overview of leaderonomics 2010 offerings

8/14/2019 Overview of Leaderonomics 2010 Offerings

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An Overview of Leaderonomics


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Leaderonomics Profile

Corporate

IdeationEnablers

Corporate Learning & DevelopmentSounding Board

Events

Academy

Recruitment

Enablers E-Learning / uunnii.comTechnologies

Publications

Productions

We are .......

.... a social enterprise dedicated to the

pursuit of talent and leadership

development with our offering of full

range of learning, consulting and

partnering solutions.

Our solutions span the full spectrum

of corporate to community

environments.....

.... and we leverage the expertise and

skills of our diverse group of members

Ideation Youth

The ClubCommunity

Innovest

experience acquired from globalcorporations and geographies

Global leading-edge

leadership team

Cradle to Grave

Leadership

Leadership Content

Integrated social and

economic purpose

Shaping the

future of

leadership

by leveraging

talents and

capabilities

Expertise

Experience

Operational practitioners

Leadership journey for individuals

Organisational leadership

Premium leadership & change management

programs (validated at GE, DHL, other MNCs)

Integrated leadership offerings across

segments and ages

Increase strength and sustainability of each

purpose

Why Leaderonomics?


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Our Learning Philosophy


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Networking,

Role Models & Mentors

20%

Job

Experience

70%

Course Work and

Formal Training 10%

Leaderonomics programs are

different from traditional learning

programs that are more classroomand teaching based. Our programs

are designed with 10% of training

from classroom teaching, 20%

from mentoring, coaching and role

modeling and 70% based on

creating live learning experiences

.

Based on extensive research, we

have found that people learn best

while doing and action learning

based learning is the mosteffective

70-20-10 : Our Program Structure

Information/Knowledge

Awareness

Content

Composition of

Our Program Design Philosophy

ContextSkill

Advanced Skill

Expertise

Delivery:

90% Content

10% Context

Business /DomainMastery

FunctionalMastery

PersonalMastery

LeadershipMastery

Leadership Growth Model

Deep technical functional skills

Breadth of functional skills

e-Savvy

Change advocate

Understands breadth/ depth

Process-oriented

Personal Effectiveness

Passionate

Self Awareness

Resourceful

Influencing Skills

Teamwork

Creative

Energizing

Strategic thinking

Globalperspectives

Industry awareness

Domain expertise


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Our Learning Programs


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Summary of Courses

Business

Mastery

Functional

Mastery

Business

Mastery

Business

Mastery

Business

Mastery

Programmes Days Objectives

ActionLabs 3

Efficiently confronting and overcoming challenges by empowesolutions

Building a productive culture through increased employeecollaboration

Ensuring that managers and employees are aware of the implicand the organisation as a whole

Being A Talented Manager

(BATMAN)3

Leveraging your strengths Developing seemingly average people into first class performers Learning to keep team motivated

Blue Ocean Strategy 3

Creating an uncontested market place and making competition Creating and capturing demand rather than exploiting existing d Breaking free from the chains of the value-cost trade off Aligning the whole system of your firms activities in pursuit of d

Business Goal Management 2

Ensuring consistency between individual and organisational goa Developing your team and keeping them motivated Making well-informed business decisions

Change Acceleration & Transition

(CAT) 3

Developing an appreciation for the sensitivities surrounding reforms

Tools & techniques that will drive lasting improvements in your Communication skills 1

Adapting your communication & leadership styles according to w Fostering better relationships and understanding amongst your

Conflict Management 1

Identifying sources of conflict; Understanding how different personalities react, behave, and a

Developing successful intervention strategies to effectively diffu

Effective Account Management 2 Developing and maintaining solid, long-term relationships with c Identifying and manage customer expectations with regards to y

Effective Strategic Thinking 2

Having relentless dissatisfaction with the status quo and identify Using strategy maps as a planning tool to prioritise and focus on Applying strategic best practices into planning for the company

Personal

Mastery

Personal

Mastery

Leadership

Mastery

Leadership

Mastery


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Summary of Courses

Functional

Mastery

Functional

Mastery

Functional

Mastery

Functional

Mastery

Programmes Days Objectives

Problem Solving 2 Recognising the difference between symptoms and the root of p Organising your thoughts in a structured manner

Project Management 2 Ensuring successful and timely delivery of projects no matter ho

Recognising the necessary elements in obtaining and securing e

Reflective Leadership 1

Remaining mindful when responding to the changing demands i Ensuring that all decisions, both major and minor, are purpose-d Continuously playing a proactive role in your own personal deve

Role Modelling a Talent

Management Culture2

Appreciating the importance of taking talent management serio Understanding the numerous components involved in execu

holistically

Undertaking action plans to ensure that your organisation moveSales Force Effectiveness 2

Effectively initiating and sustaining customer relationships that w Tailoring the marketing mix according to individual groups of clie Optimising the allocated resources

Self-awareness with Myer-Briggs 1 Harnessing your strengths and use them to your advantage Promoting teamwork through overcoming various personality st

Six Sigma Awareness Course 1

Restructuring business processes; Aligning operations to customer needs; and Improving profit margin

Strategic Marketing 2

Identifying opportunities for delivering superior value to your cu Ensuring a match between services offered and market demand Appreciating the benefits of collaboration

Stress Management Workshop 1

Recognising stress as a positive and essential part of life; Identifying the symptoms of stress overload; and Developing stress reduction techniques to cope with demanding

Time Management 1

Incorporating proven techniques into your daily responsibilities Eliminating time wasters Overcoming the desire for procrastination

Personal

Mastery

Personal

Mastery

Personal

Mastery

Personal

Mastery

Leadership

Mastery

Leadership

Mastery


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Our Team


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Roberto Galeotti

has over 40 years

of extensive

management, M&A,

strategic alliances

and operational

experiences in the

energy sector

(nuclear and oil &

gas), including 20

years with GE Oil &

Gas in Asia.

Roshan Thiran

spent 12 years

with GE in US,

Europe and Asia in

Media, Aviation,

Financial Services,

Consulting and as

Global Talent

Director for Johnson

& Johnson. He is a

notable speaker andteacher a for MNCs

across the globe

Eric Lau

was previously a

trainer with Dale

Carnegie, regional

marketing manager

for Unilever, Lead

Brand Custodian for

Lipton, and

consultant to

various Fortune 500companies

Weng Lin

has previous

experience as Asia

Pacific CFO for

Steelcase Inc. and

Head of Finance &

IT for British

American Tobaco

and Rothmans, and

directorship roles

for US and UK

MNCs, in China,

India, Japan, and

Australia.

Samuel Kurian Ang Hui Ming Dr. Goh Chee Leong

Ang Ming Ern

im lemented

... has over 15 years

experience in seniorand regional HR

lead roles. He has

facilitated and

implemented

regional and local

leadership

programs, at DHL,

Petronas, Maybank,

and MISC.

has been Asia HR

Leader for GE Oil &Gas, in charge of

regional HR

management and

supporting people

development. She

brings with her a

background in

finance.

is Dean of the

Faculty of

Behavioral Sciencesat HELP University

College. He is

project leader for

several UNICEF

interventions in

Malaysia, and is

active in both

research and

consulting.

diverse learning

solutions formanagement

training, training

content

development, and

HR solutions for

DHL Asia Pacific,

Astro, Petronas,

MISC and

companies of the

MICCI.

Anita Jin

is also from GE and is now a full-time consultant

and associate of Leaderonomics. She is based in

Shanghai China, and takes care of the

Leaderonomics office in Shanghai. She is also a gifted

Mandarin trainer and teaches in GE, Johnson &

Johnson and a number of other global MNCs in

China

Nashad Emir

has spent 7 years with GE in senior positions. He is

a certified trainer for various productivity and

change management programs, and a Six Sigma

Master Black Belt.


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8

Contact Us

[email protected]

www.leaderonomics.com

+60 3 7957 5809

+ 603 7957 5831


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Course Outlines of

Training Programmes


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2*Note: Course outlines can be customised according to customer requirements and changes in industry trends.

Table of Contents

ActionLabs .............................................................................................................................................................. 4

Being a Talented Manager (BATMAN) .................................................................... ................................................ 5

Blue Ocean Strategy ............................................................................................................................................... 6

Business Goal Management (BGM) ........................................................................................................ ................ 8

Change Acceleration & Transition (CAT) ................................................................................................................ 9

Communication Skills Training.............................................................................................................................. 11

Conflict Management ........................................................................................................................................... 12

Effective Account Management ........................................................................................................................... 13

Effective Strategic Thinking .................................................................................................................................. 14

Excellence in Customer Service ............................................................................................................................ 15

Extreme Leadership Course ........................................................................................................................ .......... 16

Facilitation Skills Workshop .......................................................... ............................................................... ......... 17

Finance for Non-Finance Employees .................................................................... ................................................ 18

Foundation of Leadership (FOL) ........................................................................................................................... 19

Influencing Skills ................................................................................................................................................... 21

Interviewing Skills ................................................................................................................................................. 22

Leading Across Boundaries .......................................................................................................... ......................... 23

Mentoring & Coaching .................................................................. ............................................................... ......... 25

Presentation Skills ................................................................................................................................................ 26

Problem Solving ............................................................... ................................................................ ..................... 27

Project Management ............................................................................................................................................ 28

Reflective Leadership............................................................................................................................................ 29

Role Modelling A Talent Management Culture .................................................................................................... 30

Sales Force Effectiveness ............................................................................................................... ....................... 32

Self Awareness - MBTI .......................................................................................................................................... 33


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Six Sigma Awareness Course ................................................................................................................................ 34

Strategic Marketing .............................................................................................................................................. 35

Stress Management Workshop ............................................................................................................................ 36

The Psychology of People Management .............................................................................................................. 37

Time Management ............................................................................................................................................... 38


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ActionLabs

Duration3 days

Objective(s)In tough economic times, operational efficiency becomes crucial in ensuring survival. This course

teaches you to instil a productive culture by teaching you how to:

i. Efficiently confront and overcome challenges by empowering those closest to theproblem to find solutions;

ii. Build a productive culture through increased employee accountability, ownership, trust,and collaboration; and

iii. Ensure that managers and employees are aware of the implications of their decisions onother divisions and the organisation as a whole.

Who should attendThose who acknowledge the existence of inefficiencies and believe in the power of their employees

to find better solutions, those who feel that the main obstacle to improvement is lack of employee

buy-in, those looking to eliminate bottlenecks/wastage urgently, those who believe that increased

functional expertise would expedite problem solving initiatives.

Course descriptionThis programme provides you with the ActionLabs technical framework. But more importantly, it

provides you with the necessary tools to overcome potential resistance to change, mobilise

employee commitment, and finally, ensure that the change initiatives are integrated into your

organisations processes and culture.

Process Overview

Module Lesson(s)

Sponsor Selecting critical business goals

Finding Champion to oversee the goal and run ActionLabs

Champion Selecting planning team to guide ActionLabs initiativesPlanning Refining a challenge into sub-challenges

Defining measurable goals

Allocating each sub-challenge to the right team

Compiling critical data from ActionLabs initiatives

ActionLabs Teams Systematically analysing the roots of sub-challenges

Using ActionLabs tools to investigate and find possible solutions to each sub-

challenge

Defining costs and benefits of recommendations

Formulating an action plan to implement recommendations

Decision making Deciding which recommendations to adopt and which to shelve

Monitoring Overseeing the implementation of recommendations over a 90 day period


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Being a Talented Manager (BATMAN)

Duration3 days

Objective(s)You cant be a one-man show and expect to win. Great organisations invest heavily in developing

their employees. The ability to engage your people is a crucial element in being a great manager.

This course teaches you how to:

i. Leverage your strengths;ii. Develop seemingly average people into first class performers; andiii. Keep your employees motivated.

Who should attendManagers, supervisors, specialists in specific areas of expertise, and executives who have high

potential to become managers.

Course descriptionThis programme introduces the importance of self-knowledge as a basis for effective management

performance. It will provide you with a forum to leverage your strengths and improve on your

weaknesses, enabling you to create greatness from mediocrity. The programme includes pre-course

work, experiential activities, lectures, participative discussions and exercises, class workshop, an

MBTi Assessment, and value add debrief sessions by trained and experienced facilitators.

Course outline

Module Lesson(s)

Self discovery Knowing your values and preferences

Integrating your values with that of your organisation

Learning reflection Appreciating the diverse learning styles

Adapting teaching styles according to your audience

Emotions in play Constant awareness that your emotional state affects your interactions

Understanding the implicit messages of certain gestures

Your motivations Understanding the underlying motivation governing your actions power,achievement, or affiliation

Strength finder Discovering your 5 top strengths and how to leverage them

Strengths puzzle Appreciating diversity when selecting talent

Understanding which combinations of strengths yield higher chances of

success

Objectives of team

members

Ensuring that the objectives and expectations you set of your team

members play into their strengths

Using the S M A R T framework

Success conversations Learning to be tactful when having difficult conversations with

underperformers

Formulating action plans to help underperformers meet expectations


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Blue Ocean Strategy

Duration

3 days

Objective(s)In the ever challenging economic environment, many companies find themselves trapped in the

pricing game. The rise of China has flooded the market with cheaper products, making business

increasingly competitive. This course teaches you how to:

i. Create an uncontested market place and make competition irrelevant;ii. Create and capture demand rather than exploit existing demand;iii. Break free from the chains of the value-cost trade off; andiv. Align the whole system of your firms activities in pursuit of differentiation AND low cost.

Who should attendSenior leaders and entrepreneurs, who are seek to revolutionalise the competitive landscape and

take their companies to whole new levels.

Course descriptionThis course is designed to equip you with new ways of looking at the business environment. it

provides you with the necessary tools to take you from Blue Ocean formulation all the way to Blue

Ocean implementation. It includes simulations, role playing activities, and interactive workshops to

give you hands on experience, helping you become an effective strategist and change driver in your

organisation.

Course outline

Module Learning Objectives

Red Ocean vs Blue Ocean

strategy

Appreciating the contrasts between conventional strategies and the

Blue Ocean way

Value Innovation vs value

improvement

Breaking away from the value-cost trade off through the alignment of

utility, price, and cost activities

3 Tiers of noncustomers Distinguishing between the 3 tiers of non customers and tackling them

accordingly to enable reach beyond existing demand

6 paths Reconstructing market boundaries by focussing on:


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i. Rivals within your industry;ii. Better serving your strategic group;iii. Better serving industrys buyer group;iv. Maximising value of product or service;v. Positioning within functional-emotional orientation of

industry; and

vi. Adapting to external trends as they occur.Strategy Canvas Learning analytical tools and frameworks for building a compelling Blue

Ocean Strategy

Four Actions Framework Breaking the differentiation-low cost trade off through tools to

reconstruct buyer value elements into a new curve

ERRC Grid Systematically pursuing differentiation and low cost by uncovering the

range of assumptions that are unconsciously made in competing

3 characteristics Ensuring that strategies formulated encompass the 3 essential

characteristics of any sound strategy


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Business Goal Management (BGM)

Duration2 5 days (5 days recommended)

Objective(s)You have already made it youve successfully climbed the corporate ladder. However, seniority

inevitably comes with more responsibility. How do you ensure that youre doing the right thing as a

manager? Is your best good enough? This course teaches you how to:

i. Ensure that you & your department are heading in the same direction as yourorganisation;

ii. Develop your people and keep them motivated; andiii.

Make well-thought and informed business decisions.

Who should attend

Department heads, senior managers, and high performers who are destined for senior management.

Course descriptionThis course is designed to give you a holistic view of the business environment, as well as, a better

understanding of the industry that your organisation is in. You will also learn the numerous aspects

involved in being a great leader. It includes simulations, computer simulations, role playing activities,

and interactive workshops to give you practical experience.

Course outline


Strategy Clarifying and reiterating your companys vision message from CEO

Integrating you own values with your companys vision

Customer focus Appreciating the importance of putting customers first

Kolbs Learning Cycle Using a well-established framework to understand how you and the people

youre responsible for developing learn best

Holistic view Having a comprehensive overview of business, along with its stakeholders

Leadership Understanding leadership from different perspectives individual, group,

organisational

Shaping the vision

Networking Using networking tools to help you recognise connections that you didnt

previously see

Zone of control Managing stress by appreciating the distinction between what you can

control and things that are beyond your personal control

Optimising

resources

Learning to optimise resources from the aspects of process improvement,

customer focus, change management

Learning to prioritise profits vs values vs ethics

Risk management Understanding the potential areas for risk people, transaction processing,

creditors, market risk

Exploring cultural

diversity

Appreciating the value of cultural diversity by learning how best to leverage

it

People management Keeping your team inspired & mobilising them by using a counselling model


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Change Acceleration & Transition (CAT)

Duration3 days

Objective(s)In todays ever changing world, competitiveness is becoming increasingly reliant on reform.

However, change cannot happen without employee buy-in. This course teaches you:

v. The importance of embracing change in todays ever fluid environment;vi. To develop an appreciation for the sensitivities surrounding the People factor when

implementing reforms;

vii. Tools & techniques that will drive lasting improvements in your organisation.Who should attendManagers and supervisors who are determined to change things for the better but cant seem to

deal with the natural human resistance against change.

Course descriptionThis course acknowledges the complexities involved in implementing change. Typical human nature

of resisting change coupled with old systems & structures can make reforms a nightmare. This

course is designed to equip you with the necessary tools to tackle all aspects of the equation, i.e.

processes as well as peoples attitudes. It includes simulations, role playing activities, and interactive

workshops, to give you hands on experience, helping you become an effective change driver in your

organisation.

Course outline


Why change? Appreciating the importance of embracing change and the pitfalls of

stagnating

Obtaining the desire to become change agentsFoundations of CAT Assessing your existing change effectiveness

Having an overview of CAT tools and techniques

Creating A shared

Need

Using a framework to ensure that stakeholders are effectively engaged via

the creation of a shared need or purpose

Grasping the WIIFM (Whats in it for me) mindset across all stakeholder

groups and determining what message would appeal best to them

Learning to generate evidence to prove that change is necessary

Mobilising

commitment

Using CAT tools to create a vision that appeals to both the head & the heart

on Why change?

Being aware of the pitfalls arising from visions that are not shaped properly

Appreciating the pitfalls arising from the lack of commitment from allstakeholders


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Monitoring Progress Learning tools for measuring progress on change initiatives and monitoring

its effectiveness

Systems &

structures

Understanding the meaning and importance of changing systems and

structures to drive behavioural change

Assessing current readiness and impact of your project on key areas -

Staffing, Competency, Measurement, Reward, Communications and

InfrastructureUsing CAT tools to effectively change systems & structures

Leading change Learning the key areas that leaders need to drive in mastering the change

process using the leadership triangle for change

Using to CAT tools for Leading Change

Building

Sustainability

Learning tips and techniques to continue the momentum of change

Appreciating the importance of enforcing the systems and structures

implemented to recognise change behaviour

Using tools and techniques to make change last and monitor progress


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Communication Skills Training

Duration1 day, extendable to 2 days

Objective(s)Good communication skills ensure efficiency by minimising chances of misunderstanding. This

course teaches you how to:

i. Build trust and gain respect from your co-workers;ii. Adapt your communication style according to your audience and situation;iii. Minimise miscommunication; andiv. Foster better relationships and understanding amongst your colleagues.

Who should attendPeople of all levels who are looking to strengthen their working relationships through improved

communication skills.

Course descriptionThis course gives you a holistic view of communication, including non-verbal communication. It

includes simulations, role-playing activities, and interactive workshops. It also gives you theopportunity to gain practical experience in communicating effectively.

Course outline

Module Learning objective(s)

Building the

Communication

Model

Helps you understand that each person has different perceptions and the

importance of respecting differences

Illustrates how easy it is for miscommunication to happen

6 assumptions Understanding & reading the other party better

Learning to adapt communication style to remain in control

Sensory acuity Learning to read people through observing 5 crucial featuresRapport building Understanding key elements necessary in building rapport

Representation

systems

Discovering your 4 representational systems

Identifying the representational systems of the person whom youre

communicating with & how to communicate effectively with them

Tone patterns Using variations in tonality to communicate effectively

Observing eye

patterns

Reading the thinking pattern of a person through eye movement

adapting communication style accordingly to reduce/eliminate resistance

Conversational tools Learning to build rapport by asking the right questions

Active listening Harnessing listening skills to minimise misunderstandings

Mediums of

communication

Learning pros and cons of using different mediums of communication (e.g.

verbal, written, sms, email, etc.) in different situationsPower of intent Being sincere when you speak is everything


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Conflict Management

Duration1 day

Objective(s)Conflict and tension is an integral part of working life. Though each conflict may be unique, all

conflicts share common elements. This course teaches you to:

i. Identify the different sources of conflicts;ii. Understand how different personalities react, behave, and adapt in different conflicts;iii. Develop successful intervention strategies to effectively diffuse conflicts.

Who should attendExecutives and managers who are constantly caught in high stress, high tension environments and

those who need to diffuse conflicts as an independent party.

Course descriptionThis course teaches you techniques on how to prevent conflicts from arising, detect conflicts in their

initial stages and ensure they dont escalate, diffuse conflicts, and ensure a positive working

environment. It also includes simulations, role playing activities, and interactive workshops to give

you practical experience.

Course outline

Module Lesson(s)

Why conflict? Understanding that conflicts can start off as seemingly small issues but if left

unresolved can grow increasingly serious

Preventing conflict

Behavioural styles

Listening strategies

Early detection

Learning to prevent major conflicts from arising

Identifying your own behavioural preferences and that of others

Changing your behaviour to change interaction

Using listening techniques to avoid misunderstanding and encourage

effective listening

Learning to spot small conflicts early on and deal with them effectively so

that problems dont escalateDiffusing conflict

What is anger?

Resistance

Difficult people

Using tools to diffuse conflicts

Learning manage your own anger and deal with that of others

Recognising the potential human challenges to diffusing conflict

Equipping you with the knowledge on how to deal with resistance

Recognising the impact of positive vs negative interaction cycles in dealing

with difficult people

Sustainability Ensuring a positive working environment

Recognising early signs of attitude burn out

Creating employee tune-up plans


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Effective Account Management

Duration1 day

Objective(s)Being customer focussed goes beyond the quality of product/service offerings. It includes

understanding your customers corporate strategy and ensuring that offerings match their overall

strategy, as well as, maintaining a strong relationship with them. This course teaches you how to:

i. Develop and maintain solid, long-term relationships with customers;ii. Identify and manage customer expectations with regards to your role as an account

manager;

iii. Produce short, medium, and long term client account plans; andiv. Close deals through calm, confident sales techniques rather than hard selling.

Who should attend

Account managers and those who may have to manage or mentor account managers.

Course descriptionThis programme enables you to identify common techniques that are applied to build rapport with

customers and subsequently, strong, trusting, long-term relationships with your customers. You will

learn strategies to tackle situations with emotional maturity. It also includes simulations, role playing

activities, and interactive workshops to give you practical experience.

Course outline

Module Lesson(s)

Basic

communication skills

Learning basic communication skills to build rapport with customers

Appreciating the importance of subtle non-verbal behaviour

Developing active listening skills

Building credibility Discovering convincing channels of communication

Dealing with explicit and implicit resistance

Managing tense atmospheres with emotional intelligenceDifficult

conversations

Soliciting customer expectations (both explicit and implicit)

Negotiating deliverables and your role with customers and managing their

expectations

Positioning Learning to align your priorities with customer priorities

Ascertaining your competitive advantage in the market and capitalising

strengths and applying strategies to mitigate the effects of inherent

weaknesses

Strategic thinking

and planning

Formulating short, medium, and long term client account plans by having a

sense of anticipation of clients future needs

Understanding the dynamics that shape your clients industry, including the

roles of key stakeholders


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Effective Strategic Thinking

Duration2 days

Objective(s)Being just good enough no longer suffices in todays ever increasingly competitive environment.

Organisations that dont constantly challenge themselves and aim higher soon find themselves

outdone by competitors. This course teaches you to:

i. Have relentless dissatisfaction with the status quo and identify ways of doing thingsbetter and faster;

ii. Think strategically to drive growth and gain competitive advantage;iii. Use strategy maps as a planning tool to prioritise and focus on the right things; andiv. Apply strategic best practices into planning for the companys future.

Who should attendManagers, planners, analysts, all who are responsible for developing well-thought business

strategies and understanding market dynamics.

Course descriptionThis course compels you to re-look at the practices that are well entrenched in your organisation and

forces you to question their practicality, efficiency, and effectiveness. You will be equipped withstrategic planning frameworks. The course also includes simulations, role playing activities, and

interactive workshops to give you practical experience.

Course outline

Module Lesson(s)

Good vs Great Pushing you to re-invent conventional ways of doing things that may not necessarily

be the most efficient

Defining growth strategies for the future

Differentiating from competition

Exploring growth opportunities beyond existing markets

Fortune teller Learning from case studies how industry landscapes have changed over the yearsand learning to predict possible changes in your industry

Tools Using strategic planning frameworks to ascertain companys competitive position in

the marketplace

Using tools to execute strategic plans effectively

Learning from others Learning how best practices can be applied to your organisation

Learning pertinent lessons from the mistakes of others by examining case studies

Change agent Anticipating potential changes and preparing your company to seize opportunities

Learning how to make others within the organisation embrace your proposed

changes

Appreciating mistakes commonly made by

Post mortem Ensuring that the degree of success achieved by strategic initiatives is measured

Learning from mistakes made and ensuring that they are not repeated


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Excellence in Customer Service

Duration2 days

Objective(s)Excellent customer service is not an option its a necessity. In todays competitive environment,

neglecting customer service can jeopardise your companys survival. This course teaches you:

i. To cultivate a customer-focussed mindset;ii. Essential skills for excellent customer service;iii. To develop and implement customer satisfaction strategies; andiv. To ensure that the organisation as a whole appreciates the importance of excellent service.

Who should attendCustomer-facing employees, employees who occasionally come into contact with customers, and

managers who would like to ensure that the organisation as a whole wins through excellent

customer service.

Course descriptionThis programme increases awareness on the importance of taking a proactive approach to customer

service. It also provides you with frameworks and skills on achieving sustainable long term

relationships with your customers. It includes simulations, role playing activities, and interactive

workshops to give you practical experience.

Course outline

Module Lesson(s)

Introduction Having a clear idea of what constitutes excellent customer service

Knowing who your customers are

Anticipating customer expectations

Essentials

Communication

skills

Attitude

Conflict resolution

Learning basic characteristics of personnel who reflect excellent customer

service

Learning basic communication skills (including presenting a professional

image, verbal and non-verbal communication) that will impact how well you

connect with your customers

Learning to convey positive attitude and messages regardless of situation

Understanding basic conflict management techniques

Building it into the

organisation

Service standards

Structures

Ensuring that the customer-focussed mindset is not limited to just customer

facing staff but employees across the board

Developing objective service standards

Building systems and structures to ensure that service standards are

adhered to

Handling complaints Ensuring that customer complaints are taken seriously and service quality

improves

Follow up Ensuring that those who maintain regular contact with customers are

rewarded accordingly

Stress management Preventing burnout


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Extreme Leadership Course


Objective(s)This course helps individuals understand leadership in light of context and situation. You will learn

that leadership is not a combination of traits to be learnt but diverse extreme traits that need to be

internalised and leveraged according to situation and context. This course teaches you how to:

i. Understand the Extreme Leadership model and its implications;ii. Audit your leadership style and understand what your current leadership strengths areiii. Learn to vary your leadership style according to your audience, context and situation;iv. Practice leadership via numerous leadership situations and contexts created

Who should attendManagers of all levels, including project managers, who are looking to strengthen their

understanding of leadership and to learn leadership for the 21st

century. Ideally, it is an essential for

everyone because leadership is not an exclusive talent reserved specifically for senior leaders but for

anyone who leads people.

Course description

This course gives you a holistic view of leadership, including understanding various extreme

leadership traits. It includes simulations, role-playing activities, and interactive workshops, which

enable participants to practice extreme leadership in a safe classroom laboratory setting. It also

gives you the opportunity to gain practical experience in being an effectiarve leader.

Course outline


Understanding

Leadership

Helps you understand that leadership is about situation and context and not

about a specific behaviour

The Extreme

Leadership Model

Understanding the extreme leadership model and how managing between

two extremes is an important skill in leadershipExtreme Traits deep

dive

1. Humility vs Assertiveness2. Visionary vs Detail Oriented3. Influence vs. Authority4. Self vs. Community5. Leveraging Strengths vs. Developing Weaknesses6. Listening vs. Talking7. Discipline vs. Creativity

Leadership Extreme

Audit

Each individual to go through a personal audit of their leadership extreme

traits and understand their current leadership portfolio

Gap Analysis Understanding key leadership gaps

Building A Leadership

Action plan

Creating a clear development plan to drive leadership growth as an individual

and in teams


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Facilitation Skills Workshop

Duration3 days

Objective(s)Major decisions are often made over meetings and business discussions. Unfortunately, the interactions

are often meaningless and at times, counter-productive because they can result in interpersonal conflict

and a lot of wasted time. The key to ensuring meetings run well and are effective is to ensure that it is

well facilitated. This course equips you with better facilitation skills to enable you to:

i. Build core facilitations skills through usage of facilitation tools and techniques ;ii. Remain calm, handle heated situations, and manage conflicts in meetings effectively;iii. Identify disagreements and apply consensus tools to help reach consensus; andiv. Become a certified facilitator and group coach.

Who should attendPeople who need to facilitate groups in a professional context, including team meetings, strategic

planning, team building, conflict resolution, and meetings with stakeholders or project teams. Every

employee who attends meetings should have knowledge of basic facilitation and learn how to manage,

facilitate, and ensure team meetings are productive.

Course description

This course is designed to improve your facilitation skills by equipping you with the necessary

theories/concepts. It also includes simulations, role-playing activities, and interactive workshops. You will

also have the opportunity to gain practical experience and receive constructive feedback.

Course outline


What is facilitation? Understand the role of the facilitator and the facilitation processGroup dynamics Learn how groups work and how to achieve participation

Understanding group dynamics

Handling difficult people

The skills and qualities of a

good facilitator

Know thyself

Getting along

Putting out fires

Chunk up, chunk down

Facilitate goal-oriented results through planning, collaboration and

consensus

Finding the facilitative style that best suits you

Build strong rapport with group

Learn skills for when issues and conflicts arise

Resolving disagreements using a range of consensus-building techniques

Thomas Kilmann Conflict

Resolution Model

Learn the Killmann model on conflict resolution and practice conflict

resolution in teams

Facilitation Skills Tools and

Techniques

Learn various tools and techniques on facilitation including open-narrow-

close and other best practices on coaching and facilitation

Managing Teams Identifying critical success factors of project/meeting management

Developing your meeting agenda

Achieving actions andoutcomes

Ensure action and outcomes are achieved


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Finance for Non-Finance Employees

Duration2 days

Objective(s)In todays economic climate, everything boils down to numbers and finance. Finance and accounting

seem to be something best left to the financial experts. However, it is important for every leader or

future leader in your organisation to have a basic understanding of finance, its implications to the

business, and how to leverage that understanding to decision making. This course teaches you:

i. Basic understanding of three crucial financial statements income statements, cash flowand balance sheets;

ii. The importance of cash, how businesses acquire cash, and how funds are used withinthe firm to generate more cash;

iii. The impact of your business decisions on the companys finances; andiv. Business Valuation and finance fundamentals, including basic accounting.

Who should attendNon-financial managers and decision makers, as well as non finance executives.

Course descriptionThis course assumes that you have limited prior knowledge of finance and accounting. It is designed

to improve your financial analytical abilities despite your job function not being directly finance-

related. It includes simulations, case studies, and interactive workshops to liven up the subject and

make it relevant to you and your department.

Course outline


Talking finance Introducing key finance terminologies

Learning to interpret financial statements income statement, balance sheets and

cash flow

Using financial ratios to assess the financial performance of a company

Basic concepts Understanding the basics of Return on investment (ROI), break even, risk

management, and cost & contribution accounting.

Evaluating projects Understanding common methods used to evaluate the financial viability of projects

Using financial tools Assessing the financial viability of projects/companies by: (i) calculating profitability,

liquidity, and working capital; (ii) using break-even analysis; (iii) evaluating finance

plans; (iv) assessing the impact on shareholder value

Budgeting Learning to how to prepare & review budgets

Understanding & quantifying your companys objectives

Measuring the financial impact of strategic plans on your company

Projections Learning to use basic forecasting tools

Case Study on

valuation

Learn valuation and how best to valuate your business or a business proposal

Case Study on Pricing Learn how important price is to your business in relation to cost and how finance

plays a key role with your customer wins

Making your case Learning how to use charts & graphs to illustrate finance for the lay man


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Foundation of Leadership (FOL)

Duration

4 days

Objective(s)This course is for everyone who wants to become a leader. This course is especially relevant if you

are a recent graduate or have recently joined your organisation. It teaches you:

i. What your strengths and development areas are, and how best leverage them to youradvantage;

ii. Understanding of group dynamics so you can work effectively in teams;iii. Understanding of the Leadership Model and how Personal Mastery, Functional &

Business Mastery, and Leadership Mastery are essential for career progress and

development;

iv. How to grow personally and to become a change Agent in your team or department;v. To understand the essence of leadership and how you can build your leadership impact

to your organisation or department;

vi. To develop a broad perspective and understanding of the dynamics of global businessand finance; and

vii. How to recognize how personal work preferences can affect performance andcontributions to a team project.

Who should attendAn essential for early professionals and executives who want to advance up the corporate ladder

and have yet to attend any comprehensive leadership courses. This course is a must for all

employees with less than 5 years of working experience or those that have a desire to begin their

leadership journey.

Course descriptionThis course is designed to equip you with a better understanding of business and prepare you for

your career. It teaches you the fundamental elements involved in becoming a leader. The

programme includes case studies, simulations, role playing activities, and interactive workshops to

give you practical experience.


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Course outline


Personal Mastery

and Individual

Development

MBTI

Influencing skills

Presentation skills

Learning to leverage your strengths and improve on your areas of

weaknesses

Understanding your preferences and that of others

Applying knowledge to maximise personal effectiveness and teaminteractions

Learning to broaden behavioural options in order to produce effective and

productive professional results

Identifying effective presentation techniques

Team development

Stages

GRPI

Team Dynamics

Group Think

Proactiveness

Understanding the stages involved in team development in order to

minimise resistance and prevent frustration

Using the GRPI framework to ensure effective team functioning

Learn about team dynamics and how best to work in teams

Understanding groups though a process

Learning how to effectively engage groups, gain consensus and learn basic

group facilitation

Understand the need for proactiveness vs. reactiveness

Business Mastery

Finance

Customer

Globalisation

e-Business

Getting to know

your organisation

Presentation to

senior management

Having a general overview of how businesses work

Understanding the role of finance in business decisions

Learning how to create a win-win situation for the your organisation and its

customers

Understanding the implications of globalisation on your organisation and the

business environment

Appreciating how the birth of the internet & online business have changed

the business landscape

A brief overview of your companys sources of revenue and the products &

services it offers

Ensuring that the lessons learnt throughout the course are put into practice

and showcased to managers

Leadership Mastery

Extreme Leadership

Understand leadership in the relation to context and situation

Understand and practice the extreme leadership process


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Influencing Skills

Duration

1 day, extendable to 2 days

Objective(s)You have been put in charge of a project. But how do you get your co-workers to give you their full

commitment when you have no authority over them. This course teaches you to:

i. Influence others with knowledge and competence rather than position or authority;ii. Use win-win approaches to persuade others to act; andiii. Deal effectively with challenging behaviours to overcome resistance.

Who should attendManagers, supervisors, non-managers who rely on their influence rather than authority to achieve

their goals, and sales & marketing people who need to influence client buy-in.

Course descriptionThis programme is designed to impart you with specific skills, behaviours, and attitudes necessary to

achieve the desired results without relying on authority. It includes simulations, role playingactivities, and interactive workshops to give you the necessary practical experience.

Course outline


What is influence? Identifying the critical elements in influencing people

The process

Preparation

Relating

Digging deeper

Advocating

Gaining

commitment

Applying a structured process when trying to influence people

Defining desired outcomes

Learning to build relationships & rapport, adapting style according to your

audience, establishing credibility

Discovering the your co workers interests and needs

Learning to listen & observe carefully to determine potential obstacles

Understanding resistance and its sources

Listening to different points of view

Dealing with conflict

Learning techniques that can be used to support assertive behaviour to help

you achieve your goal

Learning to use win-win approaches to obtain commitment

Action planning Ensuring that lessons are applied


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Interviewing Skills

Duration

1 day

Objectives

You have hundreds of candidates to interview or need to make critical quality recruitment choices.

How do you assess them accurately in that short amount of time that you have? This course enables

interviewers to:

i. Identify pertinent information from voluminous or assortment of resumes;ii. Probe candidates successfully for critical information and spot inconsistencies;iii. Learn to read and actively listen to candidates; andiv.

Record absolutely crucial information about candidates for further review;

v. Leverage multiple or panel interviews and reviews to increase success yields.Who should attend

Those who need to successfully recruit and interview candidates in varying contexts e.g.in large

numbers, critical recruiting picks and/or recruitment within a short span of time.

Course description

This programme enables you to conduct interview effectively through behavioural interviewing. It

includes pre-course work, simulations, role playing activities, and interactive workshops to give you

hands-on experience.

Course outline

Module Lesson

Introduction Understanding behavioural based interviewing

Recognising costs of hiring the wrong candidate

Preparation Preparing interviewing objectives, candidates and interviewers.

Pre-selecting appropriate interview questions to probe candidates resumes.

Managing the interview experience

Probing Ensuring successful probing and filtering of candidates pertinent, real and

accurate capabilities and experiences.

Succinct note-taking to ensure success of further panel or group reviews of

candidates.

Staying in control Managing the candidate to ensure focus on specifics and objectives.

Ensuring successful achievement of interviewing objectives including time

objectives.

Evaluating Consistent evaluation of relevant candidates competencies.

Ensuring that candidates attitude matches company culture and values.

Accountability

structures

Incorporating ways to improve and sustain high- and consistent-levels of

interviewing throughout organisation.

Appraising and improving interviewing process and deliverables - objectives,

interviewers, interviewing approaches and experience, review and

evaluation of candidates including success metrics e.g. rate of success with

hired candidates.


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Leading Across Boundaries

Duration

2 days

Objective(s)The world has changed dramatically over the past decade. In these turbulent times, the competitive

landscape too is undergoing massive change, as the financial crisis continues to unfold and

companies re-evaluate their strategies. This programme gives participants:

i. An overview of the changing times;ii. A framework that can be used to ensure that the global mindset becomes an integrated

part of the company, starting with its leaders and flowing to its employees;

iii. An overview of new forms of collaboration that are taking place and how to assess thepotential returns from such initiatives.

Who should attendSenior leaders who are interested in having a better grasp of the changes that have taken place in

the global market environment.

Course descriptionThis course is designed to develop your global orientation and business acumen, as well as cultivate

a deeper understanding of the use of financial metrics in measuring collaborative outcomes. It

includes simulations, role playing activities, and interactive workshops to give you hands on

experience, helping you become an effective strategist and change driver in your organisation.

Course outline


Being Global Having an overview of Change and its importance in todays

circumstances

Setting participants mindset ready to embrace change

Formulation of a global mindset begins with observation of the world

Guest speaker Insights

from an entrepreneur/

leader

Learning from the experiences of how a successful leader managed

changed through collaboration and globalization

Enhancing Business

Acumen

Applying the knowledge and tools of observation and insights into the

real world


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How to Observe & Lead Providing practical example of why having a global mindset does not

come automatically but requires investment of time and resources

Taking Insights &

Developing Peripheral

vision & strategy

Learning about a company and its CEO faced with similar issues of

driving strategic change by observing what is happening in the world

and making strategic decisions

Observing the Changing

Model of Competition vs.

Collaboration

Understanding the meaning and importance of collaboration

Appreciating the changing dynamics of the business models in the

world

Collaboration via

Technology

Ensuring participants understand the inter-connectivity and the

leverage enabled by the usage of technology

Learning from your

observations and insights

Using Kolb Learning cycle to understand how people learn best

Practice model on how to translate insights and observations into

learning and execution


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Mentoring & Coaching


Objective(s)You want to delegate but just cant seem to find the right person? Successful delegation and

empowerment relies on effective mentoring and coaching. This course equips you with:

i. A clear understanding of the different roles mentors and coaches play;ii. Understanding of the barrier to learning and how to overcome them;iii. Methods by which you can help your mentees & coachees develop and grow; andiv. Tools to increase the companys competitive advantage by realising the full potential of

your employees.

Who should attendManagers, supervisors, or team leaders who have difficulty realising the full potential of their diverse

teams.

Course description

This programme is designed to develop your mentoring and coaching skills so that you become avehicle for developing your companys resources to achieve their full potential. It includes

simulations, role-playing activities, and interactive workshops.

Course outline


Whats the difference? Learning the differences between mentoring & coaching

To mentor or to coach? Learning when & who you should mentor vs coach

What is perfect? Identifying the essential attributes of good mentors & coaches

Hide your imperfections Ensuring that mentees and coachees do not pick up your bad habits

and only learn what you want them to learn

Tools

How the brain works

Formalising

To support or to

challenge

Goodbye power distance

Shaping culture

Motivation

Methods to develop mentoring and coaching skills

Having basic understanding of how people learn

Learning to change existing structure to strengthen mentoring and

coaching in the work place

Striking the balance between being supportive of mentees and

coachees yet, challenging them to greater heights

How to overcome communication barriers arising from power distance

between mentor and mentee

How to get buy-in from mentees and coachees

Keeping mentees enthusiastic

Action plan Ensuring that lessons are applied to specific working environments


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Presentation Skills

Duration1 day or 2 days, depending on practice applications

Objective(s)Giving presentations is regarded one of the most stress inducing activities we engage in. Yet,

presentations are an inevitable part of corporate life. This course teaches you to:

i. Connect with your audience no matter who they are;ii. Enhance the delivery style of your presentation; andiii. How best to structure your presentation to fit your content & purpose.

Who should attendThose who have to: (i) Impart knowledge, (ii) Seek employee engagement; (iii) Influence senior

management; (iv) Sell an idea; and (v) Impress clients.

Course descriptionThis course is designed to improve your planning and delivery skills when presenting to both small &

large audiences. It includes simulations, role-playing activities, and interactive workshops. It also

gives you the opportunity to gain practical experience in giving great presentations.

Course outline


Understanding audience

differences

7 subconscious desires

Categorise your audience

6 assumptions

7 secrets of all effective

presenters

Adapting communication styles according to your audience

Identify inherent human needs that lead to specific behaviours

Getting all members of your audience to buy into your presentation

Learning to connect with your audience

Taking a body of information & structuring it in a comprehensive manner

Delivery

Physiological congruence

& gestures

Build credibility

Consciousness of non-verbal messages communicated

How to convince your audience that you know what youre talking about

Programme design

Presentation structure

Tools

Know what youre trying to achieve - knowledge, attitude, skills

Adapt presentation according to audience

Brainstorming & filter out unsuitable ideas

Identify the best flow to fit your presentation

How to use tools to improve your presentation

Practice Having real life experience of presenting to prepare you for the real thing

12 commandments Rules of thumb for all great presentations


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Problem Solving

Duration

2 days

Objective(s)Do you ever feel like youre always running about putting out fires but the problem never really gets

solved? This course teaches you:

i. To recognise the difference between symptoms and the root of problems;ii. How to look at issues objectively; andiii. How to organise your thoughts in a structured manner;

Who should attendJunior and senior management who want to effectively tackle the root of their problems.

Course descriptionThis course is designed to provide you with a framework to organise your seemingly random

thoughts. It includes simulations, role-playing activities, case studies, and interactive workshops. You

will also have the opportunity to gain practical experience and receive constructive feedback.

Course outline


What lies beneath? Identifying the underlying issue and knowing what outcomes are desired

Baby steps Learning the different stages in systematic problems solving to achieve

desired outcomes

Complexity & your

brain

Categorising random thoughts into a comprehensive framework

Logical structuring Breaking complex problems into manageable chunks

Tying in relationships between different components of the argument

Uncovering implicit assumptions

SCQA Case study Learning to dissect a case study into 4 stages according to the SCQA process

Presenting your case Rearranging the S C Q A progression to solicit the highest amount of

attention

Getting to the crux of the matter communicating messages succinctly

Inductive vs

Deductive

Learning the different ways in which conclusions are formed

6 thinking hats Learning the different angles that one issue can have

Questioning tools Asking the right questions to get to the heart of the matter


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Project Management

Duration

2 days

Objective(s)Ever been given a project so complex that you dont know where to start? This course teaches you

to:

i. Ensure successful and timely delivery of projects no matter how complex;ii. Recognise the necessary elements in obtaining engagement from team members; andiii. Ensure the sustainability of projects implemented.

Who should attendProject managers, managers, senior executives, and junior executives with the potential to be

project managers.

Course descriptionThis course is designed to ensure that you are not overwhelmed by major projects. It provides you

with a framework to dissect all projects and tackle the various stages piecemeal. It includessimulations, case studies, and interactive workshops. It also gives you the opportunity to have

practical experience in project management.

Course outline


Your role Understanding the role of a project manager

Definition Ensuring that every team member has the same vision and end result in

mind

Identifying issue at handHaving a clear idea of the tasks that need to be completed to achieve

success

Who & how? Getting commitment from team members

Having a clear idea of how the project would come together as a team

Using Gantt charts to ensure detailed planning and monitor deliverables of

team members

Having a clear priority of tasks that need to be executed

Strategies of

execution

Using traffic light & toll gate principles to identify successful areas and high

risk areas that need urgent attention

Managing communication between team members

Ensuring that delegated responsibilities are being fulfilled

Monitoring Learning to ensure that project implemented is sustainable


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Reflective Leadership

Duration1 day, ideally conducted away from corporate settings

Objective(s)Amidst the ever increasing responsibilities and urgency in meeting deadlines, it is easy to lose track

of the bigger picture. The obsession with speed can come at the cost of consistency in direction,

both at the personal, as well as the corporate level. Many leaders no longer have time to stop and

think. Yet, thinking is the one key ingredient that is sorely lacking in many leaders today. This

programme teaches you how to:

i. Remain mindful when responding to the changing demands in the workplace;ii. Ensure that all decisions, both major and minor, are purpose-driven and vision-led; andiii. Continuously play a proactive role in your own personal development.

Who should attendLeaders who identify with the problem of losing sight of the end goal due to the inevitable need to

cope with the multitude of daily issues.

Course description

The importance of thinking should be underestimated. This programme places much emphasis on

reflection and contemplation. It forces you to revisit your past, your values, and your beliefs before

shifting the focus to long-term goals and visions that you may have somewhat lost along the way.

Course outline


Self & past Appreciating how the past inevitably shapes your character, personality,

attitude towards work and other people, and your motivations

Life patterns Identifying areas in your life that need to be changed including your physical

wellbeing, emotional health, organisation of time and personal resources,

intellectual development, and they way you handle important relationships

Understanding the importance of getting your own life in order before trying

to fix other issues

Personal vision &

director

Identifying your goals and mission

Clarifying values that are truly important to you in the long run

Organisational vision

& director

Understanding corporate vision and correcting any misconceptions of the

corporate vision

Identifying your role in the organisational big picture

Leadership style &

role

Understanding your current leadership style and the challenges currently

faced as a leader

Identifying your development areas and coming up with a plan to ensure

that those areas are addressed


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Role Modelling A Talent Management Culture

Duration2 days

Objective(s)In todays ever increasingly competitive environment, you need the best talent to help your

organisation win. Having a comprehensive talent strategy allows you to attract, develop, and retain

the best talent. All leading organisations recognise the importance of having the best talent and

leveraging that talent pool to achieve common organisational goals. Organisations with world class

talent perform at world-class levels. The desired outcomes of this course include ensuring that you:

i. Appreciate the importance of taking talent management seriously;ii. Understand the numerous components involved in executing talent management

seamlessly and holistically; and

iii. Undertake action plans to ensure that your organisation moves towards a talentdevelopment culture.

Who should attendManagers who play a crucial role in ensuring that the development needs of their talent are properly

fulfilled.

Course descriptionThis course stresses the importance of playing an active role in talent development. It teaches you to

apply appropriate development options to develop your talent pool and develop action plans to

enhance the commitment to your role of becoming a talent development-oriented leader. It

includes simulations, role playing activities, and interactive workshops to give you hands on

experience, helping you become an effective change driver in your organisation.

Course outline


Why talent

management?

Appreciating the importance of talent development using illustrations of

leading global organisations

Challenges in talent

management

Introducing major hindrances to effective talent development

Learning basic steps to overcome obstacles to holistic talent

development

4 central elements in Understanding the essential elements in ensuring a complete and


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talent management effective talent management ecosystem

What is talent? Learning the essential criteria that enable managers to:

i. Identify suitable candidates for critical positions;ii. Give employees targeted learning and development

experiences; andiii. Adopt more effective Rewards Treatment.

Spotting potential Ensuring that you are able to be sharp in spotting potential (possibly

hidden) in your employees

Role models Learning to model after great leaders who dedicate their lives to talent

management and development

Your role Identifying development opportunities or projects for your talent to

grow, ensuring your talent attends learning programmes (functional,

leadership and management) and talent development activities

Creating a talent

factory

Using the experiences of P&G and HSBC to understand some necessary

pre-requisites in building a talent factory

4 steps to driving talent

management success

Ensuring that talent management encompasses:

i. Talent programmes;ii. Systems and structures;iii. Leadership commitment; andiv. Culture


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Sales Force Effectiveness

Duration2 days

Objective(s)The effectiveness of your sales force can have major implications on your bottom line & top line.

How do you ensure that they are doing it right? This course teaches your sales people how to:

i. Effectively initiate and sustain customer relationships that win sales;ii. Analyse marketing dynamics in sales territories;iii. Tailor the marketing mix according to individual groups of clients; andiv. Optimise the resources allocated them.

Who should attendSales people, those who need to manage sales people, and those who want a better understanding

of how to sell effectively.

Course descriptionThis programme tackles the sales process holistically from deciding when to approach which

customers to approaching the customers and effectively managing relationships after contact has

been made. Participants will learn how to utilise frameworks to increase sales force effectiveness.

The programme includes pre-course work, simulations, role playing activities, and interactive


Course outline

Module Lesson(s)

Know your product Grasping the importance of having in-depth knowledge of your products

How to ensure that you have the necessary knowledge and resources to sell

your product

Understanding

market dynamics

Appreciating the pitfalls of one-size-fits-all marketing strategies

Learning how to gain insight into customer needs

Understanding the importance of knowing your competitors and learning tocapitalise on your competitive advantages

Customer selection Targeting the right customers

Optimising customer targeting by aligning it with your organisations market

positioning

Planning tools Preparing before a sales call to ensure effectiveness

Staying in control Following a process of effective actions during sales call

Alignment with

customers

Aligning your companys core competencies with customer needs

Learning to recommend the right products to customers

Managing

relationships

Ensuring that appropriate steps are taken manage after sales visits

Managing customer expectations

Conflict resolution skills to handle difficult customers


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Self Awareness - MBTI1

Duration

1 day

Objective(s)Differences are often a source of misunderstanding. Ever have trouble understanding why people

behave the way they do? Ever wonder what it is youd do best? This course teaches you how to use

MBTI to:

i. Harness your strengths and use them to your advantage;ii. Promote teamwork;iii. Adapt your communication & leadership styles according to who youre dealing with.

Who should attendAnyone wanting to discover what it is they are best at doing, managers who want to get the best out

of their employees, and project managers who rely heavily on teamwork to achieve success.

Course description

This course begins with a self-administered questionnaire that allows you to identify your uniquegifts, natural strengths, and potential areas for growth. It includes simulations, role-playing activities,

and interactive workshops that help reinforce your profile and teach you how best to adapt to

differences.

Course outline

Module Learning Objective(s)Who am I? Identifying your own preferences

Identifying your natural strengths

Maximising personal effectiveness

Knowing individual susceptibilities and common coping strategies

Who are you? Understanding the strengths and weaknesses of each preferenceReducing conflict by adapting your communication style when dealing with people

of different profiles

Who are we? Understanding how a team with different preferences can gelAllocating tasks to maximise the learning curve

Learning to use diversity to help your team/company win

1Myres-Briggs Type Indicator


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Six Sigma Awareness Course

Duration

1 day

Objective(s)People and organisations that become complacent and settle for mediocrity are eventually

overtaken by their more aggressive competitors. This course teaches you how to use Six Sigma to:

i. Restructure business processes;ii. Align operations to customer needs; andiii. Improve profit margin.

Who should attendSenior managers, managers, and supervisors who are passionate about changing the company for

the better and executives who feel compelled to contribute positively to organisational reforms.

Course descriptionOnce upon a time, your company was a lean mean fighting machine. But over time, it has gotten fat,

inefficient, and ineffective. Worse, youve stopped noticing it progressively getting even fatter. Thiscourse is designed to help you spot inefficiencies. It provides you with a comprehensive framework

to improve business processes and eliminate wastage.

You will learn the application of templates, improvement tools and methods. The programme

includes simulations, role playing activities, and interactive workshops to give you practical

experience.

Course outline

Module

Learning Objective(s)

Basics Understanding the significance of Six SigmaLearning how leading global organisations improved processes with Six Sigma

Beginnings Learning the importance of being customer and quality focussedLearning from others mistakes

Six Sigma vs other quality programmes

DMAIC Using a 5-step process to dissect issuesImplementation Critical success factors involved in successful implementation

Learning how to integrate Six Sigma theories in your organisations performance

Prioritising projects to select and execute

Six Sigma in action Understanding how Six Sigma applies in manufacturing, transactional, and services


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Strategic Marketing

Duration2 days

Objective(s)In todays ever so challenging business environment, it is crucial that your company moves in

tandem with market needs & demands. This course teaches you how to:

i. Identify opportunities for delivering superior value to customers;ii. Position your organisations brands & offerings in the marketplace to ensure that there

is a match between your companys capabilities & market opportunities;

iii. Appreciate the potential benefits arising from collaborating with your suppliers,competitors, or even other firms; and

iv. Formulate comprehensive marketing plans and implement them.Who should attendMarketing managers and decision makers who are responsible for charting the direction of your

organisation.

Course descriptionThis programme enables you to understand how successful companies strategies are guided by in-

depth understanding of markets and competition. You will be given case studies to analyse prior tothe commencement of this course. It also includes simulations, role playing activities, and interactive


Course outline

Module Lesson(s)

Introduction Understanding the premise of strategic marketing management

Appreciating the importance of understanding market vision, structure, and

analysis

Applying principles of market targeting & strategic positioning

Discussing case

studies

Identifying the key success factors behind successful marketing strategies

and learning from others mistakes

Ensuring that lessons learnt from case studies are applied when you

formulate your companys own marketing plan

Developing a

marketing plan

Learning to conduct research to identify and analyse market opportunities

Using SWOT analysis to identify your companys competitive advantage

Developing marketing strategies to achi

overview of leaderonomics 2010 offerings

Documents