Management Centre Europe | MCE | Organizational and Management Development - Strategy Execution

4G - Winning the Innovation Battle in a Digital World

The upgrade of an operator's network to 3G and 4G is probably the first paradigm shift in Mobile Communications. High-speed data transfer over Mobile Networks provides a whole new range of products and services to allow the customer to be "always connected", anywhere.

This course takes you through all the dimensions of change that the introduction of mobile high-speed data will create in your Sales and Marketing operations.

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 Banking Industry

MCE’s 5-Day Mini-MBA for the Banking Industry prepares participants to move into more senior positions on a career track in the banking and industry. 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 Chemical Industry

Globalization, REACH, green chemistry, waste reduction, sustainability, operational efficiency: a Chemical Industry manager’s role is being very much impacted by many rapidly evolving trends. This industry specific mini-MBA will look at the trees and the forest simultaneously in order to achieve results, growth and a socially responsible company status. It will allow you to understand the critical business aspects of the Chemical Industry and link them with the potential future scenarios while optimizing your role as a manager in an industry that is producing so many building blocks for construction, health & food, automotive, materials and the likes. 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

5-Day Mini MBA for the Oil and Gas Industry

The world of Oil and Gas is dynamic and changing fast. This program prepares participants—typically Middle Managers in the Oil and Gas industry and related service industries—to move into more senior positions. It provides a holistic and integrated view of running the business. It covers four key disciplines of management and how they work together to provide value: Strategy, Leadership, Finance and Operations. The focus is specifically tailored for the requirements of the Oil and Gas business. 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

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

Analytics: Tools and Techniques to Tame Information Overload

Make smarter business decisions using these powerful data analysis methods.

Are you tired of being under constant pressure to make the right numbers-based decisions for your organization? Are you too often overwhelmed by an out-of-control flood of numerical information, much of it conflicting and confusing? This seminar goes beyond the qualitative side of data analysis to explore proven quantitative tools and methods for analyzing, interpreting and utilizing data so that more informed and reliable business decisions can be made. Take this course to solve the problem of how to productively handle the spreadsheets, reports and information that pile up in your inbox every day—and lose the angst that goes with it! 

Assertiveness for Managers

Learn how to channel assertiveness skills to interact more effectively with people throughout your organization. Read more

Assertiveness for Women

In order to implement your strategy and to meet your objectives, you need to be able to communicate clearly about goals and the actions needed to achieve them. You will need the buy-in and support of senior management, your direct reports, and your colleagues in other departments whose cooperation you require. Many women have difficulty asserting themselves because they don’t want to appear as too aggressive. But this can cost in lost productivity and in slowing down your career progression. Read more

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.

Budgeting, Forecasting and Cash Flow Management

Most managers are educated and trained for their functions, not for finance.  Yet every manager is expected to understand finances well enough to make realistic budgets, manage cash, and hit his or her targets.  This workshop will provide you with the skills and tools to do this, with the aim of achieving your organization’s overall goals. 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?

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

Business Performance Metrics and Management

Your business needs to track and manage its performance, but how? You want to focus people on performance and reward them for it. How do you make that work? 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

Change Management

Another change to implement? This time make it more successful – or at least less painful. Change is difficult but you increase your chances of success by leading people through change proactively and creatively. You can implement change while minimizing negative impact on productivity, and adverse impact on stakeholders. A proactive, leadership approach to change management helps you achieved desired business outcomes of the change as fast as possible. Read more

Coaching Skills for Managers

Discover the authentic and true power of coaching to increase your value as a Leader. Learn how to unlock and to enhance the potential of your people and of your teams. Not only will they increase their performance but they will also grow in their jobs and most likely be more motivated and committed to team goals. Developing a coaching relationship with your team members can also make your job as a people manager much more fulfilling and rewarding. This workshop will provide you with the tools you need to get started. 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

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

Compensation and Benefits

Salary, compensation and benefits systems need to be more flexible for a diverse workforce, more tailored toward strategic objectives and their requirements, and more performance-based. Organizations would like to move away from the expected rises in base pay, and use bonuses or similar to drive profits and goal achievement. All this is easier said than done. Employees and organizations are increasingly looking at non-financial “quality of work life” rewards and recognition as a win-win way to increase the value of the total compensation package. 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

Consulting Skills for Managers

Conducting value-added projects in your organization requires a professional approach. You need to be sure that you understand the issues in the value chain and that your solution improves value creation overall. You need to get to the heart of the issues and design a solution that really helps your internal customers and senior management stakeholders. Read more

Consumer Marketing Strategy

Most marketing plans disintegrate between the drawing board and the market. By asking the right questions and involving various parts of the business, marketing plans are implemented with more focus and greater impact on the brand’s performance. Read more

Critical Thinking

In this course, you’ll get hands-on experience with practical tools to help you make critical thinking an indispensable part of your skill set. Instead of concentrating on theories, you’ll be working with an expert MCE Associate to get comfortable with a concrete set of tools. You’ll then be ready to benefit from your new skills immediately when you return to your job.
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

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

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

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

Developing Your Creative Thinking

Creative thinking can create business value by generating fresh, new and innovative business ideas, or by finding innovative solutions to tough business challenges. This workshop teaches you creative thinking techniques, as well as how to manage creativity and the creative process in your team. 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

Financial Planning and Analysis for Controllers

Controllers and other financial managers have a need to define and assess multiple aspects of a company's performance. The workshop addresses accounting regulations, budgeting, forecasting and KPI tools to support company reporting activities. 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

Fundamentals of Finance for Non-financial Managers

All managers need to understand, interpret and act on financial information. This workshop provides a common language that enables you to understand what contributes to business profitability. Read more

Fundamentals of Successful Selling

Sales people are possibly the most important asset of a company, in terms of reaching the customer and bringing in the business. In today’s cost conscious and highly competitive markets, every customer interaction counts. It is absolutely vital as a salesperson to have the right knowledge, skills and attitude to reach sales objectives. 

If you are new to sales or feel the need to sharpen your skills, this workshop will provide you the essentials to improve your sales technique – from making effective and structured sales calls, to using the right behaviours and persuasive techniques to position your product or service and make the sale.

Getting Results without Authority

Learn how to influence people by building your power base using the Personal Power Model…understand exchange and reciprocity (the first steps in the influence process) …adapt behaviour patterns that build credibility…persuade with a framework of discovery, preparation and dialogue…master the key components of negotiation.

You’ll practice influencing techniques right from day one through the final activity on day three of this information-packed program—and enhance your learning with videos, exercises, assessment tools and group discussions.

Good Manufacturing Practices in Pharma

This workshop helps participants thoroughly understand the Good Manufacturing Processes as they relate to the pharmaceutical manufacturing process. You will analyze and adapt your GMP strategy to balance product safety and effectiveness with process efficiency and supply chain sustainability. Beyond regulatory compliance, you will discover how to make the design and the implementation of GMP a lasting competitive advantage in the challenging context of the pharmaceutical industry. Read more

How to Communicate with Diplomacy, Tact and Credibility

Learn how to choose and use the most appropriate words and emotional tone for every business situation. In just two days, you’ll gain insights into your communication style and that of others, while providing you with skills for clearly and effectively receiving and transmitting information, ideas, thoughts, feelings and needs. Read more

HR Management: The HR Business Partner

How does HR add value to the business? What are the functions of HR, what is best practice? How do HR functions connect to the business strategy? How can you better align HR functions to business strategy? 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.

Instructional Design for Trainers

Gain a practical, proven-in-action method for creating innovative and successful training programs.

This comprehensive method for powerful instructional design training takes you through the steps of task analysis to learning objectives and module design. At this applications-based workshop, you’ll prepare a training plan or module designed to meet your company’s every need.

Start building your instructional design expertise in only three days at this practical, applications-based seminar. 

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

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

Key Account Management and Sales Excellence in the Pharma Industry

For pharma product prescribers, the market is rapidly changing from "one size fits all" to tailored efforts based on customer value, behaviour and attitudes. Product or disease information is available to anyone 24/7 on the Internet. In many markets, decision power is shifting away from the individual prescriber to networks of physicians, health insurers, governments and even patients. These new trends require a stronger relationship with teams inside your company, true customer focus and rigorous stakeholder analysis and influence mapping. Read more

Leadership and Team Development for Managerial Success

Get leadership skills for managers to inspire and influence your people to achieve team goals.

Managers who will be promoted are the ones who not only manage efficiently but also lead their teams effectively-and the ability to do this during tough times is the acid test. Developing leadership skills is crucial. Learn how to work in a horizontal mode of operation...apply a consistent theory in leading your team...and teach critical leadership skills to members of your team, so each and every one of them can lead the team in your absence.

Leadership for Post-Merger and Acquisition Integration

Your job is to make sure a merger or acquisition delivers its promised value by ensuring a smooth integration of processes, structures and culture. Read more

Leadership for Senior Managers

You are facing a leadership challenge. Your organization has to make strategic adjustments, or perhaps adopt a new strategic direction, and that means change for a lot of people. You are not sure how you are going to get people across the organization to act together in function of the strategy and achieve the goals. What should you as a leader do to align your people, get their buy-in, get the strategy implemented, and reinforce the attitudes and behaviors that contribute to flawless execution? 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.   

Leadership for Senior Managers in International Public Organisations

The public sector is caught in a perfect storm: Increasing needs and expectations of stakeholders are converging with pressure for performance efficiency and value for money from funders and taxpayers. Whether you are working for international or national governments, institutions or agencies – the pressures of this perfect storm are pushing your organization toward changing the way it does things to be able to continue its mission. Read more

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.

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

Leading with Emotional Intelligence

Developed with Dr Daniel Goleman, based on his research and bestselling book "Leadership: The Power of Emotional Intelligence."

Develop the skills to ensure you are a highly effective, emotionally intelligent leader.

Managing and Coaching Your Sales Force for High Performance

As a sales manager you need to get the best out of your team and individuals through effective management and support to build the appropriate capabilities required to reach your objectives. This workshop helps sales managers develop and apply their sales management and coaching skills, systematically and effectively, to drive business results. 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

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

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

Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure

Learn fast, easy-to-use tools and techniques to manage unproductive confusion and disorder and transform chaos into controllable challenges. This seminar equips you with the most effective tools to plan your day and adjust to shifting priorities and demands—with less stress and greater clarity. Read more

Managing Conflict

Some conflict is good because it can lead to better ideas and business solutions. A lot of conflict that happens in companies, if unresolved, blocks collaboration, and ability to implement strategy and create value. Lost potential value, even if not on the balance sheet, is costing your company! Managing Conflict provides you with the tools to face and resolve conflicts in a win-win manner. Read more

Managing Innovation

In this workshop, we will look at innovation as a growth strategy: how to build an innovation process and innovation culture, and how to adapt new forms of collaborative innovation and co-creation. The workshop provides you the tools to manage innovation to create high value and competitive advantage for your company. 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

Managing Pharma R&D Projects for ROI

To get a better return on R&D investments, pharma companies want to improve the efficiency of their R&D activities. They need R&D managers with strong project management capability in addition to their scientific expertise. This workshop gives R&D managers the methodology they need to run projects smoothly, efficiently and leading to the desired outcomes. Scientific expertise combined with the ability to manage projects and achieve targets through others are a winning combination for advancement in a pharma career. Read more

Managing Risk in Projects

Read more

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

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

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.

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

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

Mergers and Acquisitions: Valuation of Companies and Due Diligence

Improve the quality of your company’s investment decision-making by applying the best methods and tools for valuation and due diligence. 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

Negotiating to Win

Gain the skills, insights and competencies required in all negotiations—in every industry—at every level. Read more

Negotiation and Closing Skills for Sales Professionals

In this practical and hands-on workshop, participants will be equipped with a step-by-step guide to effective negotiation and closing, based on need identification and understanding from the customer’s perspective, generating alternative solutions and selecting a solution that benefits both sides. Participants will be equipped with sales negotiation tactics, aiming to influence your customer’s perception of products’ cost, value and benefits, and tactics to close the sale by maintaining a flexible position that successfully counters your customer’s negotiating moves. 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

Organization Development

An organization’s structure, people processes and policies can be the greatest help or the greatest hindrance in achieving strategic objectives, depending on how well they are configured to that organization’s strategic requirements. So many change efforts fail, not for lack of effort but for lack of focus and alignment. A focused, systemic approach to organization development is needed to keep the change effort on track and realize strategic goals. Read more

Outperforming on Bank Branch Sales Productivity and Service Delivery

Since the economic crisis, customers have diminished trust in their banks, and banks have seen a high level of customer attrition. A recent study shows that still more customers are planning to change their banks. The top reasons customers give for leaving their banks are: 1) dissatisfaction with the service they receive, especially person-to-person service and 2) dissatisfaction with fee increases with no visible improvement in products or services.

Can you win your customers back with the systems, processes, skill levels and habitual behaviours currently existing in your front service operations? “Good enough” is probably no longer good enough.

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

Preparatory Workshop for PMP® Certification

The workshop is specifically designed to help project managers prepare to be PMP^®-certified by the Project Management Institute. You will get solid grounding in the Project Management Body of Knowledge (PMBOK)^® and standards and guidelines with an experienced, PMP^®-certified facilitator. 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

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

Product Life Cycle Management

Managing products profitably across the Product Life Cycle (the PLC) is a highly demanding task for Marketers, increasingly recognized by senior management as one of the key activities for a business to master. Tougher competition, faster time-to-market, increasing product development costs and reducing life cycles are just some of the challenges that Product Marketing Managers must deal with, and which are addressed in this workshop, together with a systematic approach for product introductions and the Go-to-Market actions that are applicable for both B2B and B2C markets. Read more

Product Management in B2B Markets

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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

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

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

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

Project Management: The Fundamentals

Get a clear methodology and understand the people side of project management. Deliver your projects on spec, on time and within budget. As projects take a central role in organizations, project management has become one of the leadership competences and an important factor in any manager's performance evaluation. Read more

Retail Marketing and Sales in the Telecom Industry

The Telecom Retail Store is still one of the first and main customer “touch points” for your industry. This workshop helps you better understand the economics of a retailer and manage your own channels to maximize traffic and revenues. Read more

Risk Management for Managers

Starting with the importance of the Risk Culture awareness, the workshop addresses all the key elements of a modern Risk Management Process, as well as the typical Risk Management organization which monitors the process. Managers will gain a solid overview of the enterprise Risk Management concept and its influence on their areas of responsibility. Read more

Strategic Finance for Senior Finance Executives

The pressure of increased regulation coupled with the need to support business strategy means that the Finance function faces multiple and sometimes conflicting demands for their time and resources. This workshop provides best practice tools and policies to reposition and redefine the role of the Finance Department to address its new issues and demands. Read more

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 Negotiation Skills

This workshop provides you with the negotiation skills to deal with business situations – from everyday negotiation situations to more complex deal-making – and to get better results in every situation. This is a core skill for any management career. 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

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

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

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

Time and Stress Management For You and Your People

This workshop helps you better manage your priorities and time to achieve your objectives, cope more effectively with everyday work demands and meet expectations, communicate more efficiently with bosses, colleagues and team members, and effectively manage your stress level.  You will also manage your time better by getting your direct reports to manage their time better. Read more

Training the Trainer

It is not enough to train the workforce. You also have to train the trainer.

The training field can change fast. New methodologies. New discoveries about the way adults learn. Changing expectations from trainees—and from your company. Get the practical platform skills and confidence you need to succeed. This powerful seminar puts the latest trends and techniques at your fingertips. Whether you have been training for a while or never stepped onto a platform before, this workshop will show you how to become a facilitator of learning, not just a presenter. You will build confidence, engage your audience from the beginning and leave your trainees praising your training abilities. 

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

Value-Based Selling

The role of sales has evolved from communicating a predefined value proposition to dialoguing and working with the customer to create their own unique value proposition, value as defined and needed by the customer. Participants will learn how to use their acquired business and selling experience to design and implement methods to define customer value, to communicate the value, and ultimately to increase call impact and overall sales performance. 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