The Five Day MBA

Join this cutting edge course led by the Winner of the UK National Training Awards

The Five Day MBA A modular programme to bring out strategic, market, operational and people’s potential more effectively

19 – 23 August 2013 • The Cumberland Hotel, London, UK 10 – 14 November 2013 • Kempinski Hotel, Mall of the Emirates, Dubai, UAE

Attending this innovative five-day programme will enable you to: 1. Develop the ability to make more effective strategic and marketing decisions 2. Derive the strategic drivers of good performance 3. Align organisation strategy with the business objectives 4. Comprehend the big picture of business management

Who Should Attend?

This programme has been designed specifically for executives, senior managers, managers and team leaders who want to improve their management and business performance. It is particularly suitable for: • Managers who are about to move out of a specialist role into a broader general management role • Managers or department heads with cross-functional responsibilities who need to develop a big picture outlook • Managers who have been identified as having potential for general management • Managers who are looking to develop and broaden their general management skills Organised by:

Strategic Career Partner:

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The Five Day MBA 19 – 23 August 2013 • The Cumberland Hotel, London, UK 10 – 14 November 2013 • Kempinski Hotel, Mall of the Emirates, Dubai, UAE Programme Timings Registration will be at 08:30 on Day One. Each day the programme will commence at 09:00 and conclude at 17:30.

Refreshments and lunch will be served at appropriate intervals.

Programme Overview And Introduction In the aftermath of the recession and financial crisis, growth, business and personal results are far more challenging than before. However, it has also thrown up incredible opportunities for differentiating the business and every individual in it. This powerful and compact programme is the full toolkit for massive success.

In five days the world as you know it will change and provide you with a language, framework and insight which will put you well ahead of others in this highly competitive environment.

With this framework you will analyse world class excellence in business, apply it to real situations, your own situations and open up avenues closed to your competitors. People who have completed this programme have gone on to significant business and career success.

Learning happens with a lot of fun, practical sessions, group interactions and direct feedback and input from the expert trainer. It breaks down jargon and simplifies the techniques to be meaningful, really applicable and transformational.

Meet Your Expert Programme Leader Sanjeev Loomba Winner of the UK National Training Awards 2009 for achieving high return on investment from training, Sanjeev’s knowledge and inspirational brilliance has helped thousands of managers and professionals to capitalise on their talents and achieve best of self and business performance.

Having turned around companies from different sectors to growth and success, he puts people at the centre of success, giving them both, the business toolkit as well as the feeling and passion for it.

His vision – training is only as good as the results it brings – it’s not just academic, it’s real! The best business managers are allrounders, why then train them in a narrow way. His mastery of strategy, marketing, sales, finance, leadership and communication brings a ‘holistic’ and complete development of people.

From large corporations like Johnson & Johnson, Tyco, Danone, Unilever, QBE, RR Donnelly, Covidien... to SMEs, Sanjeev works with organisations from a wide range of industries as well as the public and charity sectors. He has been a guest speaker at institutions such as Insead and Cranfield.

An MBA from Cranfield, accountant and finance graduate, Sanjeev honed his training talent during his management career in multinational corporations as director of finance, marketing, strategy and as CEO in industrial, IT and service companies based in various worldwide locations.

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Programme Structure – Summary Of The Three Modules Module A Days One And Two

Module B Day Three

Module C Days Four And Five

Market Driven Strategy For Growth And Success

Finance – A Vital Business And Decision Making Tool

People Management And Leadership Excellence

Strategy Marketing Business Planning

Finance

Managing People Leadership

Strategy And Market Focus • Thinking strategically • Understanding the true market and strategic potential • Making stronger strategic and operational decisions • Developing strong marketing strategies

Finance • Understanding essential tools of finance • Making stronger decisions by using these tools more effectively

Key Areas Topics Covered

Leadership And Management • Getting the best out of your people environment • Getting the best from yourself

Strategic Business Planning • Making business more powerful • Integrating the functional areas • Planning for success and implementing strategies

Days One And Two Module A Market Driven Strategy For Growth And Success Key Benefits Of Day One And Day Two Day One • Generating and evaluating creative, innovative and strategic options • Focusing your strategic thinking on lines of enquiry most likely to lead to strategic breakthrough • Becoming familiar with key techniques of external analysis and how this can be simplified and accelerated • Understanding the role of leadership and vision in strategy more clearly • Being able to prioritise implementation strategies • Building confidence in managing the strategic process yourself

Day Two • Developing a marketing strategy • Appreciating your own role in marketing – regardless of your function • Listening to and understanding what customers value most • Responding to these values to generate an excellent response from your customers • Contributing actively to making your customers successful • Implementing and evaluating marketing actions • Predicting change and responding to threats • Busting through the jargon

Day One

Day Two

Business Strategy

Marketing Management

Knowing your market and business environment

The routes to growth and success

Main Topics Covered • Understanding strategic processes • Business environment • The market and competition

Main Topics Covered • Understanding strategic opportunities • The marketing mix for success • Making the strategic business plan • Implementing the plan

“Excellent course, great interaction and participation.”

Julie Morgan, Senior Accountant, Kaust, KSA

“This course offered the skills on how to build a system for doing effective business.”

Marwan Al Marzouqi, Performance Management Manager, Abu Dhabi Food Control Authority, UAE

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The Programme – Module A Day One

Day Two

A Framework For Strategy Development • What is strategy?

• The planning process – making the business/strategy plan • Articulating a vision for the business • Establishing the corporate mission

The Marketing Strategy • What is marketing all about?

• How marketing fits into the rest of the organisation • The external marketing environment – analytical tools and techniques

Exploring Opportunities From The Business Environment • Understanding the potential and risks from external and internal business environments • Using tools and techniques such as Porter’s 5 Forces, Force Field analysis

Segmentation – The Driver Of Business Success • Segmentation, positioning and targeting • Focused decision making • The process of true differentiation

Re-Thinking Marketing – A Strategic Viewpoint • Analysing the market as the best source for strategic opportunities • How to develop strategies that differentiate us from the crowd

Getting Marketing To Work • Managing all elements of the marketing mix –beyond the four Ps • Marketing communications – managing the promotional campaign • Price, product and distribution channels • Drawing up the marketing plan

Where Are Our Present And Future Markets/Customers • Who is serving them and how?

• Where are the risks?

• The ultimate business model for immense success

Finalising The Business/Strategic Plan • Checking the viabilities • Decision making

What Opportunities Are Open To Us • Making clear and stronger strategic decisions • Gathering and appraising the strategic options

Implementing The Plan • Who does what • Perfect organisation – taking responsibilities

Day Three Module B Finance – A Vital Business And Decision Making Tool Key Benefits Of Day Three • Understand the key elements of financial measurement and reporting • Use financial knowledge to construct powerful business plans and activities • Know how to use financial skills to improve performance • Reach sound commercial and investment decisions • Plan and control the area for which you are responsible and held accountable

• Appreciate finance and its commercial fundamentals • Foresee dangers and maximise opportunities • Understand your customer better and bring them more rewarding solutions • Assess the financial position of customers, competitors and your own company • Negotiate with confidence

The Programme – Module B Day Three The Role Finance Plays In Business And Decision Making Profit And Loss Accounts And Balance Sheets • Shareholders/financiers/management • Formulation and its importance • The analytical tool for marketing decisions • Structure/gross margin/sales/cost of goods sold • Main accounting principles • Key ratios and interpretations • Key aspects: revenues and costs; debtors; inventories; fixed assets

Market Driven Strategic Business Planning – Budgets And Forecasts • Structure and importance of business plans • Strategies for projects and quantification using hypotheses Interpreting Corporate Accounts • Control and performance measures • Determining financial health and vitality of the company • Customer and competitor analysis • Case study – ratio analysis • Analysis of results and conclusions • Performance measures and visibility of the business

Cash Management • Forecasting and resource planning • Efficient usage of your cash

Decision Making For Profitability • Cost behaviour • Breakeven analysis – a business making process

Case Study • Developing a P&L, balance sheet and cash flow

Investments – Project Approach • Return on investment and evaluation techniques • DCFs, NPVs, IRRs, etc explained • Example – new product development project

+971 4 335 2437

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Days Four And Five Module C People Management And Leadership Excellence Key Benefits Of Day Four And Day Five People will react to you as they perceive you. This module will help you to get much better reactions from people by: • Bringing out your natural best • Enhancing people’s perception of you • Winning the trust and confidence of others • Building your self confidence in all situations • Handling tough situations with ease and results • Understanding your personal strengths and building on them • Understanding your personal vulnerabilities and improving on them

The objective is to help managers to release the potential of each team member by: • Smarter delegation – resulting in a stronger taking of responsibilities • Helping people to have the courage to make decisions and propose solutions • Enabling self-confidence in dealing with clients, colleagues and bosses • Understanding own personal leadership style then improving to use the right style in right situations • Improved personal commitment of the team

The Programme – Module C Day Four

Day Five

Managing People – 1

Managing People – 2 Main Topics • Situational leadership • Getting the best from your team members • Upwards management

Main Topics • Communication principles • Self management • Announcing difficult decisions Lifting Our Personal Barriers To Success • What are these barriers, where do they come from?

• How can we remove them?

Understanding Your Personal Leadership Style, Areas To Build On And To Improve • Interpreting your 360˚ analysis of your situational leadership style • Identifying which styles need most attention

Communication At Its Best • Capturing the interest of others • Being interested in others • Communication – The keys and main principles • Tools and techniques

Applying The Right Style To Every Management Situation • How to read a management situation • Practical cases to understand this further • How to apply the most appropriate style • Practice

Handling Challenging Management Situations • Announcing important decisions yet motivating • Communicating for adherence

Practice On Situations • Applying the concepts to situations • Video feedback showing your strengths and areas of improvement

Feedback To Fully Appreciate Individual Issues And Improvements

Upward Management • Getting the best from your boss • What often prevents good upward communication • How can we improve it?

• Practice of real situations with feedback

Would you like to run this course in-house?

The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

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The Five Day MBA

19 – 23 August 2013 • The Cumberland Hotel, London, UK 10 – 14 November 2013 • Kempinski Hotel, Mall of the Emirates, Dubai, UAE

FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 9428 Dubai, UAE

+971 4 335 2437 +971 4 335 2438 register@iirme.com

www.iirme.com/mba

DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – +971 4 335 2483 E-MAIL – a.watts@iirme.com WEB BC5039/BC5040 Event

Course Fee Before 10 June 2013

Course Fee Before 1 July 2013

Final Fee

US$ 4,150

US$ 4,650

US$ 4,950

Course Fee Before 25 August 2013

Course Fee Before 15 September 2013

Final Fee

US$ 4,150

US$ 4,650

US$ 4,950

The Five Day MBA (BC5039) 19 – 23 August 2013 Event The Five Day MBA (BC5040) 10 – 14 November 2013

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

WOULD YOU LIKE TO RUN THIS COURSE INͳHOUSE?

All registrations are subject to our terms and conditions which are available at www.iirme.com/terms. Please read them as they include important information. By submitting your registration you agree to be bound by the terms and conditions in full.

DELEGATE DETAILS

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A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received.

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Cancellation If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge.

Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.

Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible.

Visas for non-GCC nationals may take several weeks to process.

All registrations are subject to acceptance by IIR which will be confirmed to you in writing.

Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

Event Venue: The Cumberland Hotel, London, UK Tel: +44 871 3769014 Kempinski Hotel, Mall of the Emirates, Dubai, UAE Tel: +971 4 341 0000

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Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971-4-4072693 Fax: +971-4-4072517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.

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