Overview
The viability of a commercial organization is dependent on the effectiveness of its Business Unit managers and the way they think about their ‘customers’ and the competition. This program is designed to help them identify and acquire the needed skills, knowledge and behavior to manage and lead their Business Unit more proactively and commercially to the satisfaction of stakeholders
Programme Objectives
Upon successful completion of the program, participants will be able to:
- Understand commercial business management, including Finance, Sales & Marketing, HR, etc. and their inter-relationships
- Manage the Business Unit effectively and understand the roles & tasks of all levels of team members in the functions of business operations
- Understand business competition management and ways of improving current business
- Learn the skills and improve the business through building a sustainable competitive edge
Programme Content
- Business and operations of TM including business drivers for growth & viability
- Familiarity with Finance, Sales & Marketing, HR, etc
- Developing a business mindset
- Managing a Business Unit successfully
- Business intelligence
- Business growth and improvement
Methodology
Participants will be exposed to a highly interactive & participative approach in the delivery of the program. It will have case studies, experiential sharing & exercises, role-plays, lecture-discussions, group discussions & presentations, video-films and some pre-reading material. Participants will be given a folder containing all the slides, notes, cases and articles used/shown in the program.
Who Should Attend?
All Managers, especially if they lead Business Units
Duration
Two Days
Overview
Almost every act in business life creates legal rights and duties; the right to receive benefits, the duty to pay for them, the duty to supply goods and services, the rights to be paid etc. Many a time these legal relationships and arrangements are being administered and managed by senior personnel in organizations that have little or no legal training whatsoever resulting in mistakes and mismanagement of the contract. The mistakes and mismanagement can have huge financial implications for the organization. Sometimes, a lot of valuable time is lost in managing the breakdown of the contracts.
Programme Objective
This programme will help those who are in day-to-day contact with the texture of business and have to implement, manage and administer contracts. It will highlight the fundamental rudiments of a contract and how to achieve real success in contract negotiations and more importantly how to build long-term, sustainable relationships in which the deal is only the first of many steps. It would provide tips on how to write proper contracts to create value for the parties. The program will highlight how contracts are to be performed and what rights and remedies are available for breaches of the contractual terms.
The second part of the programme will cover the best method of managing contracts and how to put in place processes to manage their effective implementation. It will provide guidance on how to implement systems in the organization for planning and control of the contract during its implementation throughout its life cycle. Contract management will enables both parties to a contract to meet their obligations in order to deliver the objectives required from the contract. This is essential to make the contract work effectively and avoid nonperformance and financial risks.
As to day’s business is conducted globally, participants will also learn global contracting concepts and principles. They will learn the distinctive features of international business contracting.
Methodology
The programme will be conducted through lectures, discussions, group and syndicate work. There will extensive use of case studies.
Who Should Attend?
Managing Directors, General Managers, Senior Managers, and managers in organizations who negotiate, implement and execute contracts.
Duration
Two Days
Overview
Why are some business leaders able to move in and out of business situations with confidence and ease? The secret is their ability as skilled negotiators. Being an effective negotiator is a critical key factor in business success.
Today, more business enterprises, both large and small, are entering the international marketplace. Negotiating and drafting international business agreements can bring a host of challenges that aren’t normally at issue in domestic deal-making. In addition, language, custom and cultural barriers can make the process particularly challenging for even the most seasoned practitioner.
Programme Objectives
This programme will help managers to approach business negotiations from the global business person’s point of view. This approach includes aspects of cross culture negotiations, something which is more difficult to manage. This programme is about negotiating effectively. The approach is pragmatic and practical.
The programme will cover the following:
- Key Factors in Successful Business Negotiation.
- Identifying negotiating strategies and tactics,
- Mastering the Art of Collaboration and Compromise,
- Mastering multiparty negotiation,
- The Impact of Culture in Business negotiation.
- Negotiating International Joint Ventures, Strategic Alliances, Partnership and Collaboration Agreements,
- Negotiating Shareholder Agreements.
- Conflict of law and jurisdiction issues.
- Assessing Economic and Political Risks.
Who Should Attend?
Members of the management team, international business development managers and managers managing global business operations.
Methodology
The programme will be conducted through lectures, case studies and group work.
Duration
Two Days
Overview
Everybody negotiates. Everybody can learn to negotiate better, more effectively and with better outcomes for themselves…and, if possible, for their opponents as well…a ‘win-win’ outcome. This is important because either parties (or all parties involved and affected) must live with the outcomes. These outcomes can be in the form of formal/informal agreements accompanied by the feelings of goodwill, trust, integrity and fair-play that may make or break them. With this in mind, this workshop is designed to provide a structure against which participants would be able to rate their effectiveness, practice appropriate skills, receive immediate feedback on their impact and lastly, plan some changes in their approach to and style of negotiating for gain and influencing for change to ensure they do indeed become more effective negotiators/influence-rs.
Programme Objectives
At the close of the Workshop, participants will be able to:
- Explain an integrated Model for Negotiation and Influence and relate it to their own experiences.
- Better plan for, strategies and carry out negotiations with more confidence.
- Diagnose their own and other people’s impact in negotiating.
- Gain additional skills and upgrade their present skills through four practice sessions: individually and in teams.
- Appreciate and begin to act on feedback of their negotiating/influencing behavior from others.
- Describe the characteristics and dynamics of different negotiating situations and how to deal with them effectively.
- Assess own skills in influencing others and ways to be more effective.
- Plan some personal changes to improve their approach to and style of negotiating/influencing.
Programme Content
Major Sessions:
- Own Rating as a Negotiator
- Integrated Model for Negotiations and Influence
- Practice Sessions with feedback : 4
- Strategy, Tactics and counter-measures
- Handling difficult situations: e.g. Impasse, Deadlocks…etc,
- Input sessions enhanced by video films and video feedback.
- Influencing Skills: proposing ideas, changing mindsets
- Resolving a major case: role play
- Planning for personal improvement: first steps
- Post program support: suggestions
Approach
This will be a highly participative workshop where learning new approaches and sharpening negotiating skills are mainly by action learning through role plays. This will be supplemented by appropriate lecture/discussion, personal feedback sessions and video films and video feedback (if needed). Concepts and theories will be culled from life experiences in negotiating/influencing and/or from the role plays. Participants will find that they benefit as much from the workshop as they get involved. An Assessment of Learning (of the major points) will be available at the end of the workshop if needed. Each participant will have to announce one/two personal improvements in their approach/style in negotiating or influencing. The major case role play could be an in-house case or a pre-written generic case with the former preferred but taking some time to write up.
Who Should Attend?
Anyone who need to negotiate as part of their work role or to influence others to get ideas across and to get things done. It is assumed that participants have had some experiences in negotiations at work and outside work. This will be useful as discussion points during the workshop. The workshop is especially targeted at high performing executives/managers and in which case advanced cases will be used.
Duration
Three Days
Overview
Stakeholder management is not a luxury but a necessity in today’s demanding business world where only the fittest will survive.
‘Stakeholders’ is the term to describe the universe of people and organizations that have a vested interest in a particular endeavour. Stakeholders may include customers, suppliers, government departments, employees, board of directors, shareholders, special groups and others. Sometimes the interests and priorities of one or more of these parties are partially and fully in conflict. Stakeholder Management is the discipline (some would say art form) of understanding stakeholder priorities and managing stakeholder relationships to maximize results and minimize problems.
Positive, trust-based relationships with key stakeholders can enhance organizational performance through creativity, growth, reputation and new opportunities.
Programme Objectives
This programme provides a comprehensive understanding of the art of identifying and managing the different stakeholders of an organization. It will include techniques to analyze stakeholders, their perceptions and concerns. It will guide participants to understand and act upon the views of key stakeholders in order to improve decision-making and management practices. This will lead to better management performance in those social and environmental areas which are of importance to many stakeholders.
The programme will guide participants how to engage effectively with stakeholders in order to develop long-term partnerships that can drive innovation which can result in both social and financial benefits. It provides techniques for stakeholder communication strategies and how to implement issues management to compliment stakeholder management. The programme will also provide techniques on how to deal with minority stakeholder interests.
Methodology
The programme will be conducted through lectures and case studies of both local and global companies and organizations. Participants will also be required to work in groups to find solutions on specific issues and problems pertaining to the subject.
Duration
Two Days