Now is the time to turn uncertainty into opportunity. 2010 Columbia Business School Executive Education Programs
www.gsb.columbia.edu/execed
2 From the Dean COMPREHENSIVE LEADERSHIP PROGRAMS 2 The Columbia Senior Executive Program 1 14 The Executive Development Program: Transition to General Management 16 Columbia Essentials of Management LEADERSHIP PROGRAMS 18 High Impact Leadership 19 Emerging Leader Development Program 20 Leading Strategic Growth and Change 21 Persuasion: Influencing Without Authority 22 Leadership Essentials STRATEGY PROGRAMS 23 Creating and Executing Breakthrough Strategy 24 Negotiation and Decision-Making Strategies 25 Strategic Problem Solving 26 Strategic Intuition: The Key to Innovation FINANCE PROGRAMS 27 Finance and Accounting for the Nonfinancial Executive 28 Value Investing 29 Family Wealth Management MARKETING PROGRAMS 30 Customer Experience Management: The Key to Demand Generation and Customer Loyalty 31 Strategic Marketing Management 32 Strategic Pricing 33 Managing Strategic Accounts SOCIAL ENTERPRISE PROGRAMS 4 Institute for Not-For-Profit Management 3 35 Middle Management Program PROGRAMS IN PARTNERSHIP 36 Risk Management 37 Global Account Manager Certification Program 38 News Media Executive Leadership Program 39 The Columbia Coaching Certification Program ABOUT COLUMBIA EXECUTIVE EDUCATION 40 The Complete Executive Experience 41 Certificate in Business Excellence 42 New Programs 44 Custom Programs 46 Important Program Information
At Columbia Business School The business world is evolving faster than ever before. Columbia Business School Executive Education’s broad spectrum of programs delivers the frameworks and tools needed to meet the challenges executives face today — and tomorrow. Immersed in the business capital of the world, engaged by a passionate, world-renowned faculty, participants are empowered with ideas that transform careers and companies.
Columbia Business School Executive Education
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From the Dean
As a business executive, you experience the tide of global change in ways few others do. And you know that to manage this tide, which will only intensify in the years ahead, you need a foundation that is at once timeless and flexible. At Columbia Business School Executive Education, we pride ourselves on providing an education uniquely suited to the challenges of these business times. Many features distinguish our programs, but I would like to highlight three in particular. The first is our superb faculty— globally recognized for its contributions to business scholarship. These are the same dedicated professors who teach in our MBA Programs, and when we say “teach,” we mean it. As you will discover, they are gifted communicators, sharing what they know as researchers and authors, and from years of working with organizations like yours.
welcome executives from more than 60 countries, which enables a dynamic exchange of ideas and perspectives that can make a vital difference in your career. I encourage you to visit us in person or online to learn more. But above all, I invite you to join us for what I promise will be an indelible academic experience.
A second distinguishing feature is New York City—seat of finance, fashion, media, technology, real estate, manufacturing and more. The city forms the firmament from which our community draws intellectual strength and the sheer excitement of endless possibility—and opportunity. A third is global perspective—no less would suit New York City’s leading university and business school. Each year, Columbia Business School Executive Education programs
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Columbia Business School Executive Education
Glenn Hubbard Dean and Russell L. Carson Professor of Finance and Economics
“ We know that the abilities to lead effectively and think strategically are teachable. By turning the latest theory into the best practice, Columbia Business School Executive Education offers precisely the right classroom.” Troy Eggers ’05 Associate Dean
Columbia Business School Executive Education
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Unsurpassed Learning Environment
In the city that never sleeps, business is a 24/7 activity. Columbia’s location in the global center of finance, media, management and communications provides the University’s faculty with essentially limitless opportunities to connect with the city’s business community. Through interactive, practice-based research that shapes and drives the corporate world, faculty members maintain deep ties with the business community. Their firsthand knowledge and real-world experience inform the teaching in Executive Education classrooms. A renowned school with a long history of educational distinction, Columbia takes full advantage of the vibrant marketplace, professional diversity and cultural richness that New York City offers. Executives from across the globe profit from a dynamic learning environment that sharpens skills, expands perspectives and generates insights with lasting impact. It’s education with a New York energy.
Results-driven Knowledge
The penetrating thinking and research that drive business take place every day at Columbia Business School. Innovative theories developed by world-class faculty are shaping the direction of management, strategy, investment, finance and marketing. Columbia Ideas at Work, an online and print publication that offers key insights into business practice from the faculty’s groundbreaking research, showcases the intellectual capital that has put Columbia Business School at the forefront of executive education. Led by the same top-tier Columbia Business School faculty members teaching in the MBA programs, Executive Education programs will expose you to the state-of-the-art concepts, skills and frameworks required to succeed in today’s fast-paced global business environment. Faculty members bridge theory and practice by capitalizing on their extensive experience as thought leaders, pioneering researchers, advisers and practitioners. An actionoriented approach addresses the conditions and challenges you face every day and prepares you for what you are likely to face in the future. After all, the true measure of the effectiveness of executive education programs is how well they teach you to apply solutions in your own work environment.
Diverse
Educational Opportunities
Learning is a lifelong endeavor, and Columbia offers a continuum of programs and resources relevant to you as your career develops. The breadth and depth of Columbia Business School Executive Education programs give participants from diverse fields and industries the flexibility to choose a solution that fits their individual needs. Addressing today’s critical business issues, the programs—which last from two days to four weeks—are designed for executives of varying experience and responsibility. By participating in these programs, you gain access to the wealth of Columbia’s assets, from a faculty renowned for its business acumen and global reach to research centers at the cutting edge of thought leadership. Certificate in Business Excellence Unique to Columbia Business School Executive Education, the Certificate in Business Excellence (CIBE) is awarded to participants who have completed 18 program days within a four-year period. The CIBE confers select Columbia Business School alumni benefits, including access to the global Columbia Business School network.
C omp rehen siv e Leaders hip Progra m s
To succeed, every business requires powerful leadership that can communicate, motivate and inspire. The comprehensive leadership programs at Columbia Business School Executive Education provide the dynamic learning environment and concrete tools necessary for you to maximize your potential as a leader, articulate a well-defined vision and energize your organization.
Leadersh i p
The leadership programs at Columbia Business School Executive Education give you the opportunity to ask questions, challenge assumptions and interact with a world-renowned faculty and executives from around the globe. You will be tested in your thinking and supported in your learning, all while gaining superior leadership skills.
S trate gy
Faculty members who teach strategy programs at Columbia Business School Executive Education work closely with participants, often using participants’ real-world challenges as case studies for discussion. Learn how to develop robust processes to create winning strategies and return to your organization with an action plan.
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Columbia Business School Executive Education
F i nance
Columbia Business School Executive Education’s highly regarded finance programs benefit you by broadening knowledge and sharpening expertise. New managers seeking to learn the fundamentals, senior executives looking to strengthen their cross-functional competencies and investors hoping to gain an edge: all can acquire new skills by attending finance programs designed to assess and analyze complex issues.
S ocial E n terpr ise
More than ever, nonprofit organizations require sound management practices to complement and support their important work. For more than 30 years, Columbia Business School Executive Education has provided programs for midlevel and senior managers in all fields of service that help you develop and use resources, manage growth and better serve your constituents.
Market ing
Addressing challenges across a broad spectrum of industries, the marketing programs at Columbia Business School Executive Education focus on providing you the know-how to formulate, implement and evaluate winning strategies.
Prog rams i n Part n ersh i p
Columbia Business School Executive Education is part of a global educational network. By partnering with professional organizations and other institutions of higher education in the United States and abroad, Columbia offers more program options—programs that will enable you to achieve measurable results when you return to the workplace.
Columbia Business School Executive Education
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COMPREHENSIVE LEADERSHIp programs
The Columbia Senior Executive Program Challenging times require outstanding executives who can lead with vision, courage and inspiration. To do so, executives need to step back and have the opportunity to question their assumptions, gain perspective and ultimately become the leader they aspire to be. Welcome to The Columbia Senior Executive Program, an incomparable 26-day journey of intellectual, personal and professional discovery, transformation and growth for senior executives. how you will benefit
Program Highl i ght For one week of CSEP, New York City becomes the classroom. CSEP participants stay in a hotel and attend sessions at Columbia University and at venues throughout the city, capitalizing on the energy and vitality that are uniquely New York. The curriculum includes not only traditional business topics but also music, visual arts and more — all integrated into the teachings of CSEP. Participants also enjoy some free time to explore the sights and sounds found only in New York City.
Over the course of four weeks, in-depth sessions cover leadership and strategy, functional excellence, personal development and global business issues. You will emerge a stronger, more focused leader, better able to communicate your vision and implement change. Explore the complexity of decision making and strategic thinking through interaction with faculty members, insights from individual coaching and collaboration with a global group of peers, creating a new foundation for effective leadership. • Create and sustain competitive advantage. • Champion and drive change initiatives. • Formulate strategic direction. • Maximize individual and team performance. • Facilitate cross-functional collaboration. • Develop successful communication strategies. • Receive select Columbia Business School alumni benefits.
who should attend
Senior executives with a minimum of 15 years of managerial experience, responsibility and professional success who seek an even greater level of achievement through the exploration of new ideas, perspectives, theories and realities. faculty director
Paul Ingram, Kravis Professor of Business Professor Ingram’s courses on social capital, organizational design and strategy draw from his research in the United States, Canada, China, Israel, Scotland and Australia. His current projects examine the influence of networks on global economic exchange and industry evolution, and document the structure of managers’ social capital and trust. He has served on the editorial boards of Administrative Science Quarterly and Strategic Organization. dates
tuition
October 4–30, 2009 April 25–May 21, 2010 October 3–29, 2010
us$44,500 Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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t he director’s view “ From the morning our programs begin, there’s a feeling that incredible things can happen. And they do, not just in the classroom, but also while collaborating on a project late into the night, bonding during a pickup basketball game or chatting with a world leader over cocktails. Is it the energy of New York or the electricity of having a group of highly intelligent and immensely curious people together in one place? It’s probably a little bit of both. The people who take part in this program are optimistic, positive—and that’s infectious. It’s fun to be around people who are so good at getting things done.”
Paul Ingram
Kravis Professor of Business
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COMPREHENSIVE LEADERSHIP programs
The Executive Development Program: Transition to General Management PROGRAM HIGHLIGHT Role-play such real-life situations as the Space Shuttle Columbia disaster and learn what it really takes to become an effective general manager. How can you create open lines of communication? How should you motivate your team? How do you handle difficult information? These questions and many others arise in an interactive classroom atmosphere where everyone has a voice and a role in working out scenarios for solutions.
New leaders in transition face incomparable difficulties. Leading cross-functional teams, defining strategic directions, making the best possible decisions under tremendous pressure: those are only a few examples of challenges new general managers have to address. The Executive Development Program: Transition to General Management was conceived to help general mangers face those challenges. Through a mix of lectures, interactive simulations and dynamic discussions, participants prepare for their new role and develop critical skills that will allow them to succeed. how you will benefit
In the classroom and out, you will gain a nuanced perspective on group dynamics and a deeper understanding of the traits, attitudes and demeanor that leaders of decisionmaking groups must possess. You will learn to build cooperation among departments and provide the strong leadership essential to success as a general manager. Smallgroup work will allow you to analyze your business challenges and to benefit from the insight of professional coaches and other managers from around the world who share similar situations and transitions. • Increase your capacity to think strategically. • Develop an empowering approach to leadership. • Strengthen your ability to understand—and manage—change. • Learn to analyze financial statements. • Formulate more accurate projections to enhance your company’s profitability. • Foster cross-functional collaboration. • Maximize individual and team performance.
who should attend
PARTICIPA NT pro f i l e Common Participant Industries
24% Manufacturing 17% Finance 12% IT 9% Oil and Gas/Energy 7% Pharmaceuticals 6% Shipping and Transportation 6% Telecommunications 19% Other
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Upper-level to senior-level executives with 10–15 years of experience who seek significant growth opportunities in their organizations. faculty director
E. Ralph Biggadike, Professor of Professional Practice An experienced academic and practitioner, Professor Biggadike served at Becton Dickinson and Company as vice president for strategic management and group president for worldwide drug delivery systems. His teaching examines strategy formulation, organizational alignment and the roles, tasks and skills of general managers. dates
tuition
November 8–20, 2009 June 6–18, 2010
us$24,500
October 17–29, 2010
Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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t he director’s view “ The program sessions that I particularly enjoy are those where we analyze the decision-making process of business, political and military leaders during times of crisis. It is always enlightening to learn how much the success of leaders can be traced to cognitive behavior and to see the results of their performance when gripped by emotions.”
E. Ralph Biggadike
Professor of Professional Practice
Columbia Business School Executive Education • 212-854-3395 | execed@columbia.edu | www.gsb.columbia.edu/execed
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COMPREHENSIVE LEADERSHIP programs
Columbia Essentials of Management In today’s economy, when organizations are becoming leaner, high-potential executives must broaden their business knowledge and develop leadership abilities if they want to achieve results and accelerate their career opportunities. Columbia Essentials of Management is designed to meet those needs. In only two weeks, this comprehensive, MBA-inspired program allows participants to build critical business foundations in strategy, marketing and finance—all while developing superior leadership skills. how you will benefit
PROGRAM HIGHLIGHT Leadership Jazz is an involving and entertaining evening where music mixes with thoughtprovoking conversation to explore the improvisational world of jazz and its relationship to leadership and management techniques. Top musicians not only display their musical talent but also share their insights on such topics as collaboration and the importance of listening, and answer questions from participants. What emerges is a valuable discussion of the dynamics of individual excellence and constructive teamwork.
Through case discussions and workshop activities, the program faculty pays particular attention to employing quantifiable data as a decision-making tool and creating business plans consistent with organizational goals. A 360-degree survey collected from your peers, direct reports and superiors will be evaluated to identify the strengths and weaknesses of your leadership style: personal awareness, interpersonal skills and team-building ability. Sessions cover a multitude of functional topics and weave a leadership focus throughout. • Learn how to lead individuals and organizations through change. • Develop your presence as a leader. • Explore the dynamics of managing cross-cultural teams. • Enhance your ability to analyze market and competitive forces. • Consider various frameworks and concepts in marketing and brand management. • Learn to use financial data to assess business performance.
who should attend
Midlevel executives with 5–10 years of experience seeking to further their leadership development and enhance their business acumen. faculty director
Grant Ackerman, Professor of Management Professor Ackerman’s teaching emphasizes executive leadership, collaborative leadership models and cross-cultural issues in management. His research focuses on managing conflict and consensus within and between firms, cross-cultural negotiations and dispute resolution, and organizational justice. dates
tuition
October 25–November 6, 2009 April 11–23, 2010 November 7–19, 2010
us$18,500 Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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t he director’s view “ How do you orchestrate the efforts of others? How do you lead change? In Columbia Essentials of Management, our faculty presents the very best in state-of-the-art thinking—the thought leadership born of exhaustive research—so that you can think strategically and lead your organization in the 21st century. We want to make sure you not only understand what’s occurring right now but can begin to predict where the opportunities are going to be in the days and years to come.”
Grant Ackerman
Professor of Management
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LEADERSHIP PROGRAMS
High Impact Leadership Strong leadership defines the success of an organization during challenging times. Executives need to develop new leadership and interpersonal skills to thrive in insecure environments and manage staff and cross-functional teams for maximum performance. High Impact Leadership is a challenging experience focused on self awareness and change. Through 360-degree feedback, intensive one-on-one coaching, small-group sessions and provocative lectures, participants develop a better understanding of their leadership styles, strengths and weaknesses. Professor Joel Brockner how you will benefit
PROGRAM HIGHLIGHT How do your coworkers perceive you? To assist in assessing your strengths and areas for improvement, the program uses feedback from your peers, direct reports and supervisors. The 360degree survey provides an effective tool in understanding personal and organizational needs, leadership competency, communication skills and team development.
Over the course of the program, you will develop more effective leadership skills and learn how to establish direction—and communicate inspiration—that aligns people and objectives. • Assess the strengths and weaknesses of your leadership style. • Strengthen your ability to drive and manage organizational innovation and change. • Improve your decision-making skills. • Discover how to maximize group cooperation and synergy. • Build your understanding of cultural differences and organizational culture. • Learn the art of giving and receiving feedback.
who should attend
Upper-level executives with at least 10 years of experience who seek to enhance their skills and management effectiveness within the context of their organization. faculty director
PARTICIPA NT pro f i l e Average Age of Participants
30% 40–44
Joel Brockner, Phillip Hettleman Professor of Business, Chair of the Management Division The Director’s View: “We extensively measure leadership behavior so you can identify and improve on that small set of behaviors that will have the biggest impact. Often it’s a skill as simple as learning how to listen, which means you hear people out and then demonstrate through action that you really did consider others’ points of view.”
22% 35–39
dates
tuition
20% 45–49
November 15–20, 2009 May 16–21, 2010 September 19–24, 2010 December 5–10, 2010
us$10,200
15% 50+ 13% 34 or younger
Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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LEADERSHIP PROGRAMS
Emerging Leader Development Program Even in a challenging economy, successful companies develop their highpotential leaders in order to remain competitive and grow over the long term. The Emerging Leader Development Program is specially made for midlevel executives who are about to take on larger managerial responsibilities and need to expand their leadership. This six-day program is a journey of self reflection, practical applications and change. how you will benefit
Professor Robert N. Bontempo
Reinforcing theory with practical applications, this highly interactive program inspires forward thinking and self-reflection. With the help of 360-degree feedback and a personal action plan, you will leave with the abilities to communicate effectively with subordinates, peers and superiors and maximize both individual and team performance.
Partici pan ts Say . . . ”Bob Bontempo is the best that I’ve ever seen in driving the message home. He maximized the learning and enabled lasting impressions.” Division Manager, Barnes Group Incorporated “Bob Bontempo is an amazing communicator and has the ability to capture an individual with the information he is trying to convey.” System Manager, Florida Power & Light Utility
• Learn to organize your thinking and successfully implement your plans. • Develop your ability to formulate strategy. • Gain insight into the strengths and weaknesses of your leadership style. • Analyze how organizational culture can impede success. • Understand how to articulate a vision and create an atmosphere that allows change
and innovation to thrive. who should attend
Midlevel executives with less than 10 years of experience who seek to strengthen their leadership skills and awareness. faculty director
Robert N. Bontempo, Adjunct Associate Professor of Management The Director’s View: “Many people struggle when they go from being a functional expert to having broader leadership responsibilities. There is a set of skills that are necessary as you reach a higher level in your career, when you have to work smarter, not harder. You can’t just be technically proficient; you must develop a deeper, wider portfolio of leadership skills.” dates
tuition
October 18–23, 2009 April 5–9, 2010 October 17–22, 2010
us$9,450 (fall 2009, fall 2010) Includes materials, all meals and single-room accommodations us$8,700 (spring 2010) Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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LEADERSHIP PROGRAMS
Leading Strategic Growth and Change Today’s challenging context requires organizations to find real solutions to drive growth and make new ventures successful. Developed by Professor Rita Gunther McGrath, author of Discovery Driven Growth and a leading expert on strategic business development, Leading Strategic Growth and Change teaches participants to thrive in a rapidly changing, highly uncertain environment and to apply tools and techniques to generate growth opportunities. how you will benefit
Professor Rita Gunther McGrath
Faculty Spotl i ght Professor McGrath has consulted with leaders of Global 1000 companies to help them improve their ability to drive strategic growth. Her current clients include Air Products and Chemicals, Inc., Nokia, Microsoft, AXA Equitable, Swiss Re, SunGard Higher Education and the World Economic Forum.
Through general discussions, work in small groups and peer coaching, the program will assist you in thoroughly examining a personal business case and then developing a growth strategy. • Learn to make use of an entrepreneurial mindset in an established corporation. • Understand the political and logistical challenges of growth. • Discover a proven framework for leading growth. • Utilize real options reasoning and portfolio management. • Gain insight into the cultural and leadership challenges of the information economy.
who should attend
Upper-level to senior-level executives who seek significant growth opportunities for their organizations. faculty director
Rita Gunther McGrath, Associate Professor of Management and author of Discovery Driven Growth, MarketBusters and The Entrepreneurial Mindset The Director’s View: “Driving organic growth in an organization is one of the most important leadership and management activities in today’s environment. This program will help you avoid mistakes—which is half the battle—and it will help you understand the right kinds of disciplines to apply to your innovation.” dates
tuition
November 1–6, 2009 April 18–23, 2010 September 26–October 1, 2010
us$8,850 Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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LEADERSHIP PROGRAMS
Persuasion: Influencing Without Authority In today’s environment, mastery of the softer interpersonal skills separates executives who merely survive from those who thrive and grow as leaders. Persuasion: Influencing Without Authority is an intense three-day experience that covers the range of interpersonal and intergroup persuasion challenges, focusing on practical skills and immediate application to real-world situations. how you will benefit
Drawing on psychological research, the program focuses on practical skills and their immediate application to your real-world challenges. Participants receive an individual assessment of their social style and a videotape analysis of their persuasive communication.
Professor Robert N. Bontempo
Participa nts Say . . . “The program provided excellent, high-level information that will make me a more effective leader and negotiator.” Director, Liz Claiborne, Inc. “Very thorough and engaging introduction to negotiations and persuasion. The participants were stimulated, and the information was practical.” Manager, Global Kids, Inc.
• Develop an awareness of a wide range of persuasive styles. • Learn the distinction between persuasion and negotiation, and when to use each. • Discover how to identify the type of person you are dealing with and customize
your communication for maximum effect. • Recognize different types of organizational power and their uses.
who should attend
Executives at all levels, especially those ready to make a transition from being a technical specialist to a functional leader; those who need to be more effective at building consensus, influencing peers or managing up; or those who must drive change. faculty director
Robert N. Bontempo, Adjunct Associate Professor of Management The Director’s View: “Your career often depends on promoting your agenda with people over whom you don’t have direct formal authority. Persuasion is changing what people believe about a course of action. It is a fundamental leadership skill that entails articulating a vision, building a consensus and getting buy-in and support from followers.”
Faculty spotl i ght This program, notes Professor Bontempo, developed from an observation that executives needed more than a course in simply learning how to negotiate transactions: “Executives are often in meetings where they need to be persuasive, they need to build consensus, they need to change people’s minds and they need to overcome resistance to a change in strategy or the implementation of a new initiative.”
dates
tuition
March 15–17, 2010 September 13–15, 2010
us$5,250 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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LEADERSHIP PROGRAMS
Leadership Essentials When organizations become flatter, requiring everyone to work more often across departments, having strong leadership skills is essential for success. Leadership Essentials is designed to help participants maximize their leadership potential in a minimum amount of time. Participants will improve their abilities in such areas as team leadership, emotional intelligence, conflict management and managing change—issues that organizations are facing more often in today’s rapidly changing world. Professor Joel Brockner
how you will benefit
• Strengthen your ability to lead and manage organizational innovation and change. Faculty spotl i ght Professor Brockner’s recent research has focused on procedural fairness in the workplace. He has published articles on various aspects of the topic — such as its relationship to performance appraisals and employees’ reactions to organizational decisions — in the Journal of Applied Psychology and Organizational Behavior and Human Decision Processes, among many other publications.
• Improve your decision making. • Hone your ability to manage conflict constructively. • Enhance your emotional intelligence.
who should attend
High-potential leaders and managers looking to improve their effectiveness working with both individuals and teams. faculty director
Joel Brockner, Phillip Hettleman Professor of Business, Chair of the Management Division The Director’s View: “Leadership involves a complex set of skills that demand continual refreshment. This program provides participants with vital leadership tools that they can apply immediately in the workplace.” dates
tuition
December 7–8, 2009 March 8–9, 2010 July 12–13, 2010 November 1–2, 2010
us$2,650 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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STRATEGY PROGRAMS
Creating and Executing Breakthrough Strategy In today’s fast-paced environment, developing breakthrough strategies is critical. Companies need tools and frameworks to accurately evaluate their current situation, identify relevant strategies and facilitate execution. Creating and Executing Breakthrough Strategy provides executives with proven techniques for skillfully developing highly differentiated strategies and action plans that take full advantage of market opportunities and build a competitive edge. how you will benefit
Professor Willie Pietersen
The program introduces you to Strategic Learning—a unique way of integrating strategic analysis, focus, alignment and execution with practical guidelines for implementing strategic directions. With the help and insight of the faculty members and your peers, you will apply your learning to an important personal case.
Faculty spotl i ght Professor Pietersen brings relevant, real-world experience to his programs. He spent 20 years running large divisions of multinational businesses, including Unilever, the Seagram Company and Tropicana. In addition, he was president of Sterling Winthrop’s Consumer Health Group, a global healthcare business with offices in 55 countries. His methods and ideas—particularly Strategic Learning—are applied not only within Columbia Business School but also in numerous corporations.
• Learn to conduct a situation analysis. • Improve your ability to foresee change. • Identify deficiencies in your organization’s strategy and alignment and determine
corrective steps. • Produce a “winning proposition” that differentiates your organization. • Develop an action plan to address your challenges.
who should attend
Midlevel and senior-level executives responsible for strategic planning and its implementation, or those responsible for profit and loss, who seek to become more strategic in their thinking. faculty director
Willie Pietersen, Professor of the Practice of Management, specializing in strategy, global competitiveness and the leadership of change The Director’s View: “Strategy is about where to lay the railroad tracks, and planning is about making the trains run on time. You can’t run a railroad without doing both of those things extremely well, but the one is not a substitute for the other.” dates
tuition
November 15–20, 2009 May 16–21, 2010 September 26–October 1, 2010
us$8,850 Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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STRATEGY PROGRAMS
Negotiation and Decision-Making Strategies As organizations stretch to meet the demands of today’s economic climate, negotiations take on ever more importance for reaching business goals. Negotiation and Decision-Making Strategies is a three-day program that allows participants the opportunity to learn to negotiate more effectively with various parties, from clients to internal constituencies, and get the most out of their negotiations. how you will benefit
Professor Robert N. Bontempo
Partici pan ts Say . . . “This program provides a great dose of thinking outside the box on the core importance of people and communication.” Marketing Director, Merck & Co., Inc.
The program examines each element of a negotiation, applying a framework of strategies based on psychological research. As you participate with peers in a series of increasingly difficult, real-world negotiation simulations, you will benefit from constant feedback and the refinement of new techniques. • Discover the four different communication styles and how they affect negotiations. • Learn how to avoid common decision traps. • Understand the effects of making decisions in a group. • Determine when to walk away from a negotiation. • Improve your ability to negotiate across cultures. • Strengthen your ability to manage your emotions and resolve conflicts.
“Bob Bontempo really has a passion for what he does, and that made the program extremely interesting.” Chairman, National Jockey Club
PARTICIPANT pro f i l e Geographic Location of Participants
70% North America 11% Europe 9% Asia Pacific 7% South America
who should attend
Executives at all levels seeking to enhance their negotiation skills. faculty director
Robert N. Bontempo, Adjunct Associate Professor of Management The Director’s View: “Most people are surprised at how much they need these skills on a day-to-day basis. People expect they’ll develop skills in negotiation with vendors or over salaries. What they begin to realize is that when you’re in a meeting it’s a negotiation, a marriage is a negotiation and raising children is an extremely challenging negotiation.” dates
tuition
December 7–9, 2009 April 19–21, 2010 June 28–30, 2010 November 17–19, 2010
us$5,250 Includes breakfast, lunch and all materials
3% Africa and Middle East
Dates, prices and locations subject to change.
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STRATEGY PROGRAMS
Strategic Problem Solving During stressful times when decisions are made quickly, having concrete, timetested tools to solve strategic problems is extremely beneficial. Over the years, top-tier strategy consulting firms have developed a unique set of skills that consistently help them deliver practical solutions to complex strategic issues. Strategic Problem Solving: Developing High-Impact Strategies in Today’s Economy offers you an opportunity to become more effective at analyzing and resolving strategic problems for your organization and your clients. Professor Hitendra Wadhwa
how you will benefit
Partici pan ts Say . . . “Hitendra Wadhwa is an excellent teacher. Bringing framework and process into an area I perceived as more instinct and art was very helpful and enlightening.” Senior IT Manager, Pepsi Co, Inc. “An invaluable program that provides clear insights and tools for effective problem solving in any area of a business or industry.” Senior Consultant, Softtek
Besides equipping you with a formal set of tools and best practices in each of the five phases of a strategy project, the program will provide hands-on practice and realtime feedback via in-class exercises, real-life strategy cases and a dynamic exchange between participants and the instructor. • Learn how to gain organizational buy-in for a strategic project. • Discover the appropriate approach to a strategy project. • Explore ways to identify core business issues and focus your problem-solving efforts. • Align your recommendations with the appropriate means to communicate them.
who should attend
Managers with five or more years of organizational experience. Consultants, corporate strategy and business development executives, strategic account executives, and other professionals who regularly have to grapple with strategic issues within their organization. faculty director
Hitendra Wadhwa, Associate Professor of Professional Practice The Director’s View: “This is a very practical program that you can immediately apply to your professional life. You will learn how to walk into almost any situation and contribute in a meaningful way toward helping your organization thoroughly and systematically address a high-priority business issue.” dates
tuition
July 12–14, 2010 November 10–12, 2010
us$4,350 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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STRATEGY PROGRAMS
Strategic Intuition: The Key to Innovation Do you believe that what works right now will work in the future? Innovation and creativity are critical to a company’s ability to survive and thrive. Exclusive to Columbia Business School and based on William Duggan’s publicly acclaimed series of books, Strategic Intuition: The Key to Innovation offers breakthrough ideas, methods and tools for generating creative ideas that are also strategic. Each participant receives a copy of Professor Duggan’s book Strategic Intuition: The Creative Spark in Human Achievement. Professor William R. Duggan
how you will benefit
Faculty spotl i ght
Through an understanding of “intelligent memory,” the brain’s ongoing synthesis of a subset of elements from the huge volume it takes in and stores, you will gain insights into determining your goal and how to achieve it.
Professor Duggan has 20 years of experience as a strategy adviser and consultant. He is the author of six books, including Napoleon’s Glance: The Secret of Strategy and The Art of What Works: How Success Really Happens.
• Find out what neuroscience tells us about how creative ideas happen in practice. • Learn the four key steps that make strategic intuition occur and how to do
it better. • Acquire the Insight Matrix, a tool that allows you to apply strategic intuition to
strategic or creative problems. who should attend
Professionals participating in strategic planning, innovation or creative design at any level of any organization. This program is especially valuable for those who supervise or train others in planning and innovation. faculty director
William R. Duggan, Associate Professor of Management and author of Strategic Intuition: The Creative Spark in Human Achievement The Director’s View: “In workshops over the past few years I have asked thousands of people, ‘When do you get your best ideas?’ And not a single person ever said, ‘In organized brainstorming sessions.’ It’s usually ‘While I’m driving,’ ‘At night’ or ‘When talking to someone about something other than what I’m working on.’ Modern science now tells us what happens in your mind at those moments, and this program takes that information and sheds light on how strategy should work for success.” dates
tuition
June 3–4, 2010 October 4–5, 2010
us$2,650 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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Finance programs
Finance and Accounting for the Nonfinancial Executive It has become more important than ever for executives to be able to identify red flags in financial statements. Every executive needs to master the language of finance and accounting, know what questions to ask and evaluate the financial implications of any business decision. Finance and Accounting for the Nonfinancial Executive provides executives with limited financial background the opportunity to gain practical understanding of financial concepts. how you will benefit
Professor Sudhakar Balachandran
PROGRAM HIGHLIGHT A unique element of the program is the financial profile: a customized financial analysis of a company of your choosing. A Columbia Business School faculty member will study the company, and then use that knowledge to guide a small group of participants through the process of analyzing their chosen firm. You may use your own company’s annual report, or the annual report of a competitor or a supplier.
The program blends broad financial principles with practical applications. You will review an organization’s financial statements with faculty consultants, enabling you to drill deeper into the intricacies of a company’s financial picture. • Understand financial statements and their relationship to your strategic decisions. • Communicate more effectively with financial managers and accountants. • Discuss the financial impact of initiatives with confidence. • Gain insight into the shareholder’s view of your business. • Master the language and tools of corporate finance and accounting.
who should attend
Midlevel to senior-level executives with five or more years of experience in corporate or divisional roles who seek a deeper understanding of finance to enhance their management and decision-making capabilities. faculty director
Sudhakar Balachandran, Assistant Professor The Director’s View: “Today, people are asking, ‘What is the impact of Wall Street on Main Street?’ In addition to delivering the fundamentals of finance and accounting, in this program we will help participants develop a practical, concrete understanding of this impact.” dates
tuition
December 7–11, 2009 April 5–9, 2010 June 21–25, 2010 September 27–October 1, 2010 December 6–10, 2010
us$7,950 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
Columbia Business School Executive Education • 212-854-3395 | execed@columbia.edu | www.gsb.columbia.edu/execed
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Finance programs
Value Investing Particularly in the current volatile economy, investors need to have the right approach for making sense of available data and selecting investments. Offered exclusively at Columbia Business School Executive Education and led by Professor Bruce Greenwald, Value Investing upholds the traditions of Graham and Dodd’s famous value-based theory and teaches you powerful and proven valuation techniques. how you will benefit
Professor Bruce C. Greenwald
The real-world-case-studies approach will teach you to estimate investment risk more precisely and help improve your ability to manage a value portfolio.
Participa nts Say . . .
• Learn a method of fully exploiting available data for making investments.
“Outstanding program! Combination of lecture and cases was very effective. Bruce Greenwald is excellent—very engaging with real perspectives and experiences to share. Would recommend this course to anyone interested in investing—professional or individual.” Partner, Maynard Capital Partners
• Develop a process for systematic valuation.
“In such a short period of time, you manage to get a deep approach to value investing. Bruce Greenwald is a wonderful professor.” Advisor, Bank Vontobel AG
• Strengthen your ability to evaluate your investments’ growth and risk.
who should attend
This program is appropriate for executives at all levels who want to refine their understanding of value-based investing principles for professional and personal use. faculty director
Bruce C. Greenwald, Robert Heilbrunn Professor of Finance and Asset Management and author of Value Investing: From Graham to Buffett and Beyond The Director’s View: “It is important to remember that security trading is a zero-sum game. For every buyer there is a seller, and the future will prove one of them to have made a mistake.” dates
tuition
June 23–24, 2010
us$5,200 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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Finance programs
Family Wealth Management In a volatile economy, families can benefit from a deeper understanding of the most successful money management strategy ever developed. Family Wealth Management is designed for sophisticated families that actively manage investment decisions. In partnership with the Heilbrunn Center for Graham & Dodd Investing and building on Columbia Business School’s renowned history in value investing and finance, this program is grounded in the principles of Security Analysis authors Benjamin Graham and David Dodd. Professor Bruce C. Greenwald
how you will benefit
A select team of faculty and practitioners will lead you through investment examples so that you will be able to make complex wealth management decisions with greater confidence.
PROGRAM HIGHLIGHT Family Wealth Management features distinguished faculty from Columbia University and Columbia Business School. For example, the 2009 session featured Edmund S. Phelps, McVickar Professor of Political Economy and winner of the 2006 Nobel Prize in Economics.
• Learn a framework for value investing and discuss relevant case studies. • Determine an effective approach to selecting investment managers. • Learn about taxes and structural considerations related to wealth management. • Understand the value process for investing in “growth” companies. • Talk with experts about how the economic crisis relates to the future of a family portfolio. • Discuss strategic philanthropy as a means for high-impact giving. who should attend
The program is designed for sophisticated individuals and family members with complex portfolios that exceed $10 million of investable assets. Please note that the class size for this program will be limited. Participants will be carefully accepted to ensure an environment that is secure, comfortable, and ideal for learning and sharing. faculty director
Bruce C. Greenwald, Robert Heilbrunn Professor of Finance and Asset Management and author of Value Investing: From Graham to Buffett and Beyond The Director’s View: “Leveraging Columbia’s franchise in value investing, the wealth management program teaches sophisticated investment analysis, including manager selection and risk management. It is ideal for family members who want a solid framework for thinking about wealth management for their families.” dates
tuition
May 10–13, 2010
us$8,900 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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Marketing programs
Customer Experience Management: The Key to Demand Generation and Customer Loyalty During difficult economic times, companies must differentiate themselves in new ways to build a solid and loyal customer base. Customer Experience Management demonstrates how to use innovative products, services, communications and the Internet to create a total experience that stands out from your competition and wins the hearts of devoted, profitable customers. how you will benefit
Professor Bernd Schmitt
PROGRAM HIGHLIGHT You will visit such retail spaces as the Apple Store, Whole Foods and the Sony Style Store, and through your observations you will begin to uncover the type of experience you want to provide to your customer. You will learn about a variety of experiences—not just retail — through lectures, discussions, planning exercises and more: for example, how to develop a simple experience platform that you can implement in products, services, communications and events.
Hands-on workshops will provide you the practical tools and knowledge to create powerful experiences for your customers and to change the culture of your organization from a product-and-sales focus to a customer-centric focus. Using New York as the classroom, you will benchmark cutting-edge environments like the Apple Store and identify the best practices behind experiences that drive customer demand. • Discover how customer experience management can add value and build
customer loyalty. • Build an experiential platform for your brand. • Examine how to create the best organizational structures and processes for
experience management. • Develop a plan for implementing experience marketing.
who should attend
Chief marketing officers and executives responsible for customer satisfaction and strategy in communications, retail outlets, Web sites and call centers. faculty director
Bernd Schmitt, Robert D. Calkins Professor of International Business and author of Big Think Strategy The Director’s View: “The philosophy of the program is simple: learn tools to get close to customers, benchmark some of the best and have fun in the process. The unique part of the program is the focus on analysis and creativity—and using New York City as a laboratory for ideas.” dates
tuition
December 13–15, 2010
us$5,200 Includes breakfast, lunch and all materials
Dates, prices and locations subject to change.
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Marketing programs
Strategic Marketing Management Today, capturing and delivering customer value requires a laser-effective marketing strategy. Strategic Marketing Management focuses on the nimble and adaptive processes that can help executives develop successful marketing strategy. Equipped with tools to help generate, deliver and capture customer value, participants will return to their organizations able to achieve concrete results. how you will benefit
You will apply your learning to your own company and markets through marketingplanning exercises and a personal case. The intensive curriculum and action-learning format have proven highly effective for both seasoned marketing professionals and executives with new marketing responsibilities who need to strengthen their strategicplanning and functional skills.
Professor Michel Tuan Pham
Participa nts Say . . . “For me, this was a great experience. I learned, grew and will become a better marketer. The holistic and comprehensive approach will enable me to implement my findings as soon as I get back home.” Media Director, Jobing.com “The program was not only a great forum to learn leading theories and practices, it allowed one to work with peers from other companies and business functions to apply those theories to real-life situations.” Manager, British Telecom
• Gain superior insights about your customers and competitors. • Learn rigorous templates for marketing strategy. • Improve your marketing decision making. • Determine how to price to maximize value for your company and customers. • Develop action plans that can be implemented right away.
who should attend
Executives new to marketing and marketing professionals seeking to enhance their strategic skills. faculty director
Michel Tuan Pham, Kravis Professor of Business The Director’s View: “In today’s world you have to think beyond current customers and competitors and look ahead toward potential new ones. The globalization of the marketplace makes the strategic emphasis of our program more relevant than ever. We give you the tools and processes for developing successful strategic marketing plans and show you how they apply directly to your business.” dates
tuition
November 8–13, 2009 June 6–11, 2010 November 7–12, 2010
us$7,850 Includes materials, all meals and single-room accommodations
Dates, prices and locations subject to change.
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Marketing programs
Strategic Pricing A company’s pricing strategy can mean the difference between survival and failure in a volatile economic climate. Strategic Pricing provides viable solutions to pricing strategy challenges during periods of collapsing demand. This two-day program demonstrates how to systematically identify practical opportunities for boosting profits through improvement in pricing. In addition, a practicing consultant offers a personal slant on real-world pricing strategies. how you will benefit
Professor Professor Noel Capon
Faculty spotl i ght Professor Capon is assisted by Hitendra Wadhwa, Associate Professor of Professional Practice, Columbia Business School; and Reed Holden, Founder, Holden Advisors. Professor Wadhwa consults to corporations on strategy and marketing and teaches executive seminars in such areas as problem solving and communication skills. Mr. Holden is the co-author, with Mark Burton, of Pricing with Confidence and The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making.
PARTICIPA NT pro f i l e Average Age of Participants
The program will provide you with strategies, tools and best practices for rigorously tackling pricing issues at both the strategic and the tactical level. Included are sessions examining costing and financial analysis, segmented pricing and competitive dynamics. • Learn how to segment the market. • Establish price levels that maximize profitability. • Shape customers’ willingness to pay. • Understand which costs are relevant for pricing decisions. • Anticipate competitors’ moves and design your strategy accordingly.
who should attend
Executives who analyze, recommend or approve pricing strategies, especially those executives introducing new products, facing significant price competition or failing to achieve prices that reflect the value the products and services deliver to customers. faculty director
Noel Capon, R. C. Kopf Professor of International Marketing and author of Total Integrated Marketing and Managing Global Accounts The Director’s View: “Many companies put lots of money into product development, advertising and sales force but give short shrift to pricing. Yet pricing can boost he bottom line because it affects the volume of sales and your margins. We give you a systematic approach to pricing and the framework for integrating that methodology.” dates
tuition
April 12–13, 2010 September 27–28, 2010
us$2,650
Dates, prices and locations subject to change.
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Marketing programs
Managing Strategic Accounts In a world where many firms draw 80 percent of current or potential revenues from 20 percent of customers, building and maintaining a strategic account program is critical. The ways in which key accounts are identified, cultivated and nurtured can mean the difference between a successful organization and one that is trying vainly to survive. You will gain a true understanding of the opportunities available via key accounts and the ability to manage and cultivate a strategic accounts program. Professor Professor Noel Capon
how you will benefit
Faculty spotl i ght Professor Capon’s book Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company’s Most Important Strategic Asset is designed for senior managers who wish to develop an effective account-management plan. “This plan should function as a living document,” he writes, “that drives firm actions by providing serious competitive advantage for the firm’s key accounts.”
By the conclusion of this intensive course, you will learn key managerial techniques and approaches that top organizations use to manage and develop key accounts. Included are sessions focusing on building a strategic account portfolio and delivering value to key customers. • Understand why strategic accounts are so important to your company’s future. • Learn how to design a viable strategic account program. • Develop an understanding of how to maximize the performance of your individual
strategic accounts. • Align your company’s best practices with your strategic account program.
who should attend
Executives at all levels who understand the increasing relevance of strategic accounts to the future of their organizations. faculty director
Noel Capon, R. C. Kopf Professor of International Marketing and author of Key Account Management and Planning and Managing Global Accounts The Director’s View: “The global nature of business has made strategic account management much more complex. Having the right strategy, organizational structure and human resources is difficult enough on a national level. It’s even more complicated when you deal with different languages, different cultures and different time zones.” dates
tuition
April 14–15, 2010 September 29–30, 2010
us$2,650
Dates, prices and locations subject to change.
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Social Enterprise programs
Institute for Not-for-Profit Management Program In an increasingly competitive environment, nonprofit leaders are required to build superior management skills and cutting-edge business knowledge to improve efficiency. The Institute for Not-for-Profit Management Program can address those needs. Over the last 30 years, nearly 1,000 alumni from the most respected nonprofit organizations have attended the program, making it one of the premier programs in the U.S. for senior nonprofit professionals. how you will benefit
Professor Thomas P. Ference
Partici pan ts Say … “The program allowed me to focus on inspiring and empowering others and instill a sense of optimism throughout the entire organization.” Karen Drezner, Executive Director, Bronx Charter School for Children
“The Institute for Not-for-Profit Management Program was a transformational educational experience. It defined what it meant to be a leader.” Carol Tweedy, Executive Director, Asphalt Green
New: Program s i n S o c i a l Enterprise Columbia Business School Executive Education’s programs for the nonprofit and public sectors are now offered under the aegis of Programs in Social Enterprise, directed by Raymond D. Horton, the School’s Frank R. Lautenberg Professor of Ethics and Corporate Governance and Founder of the Social Enterprise Program for MBA students.
In a highly interactive 20-day program, senior executives explore the foundations of management, sharpening their skills in strategic management, finance, fund development, marketing and organizational behavior. • Create a vision and formulate strategic direction and action plans. • Use financial data effectively for decision-making and resource development. • Develop successful communication strategies and marketing plans. • Maximize individual and team performance. • Facilitate cross-functional collaboration.
Additionally, all program participants receive select Columbia Business School alumni benefits upon graduation. who should attend
Senior nonprofit professionals who are responsible for directing their organizations’ mission, direction and policies. Typically, participants have at least five years of nonprofit management experience, and include executive directors, deputy and regional directors and other senior administrators. faculty director
Thomas P. Ference, Faculty Member, Executive Education, Clinical Professor of Health Policy and Management, Mailman School of Public Health The Director’s View: “Our participants come to the program with a commitment to mission and a desire to effect meaningful change. They leave with an enhanced ability to think strategically, to articulate their vision and to create a plan to achieve that vision.” dates
tuition
Application deadline: November 2, 2009
us$8,000
Program held in four modules: In residence at The Thayer Hotel: January 24–29, 2010 On Columbia University’s campus: February 22–26, 2010 March 22–26, 2010 April 26–30, 2010 Dates, prices and locations subject to change.
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Tuition assistance may be available.
Dates, prices and locations subject to change.
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Social Enterprise programs
Middle Management Program Change is impacting nonprofit organizations on a daily basis, requiring everyone— at every level—to have stronger management and leadership capabilities. The Middle Management Program is designed to provide nonprofit managers with skills and tools that they can use at their organizations for years to come. how you will benefit
The intensive Middle Management Program prepares managers to support their organizations’ overarching goals by exposing them to key management concepts. The program offers formal training in fundamental elements of strategic management, including how to use financial data for strategic decision making, and also covers critical areas in leadership.
Professor Professor Joel Brockner
Partici pan ts Say … “I am very grateful for all that I learned from the Middle Management Program. It allowed me to serve my organization better and strengthened my own management skills.”
• Develop specific program or department vision and strategy in support of overall
James J. Washington II, Program Coordinator, Harlem Children’s Zone
• Open and sustain effective teamwork within and across programs and departments.
agency mission. • Generate relevant performance and financial data to justify resource
allocation proposals. • Prepare and advocate for innovative program and departmental initiatives. • Exercise personal leadership effectively in dealing with difficult personnel situations.
who should attend
“The program was by far the single best learning experience of my life! It was the first educational and professional experience where 100 percent of a cohort bought into the vision and followed through on their commitment. This small learning community allowed each of us to ‘learn’ and ‘teach’ while working collectively to overcome the critical challenges facing our organizations.” John Roure, Director, CollegeBound Initiative, The Young Women’s Leadership Network
Midlevel managers, including program directors and administrators, as well as executive directors of small community-based organizations. faculty director
Joel Brockner, Phillip Hettleman Professor of Business, Chair of Management Division The Director’s View: “Preparing nonprofit managers to accept greater responsibility is critical for the continuing success of nonprofit organizations. This program gives middle managers a solid general management foundation from which to contribute meaningfully to their organizations, as well as the opportunity to hear, and learn from, their peers. It is a transformational week for our participants.” dates
tuition
Application deadline: December 1, 2009 Program runs February 1–5, 2010
us$3,500 Tuition assistance may be available.
Dates, prices and locations subject to change.
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Programs in Partnership
Risk Management To meet the demands of risk and finance professionals, the PRMIA (Professional Risk Managers’ International Association) Institute and Columbia Business School Executive Education present a series of classroom-based educational programs that feature top faculty members from Columbia Business School. Held in New York, the sessions, spanning risk management fundamentals and current best practices, can be taken individually or as a package. how you will benefit
The programs teach the essential elements of finance, risk measurement, markets and financial instruments. You will learn the best practices of market, credit and operational risk management and how to integrate the knowledge gained into a capital allocation framework. • Learn the essential foundations of risk management. • Gain insight into portfolio analysis and portfolio theory. • Explore pricing futures, forwards, options and swaps. • Appreciate stress-testing and back-testing techniques. • Understand governance best practices. • Analyze case studies to avoid mistakes.
who should attend
All professionals who want to develop their knowledge and understanding of risk management priorities in all sectors. prmia
PRMIA is a fast-growing, collaborative network of risk professionals from around the globe who are defining and implementing the best practices of risk management. Columbia Business School’s partnership with the PRMIA Institute is a strong reflection of both institutions’ commitment to setting the highest standards for education in risk management. dates and tuition
For information on program dates and tuition, please contact Jill Fisher at 612-216-5497 or training@prmia.org.
Dates, prices and locations subject to change.
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Programs in Partnership
Global Account Manager Certification Program Offered in partnership with the University of St. Gallen in Switzerland, the Global Account Manager Certification Program transforms high-potential account managers into true global business leaders, equipping them with the tools to drive growth, profitability and competitive differentiation with key customers. Offered in compelling interactive sessions, the collaborative learning model utilizes senior executives from leading global firms and innovative subject experts, who together represent a variety of business approaches. how you will benefit
The emphasis is on the practical application of key concepts, focusing on your specific work challenges en route to mastering the increasingly complex role of the global customer manager. You will be better able to provide your customers with solutions that enable them to grow, differentiate and compete, as well as influence customers’ business strategies. • Strengthen focus on global customers as a firm’s most important asset. • Learn to drive revenue, growth and profitability with strategic customers. • Transform potential problems into mutually beneficial opportunities. • Develop customer-centric approaches. • Build commitment within your organization by applying new concepts and tools.
who should attend
International sales professionals charged with direct customer responsibilities. faculty directors
Noel Capon, R. C. Kopf Professor of International Marketing and author of Key Account Management and Planning and Managing Global Accounts Christoph Senn, Senior Lecturer of International Management, University of St. Gallen, and Adjunct Professor of Marketing, Columbia Business School Module I dates
tuition
February 8–12, 2010
us$24,500
Module I: St. Gallen
Includes breakfast, lunch, coffee breaks and all materials. For team fees and multiyear corporate contracts, please contact Nicole Rosenkranz at nicole.rosenkranz@amc.com.
April 26–30, 2010 Module II : New York June 7–11, 2010 Module III: St. Gallen September 13–17, 2010 Module IV: New York
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Programs in Partnership
News Media Executive Leadership Program Columbia Business School is uniquely able to combine its best assets to increase the intellectual capital and resources available to Executive Education participants by infusing its programs with ideas from many disciplines. The Punch Sulzberger News Media Executive Leadership Program relies on the expertise of the Columbia Business School faculty working in partnership with the Columbia University Graduate School of Journalism. Offered through the nation’s premier journalism school, the program helps news managers develop their leadership potential as they seek the best approaches to rethinking the news media in the 21st century. The program is taught by industry and academic leaders, including innovative thinkers concerned with the social responsibility of the news business and its future. Designed with an expectation of accountability in achieving specific workplace goals, the program offers a structure to train media leaders in blending journalistic values with business success. for more information
Arlene Morgan, Associate Dean of Programs and Prizes Columbia University Graduate School of Journalism Call 212-854-5377 or visit www.sulzbergerleadership.com dates
tuition
Application deadline: November 1, 2009
us$22,000
Program begins January 2010
Dates, prices and locations subject to change.
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Programs in Partnership
The Columbia Coaching Certification Program The Columbia Coaching Certification Program is offered in conjunction with Teachers College, Columbia University. Coaching is one of the fastest-growing areas of leadership development. This program, which requires the completion of two 5-day workshops, provides you with the tool kit to link coaching skills with business strategy and initiatives. Participants can focus on providing coaching either for outside clients or inside an organization. The Advanced Coaching Intensive Workshop explores coaching strategies and tactics for building leadership capabilities while enhancing organizational performance. The Practicum segment delivers field experience in applying practices and tools and provides structured online peer-coaching labs as well as work with a mentor. for more information
Columbia Coaching Certification Teachers College Columbia University Call 800-209-1245 or visit www.tc.edu/coachingcertification dates
tuition
External Coach Intensive (ECI) October 11–16, 2009 April 18–23, 2010
Tuition varies depending on the program.
Internal Coach Intensive (ICI) October 25–30, 2009 May 2–7, 2010
Visit www.tc.edu/coachingcertification for details.
Advanced Coach Intensive (ACI) February 7–12, 2010 July 11–16, 2010
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The Complete Executive Experience
Columbia Business School Executive Education programs focus on the total executive: finding a balance between your professional life and personal growth. Residential programs include Executive Well-Being sessions that address your physical and mental needs and help you develop positive lifestyle practices. These sessions provide a revitalizing atmosphere that enhances your classroom learning and gives you time for recreation. During residential programs, participants and faculty members reside together and have ample opportunity to connect and establish a vibrant learning community. Time is set aside for relaxation, when program participants can interact in less formal venues. Evenings also may include presentations, workshops and small-group discussions, as well as social events and dinners.
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Columbia Business School Executive Education
Following all programs, you are encouraged to maintain the relationships you have cultivated. Many participants report long-lasting friendships with the people they meet at these programs. With New York City’s energy and excitement as a backdrop, the time you spend at a Columbia Business School Executive Education program will inspire, prepare and transform you. You will gain powerful ideas and knowledge that will have a lasting influence on your career and your life.
Certificate in Business Excellence
The Certificate in Business Excellence (CIBE) is exclusive to Columbia Business School. Participants have the opportunity to obtain the CIBE by completing a total of 18 program days of learning within a four-year period. The CIBE provides recognition of your achievement, as well as the investment you and your company have made in your education and development. You will have experienced the many advantages of Columbia Business School Executive Education and will have been taught by Columbia Business School’s world-class thought leaders — and you will have benefited from your exposure to their cutting-edge, results-oriented research.
Earning the CIBE grants you these select Columbia Business School alumni benefits:
Any program from the open-enrollment program portfolio or from custom programs can be applied toward the completion of the certificate. Choose the programs that suit your needs and meet your educational criteria. Columbia can also work with your company to develop a cobranded CIBE that is in alignment with your corporate objectives. Please contact the Learning Solutions specialists at 212-854-3395 or execed@columbia.edu for assistance in planning your certificate curriculum.
• Invitations to Columbia Business School alumni events and programs around the world • Global networking opportunities
• S ubscriptions to all Columbia Business School alumni publications • E ligibility to join a Columbia Business School alumni club
• L ifetime Columbia Business School e-mail address
Columbia Business School Executive Education
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New Programs
New programs are constantly being developed to reflect current — and future — business needs.
interactive, with dynamic group discussions that focus on the practical application of new concepts.
Strategic Leadership for HR Professionals Strategic Leadership for HR Professionals is designed to equip senior-level human resources specialists with the skills and knowledge necessary to participate as full partners in strategic leadership. Topics addressed in the program include strategy, leadership, marketing, finance and change management. In each session, you will learn about cuttingedge business research and best practices that will enable you to contribute to top management team discussions about the future of your organization. The program is fast-paced and
Who Should Attend Senior-level HR professionals who want to develop their capacity to develop and execute strategic plans.
Carbon Finance Strategies Proposals to create a cap-and-trade program for greenhouse gas emissions in the United States are advancing rapidly. With the new administration in favor of addressing energy efficiency standards via a carbon market, all companies need to understand future legislation and its implications for business. Carbon Finance Strategies, a collaboration between Columbia Business School Executive Education and Point Carbon, is an in-depth, three-day program developed to educate U.S. executives on this important issue. It is particularly well suited for senior and C-level executives who wish to fully understand the cap-and-trade system and be able to formulate the right strategy and action plan for their organization.
Who Should Attend Senior executives from U.S. organizations in energy-intensive industries who want to prepare for the upcoming cap-andtrade legislation and craft the appropriate strategy; and anyone in the business or financial community interested in understanding this issue.
Dates, prices and locations subject to change.
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Faculty Director Grant Ackerman, Professor of Management Dates October 5–7, 2009 May 17–19, 2010 October 4–6, 2010
Tuition US$5,550
Faculty Director Geoffrey Heal, Paul Garrett Professor of Public Policy and Business Responsibility Dates December 1–3, 2009 April 19–21, 2010
Tuition US$5,250
Personal Leadership and Success Leadership is often approached in terms of our ability to understand and direct our external environment: people, organizations and events. Personal Leadership and Success takes the view that to succeed professionally we need to develop another dimension of leadership—the ability to understand and direct our internal environment: goals, motivations, mindsets and emotions. The program integrates recent findings in psychology, neuroscience and cognitive behavior therapy with explorations of the inner lives of great achievers. Lectures are supplemented by exercises involving introspection, self-evaluation and the application of specific
techniques to help you understand and strengthen your inner environment.
Customer Loyalty and Lifetime Value Over the last several years, market leaders have realized that financial value and competitive advantage can be created by moving from product centricity to customer centricity: building profitable relationships with the right customers instead of simply building and marketing the right products. Customer Loyalty and Lifetime Value introduces you to the key principles of customer centricity and to the best practices that have evolved rapidly in this field in recent years, such as how to assess the financial value of a customer, design effective loyalty programs and implement customer satisfaction programs that drive continuous business improvement.
Who Should Attend Managers with at least five years of professional experience engaged in general management, product management, marketing, sales, pricing, account management, CRM, customer service or other customer-interfacing roles.
Who Should Attend Midlevel and senior-level executives and managers with at least 10 years of professional experience. Faculty Director Hitendra Wadhwa, Associate Professor of Professional Practice Dates July 19–21, 2010 November 17–19, 2010
Tuition US$5,250
Faculty Director Kamel Jedidi, Professor and Chair of the Marketing Division Dates May 3–5, 2010 September 15–17, 2010
Tuition US$5,200
Columbia Business School Executive Education
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Custom Programs
The Columbia Custom Experience Companies or organizations facing strategic, leadership or management challenges or who are looking to strengthen performance in these areas can greatly benefit from a Columbia Business School Executive Education custom program. Our Custom Program design is guided by our firm belief that an idea, no matter how brilliant, has ultimate value only when it is put into action. This approach holds that life is the classroom for the adult learner and reinforces the concept that people learn best through, and from, real-life experiences. Maximizing this approach, our custom team partners with organizations to design, develop and deliver programs that address unique challenges, applying state-of-the-art research and thought leadership to implement solutions that will achieve results. The Columbia Difference: Faculty Involvement Our custom programs offer organizations something unique right from the start: a dedicated Columbia Business School professor who is the architect of the program design and the faculty lead for the entire engagement. Each Columbia faculty director, in partnership with an organization, establishes educational objectives that reflect desired goals and then shapes the program accordingly: developing the curriculum and recruiting
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contributing faculty members in the required areas of expertise. During the program, the faculty director weaves the “golden thread� of the program, laying out the road map for participants and demonstrating how the program builds to achieve the objective. The Custom Program Process Creating a custom program includes several steps, all of which our custom program team members undertake collaboratively to ensure that specific requirements are being met. Step 1: Needs Assessment/Contextual Analysis At the outset of any executive education engagement, Columbia Business School Executive Education conducts an analysis to identify the business challenges driving the need for the program; program objectives; the level, background and competencies of participants; and the commitment to move forward. Step 2: Program Blueprint Columbia Business School develops each program as a collaborative effort among our faculty, designated representatives from an organization and Columbia account managers. Working closely with each organization, our custom team designs a program to meet performance and learning objectives and with identifiable measures to evaluate the program’s success.
Step 3: Program Development Our program management teams work collaboratively to determine program structure, content and learning process, including case studies, simulations, role-plays and supporting materials. We also design toolkits and a coaching process to ensure seamless and consistent program delivery and learner experience, anywhere in the world. Step 4 (Optional): Pilot, Evaluate, and Refine As development nears implementation, Columbia can conduct a pilot version of the program to test and refine content and pedagogy before the formal program launch. Feedback is collected from participants, and the module design is refined accordingly. Step 5: Program Delivery and Evaluation We recommend three program-evaluation methods to assess the program’s efficacy and business impact—and to make necessary adjustments—at key program junctures: during the pilot program, throughout the program and following the program. Over the longer term, the program’s impact can be evaluated six months after the program and up to two years following the program’s completion.
Representative Custom Clients Aviva
Leading Concepts
Barnes Group Inc.
M&T Bank
Bovis Lend Lease
Novartis Oncology
Center for Curatorial Leadership
Novartis Pharmaceutical
Cheung Kong Graduate School of Business
Siam Cement Group
Deloitte Deutsche Bank Deutsche Telekom Ericsson Fudan University Japan Bank for International Cooperation (JBIC)
Société Générale Standard & Poor’s (S&P) Swiss Re Telefónica Time Warner Uplace U.S. Army War College Virgin Mobile V Society
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Columbia Business School Executive Education
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Important Program Information
Application You can register for programs online by visiting our Web site at www.gsb.columbia.edu/execed. Once your application has been reviewed, you will receive an e-mail welcoming you to the program, with a link to your invoice. Please remember that all tuition and fees must be paid before the start of the program. Admission Qualifications Successful candidates should have managerial experience and responsibilities relevant to the program’s objectives and as outlined in the “Who Should Attend” item in each program description. Language Requirements Participants must be sufficiently fluent in English (recommended TOEIC score: 750-800) to complete reading assignments and participate meaningfully in discussions and working groups. Deadlines Qualified applicants are accepted on a first-come, firstserved basis. Programs are often fully subscribed, so early registration is recommended. Cancellation Policy: Withdrawals, Transfers, Substitutions All notification of withdrawals, transfers and substitutions must be sent in writing to Columbia Business School Executive Education. Full refunds can be obtained up to 30 days before the program start date. Due to the costs incurred for program preparation and administration, any cancellations or requests for transfers or deferrals received 30 days or less from the program start are subject to penalty fees as described in the chart below. Time
Cancellation/Transfer Penalty
More than 30 days notice
0%
14 to 30 days notice
30%
Less than 14 days notice
50%
Substitutions: All participant substitutions are subject to the sole discretion of Columbia Business School Executive Education. Requests must be submitted in advance and will be reviewed on an individual basis, based on participant qualifications and lead time needed for any program pre-work. Transfers: Transfer requests must indicate the new dates and/ or new program the participant wishes to attend. Transfers are valid only within one year of the original program start date. Refunds: Any remaining balance of a cancelled program’s payment can be applied to another Columbia Business School Executive Education program within one year of the program date. After one year, the balance is non-refundable.* Full tuition is non-refundable under these conditions: 1. The registrant or substitute does not enroll in another program within one year** of the original start date, and/or 2. The registrant or substitute defers or transfers more than two times. Visas If you require a visa, you will need a B1 business visa for these programs. Note that some embassies may ask that you apply for a student visa, but because these programs are nondegree and participants are visiting the United States on business, the B1 is the appropriate visa. Columbia Business School Executive Education follows the U.S. State Department guidelines, which can be found at http://travel. state.gov/visa/questions/questions＿4433.html. It is against University policy for a representative to contact the embassy directly for a participant. However, there is a standard letter that can be sent to you to present to the embassy, if needed. If you would like to request this letter, please contact execed@columbia.edu. * Columbia Business School Executive Education is not responsible for travel or related costs under any circumstances. Participants may want to consider purchasing trip cancellation insurance in the unlikely event that a program is cancelled or they cannot attend for personal or professional reasons.
** For any program with more than two iterations in an enrollment year, tuition is non-refundable after 2nd transfer.
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Columbia Business School Executive Education
Educational Options for a Lifetime Columbia Business School offers a number of educational programs, each with the Columbia standard of excellence. Full-Time MBA Program Columbia Business School offers a comprehensive business education with an exceptional faculty, groundbreaking academic programs and an incomparable network. Columbia Business School’s location in one of the world’s most dynamic cities makes the Columbia MBA a program of choice for exceptional applicants worldwide. www.gsb.columbia.edu/mba Executive MBA Programs (EMBA) Alternative options allow midcareer professionals to remain at their jobs while earning an MBA degree, putting what they learn into practice immediately. www.gsb.columbia.edu/emba
Collaborate with Columbia We invite you to participate in a Columbia Business School Executive Education program. A few days’ investment will yield years of dividends. Do you have additional questions about our programs? Contact our Learning Solutions Specialists at 212-854-3395 or execed@columbia.edu. They have advised many participants and can be a helpful resource as you take the next step CONCEPT/Design: Suka, NY / sukacreative.com
in executive education.
EMBA-New York The Friday/Saturday Executive MBA program is identical in curriculum to — and is taught by the same faculty as — the full-time MBA Program. EMBA-Global Americas and Europe This powerful partnership between Columbia Business School and London Business School is designed for globally-focused executives and managers. The program is split between the two campuses, and at its completion grants students two MBA degrees, one from each university. EMBA-Global Asia Building on the proven success of the original EMBA-Global program, EMBA-Global Asia represents an exciting partnership between London, Columbia and Hong Kong Business Schools, giving students in Asia more opportunity to access this worldclass programme. Berkeley-Columbia Executive MBA The Berkeley-Columbia EMBA program divides instruction equally between the faculties at Columbia Business School and the Haas School of Business at the University of California, Berkeley. Doctoral Program Offered by the Graduate School of Arts and Sciences and administered by the Business School, the PhD Program each year produces some of the world’s most sought-after researchers and scholars. www.gsb.columbia.edu/doctoral
Cert no. SGS-COC-2420
Columbia Business School Executive Education Columbia University Armstrong Hall, 4th Floor 2880 Broadway New York, NY 10025 212-854-3395 execed@columbia.edu www.gsb.columbia.edu/execed