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Boston Business School in Switzerland

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http://www.universitieshandbook.com English management training in Germany, Switzerland, England, USA, Japan and Poland.

For many experienced managers, executives and specialists, Boston Business School is the partner of choice when it comes to expanding their skill sets, broadening their functionalities, and globalizing their perspectives.

Explore how Boston Business School's programs meet your needs and priorities in the following fields: http://www.universitieshandbook.com

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Boston Business School in Switzerland

  1. 1. 2009 2010 international Zurich I London I Fort Myers I Frankfurt Munich I Lucerne I Boston Executive Education Programs M A N A G E M E N T E D U C AT I O N Course Language English
  2. 2. Editorial THE BEST OF TIMES AND THE In 2010 we are offering a complete range of seminars WORST OF TIMES and programs to achieve your professional goals. In ad- dition to our highly rated core set of seminars, we are We are now experiencing a period of great economic proud that this year’s catalog has been expanded to of- uncertainty. When asked about their predictions for the fer an even larger stimulating selection of programs, next 12-24 months, many executives wisely declined to such as our «International Mini-MBA Program» or our speculate and gave little guidance. «Boston Diploma in General Management BBS». We will follow suit. And like most of these executives, Once you have made your program selection, you will we are working with several scenarios, trying to balance realize that executive education at Boston Business the short with the long term and trying to make the most School is more than a mere collection of excellent semi- of this period of uncertainty. This includes reviewing nars. It is an exciting learning experience with network- strategies, retooling, or reequipping personnel for the ing opportunities, cutting-edge knowledge transfer, and challenges to come. Let's not forget that companies practical tools for real-world challenges and opportuni- such as Oracle or Microsoft were born in times of crisis ties. and a lot of companies will gain market share when the good times return. The success and uniqueness of our seminars can be at- tributed in large part to our excellent instructors. Partici- We feel that this can be the best of times for premier ex- pants especially value our instructors’ known ability to ecutive education providers. Boston Business School is give concrete and practical answers to participants’ de- not cutting back on its product offerings and is doing manding questions, drawing on their practical and con- everything to maintain quality and exceed expectations. ceptual knowledge. All our seminars address the ques- To this end, we continue to work actively with you, our tions, topics and challenges which participants currently valued customer, by offering both the depth and range face. of seminars to meet your executive education needs. We know that satisfied customers stay with Boston If you are thinking about taking part in one of our execu- Business School. tive education programs, you are in good company. You are among those people who prefer the extraordinary, and who desire an executive seminar that is more than just a required educational event. At Boston Business School we are committed to the extraordinary, and are certain that you will feel our passion for executive edu- cation in each one of our programs worldwide. Do not hesitate to contact us for additional information. We will gladly answer all your questions, not just about executive education, but also any inquiry about our cor- porate education or consulting services. We are more than happy to offer you a variety of customized in-house programs and specialized workshops. Sincerely, Michael Rabbat, MBA Member of the Management Board Boston Business School Klausstrasse 43 CH-8008 Zurich Switzerland Phone +41 (0)43 499 40 20 Fax +41 (0)43 499 40 21 E-Mail info@bostonprograms.com www.bostonprograms.com/english
  3. 3. Contents GENERAL MANAGEMENT FOR EXECUTIVES 4 Advanced General Management Program 6 General Management for Executives 7 International Executive Program GENERAL MANAGEMENT FOR EMERGING LEADERS 8 High Potentials General Management Program 10 International Mini-MBA Program 12 Developing Business and Leadership Skills 13 General Management for Emerging Leaders STRATEGIC MANAGEMENT 14 Strategy for Executives 16 Competitive Strategy 17 Profitable Growth Strategies 18 Strategy & Corporate Finance for Executives LEADERSHIP AND CHANGE 19 Leadership for High Potentials 20 Leadership Excellence MARKETING, SALES AND SERVICES 22 Essentials of Marketing 23 Best Practices in Service Management FINANCIAL MANAGEMENT 24 Finance for Executives 26 Essentials of Finance & Controlling 27 Strategy & Finance for Emerging Leaders DIPLOMA & E-LEARNING 28 Boston Diploma in General Management BBS 30 E-Learning Certificates REGISTRATION 31 Terms, Conditions & Registration Form
  4. 4. Advanced General Management Program This is an intensive general management program that prepares executives for new and greater responsibilities, or reinforces their existing skills by keeping them abreast of the latest develop- ments in managerial practice and research. 2 5 days. CONCEPT AREAS OF FOCUS This two part, 10-day intensive program prepares exec- Part I: General Management utives for new and greater responsibilities, or reinforces their existing skills by keeping them abreast of the latest A Systems Perspective of Core Functional Compe- developments in managerial practice and research. The tencies first part of the program concentrates on the essentials The evolving corporate environment of advanced general management and the importance Organizations as dynamic systems of strategic direction. The second part builds on this by Achieving organizational efficiency and effectiveness delving into the nuances of leadership and its impact on culture, processes, and change. The participants learn Corporate Goals as Organizational Alignment Tools to lay the groundwork for success, and achieve results Effective goal setting and goal management by moving the organization using effective leadership. Understanding stakeholder expectations and ethical responsibilities The relationship between CEO, board and senior KEY BENEFITS management Measuring performance What you will gain from the program: Strategic Management Concepts and Practices An understanding of advanced modern general In today’s business environment, having the right strat- management practices egy is crucial. We will show how successful strategies A systems-perspective of organizations to ensure that create value and present new perspectives on how you are managing its complexities to generate value profit is created. Some other topics we will cover, are: for your company Market share growth and new market development Sharpened skills in evaluating strategic options and Competitive strategies: cost leadership, differentia- identifying impediments to performance tion, focus or niche The ability to identify and take action on profitability Mergers and acquisitions as growth options and operating performance issues Strategic in and out-sourcing An improvement in leadership skills by discovering Time-based strategies and tapping your potential A widened peer network Marketing Potent product portfolio management and distribution portfolios WHO SHOULD ATTEND Aligning marketing resources with strategic goals Effective approaches to communication Senior-level managers who are preparing for responsi- Brand Management bilities requiring decisive action Distilling a brand’s essence Executives and managers who are looking for addi- How to maintain and build brand equity tional input to create value for their organizations Managing brand trajectory in the market Managers moving into the highest organizational lev- Steps required for successful branding els who are looking for an update of their general management skills Profitable Customer Relationships Experienced functional specialists and other profes- Building value for the customer sionals who are seeking career advancement Key account management Marshalling customer proximity and e-business 4
  5. 5. GENERAL MANAGEMENT FOR EXECUTIVES Financial Aspects of Strategy Developing Your Leadership Style Managing for sustainable profitability Understand the importance of leadership style for Evaluating the profit potential of a business imparting direction Defining the value chain and identifying its Comprehend how leadership influences people profitable steps Don’t manage – lead Abandoning unprofitable businesses Discover your authentic leadership style Reducing capital intensity to improve profitability Adapting your leadership style to the situation Pricing strategies for improved returns Role of Leadership within Organizations New Business Development and Innovation Achieving performance through people: from leading Generating new business and product ideas a team to effectuating organizational change Business models for disruptive technologies and Seizing leadership opportunities within the company products Learning to be a transformational leader Changing competitive positions in established markets Implementing Change Navigating successful market entry Transformational vs. incremental change Changing attitudes, assumptions, and beliefs Refining Structures and Processes Translating transformational change into reality Successful market operations are underpinned by Cultivating leadership within an organization internal structures, processes and incentive systems that permit effective action. Participants learn how to create customer-oriented organizational structures, streamline business processes that allow both quality and time-based strategies, and realigning them to serve strategic goals. Part II: Leadership What Good Leadership Accomplishes Good leadership as a performance multiplier How good motivators improve the effectiveness of DATES* & FEES [2 5 DAYS] their organizations The key traits of effective leaders No. Date Location Hotel How leadership develops in practice Avoiding typical leadership mistakes EP1059 September 21 – 25, 2009 Boston, USA Boston College Club Sept. 28 – Oct. 02, 2009 Boston, USA Boston College Club Core Attributes and Skills of Leadership EP1069 October 05 – 09, 2009 Tegernsee, GER Egerner Höfe Inspiring others to perform March 15 – 19, 2010 Davos, CH Waldhuus Communication and negotiation skills EP1010 February 22 – 26, 2010 Zurich, CH Top of Zurich Making smart decisions March 15 – 19, 2010 Davos, CH Waldhuus Feedback and coaching EP1020 February 22 – 26, 2010 Zurich, CH Top of Zurich Empowerment through delegation Sept. 27 – Oct. 01, 2010 Boston, USA Boston College Club Developing a personal action plan Conflict management EP1030 October 04 – 08, 2010 Boston, USA Boston College Club Tolerating ambiguity, lending vision, giving clarity, and December 06 – 10, 2010 Cologne, GER Stadtpalais attaining fairness Fees: EUR 7.000.– | CHF 9.800.– | US $ 10.100.– *If you wish, you can combine parts 1 and 2 individually. For example, you can attend part 1 in spring and part 2 in fall or next year. 5
  6. 6. General Management for Executives GENERAL MANAGEMENT FOR EXECUTIVES Turning ideas and concepts into results: this systematic, information-packed 5 day seminar updates executives and managers on all the important underlying principles of general management. CONCEPT The question of how to turn ideas and concepts into Strategic Management Concepts and Practices results is crucial for executives. Over the course of five In today’s business environment, having the right strategy days we will explore the three essential management is crucial. We will demonstrate how successful strate- requisites for achieving sustainable results: gies create value and present new perspectives on how Development of an effective strategy profit is created. Among these topics are: Future success based on growth and innovation The process of strategic management Excellence in the core business Market share growth and new market development Competitive strategies: cost leadership, differentiation, focus, or niche WHO SHOULD ATTEND Mergers and acquisitions as growth options Strategic in- and out-sourcing Restructuring and portfolio evaluation Senior-level managers preparing for responsibilities requiring thoughtful analysis and decisive action Marketing and Innovation Executives such as business unit heads, managers of Marketing as an organizational philosophy: the mar- major profit centers and executives in training, who keting concept, various definitions of «customer», new are looking for additional input to create value for their technologies, and e-business organizations Managing your brand and creating brand equity Experienced functional specialists and other profes- Principles of successful innovation management sionals who are seeking career advancement Avoiding common pitfalls during business development New business models AREAS OF FOCUS Structures, Processes and Incentive Systems Profitable customer relationships: building value for the customer Setting the Course: Imparting Organizational Direction Quality and time-based strategies Strategic boundaries and their implications Empowerment through leadership and incentive Defining core values and communicating a clear vision systems Meeting stakeholder expectations Profitability and Value Management Corporate Goals as Organizational Alignment Tools The role of finance in supporting corporate strategy In order to establish a framework for decisions and ac- and growth tions within an organization, we show executives how to Key profit drivers, key performance indicators set objectives for the company in the following respects: Launching initiatives to improve profitability How to establish specific, measurable and time-tar- Identifying value in the chain: revealing profit potential geted objectives Modern controlling and cost management Making clear demands on the organizational structure Optimization of the core business Defining objectives for establishing new businesses DATES & FEES [5 DAYS] Results-oriented General Management Company value and market capitalization Developing market share No. Date Location Hotel Customer satisfaction and quality control EP1749 September 21 – 25, 2009 Boston, USA Boston College Club Efficient capital deployment EP1759 October 05 – 09, 2009 Tegernsee, GER Egerner Höfe Core competencies and know-how EP1710 February 22 – 26, 2010 Zurich, CH Top of Zurich EP1720 October 04 – 08, 2010 Boston, USA Boston College Club Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.– 6
  7. 7. International Executive Program GENERAL MANAGEMENT FOR EXECUTIVES This executive-level general management program is an excellent preparation and update for current or future general management responsibilities. 14 days in 3 sessions. CONCEPT This executive-level general management program is an Core Attributes and Skills of Leadership excellent preparation and update for general management What makes effective leaders stand out responsibilities. It is designed to equip managers with Successful communication the knowledge, skills, attitudes and values necessary for Solution-focused dialogue, conflict management handling a complex and changing reality. 3 sessions Public speaking, appearance and body language emphasize a thorough understanding of all major business disciplines and the leadership skills that are required for Achieving Desirable Corporate Dynamics successful implementation. In the first session, the program Programs to energize managers and employees challenges and questions personal concepts and behav- Launching such programs iors with a focus on leadership. In the second session, Real-life experiences with such programs the focus is on strategic management topics with a special emphasis on growth, business development and Effective Roadmaps for Change international best practices. Last but not least, the final Inspiring employees toward common goals session focuses on financial management. Developing implementation skills Strategic Management to Define Direction KEY BENEFITS Crafting and implementing profitable strategies Developing competitive insights Tailoring organizational structures During the program, you will: Gain an understanding of leadership theory and the Driving Corporate Value Creation dimensions of effective leadership Identifying, creating and capturing value drivers Explore your strategic leadership potential through Tools to manage value drivers interactive learning and practical skill building New business models Learn skills to achieve a sustainable competitive advantage for your company Financial Management for Executives Identify opportunities for improving operating The role of finance in supporting corporate strategy performance and financial results Capital markets: strategies, products, and services Experience how successful business ventures are Mergers & acquisitions as a competitive tool launched and existing businesses can grow Cost reduction and control Balanced scorecard and key performance indicators Corporate governance and financial accountability WHO SHOULD ATTEND DATES & FEES [5 4 5 DAYS] Executives seeking to refine their leadership abilities while broadening their strategic perspective Prospective executives who want to prepare them- No. Date Location Hotel selves for the rapidly changing business world EP1239 November 09 – 13, 2009 Tegernsee, GER Egerner Höfe Experienced professionals wishing to move into senior June 07 – 10, 2010 Cologne, GER Stadtpalais management positions June 28 – July 02, 2010 London, UK Novotel EP1210 March 15 – 19, 2010 Davos, CH Waldhuus October 05 – 08, 2010 Boston, USA Boston College Club AREAS OF FOCUS December 06 – 10, 2010 Cologne, GER Stadtpalais EP1220 Sept. 27 – Oct. 01, 2010 Boston, USA Boston College Club Strategic Leadership November 08 – 11, 2010 Cologne, GER Stadtpalais Leading oneself December 06 – 10, 2010 Cologne, GER Stadtpalais Leading teams and departments Leading businesses and larger organizational units Fees: EUR 8.400.– | CHF 11.800.– | US $ 12.200.– 7
  8. 8. High Potentials General Management Program This three-part program focuses on developing a cross-functional, integrated perspective on management, finance and leadership. For young managers and executives in training. 3 5 days. CONCEPT WHO SHOULD ATTEND Young managers and executives-in-training are full of The «High Potentials General Management Program» is ideas and want to initiate change. They want to make especially suited for young managers, executives in improvements and optimize processes. Their zeal for training, junior managers and functional specialists who action is admired. Their inexperience is benignly smiled want to acquire the skills of good management. It is an upon because they lack the collective knowledge that ideal course for managers aged 28 to 45 years seeking an organization has acquired, often at a steep price. career advancement. In general, participants are about Distinguishing good management from bad manage- to take on more important management and leadership ment is also a matter of experience. Knowing which positions. They are often regarded as experts in their types of management, instruments and methods are functional area – motivated, action-driven and account- best suited to tackle a challenge in a coherent and able for achieving results. We help them reach the next results-oriented way is a question of experience. In level of leadership by giving them a cross-functional and addition, it requires experience to practice integrated integrated approach towards solving business problems. management. Through practical experiences, interviews with CEOs and top managers, and staying on the cut- ting edge of research in management, Boston Business AREAS OF FOCUS School researchers and instructors have worked for numerous years to consolidate and crystallize the tenants of effective management. By distilling the essence of Part I: General Management professional management, they have been able to make them readily accessible and learnable. In brief, this 3-part, Systems Thinking: A Modern Management Approach 15-day program imparts the management methodology Cutting through complexity to achieve results needed to close the knowledge gap between high Dealing with turbulent environments potentials and corporate leaders. Part I covers general Failure due to departmental thinking management; part II explores the elements and impact of leadership; part III gives participants the financial tools Strategic Frameworks and Thinking and knowledge they need to make well-founded holistic Concepts, tools, and instruments of strategic decisions. management Formulating and communicating strategies Developing a strategic action plan KEY BENEFITS Marketing Concepts and Practices New paradigms in marketing What you will gain from the program: Essentials of a convincing marketing concept An understanding of the current shifting environment How to put customers and customer value at the and its effects on business center of marketing efforts The facility to recognize the interdependencies Achieving marketing success within budget between the market, functional business units, key stakeholders, and your team Driving Performance Further your professional development by acquiring a Identifying profit opportunities within a business results-oriented business mindset How to spot low value or even dangerous business Be able to apply the range of managerial, financial, opportunities and planning tools Knowing the mechanisms for improved profit margins Improvement in your ability to lead cross-functional Creating the conditions for superior profit margins projects and initiatives The ability to see opportunities for increasing operating performance and financial results Broadened prospects and an expanded peer network 8
  9. 9. GENERAL MANAGEMENT FOR EMERGING LEADERS Part II: Leadership Principles of break-even analysis Financial insight into «make or buy» decisions Essential Concepts of Leadership Interpreting and calculating key performance indica- Good leadership as a performance multiplier tors, such as: ROI, EBIT, ROE, WAG, cash flow, etc. The key traits of effective leaders Frameworks for valuation How leadership improves the effectiveness of organi- zations Creating a Convincing Business Plan Avoiding typical leadership mistakes The structure and content of a business plan Developing and refining a business plan Personal Effectiveness How to make plausible assumptions for credibility and The art of setting priorities defensibility How to delegate tasks Techniques of good time management Planning and Budgeting The budget cycle and steps to create a budget Persuasive Communication Early detection of deviations from a business plan How to communicate goals clearly Competent handling of management reports Opening channels for feedback and monitoring Tools for correcting deviations to meet fiscal Motivating language and empowering action objectives Social Competence Cost Management and Containment Social skills as prerequisites for successful Cost accounting and understanding cost drivers management Approaches to cost reduction Evaluating your social strengths and weaknesses The benefits of variable cost structures Developing and capitalizing on your social competen- cies Managing Others «Not only did I learn a lot about leader ship, but also Instruments and methods for leading others about how I can work on my weaknesses and Management by objective rather than task strengths in order to make my team feel more competent in our daily environment.» Coaching and mentoring to bring out employee potential T. Keller, Wincor-Nixdorf (Germany) Getting Things Done: The Management Process Problem solving in daily management Reducing the time between decision and action Optimizing your decision making process DATES & FEES [3 5 DAYS] Learning from others’ mistakes and your own No. Date Location Hotel Part III: Financial Management EP3010 January 18 – 22, 2010 Engelberg, CH Ramada March 08 – 12, 2010 Lucerne, CH Astoria Developing Financial Acumen May 03 – 07, 2010 Frankfurt, GER KTC Interrelations between shareholder, stakeholder and EP3020 August 23 – 27, 2010 Frankfurt, GER KTC customer value September 20 – 24, 2010 Frankfurt, GER KTC The impact of finance on strategy and operations Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick Objectives and instruments of financial management Importance of the cost of capital Fees: EUR 8.000.– | CHF 11.300.– | US $ 11.700.– *If you wish, you can combine parts 1, 2 and 3 individually. Tools of Financial Analysis For example, you can attend part 1 in spring, part 2 in summer and Understanding financial statements part 3 in fall or next year. 9
  10. 10. International Mini-MBA Program Our most comprehensive development program for up-and-coming managers, specialists, and executives in training, covering all leadership and general management topics, with a final case study for practical knowledge transfer. CONCEPT How does one become a successful manager? Even if a The order of Modules 2-4 may be changed. A few days manager can only partially «control» success, the neces- after the end of the last seminar session, participants sary skills for success can certainly be acquired. Aside will receive a detailed case study, which they work on from expertise and personal commitment, it is the solid independently and where they will apply all the main mastery of leadership and management skills which make concepts from the seminars. The solution to this final the difference. Only those who can lead are in a position case study documents active participation and permits to implement their ideas and plans effectively and to a detailed appraisal of the knowledge acquired. This de- push through results-oriented decisions. Those who can tailed evaluation is provided, along with a certificate of lead also need the managerial knowledge to develop completion. strategies, market effectively, finance business plans, or cut costs. The goal of this multi-session program is therefore both to improve personal leadership behavior, KEY BENEFITS and to impart the general management knowledge and skills required for effective strategic management, mar- keting, and finance. During the program participants will: Recognize the relation between securing the com- pany’s future and optimizing the present WHO SHOULD ATTEND Understand and train the principles, tools, and mech- anisms of strategic management Understand the key aspects of modern marketing, Participants are ambitious managers, specialists, execu- and those factors which contribute to marketing tives in training, high potentials and managers on the success promotion ladder from all company departments. What Acquire insight into the relationship between finance they all have in common is that they are designated for a and accounting higher management role, or if they are already in such a Enhance their social competence and improve their role, simply want to refresh the essentials of management communication and leadership in a systematic fashion. Train how to resolve conflicts, handle negotiations, and deal with colleagues at all levels STRUCTURE After completing the program, the participants will be in a position to: Develop business models that take markets, cus- The «International Mini-MBA»-Program consists of four tomers, technologies, competition, and industry modules: dynamics into account Module 1 (5 days): Leadership and Social Compe- Make their own significant contributions towards tence – self-management, social competence, and strategic goals, and give important impulse to the or- leading employees as sine qua non for management ganization success. Create marketing programs for improving customer Module 2 (4 days): Strategic Management – Meth- satisfaction, retention, and to tap into latent customer ods and tools of strategic management and their ap- potential plication. Make substantial contributions to achieve financial Module 3 (4 days): Marketing – the interdependence goals through competent use of profit management of market position, customer value, and marketing tools success. Create the conditions that enable effective and goal- Module 4 (5 days): Finance – the most important as- oriented performance and efficiency. pects of finance and controlling Lead employees and themselves to meet challenging goals 10
  11. 11. GENERAL MANAGEMENT FOR EMERGING LEADERS AREAS OF FOCUS Leadership and Social Competence Finance Knowing oneself: managing your own person An overview of finance and accounting Your own leadership style Understanding the balance sheet and financing op- Balance between personal and professional life tions Elements of social competence Cash flow and liquidity What makes good leadership New and novel types of financing Various leadership styles, situational leadership Cost of capital and capital structure Management by objectives Understanding financial goals and interpreting KPIs How to delegate effectively Cost accounting, contribution margins, unit costing, Leading teams and pricing Intercultural competence Investments, value creation, economic viability Employee review, development, and coaching Profit management and its applications Mastering difficult leadership circumstances Controlling Navigating critical discussion Dealing with conflict Strategic Management Holistic strategic management The business and its environment Stakeholder interests Strategic thinking Strategic analysis The strategy process Employing strategic tools Culture and strategy International strategy Resourcing strategies DATES & FEES [5 + 4 + 4 + 5 DAYS] Implementing strategies successfully Marketing Marketing: fundamentals and rules of the game No. Date Location Hotel What good marketing can achieve EP3510 March 08 – 12, 2010 Lucerne, CH Astoria Importance of customer value May 03 – 07, 2010 Frankfurt, GER KTC Marketing and profitability June 07 – 10, 2010 Cologne, GER Dom Hotel Marketing strategy June 21 – 24, 2010 Arosa, CH Kulm International marketing EP3520 March 08 – 12, 2010 Lucerne, CH Astoria Branding and innovation June 07 – 10, 2010 Cologne, GER Dom Hotel Sales and market communication November 15 – 18, 2010 Cologne, GER Stadtpalais Price policy Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick Distribution strategies and logistics EP3530 September 20 – 24, 2010 Frankfurt, GER KTC Customer relationship management October 05 – 08, 2010 Boston, USA Boston College Club November 15 – 18, 2010 Cologne, GER Stadtpalais Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick EP3540 September 20 – 24, 2010 Frankfurt, GER KTC November 08 – 11, 2010 Cologne, GER Stadtpalais November 15 – 18, 2010 Cologne, GER Stadtpalais Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick Fees: EUR 9.800.– | CHF 13.800.– | US $ 14.200.– 11
  12. 12. Developing Business and Leadership Skills GENERAL MANAGEMENT FOR EMERGING LEADERS This two-part general management program for emerging leaders focuses on strategy, processes, organizational culture and leadership. CONCEPT This general management program for emerging leaders Corporate Goals as Organizational Alignment Tools focuses on strategy, marketing, organizational culture, The significance of vision, mission, and objectives self-management, and effective leadership. Participants Creating synergies between strategies, processes, will be able to comprehend the whole, and create value structures, and people by grasping the interrelations between the parts. Over- Task prioritization through effective goal setting all, the program is designed to provide valuable tools for developing the skills necessary to ensure future success Nature of Strategy and Strategic Decisions on both the individual and organizational levels. Strategic management in practice Fundamental concepts of strategic decision making Tools for formulating and developing successful KEY BENEFITS strategies Customer Focus Improve your look at the bigger picture The perennial search for novel customer value Deepen your understanding of key business functions Creating profitable customer relationships Take advantage of key management tools Translate solid strategy and marketing concepts into Market and Sales Success effective action Understanding the elements of effective marketing Gain an understanding of your own leadership Achieving the right marketing mix strengths and weaknesses Lead and manage with the requisite personal and Exploring Leadership social skills Discovering your authentic leadership style Instruments and methods for leading others Finding and being a mentor WHO SHOULD ATTEND Leadership and Communication Presentation techniques and appearance Emerging leaders such as up-and-coming managers, Opening channels for feedback specialists, and executives in training, who want to Avoiding common communication mistakes complete an up-to-date and highly practical manage- ment and leadership program to improve their own Personal Effectiveness and Social Competence managerial and leadership competencies The art of setting priorities Promising mid-level managers who are being groomed The importance of time management for more managerial responsibility Delegation as an important tool for effectiveness Specialists and professionals from all business fields Developing a personal action plan who are on the fast track to take on additional mana- gerial and leadership responsibilities and want to work on their general management skills DATES* & FEES [2 5 DAYS] AREAS OF FOCUS No. Date Location Hotel EP3110 January 18 – 22, 2010 Engelberg, CH Ramada Systems-based Leadership and Management March 08 – 12, 2010 Lucerne, CH Astoria Complexity as an inherent part of the business reality EP3120 August 23 – 27, 2010 Frankfurt, GER KTC Shareholder vs. stakeholder, value vs. customer value September 20 – 24, 2010 Frankfurt, GER KTC Viewing and understanding a company from all angles Mechanisms of value creation Fees: EUR 6.300.– | CHF 8.900.– | US $ 9.250.– Results orientation and implementation capability *If you wish, you can combine parts 1 and 2 individually. For example, you can attend part 1 in spring and part 2 in fall or next year. 12
  13. 13. General Management for Emerging Leaders GENERAL MANAGEMENT FOR EMERGING LEADERS This course conveys the management know-how that is indispensable for every management position and function. The program’s focus is on participants who have not yet completed an advanced management education. CONCEPT The «General Management for Emerging Leaders» Strategic Management Concepts and Practices course conveys management know-how, which is Effective goal setting and goal management indispensable for any managerial position or function. Understanding stakeholder expectations and ethical The program is designed for participants who have not responsibilities yet acquired experience in advanced management. A process view of strategy During the program’s 5 days, experienced instructors Competitive strategies: cost leadership, differentiation, will systematically deal with core management topics, focus or niche including strategy, marketing and finance. Using real world examples, participants will learn about the key Customer Focus principles, tools and methods that companies use to The permanent search for new customer value attain success through management excellence. The What customer focus really means course is based on both an integrated and systems- How profitable customer relationships are built and based approach to management. All instructors present used in their area of expertise holistically with concrete appli- Conditions for marketing success cations. Determining the right market position Marketing Concepts and Practices WHO SHOULD ATTEND New paradigms in marketing Essentials of a convincing marketing concept How to put customers and customer value at the Up and coming young managers, who are today or center of marketing efforts will, in the near future, be held accountable for results Achieving marketing success within budget and profit goals and want to acquire the tools and mindset to achieve them Driving Performance Managers of profit centers, business units, and Identifying profit opportunities within a business divisions who do not have a formal management How to spot low value or even dangerous business education opportunities Specialists and professionals from all business fields Knowing the mechanisms for improved profit margins who are looking for a systematic introduction to gen- Creating the conditions for superior profit margins eral management Principles of Modern Finance The time value of money AREAS OF FOCUS Interest rates and the cost of capital Risk and return Measuring corporate performance A Systems-oriented Approach to Leadership and Management Viewing and understanding a company from all angles Profit mechanisms and the principle of cause and effect Principles of Effective Management DATES & FEES [5 DAYS] What it takes to manage corporations, divisions and departments effectively Leading individuals, teams, departments and net- No. Date Location Hotel works EP3310 January 18 – 22, 2010 Engelberg, CH Ramada EP3320 August 23 – 27, 2010 Frankfurt, GER KTC Fees: EUR 3.500.– | CHF 4.900.– | US $ 5.120.– 13
  14. 14. Strategy for Executives The latest insights about the success factors of strategic leadership, coupled with a hands-on, well structured approach to modern strategy doctrine and leadership: this 4+5 day program is for executives with responsibility for bottom-line success. CONCEPT AREAS OF FOCUS This strategy program for executives provides an in- Dimensions of Strategy depth and integrated overview of strategic management Executives aim for success. Success has many dimen- (4 days) and leadership (5 days), its tools, applications, sions: enterprise value, cash flow, profitability, customer and methods. Participants will acquire the latest knowl- value, market share, customer satisfaction, innovation, edge for developing innovative and competitive strate- employee satisfaction, corporate culture, and customer gies. They will learn how to position a business even in trust. Superior strategic management permits good per- the most competitive of environments and how to formance in multiple dimensions simultaneously, in both launch programs that will increase a company’s value, the short and long term, and most importantly con- profitability, and performance. They will be able to re- tributes to the profitability from customer value, which view their own strategic concepts critically and return ultimately results in shareholder value. The aspect of with new insights for shaping their company’s future. strategic performance management covered here are: They will explore how strategy can be valued and how The role of strategy in an integrated approach to man- leadership can achieve it. agement Essential factors for survival and success How to use analytic tools for strategy development WHO SHOULD ATTEND Strategy within a Changing Environment Managers face increasing pressures. This program Senior managers who develop and implement strategy shows executives how to navigate competing and con- Middle and senior managers who shape strategic flicting demands on management’s priorities. Investors decision-making within their organizational unit expect ever-increasing shareholder value, the public Executives who want to re-evaluate and optimize their desires social accountability, customers demand better strategies products and services, suppliers want a larger slice of Executives who are looking for new input on the future the value chain, employees need a vision and want to direction of their division or business unit participate in profits. Dealing successfully with this type Business planners, internal consultants and strategists, of complex environment is one of the main challenges who are responsible for the design of strategic man- for executives, and is specifically addressed in this agement systems seminar. Reconciling stakeholder demands Sizing up the business environment and future devel- KEY BENEFITS opments Strategic Direction Cutting edge research combined with real-life problem Dealing successfully with complexity requires both di- solving make this program extraordinarily useful for rection and boundaries, which bridge the gap between designing and implementing strategy. An important what is desirable and what is feasible. They describe the aspect of the program is mutual exchange amongst strategic corridor where the company should tread. Our executives who have encountered similar issues in their program shows managers how to take the initiative, and own organization. Another key feature of this program proactively design structures to establish boundaries is the in-depth knowledge of Boston Business School’s and provide direction. instructors. They combine research, teaching, and Understanding core competencies and strategic ca- real-life consulting to produce a valuable treasure of pabilities management knowledge that has proven its worth in Setting the strategic direction and developing a real-life situations. shared vision Establishing a framework for strategic development processes 14
  15. 15. STRATEGIC MANAGEMENT Analyzing the Strategic Situation How to structure the company for results Strategic decisions are best taken on the basis of solid The key traits of effective leaders analysis and good information. We show managers how Avoiding typical leadership mistakes to avoid faulty decisions by: Collecting relevant information and data Leadership and Communication Employing strategy tools to evaluate risk and opportu- Top managers communicate with company insiders and nity outsiders. What they say and how they say it creates a lasting image of the company. Using many examples, Spectrum of Strategic Choices we show what distinguishes good communication from Based on strategic analysis, managers need to make bad communication. specific choices about how to move in the desired di- How good motivators improve the effectiveness of rection. Participants will examine a range of tactical op- their organizations tions to achieve their desired ends: Core skills of leadership Positioning the company vis-à-vis its competitors Conflict and change management Making key strategic decisions about the company’s Communication and negotiation skills product portfolio Inspiring others to perform Assessing corporate alliances, acquisitions, and mergers Determining what type of innovation and product de- velopment should be invested in Strategic Decisions Managers will understand how strategic decisions de- termine the future path of a company, and learn how to take influence on that path by making good decisions: Using the most current tools for strategic decision- making Discerning between good and bad strategic choices Deciding on which core competencies to develop or which unique value proposition to make Anticipating how competitors may react Implementation: Strategy in Action After having decided on a course of action, managers need to come up with a concrete series of steps to real- ize the strategy - in short, implementation. Executives will learn about requisite elements of implementation: Organizational and structural alignment DATES* & FEES [4 + 5 DAYS] Managing resources to support strategic decisions Strategic adaption and change based on organiza- tional and competitive responses No. Date Location Hotel Leadership and Achieving Results EP2610 June 07 – 10, 2010 Cologne, GER Dom Hotel The quality of leadership determines the success of a Sept. 27 – Oct. 01, 2010 Boston, USA Boston College Club corporation. In the second part of this program, we EP2620 October 05 – 08, 2010 Boston, USA Boston College Club delve into the elements of strategic and operational December 06 – 10, 2010 Cologne, GER Stadtpalais leadership. Specifically, we will address both the pur- pose and methods of leadership: Fees: EUR 6.500.– | CHF 9.100.– | US $ 9.400.– What good leadership accomplishes *If you wish, you can combine parts 1 and 2 individually. Good leadership as a performance multiplier For example, you can attend part 1 in spring and part 2 in fall or next year. 15
  16. 16. Competitive Strategy STRATEGIC MANAGEMENT During this 4-day program you will learn how cutting-edge strategic concepts and best practices can help you direct your organization, business unit or departement toward success. CONCEPT Ultimately, the companies, divisions, business units that Responding to dynamic industry forces succeed are those, which have the best strategy in Exploiting industry realignments place. For many years, we have researched the ele- Opportunities in the digital economy ments of successful strategy – we pass this knowledge onto you during the four-day «Competitive Strategy» Strategic Positioning program. The course covers all those concepts of strat- Evaluating the corporate strategic position: from egy, which fuel high-powered corporate performance. tenable to vulnerable This course is intentionally intense, specially conceived Assessment of core competencies as potential basis to create breakthrough strategies, and facilitate strategy for profitable growth development through a rich and interactive learning Being different: a cornerstone of strategy environment. Creating and capturing value throughout the value chain WHO SHOULD ATTEND Avoiding and Escaping the Stagnation Trap Pushing the limits of market growth Consolidation: yes; stagnation: no The program is aimed at executives from a range of Deriving growth from marketing disciplines and backgrounds who: Pursuing innovation with a conducive environment Wish to expand their understanding of cutting edge Guiding new strategic ventures strategic concepts and best practices Expect a well-structured and comprehensive overview The Key to Successful Strategy Implementation: of modern strategic management Executive Leadership Are facing an impending strategic challenge Systematic strategic and company culture alignment Have, or will have, responsibility for the strategic Achieving operational excellence decisions of their firms Effective implementation based on trust AREAS OF FOCUS Corporate Goals as Organizational Alignment Tools Defining core values and communicating a clear vision «Very practical with the right material Effective goal setting and goal management to come back home and apply what Meeting stakeholder expectations has been learned.» Navigating the CEO – board – senior management J. Gervis, FM Logistic (France) relationship Assessing performance in relation to goals Strategic Management Concepts and Practices Market share growth and new market development Types of competitive strategies: cost leadership, DATES & FEES [4 DAYS] product differentiation, and niche strategies Scrutinizing the business model and building a stronger one No. Date Location Hotel In and outsourcing steps in the value chain EP2210 June 07 – 10, 2010 Cologne, GER Dom Hotel EP2220 October 05 – 08, 2010 Boston, USA Boston College Club The Corporate Environment: Markets and Industries in Flux EP2230 November 08 – 11, 2010 Cologne, GER Stadtpalais The implications of globalization for strategy Assessing the corporate environment Fees: EUR 3.300.– | CHF 4.650.– | US $ 4.800.– 16
  17. 17. Profitable Growth Strategies STRATEGIC MANAGEMENT Only sustainable and profitable growth is healthy growth. This three-day intensive seminar shows you how you can breathe new life into your strategy by sparking exciting ideas on how break- through strategies can be discovered, measured and implemented. CONCEPT AREAS OF FOCUS Companies are successful when management under- Growth as a Strategic Concept stands how to constantly reinvigorate growth. There are The importance of growth for the survival of a firm many examples of this, but there are also many counter How growth can be achieved examples: not just a few companies or business units How growth can be managed have gone under because they were trying to grow too fast, leading to liquidity problems, downturns in profits, Analyzing the Potential for Growth Strategically or to organizational chaos. Growth alone is thus in and The growth portfolio of itself not a goal. Evaluating business models for profitable growth The art of a successful management lies in «profitable Growth-accelerating business models growth» that contributes to sustainable improvement in results and optimization of competitiveness. Profitable Tapping into the Potential for Growth growth should create value for customers, owners, and Solving unsolved customer problems employees. Based on numerous studies, we show that Creating new customer benefits profitable growth can be attained in all sectors and in all Taking advantage of the existing client base market situations, provided that management develops Utilizing unused business capacity an appropriate business model and carefully implements it. At the same time, we provide the newest insights, Advanced Strategic Concepts and Tools methods, and instruments for assessing and improving Assessing the strategic situation the strategic situation. Determining the quality of strategic options Managing Growth and Profit Drivers WHO SHOULD ATTEND The true drivers of growth: brand, product, competi- tive position, and innovation The most important profit drivers Executive leaders who wish to investigate the possi- Active management of growth and profitability bility of transforming their organizations by unleashing profitable growth strategies Senior managers who want to combine the newest strategic know-how with ideas on boosting profitability Those responsible for business units, large depart- ments, and specialists, who are looking for new input and ideas on exactly how to develop and implement growth strategies DATES & FEES [3 DAYS] No. Date Location Hotel EP1429 October 12 – 14, 2009 Zurich, CH Top of Zurich EP1410 October 11 – 13, 2010 Boston, USA Boston College Club Fees: EUR 2.750.– | CHF 3.900.– | US $ 4.100.– 17
  18. 18. Strategy & Corporate Finance for Executives STRATEGIC MANAGEMENT A two-part program with focus on developing a strategic mindset and financial acumen in order to build and maintain a sustainable competitive advantage and corporate value. 4 + 5 days. CONCEPT AREAS OF FOCUS This two-part, 9-day program emphasizes the relation Part I: Strategic Thinking and Action between corporate value drivers and sound strategy. Exploring corporate strategy Part 1 of the seminar centers on strategy, and its impor- Understanding the strategic context and the use of tance and applications. Part 2 looks at the financial side strategic tools of strategy. It examines those key financial concepts, Reconciling stakeholder demands which are crucial to strategic decision-making, e.g. cost Thinking in terms of strategic options of capital, return on investment, risk, and valuation. An Aligning structure, culture, and processes to strategy important aspect of the program is examining the partic- International strategy ipants’ real world experiences, and evaluating them us- Resourcing strategies ing the concepts of strategic management. This ensures Implementing strategies successfully that participants can readily implement what has been learned. Part II: Modern Financial Management for Value Creation The role of finance in supporting corporate strategy KEY BENEFITS Ensuring profitable growth Cash flow and liquidity New and novel types of financing You will learn how to evaluate and devise strategies, Cost of capital and capital structure identify impediments to profitability, and create value Understanding financial goals and interpreting KPIs for key stakeholders, including suppliers, employees, Cost accounting, contribution margins, unit costing, customers, and shareholders. and pricing You will gain an ability to identify and develop a sus- Investments, value creation, economic viability tainable competitive advantage using the best prac- Profit management and its applications tices in strategic and financial management to boost Controlling business performance. Capital markets: strategies, products, and services Mergers & acquisitions as a competitive tool Cost reduction and control WHO SHOULD ATTEND Balanced scorecard and key performance indicators Corporate governance and financial accountability Executives and managers whose businesses are facing an impending strategic challenge Promising managers who will contribute to the future financial and strategic direction of their organization DATES* & FEES [4 + 5 DAYS] Managers in sales, or other functional disciplines, who need broader financial and strategic knowledge No. Date Location Hotel EP2110 June 07 – 10, 2010 Cologne, GER Dom Hotel June 28 – July 02, 2010 London, UK Novotel EP2120 June 07 – 10, 2010 Cologne, GER Dom Hotel October 11 – 15, 2010 Boston, USA Boston College Club «Excellent speakers with vast and EP2130 October 05 – 08, 2010 Boston, USA Boston College Club interesting experiences.» December 06 – 10, 2010 Cologne, GER Stadtpalais A.N., Merz Pharmaceuticals (Germany) EP2140 November 08 – 11, 2010 Cologne, GER Stadtpalais December 06 – 10, 2010 Cologne, GER Stadtpalais Fees: EUR 6.500.– | CHF 9.100.– | US $ 9.400.– *If you wish, you can combine parts 1 and 2 individually. For example, you can attend part 1 in spring and part 2 in fall or next year. 18
  19. 19. Leadership for High Potentials LEADERSHIP AND CHANGE An intensive and highly interactive 5-day seminar focusing on the core elements of successful leadership. CONCEPT This intensive and compact leadership program system- Managing employees and teams atically demonstrates the applications of modern leader- Distinguishing characteristics of successful leaders ship research. During the program participants will learn Continually cultivating the qualities of a leader about leadership theories and their applications, and practice the skills necessary to successfully hold leader- Discovering One’s Authentic Leadership Style ship positions. They will also have the opportunity to The contingent opportunities view of leadership discuss their own leadership challenges with the instruc- Different leadership styles tors. The objective is for participants to explore their leadership potential and abilities through interactive Team Leadership and Employee Management learning and practical skill building. Observing your own leadership behavior Instruments of effective employee management The laws of group dynamics KEY BENEFITS Team building, team development, team leadership When things go wrong: resolving conflict and taking corrective action During the program, participants will: Practice the skills necessary to excel in leadership Speaking and Appearance positions Optimally employing one’s communication skills Gain an understanding of leadership theory and the Empathy and humanity as an alternative to rhetorical dimensions of effective leadership brilliance Explore their leadership potential and abilities through The importance of non-verbal communication interactive learning and practical skill building Credibility as an Emerging Leader The meaning of authenticity WHO SHOULD ATTEND Why credibility is so important Understanding yourself and behavioral change Promising middle managers who are being groomed Conversation and Negotiation Skills for more managerial responsibility and want to upgrade Preparing for and rehearsing for tough conversations their leadership skills Preparing for negotiations Emerging leaders such as up-and-coming managers, The best approaches to negotiation specialists, and executives in training, who want to improve their own leadership competencies, Specialists and professionals from all business fields «I never took a leadership course like this one! Completely who are looking for a systematic introduction to leader- different, very interesting. It will lead to quick results!» ship Ahmed Naguib, Teradata (Egypt) AREAS OF FOCUS DATES & FEES [5 DAYS] Self-Management and Social Competence The art of setting priorities How to delegate tasks No. Date Location Hotel The importance of time management EP6329 September 21 – 25, 2009 Frankfurt, GER KTC Social skills as a prerequisite for success EP6310 March 08 – 12, 2010 Lucerne, CH Astoria Characteristics of Successful Leaders EP6320 September 20 – 24, 2010 Frankfurt, GER KTC What recent research has to say about leadership Principles of self-management Fees: EUR 3.500.– | CHF 4.900.– | US $ 5.120.– 19
  20. 20. Leadership Excellence Successful executives develop their leadership style - as well as the way they lead their staff - one step further. Examining your own leadership profile and developing ways to improve it is the aim of this 5 day seminar which uses the latest observations about leadership principles - and puts them into practice. CONCEPT WHO SHOULD ATTEND Activating leadership is one of the pillars of effective The program is designed for executives and managers management. While decisive for desirable outcomes, at all levels who have depth of experience in managing it often remains a vague concept to most people. people and desire to: Excel in daily leadership situations and want to In this 5-day program we elucidate the concept of leader- reassess their leadership style ship by showing those personal characteristics, skills, Develop an environment that fosters synergy, and abilities that sustain excellent leadership in a practi- creativity, and performance cal and interactive way. In a similar vein, we demon- Adapt their behavior to a wider range of constituents strate the use of leadership as an instrument to tap into and multiple stakeholders for more effective leader- the latent potential of an organization. We show how ship great leadership balances the strategic needs of the Face an impending leadership challenge, such as company with the practical human dimension, ever restructuring, promotion decisions, or merging suc- present in business, to achieve results. cesfully Update their leadership skills with tools and technique based on the latest behavioral and organizational KEY BENEFITS research After the 5-day program, participants will have: AREAS OF FOCUS Built a solid foundation, and received new insights into the principles behind performance and results- oriented leadership Leadership Excellence: an Indispensable Component Practiced the essential techniques of leadership of Achievement behavior Fundamental questions of leadership Improved their leadership skills and abilities Power and the right to lead Explored their own roles as leaders, motivators, and The performance multiplier of good leadership coaches Key traits of effective leaders Become agents of change within their organization The appropriate use of power in leading and influenc- ing people Principles and Findings of Current Leadership Research Evolution of thought on leadership Useful aspects of leadership models What exceptional leaders actually do Core Leadership Skills Building relationships Inspiring and influencing others to perform Communication and negotiation skills Smart decision-making Social competence and character Feedback and coaching Empowerment through delegation 20
  21. 21. LEADERSHIP AND CHANGE Developing one’s own Style of Leadership Performance and Motivation Assessing your motivation, attitudes, and preferences How to motivate and not to demotivate Discovering your leadership capacities and talents Creating win-win situations Understanding others’ personality types and your own Identifying and recognizing success Developing a personal action plan: reinventing your- Trust as an element of productivity self as a leader Managing Transition and Change Social Competence and Character Laying the groundwork for a culture adaptive to Important personality attributes change Trust, power and responsibility The self-management aspect of change Increasing one’s social competence Learning to be a transformational leader Discovering areas for personal improvement Effective change implementation Overcoming obstacles to change Executive Decision-Making Real-life examples of best practices in dealing with Decision making techniques and tools change When to use your intuition Knowing you cognitive and personal biases How to communicate your decisions effectively Cross Cultural Leadership Effective leadership across cultures: theories, values and attitudes Understanding and appreciation of cultural differ- ences, and the important role these differences play A central leadership task: improving international col- laboration and communication «Very inspiring, very competent speakers, overall very high practical relevance for me. My high expectations were fulfilled!» One on-One Leadership C.B., Berliner Sparkasse (Germany) Motivate, communicate and influence ! Identifying a promising employee The key management task – to lead and coach Avoiding typical leadership mistakes Leading Teams Building teams Getting commitment Agreeing on objectives Strengths and weaknesses of team members DATES & FEES [5 DAYS] Leading teams to results Dealing with conflicts No. Date Location Hotel EP6239 Sept. 28 – Okt. 02, 2009 Boston, USA Boston College Club EP6249 November 09 – 13, 2009 Tegernsee, GER Egerner Höfe EP6210 March 15 – 19, 2010 Davos, CH Waldhuus EP6220 Sept. 27 – Oct. 01, 2010 Boston, USA Boston College Club EP6230 December 06 – 10, 2010 Cologne, GER Stadtpalais Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.– 21
  22. 22. Essentials of Marketing MARKETING, SALES AND SERVICES This 4-day marketing program focuses on «must-have» information for executives, managers, and specialists who want to improve their marketing and sales performance. CONCEPT Marketing is the primary interface between the customer Effective Market Segmentation and Targeting and the business, and as such it impacts everything from Approaches to market segmentation strategy to profits. Yet, marketing often remains among Selecting target markets the least optimized operations within a firm. «Essentials Marketing to the targeted segment of Marketing» presents «must-have» information for exec- utives, managers, and specialists who already offer great Choosing the Optimal Marketing Strategy products and services, but who want to significantly im- Providing customer value through differentiation prove their marketing performance. Furthermore, it ex- Marketing strategy essentials: the 4 P’s and SWOT plores the crucial strategic and tactical elements of mar- Analyzing your competitors’ approach to marketing keting, be it in sales, customer service, or advertising. Product and Service Marketing Defining customer, product, and distribution portfolios KEY BENEFITS Adopting the right distribution and sales approach New business development Upon completion of the program, you will have the abil- Building Brand Equity ity to: Distilling and conveying a brand’s essence Understand and recognize the sources of customer The laws of brand management value in your markets Building brand awareness and value Determine the most lucrative market segments to tar- get a strong competitive position Integrated Marketing Communication Use marketing tools effectively Forms of internal and external communications Integrate marketing into the organization’s overall Developing an effective communication strategy for business strategy products and services Assess marketing’s effects on the financial perform- Budgeting and media selection ance of the company Profitable Customer Relationships The process of building customer value WHO SHOULD ATTEND Boosting revenue and profits with pricing strategies Customer life-time value Key account management The program is designed for the following groups: Executives and managers who are looking for a holistic Efficient Marketing Processes and Controlling marketing perspective and tested marketing tools Measuring the tangible benefits of a marketing strategy Professionals in sales, customer relations, distribution, Employing the right marketing metrics marketing, and market research who want to update their marketing know-how Specialists and high potentials who are about to take on a management role in marketing DATES & FEES [4 DAYS] AREAS OF FOCUS No. Date Location Hotel Making Marketing an Integral Part of the Business EP5139 November 16 – 20, 2009 Cologne, GER Dom Hotel Becoming a market-driven company EP5110 June 21 – 24, 2010 Arosa, CH Kulm The concept of customer value The ultimate goal of marketing: sustainable and prof- EP5120 November 15 – 18, 2010 Cologne, GER Stadtpalais itable customer relationships Leveraging marketing research Fees: EUR 3.300.– | CHF 4.650.– | US $ 4.800.– 22

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