AVAILABLE PROGRAMS
CUSTOM TAILORED PROGRAMS
We specialize in designing, developing
and delivering quality custom tailored programs at the client's
location. Our faculty and staff work with the client's industry
subject matter experts to design the program to meet the needs of
the organization. Our capability also includes custom designed case
studies.
ON-LINE
DIAGNOSTIC TOOLS
Team Building Dimensions
This team building on-line diagnostic tool identifies five (5) key roles in team performance. Once the survey is completed on-line, it provides immediate feedback to the participant. This tool can be used for one or more members of the team. (Team building courses can be custom designed and delivered to your location for the entire team.)
Sales Management
This sales management on-line diagnostic tool can be used by sales professionals to create successful sales strategies, tailor sales presentations, and close the sale. Once the survey is completed on-line, it provides immediate feedback to the participant. (Sales courses tailored to your specific needs can be designed and delivered to your location.)
Management
This on-line management diagnostic tool is designed for managers and supervisors at all levels. This tool can be used by a manager or supervisor to identify the management style of one of their subordinates or their supervisor. Once the survey is complete on-line, it provides immediate feedback to the participant. (Management and leadership courses tailored to your specific needs can be designed and delivered to your location).
FINANCE
Fundamentals of Modern Finance
The objective of this course
is to provide non-financial managers with a basic overview of the
key concepts of finance. Some of the topics covered in the seminar
are as follows: financial statements and how they relate to one
another, financial performance measures and how to communicate with
financial managers.
Mergers and Acquisitions
This program is designed to
provide the participants with the key strategic, financial and organizational
factors involved in a merger and acquisition. Some topics that will
be covered are as follows: assessing the suitability of deals, understanding
the due diligence process, setting and tracking key metrics and
managing integration issues successfully.
LEADERSHIP
Leadership Theories and Their Application
This two (2) day course reviews several basic, well-known theories of leadership and then explains how they might be utilized to assist today's leaders with their everyday problems and issues. Specifically, it focuses on the Blake-Mouton Leadership Grid, the Path-Goal Theory, Fiedler's Contingency Theory and the Leader Member Exchange Theory. Then, considerable time is spent on the Hersey-Blanchard Situational Leadership Theory. What are the strengths and weaknesses of each of these theories of leadership? Are they applicable in today's business environment? This fast paced course will answer these questions and more.
Results Focused Leadership
This "how to" workshop
for creating and leading high performance teams exposes the participants
to an 'action learning' experience that will provide practical
tools to shift organizational mindset and develop high performance.
General Management Leadership
The purpose of this course
is to develop authentic leaders to take responsibility for making
and managing the cultural changes needed to successfully execute
strategies within their organization. This one (1) or two (2) week
program can be tailored to meet the specific needs of your organization.
This program focuses on the broad concepts of management/leadership
and the challenges of integrating and overseeing different functional
areas. It is appropriate either for senior managers who are in,
or are moving into a general management role, or for managers who
need to expand their focus from a narrower technical perspective
to a broader overview.
Emerging Leaders
The overall design of this one (1)
week program focuses on the integration of three learning themes:
business acumen, individual capability and team performance. This
approach is based on the belief that High Performance Organizations
are built by integrating high performance processes and high performance
teams.
During this program, participants
will have the opportunity to examine critical business performance
issues facing their business and experience, a learning and engagement
methodology designed to address these very difficult challenges.
In addition, business functions such as strategy, business plan
development, change management, leadership and coaching team members
will be covered. This program is appropriate for newer managers
headed for increased management and leadership responsibilities.
Change
Management via Critical Leadership Thinking
An organization's success is defined
by its ability to effect positive change in a timely and cost-effective
fashion. This can only be accomplished in an enriched, developmental
atmosphere. The atmosphere has to be conducive to change to assure
efficiency and effectiveness.
The environmental elements that are
necessary for effective change to take place are reviewed and discussed
in this 2-day program. Specific "Critical Thinking Skills"
are explored and reinforced with case studies and group exercises.
Leading Organizational Change
The design of this 2-day program
focuses on change in the structure of an organization, change in
technology and change in people. It will also encompass the following
topics on how to overcome resistance to organizational change: educating
the workforce, creating a learning organization and involving employees
in the change effort.
Leadership:
Communicating Vision and Direction Across Cultures
Providing dynamic leadership in multicultural
organizations requires the ability to converse effectively across
cultures. This program integrates current leadership concepts and
practices with the cross-cultural perspectives and skills necessary
to successfully communicate vision and direction in the ever-changing
global business environment.
This two (2) day program will enhance
and sharpen the knowledge and skills essential for effective leadership.
In particular, emphasis will be given to creating and communicating
new vision and direction, as well as the insights required for
energizing, today's complex multicultural business organizations.
A key to effective leadership in the global arena is inspiring
and guiding employees in ways that lead them across the cultural
divide.
Executive Coaching
This two day
program also includes three personalized one-hour telephone coaching
meetings following the group program. The program is designed for
the CEO and members of his or her executive team who seek an edge
in their leadership and, thus, in their corporation's results. The
program also works well for the senior human resources team of a
corporation where they both seek improved results and wish to explore
executive coaching as a development tool in their corporation. Each
participant will have the opportunity to personally experience being
coached.
CEO Executive Coaching
The newly appointed CEO typically
has a steep learning curve, the need to have no drop in company
performance, and the desire to quickly begin to improve results.
They may also have inherited a new executive team. To add to the
challenge there is no one on the board or inside the company who
has a completely independent view and who is also 100% committed
to the new CEO's success. In this situation, a seasoned executive
coach can be a valued ally and can help the CEO achieve a successful
start-up in their new role.
SALES
On-Line Pre-Hire Sales Assessment
SPQ*Gold - The Sales Call Reluctance Scale
This
objective psychometric instrument answers a vital question: "Will this
person prospect and self-promote?" This assessment is pure business not psychological.
The answer is the difference between a genuine candidate and an expense.
Sales managers use the SPQ*Gold to evaluate prospective salespeople and to
plan the development of their current staff. It is an extremely valuable
recruiting and development tool for sales managers. This test measures what
people are likely to "do" in different sales situations, opposed to many
assessments which measure intelligence, dominance, personality.
The SPQ*Gold Measures:
The amount of physical energy a person brings to his or her sales career.
Their goal levels and how focused they are on their goals. Which of the 12
types of Sales Call Reluctance they have --- and how much!
Relevant Applications:
SPQ*Gold can be administered to anyone in a contact-dependent work setting.
This includes, but is not limited to, veteran salespeople, new salespeople,
prospective salespeople, sales managers, trainers, supervisors, outside
consultants, psychologists, human resources practitioners, senior management,
who are either in sales or may influence the attitudes or behaviors of
those who are in sales.
What the SPQ*Gold will Answer about your
Candidates:
How much they will produce.
How soon they will produce.
What it will cost in time and effort to get them to produce.
Fear-Free
Prospecting & Self-Promotion Workshop® (Overcome
Sales Call Reluctance®)
This program is the only effective workshop for
Sales Call Reluctance®. It is designed to identify and eliminate
the #1 hang up that keeps salespeople from comfortably and consistently
prospecting. This program is used by sales-driven organizations
worldwide to manage Call Reluctance for new hires and veteran
salespeople alike. Program combines accurate diagnosis with field-tested
corrective techniques. Workshop is designed to produce measurable,
verifiable increases in sales prospecting behavior.
What’s involved in the
program?
Your sales team can start making progress toward their goals
in only three steps:
Preworkshop . These assessments are grounded in by Dallas-based Behavioral Sciences
Research Press, Inc.
An eight-hour that
helps your sales team identify and overcome their selling fears.
They leave the workshop with specific knowledge of their behavior
and attitudes concerning new business development, plus a to overcome any emotional barriers.
A four-week,
one-on-one, .
This ensures a return
on investment through accountability and by applying proven techniques for
Overcoming Sales Call Reluctance in daily business activities.
Sales Call Reluctance is a registered
trademark of Behavioral Sciences Research Press.
Professional Selling: Concepts and Perspectives
The purpose of this course
is to provide the participants with an introduction to professional
selling to include the evolution of professional selling, key
sales responsibilities, major trends impacting selling, traditional
vs. emerging sales approaches and managing customer relationships.
Additional topics will include the following: assessing sales
opportunities, making effective presentations, sales teamwork
and coordination, sales negotiation and managing the selling
process.
Consultative Selling
The overall design of this
course will provide the participants with an introduction to
consultative selling to include the elements of the consultative
selling process. Additional topics will include the following:
developing a consultative selling strategy, understanding customers
and their needs, effective sales communications, presenting yourself
and your products, dealing with customers concerns, building
long-term relationships and negotiating an agreement.
Sales Management
This course is designed for
middle and upper level sales executives who want to better accomplish
their responsibilities and achieve their organization's sales
goals. There is probably no business activity as complex or important
as organizing and managing a sales force. Especially today, when
competition is tougher, customers more demanding, and developing
and retaining people more difficult. If you are responsible for
running a sales organization, you can benefit from this program
by learning to cope with complex problems.
MARKETING
Fundamentals of Modern Marketing
This course provides non-marketing managers
with a basic overview of the marketing concept. Some of the topics
covered in the seminar are as follows: marketing management process,
environmental trends, market segments and buyer behavior, marketing
information and research, marketing planning and decision making,
total product concept, developing and revitalizing products, product
life cycle management, distribution and the marketing mix ("4
Ps"), current pricing policies and tactics, promotion and
its role in a marketing program.
Competitive Marketing
The objective of this course
is to have participants gain and use strategic models to better
understand the forces impacting their industry. Some of the topics
covered in the seminar are as follows: competitive strategy development,
Porter's strategic five force model, competitor analysis, generic
strategic options, situation analysis/industry analysis, competitive
positioning strategy, core competencies, competitor analysis, strategy
assessment, use of the value chain, lifetime value of a customer,
market segmentation and customer focused strategy approach.
Strategic Marketing Planning
This course introduces participants
to proven techniques for marketing planning. It has been designed
for managers who wish to identify and assess the key marketing trends
and strategies that will impact them and their companies in the
coming years. These insights, combined with knowledge of the strategic
planning process, will enable them to develop and implement an effective
strategic marketing plan.
International Marketing Management
This course will help participants
identify and assess the economic, political, and cultural changes
driving the growth of global business. Based on this knowledge,
they will be able to develop and implement marketing strategies
and programs to succeed in the global economy.
Service Marketing
This course offers practical
guidelines for obtaining profitable sales results from both consumer
and organizational service markets … especially those for
key service industries - banking, insurance, telecommunications,
travel and hotels, health care, law, accounting, other personal
and professional services.
MANAGEMENT
Principles of Management (Core
course for first-level supervisors)
While most first-level supervisors have technical
expertise, they may not have had the opportunity to acquire a baseline
of critically needed management knowledge to function more effectively
in a complex business organization. This course is designed to provide
that knowledge. It will give supervisors a basic understanding of
the key management activities, sound supervisory principles and
the skills needed to enhance performance.
Middle Managers Program (MMP)
The program for middle managers
is designed for managers and executives who need a concentrated,
practical introduction to the concepts and techniques similar to
those taught in a high-level university MBA program. It is built
around the three tested concepts of CVA (Customer Value Added),
EVA (Economic Value Added) and PVA (People Value Added). The five-day
course provides intensive coverage of the traditional subjects of
marketing, business strategy, finance, organizational management
and business research. In addition, the emerging business issue
of globalization will be presented. Case studies, exercises and
other participative instructional materials will be used to apply
concepts and knowledge to specific business situations.
IT Technologies for Non-Technical Managers
The overall design of this 3 - 4 day program
focuses on the demystification of the technology surrounding internetworking
and information technology: terminology, network architectures
and applications, and business implications. Business-based activities
will focus on actual issues regarding how networks and applications
should be deployed and managed.
During this program, participants will be
introduced to a wide range of data communications and networking
technologies. Critical business performance issues will be discussed
and addressed in light of past and current implementations. In
addition, an introduction to security issues will be presented.
Team-Building Strategic Planning Workshop
This interactive workshop will help your management
team prepare for the future opportunities and challenges your
organization will face. Using a proven team-building approach
to strategic planning, your key managers will become immersed
in a stimulating process of preparing for the future. And, unlike
many workshops, this will result in specific outcomes:
. An organizational vision,
. Mission statement,
. Short-term and long-term goals,
. Business strategy to achieve the goals, and
. Action plans for implementing the strategy.
Transition
Management Program
This two (2) day program focuses on change management and re-engineering your business. Participants will engage in a variety of team workshops designed to provide practical experience in proven approaches to re-engineering business processes and overcoming turf issues. During this program, participants will have the opportunity to explore critical business processes and experience a highly efficient methodology for identifying business issues and developing agreed-upon changes despite departmental conflicts. This program is targeted at participants who are stakeholders in one or two critical business processes that need fixing.
Strategic Management
The purpose of this course is to provide the
participants with an introduction to thinking strategically to
include what is strategy, and the five tasks of strategic management.
Additional topics include: defining the business focus, situation
analysis, developing the business strategy, criteria for strategy
selection and implementing the strategy.
Stress
Management Program
This two (2) day or greater program focuses on simple practical techniques you can use to improve your ability to relieve stress and reduce fatigue. These stress management workshops are designed to provide participants with effective yogic exercise and meditation techniques for reducing personal stress, improving health and well being, preventing burnout and avoiding depression. This program is targeted for anyone experiencing stress in the workplace. Prior experience with yoga is not required.
Managing in the Global Marketplace: Communicating
Effectively Across Cultures
This 2-3 day course is designed for managers
and executives who seek to understand and overcome the many cultural
issues that have enormous impact on effectively working in the
global marketplace. It will equip participants with cross-cultural
concepts, tools and behavioral skills needed to collaborate in
a multicultural business environment. It will examine the impact
of cultural differences on worker-management relations, communication
among managers, approaches to short and long-term policies and
strategies, and relationships and negotiations with parties outside
the enterprise. Areas in which cultural differences are now affecting
the performance of the global enterprise will be carefully explored.
The means for building cross-cultural bridges and improved approaches
to communication and cooperation will be emphasized.
PRODUCT MANAGEMENT
Project Management
(StoryBoard)
This 2-day program will prepare
the participants to manage projects using the proven technology
of StoryBoarding, and will address the following: Project Description,
Team, Task List, Activities Assigned, Budgeting, Timeline, and Evaluation.
Sufficient coverage and practice of StoryBoarding and Facilitation
will be included to allow participants to design, lead, and document
project meetings using the Story Boarding tool. Although instruction
on the use of a computer project program is beyond the scope of
this course, general rules and guidelines for when automation is
needed will be discussed.
Strategic Product Planning
This course will prepare the managers to do
the following: prepare a comprehensive strategic product marketing
plan, use strategic planning tools to analyze your marketing situation,
gain innovative insights on how to handle competition and customers,
position your product so it is more distinctive and profitable,
manage your product portfolio to achieve optimum profits and market
penetration and to develop long-term profitable customer relationships.
International Product Management
This course will prepare the
managers to do the following: develop an effective managerial approach
for international product management, assess the opportunities and
risks of international markets, understand the economic, cultural
and political factors which impact international product management,
identify, analyze and select target countries and international
segments, select an appropriate market/entry strategy and design
an international product marketing program.
Product Decision Making
The purpose of this course is to provide
the participants with an introduction to the product marketing decision
making process and address the following topics: creativity and
decision making, information for decision making, market analysis,
market potential, strategic product planning, sales potential, developing
a product plan, market control and teamwork and negotiating in product
marketing decision making.
GENERAL MANAGEMENT
General Management Leadership
The purpose of this course
is to develop authentic leaders to take responsibility for making
and managing the cultural changes needed to successfully execute
strategies within their organization. This one (1) or two (2) week
program can be tailored to meet the specific needs of your organization.
This program focuses on the broad concepts of management/leadership
and the challenges of integrating and overseeing different functional
areas. It is appropriate either for senior managers who are in,
or are moving into a general management role, or for managers who
need to expand their focus from a narrower technical perspective
to a broader overview.
Essential Business Skills for Today's Managers
and Professionals
This 4-day program is designed
to provide participants with the fundamentals of accounting, finance,
marketing and strategy. These topics are the key business skills
taught in a typical business degree program. This program covers
the essential elements of each discipline and offers numerous examples
of ways that this knowledge can be applied to everyday business
problems and situations. Participants will also have an opportunity
to immediately apply what they learn by participating in an exciting
business simulation exercise. This involves participants being divided
into teams and competing against each other in the running of their
own companies.
Essential Business Skills for Senior Executives
This 3-day program is designed
to provide executives with accounting, finance and marketing strategy
with a focus on profit, growth and pricing. This program covers
the essential elements of each discipline and offers numerous examples
of ways that this knowledge can be applied to everyday business
problems and challenges. Some topics that will be covered include:
the use of financial ratios to measure business performance, the
3 C's of pricing, risk management and pricing, concepts of profitable
growth and the challenge of building brand equity. Participants
will also have an opportunity to immediately apply what they learn
by participating in an exciting business simulation exercise. This
involves participants being divided into teams and competing against
each other in the running of their own companies.
QUALITY
Six Sigma Leadership Overview
Six Sigma can be powerful in
achieving breakthrough results in any organization from manufacturing
to services. But its success has been demonstrated to depend on
a well=planned top-down implementation. This program is designed
to introduce leaders to the Six Sigma management system and principles,
which will assist them in determining whether and/or when to launch
a Six Sigma initiative. It will also prepare leaders for successful
Six Sigma implementation in their organizations. Several key components
of effective Six Sigma deployment are discussed, including: Six
Sigma improvement and design methodologies (DMAIC - Define-Measure-Analyze-Improve-Control,
and DFSS - Design for Six Sigma), deployment models, roles and training,
linking projects to key process metrics, accountability, and culture
change factors.
Critical Thinking about Corporate Security
At no time in history of this country has
corporate security been made so important to many business leaders
and managers. This 2 - 3 day program focuses on the key most aspects
of overall corporate security, a balanced approach between the
"prophets of doom" and the "space cowboys". Business based activities
will focus on actual issues regarding the implementation of effectual
security measures.
During this program, participants will be
introduced to a wide range of security problems, challenges and
technologies encountered in this area. Security as a thinking
process will be addressed, discussed and enhanced by in-class
activities
HUMAN RESOURCES
Global
Human Resources Management
This three (3) day course focuses on broadening and
developing the role of human resource professionals in a global
environment. The program initially underscores the need for human
resources to become strategic partners with their operating managers
and discusses how this can be appropriately achieved. It then covers
global issues, including expatriation, repatriation, and how to
resolve HR issues at local global sites. Finally, it deals with
opportunities for human resource personnel to become change agents
and proactively lead efforts to change and improve their organizations
anywhere throughout the world.
Human Resource Senior Management Program
This program will provide
the participants with an understanding of the critical HR growth
areas, globalization and its impact on HR, the HR planning process
and the issue of change and the future direction of HR.
OPEN ENROLLMENT PROGRAM
Fear-Free Prospecting & Self-Promotion Workshop® Overcome
Sales Call Reluctance
A major difference between
a sales superstar and the average salesperson comes down to one
thing. The sales superstar understands the Principle of Recognition
and Reward. They know that in order to achieve their goals, they
must make their contributions, competencies and value visible
to those who can buy from them. They understand that they must
be recognized before they will ever get the reward. Visibility
Management is an important part of modern career management.
What keeps professionals from managing their visibility? It is
not lack of knowledge, experience, and motivation. It is an emotional
interference - which is Sales Call Reluctance.
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