Profitable Customer Centricity

Companies need to make profits to survive. They also know they need to have happy customers to survive.  Often, one thing comes at the expense of the other and there is a struggle in the company between those who are working on customer centricity and those who are managing for profits.  There is a way to get both. Your company can achieve profitable customer centricity. The workshop helps senior managers in both finance and commercial functions reconcile the conflict between profits and customer centricity.  The workshop also helps you decide how to implement customer centricity throughout the company – aligning people and using the right metrics to keep people focused on creating loyal, high-value customers that support the long-term financial health of the company.  Read more

Market Access in Pharma

The consequences of the mega-trends in the healthcare environment on your business and on your corporate strategy: Demographics, aging of the population and increase in overall disease burden. Economics of healthcare, generics, cost-containment and strive for value-for-money. Disease management, risk-sharing and pay-for-performance. Roles of Regulatory Affairs, Health Economics & Outcomes Research, Advocacy, Public Affairs, Communications and Marketing in Market Access.

In order to cope with the new and future Pricing & Reimbursement requirements, Pharma must develop very effective strategies addressing the demanding needs of its multiple stakeholders. Market access is rapidly becoming the key to survival and long-term success in pharmaceuticals.

This workshop will give you a solid overview of the current, mid- and longer-term trends in the healthcare environment impacting your business today and tomorrow. It will help you find, organize and deliver answers to the ever increasing demands of your Stakeholders.

Leadership for Senior Managers: Special Edition for Women

As a senior manager, you are responsible for aligning people to implement the strategy. That means pushing through change on your own management team and down through the levels in the organization. This is a challenge for any leader.  But if you are a women leader in a traditionally male-dominated environment, the job may seem harder.  Your strategy is clear and makes sense, but getting people to listen, buy in, and then take their responsibility to achieving the goals can be even more challenging.

This workshop focuses first on leadership and strategy implementation skills.  The special edition for women is to provide the opportunity to address the extra challenges female leaders face when driving a strategy in a tough environment.

B2B Sales and Marketing Strategy

This workshop offers a comprehensive overview of the latest trends and thinking on B2B and high-tech marketing, exploring the challenges of customer centricity, CRM and seller-buyer relations, innovation management, value chain integration, emerging markets, sustainability and the role of the internet in B2B marketing.

We will provide senior managers with the vision, methods and tools needed to formulate a new marketing strategy and to implement it successfully.

Patient Centricity in Pharma

The pharmaceutical industry has traditionally been driven by innovation and products. Its communications predominantly focused on physicians i.e. the prescribers. With the ongoing changes in the healthcare environment, new stakeholders have gained considerable importance for Pharma, for instance patients. Selecting a pharmaceutical product is one of the choices that empowered patients can and do make nowadays. This workshop will review various approaches to drive growth by adopting customer-centric and patient-centric business models in Pharma. Read more

Leadership for Senior Managers (in Russian)

Какие вопросы рассматриваются на семинаре?  

В мире, где почти каждой компании приходится периодически вносить некоторые изменения в свою стратегию (во многих случаях эти изменения существенны), руководители испытывает определенные трудности в налаживании надлежащей работы своих сотрудников, т.е. не всегда могут должным образом ориентировать их на реализацию стратегии компании. Вашей ключевой задачей как менеджера высшего звена, помимо определения стратегии, является мотивирование сотрудников к реализации этой стратегии.

Семинар MCE «Лидерство для руководителей высшего звена: как добиться реализации стратегии в Вашей компании» рассматривает потребности руководства с точки зрения двух очень влиятельных групп заинтересованных лиц: Ваших клиентов и Ваших сотрудников.

Неотъемлемой частью любой стратегии является «предложение ценности покупателю». Такие предложения могут быть классифицированы по 4 основным типам. Каждый тип требует индивидуального подхода. Каково ваше предложение ценности клиенту? Уверенны ли вы, что выполняете свои обязательства именно так
как ценит и предпочитает Ваш клиент? Что необходимо Вашим сотрудникам для того, чтобы разработать предложение ценности?

Вашей задачей как руководителя является: 

• определение общего направления деятельности компании или подразделения и обеспечение правильного взаимодействия подчинённых; 
• постановка четких целей и определение показателей эффективности результатов работы; 
• обеспечение надлежащих процессов и структур; 
• обеспечение сотрудников необходимыми инструментами и навыками;
• создание поддерживающей стратегию системы оплаты труда и поощрений

Все вышеуказанное в совокупности позволит сформировать нужную Вам культуру деятельности.

В руководстве не существует единого, так сказать «лучшего», набора практических приемов. То, что вам следует сделать в каждой из указанных областей, определяется тем, чего именно вы добиваетесь в интересах Вашего клиента и чего Вы хотите достичь на Ваших рынках.

Вы добьетесь лучших результатов от Ваших сотрудников, если будете максимально широко рассматривать руководство как систему, которая служит для создания ценности для потребителей, и будете строить свою управленческую деятельность в соответствии с этим.   

Strategic HR: Aligning Your Strategy to the Business

One of the most value-creating roles an HR department can fulfill is helping an organization's leaders build a workforce that is capable of implementing the company’s strategy. Read more

Strategic Sourcing and Supply Chain Governance

Supply chain strategies must be adapted to be overall business strategies. Strategic partnerships with vendors can deliver longer-term competitive advantages. Read more

Medical Affairs

This workshop provides a solid overview of the current, mid- and longer-term trends in the healthcare environment impacting your business today and tomorrow. It will help you find answers to the key challenges in Medical Affairs and maximize the opportunities for you and your company. Participants will survey several mega-trends in the healthcare environment, including: demographics, ageing of the popultaion and increase in overall disease burden; economics of healthcare, cost-containment and working toward value-for-money; disease management, risk-sharing and pay-for-performance; medical science liaison in the world of specialized pharmaceuticals and personalized medicine; and enhancement of commercial efforts by the Medical functions, while maintaining corporate integrity and compliance with ethics, governance and regulations. How these trends impact your business and the consequences on Medical Affairs will be the focus of discussions, exchanges and exercises. Read more

Managing Partnerships in the Telecom Industry

Many parties are interested in the Telecom service evolution and the ways to create business out of it in a "Service Provider 2.0" world. This workshop explores the stakeholder dynamics and offers insight in how Telecom service providers are best placed to successfully lead the orchestration of networks. Read more

5-Day Mini MBA

MCE’s 5-Day Mini MBA prepares participants to move into more senior positions or into new functions different from their educational background. Participants are exposed to the core disciplines of general management, and how different functional disciplines work together to achieve the strategy. Read more

5-Day Mini MBA for the Pharmaceutical Industry

More than ever before, the dynamics and fast pace of the new healthcare environment require cross-functional experts who master complexity and go beyond silo thinking. The "Mini-MBA" is based on the key areas of the MBA that have been especially tailored to the pharmaceutical industry. It provides you with the intellectual capital needed to excel as a high-performance manager in this fast-moving industry. Read more

Managing and Leading People in an International Environment

This workshop will provide you with the tools and understanding to better manage your people – despite cultural differences, different working styles, different expectations and business experience. This is essential to every manager’s success no matter what your function is. In addition to good functional and task management, good people management enables you to leverage your team’s talents and contributions, and create an performance culture. When your people are more accountable and performing at their best, your entire department’s contribution to business objectives improves. Read more

Interacting with Others to Get Things Done

You can have the best technical skills, you can have the right management structures and systems in place, but you still might have trouble getting others to collaborate with you, because of problems with interpersonal relationships. Whether the problem sits with you or if the people you have to deal with are particularly difficult, there is something you can do about it.  This workshop helps you improve your working relationships to improve your business results. Read more

Essentials of Management

The operational side of management is about getting things done through goal-setting, work planning, budgeting, organizing and controlling. The more you can master the basic tasks of management, the more effective you are at getting things done, creating real value for your company.  And the more you show your management ability to get things done and add value, the better it is for your career progression. Read more

Developing Personal Influence and Impact

To implement your strategy and meet your objectives, you need to influence a lot of people – peers, senior managers, perhaps customers or suppliers – not to mention your own direct reports. Being able to influence others to achieve outcomes is a core management skill you need for your career.  This workshop helps you navigate politics and the “informal” organization so you can secure resources, collaboration, and get things done. Read more

Principles of Value-Based B2B Marketing

Every manager in a B2B enterprise needs to understand how to use marketing tools and techniques to create, communicate and measure customer value. Read more

Product Management in B2B Markets

  Read more

Fundamentals of Consumer Marketing

This workshop gives managers with relatively little formal marketing training a solid overview of the entire marketing process. Read more

Leading International and Remote Teams

Your team is supposed to be delivering value to the company, and you are accountable for that. If things are not going as they should, is it you or is it your team, and what can you do about it? How can you build on their cultural diversity? Read more

Mini Master of Marketing Management - Part I & Part II

Certified Marketing Manager provides a marketing education that brings people at a similar level as their qualified colleagues in general, or as a support for a customized market-oriented culture effort of a company or department. Read more

Developing Leadership

How do you lead the people to implement the company strategy? How do you manage change? How do you communicate the strategy effectively and then enable and motivate your people to implement it? Read more

Communicating to Your Senior Management and Key Stakeholders

Communication is a critical skill for every manager. Getting your ideas and issues across to the key people who can support you in implementing the strategy is a very tough job, and if you can’t communicate your idea or issue properly, it may always be sidelined in your company. This workshop helps you frame your ideas and issues in strategic business language, to speak and understand the language of senior managers. Read more

Business Process Alignment

Company processes can either make life better for people – helping them implement the strategy, serve the customer, comply with financial and legal requirements – or they can be a huge obstacle to getting things done. How can you design and implement the best processes for your organization? Read more

Business Strategy for Managers

How do you contribute value to your company, and how can you raise your profile as a manager? A key prerequisite is a solid understanding of strategy. Better strategic thinking leads to better evaluation of opportunities, smarter allocation of resources, and higher chances of creating value. Read more

Product, Category and Segment Management in Consumer Markets

Creating propositions which tap into your consumer’s deeper motivations and needs can substantially differentiate your business in the marketplace. Read more

International Key Account Management

As customers internationalize their vendor relations, sales and service structures need to follow suit. Being able to consistently manage international accounts at the global, regional and (sub-)national level, will allow your business to maximise sales opportunities and create a long term integration with your customer’s business. Read more

Influencing and Consulting Skills for HR Professionals

Too few organizations recognize the strategic importance of engaging HR in high-level business decisions. As an HR professional, you must position yourself as an expert internal consultant.

Managing Strategic Alliances and Partnerships

Alliances and partnerships may make strategic sense and look good on paper, but most are notoriously difficult to manage. This workshop will help you set up the alliance or partnership and manage the collaboration and implementation of a common strategy to achieve your business objectives. Read more

Talent and Performance Management

This workshop aims to give managers with responsibility for Talent the frameworks, tools and best practices to build a high performance talent organization. Read more

Managing Channels and Distributor Networks

The power and influence of the “modern” retailers is growing. To be successful you need to adapt your long-term strategy to their changing demands and find ways to jointly manage product categories with retail customers. Read more

Treasury and Cash Management

Treasury, cash and foreign exchange management are key factors underpinning most successful companies. This workshop is designed to address procedures and policies to support effective treasury operations and long term cash-flow management. Read more

Managing the Learning and Development Function

How do you design and implement training and development initiatives that create value for the company? How do you ensure training leads to performance improvement and better workplace results? How can you partner with the other HR and line functions for more effective training? Read more

Operational Excellence in Supply Chain Management

Identify the most impactful optimization opportunities in your supply chain to support your company's comprehensive strategy and develop a culture of continuous improvement. Read more

Consultative and Solution Selling

Sales in B2B markets have become more competitive and complex. Globalization, new sources of competition, intensive utilization of Internet combined with increased customer exigencies make it more difficult for sales executives to achieve their objectives. This workshop helps sales team managers to take advantage of these changes and proposes effective sales approaches and methods. Read more

Building Strong Brands

Companies are focusing more and more on key brands. As a result they are reducing the overall number of brands in the company's portfolio. In most cases, these brands are not new and have been around for many years.

How can you make your existing brands stronger? What line extensions need to be made? Should you relaunch the brand and, if so, when? What should the positioning be?

Mergers and Acquisitions: Integrating Operations and Consolidating Accounts

Successful M&As are a major opportunity to reposition and grow businesses. Unfortunately they have historically also been among the most dangerous and damaging management decisions. The workshop identifies the steps necessary for successful M&As, the issues to address and factors to avoid. Read more

Procurement, Negotiations and Best Practices

Money spent on procurement is in many cases a high percentage of the total cost of goods, yet it is often neglected at the corporate level. Procurement thinking and good negotiating habits are often not in line with the needs of the organization. Read more

Developing and Presenting Business Plans

Learn how to package your proposed business initiatives in a solid business plan that supports your company strategy and includes all the elements your board or senior management team need to make a decision and commit real support and resources. Read more

Managing Business Process Outsourcing

You will learn about the issues surrounding the management of vendors, sub-contractors, distributors, and both internally and externally outsourced activities that are all vital to the success of your business unit or department. You will learn how to set up workable arrangements that satisfy the need for high service levels at an acceptable cost. Read more

Developing Leadership: Special Edition for Women

How do you lead the people on your team to implement the strategy and achieve results?  How do you manage change?  How do you overcome resistance from your own team, as well as from peers and maybe even your boss?  How do you manage perception of you as a leader?  How do you ensure your voice is heard in the organization?  How do you prepare yourself for the next step in career?  Read more

5-Day Mini MBA for the Medical Devices Industry

This workshop prepares the participant to move into more senior positions. It also prepares participants with a scientific background for more commercial functions. During 5 intensive days participants will start to think and act as MedTech Business Managers, with a broad, generalist perspective. The specific areas addressed during this workshop are: Strategy and its execution, Sales and Marketing, Financials, Leading people, Supply chain and Product Development.  Read more

Project Management Accounting

Project management accounting is a difficult area of accountancy and a topic of confusion for non financial executives. In this workshop, we define the steps and procedures necessary to accurately forecast and report project returns, revenue recognition and forecasted completion costs.  Read more

5-Day Mini MBA for the Telecom Service Industry

More than ever before, the dynamics and fast pace of the new Telecom Service environment require cross-functional experts who master complexity and go beyond the silo thinking. This “Mini-MBA” program prepares participants to move into more senior positions or into functions away from their base education. It provides you with the intellectual capital needed to excel as a high-performance manager in this fast moving industry. Read more

Business Communication and Presentation Skills

Communicating has always been a key management skill, and today that means communicating through different media in order to reach the people you need to work with and implement strategy.  How do you formulate a strong message and how do you keep it from getting lost in translation via different technology channels – email, teleconference, webinar, collaboration networks, etc? How do you get dialogue and meaningful input from people? This workshop helps you to use different communication media more effectively to achieve your goals. Read more

The Professional Executive Assistant

This workshop provides Executive Assistants with tools and methods to become confident decision-makers and creative thinkers and how to better manage their work and their careers. Read more

Project Management for Executive Assistants

Learn the skills and the structure that will help you manage longer-term projects; act as a central partner interacting with various departments, and keep an eye on the budget and schedule. This includes: Factors that influence project success, and classic ways of managing them; Understanding the customer's requirements, leading to effective project initiation; Planning, implementing and controlling the project; Dealing with the unexpected; Communicating the right things to the right people at the right time; Closing the project. Read more

Communication and Influence for Executive Assistants

How to develop the ‘soft’ skills and abilities to maximise your personal and professional potential. This includes: Self-awareness; Personal openness; Handling conflict, Frustration and stress; Assertiveness; and making commitments to your development. Read more

Writing Skills for Executive Assistants

Words matter - learn how to develop and enhance the way you use them. This includes: Key principles of writing; Successful correspondence; Writing to the point; Shaping your message; Avoiding writing traps; Politics and diplomacy; Managing minutes of meetings; Refining your writing. Read more

The Fundamentals of Finance for Executive Assistants

Understand the figures that give key information on the business and better support your manager preparing analyses and reports. This includes: How to talk the basic language of finance and accounting; The key financial statements; How is an international business financed; How to measure overall company performance; Helping to prepare a business plan; How to prepare an effective budget. Read more