The management development programme comprises two one day workshops on leadership and business planning followed by a further three days developing presentation skills, negotiation and time management. The programme is supported by individual assessments and follow up after each workshop together with a web page with downloadable summaries of the 15 key subject areas covered.
The learning, leadership and development workshop looks at how to facilitate developing new knowledge (exploring) and how to exploit existing knowledge (exploitation). It looks at how this can be used in different leadership styles and what style is most appropriate at each stage of team development. It looks at how we can use management, mentoring and coaching to motivate and develop people and what we need to do to encourage innovation (exploration) in strategy development and achieve change management (exploitation) in strategy execution.
The workshop uses a combination of group exercises, assessing DVD’s and group brainstorming on the results supplemented by a minimum level of “best practice” from the literature and other companies.
Each participant receives an assessment of his dominant leadership style together with methods to determine the stage of development of any particular group and how he is doing as both a leader and as a participant of the group. They also receive a spreadsheet to enable them to assess how good their learning environment is and how they can improve it together with a full set of documentation from the workshop.
The Business Planning Workshop looks at why key accounts and key applications are so important.
The workshop develops ways to assess our strengths against competitors and assesses how much influence each member of the customer’s buying team has and what their individual buying criteria are.
We look at how many key accounts/applications we can support, how to choose them and develops ways to assess how much time and effort we should devote to each.
Participants then use the above information to develop a plan to improve their position in particular key accounts and applications.
Finally we look at how the same method could be applied to either an individual project within a key account, several key accounts that form a new market segment, geographic territories and complete market plans. We look at how we can make use of Microsoft Project, Oracle Crystal Ball or Excel to structure and monitor the business plan.
Each participant is provided with the tools to develop an optimisation of the time spent with each key account, a spreadsheet detailing the information, a report describing the results and a set of all the presentations made during the programme.
The workshop uses a combination of group exercises, assessing DVD’s and group brainstorming on the results supplemented by a minimum level of “best practice” from the literature and other companies.
The third fourth and fifth days are devoted to practising the skills of both presenting and negotiating the value proposition and time management and can be found on separate pages of this web site.
