Sh trainingoffer2017 march2017

2017 TRAINING OFFER ……..……………………………………..

CCIFC 中国法国工商会

2017 年培训 THE FRENCH CHAMBER OF COMMERCE AND INDUSTRY IN CHINA

……..……………………………………..

www.ccifc.org

Shanghai Branch

Dear Member, Dear Madam, Dear Sir,

We are pleased to provide you with our Training Program for 2017. Please discover our most successful training packages as well as our new training sessions for the first time, most courses taught in English or in Chinese.

Since 2004, we have proposed public and in-house training courses to our members and non members.

Today, CCIFC organizes around 50 professional training courses, independently or in collaboration with other organizations. The topics of our courses are quite varied, e.g. Management, Human Resources, Finance, Sales, Marketing, Quality or Personal development.

With efforts of our training team and our highly qualified trainers, we have succeeded in keeping both topics and contents of our packages in line with the ever-changing demands of the workplace.

Furthermore, each public session can also be proposed as in-house training, custom-made according to the specific needs of the company and its staffs.

We wish to take this opportunity to inform you about the launch of the fifth session of our Global Manager Program. This high-quality program, with professors and experts coming from ESCP Europe, ranked 2nd worldwide in 2013 by Financial Times for its Master in Management, will provide participants with a solid and sound knowledge of general management skills and business practices.

Finally we would like to thank companies regularly joining our trainings: Accor, Arc International, Arkéma, Auchan, Bureau Véritas, Carrefour, Chanel, Club Med, Danone, Dassault, Décathlon, Ensival Moret, Eramet, Faurécia, L'Oréal, Mazars, Orange, PCM, Pierre Fabre, PSA, Renault, Saint-Gobain, Safran, Séphora, SGD, Sodexo, Solvay, Véolia…

Pascal Chen Business Director chen.pascal@ccifc.org +86(21)6132-7105

Anthony Lopez Deputy Director lopez.anthony@ccifc.org +86(21)6132-7120

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Contents MANAGEMENT

6

Global Manager Program Module 1: Motivate Your Team ............................................................................................................................ 7 Module 2: Marketing Management .................................................................................................................... 9 Module 3: Key Aspects of Financial Accounting and Analysis....................................................................... 11 Module 4: Strategy Management...................................................................................................................... 13 Module 5: Leadership and Coaching ............................................................................................................... 15

Management Skills Managing Productive Meeting .......................................................................................................................... 17 Time Management............................................................................................................................................... 18 Performance Management: Minimizing Stress & Maximizing Effectiveness.................................................. 19 Conflicting Management.................................................................................................................................... 20 Delegating Successfully ....................................................................................................................................... 21 Dealing with resistance in change ..................................................................................................................... 22 Leader as a Coach .............................................................................................................................................. 23 Making Good Decisions ...................................................................................................................................... 24 Ethics @ emails ...................................................................................................................................................... 25

PERSONAL DEVELOPMENT

26

Presentation and Communication NEW Managing emotions ............................................................................................................................................. 27 NEW Enhance self-esteem and self-confidence ....................................................................................................... 28 NEW Personal Branding................................................................................................................................................. 29 NEW Influencing people ............................................................................................................................................... 30 Powerful Presentations ......................................................................................................................................... 31 Networking Skills .................................................................................................................................................... 32 Better Communication, Better Results ............................................................................................................... 33 Re-define your Career with Wisdom .................................................................................................................. 34 Thinking Out of the Box ........................................................................................................................................ 35

Cross Cultural NEW

Working efficiently in a multicultural team across geographies .................................................................... 36

NEW

Young Chinese Leader with Team Responsibility (Module 1) ......................................................................... 37

NEW

Young Chinese Leader with Team Responsibility (Module 2) ......................................................................... 38

NEW

Intercultural management issues for Chinese companies in Europe ............................................................ 39 How to Work Efficiently with Westerners? .......................................................................................................... 40

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Living and Working in France .............................................................................................................................. 41 Living and Working in China ............................................................................................................................... 42

Language Cours de Chinois Particuliers ............................................................................................................................... 43

PROFESSIONAL SKILLS

44

Administration Executive Assistant ............................................................................................................................................... 45

Finance NEW

Finance for SME and mid-market company non-financial executives ......................................................... 46 Fraud Awareness .................................................................................................................................................. 47 Strategic Financial Management ...................................................................................................................... 48 Project Cost Controlling ....................................................................................................................................... 49

Human Resource Successful Recruitment ........................................................................................................................................ 50 Annual Evaluation Interview ............................................................................................................................... 51

Marketing & Sales Luxury Selling ......................................................................................................................................................... 52 NEW Digital transformation: How to transform and restructure your business at the digital era .........................53 NEW Digital Marketing in China ................................................................................................................................... 54 E-Commerce: How to Sell your Products Online .............................................................................................. 55 Marketing Skills Development and Account Management ........................................................................... 56 Shopper and Buyer: Essential Selling Skills .......................................................................................................... 57 One for you – One for me: Negotiation Skills .................................................................................................... 58 Business Model Innovation: creating new market opportunities ................................................................... 59 Brand Strategy in the New Chinese Context .................................................................................................... 60 Luxury Strategy in the New Chinese Context .................................................................................................... 61

Quality, Production Management Lean Six Sigma ...................................................................................................................................................... 62 Conducting Internal Quality Audits.................................................................................................................... 63 Projects Management ......................................................................................................................................... 64 How to Buy “Engineering” ................................................................................................................................... 65 TRAINING REGISTRATION FORM ................................................................................................ 66

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GLOBAL MANAGER PROGRAM 2017 国际经理人特训 2 0 1 7 Among your team, you have certainly identified High Potential Managers and you wonder: How to retain and keep them motivated?

How to recognize and reward them in your organization?

How to improve their management skills and performance?

OBJECTIVES The Global Manager Program will provide participants with a solid and sound knowledge of the foundations of general management skills and business practices while preparing them to deal with the complexity of the current global environment.

CONTENTS The program is composed of 5 modules (2 days each): -

Motivate your Team Marketing Management Financial Accounting and Analysis Strategy Management Leadership and Coaching

AUTUMN SESSION Calendar A 10-day program on 4 months: 5 sessions MODULE 1

Motivate your Team

TBC

MODULE 2

Marketing Management

TBC

MODULE 3

Financial Accounting and Analysis

TBC

Strategy Management

TBC

Leadership and Coaching

TBC

MODULE 4 MODULE 5

TARGET PARTICIPANTS

FACILITATORS

This program has been specifically designed for functional management who have been identified as having high potential and whose next career step implies broader managerial responsibilities or a supervising position within their current organization (cross-functional project, business unit, department, branch, etc.), such as: HR managers, marketing managers, team managers, project managers, product

Teachers and experts come from ESCP Europe (ranked 2nd worldwide by Financial Times for its Master in Management in 2013) and have been selected by the Chamber of Commerce and Industry of Paris.

At the end of the program, participants will receive an official certificate from the Chamber of Commerce and Industry of Paris.

PLACE

INVESTMENT

CCI France Chine Shanghai Office 2/F, Mayfair Tower, 83 Fu Min Road, Shanghai, 200040

- Member price: 45 000 RMB before tax - Non member price: 55 000 RMB before tax

CONTACT

CONTACT

Pascal Chen Tel: + 86 (0) 21 6132 7100 *105 E-mail: chen.pascal@ccifc.org

Anthony Lopez Tel: + 86 (0) 21 6132 7100 *120 E-mail : lopez.anthony@ccifc.org

*The price includes: training fees, educational material, coffee breaks and lunches.

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MANAGEMENT Global Manager Program     

Module 1: Motivate your Team Module 2: Marketing Management Module 3: Key Aspects of Financial Accounting and Analysis Module 4: Strategy Management Module 5: Leadership and Coaching

Management Skills         

Managing Productive Meeting Time Management Performance Management: Minimizing Stress & Maximizing Effectiveness Conflicting Management Delegating Successfully Dealing with resistance in change Leader as a Coach Making Good Decisions Ethics @ emails

6

Motivating a team is never as easy and as natural as people would imagine. Nevertheless, nowadays, inspiring his team is one of the main responsibilities requested from a leader. But leaders have to face the diversity and complexity of human being, while trying to reach the targeted objectives they are committed to.

At times you may cope with team’s lack of energy, demobilization, or even employee’s turn over (particularly in a growing economy). The questions then are: “How come? What’s happening? What should I do (or not do)?”

This seminar helps to understand the situation with a systemic approach and proposes a specific focus on personality’s interaction: how a leadership style can match or not a followership. Thus it provides insights of how to motivate your team better, on a long-term basis.

Last but not least, you will also be equipped to convince better and lead informally in cross-functional projects.

COURSE OBJECTIVES

By the end of this module, the participants will be able to: • • •

Understand individual motivations triggers and levels; Address proactively and specifically team’s motivation to handle effectively organizational involvement; Build a trusting and commitment spirit within the team.

This program is characterized by its practical hands-on approach. It also aims to make each participant think over one’s own problematic and leave the training with an effective action plan. Role-play and workshop will be regularly proposed

COURSE OUTLINE Day 1: Motivation and team involvement, from the general towards the singular • •

• • •

Motivating a team: why and how - From experiment to experience Motivational toolbox: from theories to applications - What are the main triggers? Is it different from a culture to another?

- Discovering traps and paradox Understanding the motivation’s keys factors of success Implementing the motivation process: towards trust, loyalty and commitment, even in cross-functional process - Case study and role-plays

Day 2: Motivating each collaborator • • • •

Motivation and personalities Understanding the different personality features and the adapted triggers - Exercises and workshops Motivation through adapted communication and management style - Role-plays Maintaining mobilization even through changes or crisis - Action plan and conclusion

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Global Manager Program

Module 1: Motivate Your Team

ANNE-CLAIRE de LAVIGERIE Adjunct Professor, ESCP Europe Anne-Claire de LAVIGERIE is lecturer in academic programs in Negotiation, Sales/Marketing strategy Management, Leadership, Public speaking and Assertiveness.

• • •

Graduated from ESCP Europe school of management, (Ecole Supérieure de Commerce de Paris), from DESS Paris Dauphine with a Master’s degree in « Training and Consulting in Organizations”, psycho sociology specialization.

Trained in Systemic Approach in the organization; Certified, AeC DISC Color Method: ability to debrief and train individuals and/or group on a personality and professional behavior test.

Executive coach, Certified as Professional Corporate Coach (Progress U and WABC).

After spending thirteen years at the head of the sales and marketing divisions and as a member of the board of directors of a major company for 5 years, she has developed, as a consultant for the last 11 years, an operational expertise in the following fields: • • • • •

Leadership and management, Communication and cooperation, Cohesion within boards of directors, project team or natural team, Change management and innovation processes, Negotiation and sustainable client relationship.

Price

Full Program: 10 days training – 5 modules of 2 days: CCIFC Member: RMB 45 000 (subject to 6.72% V. A. T.) Non member: RMB 55 000 (subject to 6.72% V. A. T.) * Price includes: training fees, educational material, coffee breaks, and lunches.

Language

English

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Global Manager Program

LECTURER

COURSE OBJECTIVES

The objective of this course is to develop the theoretical marketing knowledge, strategic framework and practical skills needed by practicing managers. Formal lectures covering the “fundamentals” will be complemented by two case studies, mini-cases and exercises. The course will take a practical, managerial approach to marketing management.

This course will provide expertise to participants in order to fully understand marketing practices. In addition, this course will help participants to develop their understanding of various marketing situations in different sectors such as food markets, distribution, telecommunications, services and more.

At the end of the course, participants should have (1) learned the main principles and concepts of marketing, (2) understood the marketing approach, and (3) got used to framing and solving marketing problems.

COURSE OUTLINE Day 1: • Introduction to marketing • Marketing strategy - segmentation, targeting, and positioning Preparation starts before the class: Read and prepare the “Trouble Brews at Starbucks” case study (case will be provided on registration).

Day 2: • Product innovation, brand management and pricing strategies • Designing and managing marketing channels and marketing communications Preparation starts before the class: Read and prepare the ‘Virgin Mobile USA: Pricing for the Very First Time’ case study (case will be provided on registration).

Recommended Reading Material Book: • Philip Kotler & Kevin Keller, Marketing Management, Prentice Hall, 13th edition, 2009 Journals: • Business Horizons • Harvard Business Review • Sloan Management Review

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Global Manager Program

Module 2: Marketing Management

Arijit CHATTERJEE Associate Professor, ESSEC Business School Arijit Chatterjee is currently an Associate Professor specialized in the Management Department of l’Ecole Supérieure de Science Economiques et Commerciales (ESSEC). He lectures Master and Ph.D students in International Business in Asia and Globalization through the campus of Paris and Singapore.

He’s field of research extend to strategic decision making, top management team dynamics, organization design, executive compensation and executive celebrity, all of which are a result of the human construction within an organization.

At the same time he studies entrepreneurial behaviors. He analyzes how each factor leads to the development of a business: from how the business and society interact in emerging markets to the characteristics given by the founding team to the psychology of competition.

Arijit Chatterjee completed his bachelor degree at the Marine Engineering and Research institute in Kolkata in India in 1996. He received 13 years later his Ph.D. in Business Administration at The Pennsylvania State University in the USA. Price

Full Program: 10 days training – 5 modules of 2 days: CCIFC Member: RMB 45 000 (subject to 6.72% V. A. T.) Non member: RMB 55 000 (subject to 6.72% V. A. T.) * Price includes: training fees, educational material, coffee breaks, and lunches.

Language

English

10

Global Manager Program

LECTURER

Whatever your function and expertise, you need to understand the basics of financial accounting and analysis. This will give how to decode the financial statements and to analyze the impact of your actions on these statements.

COURSE OBJECTIVES

The aim of this session is to prepare managers and non-financial experts to gain these competencies by going back to the foundations of financial accounting and analysis.

By the end of this seminar, the participants will: • • •

Master the financial accounting language and logics Communicate more effectively with financial controllers and finance directors Understand how to interpret financial statements (P&L, Balance sheet and Cash flow statement) within their business entity Master the financial analysis of their business entity know how to link some business drivers with financial indicators

• •

COURSE OUTLINE Day 1: Principles of financial Accounting • • • •

Some definitions of concepts Main users of financial information How to decode balance sheet Main business transactions’ impact on balance sheet • How to decode Profit and Loss Account (Income statement) • How to decode Statement of Cash flow • Exercises and case study At the end of the day 1, participants will understand how to decode financial statements and to link it with their business decisions.

Day 2: Principles of financial analysis • • • • • •

Definition of some concepts : financial ratios, indicators and KPI Introduction of value map and business drivers Framework of financial analysis Financial performance analysis through ratios and indicators (liquidity, solvency, profitability, Du Pont ratio, EVA, market indicators) Capital structure, risk and leverage (operating and financial leverage, break-even) Exercises and case study

At the end of the day 2, participants will know the main financial indicators used for financial performance analysis that can be linked to their business decisions.

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Global Manager Program

Module 3: Key Aspects of Financial Accounting and Analysis

Bernard FEVRY Affiliate professor ESCP Europe, HEC Paris Deputy Director CFVG, Vietnam Bernard FEVRY is a French Certified Public Accountant and Legal Auditor, Master in Finance (ParisDauphine University) and EMBA INSEAD. After an experience as financial manager in a Swiss pharmaceutical company, he runs an auditing agency in France and a financial consultancy company in Geneva specialized in asset management of listed equity, ethical and Islamic sharia compliant funds.

Affiliated Professor at ESCP Europe and HEC PARIS School of Management, his main topics are the financial accounting, the corporate finance, the financial markets and the Islamic finance in MBA et EMBA programs.

He conducts also intra-companies seminars in corporate finance, value creation and financial dynamic analysis for international groups.

Price

Full Program: 10 days training – 5 modules of 2 days: CCIFC Member: RMB 45 000 (subject to 6.72% V. A. T.) Non member: RMB 55 000 (subject to 6.72% V. A. T.) * Price includes: training fees, educational material, coffee breaks, and lunches.

Language

English

12

Global Manager Program

LECTURER

Business has fallen on hard times. Economic crisis and changing competitive environment are forcing companies in almost every sector to re-examine the way to grow. In such complex world, strategy is an outstanding mean to re-think actions for organizational excellence. This module aims to provide managers with critical toolkit to achieve business success.

Using a general approach and specific concepts, this seminar is designed to give participants practical analytical techniques that structure their action as managers or leaders.

COURSE OBJECTIVES

This course is concerned with the formulation and analysis of firms’ strategy. Firms’ strategy is defined as the set of objectives and policies that collectively determine how firms position themselves to increase its returns and create economic value for its owners and stakeholders.

Strategy is concerned with answering two central questions: • •

What allows certain firms to succeed in their industry while others fail?

Why can certain firms sustain their economic profits while for others these profits quickly melt?

In this course, you will learn analytical techniques for diagnosing firms’ competitive position, identifying and analyzing opportunities and threats of the economic environment, evaluating alternative business options and determining the ways to develop those options. These frameworks will help you to manage on complex and unstructured problems inherent in business strategy, in order to provide a solid foundation for successfully develop and adapt your firm to changing environmental conditions over time.

COURSE OUTLINE Day 1: Strategic diagnosis • External analysis • Internal analysis • Stakeholder stance Day 2: Competitive positioning, development and change • Generic competitive strategies • Strategic development • Implementation and change Teaching approach is going to mix theory and case studies.

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Global Manager Program

Module 4: Strategy Management

Paul LAPOULE Professor, Novancia Business School Paul Lapoule teaching is in the marketing, sales forces management area and in particular he teaches business strategy, change management and organizational design to both graduate and postgraduate courses.

He followed a D.E.A master degree in Management in 2003 before applying for a PHD in Management at C.N.A.M. Paris four years later.

Mr. Lapoule’s professional life has made him become an expert in the following fields: •

Strategy & Marketing, Sales & Pricing Strategy

•

Supply Management

•

Sales Forces Management

•

Marketing and Export analyst

•

Merchandising

•

Negotiation

He won the AREA price of the best French thesis in 2007 and also in 2010 the best SE Management Case

by FNEGE. Price

Full Program: 10 days training – 5 modules of 2 days: CCIFC Member: RMB 45 000 (subject to 6.72% V. A. T.) Non member: RMB 55 000 (subject to 6.72% V. A. T.) * Price includes: training fees, educational material, coffee breaks, and lunches.

Language

English

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Global Manager Program

LECTURER

Coercive management does not work anymore in times of talents war.

Convincingly giving sense to people, being consistent, integrating “hard skills” and “soft skills” and help people to grow, coaching them more than telling them, are key factors of success.

This seminar will help you to articulate the different knowledge you have developed during the 4 first modules. A rich and fruitful time for feedback and Q & A is included.

It also provides a theoretical background in coaching and leadership.

Anyway, it is mainly via experiments and a time for personal coaching that each participant will understand better what coaching is and key levers to enhance personal leadership.

Presentation skills will also be trained thank to role-plays.

COURSE OBJECTIVES

By the end of this module, the participants will be able to: • • •

Understand what is coaching and how they can find a new way to develop creative idea and empowerment.

Strengthen their leadership, in a way adapted to their personalities and core competencies Share better their knowledge thanks to improved public speaking and convincing skills.

A preparation work will be asked to participants in advance.

This program is characterized by a pragmatic and result oriented approach. The facilitator will help each participant to feel at ease with the training content and make it happen in real life. Coaching and leadership are deeply linked to personal assertiveness; role-play will thus be the major lever for awareness and improvement.

The prerequisite is for the participants to have done 2 pre-works: 1. A feedback organized around 3 questions: “what was easy to implement and what was difficult after the 4 modules" “What do I want to focus on to improve?”

2. A preparation of a real future professional presentation

COURSE OUTLINE Day 1: Best practices, coaching for success and leadership • Feedback on the 8 days training and its implementation and best practices exchanges • What is coaching? A new way to find solution and help people to be efficient Role-plays and exercises • Defining leadership: Why is there a growing interest in leadership?

Is it the same in Western or Asian countries? Group workshops The three dimension of leadership: vision, means and personal traits.

• The leaders’ skills: Is it acquired or innate?

What specific skills or knowledge should one learn if one wants to improve its leadership?

Why and how shall we develop Emotional intelligence and assertiveness?

Exercises and debate

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Global Manager Program

Module 5: Leadership and Coaching

Global Manager Program

Day 2: Emotional charisma and public speaking • Tips for a better presence and convincing skills • Workshop and Role-plays to work on presentation skills • Feedback from the group and the coach Individual Action plan and conclusion

LECTURER ANNE-CLAIRE de LAVIGERIE Adjunct Professor, ESCP Europe Anne-Claire de LAVIGERIE is lecturer in academic programs in Negotiation, Sales/Marketing strategy Management, Leadership, Public speaking and Assertiveness.

• • •

Graduated from ESCP Europe school of management, (Ecole Supérieure de Commerce de Paris), from DESS Paris Dauphine with a Master’s degree in « Training and Consulting in Organizations”, psycho sociology specialization.

Trained in Systemic Approach in the organization; Certified, AeC DISC Color Method: ability to debrief and train individuals and/or group on a personality and professional behavior test.

Executive coach, Certified as Professional Corporate Coach (Progress U and WABC).

After spending thirteen years at the head of the sales and marketing divisions and as a member of the board of directors of a major company for 5 years, she has developed, as a consultant for the last 11 years, an operational expertise in the following fields: • • • • •

Leadership and management, Communication and cooperation, Cohesion within boards of directors, project team or natural team, Change management and innovation processes, Negotiation and sustainable client relationship.

Price

Full Program: 10 days training – 5 modules of 2 days: CCIFC Member: RMB 45 000 (subject to 6.72% V. A. T.) Non member: RMB 55 000 (subject to 6.72% V. A. T.) * Price includes: training fees, educational material, coffee breaks, and lunches.

Language

English

16

COURSE OBJECTIVES

Meetings work best when they’re structured and run effectively and efficiently. We can help you decide who should organize the meetings, which roles different individuals should have in the meetings and who should be included. This module will give you everything from strategy tips for running meetings to popular meeting icebreakers to get the ball rolling.

• • • • • •

Teaches the value of meetings as a management tool Shows critical planning steps that makes meeting time more efficient Pinpoints to start and end meetings in time with a well constructed agenda Identify the role of the meeting chair and the meeting participant Identify the steps to take to create a safe forum for discussion Develop and practice techniques for handling counterproductive behavior

COURSE OUTLINE

•

• • • • •

• • • •

Presentation of the 4 main roles: - Time Keeper - Script - Chairperson - Participant Preparation of the meeting agenda and who should attend Collection of information prior to meeting Timely distribution of agenda and feedback Crucial seating arrangements Meeting starts with the previous meeting minutes with a round table Meeting road map and ground rules Meeting open forum Activity, by who, by when & follow-up Meeting adjourns with the next agenda topic

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

17

Management Skills

Managing Productive Meeting

COURSE OBJECTIVES

“Mark Twain once said that if the first thing you do each morning is to eat a live frog, you can go through the day with the satisfaction of knowing that that is probably the worse things that is going to happen to you all day long. Your “frog” is your biggest, most important task, the one you are most likely to procrastinate on if you don’t do something about it” Brian Tracy • • • • •

Be better at managing your time and energy Be better at finishing the tasks or project work on time Prioritize your tasks Make full usage of your potential Have a very organized team

COURSE OUTLINE • • • • •

• • • • •

The 4 stages a team goes through How good is your time management: Discovery of time management tools Beating procrastination: Manage your time, get it all done Activity logs: know where your time goes Prioritized to do list: taking control of your time Action programs: becoming exceptionally well organized: Urgent / Important/ Not Urgent / Not Important Grid Effective scheduling: bringing your workload under control Locke’s goal setting theory: Understanding S.M.A.R.T. Goal setting Forward planning versus backward planning In flow: achieve much more with same effort

TEACHING STYLE The training is interactive and based on experiential learning techniques with high involvement of the participants (role-plays, group assignments, discussions, games and exercises) to ensure that they understand, practice and remember the new tools and skills, and can apply them to their real jobs.

WHO SHOULD ATTEND Any employee, manager or team leader who wants to increase their personal effectiveness.

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, breakfast

Language

English

Venue

CCIFC Shanghai Office

18

Management Skills

Time Management

COURSE OBJECTIVES

If you’re like most managers, performance management is stressful. Today’s business climate adds a new layer of uncertainty and accountability, making performance management even tougher to navigate.

This seminar gives you the time-tested roadmap for developing and reviewing performance that aligns with rapidly changing priorities and organizational goals to help you stay focused and move your team forward.

• • • • • •

Use quick performance snapshots to streamline and improve the review process Understand how to cope with various employee reactions Overcome reluctance to communicate, coach and give feedback Learn to provide clarity when there is organizational ambiguity Set SMART objectives linked to organizational goals, providing feedback, coaching and development opportunities Write a performance appraisal and have a structured discussion that resolves any problems or unclear objectives

COURSE OUTLINE

• • • • • • • •

Performance management at a glance Aligning objectives with your company’s business goals Addressing matrix reporting relationships Communicating with employees often (provide short, quick performance snapshots) Writing the performance appraisal: fair, "objective", no surprises Having the performance appraisal discussion: fair, "objective", no surprises Dealing effectively with various employee reactions Planning for short and long-term objectives

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

19

Management Skills

Performance Management: Minimizing Stress & Maximizing Effectiveness

COURSE OBJECTIVES Interpersonal conflicts we experience on a daily basis cause the most stress across ALL occupations. Give your employees a memorable, easy-to-implement way to stay calm and productively work through issues with co-workers. Our program simplifies confrontation with someone who is behaving in a way that is disruptive, unprofessional or self-serving. We present a simple 4-step approach that helps individuals collect their thoughts and initiate resolution in the most productive way.

• • •

Teaches people to work through conflict on their own Keeps conflicts from escalating Builds interpersonal skills

COURSE OUTLINE

•

•

What to Do When Conflict Happens introduces the C.A.L.M. model: C - CLARIFY the issue A - ADDRESS the problem L - LISTEN to the other side M - MANAGE your way to resolution What makes the C.A.L.M. approach unique is the first stage - CLARIFY, where employees step back and think. They rationally examine what's happening, why they feel the way they do, what the other person might be feeling and what to keep in mind as they address the issue. After CLARIFY is complete employees are effectively able to ADDRESS, LISTEN and MANAGE the issue on their own.

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

20

Management Skills

Conflicting Management

COURSE OBJECTIVES

This delegation module successfully deals with general delegation principles and process, which is applicable to individuals and teams, or temporary assignments, even “virtual teams”. We will help you encourage good delegation which will save time, develop new relationships and groom a possible successor all while avoiding frustration, confusion and possible failure of the task itself. We will teach you to ‘manage upwards’ and suggest improvements to the delegation process and understanding vertically and horizontally through your business.

• • • • •

Encourage motivation Help in the personal development of your team members Open the door to successful planning Be able to concentrate on other tasks for your own Appraise easily the “can and can not yet” of your employees

COURSE OUTLINE

• • • • • • • • • • •

SMART or SMARTER delegation Delegated Tasks Must Be: Specific/Measurable/Agreed/Realistic/Time Bound/Ethical/Recorded Defining the Task Selecting the Individual or Team Assessing Ability and Training Needs Explaining the Reasons Stating Required Results Considering Required Resources Agreeing Deadlines Supporting and Communicating Feed Back on Results

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

21

Management Skills

Delegating Successfully

COURSE OBJECTIVES

People are not always the most adaptable to change, often times managers are the most affected by change because not only do they have to adjust on their own but they must assist in the adjustment for everybody else. Change in the workplace is necessary; it makes for a more creative working environment and avoids too much repetition. It’s important to embrace change and not shy away from it, that is why we have created a module to help you accept change and adapt easily.

• • • •

Ability to accept change and see the reason for it Embrace the fundamentals of change in an organization Understand the pressures of change on everybody in the organization Have the best tools on hand to deal with any bumps on the road for change

COURSE OUTLINE

• • • • •

Working with a difficult manager How to handle and what to expect Managing change from the top Getting over your fear of the unknown Reducing your resistance to change

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

22

Management Skills

Dealing with resistance in change

COURSE OBJECTIVES

This training will give you the tools to coach your peers and employees whenever it is needed, providing them with a structure, guidance and framework to support their professional endeavor. We know that although answers might change over the time, questions remain as an important platform to trigger the thinking process and help the people around us to obtain different perspectives, that in return challenges habits and bring an ongoing progress to our working environment. Leader as a coach helps people to think at a different level.

• • •

Become a magnet for talent and empowerment Sustain a network of support with a strong Personal Quotient Foster individual self-awareness by pertinent and ongoing questioning

COURSE OUTLINE

• • • • • • •

Building trust and understanding so that people want to work with you Inspire commitment Create new competencies to ensure people know how to do what is required Implement stamina and discipline to make sure learning lasts on the job Create organizational support to reward learning and remove barriers Focus on the value of finding new ideas and acting on them Foster on openness to do different things and to do things differently

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

23

Management Skills

Leader as a Coach

COURSE OBJECTIVES Making good decisions is a key factor to helping you lead effectively. We can give you the techniques to arrive at the best decisions for any business decision. This module is designed with problem solving techniques and specific formulas for you to reach the best decisions.

• Teaches people to make good decisions based on facts • Eliminates indecisiveness • Saves time • Help to seize opportunities

COURSE OUTLINE • • • • • • • • •

Pareto analysis – choosing what to change Paired comparison analysis – working out the relative importance of different options Grid analysis – making a choice into account of many factors PMI – weighing the pros and cons Force Field analysis – analyzing the pressures for and against Six thinking hats – Looking at a decision from different perspectives Starbursting – understanding option better by brainstorming questions Stepladders – making better group decisions • Decision tree – choosing by valuing different options

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

24

Management Skills

Making Good Decisions

How to Improve your Written Communication

COURSE OBJECTIVES Though it resembles its paper-based cousin, electronic mail has its own characteristics. It combines a conversational style with a written form. As a consequence, it suffers from problems of misinterpretation.

This seminar aims at getting better results using written messages in business communication. The goal is to help you well understood by your audience and make sure your messages well received and acted upon.

• •

Get your written message across clearly Write accurately and professionally

COURSE OUTLINE • • • • • • •

Identify your audience and adapt your message Grab reader’s attention Try some empathy Create outlines Use simple language Constructing the e-mail Identifying key points to be highlighting

WHO SHOULD ATTEND Any employee, manager or team leader who wants to improve their writing communication in english.

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, breakfast

Language

English

Venue

CCIFC Shanghai Office

25

Management Skills

Ethics @ emails

PERSONAL DEVELOPMENT Presentation and Communication         

Managing emotions Enhance self-esteem and self-confidence Personal Branding Influencing people Powerful Presentation Networking Skills Better Communication Better Results Re-define your Career with Wisdom Thinking Out of the Box

Cross Cultural       

Working efficiently in a multicultural team across geographies Young Chinese Leader with Team Responsibility (Module 1) Young Chinese Leader with Team Responsibility (Module 2) Intercultural management issues for Chinese companies in Europe How to Work Efficiently with Westerners?

Living and Working in France Living and Working in China

Language



Cours de Chinois Particuliers

26

Presentation and Communication

Managing emotions COURSE OBJECTIVES The objective of this workshop is to help participants to understand the origin of emotions, to recognize them, and to have practical tools to manage them

COURSE OUTLINE • • • • •

Understand origin of different emotions Identify and define your emotions Analyze and decode emotions Explore messages behind each of your emotions Manage and live peacefully with your emotions

Date

Half-day Training - Upcoming on the 2nd Semester

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, breakfast

Language

Chinese

Venue

CCIFC Shanghai Office

27

COURSE OBJECTIVES

the objective of this workshop is to help participants to get some practical tools in order to develop and enhance their self-esteem and self-confidence

COURSE OUTLINE • • • •

What is Self-esteem, the components of Self-esteem The 4 types about the stability of Self-esteem Equation of James 9 keys to develop and enhance the Self-esteem

Date

Half-day Training - Upcoming on the 2nd Semester

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, breakfast

Language

Chinese

Venue

CCIFC Shanghai Office

28

Presentation and Communication

Enhance self-esteem and self-confidence

COURSE OBJECTIVES “Be yourself, everyone else is taken” “We are living in a surplus society who has a surplus of similar companies, employing similar people, with similar educational background, working in similar jobs, coming up with similar ideas, producing similar things, with similar prices and similar quality“ Having said that, we all know people who just stand out and what makes them stand out is neither their educational background nor their years of experience, but it is something more innate, something that is core to who they really are and what they believe.

Their unique significance and life purpose makes them successful and stand out from the crowd.

The path to differentiation stems from being yourself. Yet finding oneself can be a laborious process; Knowing you, creating, communicating and pitching your own value under the logo that is your name and later on defining your own genre of leadership will close the circuit.

View your personal brand as a trademark; an asset that you must protect while continuously molding and shaping it.

This workshop will act as a sound GPS to cruise you through the short cuts to find out what makes you, YOU.

COURSE OUTLINE • • •

• • • • • •

Discovery of surplus society The maze Keep the end in mind Self discovery: o Tree analysis o Colours of the rainbow o Know yourself o Box and ribbon Positioning triangulation model Make that pitch Analyze the audience Personal brand strategy platform Beware of eco system Reversed pyramid

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, breakfast

Language

English

Venue

CCIFC Shanghai Office

29

Presentation and Communication

Personal Branding

COURSE OBJECTIVES Today having influence enables you to gain support commitments for your proposals and therefore increase your potential for success.

You don’t need to have a hierarchical power to influence others!

Persuasion is you consciously and directly trying to get someone to do something to your desired effect.

COURSE OUTLINE • • • • • • • • • •

Influence & Persuasion Mindset (4) Aristotle (Ethos. Pathos. Logos) Dissecting persuasion Preparation with Passion Magic lantern for communication Influencing pillars (Listening. Questioning. Credibility. EQ. Body language & Composure) Self assessment Engaging emotions Logos

Price

Member : 2 750 RMB/person* - Non member : 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

30

Presentation and Communication

Influencing people

COURSE OBJECTIVES Presenting can be one of the most important yet scary aspects of working in an office. The stress alone can lead to a poor presentation. We help you overcome that fear by arming you with the necessary skills to present effectively and get your point across in a timely fashion. This module is designed to teach you the different tools you can use in a successful presentation while at the same time polishing your speaking and self-presentation.

• • • • •

Discover the ways of how to express yourself in ways that command attention and respect How best to use nonverbal behaviors to come across as positive and confident.

How to use language to state your messages in the best way possible while making your points clear Find out tips and strategies for keeping your listeners tuned in to you and helping them understand your message Win-win conflict resolution

COURSE OUTLINE IT IS NOT WHAT YOU SAY BUT HOW YOU SAY IT: • • • •

Making eye contact to connect to your listener Using body language to deliver a confident message Engaging your listener by your voice Manage your pace for positive effect

SPEAKING IN THE POSITIVE: • • • •

Understanding positive language and how to show service and commitment with it Keeping your message SS (Short and Sweet) Using the language that solves problems Avoiding message hindering words – sugarcoating

KEEPING YOUR LISTENER ENGAGED: • • •

Introducing issues and bringing them to closure Keeping your listener involved with your message Prepare a plan of communication for important situations

WHO SHOULD ATTEND Any manager or employee who needs to make presentations in English to their superiors, colleagues or clients (with or without previous experience of giving presentations).

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member : 4 400 RMB/person* - Non member : 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

31

Presentation and Communication

Powerful Presentations

COURSE OBJECTIVES

People are not always feeling very comfortable in networking events. However networking events are highly valuable for anyone who wishes to increase his or her sphere of influence. This module is aiming to help the participants to be more relaxed and confident during networking events while making a first good impression and selling their story in a memorable way to others.

• • • •

Approach individuals with confidence Show curiosity and attract the attention Deliver a powerful and memorable introduction speech Bring structure to the networking process for best results.

COURSE OUTLINE • • • • • •

Understand the aim of networking Breaking the ice Networking do’s and don’ts Best introduction How to sell yourself Plan what to do after the networking event

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member : 2 750 RMB/person* - Non member : 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

32

Presentation and Communication

Networking Skills

Effective dialogue in all business situations COURSE OBJECTIVES

Communication skills are an essential element of business success.

People who know how to use the right words at the right time, and how to adapt their communication style, are most likely to solve problems and achieve their objectives.

In this seminar, you will learn how to effectively convince your colleagues, customers and business partners in meetings, negotiations and day-to-day business.

You will learn and practice several techniques to: • • • •

Avoid misunderstandings and create goodwill Get what you want by using the right words and body language Convince and “sell your ideas” to different types of people by adapting your style Smoothly resolve conflict

COURSE OUTLINE Active listening (to create true understanding): • •

8 tools to be a better listener The importance of feedback

Assertiveness (to get what you want with minimum conflict): • • •

What to say: using the right words How to say it: using the right tone and body language Handling difficult situations

Four key communication styles (to be more convincing): • • •

Discover your dominant style Understand the other styles Adapt to other styles

.

WHO SHOULD ATTEND Any employee or manager, regardless of culture, experience and function, who: • •

Wants to interact more confidently and effectively with others Needs to handle difficult one-on-one situations with clients, colleagues or business partners

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

33

Presentation and Communication

Better Communication, Better Results

Capitalize on your profile to guide your career

"If you don't stand for something, you'll fall for anything” Michael Evans

COURSE OBJECTIVES Making a career change can make your life upside down but what if it makes it right side up eventually?

In China, the word CRISIS is equal to the word OPPORTUNITY thus take all your chances to pursue your career as you wish by taking part in these workshops “Redefining your career”.

You would like to explore other career options, these workshops offer you the opportunity to redefine your profile, your goals and strengths with a professional coach, in charge of redirecting you and facilitate your research and target your jobs.

4 STEPS TO CHANGE & EXCEL Redefine & clarify your profile: • • •

Your values Your personality Your priorities

Observe & analyze the market • • •

To fit the market, observe & seize opportunities in terms of jobs offers Target your searches according to opportunities on the job market Correlate your profiles with the market opportunities (identify, evaluate, explore and commit yourself).

Focus your researches according to market and employment opportunities •

Correlate your profile to the market opportunities (identify, estimate, investigate and commit yourself)

Move & Apply •

After having determined your objectives that will be coherent, feasible, viable and flexible

WHO SHOULD ATTEND This workshop is for those who would like to redefine their career.

Date

Half-day Training - Upcoming on the 2nd Semester

Price

Member: 1 400 RMB/person* - Non member: 1 900 RMB/person* (*before tax) Price including lectures, course materials, and breakfast

Language

English

Venue

CCIFC Shanghai Office

34

Presentation and Communication

Re-define your Career with Wisdom

COURSE OBJECTIVES As the saying goes “You cannot look in a new direction by looking harder in the same direction.”

(Edward de Bono). The “thinking out of the box” training will enable you to think more unconventionally.

Your problem solving skills will be improved since you will stimulate your creativity. You will learn to look further and try not to face problems with instantaneous responses and status quo. Thinking out of the box is a way to improve solutions and to deal differently in the business daily life decision-making process.

• • • •

Develop your critical thinking Use your brain to its full potential Increase your critical thinking Enhance your problem solving skills

COURSE OUTLINE • • • • • • • • • •

Producing creative ideas Taking into account the different backgrounds Foster visualization Develop tolerance for ambiguity Increase mental flexibility Use mind mapping – rapid idea building Identify mind blockers Providing new perspectives to day-to-day work Focusing on the value of finding new ideas and acting of them Openness to do different things and to do things differently

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast and lunch

Language

English

Venue

CCIFC Shanghai Office

35

Presentation and Communication

Thinking Out of the Box

This workshop is designed for managers leading a distant multicultural team. This very hands-on training aims at raising awareness at the specificities of distant teamwork. In addition, participants will explore the intercultural layer woven into distance and how the diverse values and behaviors of team members impact teamwork. They will learn how to adapt their communication and management style to maximize impact and lead the team towards high performance. The workshop will end-up with the design of a personal action plan, under the responsibility of each participant

COURSE OBJECTIVES • • •

Understanding needs and work styles of different cultural groups and building strategies to close the gaps What are the three key success factors of a distant team and putting them into practice Adapting one’s management and communication style to virtual collaboration

COURSE OUTLINE 1/ Introduction • Introducing the program, its objectives, and the timing • Participants expectations towards the program and experiences with the topic 2/ Distant work dynamics • Developing frequent and deep relationships • Building trust and team cohesion • The stages of development of a distant team • Defining vision, common goals, and ground rules 3/ Understanding the impact of distance on teamwork • What new elements does distance bring to teamwork • The impact of market and cultural context at a distance • How to reduce the perception of distance.

Creating a ‘common purple space’

5/ Successfully managing a distant team?

• Creating engagement among team members • Building engagement and understanding the common vision • The role of a manager across cultures • Leading successful virtual meetings 6/ The impact of technology and time zones • How to make the best use of technology – What technology for what purpose?

• How to best use time zones • Practical tips 7/ Implementing a project together in a distant format 8/ Wrap-up, personal action plan, and evaluation

4/ Developing global mindset • What is culture and the impact on each of us • Mapping the cultures with which the participants have to interact • Understanding similarities and differences • How to shift one’s frame of reference and developing cultural intelligence • Building effective strategies: make the best use of varied styles and develop an harmonious team

TEACHING APPROACH Highly

engaging

with

many

practical

exercices

followed

by

a

debriefing

Price

Member: 5 500 RMB/person* - Non member: 6 500 RMB/person* (*before tax) Price including lectures, course materials, breakfasts, and lunches

Language

English

Venue

CCIFC Shanghai Office

session

36

Cross Cultural

Working efficiently in a multicultural team across geographies

This workshop is designed for young successful Chinese employees accessing for the first time a management position with team responsibility within an international company. The first part is an introduction to the topic aimed at getting participants quickly to the job. The second workshop will focus on assessing progress and deepening the knowledge.

The plus of the program is two-step learning process, with two workshops several months apart with an application period in-between.

This very hands-on training, rooted in the Chinese culture with western applied theories, will be facilitated in a coaching mode. Participants will develop crediblity when interacting with Western top managers and will unleash their potential as (team) leaders. They will learn how to adapt their style to various situations and discover the bascis of leading their team towards performance. The workshop will end up with the design of a personal action plan, under the responsibility of each participant.

COURSE OBJECTIVES • • • •

Develop crediblity when interacting with Western top managers Develop assertivity and vision Improve communication skills to increase impact and motivation Learn and apply team dynamics with focus on results

COURSE OUTLINE 1/ Introduction • Introducing the program, its objectives, agenda, and timing • Participants expectations towards the program • What is being a manager? What is being a leader?

2/ What is leadership – Focusing on you • Changing focus: From being a follower to leading projects and teams – The difference between power and leadership • Identifying one’s own preferred leadership style and developing awareness of its impact onto others How to make it evolve towards increased efficiency?

• Sharpening one’s motivational and inspirational skills – Identifying one’s own style as a motivator 3/ Coaching as a performance management tool • Exploring individual coaching techniques as a way to understand and guide team members, but also to increase harmony between the manager and team members • Building an individual improvement plan • Practising active listening and questioning techniques, applying them to real business situations (such as organizing an appraisal meeting or leading a project)

4/ Introduction to team-work and fighting spirit • What is teamwork? Developing a strong team and fighting spirit • How to apply it to daily activities and to improve team drive as well as team performance. Focusing on targets and achieving goals 5/ Developing communication skills • Developing assertivity • Persuading and inspiring others • Trusting and encouraging team members • 6/ Wrap-up and drawing a personal action plan with key steps to success till the next session

TEACHING APPROACH

Highly engaging with many practical exercices followed by a debriefing session

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

37

Cross Cultural

Young Chinese Leader with Team Responsibility (Module 1)

Cross Cultural

Young Chinese Leader with Team Responsibility (Module 2) This workshop is designed for young successful Chinese employees accessing for the first time a management position with team responsibility within an international company. The first part is an introduction to the topic aimed at getting participants quickly to the job. The second workshop will focus on assessing progress and deepening the knowledge.The plus of the program is two-step learning process, with two workshops several months apart and an application period in-between..

This very hands-on training, rooted in the Chinese culture with western applied theories, will be facilitated in a coaching mode. Participants will develop crediblity when interacting with Western top managers as well as to unleash their potential leading a team efficiently. They will learn how to adapt their leadership style to various situations and discover the basics of leading their team towards performance. The workshop will end-up with the design of a personal action plan, under the responsibility of each participant.

COURSE OBJECTIVES • • • •

Develop crediblity when interacting with Western top managers Develop assertivity and vision Improve communication skills to increase impact and motivation Learn and apply team dynamics with focus on results

COURSE OUTLINE 1/ Introduction • Introducing the program, its objectives, and the timing • Participants expectations towards the program and experiences with the topic • What is being a manager? What is being a leader?

2/ Debriefing the application period within the company • Reviewing key concepts • What has worked? What still needs to be further developed?

3/ Deepening one’s leadership skills - Focus on you • Evaluating competencies, increasing efficiency, and maintaining work-life balance • Building an individual improvement plan

TEACHINGAPPROACH

Highly

engaging

with

many

practical

4/ Leadership in team work and project mode situations • The seven components of effective team leadership • Solving a problem together • Developing trust and mutual support 5/ Developing managerial skillls and growing one’s team with increased communication skills • Growing team members’ capacity • Dealing with conflict and difficult people • Persuading and influencing others using the most appropriate style • Developing visibility of the team’s results at a higher level 6/ Wrap-up and drawing a personal action plan with key steps to success till the next session

exercices

followed

by

debriefing

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

sessions

38

COURSE OBJECTIVES International business induces a lot of challenges, among which communicating across cultures is a permanent concern from local market entry stage to making your business effectively work in the daily course of operations.

The course aims at giving a set of keys about doing business in an international context, and specifically in China.

COURSE OUTLINE Acknowledging and understanding cultural differences How to approach a culturePractical aspects of daily living in France Understanding and dealing with Chinese Effective communication techniques to interact across cultures Managing multicultural teams, with focus on the China market

WHO SHOULD ATTEND Any person moving abroad for business trip

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 6 000 RMB/person* - Non member: 7 200 RMB/person* (*before tax) Price including lectures, course materials, breakfasts, and lunches

Language

English

Venue

CCIFC Shanghai Office

39

Cross Cultural

Intercultural management issues for Chinese companies in Europe

Cross Cultural

How to Work Efficiently with Westerners?

Improve your behavior in a multinational workplace COURSE OBJECTIVES Have you ever ask yourself these questions: • • • •

How do I communicate when I don’t speak the “same language” with people in front of me?

Why is that difficult to understand each other with my Western colleagues?

How should I behave face up to conflicting situation?

How do I find the right balance between the international corporate practices and China local culture?

Through theoretical analysis, group discussion, case studies, you will get some tips to well understand people come from another cultures, to work more efficiently with them, and succeed in dealing with intercultural challenges.

You will then believe that culture difference can be a real strength in enriching your skill and improving your performance.

COURSE OUTLINE Day 1

Day 2

An overview of different theories about cultural studies • The Concept of Culture ( Human nature, culture and personality) • Where Do We See The Cultural Differences? (“onion” diagram) • Why Is Culture Important? ( The Iceberg Theory Of Culture) • The cultures dimensions of Hofstede

What communication skills an Executive Assistant needs to have?

• Build up a successful relationship with your manager • Understand your manager's needs and expectation • effective listening • Ability to express • Ability of analysis and coordination

Understand different cultures through studying the Culture Map • Understand the culture difference between Chinese and Westerners from 5 aspects: (through daily life) Meeting and business trip scheduling • Paperwork • Assisting manager in coordination with other departments Skills and qualities of a good Executive Assistant • Ability to execute • Ability to coordinate • Good awareness and judgment • Good communicator • Resilience to difficulty and stress How to improve your work efficiency?

• improve your Time organization • Managing your own time • Managing your manager's time • Managing priorities when multiples tasks

An effective communication • Verbal communication • Non-verbal communication • Different style of communication for different type of manager • Different way of communication between Chinese and Western manager • Business writing : DO and Don't Do Manage your emotions, deal with pressure and conflict situation • Build up your self-confidence • Understand the origin of the conflict, understand others emotions • Cope with other's criticises and reproaches • Set you own objectives

WHO SHOULD ATTEND Any Chinese manager or employee who wants to improve the results of their interactions with Western clients,

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 5 500 RMB/person* - Non member: 6 500 RMB/person* (*before tax) Price including lectures, course materials, breakfasts, and lunches

Language

Chinese

Venue

CCIFC Shanghai Office

40

COURSE OBJECTIVES If you and your family are moving to France, this training will give you practical knowledge and cultural insights to help you make a smooth transition into your new work life and daily life.

The training is customized to the participants’ needs based on their previous experience of living and working abroad, their area of interest (business and/or daily life), and their age group (modules can be offered to children and teenagers).

COURSE OUTLINE Modules are optional and based on participant’s needs and choices: • • • • •

Overview of France (geography, history, economy, politics) Understanding French culture (values, behaviors, habits, unwritten social rules) Practical aspects of daily living in France Special workshop for children / teenagers Working in France and with French people: can be done in depth or as an overview

TEACHING APPROACH In this interactive session, two qualified French trainers with long-term China experience will present relevant information for your personal work/life situation, and take time to discuss any specific questions and issues you may have before your departure to France.

WHO SHOULD ATTEND Any person/family moving to France and wishing to make the transition smoother and faster.

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

41

Cross Cultural

Living and Working in France

Cultural training for relocation to China COURSE OBJECTIVES If you and your family have recently arrived in China (within the last year), this training will give you practical knowledge and cultural insights to help you make a smoother transition into your new work life and daily life. The training is customized to the participants’ needs based on their previous work/life experience, their area of interest (business and/or daily life), and their age group (modules can be offered to children and teenagers).

COURSE OUTLINE Morning • •

Introductions & expectations Chinese society and Chinese people: - Traditional Chinese values and their origin - Current Chinese society: rules & behaviors (incl. face and guanxi) - Verbal and non-verbal communication - Etiquette (greetings, dining, drinking, gifts giving, etc…)

- Do’s and dont’s in daily life

Afternoon •

Working in China with the Chinese - Cultural differences and their impact in the work place: o Importance of the law/ the rule o Concept of time o Role and expectations of the boss o Attitude to problem-solving o Saving and giving face at work o Importance of networking - Relationships with colleagues - Meetings and negotiations

TEACHING APPROACH In this interactive session, one qualified French trainer with long-term China experience will present relevant information for your personal work/life situation, and take time to discuss any specific questions and issues you may have had since your arrival in China.

WHO SHOULD ATTEND Any person/family having arrived in China within the last 12 months and wishing to make the transition to work and daily life smoother and faster.

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

French

Venue

CCIFC Shanghai Office

42

Cross Cultural

Living and Working in China

La CCIFC, forte de ses professeurs chinois expérimentés et parfaitement francophones, vous propose des cours de chinois individuels, dispensés dans votre langue natale, à votre domicile ou sur votre lieu de travail, afin de vous permettre d’améliorer votre connaissance du chinois.

Du niveau débutant au niveau avancé, les cours particuliers vous garantissent un apprentissage sur mesure correspondant à vos attentes.

Vous souhaitez vous concentrer sur l’écrit, l’oral, sur le chinois de la vie quotidienne ou de la vie professionnelle, nos professeurs s’adaptent à vos besoins.

N’hésitez pas à contacter M. Pascal Chen sh-training@ccifc.org pour recevoir un devis sur mesure.

43

Language

Cours de Chinois Particuliers

PROFESSIONAL SKILLS Administration

 Executive Assistant

Finance    

Finance for SME and mid-market company non-financial executives Fraud Awareness Strategic Financial Management Project Cost Controlling

Human Resource

 Successful Recruitment  Annual Evaluation Interview

Marketing & Sales          

Luxury Selling Digital transformation: How to transform and restructure your business at the digital era Digital Marketing in China E-Commerce: How to Sell your Product Online Marketing Skills Development and Account Management Shopper and Buyer: Essential Selling Skills One for you One for me: Negotiation Skills Business Model Innovation: creating new market opportunities Brand Strategy in the New Chinese Context Luxury Strategy in the New Chinese Context

Quality, Production Management    

Lean Six Sigma Conducting Internal Quality Audits Projects Management How to buy “Engineering”

44

2 consecutive days COURSE OBJECTIVES This course will help you to better understand the environment of your company, the strength and opportunity to be a successful Executive Assistant. You will learn tools and techniques that develop your communication skills, self-confidence and assertiveness, so that to deal with wide range of challenging situation.

COURSE OUTLINE Day 1

Day 2

Understand the environment of the company and the role of an Executive Assistant in the company - the relationship between the Executive Assistant, and the manager - the relationship with yours peers - the strength of an Executive Assistant

What communication skills an Executive Assistant needs to have?

• Build up a successful relationship with your manager • Understand your manager's needs and expectation • effective listening • Ability to express • Ability of analysis and coordination

The main tasks of an Executive Assistant : • Office management • Meeting and business trip scheduling • Paperwork • Assisting manager in coordination with other departments Skills and qualities of a good Executive Assistant • Ability to execute • Ability to coordinate • Good awareness and judgment • Good communicator • Resilience to difficulty and stress How to improve your work efficiency?

• improve your Time organization • Managing your own time • Managing your manager's time • Managing priorities when multiples tasks

An effective communication • Verbal communication • Non-verbal communication • Different style of communication for different type of manager • Different way of communication between Chinese and Western manager • Business writing : DO and Don't Do Manage your emotions, deal with pressure and conflict situation • Build up your self-confidence • Understand the origin of the conflict, understand others emotions • Cope with other's criticises and reproaches • Set you own objectives

WHO SHOULD ATTEND

Executive assistants who want to develop their professional capabilities, fulfill their tasks more effectively, and improve their communication skills.

This course is based on a practical approach with individual exercise & test, group game, and realistic case studies.

Date

Wednesday 7th and Thursday 8th of June, 2017

Price

Member: 5 500 RMB/person* - Non member: 6 500 RMB/person* (*before tax) Price including lectures, course materials, breakfasts, and lunches

Language

Chinese

Venue

CCIFC Shanghai Office

45

Administration

Executive Assistant

Making the subject and language of finance & accounting accessible to you in only two days, and helping you gain confidence in your use of finance with various stakeholders. Enabling you to get an overall view of your business through finance, and to understand the consequences of decisions on the value of your business.

COURSE OBJECTIVES • • • • • •

Understanding the vocabulary and the basic principles of finance and accounting.

Reading and analyzing the financial statements of a company.

Computing and analyzing financial ratios Understanding and analyzing budgets and variances Understanding the use of financial information for decision making Understanding the main principles of business value, and business valuation.

COURSE OUTLINE Day 1 Understanding the basics

Day 2 Developing financial intelligence

Why is it so important to “speak” finance and accounting?

- More than crunching numbers: the language of finance and accounting - Principles and logic of finance and accounting - Using finance to communicate with stakeholders; understanding, and translating their interests through a universal language

Understanding your relative cost position • Costing and/for pricing decisions • Cost-volume-profit analysis • New approaches to the costing and monitoring of activities: benefits and pitfalls for SMEs

Producing and using financial informationOffice management • The rituals of accounting – recording transactions, preparing financial statements • The Income Statement - profit as estimation; revenue recognition; costs and expenses • The Balance Sheet – basics and principles; what and why is balanced; link with the income • Cash – how everything connects Analyzing financial statements in their context • The key financial ratios: how to make the Numbers speak • Using the financial ratios to assess profitability, liquidity, leverage and efficiency • The duPont method: breaking down the ROE for analyzing performance Investment • • •

decision

and

capital

budgeting

The time value of money Net Present Value versus Internal Rate of Return Making the investment decision: projects, risks, and foregone opportunities

Wrap-up session & preparing for the second day

Budgetary control: linking responsibility of executives with policy • Preparing a master budget • Flexible budgets and variance analysis • Rolling forecasts, improved budgeting and beyond budgeting Value management – internalizing the principles of value creation • •

Value-based management for a long-term holistic approach of your business Economic Value Added: how to make it a useful tool for performance management in SMEs

The market value of business • • •

What value? What premises?

Income, asset and market approaches Maximizing the fair market value of your business

Concluding case: From measuring to managing value: finance is only the top of the iceberg.

Final wrap-up session and a practical agenda to further improve your financial intelligence.

WHO SHOULD ATTEND SME and mid-market company owners, directors, executives and decision makers, from a non-financial background

Price

CCIFC Member: 6 000 RMB/person* - Non member: 7 200 RMB/person* (*prices subject to 6.72% V. A. T)

Language

English

Venue

CCIFC Shanghai Office

46

Finance

Finance for SME and mid-market company non-financial executives

COURSE OBJECTIVES The objective of this course is to become aware of and understand the risks faced by corporations and individuals concerning both internal and external fraud in China and official recommendations for mitigating these risks. The risks addressed in the course will cover China’s anti-corruption laws, the Foreign Corrupt Practices Act (FCPA) and the UK Bribery Act (UKBA). Participants will also obtain an understanding of the most common fraud scenarios, as defined by the Association of Certified Fraud Examiners (ACFE), including Corruption, Asset Misappropriation and Financial Statement fraud. Best practices for preventing and detecting these fraud scenarios within the context of a Multinational Corporation (MNC) will be presented. The course will provide hands on experience of Continuous Controls Monitoring (CCM) and Continuous Audit data analysis technology, as an efficient and costeffective measure within a Governance Risk Compliance (GRC) strategy.

COURSE OUTLINE •

China’s anti-corruption laws, the PRC criminal law relating to commercial and official bribery and the PRC company law. Comparisons with FCPA and the UKBA.

•

Background theory concerning fraud, including the ACFE fraud tree and the fraud triangle. The most common fraud scenarios for each branch of the fraud tree including Corruption, Asset Misappropriation and Financial Statement fraud.

•

Implementation of a GRC strategy within the context of an MNC. Use of a standard fraud risk map and the 2010 UK Bribery Act official guidance “about procedures which relevant commercial organizations can put into place to prevent persons associated with them from bribing”.

•

Overview of the COSO cube and the three lines of defense, including the roles of operational managers, internal controllers and internal auditors.

•

Use of world-leading technology, including data analysis tools ACL and IDEA will be introduced and discussed as a way of ensuring that controls are efficient and exhaustive.

WHO SHOULD ATTEND The course is designed for MNCs, and especially: • members of internal audit • members of internal control • those holding positions of responsibility within finance departments • those moving into positions in the area of compliance Date

1 Day Training - Upcoming on the 2nd Semester

Price

CCIFC Member: 3 050 RMB/person* - Non member: 3 450 RMB/person* (*prices subject to 6.72% V. A. T)

Language

English

Venue

CCIFC Shanghai Office

47

Finance

Fraud Awareness

COURSE OBJECTIVES • • • • • • •

•

Understand better the role of finance and why it is important and communicate financial objectives Learn the basic concepts of finance and read financial statements; Learn the financial tools that can be used for the company to improve financial performance on short term and long term basis (investment analysis, financial analysis, accounting for transactions, cash flows...)

Identify value-creation initiatives and make financial decisions Develop action plans to improve financial performance Understanding the impact of cultural differences on financial management practices Exploring strategies to facilitating a ''value creation'' mindset and work more proactively with the finance function Creating a common ''finance'' language then facilitating communication between cross cultural teams

COURSE OUTLINE DAY 1:

DAY 2:

• The strategic role of finance: -

How do companies succeed in finance?

Liquidity, profitability and risk.

Value creation concepts.

Working closely with the finance function.

• The value creation formula: -

ROCE. Cost of Capital.

Capital structure.

Economic Value Added®.

• Tools & techniques for financial management: -

Reading financial statements.

Looking at beyond the numbers: the most common pitfalls.

Identifying value drivers and key performance ratios.

Identifying the strengths and weaknesses and making action plans.

Managing working capital.

Managing liquidity Free cash flows.

• Performing NPV calculations and investment analysis.

-

Cash flow forecasting.

Pro-forma statements.

Evaluating the worth of a project Return on Investment (ROI) and Payback Period Discounted cash flow (DCF), Present Value (PV)

• Cost and management accounting -

Managing a profit center or cost center Absorption, marginal and activity-based costing Estimating project duration and future cost

• Creating managers can create shareholder value: final review -

Presentation of case (simulation).

• How to measure value creation?

-

- Net Present Value.

WHO SHOULD ATTEND • • • •

Directors General Manager Managers with responsibilities of financial targets Senior and medium level non-financial management

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 4 400 RMB/person* - Non member: 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

48

Finance

Strategic Financial Management

COURSE OBJECTIVES During this course you will learn the skills you need to effectively establish and manage a realistic schedule and detailed project budget using a variety of tools that will ensure that your project is delivered on time and within budget.

COURSE OUTLINE • Introduction to Schedule and Cost Management • Project Management & Program Management • Essential Schedule and Cost Terminology • Project Constraints • Scope and Schedule Development • Scope Planning, Definition, Decomposition • Schedule Development • Building the Project Network Diagram • Critical Chain • Developing a Gantt Chart • Schedule Considerations • Resource Planning • Resource Planning Considerations • Estimating Activity Resources • Planning and Loading Resources • Identifying Roles and Responsibilities • Loading & Leveling Resources • Cost Planning

• Cost Management Plan • Categorizing Costs • Cost Estimating for Projects • Common Eliminating Techniques • Additional Estimating Techniques • Compensation • Cost Accounting and Budgeting • Corporate Accounting: The General Ledger • Project Cost Estimating • Summarizing the Differences • Project Budgets • Budgeting Responsibilities • Steps to a General Budget • Controlling the Schedule and Budget • Creating a Baseline Plan • Establishing Project Milestones • Developing a Project Control Process • Tools for Project Control • Strategies and Processes for Project Control

WHO SHOULD ATTEND Any manager or team leader managing project who wants to increase their efficiency in order to deliver the project on time and within budget.

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 4 400 RMB/person* - Non member: 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

49

Finance

Project Cost Controlling

COURSE OBJECTIVES During the next day you will get a clear picture of the different steps of recruitment as well as methods and techniques to have a successful recruitment.

• • • •

Key Learning Identifying the different steps in order reach a successful recruitment Acquire the tools and methods for key steps Concrete HR cases support

You will be better prepared to successfully handle each step of the recruitment. You will obtain the skills and concrete methods to improve your future recruitments • • • •

Identifying the different steps of a recruitment Perform an auto-diagnosis in order to evaluate your needs Identify the conditions of success in the process of a recruitment and the tricks to avoid Acquire the tools and methods for key steps

COURSE OUTLINE Morning • • • • •

Introduction- Presentation Reflection on the process of recruitment Self-Diagnosis of the participant; strengths and ways of enhancement.

Job Description Preview Key points on Resume selection

Afternoon • • • •

The Recruitment interview Concrete cases Training Success in integration Writing of the participant’s memo book on « Recruiting »

WHO SHOULD ATTEND This training is aimed at all persons who recruit collaborators

Date

1 Days Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

French

Venue

CCIFC Shanghai Office

50

Human Resources

Successful Recruitment

COURSE OBJECTIVES During the next day you will get a clear picture of the objectives and modalities of how to conduct an Annual Evaluation Interview.

• • • •

Key Learning Identifying the managerial stakes of an Annual Evaluation Interview Behavioral control of the different phases of the interview Concrete cases Training support

You will be better prepared to succeed on the different steps of this personal managerial development interview: positive for you, your colleagues as well as the company.

• • • • •

Identify the managerial and HR stakes of the interview.

Clarify the interests of the different actors: managers, collaborators, HR. Identify the successful conditions of the different interview’s steps.

Acquire interview and communication’s techniques.

Anticipate the post-interview managerial process.

COURSE OUTLINE Morning • • • • •

Introduction- Presentation Reflection on the Annual Evaluation Interview Self-Diagnosis of the participant; strengths and ways of enhancement.

Upstream success conditions.

Training on questioning techniques.

Afternoon • • •

Conduct of the Annual Evaluation Interview.

Objectives Settings.

Writing of the participant’s memo book on his « Annual Evaluation Interview ».

WHO SHOULD ATTEND All Managers who hold Annual Evaluation Interviews with their collaborators.

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (* before tax) Price including lectures, course materials, breakfast, and lunch

Language

French

Venue

CCIFC Shanghai Office

51

Human Resources

Annual Evaluation Interview

COURSE OBJECTIVES

Luxury consumer focus doesn’t end with the product itself but rather extends towards the dream that comes along. Therefore ‘selling luxury’ rhymes with memorable shopping experience enforcing the emotional connection of the client to the brand itself. This module provides you with the competencies required from a sales person in order to be called “value merchant”, the one who sells the value rather than the product.

• • • • • • • • •

A Skill Called “Empathy” Etiquette & Manners From Good to Great Improve Your Personal and Professional Image Acquire Knowledge About Sophistication and Luxury Empathize With Your Client and Establish Emotional Connection Introduction to Luxury Sale Cycle Increase Your Clients’ Satisfaction Double Your Sales Results With Right Attitude and Up-Sell

COURSE OUTLINE • • • • • • • •

What Happens in a Luxury Environment That Makes it Unique?

How do You Build Customer Loyalty That Can Last for Decades or even a Lifetime?

What is the Link Between a Luxury Creation and the Person Dreaming of Owning It? How Can You Give Added Value Compared to the Competition?

How Do You Go About Up-Selling or Cross-Selling In a Luxury Environment?

How Can You Take Advantage of Customer After Sales Service Situations?

How Can Approaches Such as Using Silence and Observation Play an Active Role in the Sales Process?

What Are Customers Really Shopping for When They Visit a Luxury Boutique?

TEACHING APPROACH • • • •

Real situation analysis Role plays & exercises Assessments tools Interactivity between participants and the coach

WHO SHOULD ATTEND • • •

Middle and senior Luxury managers who want to assure that they keep their best people.

Marketing Managers and Human Resources Managers which are linked with their salespeople; Sales Managers, Business Development Managers and salespeople with English language skill

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member : 2 750 RMB/person* - Non member : 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

52

Marketing & Sales

Luxury Selling

COURSE OBJECTIVES A one-day strategic management course giving rise to concrete ideas to adapt your business to new digital native customer experience.

• •

Delivering experts insights and best practices illustration from both BtoC and BtoB companies Built to maximize participation with powerful interactive workshop

COURSE OUTLINE What does it means to do business at the digital era.

IMMERSION SESSION: LET CUSTOMER BE IN THE DRIVER SEAT •

Illustration of the Chinese customer journey in BtoC and/or BtoB according to participants industries

WHAT ARE THE NEW CHALLENGES AND OPPORTUNITIES •

Illustration from all industries, BtoC and BtoB, of the consequences on the company’s business model o New customer targets & relationships o New channels o New service offers & activities o New partners o New revenue streams

HOW TO REORGANIZE THE COMPANY TO SUPPORT THESE CHANGES •

Illustration from all industries, BtoC and BtoB, of the consequences on the company’s structure o Data management o Offer innovation o Production optimization o Human Resources with new working methods and talents sourcing o Finance with new models assessment & P&L structure

PRACTICAL WORKSHOP: Create the ideal company to do business in China at the digital era (tailor-made case study based on the participants industries) • • • •

Business model Customer journey Data and process Organization and culture

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

53

Marketing & Sales

Digital transformation: How to transform and restructure your business at the digital era

COURSE OBJECTIVES This training bring the necessary skills to design, build, manage and measure effective online and digital campaigns weaving together the core skills of digital marketing, social media, online PR, paid and organic search and measurement programs.

In addition to an in depth knowledge of Digital Marketing, we will review in details the Chinese digital players which are all different from the rest of the world.

COURSE OUTLINE Digital Marketing & Markets Insights • • • •

Internet usage in China and the rest of the world What is Digital marketing ?

What Digital Marketing means for your brand or your company ?

Who are the main players in China and the Rest of the World ?

Content marketing • • • • • • • • •

How a search engine works ?

Analytics : What to measure and how ?

A focus on Google Analytics What is SEO and why it is not enough anymore ?

What is Content Marketing and how it works ?

How to build a Content marketing Strategy ?

Let's have a look at search and content marketing strategy for Baidu Let's have a look at search and content marketing strategy for Tmall/Taobao Let's have a look at search and content marketing strategy for Google

Social Marketing • • • • • • • •

Traditional media VS Social Media ?

Review of the main players in China and the rest of the world Key Opinion Leaders : Who are they ? How to find and use them ?

How to integrate Social Marketing in a global Digital Marketing plan ?

Social Listening : Why and How to use it ?

Focus on Weibo Focus on WeChat Social Campaign : The best campaigns review

Online Advertising • • • • • • •

The main players in China and the rest of the world How online advertising works ? What to buy (PPC/CPM/CPS/etc) ? How to buy it ? How to target it ?

Focus on Tmall Advertising Focus on Baidu Advertising Focus on WeChat Advertising A brief review on Google Adwords & Facebook ad

Budgeting • • • • •

Traffic costs efforts and money How to draft a "realistic" digital marketing full plan and budget ?

KPIs : How to define the right Key Performance Indicators and measure success or failure ?

What are the digital marketing trends ?

WHO SHOULD ATTEND

This training session targets any brands or merchants which need to understand Digital Marketing or get more out of their Digital channels.

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

54

Marketing & Sales

Digital Marketing in China

COURSE OBJECTIVES The Chinese eCommerce market is the largest eCommerce market in the world. This market has its own specificities: local players and local practices quite different from the western world.

Whether you are a brand or a merchant with a eCommerce project in China, this training will help you to understand the local eCommerce Chinese market, the best eCommerce practices in China and the Chinese digital ecosystem.

Through real life examples and study cases, this training will allow you to gather the necessary practical and market knowledge for your eCommerce success in China.

COURSE OUTLINE Market Insight • • • •

Online2Offline & Omnichannel

Who are the Chinese Internet users & online buyers ?

Focus on the mobile market in China Market Size / Market Growth Why does the Chinese consumer buy online?

Marketplaces & eTailers • • • • • • •

The major importance of e-Marketplaces in China’s eCommerce scene Business models of the e-Marketplaces in China Tmall/Taobao Focus Merchandising & Advertising on e-Marketplaces Jing Dong (JD) the second largest player Cross Border eCommerce Do you need an eCommerce website in China ?

Digital Marketing for eCommerce in China • • • •

Baidu & Baidu Marketing SEO & Content Marketing for eCommerce in China SEM & Online Advertising for eCommerce in China

• •

What is O2O & Omnichannel ?

How Online2Offline can bring value to eCommerce in China ?

Social Marketing in China • • •

Why social marketing is a Must for eCommerce in China ?

Weibo focus WeChat focus : How to use WeChat for eCommerce ?

eCommerce Strategy & Case Studies •

Successful Case Studies

Budget • •

Budget planning A typical business plan for eCommerce

WHO SHOULD ATTEND This training session targets any brands or merchants with an eCommerce or Digital project on the Chinese market. Entrepreneurs or ecommerce practitioners can join this course.

Price

Member: 2 750 RMB/person* - Non member: 3 300 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

55

Marketing & Sales

E-Commerce: How to Sell your Products Online

COURSE OBJECTIVES Most markets and industries are operating in an increasingly crowded market space. For many, the option of further reducing price to compete is simply not an option. Survival in today’s market place is dependent on many more elements than price alone. You have to be able to differentiate yourself and your products and services to survive. In a message overloaded market place…your messages have to cut through. If you can’t compel, you won’t sell. Learn how the best influence their prospects and how they win and retain Key Account business. Learn step-by-step strategies for getting the attention of decision makers and start winning more business now!

Delegates attending this course will: Learn how to grow your sales volumes and Key Account business quickly and effectively Learn what really counts in the sales process and understand how Key Account decision makers are motivated to make their decisions Understand the importance of personal as well as product/service differentiation and win the business Develop strategies for managing “difficult” and “demanding” clients behavior Learn how to engage and compel your key customers to buy from you Learn techniques to influence and persuade What is added value and why is this so often confused with reducing margins?

Identifying value drivers

• • • • • • • •

COURSE OUTLINE Day 1 - Marketing Skills Development

Day 2 - Account Management

“Marketing is a collection of processes for creating and delivering value for customers and controlling customer relationships that are in favor of your organization.”

“Making a sale once is easy but maintaining that account and successfully having that client come back again and again is the hardest part.“

Key learning

Key learning

We want to make sure you have a firm grasp of marketing from the beginning steps to advanced levels of the trade. We can show you how to effectively market your product and improve your relationships all in this comprehensive marketing module.

We’ve designed a program that will help you build relationships with your accounts whether they are large or small. With our exceptional organizational an analytical techniques you will see and increased ROI and improved relationships with your clients.

Benefits

Benefits

• • •

Understanding the market context that you are in Adapt yourself to market dynamics Play a major role in market transactions

• •

Contents • • • • • • • • • •

• •

Defining Marketing Company’s Analysis: Internal/External Organizational Improvements Marketing Mix: 4 P’s Marketing Strategies and Tools Defining Target Groups & Customer Analysis Sales, Media & Customer Satisfaction Business Growth Strategies Five Competitive Forces Value of Attractiveness of an Industry

Confidently respond to a buyer’s objection Consistently move the buyer toward a commitment to purchase Be able to close the deals Evaluate your own performance

Contents •

• •

Amount of accounts that individual sales people have How many of them are top productive accounts?

How are the accounts distributed?

Consider the sales pipeline A minimum of three months sales calls action plan for the individual sales professional

WHO SHOULD ATTEND This workshop is for anyone wishing to improve their sales skills.

Price

Member: 4 400 RMB/person* - Non member: 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

56

Marketing & Sales

Marketing Skills Development and Account Management

COURSE OBJECTIVES “As a successful sales professional, you should always be looking for ways to improve your skills and enhance your sales results.”

We look forward to working with you over two days to help build your strengths, add to your skills, and have a great time in the process.

COURSE OUTLINE Day 1 - Shopper or buyer

Day 2 - Hook the Loop

Key learning

Key learning

This course will equip enthusiastic salespeople with the skills necessary to return high sales-to-calls ratios and ensure their place as highly valued deal closers and relationship builders.

We recognize that salespeople sometimes run into challenging questions from difficult buyers. This module will prepare you to answer those questions professionally and delicately as to please the client.

Benefits • • •

Increase your sales performance.

Feel more capable and confident in challenging sales situations.

Be able to work more effectively with other sales team members via consistent work practices and aligned efforts.

Benefits • • • •

Confidently respond to a buyer’s objection Consistently move the buyer toward a commitment to purchase Be able to close the deals Evaluate your own performance

Program Objectives

Program Objectives

After participating in this program, you will be better able to

After participating in this program, you will be better able to:

• • • • •

Create a positive First Impression Uncover key Buying Criteria Turn buyers’ likes and dislikes to your advantage Demonstrate why your product is better Evaluate and improve your own performance

Contents • • •

•

•

•

The Five Buying Needs Using Features to your Advantage Tune In o Starting well o Complete introductions o State call purpose o Build rapport Explore Needs o Why do people buy? o Three kinds of questions o Discover competitors o Listening Enlarge Needs o Going deeper o Clarify implications o Highlight benefits Match Needs o Match needs with features o o Summarize needs and wants

• • •

Respond with Confidence to buyer’s objections Consistently move more buyers towards commitment to purchase Evaluate and improve your own performance

Contents •

•

How to dissolve resistance? o Learning to love resistance o Our most common objections o Acknowledge concern o Assess validity o Answer appropriately o Handling price objections How to Gain Commitment? o It pays to ask o Propose the next step o Confirm an agreement o Always end on positive note o Commit to action

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 4 400 RMB/person* - Non member: 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

57

Marketing & Sales

Shopper and Buyer: Essential Selling Skills

COURSE OBJECTIVES During the next two days you will get a clear picture of your strengths and opportunities for improvement, you will gain new skills and learn how to become a master negotiator. Effective negotiations skills help improve your business and client satisfaction while simultaneously creating a “winwin” feeling for both you and the client.

You will enjoy negotiating more, even in challenging situations.

You will learn how to use language to give you more power.

You will get better results, both in professional negotiations and in personal life.

Trade currencies without unnecessary giveaways Defend your position when challenged

• • • • •

COURSE OUTLINE

Day 1:

Day 2:

• Introduction

• Positioning

-

What is Negotiation?

• The Negotiation Process • Planning -

Steps of Planning Objectives and Needs - Common Interests

-

Steps of Positioning Challenging the Other’s Position Sources of Power

• Trading -

Steps of Trading Making Proposals Receiving Proposals & Handling Demands

• Contracting -

Steps of Contracting Behaviors that Help Behaviors that Hinder

• Commit to Action

WHO SHOULD ATTEND This workshop is for anyone wishing to improve their sales skills.

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 4 400 RMB/person* - Non member: 5 200 RMB/person* (*before tax) Price including lectures, course materials, breakfasts and lunches

Language

English

Venue

CCIFC Shanghai Office

58

Marketing & Sales

One for you – One for me: Negotiation Skills

creating new market opportunities Learn and apply a method to identify and develop new market opportunities.

Develop new market opportunities is a central capability in an uncertain economic context. This training introduces the “business model canvas” tool to propose an integrated method for identifying new market spaces. It then presents how to develop scenarios of value propositions and business models for new target clients. Sustainability related opportunities will receive special attention in relation to the trainer’s book: “Sustainable Innovation Strategy” (Palgrave-Macmillan).

COURSE OBJECTIVES Identify new market opportunities for the company Learn and apply the “business model canvas” Apply an integrated method for developing market opportunities

• • •

COURSE OUTLINE Introduction • •

Apply the tools

The path to new market creation The key role of the business model  Value Creation  Value Construction  Value Capture

• • • • •

Understand the tools • •

“Business model Canvas” Building business model scenarios

Define the value proposition and the value curve Identify the resources and competences to develop the offer Define the value constellation : partners, stakeholders, competitors Build business model scenarios Identify revenue models

New paths •

Sustainability innovation

and

business

model

TRAINING STYLE This training presents a challenge and an opportunity to participants: identify new market opportunities. It follows a structured and validated method to develop the value proposition, identify the resources and competences to develop it, and identify business model scenarios to enter the market and capture value.

Several cases and examples from the trainer’s experience enable learning and application on a project chosen by the participant.

TRAINER Dr. Jonas Hoffmann, Professor at SKEMA Business School, consultant in strategy and innovation, expert on emerging markets, co-author/co-editor of “Sustainable Innovation Strategy”, “Global Luxury Trends” and “Luxury Strategy in Action” (Palgrave-Macmillan), certificate of Oxford Scenarios Program.

WHO SHOULD ATTEND Directors / General Managers / Entrepreneurs / Managers / Business Development Managers Date

1 Day Training - Upcoming on the 2nd Semester

Language

English

Venue

CCIFC Shanghai Office

59

Quality, Production Management

Business Model Innovation:

Learn and apply a method to develop/adjust the brand identity for prestige brands.

Prestige brands experienced a phenomenal growth in recent years in China. Economic, political and social changes nevertheless indicate that this “golden era” is coming to an end. It is more than ever central to have a coherent brand identity across all the company touch-points. This training presents and develops the steps to build a consistent brand strategy focusing on the brand identity, its perception and metrics for measuring effectiveness.

COURSE OBJECTIVES • • •

Assess the current brand identity Assess how current market trends impact the brand Identify venues for brand differentiation

COURSE OUTLINE Introduction • •

The changing environment of China Global Trends

Brand Strategy • •

•

Define the offer Building the brand  Brand identity  Manifestations of the identity  Perception of the identity  Branding Metrics Auditing the brand for uniqueness

TRAINING STYLE This action-learning training takes ground on the participant’s experience to undertake an assessment of the current brand strategy and identify paths for improvement. Several cases and examples from the trainer’s experience illustrate the concepts explored.

TRAINER Dr. Jonas Hoffmann, Professor at SKEMA Business School, consultant in strategy and innovation, expert on emerging markets, co-author/co-editor of “Sustainable Innovation Strategy”, “Global Luxury Trends” and “Luxury Strategy in Action” (Palgrave-Macmillan), certificate of Oxford Scenarios Program.

WHO SHOULD ATTEND Directors / General Managers / Entrepreneurs / Managers / Business Development Managers.

Date

1 Day Training - Upcoming on the 2nd Semester

Language

English

Venue

CCIFC Shanghai Office

60

Quality, Production Management

Brand Strategy in the New Chinese Context

Apply a method to identify business model opportunities in the luxury industry.

The luxury industry has known a phenomenal growth in recent years, especially in China. Economic, political and social changes nevertheless indicate that this “golden era” is not going to last forever.

Develop new market opportunities is thus a central issue in this uncertain context. This training presents an integrated method for identifying new market spaces in the luxury industry. Two elements will receive particular focus during the training: opportunities generated by sustainability and global luxury trends impacting the luxury industry linked to the trainer books “Sustainable Innovation Strategy” and “Global Luxury Trends”.

COURSE OBJECTIVES Identify new market opportunities based on luxury trends Apply an integrated method for building a business model Identify scenarios for market entry and value capture

• • •

COURSE OUTLINE 1- Introduction • •

2- Understand the tools

The changing environment of the luxury industry Global Luxury Trends

• •

“Business Model Canvas” Business model scenarios

3- Apply the tools • • • • •

Define the offer Identify the resources and competences to develop the offer Define the value constellation : partners, stakeholders, competitors Build business model scenarios Identify revenue models

TRAINING STYLE This training presents a challenge and an opportunity to participants: build a new business model in the luxury industry. It follows a structured method to develop the offer, identify the resources and competences to develop it, and identify business model scenarios to enter the market and capture value.

Several cases and examples from the trainer’s experience enable learning and application on a project chosen by the participant.

TRAINER Dr. Jonas Hoffmann, Professor at SKEMA Business School, consultant in strategy and innovation, expert on emerging markets, co-author/co-editor of “Sustainable Innovation Strategy”, “Global Luxury Trends” and “Luxury Strategy in Action” (Palgrave-Macmillan), certificate of Oxford Scenarios Program.

WHO SHOULD ATTEND Directors / General Managers / Entrepreneurs / Managers / Business Development Managers.

Date

1 Day Training - Upcoming on the 2nd Semester

Language

English

Venue

CCIFC Shanghai Office

61

Quality, Production Management

Luxury Strategy in the New Chinese Context

Yellow Belt for Leaders & Sponsors COURSE OBJECTIVES Understanding what is at stake with Lean Six Sigma and the role of a Lean Six Sigma Leader/ Sponsor The majority of companies that have launched a Lean Six Sigma initiative began by training theirs Leaders.

First to confirm their decision to inculturate Lean Six Sigma in their business and then to train projects and improvement programs future Sponsors This course aims to introduce Lean Six Sigma to Leaders/Sponsors regardless of their initial knowledge of the subject and give them their role foundations in this context.

• • •

Understand the issues at stake and the cultural implications of Lean Six Sigma Being able to identify opportunities for progress within the organization Know their role as a leader in the deployment of Lean Six Sigma

COURSE OUTLINE • Introduction to continuous improvement - Definition, philosophy and origins of Lean and 6 Sigma - Why Lean and 6 Sigma are complementary - LSS elevator speech - Deployment examples within pioneers companies and case studies - Summary of LSS fundamentals (PDCA, DMAIC, 7 types of waste, CTC & CTB, VSM, VA NVA activities, basic statistics, efficiency and effectiveness, notion of defect, notion of Customer, symptoms and causes, …)

- Lean Six Sigma stakes and cultural implications (in particular the "Measurement Culture") • Touch Balls simulation - Understanding LSS with hands - Complementary approaches within team - Wastes (« Muda »)hunting - Impact of LSS on working conditions continually measure your performance

• How to characterize and solve a problem with DMAIC - Lean Six Sigma DMAIC - DMAIC steps presentation (Define, Measure, Analyse, Improve/Innovate, control) - What is a well defined problem?

- Lean Six Sigma main metrics & indicators (TRS, Lead Time, Cp, Cpk…) • From strategy to operations - Program deployment - Projects opportunities definition - Projects selection • Lean Six Sigma sponsor role - Sponsor role at each Lean Six Sigma project step (DMAIC, Kaizen) & milestones check lists • Sponsor best practices • Case studies, Services & Industry, and Lean Six Sigma deployment • Preparation of Lean Six Sigma deployment workshop • Case Study (Alpha)

WHO SHOULD ATTEND Members of Executive Committee, Lean Six Sigma deployment Leaders, Lean Six Sigma Sponsors and future improvement projects Sponsors.

Date

2 Days Training - Upcoming on the 2nd Semester

Price

Member: 8 600 RMB/person* - Non member: 10 200 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

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Quality, Production Management

Lean Six Sigma

COURSE OBJECTIVES During this course you will learn the methodology and techniques to complete internal audit quality audits in different industries and contexts. The course will use ISO-9000 based system to illustrate the methodology introduced during the course (although we do not expect participants to use ISO systematically).

This two-day course will help you teach participants how to: • • • • • • •

Understand the need for quality management, quality management practices and quality management systems Know the main components, principles and structure of a quality management system to be able to conduct the audit Apply process management and quality cost measures to quality audits Conduct the different phases of a quality audit assignment including scheduling, preparation, recording and the reporting of audit findings Introduce a toolkit for carrying audit internal quality audits and templates Know about the critical skills for successfully conducting cost-effective and impactful quality audits using techniques like risk-based approach, interviewing and interpersonal skills Understand how quality audit practices can best apply in various cultures and adapt your approach and ‘style’

COURSE OUTLINE • • • • • • • • • • • •

Welcoming participants Course Introduction Session One: Quality Management Coffee Break Session Two: Quality Management Systems Session Three: Process Management / Brainstorming: quality costs measures Lunch Session Four: The Quality Audit Roadmap / Case Example & Toolkit Session Five: Quality Audit Skills / Role Play Coffee Break Session Six: Cross-cultural aspects / Group Discussion Final Wrap-up

WHO SHOULD ATTEND Internal auditors: the course will also be accessible to non-auditors, controllers, consultants quality and merchandising staff, and others involved in structuring and assessing either quality of manufacturing or service activities or the quality department; this may include either specialist or non-specialists in the area of quality.

Date

1 Day Training - Upcoming on the 2nd Semester

Price

Member: 2 900 RMB/person* - Non member: 3 500 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

63

Quality, Production Management

Conducting Internal Quality Audits

Scheduling and Progress Control COURSE OBJECTIVES Project Management aims at mastering the future, in order to deliver the expected results and level of performances under given constraints. This anticipation of the future implies organizational and strategic skills, appropriate attitudes and communication tools, in terms of progress scheduling and control.

The major decisions in terms of scheduling and project control are notable Project Management concerns, for the success of the project and business, which go beyond the use of tools and planning mechanisms'.

Integrate the planning and progress measurement in a consolidated set of project management and control tools Appreciate the strategic importance of planning related decisions Incorporate the human aspects which affect planning execution Become familiar with the major tools, procedures and functionalities of planning's Understand the importance and methodologies of progress control Focus on realistic anticipations and project performance evaluation

• • • • • •

COURSE OUTLINE Introduction • • •

Controlling actual Progress

What is at stake?

The objectives and tools of time control Root causes analysis of major discrepancies

Planning ahead • • • • • •

Objectives Levels of planning Enriched Bar charts, CPMs Milestones, Activities Resources allocation Flexibilities

• • •

Project breakdown structures S curves and histograms Reporting and escalation rules

Anticipating for ensuring Results • • •

Measurements and indicators Indicators interpretation Earned value measurement

Project Management office • • •

Project organizations Roles and responsibilities Coordination in a multi projects mode

TEACHING STYLE • •

Lectures and drills Demonstration of planning software outputs from major suppliers

WHO SHOULD ATTEND • •

Project Directors and project teams in the Industry, Services or Administration sectors, including IT and R&D. Persons who wish to improve their ability to control organizations and time.

Date

Upcoming on the 2nd Semester

Price

Member: 8 400 RMB/person* - Non member: 9 800 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

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Quality, Production Management

Projects Management

Optimize your buying practices in industrial projects

COURSE OBJECTIVES Within engineering projects (factories, warehouses, production lines, utilities, infrastructures, building, etc.), the buying factor must address specific key points in order to reach success.

• • •

Coordinate several companies within an "ecosystem", sometimes international Organize inevitable modifications in progress Cope with disputes, for several years, in the context of complex contracts

This training aims at understanding the context of grand projects, identifying the stakes and risks, and manage practices and organization.

• • •

Understand the principals of strategies , organization and management of engineering projects, and identify the stakes and risks.

Learn buying methods (Engineering, Procurement & Construction Management, etc.) and their concrete applications.

How to efficiently manage current contracts.

COURSE OUTLINE • • • •

Introduction: engineering projects context and the role of the buying function While preparing the project: definition of the strategy and the organization schedule While consulting: apply the buying strategy While executing: manage the contract, the complains and the improvements

TEACHING STYLE • •

Lectures and drills Demonstration of planning software outputs from major suppliers

WHO SHOULD ATTEND • •

Purchasing Managers, Senior Buyers, Engineering Project Managers, Factory Directors.

Collaborators intervening in engineering projects: Commercial Management Accountant, Quality Specialists.

Date

Upcoming on the 2nd Semester

Price

Member: 8 400 RMB/person* - Non member: 9 800 RMB/person* (*before tax) Price including lectures, course materials, breakfast, and lunch

Language

English

Venue

CCIFC Shanghai Office

65

Quality, Production Management

How to Buy “Engineering”

TRAINING REGISTRATION FORM Please fill out this form and send it back to: sh-training@ccifc.org NAME OF TRAINING COURSE: NUMBER OF PARTICIPANTS: COMPANY INFORMATION

Tel.: +86 (0) 21 61 32 71 00 - Fax: +86 (0) 21 61 32 71 01 PARTICIPANT

NAME:

NAME: Mr.

Office Address:

Office Phone Number and Participant Mobile Phone Number :

Phone Number:

Ms

Email address:

Fax:

Occupation of the participant:

Sector:

PERSON IN CHARGE OF SUBSCRIPTION NAME: Mr.

Ms

Occupation:

Phone Number: Email address: INVOICING NAME of the company to be invoiced: Invoicing address in Chinese: Invoicing address in English: To be addressed to NAME: Mr.

Ms

Occupation:

Phone Number: Email address: Payment by cash in RMB

Payment by bank transfer in RMB

Payment by bank transfer in Euros

Bank information for EUROS :

Bank information for RMB

Société Générale – Agence Paris Bourse

中国法国工商会

134, rue Réaumur – BP 904

工行北京商务中心区支行国贸大厦分理处

75073 Paris Cedex 02

北京建国门外大街 1 号国贸大厦

- Account # 00050695494

人民币帐号： 0200041609014414080

100004

Key 57 Bank code : 30003 Branch Code: 03020

REGISTRATION CONDITIONS 1) Each registration needs to be confirmed by sending back the completed registration form to the CCIFC by mail.

2) The training fees have to be paid: - By cash in RMB the same day of the training. The attendee will receive a receipt with the CCIFC official seal; - By bank transfer in RMB or Euro before the beginning of the training. In this case, your company has to provide the CCIFC with the invoicing details (Chinese and English name of the invoicing office of your company, Chinese and English address of the invoicing office of your company, account number which will be used to pay the fees). The registration will not be confirmed without this document.

2) After receiving the registration form with the invoicing details, the CCIFC will send you an invoice voucher. Thanks to settle it before the training day.

3) A written confirmation will be sent to the person in charge of the case and at the same time the participant will receive notice to attend the training course(s) a few days before the beginning of the training session.

5) Cancellation: - Cancellation requests can ONLY be submitted by email to the person in charge of the training program in CCIFC Shanghai. Then the CCIFC will send you a written confirmation.

- Cancellation will be accepted if the CCIFC receives it before the deadline - 7 days before the day of the training.

- Any cancellation after the deadline or absence from the training course will still be charged. No free access to the next session of the training course.

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