: CGL Provider: SwissRe
Do design and design-build contracts keep you up at night?
Unsure how project delivery methods impact responsibilities?
Worried there are liability issues you aren’t taking into account?
Join Swiss Re’s inaugural construction webinar to learn strategies
for managing risks in design and design-build contracts. Andrew
Maichle, Swiss Re Head Construction PI North America, hosts
Kent Holland, a risk management consultant and construction
attorney. Kent will recap recent court cases, share ways to
identify risks in design contracts, and discuss how project delivery
methods and relationships between parties could affect risk.
Equipment Breakdown Insurance
Recommended for:
Topics covered in this course include policy conditions unique
to equipment breakdown policies, three common types of
exclusions in equipment breakdown policies, and more. After
completing this course, you’ll be able to recommend coverage
that organizations can use to manage the risks associated with
the breakdown of equipment.
*Ethics 312
Recommended for:
After completing this learning module, you’ll be able to recognize
ethical dilemmas when they arise. You’ll also have the skills
needed to make informed decisions when faced with an ethical
dilemma. Upon successful completion of this learning module,
you should be able to:
Distinguish among:
• Morals
• Laws
• Ethics
Support the position that professionalism is a desired
characteristic of the insurance practitioner. Summarize why it
is important that insurance practitioners maintain high ethical
standards. Give examples of an insurance practitioner’s ethical
responsibility to:
• Insurers
• Policyholders
• The public
Given an ethical dilemma, identify:
• The stakeholders
• The motivation for the actions taken
• The relevant ethical issues
INSURANCE

Apply these theories to an ethical dilemma using these decision-
making tools:
• Rules-based
• Situation-based
• People-based
Summarize the barriers to making ethical decisions. Given the
CPCU Code of Professional Conduct, explain:
• The purpose of the Code
• To whom the Code applies
• The components of the Code
Given an ethical dilemma, apply the nine CPCU canons and the
rule(s) associated with each Canon to arrive at a resolution.
Describe the disciplinary process and penalties applicable to each
of these parties under the CPCU Code of Professional Conduct:
• A CPCU designee
• An applicant
• A CPCU candidate
• Apply ethical decision-making theories and decision-making
tools, including the CPCU Code of Professional Conduct, to
resolve a general business ethical dilemma.
• Apply ethical decision-making theories and decision-making
tools, including the CPCU Code of Professional Conduct, to
resolve an ethical dilemma involving the use of the CPCU
designation.
Ethics for Surety Bond Producers
Line of Business: SURETY Provider: NASBP
The three-party relationships in surety bonding—between
principal, obligee and surety—create complex situations and
require a strong corporate ethical culture. And a strong corporate
ethical culture begins with employees having a solid personal
ethical foundation. This course explores ethical philosophies and
helps producers understand how to create a framework in which
they can resolve the unique ethical challenges that confront
them every day. This course also looks at the objectives of
corporate ethics codes and discusses how to create and maintain
a viable code. Our goal for this course is to help producers discern
ethical decisions when they are faced with inevitable ethical
challenges. This course is intended for bond producers and all
bond department employees, at all levels of experience.
• Chapter 1: The Relationship of Legal Compliance and Ethics
• Chapter 2: Ethical Grounding
• Chapter 3: The Ethical Decision-making Process
• Chapter 4: What Would You Do: Applying a Decision-Making
Process to Real-World Problems
Exploring the Next Phase of the Cyber Insurance
(R)evolution
Line of Business: ALL Provider: AM Best
The expanding scope of cyber, network security and data breach
risks faced by organizations is prompting insurers to broaden the
array of available coverages for policyholders of various sizes. An
expert panel explores trends in limits, pricing and how the market
for cyber and data breach coverage is changing. The panelists
analyze differences among coverages, how cyber coverage works
with other insurance coverages, and the type and degree of
support required to develop effective offerings.
How A.M. Best Rates Securities Backed by Life-
Contingent Structured Settlements
Emmanuel Modu, A.M. Best managing director and global
head of insurance-linked securities, leads a webinar examining
life-contingent structured settlement securitizations. Topics
covered in the webinar include A.M. Best’s process for rating
life-contingent structured settlement securitizations, key rating
drivers, risk modeling, stress testing and other aspects of the
transactions. (Event date: February 25, 2016)
How Technology and Analytics Are Remaking
Insurance Finance
Insurance CFOs and Controllers face mounting pressure to
strengthen their bottom lines. A panel of industry experts
examines the challenges insurance financial executives face
and their creative approaches to strengthen performance with
the use of technology, analytics and a willingness to adapt to
changing times.
Inside Today’s Surplus Lines Market
A panel of industry leaders in the surplus lines sector of the U.S.
insurancemarketreviewthemarketandhighlightsofanewreport
on that sector. Since 1994, the Derek Hughes/NAPSLO Educational
Foundation has provided a grant to A.M. Best to produce a
detailed report on the excess and surplus lines insurance sector.
The report updates the relative positions of carriers in the market
INSURANCE

and examines regulatory developments, distribution, solvency,
availability, and coverage. The surplus lines market provides
coverage for risks that the standard insurance market is unwilling
or unable to insure.
Insurance Attorneys Examine the Legal, Claims and
Risk Issues of Drones Part I
Line of Business: CGL Provider: AM Best
Drones are being used more frequently for a variety of purposes,
including photography, agriculture, construction, searching and
other uses. Unfortunately, the regulatory environment has not
kept pace with the technology when it comes to use of drones.
A panel of experts from the legal and insurance professions
explore what the regulatory concerns are and how they are being
addressed in both the courts and the insurance industry. (Event
date: August 05, 2015)
Insurance Attorneys Examine the Legal, Claims and
Risk Issues of Drones Part II
Time: NTBD Modality: Recording
Drones are being used more frequently for a variety of purposes,
including photography, agriculture, construction, searching and
other uses. Unfortunately, the regulatory environment has not
kept pace with the technology when it comes to use of drones.
A panel of experts from the legal and insurance professions
explore what the regulatory concerns are and how they are being
addressed in both the courts and the insurance industry. (Event
date: September 22, 2015)
**Insurance Contracts KAS
Recommended for:
include:
• Elements of a Contract
• Special Characteristics of Insurance Contracts
• Contract of Indemnity
• Manuscript Policies and Standard Forms
• Structure of Insurance Policies
Insurance Essentials
Recommended for:
Many employees in information systems, human resources,
accounting, and other areas know their jobs well but may not
possess a technical insurance background. Insurance Essentials is
perfect for those not involved in hands-on, day-to-day technical
insurance operations. With an enhanced understanding of the
industry, they will be even more valuable to their organizations.
Insurance Essentials gives employees a common knowledge base,
regardless of an organization’s size or the geographic distribution
of its employees.
Course Topics Include:
• Introduction to and History of Insurance
• Risk Management
• Role of Insurance
• The Premium Dollar
• Profitability
• Insurance Companies
• Others in the Insurance Industry
• Means of Delivering the Insurance Product
• Typical Insurance Company Structure
• Typical Personal Insurance Transaction
• Typical Commercial Insurance Transaction
**Insurance Overview and Insurance Providers KAS
Recommended for:
Prework: 30 Assessment Questions/45 minutes
include:
• Insurance as a Risk Management Technique
• Insurance as a Transfer System
• The Law of Large Numbers
• Major Types of Loss Exposures
• Ideally Insurable Loss Exposures
• Types of Insurers
• Insurer Operations
• State Insurance Regulation
• The Benefits of Insurance
• Costs of Insurance
• Major Types of Property and Liability Insurance
• Life and Health Insurance
• Types of Private Insurers
• The Social Security Program
• Other Federal Insurance Programs
• State Government Insurance Programs
INSURANCE

International Insurance Fundamentals
Recommended for:
Recognize a U.S. organization’s international property, liability,
and net income loss exposures when it operates in another
country. Discover the types of regulations that an organization
must comply with when developing an international insurance
program. Select the most appropriate international insurance
solution based on an organization’s international loss exposures.
International Insurance Fundamentals topics include:
• Overview of international insurance
• Identifying international loss exposures
• Regulatory compliance
• Insurer and broker networks
• Reverse flow business
• International insurance solutions
• Selecting international insurance solutions
Introduction to Additional Insured
This course will help you identify who wants to be an additional
insured and why. You will learn about Additional insured forms
and requests, the most common forms used to grant additional
insured status, and specialized additional insured forms. You will
also review examples of additional insured requests and learn the
concerns and approaches for handling these types of requests.
Introduction to BOP Coverages
Line of Business: BOP Provider: Chubb
The Business Owners Policy is a multi-coverage policy designed
for the insurance needs of the small-to-midsize business owner.
In this course you will review the key elements of the policy –
often referred to informally as a ‘BOP’ – in 3 online tutorials. This
first tutorial provides an overview of the BOP policy
Introduction to Business Income
Line of Business: PROP Provider: Chubb
The Introduction to Business Income module reviews the
combined Business Income and Extra Expense Coverage Form.
Introduction to D&O
Line of Business: DIRECTOR Provider: Chubb
This web based training program will help increase your
knowledge of Directors and Officers Liability Insurance. D&O
Liability insurance is intended to protect Directors and Officers
from the personal liability they may face based on their actions
while fulfilling their duties to their organization. This module will
help you identify who needs D&O, who sues the board and why.
You will gain a better understanding of D&O coverage and policy
structure through a look at coverages, limits, claims and losses.
Finally you will learn about D&O client management.
Introduction to Distribution Channels
Line of Business: ALL Provider: Chubb
This learning module reviews the various insurance carriers
and distribution entities in the Property-Casualty industry. A
full summary of insurance agency roles is included and the
importance of compliance.
Introduction to Errors & Omissions
The Introduction to Errors & Omissions learning module teaches
the user about important information, insurance regulations,
licensing and authority. The user will also explore the fiduciary
duties of an insurance agency.
Introduction to Garage Coverages
Time:TBD Modality: Online Module
The Introduction to Garage Coverage module will introduce you
to the Garage policy. You will learn purpose of the Garage policy
including the different liability and physical damage coverage
sections and the types of covered autos and the symbols used in
the declarations.
INSURANCE

Introduction to Insurance
This learning module reviews essential insurance terms and
definitions and different categories of insurance and describes
the core functions of an insurance carrier.
Introduction to Property & Casualty Insurance
This learning module provides a detailed introduction to the
Property-Casualty insurance business
Introduction to Risk Management
Introduction to Risk Management covers the complete
risk management function including risk assessment, risk
management objectives and the risk management planning and
measurement
Introduction to Risk Transfer & Policy Design
INTRODUCTION TO RISK TRANSFER AND POLICY DESIGN
deconstructs the key elements of P&C insurance contracts,
clarifying fundamental policy intent and facilitating cross-policy
comparisons.
Introduction to Umbrella Coverage
Line of Business: UMB Provider: Chubb
This module will introduce you to the ISO Commercial Liability
Umbrella policy. We will begin with an overview of how an
Umbrella policy functions, followed by a review of the key
components of the ISO policy including the ‘who is insured’
provision, Coverages A & B, limits of insurance, key definitions
and conditions.
Licensing Course
Recommended for:
Time: TBD Modality: TBD
Line of Business: ALL Provider: Pre-license.com
Varies based on state requirements. Will include overview of
commercial insurance fundamentals. Contact McGriff Licensing
for registration.
Making It Real: How Insurers Are Bridging the Gap
Between Analytics and Operations
As predictive analytics continue to evolve, insurers face greater
challenges in how to best leverage this knowledge to improve
their handling of claims, underwriting, in-force administration,
and policy acquisition, along with actuarial and other operational
functions. A panel of technology and insurance experts examine
how property/casualty insurers are turning analytic advances into
operational transformation with sustainable results. They also
examine best practices, lessons learned and which areas produce
the quickest and most significant business impacts.
Managing the Risks Associated with the Rapidly
Changing Robotics Industry
From collaborative robots to advanced industrial automation,
and from telepresence robots in the workplace to emerging
consumer, enterprise, and service robotic technologies and
artificial intelligence systems, the field of robotics is profoundly
changing the world in which we work and live. In this Best’s
Review webinar, a panel of experts addresses how liability is
assessed and risk is managed and mitigated in response to the
unique exposures of the surging robotics industry. This webinar is
sponsored by Lexington Insurance Company.
INSURANCE

Miscellaneous Professional Coverages
After completing this course, you’ll be able to recommend
coverages that meet your clients’ professional liability needs
and help them manage loss exposures not covered under many
standard policies. Upon successful completion of this course, you
should be able to:
• Describe the loss exposures insured by the following
management liability coverages:
• Directors and officers liability insurance
• Employment practices liability insurance
• Employee benefits liability insurance
• Fiduciary liability insurance
• Describe aircraft-related exposures and the coverages that
can be included in an aircraft insurance policy.
• Explain how an organization domiciled in the United States
can insure foreign loss exposures that would not be covered
under standard property and liability insurance policies.
• Describe the characteristics of surety bonds, including how
surety bonds contrast with insurance.
• Describe the circumstances that create the need for surety
bonds and the guarantees provided by the various types of
contract bonds and commercial surety bonds.
• Miscellaneous Professional Coverages Topics Include:
• Different types of auto physical damage coverages in the
Personal Auto Policy
• How an auto physical damage claim is handled, including
identifying vehicle frames, structural components, repair
terminology, common estimating errors, investigation of an
auto theft claim, and the loss adjustment process for a total
loss of an auto
• Different types of contractors equipment and their uses
• Causes of loss, exclusions, and coverage extensions
commonly found in contractors equipment policies
• Valuation of a total loss claim for a piece of contractors
equipment and the valuation of a business income loss that
may also result
Ocean Marine Insurance
Recommended for:
Topics covered in this course include cargo insurance, protection
and indemnity insurance, and more. After completing this
course, you’ll be able to evaluate a loss exposure to determine
if it requires the additional coverage provided by ocean marine
insurance.
OCP Liability
Line of Business: MISC Provider: Chubb
This course will introduce you to the owners and contractors
protective liability insurance. You will learn the purpose of the
OCP and discuss liability exposures and exceptions. You will also
learn about the OCP liability coverage including the insuring
agreement and exclusions. Lastly, you will explore the OCP
Liability policy elements.
Professional Liability Coverage
Recommended for:
This course will introduce you to the owners and contractors
protective liability insurance. You will learn the purpose of the
OCP and discuss liability exposures and exceptions. You will also
learn about the OCP liability coverage including the insuring
agreement and exclusions. Lastly, you will explore the OCP
Liability policy elements.
**Property and Liability Exposures KAS
Recommended for:
Time: 2.5 hrs. Modality: Online Module
Line of Business: CGL/PROP Provider: The Institutes
The Institutes Knowledge Assessments and Solutions topics
include:
Types of Property
• Financial Consequences of Property Loss
• Parties with Insurable Interests
• Sources of Law
• Criminal Law Versus Civil Law
• The Basics of Legal Liability
• Financial Consequences of Liability Loss Exposures
• Categories of Liability Loss Exposures
Property Core Principles
Introduction to Property Insurance - Core Principles provides a
comprehensive overview of commercial property insurance. All
property policy’s components are discussed, including causes of
loss and key exclusions listed on the commercial property policy.
INSURANCE

Property Coverages
Introduction to Property Insurance - Coverages reviews the full
coverage grant in the commercial property policy form, including
covered locations and additional coverages.
Property Limits
Time: N/A Modality: Online Module
Introduction to Property Insurance - Limits discusses limit
determination in the commercial property policy form, including
an overview of property valuation, coinsurance and agreed
value provisions. Deductibles and protective safeguards are also
discussed.
Property Risk Management
Introduction to Property Insurance - Risk Management introduces
propertylossexposuresandpropertyinsuranceriskmanagement.
Types of property losses and their valuation is reviewed including
the impact of revenue and expense fluctuation on net income.
*Risk Assessment and Treatment ARM55
Recommended for:
Line of Business: ALL Provider: The Institute
Segment A Topics:
• Introduction to risk assessment and treatment
• Root cause analysis
• Business continuity management
• Physical property risk
Segment B Topics:
• Intellectual property and reputation risk
Legal and regulatory risk
• Management liability
• Human resource risk
Segment C Topics:
• Environmental risk
• Crime and cyber risk
• Fleet risk
*Risk Financing ARM56
Recommended for:
Line of Business: ALL Provider: The Institute
Segment A Topics:
• Introduction to risk financing
• Estimating hazard risk
• Transferring hazard risk through insurance
• Self-insurance plans
Segment B Topics:
• Retrospective rating plans
• Reinsurance
• Captive insurance
• Contractual risk transfer
Segment C Topics:
• Transferring financial risk
• Transferring hazard risk to the capital markets
• Allocating costs of managing hazard risk
*Risk Management ERM57
Recommended for:
Segment A Topics:
• Introduction to enterprise risk management
• Enterprise risk management in an organization
• ERM framework and process
• Risk oversight
Segment B Topics:
• Strategic planning and ERM
• Risk-based performance and process management
• Internal audit and control
• Regulation and compliance
Segment C Topics:
• Risk assessment and treatment
• Risk modeling
• Risk-based capital allocation
• Risk management environment and culture
*Risk Management for Public Entities RMPE352
Recommended for:
RMPE Topics:
• What’s special about public entity risk management
• Public sector risk management administration
• Exposure identification and analysis for public entities
• Distinctive liability exposures of public entities
• Public entity risk control
• Claim and litigation management for public entities
• Planning risk financing sources for public entities
• Pooling for public entity risk financing
INSURANCE

**Risk Management Overview KAS
Recommended for:
TheInstitutesKnowledgeAssessmentandSolution topicsinclude:
• Scope of Risk Management
• Risk Management Costs and Benefits
• The Risk Management Process
• Types of Loss Exposures
• Identifying Loss Exposures
• Analyzing Loss Exposures
• Feasibility of Risk Management Techniques
• Selecting the Appropriate Risk Management Techniques
• Implementing, Monitoring, and Revising Risk Management
• Benefits of Risk Management
• A Risk Management Program
*Risk Management Principles and Practices ARM54
Recommended for:
Segment A Topics:
• Introduction to risk management
• Risk management standards and guidelines
• Hazard risk
• Operational, financial, and strategic risk
Segment B Topics:
• Risk management framework and process
• Risk identification
• Risk analysis
• Risk treatment
Segment C Topics:
• Financial statement risk analysis
• Capital investment and financial risk
• Monitoring and reporting on risk
Risk Reduction Investment Strategies for Today’s
Insurance Portfolios
A panel of insurance investment experts examines current
challenges posed by the increase in risk from higher-than-average
allocations to equities, equity market volatility, and muted return
forecasts.
State of the Global Reinsurance Market
A panel of A.M. Best analysts discuss the state of the global
reinsurance market, including capital convergence, catastrophes,
risk management, regulation, rating trends and other issues.
Speakers cover reinsurance developments in the Americas,
Europe, the Middle East and Asia. They also examine A.M. Best’s
annual ranking of leading global reinsurers. The discussion
presents research and findings from A.M. Best’s annual report on
the global reinsurance industry.
Surplus Lines Fundamentals
Recommended for:
Surplus Lines Fundamentals provides you with a solid
understanding of why this market is needed, how the surplus
lines distribution system works, how surplus lines transactions are
regulated, and how the surplus lines market is able to successfully
underwrite risks that the standard market has declined.
The Insurance Industry Overview
Recommended for:
Line of Business: ALL Provider: SkillSoft
This course helps learners understand key concepts, terminology,
issues, and challenges associated with the insurance industry,
and strategies employed to meet some of those challenges.
It identifies the main sectors of the insurance Industry and its
business drivers, and reviews the key aspects of the industry
business model, its competitive environment, and the current
trends in the industry.
Umbrella Underlying Insurance
Line of Business: UMB Provider: Chubb
Thiswebbasedtrainingprogramwillhelpincreaseyourknowledge
of the Commercial Liability Umbrella Policy and Maintenance
of Underlying Insurance. You will review the purpose of Excess
casualty policies. You will also learn about the maintenance of
underlying insurance clause, underlying insurance requirements
and scenarios, and drop-down provisions.
• Establishing public entity risk management programs
• Public sector disaster planning/emergency response
INSURANCE

What Insurance Professionals Should Know About
Contractors’ Environmental and Professional
Coverage
Contractors’ liability is evolving rapidly as new risks emerge. A
panel of insurance and legal professionals discuss contractors’
environmental and professional coverage with a focus on what
agents and brokers should know about products, claims and
environmental liability coverage for contracting operations.
What Insurance Professionals Should Know about
the Unique Risk Exposures of Private Companies
Many of the exposures that have changed the risk culture for
publicly traded organizations have reached private companies. A
panel of experts on coverage for private companies discuss what
agents, brokers and risk managers should know about risk and
coverage issues in directors and officers, employment practices
and other coverages. Private companies also have special
concerns with security and privacy.
What’s Driving Today’s Changing Commercial Auto
Insurance Market
Line of Business: BAP Provider: AM Best
Distracted driving is on the increase, gasoline prices are on the
decline, and the combination is leading to a dangerous mix for
commercial auto insurers. A panel of experts will explore what’s
driving the spike in severity on the streets, roads and highways,
and how insurers are taking steps to mitigate commercial auto
losses on America’s roadways.
Webinar panelists include:
• Mark Plousis, Philadelphia Insurance Companies
• Matt Simnor, All Trans Risk Solutions
• Marie Johnson, Director of Risk Management & Purchasing,
Elwyn
• Frank Pellitta, Assured Telematics Inc.
Workers’ Compensation Classifications
Line of Business: WCOMP Provider: Chubb
For most employers, the costs associated with Workers
Compensation account for a significant portion of the firm’s cost
of risk. As a result, there is much to understand regarding Workers
Compensation classification, rating and premium determination
and risk financing options. This course provides an overview
of: Exposure Base, Classification and Unmodified Premium
Determination, and Premium Modification.
INSURANCE
Workers’ Compensation Core Principles
Introduction to Workers Compensation insurance - Core Principles
provides an overview of Workers Compensation and introduces
you to Workers Compensation Law, Markets and Regulation.
Workers’ Compensation Coverages
This module provides a detailed review of the Workers
Compensation and Employers Liability policy sections and
coverages, including types of disabilities and Other States
coverage.
**Workers’ Compensation KAS
Recommended for:
Line of Business: WCOMP Provider: The Institute
The Institutes Knowledge Assessment and Solution topics include:
• Workers Compensation Statutes
• Workers Compensation Insurance
• Employers Liability Insurance
• Workers Compensation and Employers Liability Insurance
Endorsements
• Rating Workers Compensation Insurance
• Determining WC&EL Coverage for a Described Employee
Injury or Illness
• Workers Compensation and Employers

Workers’ Compensation Risk Management
This course provides a comprehensive introduction to Risk
Assessment and Risk Management for employee-related injury
exposures.
INSURANCE
Collaboration:
[kuh-lab-uh-rey-shuh n]
1. To work, one with another; cooperate, as a on a literary work.
2. To cooperate, usually willingly, with an enemy nation, especially
with an enemy occupying one’s country.

LEADERSHIP
Beginning Your Coaching Engagement
Recommended for:
The coaching relationship is different from many other working
relationships you may have encountered in your career. A coach
has a special position that isn’t as prescriptive as a manager
or as instructive as mentor; a coach is focused on guiding the
individual being coached through their own process of discovery
and growth. There are five phases of coaching, and this course
will cover the first three: enrollment, discovery, and developing
the action plan. In these stages, the coaching relationship and
its goals are created, setting the stage for the remainder of the
coaching engagement.
Coaching Techniques that Drive Change
Recommended for:
Coaching by definition is action-centered. This is the main thing
that differentiates it from counseling. At this point in the coaching
engagement, the coach and coachee will have agreed on and co-
created the Strategic Action Plan, which defines the goals and
activities that the coachee will be working on throughout the
remainder of the experience. Techniques covered in this course
will give the learner the tools needed to lead from behind as a
coach. Leading from behind is providing guidance through skillful
observation and communication techniques that help guide the
coachee’s discoveries, self-awareness, epiphanies, and ‘aha’
moments. Keeping the momentum of progress, staying the
course, and creating detours characterize the coach’s work in
this phase. These are accomplished through coaching tactics that
include questioning, listening, observing, and challenging.
Coaching to Drive Performance
Recommended for:
The proven fact is that desired results are achieved more quickly
with the guidance of a personal Coach. When a coach is working
to drive performance, the coachee is being held accountable to
do what they say they are going to do, and want to do. This phase
of a coaching engagement is called the ‘accountability phase’ in
coaching. It is also the phase when the ‘shoulds and ought-tos’
bubble to the surface - the things that a Coachee is unconsciously
following, instead of their true aspirations. These ‘shoulds and
ought-tos come from outside the coachee, and it is in this phase
thattheymustbedealtwith,byeithereliminatingthemorfiguring
out a way to deal with them. Towards the end of this phase, the
coachee is clicking along and it’s time to ‘fire’ their coach. The
coach is no longer needed as the goals of the engagement are
creating the coachee’s desired outcome. The coach must be able
to spot the pending conclusion of the engagement and set the
coachee up for sustainability of performance using coaching
tactics.
Leading Teams: Motivating and Optimizing
Performance
As teams mature, they’re able to perform more independently.
Accordingly,teamleadersmustshifttheirroletooneofmaintaining
motivation and optimizing team member performance. This
ensures that their teams continue to perform at peak levels. The
early stages of team development are about establishing the
purpose of the team and its key goals, but once the team is up
and running, the leader has a prominent role to play in guiding
the team to success. This course describes ways to optimize
team performance and effectiveness through assessments and
feedback. It outlines strategies for sustaining high performance,
including using coaching to improve team performance and
motivating through shared leadership. Materials designed to
support blended learning activities aligned with this course are
available from the Resources Page.
Management Essentials: Confronting Difficult
Employee Behavior
As a manager, you will inevitably encounter direct reports who
exhibit difficult behavior, which can disrupt entire teams and
departments. It’s your job to confront difficult behavior as early
as possible to minimize the disruption. Whether they are blatant
or less obvious, behavioral problems need to be addressed before
they affect morale and productivity. If you ignore them, they will
eventually affect your team, your company, and possibly even
your career. Confronting behavioral problems as they arise can

Management Essentials: Directing Others
As a manager, your role is not only to supervise, but also to
lead, develop, and direct your employees both individually and
collectively to accomplish organizational goals. Understanding
the essential responsibilities you have when directing others,
and the practices you should employ in order to meet those
responsibilities, will lead to you fulfilling your duties and realizing
thepotentialofyourentireteam.Thiscourseprovidesinformation
on the key proficiencies you require to effectively direct others.
Specifically, the steps for setting direction and establishing clear
objectives and goals with your direct reports are explored.
The importance of organizing, including organizing resources,
is discussed. Finally, communicating for clarity and direction,
including listening skills, barriers to effective communication,
and tips for overcoming communication barriers are covered.
Materials designed to support blended learning activities aligned
with this course are available from the Resources Page.
quickly get things back on track and can lead to a more positive
work environment for all. This course introduces best practices
for confronting your direct reports about their difficult behavior.
Materials designed to support blended learning activities aligned
with this course are available from the Resources Page
LEADERSHIP
Responsibility:
[ri-spon-suh-bil-i-tee]
1. The state or fact of being responsible, answerable, or accountable for
something within one’s power, control, or management.
2. An instance of being responsible
3. A particular burden of obligation upon one who is responsible
4. A person or thing for which one is responsible
5. Reliability or dependability, especially in meeting debts or payments
Management Essentials: Developing Your Direct
Reports
A main goal of managing is developing your direct reports.
This involves not only coordinating their work in a way so your
organization’s business objectives are met, but also empowering
them and providing opportunities for them to meet their own
professional development objectives. This course provides
an overview of the importance and benefits of developing
your direct reports as a manager, and tactical strategies for
doing so. Specifically, this involves an examination of the steps
required to assess the development needs of your employees
by differentiating individual requirements. Also covered is the
importance and methods for creating a development plan with
your employees based on their individual requirements, and
ways to support the development plan by creating opportunities
for practice and growth in skills and abilities. Finally, this course
introduces ways to continue supporting employees through
follow up and monitoring, and ongoing and timely feedback.
Planning for Performance
Do you know if your team’s goals are consistently being met? Or
if the individuals in your team are performing at their peak? Using
a performance management system is vital to help ensure that
the performance of individuals and teams produces the desired
outcomes for organizational success. Having a performance
management system in place can focus attention on results that
count, boost productivity, align team and individual activities
with organizational goals, and improve morale. After explaining
the nature and benefits of performance management, this course
outlines the five phases of a performance management system:
planning, monitoring, improving, reviewing, and rewarding.
It then explains what you need to do in the planning phase. It
shows you how to recognize critical success factors and develop
key performance indicators based on these. Then it guides you
in collaborating with employees to create role profiles that can
generate meaningful performance agreements.

Adobe Acrobat DC Fundamentals
Adobe Acrobat DC is the standard for cross-platform document
creation and distribution. This course introduces learners to the
fundamentals of Adobe Acrobat DC, including how to create
PDF files, how to insert and edit text and images, and saving
in different file formats. This course also covers page options,
including organizing and inserting pages, headers and footers, and
page numbers.
PROFESSIONAL AND
PERSONAL EFFECTIVENESS
Adobe Acrobat Pro X1 Fundamentals
Adobe Acrobat is the standard for cross-platform document
creation. The application-independent PDF format is used to
create shared documents ranging from articles and reports to
long complex documents. Acrobat Pro is used to create new PDF
files or modify existing ones. And Adobe Acrobat Pro XI is the
latest version of this powerful application. In this course, you
learn how to perform basic tasks in Acrobat XI Pro like adding text
and images to a document. You’ll also learn to work with different
page elements like headers and footers, transitions, and page
numbers. Acrobat XI Pro’s document security, collaboration and
form features will also be covered.
Adobe Reader X
Adobe Acrobat is the standard for cross-platform document
creation. The application-independent PDF format is used to
create shared documents ranging from articles and reports to
long complex documents. Acrobat Pro is used to create new PDF
files or modify existing ones. And Adobe Acrobat Pro XI is the
latest version of this powerful application. In this course, you
learn how to perform basic tasks in Acrobat XI Pro like adding text
and images to a document. You’ll also learn to work with different
page elements like headers and footers, transitions, and page
numbers. Acrobat XI Pro’s document security, collaboration and
form features will also be covered.
Analyzing Financial Statements for Non-Financial
Professionals
Recommended for:
This course presents and discusses many methods for analyzing
financial statements from a non-financial professional’s
perspective. It determines and interprets the key profitability,
efficiency, liquidity, and solvency ratios using scenarios. It
also explains horizontal and vertical analysis of the financial
statements using real life examples.
Basic Accounting Principles and Framework
Accounting and finance are the universal languages of business,
and their functions form the core of most organizations. The
accounting function sets up the bookkeeping system, monitors it,
prepares and presents the financial statements to management,
and interprets them as needed. Bookkeeping is a part of the
accounting function and involves the mechanical aspect of
recording, classifying, and summarizing transactions in account
books and posting them to respective financial statements. Apart
from the statutory importance, accounting data is very critical
to any organization’s decision and control system. Managers,
decision makers, external stakeholders, and interest groups
take the basic accounting data, mix them with other external
and supplementary information, and produce meaningful
information used for decision making and control purposes. This
course aims at familiarizing all learners with basic accounting
principles and concepts that set the ground for more advanced
learning in this area. You’ll be introduced to key accounting
terms and concepts such as key characteristics of accounting,
the accounting equation, double entry bookkeeping, and basic
accounting principles. This course also helps you recognize key
characteristics of the International Financial Reporting Standards
(IFRS) vis-à-vis the Generally Accepted Accounting Principles
(GAAP).

PROFESSIONAL AND PERSONAL EFFECTIVENESS
Developing a Customer-Focused Sales Approach
Recommended for:
This course provides invaluable insight into how to better
understand your customer’s real needs and outlines the benefits
and potential barriers to implementing customer-focused sales
approaches. The course also examines the impact of technology
and its role in supporting and enhancing customer-focused sales
by helping to develop and sustain long-term, mutually beneficial
customer relationships.
Basic Business Math: Using Whole Numbers and
Decimals
Recommended for:
Basic Business Math: Using Whole Numbers and Decimals
An understanding of basic mathematical principles is important
for any businessperson. Math skills enable you to figure out
resource requirements, estimate costs, work out average time
spent on different activities, and calculate commission earnings.
The ability to analyze and comprehend numbers is a vital skill for
personal, as well as corporate, growth and success. This course
builds on the basic math skills that you learned in your school
years, showing you how to apply those skills to some common
business situations. And it helps you to confidently use whole
numbers and decimals in business through a series of real-life
problems and examples.
Basic Business Math: Averages and Equations
Basic math skills are practical in any business situation, whether
it be calculating average call turnaround times in a call center
or using equations to find the stock of inventory and the items
that have been sold in a retail store. Because math skills are
valuable in so many business situations, refreshing your skills
can demonstrate your mathematical competence and business
savvy. This course builds on the basic math that you learned in
your school years, showing you how to apply those skills to some
common business situations. It helps you to confidently calculate
weighted and moving averages, as well as using equations in
business through a series of real-life problems and examples.
Basic Business Math: Charts and Graphs
Basic math skills are practical in any business situation. Often,
numbers can be portrayed in graphical form, giving the reader
clear and concise information at a glance. Being able to read and
select the right types of charts and graphs in a basic business
environment is invaluable. This course builds on the basic math
skills that you learned during your school years, showing you how
to apply those skills to some common business situations. It helps
you to understand how numerical data is represented in charts
and graphs. And it shows you how to choose the right type of
graph for a particular business situation, and apply good practice
when using graphs and charts.
Basic Business Math: Percentages and Ratios
An understanding of basic mathematical principles is important
for any business person. They enable you to figure out resource
requirements, estimate costs, work out average time spent on
different activities, or calculate commission earnings. Percentages
and ratios are a means of highlighting many relationships in
business, not least of which are financial. The ability to calculate
work with percentages and ratios is an essential skill for anyone
working today. This course builds on the basic math skills that you
learned in your school years, showing you how to apply those
skills to some common business situations. And it helps you to
confidently use percentages and ratios in business through a
series of real-life problems and examples.
Developing Strong Customer Relationships
Recommended for:
This course provides insight into how you can better understand
your customers, build credibility, and position yourself for
long-term success by building lasting and valuable business
relationships.
Essential Selling Skills: Closing the Sale
Time: 1 hr. ALL Modality: Online Module
One of the most difficult steps in any sales effort is securing the
sale. When is the best time to ask for the order? What if the
prospect doesn’t seem interested or challenges the merits of your
proposal? This course demonstrates how to leverage your value
proposition in the final stages of the sales process, so you can
present it in the most effective way possible. It discusses how to
time your closing, and presents strategies for successfully closing

the sale. The course also examines how objections function
within the closing process and provides an analysis of how to
overcome objections to the sale. And finally, it explores the merits
of following up after a sale.
Essential Selling Skills: Mastering Cold Calling
Cold calling is a fundamental part of sales. However, it’s also one
of the most difficult skills to master. How do you get past the
gatekeepers and ensure you reach the right people? What should
you say when you do? How can you counter objections? This
course provides a strategic approach to cold calling, including how
to time your calls effectively and how to handle gatekeepers. It
demonstrates how to develop succinct and persuasive messaging
to help ensure successful calls. And it provides instruction on how
to overcome some of the most challenging objections and how to
ensure you secure an appointment
Essential Selling Skills: Qualifying Sales Prospects
Qualifying sales prospects or leads is an essential step in the sales
cycle. Before you begin extolling the virtues of your product or
solution, you need to ensure that it’s something the prospect
needs and is in a position to buy. The most effective way to do this
is through a strategic discovery or qualification meeting designed
to elicit important details from your prospects, such as their
current business realities and challenges, available resources,
and what success looks like to them. This course describes
how to plan for such a meeting, as well as how to conduct that
meeting effectively by asking questions in a way that gets you the
information you need. The course also explains how to develop a
qualified lead into a sales opportunity. This can be done by using
the information you gathered in the qualification meeting to
propose a relevant and effective solution for the prospect.
Financial Statements for Non-Financial
Professionals
Recommended for:
This course aims to familiarize you with these three financial
statements and how they reflect an organization’s overall
activities and performance. This course takes you through the
various sections of these statements and explains how each is
calculated.
Getting Results without Direct Authority: Building
Relationships and Credibility
Recommended for:
In this course, you’ll learn how to develop relationships and build
credibility so that you can get the results you need at work. You’ll
also find out how being able to influence others benefits you.
Introduction to Sales
Sales is arguably the most important function in any business,
yet it’s one of the most difficult areas to master and manage
successfully. There are several common questions people ask
about sales. What is the difference between sales and marketing?
Why do consumers and organizations buy, and what drives their
purchase decisions? What are the key competencies required
for effective sales? This course highlights the important role that
the sales function plays and describes how marketing and sales
relate to each other. It outlines the roles and responsibilities of
the Sales Department, what makes for effective sales, and the
trends affecting sales today. The course also provides insight into
the importance of the sales cycle and how it affects sales planning
and business development.
Managing Effective Business Meetings
Ineffective meetings can waste time, veer off course, and fail
to meet objectives. But with the right techniques, you can
lead productive meetings that achieve their goals and leave
participants with a sense of satisfaction and accomplishment.
Whether regular, recurring, or set up to achieve a special task, all
meetings follow a core process: from opening on a positive note,
through accomplishing the agenda items, to closing the meeting
and following up. This course will lead you through that process,
presenting best practices that will help you realize success as you
fulfill your responsibilities as a meeting leader. It will show you
how to open the meeting with a positive tone and facilitate the
work of the group using the right approach to decision making.
It will explore how to encourage full participation while keeping
your agenda moving and discussions on track with effective
time-management techniques. Finally, this course will present
tips for closing the meeting and ensuring continued progress by
circulating minutes and following up on action items.

Managing from Within: Self-Empowerment
Recommended for:
This course focuses on attitudes and behaviors that promote
self-empowerment. It provides strategies for empowering
yourself through self-coaching, approaches for developing an
entrepreneurial mind-set, and an opportunity to apply a model
for self-empowerment to enhance your performance.
MS Excel 2016: Charts, Tables, and Images
Using tables, charts, and images in Excel 2016, you can create
attractive and well-organized representations of worksheet and
workbook data. These elements can be easily inserted into your
workbook and customized as necessary. In this course, you will
learn how to effectively use and customize tables and charts in
Excel 2016. You will also learn how to use headers and footers to
add additional information to your work.
MS Excel 2016: Customizing Views, Styles, and
Templates in Excel 2016
Making the Microsoft Excel 2016 environment look exactly the
way you want it to is easy. In this course, you will learn how to
configure how you want a workbook and the work area itself to
appear. You will also learn how to add and customize templates
and styles to really make Excel 2016 work for you.
MS Excel 2016: Data Presentation Strategies Using
Excel 2016
Microsoft Excel 2016 gives you many options for improving the
presentation of your data. In this course, you will learn about
adding visual impact to your data using Sparklines, linking
to different locations using hyperlinks, and creating custom
formatting rules. You will learn about the many tools Excel 2016
provides for visually enhancing the appearance of your data.
MS Excel 2016: Creating Custom Visual Effects in
Excel 2016
A picture may paint a thousand words but Microsoft Excel 2016
makes adding both words and pictures to your workbooks very
straightforward. In this course, you will learn how to insert and
style text boxes, shapes, and SmartArt. You will also learn about
applying and customizing themes and watermarks.
MS Excel 2016: Creating, Editing, and Saving Excel
2016 Workbooks
Time: 1.07 hr. Modality: Online Module
Microsoft Excel 2016 makes it easy to create worksheets and
workbooks, and to manage and manipulate data. In this course,
you will learn how to cut, copy, and paste data; navigate between
data cells and worksheets; and customize your Excel workspace.
You will also learn about creating and opening workbooks, moving
data around in Excel 2016, organizing worksheets, and saving and
exporting data.
MS Excel 2016: Formatting Excel 2016 Data
Making your data look good is easy in Microsoft Excel 2016. You
can format numbers and text, and apply styles to make your data
stand out. In this course, you will learn how to create custom
formatting and styles, and copy formatting from cell to cell. In
addition to formatting and styling data in Excel 2016, you will
learn how to position the data in your spreadsheet.
MS Excel 2016: Formulas and Functions in Excel
2016
Microsoft Excel 2016 allows you to perform complex calculations
on your workbook data. Being able to use formulas to complete
calculations not only simplifies your work but also helps to reduce
the number of errors that can arise in such complex tasks. In this
course, you will learn about the basic concepts and terminology
associated with formulas and functions. You will learn about the
various ways of referring to cells and cell ranges, and how to use
basic functions including logical and IF-type functions.

MS Excel 2016: Macros and Advanced Queries in
Excel 2016
Using macros in Excel 2016 lets you save time when performing
repetitive tasks. This course covers the options available when
you are running macros, and also how to create your own custom
macros. You will also learn about advanced functions that allow
you to perform calculations using date and time, how to look up
data, and how to perform advanced conditional queries.
MS Excel 2016: Pivot Tables and Advanced Charts
In Microsoft Excel 2016, PivotTables and PivotCharts let
you dynamically reorganize and display your data. They can
summarize huge amounts of data by category without the
need to input complex formulas or spend long hours manually
reorganizing your spreadsheet. You can choose and change what
you want to summarize. In this course, you will also learn how to
use advanced chart features like trendlines and dual axis charts.
MS Excel 2016: Share, Review, and Collaborate in
Excel 2016
Microsoft Excel 2016 provides a number of tools that allow
you to share your work with others, and collaborate on Excel
projects. With your Microsoft account, you can access services
that facilitate online collaboration, and link to data in other
workbooks and even databases. In this course, you will also
learn about reviewing Excel documents and how to convey your
thoughts on a document to others.
MS Excel 2016: Working with Excel 2016 Data
Microsoft Excel 2016 gives you a number of options for sorting
and organizing data. In this course, you will learn about basic
alphabetical and numerical sorts through color sorting and
custom configured sorts. The course also covers grouping,
filtering, searching, and ensuring valid data is entered.
MS Office 2016: First Look Functionality and
Collaboration
Office 2016 offers a suite of applications that helps businesses and
end users automate common tasks such as creating documents,
spreadsheets, and e-mail messages; managing projects and
diagrams; and collaborating with others. In this course, you will
learn about some of the new functionality and collaboration
features available in Office 2016 applications such as Outlook,
Project, Visio, and Skype for Business.
MS Office 2016: New and Enhanced Features in
Office 2016 Products
With the release of Microsoft Office 2016 product suite,
Microsoft has enhanced functionality to meet the evolving needs
of individuals, small and medium-sized businesses, as well as
large enterprises. This course provides an overview of new and
improved features in PowerPoint 2016, Excel 2016, Visio 2016,
Project 2016, Access 2016, and OneNote 2016.
MS Office 2016: New and Improved Features in
Office 2016
With the release of Microsoft Office 2016, Microsoft has
focused its suite of products to meet the ever-changing needs of
individuals, small and medium-sized businesses, as well as large
enterprises, particularly in making it easier to share documents
and collaborate. This course provides an overview of new and
improved features common among the whole suite of Office 2016
products. The course also focuses on specific enhancements and
improvements to Word 2016 and Outlook 2016.
Experiential learning:
[ik-speer-ee-en-shuh l lur-ning]
1. The process of learning through
experience, and is more specifically
defined as “learning through
reflection on doing

MS Office 2016: First Look Modern Productivity
Office 2016 offers a suite of applications that helps businesses and
end users automate common tasks such as creating documents,
spreadsheets, and e-mail messages; managing projects and
diagrams; and collaborating with others. In this course you will
learn about some of the new functionality and collaboration
features available in Microsoft Office 2016 applications including
Word, Excel, Outlook, PowerPoint, and Access.
MS OneNote 2016: Working with Microsoft
OneNote 2016
Time: .9 hrs. Modality: Online Module
MS Outlook 2016: Configuring and Managing
Meetings and Notes in Outlook 2016
The Microsoft Outlook 2016 calendar can also be used to schedule
meetings in addition to creating events and appointments. In this
MS Outlook 2016: Configuring Message Options in
Outlook 2016
Basic features and options in Microsoft Outlook 2016 allow you
to perform common messaging tasks such as composing, sending,
and receiving messages. There are however, many options that
allow you to configure how messages are sent. In this course, you
will learn about the different types of items that can be added or
inserted in a message. This course also covers e-mail tracking and
message delivery options.
Microsoft OneNote 2016 makes it easier to create, organize, and
share notes. Whether using it for personal or business purposes,
you will find that OneNote can help you manage information in
the form of text notes, pictures, and audio. In this course, you
will learn how to create and format notes, apply tags, search,
and save notes. The course also covers inserting pictures, files,
links, screen clippings, and shapes, and recording audio and video
content in OneNote 2016. This course is one of a series in the
Skillsoft learning path that covers OneNote 2016.
MS Outlook 2016: Conversations and E-mail in
Outlook 2016
Microsoft Outlook 2016 allows you to effectively manage and
organize your e-mail messages. In this course, you will learn how
to arrange and view messages by conversation; use the People
Pane to access, sort and filter e-mail; apply color categories; apply
flags; and delete and restore messages. The course also covers
ways to personalize your Outlook 2016 such as changing message
preview settings and adjusting the reading pane and people pane.
MS OneNote 2016: Getting to Know Microsoft
OneNote 2016
Time: .9 hrs. Modality: Online Module
Microsoft OneNote 2016 makes it easier to create, organize, and
share notes. Whether using it for personal or business purposes,
you will have the ability to customize the interface, and create
and manage notebooks with ease. In this course, you will learn
how to navigate and personalize OneNote’s interface; how to
create and open notebooks; add new sections and pages; and
configure OneNote 2016 settings. This course is one of a series in
the Skillsoft learning path that covers OneNote 2016
course, you will learn how to schedule and edit meetings, accept
or decline meeting requests, and manage meetings. This course
also covers creating and managing notes in Outlook 2016.
MS Outlook 2016: Customizing and Managing
Outlook 2016
Microsoft Outlook 2016 includes a variety of management and
customization features that allow you to change the way you view
and control Outlook to search for items. This course discusses
options that allow you to modify, customize, and personalize
Outlook. In this course, you will learn how to locate messages
and items using Instant Search and Advanced Find, create search
folders, add e-mail accounts, and delegate access to an account.

MS Outlook 2016: Formatting E-mail in Outlook
2016
Microsoft Outlook 2016 includes many options and features that
help make messages more visually appealing. In this course, you
will learn about using different message formats, as well as using
and applying formatting options that can be applied to text and
backgrounds of e-mail messages. This course also covers how
to verify spelling and grammar in messages and use the Insights
feature and language options.
MS Outlook 2016: Getting to Know Outlook 2016
Outlook 2016 is the latest release of Microsoft’s primary
messaging client. It provides all of the tools necessary for
managing e-mail, scheduling tasks, and communication. In this
course, you will learn about the basic features and functionalities
of Outlook 2016 including a look at how to navigate in Outlook
2016 and view, reply to, and forward e-mail messages. The course
also addresses how to create and send new e-mail messages.
MS Outlook 2016: Managing Attachments, and
Inserting Items and Signatures in Outlook 2016
Microsoft Outlook 2016 effectively enables you to work with
attachments, attach items, and add signatures to messages.
In this course, you will learn about working with attachments,
creating and adding signatures, and inserting text options. This
course also covers adding symbols to e-mail messages and
printing messages in Outlook 2016.
MS Outlook 2016: Managing Automation, Storage,
and Tidying Up in Outlook 2016
Outlook 2016 includes automated features that help users
manage the large amounts of messages they receive on a
regular basis. In this course, you will learn about working with
automation, including creating, running, and creating Outlook
rules, and configuring auto-reply rules and out-of-office replies.
The course also covers managing conversations and storage, and
using cleanup tools in Outlook 2016.
MS Outlook 2016: Managing Contacts, Tasks, and
the Calendar in Outlook 2016
Microsoft Outlook 2016 includes collaboration and management
features that allow users to manage their calendars, contacts, and
tasks. In this course, you will learn about collaboration including
sharing a calendar and using Skype meetings. The course also
covers using and managing multiple calendars, sharing and
managing contacts, and managing tasks in Outlook 2016.
MS Outlook 2016: Organizing Contacts in Outlook
2016
Microsoft Outlook 2016 allows you to work with contacts in
a variety of different ways. In this course, you will learn that
creating contacts and contact groups allows you to save time by
eliminating the need to type out an entire e-mail address each
time you create a new message, assign new tasks, or create
meeting requests. This course covers the variety of ways you can
create contacts and contract groups, access and view contacts,
and manage and print contacts.
MS Outlook 2016: Using the Calendar to Schedule
Appointments, Events, and Tasks in Outlook 2016
The Microsoft Outlook 2016 calendar enables you to create
events, appointments, and tasks, and schedule meetings.
The calendar is fully integrated with the other components of
Outlook 2016 and allows you to easily incorporate your contacts
and e-mail functionality with the calendar. In this course, you
will learn about navigating and using the calendar and creating
events, appointments, and tasks. This course also covers how to
add additional calendars, change the appearance of the calendar,
and print the calendar and tasks.

MS Outlook 2016: Viewing and Configuring
Outlook 2016 Backstage Options
Outlook 2016’s Backstage view has a variety of options and
features that allow users to customize, manage, and configure
the way Outlook looks. In this course, you will learn about
Outlook Backstage view options including Info, Open & Export,
Save As, and Office Account. This course also covers the Info
options available in the Backstage view of a new e-mail message
in Outlook 2016.
MS PowerPoint 2016: Creating Photo Albums,
Sections, Transitions, and Animations in
PowerPoint 2016
Microsoft PowerPoint 2016 enables users to create and organize
attractive photo albums, navigate a presentation easily using
sections, and add a range of motion effects to slides. In this
course, you’ll learn how to add photos and captions to an album
and customize their order and appearance; work with, rename,
and remove sections in a presentation; and add and modify both
animations and transitions in PowerPoint 2016. This course is
one of a series in the Skillsoft learning path that covers Microsoft
PowerPoint 2016 for intermediate-level users.
MS PowerPoint 2016: Customizing Proofing and
Default Options in PowerPoint 2016
Microsoft PowerPoint 2016 includes options for customizing
its default behavior, including the ways it checks and corrects
text. You can also edit the default information and properties
associated with presentation files. In this course, you’ll learn how
to set proofing and language options, configure automatic text
correction, set file information and properties, and customize
the Quick Access Toolbar in PowerPoint 2016. This course is one
of a series in the SkillSoft learning path that covers Microsoft
PowerPoint 2016 for intermediate-level users.
MS PowerPoint 2016: Designing Effective
PowerPoint Presentations
To be effective, a presentation has to capture your audience’s
attention and deliver a compelling message. In this course, you’ll
learn design principles for creating engaging presentations in
PowerPoint 2016. You’ll also learn how to ensure your message
is clear and persuasive, and how to use sound, images, color,
and styles to optimize the visual impact that a presentation has
on your audience. This course is one of a series in the SkillSoft
learning path that covers best practices when using PowerPoint
2016.
MS PowerPoint 2016: Exporting Presentations and
Compressing Media in PowerPoint 2016
Microsoft PowerPoint 2016 makes it easy to export presentations
for a wide range of purposes. In this course, you’ll learn about
all the main ways and file formats in which you can export
presentations. You’ll also learn how to configure default image
quality settings, how to compress images, and how to optimize
the compatibility of a presentation with other systems. This
course is one of a series in the SkillSoft learning path that covers
Microsoft PowerPoint 2016 for intermediate-level users.
MS PowerPoint 2016: Formatting Text Boxes and
Working with Graphic Content in PowerPoint 2015
Microsoft PowerPoint 2016 provides a wide range of tools for
adding text and graphic content to slides, and for arranging
and altering this content to produce presentations that are
professional, creative, and highly polished. In this course, you’ll
learn how to insert, position, resize, and format both text and
graphics on PowerPoint slides. You’ll also learn how to arrange
and manipulate the objects on a slide, and how to apply a range
of artistic effects and styles, to both text and graphic elements.
This course is one of a series in the SkillSoft learning path that
covers Microsoft PowerPoint 2016 for beginners.

121916 McGriff University Course Catalog

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (18)

Andere mochten auch

Andere mochten auch (16)

Ähnlich wie 121916 McGriff University Course Catalog

Ähnlich wie 121916 McGriff University Course Catalog (20)

121916 McGriff University Course Catalog