Examines all of the issues surrounding sales management and sales force productivity, including sizing and structuring, resource allocation across products and markets, competitive assessment, pricing, compensation systems, motivation, incentives, and performance evaluation.

• Upper and upper-mid level sales and marketing managers
• Managers of large sales forces
• Decision makers for sales force decisions

• Develop a framework for a sales force diagnosis that leads to enhanced effectiveness
• Examine issues that affect the sizing and structuring of your sales force
• Discuss important talent management topics such as recruitment, development, and retention
• Assess your sales force culture
• Determine how technology enhances sales force performance
• Explore the use of incentives to motivate and direct your sales force
• Discover how successful sales force initiatives can be implemented

Senior management program that reenergizes your career and helps you to develop the knowledge and skills you need to formulate clear, comprehensive strategies for your organization. Designed for senior executives with fifteen to twenty-five years of experience who have or will soon have cross-functional, profit-and-loss responsibilities.

• C-Level executives, presidents, and vice presidents
• Division directors, area directors, and senior managers
  

• Gain an understanding of the present and future role of the general manager
• Examine the current international sociopolitical and economic environment and its effects on business
• Update your knowledge of the roles and responsibilities of each functional area
• Identify and evaluate market-driven strategies for an organization
• Manage strategic and organizational changes by identifying barriers and increasing your organization's flexibility and responsiveness
• Sharpen your skills in evaluating strategic options, sustaining marketplace advantages, identifying performance issues, and making quality decisions
• Broaden your perspective and expand your peer network

The Business Marketing Strategy program analyzes the latest developments in strategic marketing planning, targeting, and positioning of industrial and business products and services. It will benefit anyone who helps to plan and implement marketing-oriented business strategy.

• Marketing Managers from medium to large firms
• Marketing Presidents and VPs from smaller firms
• Executives who market Business to Business products

During this program, you will learn to:

• Boost your marketing strategy analysis skills
• Segment business markets
• Build customer value models
• Develop an understanding of the dynamics of marketing strategy
• Construct a framework for the new product development process
• Structure marketing channels based on customer requirements and preferences
• Use customer value as a basis for pricing strategy
• Assess when to use collaborative marketing

A four-day executive program developed for companies desiring to enter the United States market. It has been designed to be broad yet practical in order to provide the critical information and necessary skills to successfully compete in the US environment.

• Mid to senior-level managers responsible for global growth initiatives
• Mid to senior-level managers of international companies wanting to enter the US market
• Managers recently relocated to the US from international companies

• Develop a sense of the economic, legal, and regulatory environment of the US

• Appreciate the unique negotiation styles and practices encountered in the US
• Understand the importance of branding and learn how to craft a compelling brand message 
• Create strategies for acquiring capital, both debt and equity, in the US 
• Gain insights from companies that have successfully entered the US market

The Competitive Strategy program examines economic principles for long-term strategic success, and quantitative tools for evaluating competitive strategies and valuing choices in rapidly evolving markets. You will perform an internal resource-based assessment and an analysis of the external environment.

• Strategy Managers, General Managers, Management Consultants
• Recently appointed general managers who are responsible for the overall strategy of an organizational unit
• Functional area managers in Marketing or Operations in strategic planning

• Develop and sharpen your analytic strategy skills
• Examine theories and frameworks that show you how to identify and exploit profitable opportunities and avoid strategic mistakes
• Understand leading firms' strategic successes and failures, and the strategic issues they face looking forward
• Apply strategy frameworks directly to your own business case study.

Covers business finance strategy and policy, and enhances your ability to develop, evaluate, and implement financial strategies to build shareholder value in investment and financial decisions.

• Senior level finance executives (CFO, VP of Finance, Sr. Finance Manager)
• Financial Advisors: Accountants, commercial and investment bankers
• Leaders responsible for capital budgeting, investment valuation, strategic financial planning

• Measure the impact of major strategic and operating decisions on shareholder value
• Value potential merger and acquisition targets more precisely
• Determine the consequences of financing strategies for value creation
• Accurately estimate firms’ and divisions’ cost of capital and its relation to financial structure
  

Provides a comprehensive understanding of the responsibilities of board members and governance, equipping you with the tools, concepts, and strategies needed to become a more effective director. In this course you will gain insight into committee functions, compensation issues, accounting problems, and boardroom dynamics.

• Current or soon-to-be board members
• Public and private organizations

• Learn the tools required to be a more effective director in the post-Sarbanes-Oxley environment
• Master the ability to strategically respond to boardroom dynamics
• Analyze the role of the board vis-à-vis management, internal auditors, and external auditors
• Develop a deeper understanding of board governance
• Study the legal and ethical challenges faced by today’s boards
• Engage in a “board in crisis” case simulation

Great leaders must constantly improve the way they relate to and interact with their people. In this program, you will be challenged to take an introspective look at your own leadership style, values, and impact - and how to create an innovation mindset and culture.

• Executives who wish to improve their leadership for driving innovation
• Vice presidents, Directors, and Senior Executives
• Managers leading innovation initiatives

• Create your own innovative leadership plan
• Lead in the creation of an innovative culture within your organization and motivate your employees to do the same
• Discern the needs and resources of your employees and help address problems in innovative ways
• Learn tools and techniques for effectively leading innovators
  

This executive leadership program prepares executives to more fully understand the costs and benefits of strategic alliances and benefits of strategic alliances and put into place a winning plan to analyze, create, and manage alliances.

• Mid to senior level managers responsible for alliances
• General management, R&D, Business development, marketing, purchasing, and operations leaders
• Strategic alliance advisors in accounting, law, or consulting

1. Analyze when to make, buy or ally
2. Create and manage value-adding alliances
3. Avoid common pitfalls in alliance failures
4. Anticipate critical legal, financial and operational issues in alliances

Provides decision makers with the skills to understand market research tools and unlock customer insights from the data generated by market research. Helps both B-to-B and B-to-C companies understand how the right blend of qualitative and quantitative tools can be used to gain powerful, valuable insights into customer needs and perceptions.

• Executives making decisions based upon market research
• Managers who conduct market research
• Both B-to-B and B-to-C

• Understand the importance of a customer insight-driven business strategy
• Develop an insightful relationship with customers by understanding their rational and emotional needs
• Understand the role of ethnography in developing new customer insights
• Understand when you should trust a marketing research study and when you should be cautious
• Obtain more accurate forecasts for new products
• Gain maximum value from your market research expenditures

Provides strategies for defining and resolving channel conflict, using your channel power to improve overall channel performance, as well as analyzing existing channels and establishing new ones.

• Sales and Marketing Managers
• General Managers in manufacturing, wholesale, retail, or service firms
• Managers with strategic channel responsibilities

• Gain insights into the role distribution channels play in your company’s business model
• Segment your market for optimal channel design
• Assess and satisfy the service output demands of your end-users
• Optimize the allocation of costly activities among channel partners
• Identify gaps in channel performance on both the demand and supply sides
• Use channel power to bring about productive change in the channel's operation
• Diagnose sources of channel conflict and develop tools for conflict resolution

Presents a rigorous and market-tested approach to drive reliable and sustainable organic growth initiatives. This program presents tools for strategic planning, decision making, managing risks, and securing market position for innovations. Participants learn to think more holistically about innovation and growth, and leave the program able to put a growth process into action.

• Senior level executives at medium and large-size companies
• Responsible for developing and implementing growth and innovation initiatives
• Business unit leaders, business development, and marketing leaders
• Cross-functional growth and innovation teams

• Understand the potential pitfalls in growth and how to overcome them using a market-proven process for driving organic growth
• Create innovative business designs to drive growth
• Proactively manage business risk in implementing new growth initiatives
• How to expand and secure value capture
• Manage the growth portfolio
• How to institutionalize the growth engine in your companies

Examines how to unlock value from IT investments and deliver impactful business results using effective IT portfolio management. You will learn how to align IT initiatives with business strategy and make intelligent decisions about technology management, investments and outsourcing.

• IT executive management teams (CIO, CTO and direct reports)
• Executives who sponsor or manage IT projects and teams

•  Establish an IT strategy
• Define an IT governance process
• Identify opportunities to add business value with IT
• Qualify, quantify, and effectively communicate the value of IT to unit sponsors and financial executives
• Use analytics for strategic advantage
• Manage performance and provide executive oversight of IT programs and projects

This program explores the latest insights in leadership development and motivating people. You will learn valuable people-related strategies to energize your work force.

• Managers, directors, and vice presidents 
• High potential employees leading teams

• Learn to motivate and energize individuals to produce bottom-line results
• Develop and implement a personal action plan
• Increase personal effectiveness as a manager and leader of people through a variety of experiential exercises
  

General management program that prepares executives with at least ten years of experience to assume general management responsibilities and become more effective leaders and change agents. You will learn leadership skills to manage at the interface of key functions and will be able to use strategic thinking to establish appropriate goals and get results.

• Managers, directors and functional area leaders
• Principals of small and medium-size firms, and entrepreneurs or owners of small companies

• Gain confidence from an increased understanding of the roles, responsibilities and interactions of the functional areas
• Strengthen  your ability to interpret and apply information from functional areas as you make decisions
• Acquire business insights on how to lead effectively and implement change in your organization
• Explore new concepts and perspectives for more effective competition in the global marketplace
• Discover valuable and practical real-world knowledge while networking with a group of peers

Helps executives to more fully comprehend the financial implications of their decisions and to make decisions that measurably improve the profitability and share price of their organizations. This finance program is designed for those who have little or no formal background in business finance.

• Managers who contribute to investment decisions, anyone with profit-and-loss responsibility
• Leaders in marketing, sales, operations, human resources, and engineering
• No finance background required

• Read and interpret financial statements
• Evaluate investment opportunities
• Understand the implications of financial decisions for firm value
• Work more effectively with financial executives
• Gain credibility in financial discussions

Designed for senior executives, Global Leadership helps executives increase their understanding of global markets and opportunities for international expansion. The program addresses strategies for evaluating and marketing to emerging markets, leading international teams, protecting intellectual property and developing an international brand for global success.

• Senior executives responsible for developing new markets
• Leaders preparing for international roles
• Executives leading and managing international teams

• Discover how to better evaluate risks and rewards in international markets 
• Develop strategies for market entry and success in emerging markets
• Understand international intellectual property norms and protections 
• Leverage marketing best practices for global brands
• Learn how to assemble and lead teams in an international setting
  

Examines strategies for defining the roles and responsibilities of owners, board members, and the executive team in family businesses. In this course you will learn to unite and build trust among these groups, increase your board’s effectiveness, strengthen shareholder commitment, and empower your top management.

• People involved with a family business
• Directors, shareholders, CEOs,
• Board chairs, general counsels, and trustees

• Define the roles and responsibilities of owners, directors, board chairs, the executive team, and the family council
• Improve your board’s effectiveness
• Unite family owners for a long-term commitment to continuity
• Build clarity and trust among family owners, directors, and top management
• Utlize governance or a key competitive advantage of family business

Provides strategies to develop a brand management strategy that will leverage your brand for increased customer loyalty, competitive advantage, and profitability.

• Managers with brand responsibility
• Sales and Marketing Executives
• General Managers

• Understand the importance of branding and how brands create value
• Appreciate the challenges of branding
• Create a brand positioning
• Understand brand design and brand portfolio strategy
• Build a brand-focused organization
• Explore the latest thinking on measuring brand value

Presents an integrated approach to marketing management and decision making for consumer products and services. You will learn to evaluate marketing opportunities more effectively, examine appropriate uses of marketing research, and to analyze, appraise, and design coherent marketing strategies.

• Mid to Upper Level Marketing Managers
• Managers Marketing Consumer Products and Services
• Product and Brand Managers

• Assess opportunities in the marketplace
• Analyze competitive strategies
• Develop a product/service positioning and marketing strategy that capitalizes on the most attractive opportunities
• Build and leverage brand equity to your advantage
• Translate marketing strategy into sound marketing tactics

This four-day program is designed for the next generation of members who are or aspire to be leaders for their family enterprise. You will discover how to manage the strategic and personal pressures that are at the core of these complex enterprises.

• New CEOs or CEO candidates
• Family Council Chairs
• Family Directors and Trustees

• Obtain innovative ways to lead culture, long-term strategy and organizational change
• Assess leadership style and create a personal action plan with one-on-one coaching
• Discover how to best manage the many stakeholders of a family enterprise
• Develop a personal leadership philosophy and identify ways to engage others in your vision
• Discuss the special challenges and skills needed to earn trust and authority as a leader of a family enterprise
• Master the ability to work with a board of directors

Integrates the art and science of teamwork to help you plan and implement more effective teams in your organization. The seminar challenges you with real-world problems and provides individual feedback on your leadership and management performance.

• Upper and upper-mid level managers 
• Entrepreneurs and administrators of not-for-profit organizations 
• Human resource professionals

• Optimally structure team roles to maximize potential
• Resolve conflict and communicate creatively
• Persuasively advocate change
• Strategically network your team
• Unlock the creative potential of your team
• Create a positive and supportive team culture

Identifies how organizations can maximize the management of their new product development process to build innovation and gain competitive advantage. The product marketing curriculum emphasizes an organization’s ability to integrate different aspects of the development process, from the voice of the consumer to product design, development, and launch.

• Executives involved in the development and management of new products
• General managers, Vice presidents, and Brand Managers
• Managers involved in marketing, research and development, design, and operations

• Identify approaches for establishing an innovation mind-set in your organization
• Create a new product/service development process
• Develop strategies for marketing new products/services
• Analyze the role of product and process design in mass customization
• Generate strategies for integrating R & D, design, intellectual property, production and marketing
• Explore best practices in product and service industries

This program will focus on trends, ideas and innovations that are reshaping the marketplace for healthcare products. Marketing best practices in areas such as brand building, strategic alliances, and new products strategy will help you find creative insights into how to succeed in this evolving marketplace.

• Companies that market products to medical providers
• Marketing, Sales, and General Management Executives
• Business Development, Product Planners, Marketing Communications, Advertising and Public Relations Executives

• Learn how to track the trends, ideas and innovations that will reshape healthcare and healthcare products
• Develop a framework for customer value disciplines, and learn how these disciplines can serve as the basis of a firm’s marketing strategy
• Assess approaches for making better strategic growth decisions
• Strengthen negotiating skills
• Create a new products/services strategy based on an effective marketing plan
• Explore how leading medical product companies have developed successful relationships targeting identified customer segments
• Analyze brand-building strategies and learn how to measure brand equity
• Learn how important non-market factors can be to marketing strategies
• Review how critical strategic alliances are to all aspects of healthcare and how these structures can be used to achieve strategic objectives

Addresses the challenges involved throughout the entire mergers and acquisitions process and prepares you to forge and implement effective, sustainable mergers, acquisitions, and alliances that create value and competitive advantage. Provides managers with the skills to avoid the most frequent mergers and acquisitions pitfalls.

• Mid and senior level executives
• Corporate development, strategic alliance, planning, and finance leaders
• M&A planning and implementation teams

• Examine the industry attractiveness of a target company
• Identify and determine sources of competitive advantage
• Develop acquisition and restructuring strategies
• Determine the shareholder value of an acquisition company
• Manage negotiations
• Test post-merger assumptions
• Apply what you have learned in a simulated acquisition

Provides a thorough grounding in negotiations for managers who seek to improve their negotiation performance within their company and across corporate and cultural boundaries. The emphasis is on creating opportunities for mutual gain in negotiations and ensuring that all parties are satisfied with the outcome.

• Mergers and acquisitions professionals
• Entrepreneurs, purchasing managers, sales and marketing managers
• Administrators of not-for-profit organizations, government administrators, and human resource managers

• Gain feedback on negotiation skills in challenging negotiation simulations
• Learn how to prepare systematically for a negotiation
• Structure value-creating deals that contain multiple, complex issues 
• Resolve emotionally charged disputes
• Learn how to adjust negotiation strategy in a global environment
• Experience negotiating as a solo, in a team, and as an agent

Shows you how to price more effectively as you develop a better understanding of price sensitivity, cost assessment, and competitive responses.

• Pricing, Marketing, Engineering and Finance executives
• While not highly technical, the program requires the ability to work with quantitative information and spreadsheets

• Integrate pricing into an overall marketing strategy
• Determine the proper role of costs in pricing
• Set prices in a highly competitive environment
• Assess the value of a product to a customer
• Understanding versioning to improve profitability

Utilizes a philosophical approach to help participants develop new mind-sets and business leadership strategies for maximizing leadership success. You will engage in an intensive reflection on your motivations, weaknesses, and strengths, and you will discover how to develop, enhance, and expand your talents as leaders.

• Participants open to challenging exercises and intensive personal leadership assessments 
• Individuals receptive to new ideas and methodologies

• Challenge your basic assumptions and beliefs about leadership
• Acquire a model for understanding your purpose in life, business, and leadership
• Assess your reactions to conflict and uncertainty
• Learn how to grow as a leader and help others become leaders
• Improve your leadership skills in decision making and problem solving
• Work individually with an executive coach to discuss your leadership vision and action plan

Inspires senior marketing and IT executives to design and implement successful data-driven marketing strategies for their organizations. Representing a fundamentally different approach to marketing, the program presents a holistic view of data-driven marketing by including concepts from marketing analytics, technology management, change management and finance.

• Mid and senior-level executives in marketing, sales, and customer service
• IT and Operations executives who support data-driven marketing efforts
• Firms that interact directly with customers and firms that rely on partners for customer interaction

• Define a data-driven marketing strategy
• Radically improve campaign performance using the 15 essential marketing metrics
• Quantify Return on Investment (ROI) of marketing initiatives
• Optimize Internet marketing, sponsored search and social media campaigns
• Make strategic decisions based upon customer lifetime value
• Use data-mining tools for executive marketing decisions
• Ask IT the right questions for successful deployment
• Become a data creator and use data for strategic advantage

Participants learn to strategically integrate marketing communications into a holistic brand strategy. Gain an understanding of the different value propositions needed to communicate with different segments as they impact your organization across media and communications channels.

• Marketing Managers
• Brand Managers
• Communications, PR and Advertising Professionals

• Gain an in-depth understanding of the six generations that make up the “nanosecond culture” and how they impact all marketing communication messaging
• Understand the numerous marketing and communications media platforms available to all audiences receiving your messaging — including employees
• View communications more broadly than traditional media-delivered messages by planning what your brand communicates at each contact or touch point
• Develop an understanding of the importance of planning in all marketing and communications efforts across all generations and media
• Link marketing and communications activities to the larger objectives of the organization and understand the implications of a successful integrated marketing and communications strategy

Successful Corporate Renewal guides executives through the process of transforming an underperforming organization or subsidiary by identifying warning signs, implementing financial and performance metrics, and employing key strategies to add value and accelerate growth.

• Mid to senior level managers responsible for turnaround strategy
• Finance, marketing, and operations leaders
• Lenders and private equity executives
• Advisors in law and consulting
  

• Understand the early-warning signs of underperformance
• Develop new analytical techniques to accurately measure and forecast financial performance
• Implement operations, leadership, finance, and legal strategies to drive transformational change
• Evaluate the risks and opportunities posed by troubled suppliers and customers

Focuses on effective logistics strategies for companies that operate globally, and, in particular, on integrating supply chain strategy components into a coordinated system that reduces systemwide cost and increases service levels.

• Senior and mid-level supply chain managers
• Operations, logistics, purchasing, inventory control, and transportation leaders
• Consultants and general managers seeking to increase supply chain efficiency

• Learn to design supply chains that improve supply-chain profitability
• Use product design, strategic sourcing and contracts to most efficiently match supply and demand
• Build and maximize supply-chain coordination and collaboration
• Identify supply-chain risks and design risk mitigation strategies
• Explore purchasing, production and distribution strategies for a global environment

Provides strategies for managing the change process necessary to create a market-focused organization. Emphasis is placed on centering the firm’s culture on the market and driving the target market value proposition into all parts of the organization, converting marketing initiatives into real performance.

• General managers, directors of strategic planning, and heads of major functions
• Senior marketing managers, and heads of customer experience and perception management
• Managers working on market-focused initiatives

• Communicate internally how to be a truly great market-focused organization
• Understand how your customers experience your organization's products and services and the impact customer experience has on satisfaction and brand image
• Understand how to drive the target market value proposition throughout your organization and convert marketing initiatives into real performance
• Develop a continuous and sustainable process for learning about and adjusting to the needs of the target market

Combines the business-flow framework with the science of lean and six sigma, enabling participants to make major improvements in their operations and service processes.

• Senior and mid-level process managers at manufacturing or service companies
•  VP of Logistics, VP of Manufacturing, Plant Manager, Operations Manager
• Consultants, engineers, production-control specialists

• Link day-to-day operational details to business strategies
• Analyze process flows to target improvement efforts
• Work with your systems’ natural tendencies to develop customized policies for your environment
• Identify strategies for increasing throughput, shortening flow time, reducing variability, and improving quality

Explores the factors that make a great leader and how you can become one. You will gain an understanding of how natural human needs and responses to situations affect decision making and your leadership potential. You will learn how to be an effective leader and how to make a difference in your organization.

• Individuals seeking to drive transformation in the professional, family, or community group they lead

• Become an effective leader on a practical level with the ability to actualize a vision that will make a significant difference in your organization
• Develop techniques for conflict resolution and for cultivating emotional intelligence
• Draw upon intuition and creativity to fulfill fundamental human needs
• Master the entire hierarchy of group needs, from survival and achievement to vision and excellence

Explores the challenges for female directors and the keys to unlocking boardroom doors. In this course you will improve your understanding of board responsibilities and be equipped with the tools and concepts you need for success. You will learn how to leap onto nominating committee radar screens and be a successful director.

• Senior-level women
• Business or management experience
• Financial literacy and business acumen

• Gain insights into the operations, roles, and structure of boards
• Make yourself more visible to executive search firms and nominating committees
• Detect “red flags” in financial statements
• Maximize your credibility and contributions as a board member

Focuses on equipping women for C-level positions. The uniquely structured program—four three-day sessions over a twelve-month period—offers lectures, case studies, workshops, and individual career appraisals in an interactive learning environment that promotes camaraderie.

• Female executives seeking career advancement

• Find ways to capitalize on your strengths and create advancement opportunities through a personal action plan
• Learn how to think strategically through a CEO’s perspective
• Determine how to better assess and motivate your subordinates
• Increase your capability to manage the political dynamics of your organization
• Discover how to lead change and move an initiative through your organization
• Learn how to gain important information from your networks