Kellogg 2012 Executive Education Catalog

CATALOG OF EXECUTIVE EDUCATION 2013 Create shareholder value • Build competitive advantage • Unlock a team’s creative potential Leverage cost of capital • Structure team roles to maximize potential • Value acquisition targets • Leverage customer insight for new product development • Optimize supply chain design and processes • Build a customer value model • Manage capital structure • Quantify risk • Design strategic sourcing models • Formulate a negotiating strategy • Align IT initiatives with business strategy • Benchmark IT best practices across industries • Manage the product portfolio • Build strategic advantage through intelligent analytics • Identify strategies for optimizing throughput • Design supply chains that increase profitability • Reduce and control demand variability • Utilize game theory to anticipate competitive countermoves • Evaluate long-term sustainability of competitive advantage • Maximize value capture • Capitalize on strategic growth opportunities • Create a culture of innovation • Develop a leadership profile

elevate the art and science of managemenT

Create the ultimate customer experience • Empower and motivate others • Drive organic growth initiatives • Identify winning value propositions • Mitigate business risk • Co-create products with customers • Forecast success of new product launches • Integrate pricing into business strategy • Evaluate alternative pricing strategies • Manage a portfolio of brands • Craft a brand positioning strategy • Detect “red flags” in financial statements • Segment your market for optimal channel design • Integrate financing & investment decisions • Minimize channel conflict Design strategic sourcing models • Predict financial implications of managerial decisions Persuasively advocate change • Evaluate investment opportunities • Coach your executive team to maximize performance • Resolve emotionally charged disputes • Structure value-creating deals • Maximize leadership potential in others • Manage the needs of multiple stakeholders Develop AND SUSTAIN a personal leadership philosophy • Recruit HIGHLY effective board members

Welcome from the Dean

Thank you for considering executive education at the Kellogg School of Management at Northwestern University. As an alumna myself, I can say with confidence that there is no better institution in the world than Kellogg for preparing leaders in today’s global marketplace. Our view of management education is different: We believe that business can be bravely led, passionately collaborative and world changing.

By choosing Kellogg, you’ll share in our distinct culture, intellectual energy, and spirit of boldness and collaboration. As part of our tradition of excellence in executive education, you will learn from world-class faculty at our lakefront learning hub: the James L. Allen Center. And you will join more than 5,000 experienced and ambitious professionals from around the world who participate in Kellogg’s executive programs every year, from general management to leadership development to industry-specific programs.

No matter which program you select, our goal is to educate, equip and inspire you to build better, stronger organizations and wisely leverage the power of markets to create lasting value.

Come think bravely with us.

Best wishes,

Sally Blount ’92 // Dean, Kellogg School of Management at Northwestern University

Business can be bravely led, passionately collaborative and world changing. It’s time to elevate the art and science of management, to bring together ideas and push complex human organizations forward. That’s what we teach.

KELLOGG EXECUTIVE EDUCATION // 2013 2 // KELLOGG EXECUTIVE SCHOLARS PROGRAM 3 // Custom Programs 4 // Executive MBA Program 6 // The SettingS 8 // The Faculty 9 // General Management 10 // Advanced Executive Program 12 // Executive Development Program ompeting and Winning in the 14 // C US Market

15 // Finance and Accounting orporate Finance: Strategies for 16 // C Creating Shareholder Value

17 // Finance for Executives erger Week: Creating Value Through 18 // M Strategic Acquisitions and Alliances

19 // Marketing and Sales ccelerating Sales Force Performance 20 // A he Customer-Focused Organization: 21 // T Leadership, Strategy and Implementation

22 // Business Marketing Strategy ustomer Insight Tools: 23 // C Turning Insight into Effective Marketing Strategies istribution Channel Management: 24 // D Bridging the Sales and Marketing Divide ellogg on Branding: 25 // K Creating, Building, and Rejuvenating Your Brand ellogg on Consumer 26 // K Marketing Strategy

27 // I nnovating New Products and Services 28 // Marketing Healthcare Products ricing for Profitable Decision Making 29 // P

30 // Strategic Data-Driven Marketing trategic Marketing Communications 31 // S in Today’s Media World

33 // Operations and TECHNOLOGY MANAGEMENT riving Strategic Value from IT 34 // D

35 // The Science of Lean Six Sigma Operations upply Chain Management: Strategy 36 // S and Planning for Effective Operations

37 // Leadership onstructive Collaboration: 38 // C Driving Performance in Teams, Organizations and Partnerships nergizing People for Performance 39 // E

40 // Leading Family Enterprises eading High-Impact Teams 41 // L egotiation Strategies for Managers 42 // N einventing Leadership: 43 // R A Breakthrough Approach he Soul of Leadership 44 // T omen’s Senior Leadership Program 45 // W

47 // Strategy ompetitive Strategy 48 // C reating and Leading a Culture 49 // C of Innovation reating and Managing 50 // C Strategic Alliances riving Organic Growth 51 // D Through Innovation lobal Leadership: 52 // G Success in International Business uccessful Corporate Renewal 53 // S

55 // Governance orporate Governance: Effectiveness 56 // C and Accountability in the Boardroom overning Family Enterprises 57 // G omen’s Director Development Program 58 // W

60 // Executive Education for Nonprofit Leaders 62 // Calendar of Programs 64 // Frequently Represented Companies kellogg executive education

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kELLOGG EXECUTIVE SCHOLARS PROGRAM EXECSCHOLARS.kellogg.northwestern.edu

What is the Kellogg Executive Scholars Program?

How can I benefit from the Kellogg Executive Scholars Program?

The Kellogg Executive Scholars Program recognizes the commitment of executives who have completed a selected track of executive education programs at the Kellogg School of Management by awarding a Certificate of Professional Achievement in one or more of these subject areas:

The Kellogg Executive Scholars Program does more than enhance your credentials with a Certificate of Professional Achievement from a world-renowned academic institution. Upon completion of the program you will also become a Kellogg Executive Education Alumnus, and will be eligible for the valuable lifelong learning and networking alumni benefits listed below.

• Marketing and Sales Management • Financial Management • Leadership and Management •O perations, Supply Chain and Technology Management • General Management • Nonprofit Management Providing the academic rigor and professional relevance executives demand, the Kellogg Executive Scholars Program gives you the flexibility to achieve your specific professional goals on your own schedule. If you want more training in general management but don’t have time for a three- or four-week program, or want to reposition yourself in your company, refresh your prior education or sharpen a specific skill, the Kellogg Executive Scholars Program is the ideal way to achieve your goal.

How does the program work?

Kellogg Executive Scholars are awarded Certificates of Professional Achievement after successful completion of four to five selected executive programs at the Kellogg School. There is a time limit of five years to complete the programs, and the programs do not need to be attended in a specific order. The four programs must include one required program and three electives. (The Certificate of Professional Achievement in Nonprofit Management has separate criteria.) Visit our website, execscholars.kellogg.northwestern.edu, to view a complete listing of qualifying programs and Certificate requirements, or contact a Scholars Advisor to help you plan your track.

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How do I get started?

There is no separate fee required to become an Executive Scholar—you are automatically enrolled when you take your first qualifying program. The first step toward becoming a Kellogg Executive Scholar is to contact the Program Advisor. We have a team of Scholars Advisors who can help you choose programs and plan the track that is just right for you. Call or email us today to get started: executive scholars program advisor scholars@kellogg.northwestern.edu (847) 467-7000

Alumni Benefits: As a Kellogg Executive Scholar, you will receive the following lifelong learning and networking benefits:

• Networking opportunities within the greater Kellogg alumni community through participation in alumni clubs and our comprehensive online alumni network, which includes an enhanced directory and discussion groups, among other tools • An invitation to participate in student-run conferences on relevant issues in management • A subscription to Kellogg World alumni magazine • Kellogg email forwarding for life • 30% discount on all one- to five-day executive education programs

custom PROGRAMs Tailored to your needs

Customized solutions are the Kellogg way. We know that square pegs don’t fit into round holes, and we understand that one-size-fits-all solutions aren’t solutions at all. That is why we helped to pioneer customized executive education in the 1970s.

For nearly forty years, the Kellogg School has designed Custom Programs to enable organizations to reexamine old processes and challenges with new eyes so they leave inspired to put new ideas into action. We believe in service and the power of education to affect change, and we are proud to have helped organizations like Kraft, General Electric and Ernst & Young to address strategic challenges, and increase organizational performance.

Kellogg Custom Programs are tailored to meet your needs. Whether you wish to design a three-day program entirely focused on finance or a two-week general management program that covers everything from compensation plans to integrating your communications strategies, the Kellogg School’s world-class faculty and resources and our collaborative learning environment can help you achieve your goals.

Custom Programs at the Kellogg School begin in the same manner that they are designed and delivered: with dialogue. We pride ourselves on treating you as real people rather than merely requests, so we invite you to contact us to discuss your goals and objectives. After determining whether your needs match our capabilities, we will prepare a program proposal for your organization to review.

DOWNLOAD OUR WHITE PAPER: Visit our website to download our latest white paper on the process of designing and delivering customized programs. The white paper includes a detailed case study of one of our Custom Program clients.

Call us at (847) 467-7200 or email us at custom-programs@kellogg.northwestern.edu for more information.

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EXECUTIVE MBA PROGRAM Evanston and Miami CampusES Kellogg is a different kind of business school. We believe strongly in the value of a general management curriculum where the study of markets and the study of management are given equal footing. We know that business success is achieved best through leaders who understand the value of collaboration and teamwork, who have the well-honed communication skills that true leadership requires and who work toward the Kellogg ideal that together we can have a positive impact on the world.

The Kellogg School Executive MBA Program is a twoyear general management program leading to the Master of Business Administration (MBA) degree. This program meets the needs of mid-career executives who are preparing for senior management roles, and it enhances the skills and effectiveness of senior

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executives. As an Executive MBA student, you are able to immediately apply both functional and managerial skills as you learn. The typical class has representatives with a wealth of professional and personal diversity.

This diversity provides a stimulating environment for our students.

The Kellogg Executive MBA Program offers four options for earning your degree, each designed to accommodate the commitments and demands of our students’ professional and personal lives. Regardless of your program selection, you are guaranteed an unparalleled education taught by our world-renowned faculty, enriched by lasting relationships and grounded in the distinctive Kellogg culture of innovation and collaboration.

You may opt for a September or January start date on either of our U.S. campuses—Evanston, Illinois, or Miami, Florida. All program options include a combination of weekend class sessions and two or more intensive academic sessions known as Live-In Weeks. All students, regardless of program choice, attend an August Live-In Week in Evanston where students from the Kellogg Executive MBA Program’s global community come together to study and network. The total number of classroom hours and credit requirements is the same for all students.

Evanston CAMPUS OPTIONS Evanston Campus classes meet twice monthly on alternating weekends during the academic year. The two Evanston schedule options differ in the number of Live-In Weeks and Sunday classes.

September schedule classes begin in September and end in June two years later with a break during the summer between years. Students attend classes Friday afternoon, all day Saturday, and Sunday morning on alternating weekends, as well as during two Live-In Weeks.

January schedule classes begin in January and end in December of the following year with a summer break during both years. Students attend classes Friday afternoon and all day Saturday on alternating weekends, as well as during four Live-In Weeks.

MIAMI CAMPUS OPTIONS Miami Campus classes meet once monthly during the academic year. Students attend classes Thursday afternoon, all day Friday and Saturday, and Sunday morning, as well as during four Live-In Weeks.

September schedule classes begin in September and end in June two years later with a break during the summer between years.

January schedule classes begin in January and end in December of the following year with a summer break during both years.

For more information on the Executive MBA Program or to apply, please visit www.kellogg.northwestern.edu/emba or call (847) 491-EMBA (3622). kellogg executive education

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THE SETTINGS

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Evanston Campus

Miami Campus

Located on the western shores of Lake Michigan— a short drive from the world-class city of Chicago—the James L. Allen Center (below) is the home of Kellogg Executive Education. In the heart of Northwestern University’s Evanston Campus, the Allen Center has been designed exclusively to support the School’s degree and non-degree executive offerings. Built to facilitate learning among faculty and participants, the Allen Center is completely self-contained with classrooms, study group rooms, 150 bedrooms, dining rooms, lounge areas, snack rooms, laundry service and an exercise room. The goal is to create a special environment for learning that anticipates all educational needs.

The Kellogg School’s Miami campus (upper right), which opened in 2005, includes a custom-designed executive classroom facility located just outside of downtown Miami in Coral Gables, Florida. This facility mirrors the James L. Allen Center, our executive learning center in Evanston. A recent 10,000-square-foot expansion features an oval-shaped classroom with stadium seating, 11 private study rooms, a faculty lounge and alumni center. This campus is located adjacent to the Hyatt Regency Coral Gables, where students have private sleeping rooms and enjoy the benefits of a wide array of guest services and amenities.

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the faculty Sunil Chopra, Expert in Supply Chain Management

Senior members of the Kellogg School of Management’s outstanding faculty design and teach in all of our executive programs, bringing together both rigor and relevance in our curriculum. They are all leading practitioners and scholars of distinction, well known for their experience and research. Kellogg faculty regularly serve as consultants to organizations in industry, government, finance, healthcare, education and transportation.

This familiarity with current trends and challenges enables them to provide our executive participants with real-world approaches to management problems and solutions.

Michelle L. Buck, Expert in Leadership

Research is a vital component of the Kellogg School, and faculty members have developed groundbreaking theories in many academic fields such as marketing, banking and game theory. More than twenty formally recognized centers on topics ranging from dispute resolution to nonprofit management to biotechnology carry out research.

As the faculty draw upon both their own experiences and the experiences of our participants in a collaborative learning environment, the programs evolve to stay on top of change. In our quest to give our participants the latest insights into business and management, experts who can enrich the depth of knowledge available are occasionally invited to make presentations.

At the heart of the Kellogg School lies a teaching philosophy that emphasizes intellectual depth, experiential learning, social responsibility, leadership skills and a global perspective.

Ronald A. Dye, Expert in Financial Reporting

Janice C. Eberly, Expert in International Finance

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general management EXECUTIVE EDUCATION

Advanced executive program executive development program COMPETING & WINNING IN THE US MARKET

2013

2013 Sessions Evanston, Illinois June 23-July 19 October 20-November 15

2013 Fee

ADVANCED EXECUTIVE program aep.kellogg.northwestern.edu

$42,000

GENERAL MANAGEMENT This four-week executive program is designed for general managers who want to lead change.

Designed for general managers and senior-level functional managers, the Kellogg School’s Advanced Executive Program (AEP) offers you an opportunity to question your fundamental assumptions about leadership, discard outdated paradigms, gain an appreciation for the latest thinking, and develop insights into your personal management style. The program inundates you with new ideas, reenergizes your vision, and provides you with a network of new colleagues from a multitude of organizations around the globe. It gives you a thorough understanding of the sociopolitical, competitive, and economic forces that shape the strategies, operations, and performance of organizations now and in the future. Particular attention is devoted to helping you develop the knowledge and skills you need to formulate clear, comprehensive strategies for your organization and to translate these strategies into coordinated, multifunctional actions.

Who should attend?

AEP is designed for senior executives who possess cross-functional or general management responsibilities and are looking to enhance their strategy and decision-making processes. These seasoned executives have at least fifteen years of management experience and hold profit-and-loss responsibility.

TYPICAL PARTICIPANT PROFILE 5% 22%

other

president

15%

vice president

director

18%

c-level manager

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kellogg executive education

18%

22%

During AEP, participants will: • Gain an understanding of the present and future role of the general manager • Examine the current international sociopolitical and economic environment and its effects on business • Update their knowledge of the roles and responsibilities of each functional area • Identify and evaluate market-driven strategies for an organization • Manage strategic and organizational changes by identifying barriers and increasing their organization’s flexibility and responsiveness • Sharpen skills in evaluating strategic options, sustaining marketplace advantages, identifying performance issues, and making quality decisions

Special Features • Participate in a real-world case study written and team-taught by AEP faculty and culminating in a live presentation to senior executives of the case company • Engage in course application workshops that enable you to distill concepts and classroom dialogue into concrete action items • Maximize your energy and your ability to be fully engaged with an optional health assessment and fitness class

• Broaden their perspectives and expand their peer networks

“ I had very high expectations of Kellogg’s Advanced Executive Program and to my reward, the experiences with the other senior executives and the distinguished Kellogg faculty enriched me both personally and professionally. From new friendships with my gifted associates from all over the world, to the relaxed and challenging environment created on the Northwestern campus, this program was unique, impactful and worth every minute.”

— allen west, CEO & President, Railinc

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2013 Sessions Evanston, Illinois June 9-28 October 13-November 1

2013 Fee

EXECUTIVE DEVELOPMENT program edp.kellogg.northwestern.edu

$29,700

GENERAL MANAGEMENT This three-week program is designed for mid-level executives moving into general management roles.

The Executive Development Program (EDP) prepares high-potential middle-management executives to become more effective leaders and change agents in their organizations. You will be exposed to key concepts in all major business functions of an organization with the goal of equipping you to engage strategic decision making. You will also examine your leadership capabilities to improve your personal leadership effectiveness. Rigorous learning, accessible faculty, and outstanding networking opportunities are all hallmarks of the Kellogg experience.

Who should attend?

EDP is designed for experienced, high-potential middle management executives who are likely to become general managers or functional senior leaders who must interface with other functional areas outside of their expertise. Participants are also principals of small- and medium-size firms, and entrepreneurs or owners of small companies with growth potential. The ideal candidate should have at least ten years of work experience.

TYPICAL PARTICIPANT PROFILE president

14% 2% 23%

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vice president

manager

c-level

director

8%

other

12%

41%

During EDP, participants will: • Gain confidence from an increased understanding of the roles, responsibilities and interactions of the functional areas • Strengthen their ability to interpret and apply information from functional areas in their decision-making processes • Acquire insights on how to effectively lead and implement change in their organizations • Explore new concepts and perspectives for more effective competition in the global marketplace • Discover valuable, practical, real-world knowledge while networking with an international group of peers

Special Features • Receive an individualized tutorial with an accounting professor to review your own financial report • Use computer simulations to understand how your decisions can impact market dynamics • Extend your learning through an optional coaching program, which gives you access to an individual coach during and after the program

“I truly benefited from my Executive Development Program experience. At this stage of my career, I believe the knowledge I acquired at Kellogg will give a fresh boost to my skills as a high performance leader. I now have a new language to help me accomplish my business goals and am confident of creating sustained improvement against my own deliverables, and more importantly, within my team.”

— c edric blair, Supply Director, Global Beer Jamaica, Diageo

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2013 Session Evanston, Illinois September 15-19

2013 Fee $8,700

GENERAL MANAGEMENT

NEW FOR 2013!

COMPETING & WINNING IN THE US MARKET winning.kellogg.northwestern.edu

The United States is a complex market given its size and diverse geography. As the world’s largest economy with a highly developed infrastructure, the US is an attractive market for a variety of companies, ranging from startups with global ambitions to longestablished organizations looking to compete beyond their national boundaries. This four-day executive program has been developed for companies desiring to enter the US market. It has been designed to be broad yet practical in order to provide the critical information and necessary skills to successfully compete in the complex US environment.

Participants will learn to: GUEST SPEAKERS The program also includes executive guest speakers who will discuss the lessons that their companies learned from successful entry into the US market as well as the nature of US business customs.

• Develop a sense of the economic, legal, and regulatory environment of the US • Appreciate the unique negotiation styles and practices in the US • Understand the importance of branding and how to craft a compelling brand message in the US market • Create strategies for acquiring capital, both equity and debt, in the US • Learn from companies that have successfully entered the US market

Who should attend?

This program is designed for senior-level managers with 10+ years of progressive management experience and good working knowledge of all of the organization functions (marketing, finance, accounting, HR, operations, etc). Individuals from companies aspiring to enter the US market and managers transferring to the US for the first time, or those recently transferred, are equally appropriate for this program.

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Finance & Accounting EXECUTIVE EDUCATION

CORPORATE FINANCE FINANCE FOR EXECUTIVES MERGER WEEK

2013

2013 Sessions Evanston, Illinois July 7-12 October 20-25

2013 Fee

CORPORATE FINANCE: Strategies for Creating Shareholder Value corpfin.kellogg.northwestern.edu

$9,700

Finance & Accounting “The very technical topic of Corporate Finance is taught in a very practical, highly pragmatic and understandable way.”

VP for Strategic Transactions, Science Application International Corp.

Which tools do you need to plan and integrate financing and investment decisions that create shareholder value?

How can you gain insight on developing a more effective capital structure?

In this program, senior Kellogg School faculty and other leading experts bring real-world and academic experience together in a collaborative learning environment to review the latest techniques for analyzing and valuing financial decisions. Exploring a comprehensive framework, you will be inspired to effectively integrate financing and investment decisions in order to maximize value creation.

Participants will learn to: • Measure the impact of major strategic and operating decisions on shareholder value • Value potential merger and acquisition targets more precisely • Determine the consequences of financing strategies for value creation • Accurately estimate firms’ and divisions’ cost of capital and its relation to financial structure

Who should attend?

If you are an executive who participates in strategic decisions such as capital budgeting, mergers and acquisitions, and financial planning, this program is designed for you. It is also beneficial for executives in financial advisory functions such as consultants, accountants, commercial bankers, and investment bankers.

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FINANCE for Executives finexec.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois April 28-May 3 October 6-11

2013 Fee $9,700

Can you predict the financial implications of your managerial decisions? Do you feel confident when you “talk numbers” with your executive colleagues?

Whether you are new to finance or just want to sharpen existing skills, this program will dramatically improve your knowledge in all aspects of finance. Senior faculty create a collaborative learning environment where you delve into concepts in order to better understand and predict the financial implications of managerial decisions. The program provides a comprehensive view of shareholder value creation and the key role managers play in the process. You will explore methods for determining the cash-flow and stock-price implications of strategic decisions such as plant and equipment additions, acquisitions, new product introductions, and credit and payment policies.

Finance & Accounting “This program provides a concise approach for taking people who know a small amount of finance principles and current market conditions, and driving them quickly to a higher level of proficiency that is immediately useful.”

Vice President, Invacare Corporation

Participants will learn to: • Read and interpret financial statements • Evaluate investment opportunities • Understand the implications of financial decisions for firm value • Work more effectively with financial executives

Who should attend?

If you are an executive who makes or contributes to decisions that have significant financial implications, this program is for you. This includes anyone with profit-and-loss responsibility and managers in marketing, operations, human resources and engineering. No background in finance is required.

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2013 Sessions Evanston, Illinois April 21-26 October 13-18

2013 Fee

MERGER WEEK:

Creating Value Through Strategic Acquisitions and Alliances mergerweek.kellogg.northwestern.edu

$9,700

Finance & Accounting “This course gave me the framework I need to successfully analyze, negotiate, integrate and evaluate acquisitions.”

Finance Manager, Black & Decker Corporation

As a participant in Merger Week, you will learn to forge and implement effective, sustainable mergers, acquisitions, and alliances that create value and competitive advantage. In a collaborative learning environment, this comprehensive program takes you through the intricacies of the entire strategic merger-and-acquisition process. An outstanding faculty of leading academics and business practitioners will inspire you to capitalize on opportunities that globalization and technological advancements have created in the marketplace. Topics include the search process, valuation techniques, negotiations, tax-free versus taxable transactions, joint ventures, and international M&A.

Participants will learn to: • Examine the industry attractiveness of a target company • Identify and determine sources of competitive advantage • Develop acquisition and restructuring strategies • Determine the shareholder value of an acquisition company • Manage negotiations • Test post-merger assumptions • Apply new skills in a simulated acquisition

Who should attend?

If you are a senior-level executive or manager with corporate development, planning and finance responsibilities, this program is designed for you.

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MARKETING & SALES EXECUTIVE EDUCATION

2013

ACCELERATING SALES FORCE PERFORMANCE THE CUSTOMER-FOCUSED ORGANIZATION BUSINESS MARKETING STRATEGY CUSTOMER INSIGHT TOOLS DISTRIBUTION CHANNEL MANAGEMENT KELLOGG ON BRANDING KELLOGG ON CONSUMER MARKETING STRATEGY INNOVATING NEW PRODUCTS AND SERVICES MARKETING HEALTHCARE PRODUCTS PRICING FOR PROFITABLE DECISION MAKING STRATEGIC DATA-DRIVEN MARKETING STRATEGIC MARKETING COMMUNICATIONS IN TODAY’S MEDIA WORLD

2013 Sessions Evanston, Illinois April 14-18 September 29-October 3

2013 Fee

ACCELERATING SALES FORCE PERFORMANCE salesforce.kellogg.northwestern.edu

$8,300

MARKETING & SALES “This program not only gave me a strategic framework for identifying and leveraging sales force performance drivers, it gave me ideas, strategies and tactics that I could immediately apply when I returned to work.”

Director of Field Development, AchieveGlobal

Put your sales force on the path to significantly higher performance.

This four-day program, highlighted by a collaborative learning environment, tackles the issues surrounding sales force effectiveness and helps you develop high-impact strategies to accomplish your goals.

The program begins by presenting a thinking framework that will enable you to critically assess your sales force and develop winning initiatives for performance enhancement. Next, we will explore best practices across some of the core decisions that drive sales force effectiveness. The program concludes with a discussion of how to successfully implement sales force change.

Participants will learn to: • Develop a framework for a sales force diagnosis that leads to enhanced effectiveness • Examine issues that affect the sizing and structuring of their sales force • Discuss important talent management topics such as recruitment, development and retention • Assess their sales force culture • Determine how technology enhances sales force performance • Explore the use of incentives to motivate and direct their sales force • Determine how successful sales force initiatives can be implemented

Who should attend?

The seminar content is geared toward managers in any industry where the productivity of the sales organization is a priority. The program benefits those who help to plan and implement sales force decisions.

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THE CUSTOMER-FOCUSED ORGANIZATION: Leadership, Strategy and Implementation

2013 Sessions Evanston, Illinois May 13-16 November 11-14

2013 Fee $6,300

customerfocus.kellogg.northwestern.edu

What does it mean to be a truly Customer-Focused Organization, and what kind of leadership does it take to develop a customerfocused strategy and then to implement this strategy to achieve and sustain focus on the customer?

MARKETING & SALES

Organizations focused on their customers consistently outperform their competition. These companies carefully segment their customers, develop a specific value offering for their target customers and deliver an outstanding customer experience. In these organizations everyone, regardless of position or function, knows what the customer strategy means for his or her job and makes decisions consistent with this strategy. But how does one transform a company to focus on its customers when it is fixated on keeping its machines running efficiently or on making sure everyone complies with previously successful policies and practices? This program will develop key steps a leader takes, beginning with a clear definition of the customer-focus end state, the development of a marketing strategy and the organization’s design to support the strategy. The program also discusses various change methods contingent on the company’s starting point and the mindset of its senior management.

sales processes from a customer

“Our company is completely redesigning our marketing and perspective across our entire dealer channel, and this program is directly relevant to the process design we’re implementing. The program is exceptional in terms of the quality of instruction and the practicality of its content.

I took away many things from the workshop that I could use immediately.”

Division Manager, John Deere Construction and Forestry

Participants will learn to: • Communicate to others in their company what a truly customerfocused company is and how to become one • Understand how customers experience an organization’s products and services—and the impact customer experience has on retention, brand image and competitive advantage • Drive the customer value proposition throughout an organization thereby converting the company’s intended brand into a real and valued brand in the mind of the customer • Understand the issues involved in leading the change to customer focus—gaining support, dealing with resistance, communicating the opportunities and challenges, and having the patience to accept the time it takes to achieve momentum

Who should attend?

If you are an executive with the responsibility to initiate or enhance your company’s focus on its markets and customers, or a key player in the development and implementation of such initiatives, this program is designed for you. Past attendees have included general or group managers, directors of strategic planning, heads of major functions, senior marketing managers as well as heads of customer experience and perception management.

Bring the team Our participants’ experience has been that it is often beneficial to bring several members of their management or implementation team or associates from other functions. Having the team experience the program together speeds implementation. To encourage this, teams of two or more receive a private consulting session and 10% off the cost of the program.

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2013 Sessions Evanston, Illinois April 7-12 July 21-26 September 15-20

2013 Fee

BUSINESS MARKETING STRATEGY marketstrategy.kellogg.northwestern.edu

$9,900

MARKETING & SALES “I will go back to work with the latest information about B-to-B marketing strategy, segmentation, positioning, and the understanding of building customer value models.”

Marketing Manager, Siemens Building Technologies

Learn the techniques for analyzing and building effective businessto-business marketing strategies and take away the tools you’ll need to implement them in your company. Senior faculty members from the Kellogg School of Management’s Marketing Department lead this intensive five-day seminar that explores the fundamentals and the latest developments in the world of business marketing.

The program provides exceptional opportunities for broadening your perspective, collaborating with an international group of peers, and analyzing the marketing strategies of your own firm.

Participants will learn to: • Boost marketing strategy analysis skills • Build customer value models • Segment business markets • Develop an understanding of the dynamics of marketing strategy

Who should attend?

This program is designed for general managers; marketing, product, and sales managers from medium to large firms; presidents and vice presidents of marketing from smaller firms; and managers who help to plan and implement market-oriented business strategies in their companies.

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CUSTOMER INSIGHT TOOLS:

Turning Insight into Effective Marketing Strategies

2013 Sessions Evanston, Illinois March 10-12 September 22-24

2013 Fee $6,300

custinsight.kellogg.northwestern.edu

Uncovering insights about your customers is essential for developing products and services that deliver value to the customer and generate profit for your organization. But while companies spend millions of dollars on expensive market research, how much actionable customer insight is actually being created? How do you unlock insight—and value— from the customer information gathered?

Marketing & SALES

For companies in both B-to-B and B-to-C environments, this program will inspire users of market research to ask the right questions and make the right decisions in order to gain sustainable competitive advantages.

marketing background.”

In a collaborative learning environment, this program provides a thorough understanding of how the right blend of tools can be used to gain powerful insights into customer needs and perceptions. Building a marketing strategy based upon deep customer insight can give a firm a powerful competitive advantage.

Participants will learn to: • Understand the importance of a customer insight-driven business strategy • Develop an insightful relationship with customers by understanding their rational and emotional needs • Hard-wire the voice of the customer throughout their organization • Understand the role of ethnography in developing new customer insights

“A well-targeted program to help ‘unlock the black box’ of insight techniques for the professional without a formal

Group Senior VP, LaSalle Business Credit

Insight and Analytics Week You may combine this program with Strategic Data-Driven Marketing to participate in Insight and Analytics Week. When taken consecutively, these programs are offered together at a discounted price of $9,900 and provide executives with a comprehensive toolkit of best practices for both quantitative and qualitative-based marketing strategies.

• Understand how neuromarketing is transforming how marketers gain deep insight into how customers decide • Obtain more accurate forecasts for new products • Gain maximum value from your market research expenditures

Who should attend?

This program is designed for executives who commission, use, and make decisions based upon market research. The program helps executives understand how to ask appropriate questions and make strategic use of customer insight. The program is also useful for managers who conduct market research but who are not formally trained in market research techniques. Executives from any size firm in both B-to-B and B-to-C settings are encouraged to attend.

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2013 Sessions Evanston, Illinois April 21-24 October 13-16

2013 Fee $6,300

DISTRIBUTION CHANNEL MANAGEMENT: Bridging the Sales and Marketing Divide channel.kellogg.northwestern.edu

MARKETING & SALES “I took away lots of practical applications specific to my industry. The instructors did a good job of identifying the companies represented at the session and making sure the information was relevant. My company doesn’t have a channel manager, but based on what I’ve learned, we’re trying to work through many of the strategies.

Managers frequently complain about a lack of communication between their marketing and sales executives, often caused by a poorly designed or implemented distribution channel strategy. A well-designed distribution channel strategy takes into account both the salespeople’s activities with channel partners and the marketing managers’ efforts to better reach and serve end-users.

Distribution Channel Management builds a coherent framework that unites marketing and sales efforts in a collaborative learning environment. This program addresses the needs of consumer goods and services companies selling through wholesalers and retailers; businessto-business firms working through independent distributors and sales representative firms; retailers seeking to improve efficiency in an increasingly competitive marketplace; and intermediaries seeking to preserve their role in an increasingly fluid channel structure.

All the tools the instructor gave us—from worksheets to electronic formats—I was able to implement immediately.”

VP National Accounts, Marriott Global Sales Organization

Participants will learn to: • Better understand the role distribution channels play in their company’s business model • Segment their market for optimal channel design • Assess and satisfy the service output demands of their end-users • Optimize the allocation of costly activities among channel partners • Identify gaps in channel performance on both the demand and supply sides • Use channel power to bring about productive change in the channel’s operation • Diagnose sources of channel conflict and develop tools for conflict resolution

Who should attend?

This program is designed for senior-level executives (managers, directors and vice presidents) in manufacturing, wholesale, retail, or service firms who have responsibility for creating and managing channels of distribution—or who have broader strategic responsibilities of which channel strategies are a part.

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KELLOGG ON BRANDING: Creating, Building, and Rejuvenating Your Brand branding.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois April 28-May 3 September 29-October 4

2013 Fee $9,900

Companies around the globe are recognizing the importance of having a strong, differentiated brand. A powerful, unique brand can be an incredibly important asset; a good brand can create customer loyalty and name recognition strong enough to overcome intense competition.

Creating a strong brand isn’t easy. In this program, the Kellogg School of Management’s faculty provide an intensive look into brand management in a collaborative learning environment.

Combining the latest thinking on this topic with practical exercises, this program will inspire you to implement a strategy that will leverage your brand for increased customer loyalty, competitive advantage, and profitability.

Marketing & SALES “This program does an excellent job of discussing the importance of branding and how critical the details of a company’s strategy are to the brand.”

Brand Marketing Manager, Pella Corporation

Participants will learn to: • Understand why brands matter and how brands create value • Appreciate the challenges companies face in branding • Craft a brand positioning and manage a portfolio of brands • See why internal branding is critical and review best practices • Explore the latest thinking on measuring brand value, global branding and capitalizing on the new world of media

Who should attend?

This program is designed for managers who have brand management responsibility in their organizations. The program is also useful for those who wish to expand their understanding of the importance of brands and effective brand management strategies.

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2013 Sessions Evanston, Illinois April 14-19 September 22-27

2013 Fee

KELLOGG ON CONSUMER MARKETING STRATEGY consumer.kellogg.northwestern.edu

$9,900

MARKETING & SALES “Whether you are a marketing pro, new to the field, or work closely with marketing experts, you’ll walk away with solid concepts and processes and real-life practical lessons to implement back at your company.”

Director, Brand Marketing, Chicago Tribune

The mass proliferation of media channels is dividing consumers’ attention like never before. In this hyper-competitive, constantly evolving landscape, successful marketers must define a sound marketing strategy while continually adapting their tactics. To compete, marketers need to understand how to gain insight into consumers’ goals, beliefs, and consumption habits and translate that insight into an effective marketing strategy. Senior members of the Kellogg School of Management’s marketing faculty, in conjunction with leading marketing experts, instruct this intensive and interactive program which blends theory with sound marketing practice to provide winning strategies and tactics. Through discussions, case studies and exercises presented in a collaborative learning environment, participants develop a well-defined marketing strategy for identifying attractive targets and effectively positioning products and services to these targets.

Participants will learn to: • Segment consumers and identify the most attractive targets • Assess the most valuable opportunities in the marketplace • Develop a marketing strategy and positioning for sustainable advantage • Translate marketing strategy into tactics across both new and traditional marketing channels • Build and leverage brand equity

Who should attend?

This program is beneficial for product managers, middle- to upper-level marketing managers responsible for consumer products and services, individuals who have recently assumed marketing responsibilities and those who wish to develop a marketing mentality so that they can work more effectively with marketing people.

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INNOVATING NEW PRODUCTS AND SERVICES

2013 Sessions Evanston, Illinois May 19-22 October 13-16

2013 Fee $6,300

newproducts.kellogg.northwestern.edu

Turn your new products and services into profits. Organizations must be able to fuse business strategy with new product design and development to gain a competitive edge in the marketplace. In this comprehensive program, you will identify new product and service strategies that foster innovation—from the voice of the customer to design, manufacturing, delivery and launch.

This program covers techniques for creating an innovation mindset, market entry and positioning strategies, segmentation tools and techniques, mass customization, product design and development, building cross-functional teams and rewarding and motivating team performance.

Participants will learn to: • Identify approaches for establishing an innovation mindset in their organization • Create a new product/service development process • Develop strategies for marketing new products/services • Analyze the role of product and process design in mass customization • Generate strategies for integrating R & D, design, intellectual property, production and marketing • Explore best practices in product and service industries

Who should attend?

Marketing & SALES “An excellent executive program for understanding ways to foster, manage and profit from innovation in today’s economy.”

Program Director, Invensys

PRODUCT Week You may combine Innovating New Products and Services with Pricing for Profitable Decision Making to participate in Product Week. When taken consecutively, these programs are offered together at a discounted price of $9,900. Combining the programs provides a weeklong executivelevel summary of the approach to managing product portfolios taught in the highly acclaimed Kellogg MBA program.

This seminar targets mid- to senior-level executives who are involved in the development and management of new products. This may include general managers, vice presidents and executives in functional areas such as marketing, brand management, research and development, design and operations.

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2013 Sessions Evanston, Illinois May 13-17 October 7-11

2013 Fee $9,900

MARKETING HEALTHCARE PRODUCTS healthmarket.kellogg.northwestern.edu

For Pharmaceutical, Biotech, Diagnostics and Medical Device Marketers Without question, these are interesting times for the healthcare and medical products industry. The industry is full of change: mergers, alliances, consolidations, challenges, frustrations—and opportunities.

We are in an era of big winners and big losers, with careers hanging in the balance. You have seen executives, companies and whole industry segments make mistakes and learn the hard way. Well-known brands falter or lose market share to clever new products, competitors or generics.

This program will help you gain new information about the changing healthcare marketplace and find creative insights into how to market to it.

Participants will LEARN TO: • Track the trends, ideas and innovations that will reshape healthcare and healthcare products • Develop a framework for customer value disciplines, and learn how these disciplines can serve as the basis of a firm’s marketing strategy • Assess approaches for making better strategic growth decisions • Strengthen negotiating skills • Create a new products/services strategy based on an effective marketing plan • Explore how leading medical product companies have developed successful relationships targeting identified customer segments • Analyze brand-building strategies and learn how to measure brand equity • See how important non-market factors can be to marketing strategies • Review how critical strategic alliances are to all aspects of healthcare and how these structures can be used to achieve strategic objectives

Who should attend?

If you are a marketing, sales or general management executive at a medical device maker, pharmaceutical company, biotech company or other company that markets its products to medical providers, this program is designed for you. This course is relevant to product or brand managers, business development executives, market and product researchers/planners, marketing communications executives, advertising and public relations executives and medical product consultants.

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PRICING FOR PROFITABLE DECISION MAKING

2013 Sessions Evanston, Illinois May 22-24 October 16-18

2013 Fee $6,000

pricing.kellogg.northwestern.edu

This program helps dispel the myths and ambiguities of setting prices and inspires you with invaluable theories, tools and strategies to help you successfully navigate the complicated world of pricing.

In this program, senior faculty of the Kellogg School’s Marketing Department highlight the fundamental principles that should guide the formulation of a coherent pricing strategy. What costs are relevant in the pricing decision? How does one price based on value and what are the consequences? What are the costs and benefits of segmentation?

How should you respond when a competitor cuts its price?

Marketing & SALES “This program takes you away from your way of looking at pricing and opens many doors to broaden your horizon and force you to look at pricing differently.”

Director of Pricing Development, Western Union FSI

Participants will learn to: • Integrate pricing into an overall marketing strategy • Determine the proper role of costs in pricing

PRODUCT Week

• Set prices in a highly competitive environment

You may combine Pricing for

• Understand the interaction between pricing and distribution • Assess the value of a product to a customer • Determine when to use alternative pricing tactics

Profitable Decision Making with Innovating New Products and Services to participate in Product Week. When taken consecutively, these programs are offered together at a discounted price of $9,900.

Who should attend?

Combining the programs provides

This program is designed for all managers responsible for making pricing decisions, as well as for engineering and finance executives.

While not highly technical, the program requires the ability to work with quantitative information and spreadsheets.

summary of the approach to

a weeklong executive-level managing product portfolios taught in the highly acclaimed Kellogg MBA program.

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2013 Sessions Evanston, Illinois March 13-15 September 25-27

2013 Fee

STRATEGIC DATA-DRIVEN MARKETING datadriven.kellogg.northwestern.edu

$6,300

MARKETING & SALES “Finally, a program that quantifies the value of marketing to my business.”

Assistant VP of Marketing, Wheels, Inc.

Insight and Analytics Week

This program inspires senior marketing and IT executives to design and implement successful data-driven marketing strategies for their organizations. Representing a fundamentally different approach to marketing, the program presents a holistic view of datadriven marketing by including concepts from branding, campaign management, marketing metrics, marketing analytics, technology management, change management and finance.

The program uses a collaborative learning environment to teach participants how to measure marketing return on investment, justify marketing spending, maximize marketing impact in consumer as well as business-to-business settings, optimize Internet marketing, best practices for customer lifecycle management and state-of-the-art segmentation techniques.

You may combine Strategic Data-Driven Marketing with Customer Insight Tools to participate in Insight and Analytics Week. When taken consecutively these programs are offered together at a discounted price of $9,900 and provide executives with a comprehensive toolkit of best practices for both quantitative and qualitative based marketing strategies.

Participants will learn to: • Define a data-driven marketing strategy • Radically improve campaign performance using the 15 essential marketing metrics • Quantify Return on Investment (ROI) of marketing initiatives • Optimize Internet marketing, sponsored search and social media campaigns • Make strategic decisions based upon customer lifetime value • Use data-mining tools for executive marketing decisions • Ask IT the right questions for successful deployment • Become a data creator and use data for strategic advantage

Who should attend?

This program is designed for middle- and senior-level executives in marketing, sales and customer service, as well as executives in IT and operations who support data-driven marketing efforts. Participation of teams spanning different functional areas from the same organization is strongly encouraged. The program is relevant for firms that interact directly with customers, as well as for firms that rely on partners for customer interaction.

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STRATEGIC MARKETING COMMUNICATIONS IN TODAY’S MEDIA WORLD

2013 Sessions Evanston, Illinois May 19-23 November 10-14

2013 Fee $8,300

marcomm.kellogg.northwestern.edu

Gain a greater understanding for marketing in the “nanosecond culture” and be prepared to implement holistic thinking for your marketing and communications strategy right away. Taught by senior faculty from the Kellogg School of Management and the Department of Integrated Marketing Communications at Northwestern University’s Medill School of Journalism, this program will help you understand all strategic elements of marketing and communications for your organization.

You will learn to integrate marketing and communications to more precisely defined segments of “empowered” customers and consumers as they relate to your products and services.

Marketing & SALES “The world is changing–our customers as well! This course was perfectly adapted to the new challenges marketing and communications functions are facing.”

HR Coordinator, Louis Vuitton

This program will help you understand the different value propositions needed to communicate with internal and external segments as they impact your organization across different media and communications channels.

You will be inspired to think about your brand from a 360-degree point of view and put into action a marketing communications plan that delivers short- and long-term success for your organization.

Participants will learn to: • Gain an in-depth understanding of the six generations that make up the “nanosecond culture” and how they impact all marketing communications messaging • Understand the numerous marketing and communications media platforms available to all audiences receiving your messaging— including employees • View communications more broadly than traditional media-delivered messages by planning what your brand communicates at each contact or touch point • Develop an understanding of the importance of planning in all marketing and communications efforts across all generations and media • Link marketing and communications activities to the larger objectives of the organization and understand the implications of a successful integrated marketing and communications strategy

Who should attend?

Participants come from organizations in which communications play a key role in leveraging sales. The program is useful for anyone who has a strategic responsibility for communications or is preparing for one. The program is most useful for managers involved in changing and expanding the scope of the communications function within their organizations.

• Adapt to mobile technology, social media, iPads, Netbooks, e-books, etc., as they continue to change the way the world communicates kellogg executive education

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SOME WAIT FOR INSPIRATION. OTHERS SEEK IT.

OPERATIONS & TECHNOLOGY Management EXECUTIVE EDUCATION

DRIVING STRATEGIC VALUE FROM IT THE SCIENCE OF LEAN SIX SIGMA OPERATIONS SUPPLY CHAIN MANAGEMENT

2013

2013 Sessions Evanston, Illinois April 28-May 1 November 10-13

2013 Fee

DRIVING STRATEGIC VALUE FROM IT ITvalue.kellogg.northwestern.edu

$6,000

TECHNOLOGY & OPERATIONS “I’ve attended other CIO seminars, and this program is by far the best. The comprehensive and integrated approach to IT strategy, implementation and execution sets this program apart from the competition, and provided value for my company.”

SVP and CIO, Schaeffler Group

Are you able to quantify how valuable IT is for your business?

Have you established best practices for aligning IT initiatives with your business strategy to strengthen your competitive advantage?

Unlock the value of IT investment to achieve improved business results by synchronizing your IT strategy with your business strategy.

As a participant, you will be inspired to deliver on the power of IT to build deeper relationships with your internal and external customers, collaborate more effectively with partners and maximize business productivity. Through lectures and group case discussion of real business problems, this program gives managers leading-edge techniques and tools to put ideas and opportunities into action— and leverage IT for strategic advantage.

Participants will learn to: • Establish an IT strategy • Define an IT governance process • Identify opportunities to add business value with IT • Qualify, quantify, and effectively communicate the value of IT to unit sponsors and financial executives • Use analytics for strategic advantage • Manage performance and provide executive oversight of IT programs and projects

Who should attend?

If you are part of an IT executive management team (CIO/CTO level and direct reports), or a business unit executive sponsor of the IT team (including CFOs and SBU heads), this program is designed for you.

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THE SCIENCE OF LEAN SIX SIGMA OPERATIONS leanoperations.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois February 13-15 June 2-4

2013 Fee $4,000

Are you using the right metrics to measure improvements?

Can you identify and alleviate the bottleneck in your process?

Generate a sustainable advantage in cost, quality, speed and customer service to achieve world-class performance. Using real-world case studies, group workshops and animated computer simulation models, you will explore a framework for diagnosing, improving and designing effective processing systems and for identifying leverage points with the greatest impact on the bottom line. The Business Process Flow Paradigm examines an organization as a collection of business flows with a critical link between operational drivers and strategic success.

You will analyze a set of “laws” representing the core science of lean operation which describes the underlying behavior of manufacturing and service systems. Taken together, these tools provide a firm scientific foundation for the practice of lean six sigma operations to put into action in your organization.

Participants will learn to: • Link day-to-day operational details to business strategies • Work with their systems’ natural tendencies to develop customized policies for their environment • Analyze process flows to target improvement efforts • Identify strategies for increasing throughput, shortening flow time, reducing variability and improving quality

TECHNOLOGY & OPERATIONS “Unlike other Lean and Six Sigma programs, Kellogg truly gives a perspective on strategic issues for a company while refreshing some core yet important concepts for operations managers.”

Continuous Operations Manager, Pfizer

Operations Management Week You may combine the Science of Lean Six Sigma Operations and Supply Chain Management: Strategy and Planning for Effective Operations programs in our Operations Management Week. When taken consecutively, these programs are offered at a 10% discount and provide an executive summary of the innovative approach to operations management used in the highly acclaimed Kellogg MBA program.

Who should attend?

If you are a high-level manufacturing or service manager who shapes your organization’s operations vision, or a manager who wants to improve your existing systems, this program is designed for you.

Consultants and engineers who seek to justify the cost of improvement projects, and production-control specialists are encouraged to attend.

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2013 Sessions Evanston, Illinois February 10-13 June 4-7

2013 Fee $6,000

SUPPLY CHAIN MANAGEMENT:

Strategy and Planning for Effective Operations supplychain.kellogg.northwestern.edu

TECHNOLOGY & OPERATIONS “This course was a great opportunity to get a fresh perspective and learn the latest industry developments I can apply immediately in my company.”

VP Supply Chain for Commercial Aircraft, Bombardier Aerospace

Operations Management Week You may combine the Science of Lean Six Sigma Operations and Supply Chain Management: Strategy and Planning for Effective Operations programs in our Operations Management Week. When taken consecutively, these programs are offered at a 10% discount and provide an executive summary of the innovative approach to operations management used in the highly acclaimed Kellogg MBA program.

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Create opportunities for revolutionizing your operations through increased efficiencies in the design and management of your supply chain. In this program, faculty present state-of-the-art models and practical tools for supply chain management and multi-plant coordination. You will learn effective logistics strategies for companies operating complex networks and be inspired to integrate supply chain components into a coordinated system to increase service levels and to reduce costs. The effective management of facilities, inventories, transportation, information, outsourcing and strategic partnering to improve operational performance are presented with real-world case studies. Each participant receives the book Supply Chain Management: Strategy, Planning, and Operation.

Participants will learn to: • Design supply chains that improve supply chain profitability • Use product design, strategic sourcing and contracts to most efficiently match supply and demand • Build and maximize supply chain coordination and collaboration • Identify supply chain risks and design risk-mitigation strategies • Explore purchasing, production and distribution strategies for a global environment

Who should attend?

If you are a senior- or mid-level manager or consultant responsible for domestic and international supply chain and logistics systems, this program is designed for you. Operations, purchasing, inventory control and transportation managers who want to ensure smooth production with as little inventory as possible, high customer service levels and low system-wide cost are encouraged to attend. You will also benefit from this program if you are a manager who wants to gain a deeper understanding of the role supply chains play in a company’s overall business strategy.

leadership EXECUTIVE EDUCATION

CONSTRUCTIVE COLLABORATION ENERGIZING PEOPLE FOR PERFORMANCE LEADING FAMILY ENTERPRISES LEADING HIGH-IMPACT TEAMS NEGOTIATION STRATEGIES FOR MANAGERS REINVENTING LEADERSHIP THE SOUL OF LEADERSHIP WOMEN’S SENIOR LEADERSHIP PROGRAM

2013

2013 Sessions Evanston, Illinois February 25-28 November 18-21

2013 Fee $6,000

CONSTRUCTIVE COLLABORATION:

Driving Performance in Teams, Organizations and Partnerships collaborate.kellogg.northwestern.edu

LEADERSHIP

Collaboration, when well designed, is a powerful tool: It nurtures value creation and sparks creativity among

NEW FOR 2013!

individuals, teams and organizations.

As a participant in this program, you will learn the organizational conditions and individual competencies that form a foundation for value-added collaboration at the individual, team and organizational levels. At the individual level, the program will explore managers’ collaboration styles, behaviors and approaches for working with business partners, colleagues, competitors and customers. At the team level, the program will delve into the multiple interests and perspectives that make collaboration challenging. At the organizational level, the program will examine the conditions for successful collaboration in joint ventures, mergers and alliances, as well as inter-departmental and cross-departmental initiatives. You’ll walk away understanding the strategic rationale for collaboration, the design requirements of collaborative activities, and how to assess the opportunities and risks of collaboration in multiple contexts.

Participants will LEARN TO: • Hone their skills to become a successful collaborator • Understand how to assess and value collaboration, and how to articulate and sell the value of collaboration to clients, partners and stakeholders • Construct a personal development plan for continuous improvement • Identify and create value through analysis of stakeholders’ perspectives and interests • Design collaborative structures to maximize constructive and minimize destructive conflict

Who should attend?

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This program is designed for middle- and senior-level executives who must coordinate with multiple constituencies or who are looking for opportunities to enhance collaboration with business partners, clients, and peers. The program will be particularly useful for managers who lead teams; drive business development; manage joint ventures; oversee post-merger or acquisition integration; manage channel partner performance; or serve in a cross-functional integrator role, such as managing brands, products or key accounts.

ENERGIZING PEOPLE FOR PERFORMANCE people.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois April 14-17 September 15-18

2013 Fee $6,000

Are your direct reports working at their highest level? How can you motivate your workforce to consistently produce results?

As a participant in this program, you will learn to energize your team and maximize bottom-line results by implementing valuable peoplerelated strategies in your organization. Whether you are the leader of a small team within a large organization or the head of a business unit responsible for hundreds of people, motivating and developing those who work for you involves more than good leadership skills. It requires effective people-focused processes and motivational tools designed to unleash the potential in others so they can achieve and sustain high levels of performance.

Participants will learn to: • Motivate and energize individuals to produce bottom-line results • Develop and implement a personal action plan • Increase personal effectiveness as a manager and leader of people through a variety of experiential exercises

Who should attend?

This program is designed for middle-, upper- and senior-level executives, entrepreneurs, non-profit executives, and human resource professionals who must motivate and energize others in an organizational setting.

LEADERSHIP “Good, thought-provoking concepts that will help me be an agent of change.”

Vice President, Technology Development, Nextel Communications

Strategic People Management Series Enhance your Energizing People for Performance experience by also enrolling in Leading High-Impact Teams and receive additional insights, concepts, and frameworks for interacting and managing people that will enable you to engage and inspire individuals in your organizations. By taking both programs consecutively, you will be enrolled in the Kellogg Strategic People Management Series and qualify for a 10% discount on each program fee.

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2013 Session Evanston, Illinois May 5-9

2013 Fee $9,900

LEADERSHIP “This program presented me with a unique opportunity to draw upon expert coaching and peer support as I was transitioning into the presidency of our family business.

I will always remember the week as a time when I found my soul as a family executive. I would urge anyone going through this potentially daunting process to consider this program.”

President, ATF, Inc.

LEADING FAMILY ENTERPRISES familyleadership.kellogg.northwestern.edu

Are you prepared to lead the family enterprise? Are you looking for ways to innovate while still honoring the family’s values and traditions?

Specially designed for family enterprise leaders, this program will help you learn how to lead the family as well as the enterprise. The Kellogg School’s Center for Family Enterprises has developed a comprehensive curriculum to strengthen your capacity to successfully navigate the complexities of a family business. Through interactive lectures and personalized coaching, you will learn how best to manage the strategic and personal dilemmas at the core of these dynamic enterprises. You will discover how to build credibility with the community, family shareholders, the board and the management team while being respectful to your forebears. Master your understanding of governance and accountability while still retaining the autonomy necessary for effective decision making. Learn how to strike an optimal balance between family and work obligations that allows for sustainable self-renewal.

Participants will learn to: special features To extend and deepen the impact of your experience, the faculty has created a customized component which provides the support and expertise of a professional coach. Specifically designed to complement the curriculum, a coach will provide advice, support and additional resources to strengthen your leadership development through a pre-program teleconference, coaching sessions during the program and three post-program coaching sessions by phone.

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• Obtain innovative ways to lead culture, long-term strategy and organizational change • Assess leadership style and create a personal action plan with one-on-one coaching • Discover how to best manage the many stakeholders of a family enterprise • Develop a personal leadership philosophy and identify ways to engage others in their vision • Discuss the special challenges and skills needed to earn trust and authority as a leader of a family enterprise • Master the ability to work with a board of directors

Who should attend?

If you are an emerging leader of an enterprising family who is, or aspires to be, in a position of influence in either the family or the enterprise, this program is designed for you. New CEOs or CEO candidates, Family Council Chairs, Family Foundation Chairs, Family Office Heads, Family Directors, or Trustees are encouraged to attend.

LEADING HIGH-IMPACT TEAMS execedteams.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois April 8-11 September 9-12

2013 Fee $6,100

As a participant in the Leading High-Impact Teams program, you will delve into the latest approaches to the art and science of teamwork.

This highly collaborative and forward-thinking program focuses on internal and external team dynamics—with an emphasis on how to optimize your performance as both a team player and a team leader.

LEADERSHIP

You will receive a customized report comparing your team with hundreds of others, based upon the completion of an optional webbased survey prior to the program. You will also receive a copy of Professor Thompson’s 2011 edition of Making the Team: A Guide for Managers. Participants receive a workbook of team diagnostics and evaluation measures that serve as a resource for you in the future.

element of the business world—

Participants will learn to:

“This program applies the best in modern thinking and practice to the most basic and pervasive human interaction. In doing so, it offers the participant a chance to improve efficiency at the ground level of his organization.”

VP/GM Commercial Business, Briggs & Stratton Corporation

• Optimally structure team roles to maximize potential • Set clear and engaging goals • Resolve conflict effectively • Communicate passionately • Persuasively advocate change • Strategically network the team • Unlock the creative potential of the team • Create a positive and supportive team culture

Who should attend?

If you are a team leader, a member of an intact team, a member of an ad hoc workforce or taking on a new mission in your team, this program is designed for you. You will walk away inspired—and better equipped—to implement more effective teams in your organization.

Strategic People Management Series Enroll in Energizing People for Performance and receive additional insights, concepts, and frameworks for interacting and managing people that will enable you to engage and inspire individuals in your organization. By taking both programs consecutively, you will be enrolled in the Kellogg Strategic People Management Series and qualify for a 10% discount on each program fee.

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2013 Sessions Evanston, Illinois May 13-16 September 23-26 December 2-5

2013 Fee

NEGOTIATION STRATEGIES FOR MANAGERS negotiate.kellogg.northwestern.edu

$6,100

LEADERSHIP “If you think you can negotiate well after 500 sales calls, you’ll negotiate even better after spending three days at Kellogg.”

Customer Business Development Director, Pfizer Inc.

There is a science to negotiation, and those trained to use the best practices and strategies have an edge over those who don’t.

This program will unlock the science of negotiation when preparing to negotiate, managing a negotiating team, and implementing a negotiation strategy in a dynamic, evolving situation. In this course, you will identify your negotiating strengths, and learn how to use those strengths, in a wide variety of negotiation situations. In addition to one-on-one and team-on-team negotiation skills, you will have the opportunity to challenge and evaluate your negotiation skills in deal making within and between organizations, resolving disputes and negotiating in a global environment.

Participants will LEARN TO: • Gain feedback on negotiation skills in challenging negotiation simulations • Prepare systematically for a negotiation • Structure value-creating deals that contain multiple, complex issues • Resolve emotionally charged disputes • Adjust negotiation strategy in a global environment • Experience negotiating solo, in a team, and as an agent

Who should attend?

If you are a manager who seeks to improve your negotiation performance, this program is designed for you. Mergers and acquisitions professionals, entrepreneurs, purchasing managers, sales and marketing managers, human resource professionals, government administrators and administrators of not-for-profit organizations have all benefited from this program.

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REINVENTING LEADERSHIP:

A Breakthrough Approach execedlead.kellogg.northwestern.edu

What kind of leader are you? Do you have what it takes to create a vision that makes a significant impact on your organization?

As a participant in this program, you will learn to maximize your leadership performance by using a unique approach that looks beyond two-dimensional maps to a more holistic view of leadership for increasing productivity. Through an enhanced understanding of the motivations and attitudes that drive you, you will be inspired to become more purposeful and effective as a leader by recognizing what fundamentally drives people—and connecting those drives to corporate objectives.

2013 Sessions Evanston, Illinois March 17-22 September 29-October 4

2013 Fee $9,700

LEADERSHIP “A tremendous opportunity to discover yourself, unleash your potential and match it to your work for powerful leadership, enjoyment and total engagement in life.”

Director of Advertising and Sales Promotion, Robert Bosch Corporation

Participants will learn to: • Challenge basic assumptions and beliefs about leadership • Assess reactions to conflict and uncertainty • Grow as a leader and help others become leaders as well • Improve leadership skills in decision making and problem solving • Survey managers and team members about their leadership impact • Work individually with an executive coach to discuss their leadership vision and action plan

Who should attend?

If you want to maximize your managerial effectiveness and develop personally as both a leader and individual, this program is designed for you.

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2013 Sessions Evanston, Illinois February 11-13 October 28-30

2013 Fee

The soul of leadership soul.kellogg.northwestern.edu

$4,400

LEADERSHIP “The Soul of Leadership is a thought-provoking, introspective view of leadership and its impact on humanity. I highly recommend this course to aspiring corporate leaders and others who desire to turn success into significance.”

Regional Sales Director, Schering-Plough

In The Soul of Leadership, you will gain an increased awareness of your own and others’ needs and a deeper understanding of your leadership potential to make a profound change in the way you lead. Dr. Deepak Chopra offers an entirely new approach to the exciting possibilities of leadership, extending his groundbreaking books into a unique program experience drawing upon neuroscience and modern dynamic psychology, along with spiritual wisdom. You will be inspired with insights into group dynamics, loyalty, creativity, vision, security, and achievement—and walk away with ideas you can put into action to bring out excellence at every level.

Participants will learn to: • Become an effective leader on a practical level with the ability to actualize a vision that will make a significant difference in their organization • Develop techniques for conflict resolution and for cultivating emotional intelligence • Draw upon intuition and creativity to fulfill fundamental human needs • Master the entire hierarchy of group needs, from survival and achievement to vision and excellence

Who should attend?

If you are a senior-level executive in a leadership role who desires to improve your leadership ability, this program is for you. Anyone who has the aspiration to bring about an evolutionary transformation in the group they lead (family, work, community) would benefit from this experience.

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WOMEN’S SENIOR LEADERSHIP PROGRAM wslead.kellogg.northwestern.edu Presented by the Kellogg Center for Executive Women in alliance with The Allstate Foundation.

The Kellogg Center for Executive Women and The Allstate Foundation have developed the Women’s Senior Leadership Program to help talented women break through barriers and become highly effective leaders.

You will gain the tools and knowledge you need to take a confident stride toward the highest level of corporate leadership. With practical guidance from the Kellogg faculty and corporate experts, you will broaden your perspectives on leadership and become inspired to take on challenges with more confidence.

Designed to accommodate the demanding professional and personal commitments of busy executives, the multiple session format provides a more flexible option for participants who want a challenging curriculum without long absences from the office.

2013-2014 Sessions Evanston, Illinois October 23-25, 2013 February 5-7, 2014 May 7-9, 2014 October 15-17, 2014 Participants attend all four sessions.

2013-2014 Fee $22,600 (fee includes all four sessions)

LEADERSHIP A four-session, twelve-day management program designed for senior-level executives.

“This program is an incredible journey for all senior executives, particularly women who lead major strategic organizations.”

Participants will learn to: • Capitalize on strengths and create advancement opportunities through a personal action plan

Corporate Vice President, Microsoft Corporation

• Develop a CEO’s strategic outlook • Determine how to better assess and motivate the performance of subordinates • Build strategies to better manage the political dynamics of the organization • Lead change and promote innovation through an organization • Utilize networks to gain important information

Who should attend?

This program is structured for corporate officers and other similar-level executives. The program is designed for participants who already have extensive functional skills and want to hone the other skills necessary for obtaining a position at the very highest levels of a corporation.

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EXPAND YOUR THINKING. TRANSFORM YOUR ORGANIZATION.

Strategy EXECUTIVE EDUCATION

COMPETITIVE STRATEGY CREATING AND LEADING A CULTURE OF INNOVATION CREATING AND MANAGING STRATEGIC ALLIANCES DRIVING ORGANIC GROWTH through innovation GLOBAL LEADERSHIP SUCCESSFUL CORPORATE RENEWAL

2013

2013 Sessions Evanston, Illinois June 9-13 October 20-24

COMPETITIVE STRATEGY compete.kellogg.northwestern.edu

2013 Fee $7,800

STRATEGY “An eye-opening blitz of thoughts and theories that really makes you challenge the current course of your business strategy.”

Marketing Director, Frito-Lay (PepsiCo, Inc.)

How can your firm generate competitive advantage in uncertain and rapidly evolving environments? What are your strengths—and how can you build on them to create and capture value?

As a participant in Competitive Strategy, you will learn how to put into action economic principles that form a solid foundation for long-run strategic success. Through a collaborative learning process, you will use the latest strategic thinking to analyze industry opportunities and to identify your organization’s competitive strengths. Then you will determine how best to apply these strengths, given your organization’s competitive environment, for profitability and growth. You will learn from award-winning professors from the Kellogg School’s Management department—home of global thought leaders in the Economics of Strategy.

Participants will learn to: • Develop and sharpen analytic strategy skills • Examine theories and frameworks that demonstrate how to identify and exploit profitable opportunities and avoid strategic mistakes • Understand leading firms’ strategic successes and failures, and the strategic issues they face looking forward

Who should attend?

If you are a mid- to senior-level executive responsible for strategic planning, general management, or acquisition strategy, this program is designed for you. This program is also useful for strategy consultants, as well as managers of marketing, operations, or other functional areas, who aspire to play a greater role in strategic planning for their organizations.

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CREATING AND LEADING A CULTURE OF INNOVATION

2013 Sessions Evanston, Illinois March 20-22 September 18-20

2013 Fee $4,600

innovate.kellogg.northwestern.edu

Great leaders must constantly improve the way they relate to and interact with their people. There is an unmet need for well-trained leaders to unleash the innovative spirit and embrace a culture that innovates. From new markets to mature markets and across every industry, innovation plays a critical role in an organization’s success.

STRATEGY

In this program, you will be challenged to take an introspective look at your own leadership style, values and impact—and how to create an innovation mindset and culture. Many companies focus on streamlining and cost-cutting to achieve short-term earnings growth. Winning managers, though, are always seeking new ways to create value by launching new products and services, entering new markets or rethinking established processes.

innovation within an organization,

“Kellogg, as usual, continues to exceed expectations. This program provides guidance for developing as well as a ‘check-up’ assessment for companies that have started the process.”

President & COO, Gold Eagle

Participants will LEARN TO: • Create their own innovative leadership plan • Lead in the creation of an innovative culture within their organizations and motivate their employees to do the same • Discern the needs and resources of their employees and help address problems in innovative ways • Use tools and techniques for effectively leading innovators

Who should attend?

This intensive seminar is designed for managers and senior executives who wish to improve their leadership, particularly in the context of initiating and driving innovation strategies in their organizations.

Participants who will benefit include C-level executives, division presidents, vice presidents, directors and senior executives who wish to challenge the traditional methods of thinking and innovating.

Managers looking for “how-tos” and process tools will benefit from our Innovating New Products and Services program.

Growth and Innovation Week You may combine Creating and Leading a Culture of Innovation program with Driving Organic Growth Through Innovation to participate in the Growth and Innovation Week. When taken consecutively, these programs are offered together at a discounted price. Combining the programs provides leaders with tools to harness the power of innovation to grow their organization.

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2013 Sessions Evanston, Illinois March 10-13 September 29-October 2

2013 Fee $6,000

CREATING AND MANAGING STRATEGIC ALLIANCES alliances.kellogg.northwestern.edu

STRATEGY “This program provided rigor and structure. The discussion and frameworks provided by the class allowed us to go forward with confidence to make our newest venture successful. What really distinguishes the Kellogg School’s alliance program is that it links theory with practice.”

CEO, WestFarm Foods

Are you getting the value you expect from your strategic partnerships? Do you have the tools necessary to analyze, create and manage strategic alliances?

Grow your business more quickly and with lower cost and risk through the use of strategic alliances. In a world of resource constraints and intense battles for customers, firms are increasingly employing a variety of cooperative relationships to achieve their strategic objectives domestically and internationally. However, designing and maneuvering through alliances are very challenging activities. Through collaborative learning, this program will inspire you with the knowledge of how to create and manage different forms of strategic alliances, such as joint ventures, licensing agreements, buyer-supplier partnerships and consortia. You will also develop a better sense of the costs and benefits of strategic alliances and examine the specific conditions under which alliances are preferred to internal development, mergers and acquisitions or outsourcing.

Participants will learn to: • Analyze when to make, buy, or ally • Create and manage value-adding alliances • Avoid common pitfalls in alliance failures • Negotiate before, during, and after alliance agreements have been signed • Anticipate critical legal, financial, and operational issues in alliances • Manage complex, multiple alliance situations within organizations

Who should attend?

If you are a mid- or upper-level manager who is involved in the creation or implementation of strategic alliances, this program is designed for you. Individuals with responsibilities for business development, strategic planning, marketing, and operating strategic alliances will benefit. Professionals offering legal, accounting, or management consulting services to firms engaged in or considering strategic alliances are also encouraged to attend.

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DRIVING ORGANIC GROWTH THROUGH INNOVATION

2013 Sessions Evanston, Illinois March 17-20 September 15-18

2013 Fee $6,000

organicgrowth.kellogg.northwestern.edu

Are you responsible for a high-priority growth initiative in your organization? Have you been searching for innovative solutions to sustain growth?

This program, developed and led by a corporate practitioner, delivers unique value at the intersection of academic research and market-tested applications. Our value promise is to deliver tools and methodologies that can be deployed in your business immediately to build sustainable growth engines with particular focus on these turbulent times. Participants will benefit from practical applications of innovation with a demonstrated record of growth for medium to large companies. Customize your experience as a participant by developing your own growth initiative journal by deploying the program’s tools on a real business challenge you bring to class.

Participants will learn to: • Understand the potential pitfalls in growth and how to overcome them using a market-proven process for driving organic growth • Create innovative business designs to drive growth • Proactively manage business risk in implementing new growth initiatives • Expand and secure value capture • Manage the growth portfolio

STRATEGY “I learned practical leading-edge tools to bring innovation into my business design so we can achieve sustainable growth.”

VP, Global Research, Design and Technology, Newell-Rubbermaid

Growth and Innovation Week You may combine Driving Organic Growth Through Innovation with Creating and Leading a Culture of Innovation program to participate in the Growth and Innovation Week.

When taken consecutively, these programs are offered together at a discounted price. Combining the programs provides leaders with tools to harness the power of innovation to grow their organization.

• Institutionalize the growth engine in their companies

Who should attend?

The program is designed for executives who are responsible for leading and managing growth initiatives in medium- to large-size companies.

Typically, this includes regional or business unit leaders, business development executives, and executives in marketing, technology, R&D, operations, and strategic planning.

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2013 Sessions Evanston, Illinois April 8-12 September 9-13

2013 Fee

global lEADERSHIP:

Success in International Business globalead.kellogg.northwestern.edu

$9,700

STRATEGY

Where in the world will your next business opportunity arise?

Will you take the lead and seize it decisively or will you find yourself playing catch-up with your global competitors?

Globalization has altered forever the form and the substance of business. No longer is it enough to grow organically or expand domestically. The opportunities lie farther afield, and competitiveness on an international scale requires new skills and a more finely tuned world view. The challenges are significant: managing the risks in overseas markets; developing marketing entry and growth strategies; building agile global teams; and overcoming cultural and physical barriers to success.

Kellogg’s new Global Leadership program helps prepare you for those challenges. You will dive deep into specific global issues with likeminded peers and work directly with Kellogg faculty to apply the program’s frameworks and concepts to your real-world challenges, and you will benefit from real-life experiences from executives who have successfully led global expansion.

Participants will learn to: • Discover how to better evaluate risks and rewards in international markets • Develop strategies for market entry and success in emerging markets • Understand international intellectual property norms and protections • Leverage marketing best practices for global brands • Learn how to assemble and lead teams in an international setting

Who should attend?

Essential for senior executives responsible for developing new markets and generating revenue from international operations. Indispensable for leaders preparing for international roles or preparing to manage others who will run in-country operations. The focus on leadership will especially benefit executives who must assemble and lead international teams.

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Successful corporate renewal Transforming Companies and Subsidiaries

2013 Sessions Evanston, Illinois April 14-17 September 22-25

2013 Fee $6,000

renewal.kellogg.northwestern.edu

Created by an experienced turnaround leader, Successful Corporate Renewal marries the art and science of management to equip executives to renew their organizations. As a participant, you will learn essential principles that will enable you to transform any underperforming organization to achieve short-term profitability and long-run success.

STRATEGY

In Kellogg’s intellectually vibrant environment, you will learn frameworks to recognize early signs of distress and put into place the leadership, operational, financial and legal strategies to create lasting value for stakeholders. In a dynamic environment with faculty and industry experts, you will explore the ethical and legal complexities that surround turnaround decision-making. You will come away with a powerful capacity to accelerate sustainable growth.

Participants will learn to: • Recognize the early warning signs of underperformance • Develop new analytical techniques to accurately measure and forecast financial performance • Implement leadership, operational, financial and legal strategies to drive transformational change • Evaluate the risks and opportunities posed by troubled suppliers and customers

Who should attend?

If you are a senior-level general manager, finance executive or marketing executive responsible for adding value and driving results at an underperforming organization or business unit, this program is designed for you. Board members, consultants, attorneys, lenders and private equity executives will also learn skills to improve underperforming clients and portfolio companies both in the United States and globally.

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IT’S TIME TO TURN YOUR IDEAS INTO ACTION.

GOVERNANCE EXECUTIVE EDUCATION

CORPORATE GOVERNANCE GOVERNING FAMILY ENTERPRISES WOMEN’S DIRECTOR DEVELOPMENT PROGRAM

2013

2013 Sessions Evanston, Illinois May 19-22 December 8-11

2013 Fee

CORPORATE GOVERNANCE: Effectiveness and Accountability in the Boardroom corpgov.kellogg.northwestern.edu

$7,600 In collaboration with

GOVERNANCE “Three days of relevant, actionable information delivered in a structured and energetic format.”

CEO & Chairman, Amerisafe

Do you have a comprehensive understanding of the responsibilities of board members? Are you taking the necessary steps to become a more effective director?

The role of a board member calls for a distinct set of skills and capabilities that cannot necessarily be drawn from prior management experience. Effective board membership requires a reorientation to shareholders and an understanding of the interests of multiple constituencies. In this program, you will improve your understanding of the responsibilities of board membership and develop the skills and strategic insight needed to become a more effective director. With top faculty from the Kellogg School of Management in collaboration with Ernst & Young, you will learn frameworks that can move the board beyond compliance to the creation of opportunities for long-term value.

Participants will LEARN TO: • Use the tools required to be a more effective director in the post-Sarbanes-Oxley environment • Master the ability to strategically respond to boardroom dynamics • Analyze the role of the board vis-à-vis management, internal auditors and external auditors • Develop a deeper understanding of board governance • Study the legal and ethical challenges faced by today’s boards • Engage in a “board in crisis” case simulation

Who should attend?

If you are a current board member—or someone who expects to be named one in the immediate future—this program is designed for you.

You will focus on issues faced by boards of public companies as well as cover the challenges faced by private and not-for-profit boards.

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Governing FAMILY ENTERPRISES execedfamily.kellogg.northwestern.edu

2013 Sessions Evanston, Illinois March 3-7 October 6-10

2013 Fee $8,200

How ready are you and your family to lead a complex family enterprise for another generation?

If your family company has or will have sibling and cousin shareholders, this is the program for you. The Kellogg School recognizes the specialized knowledge and skills needed to govern a complex family business effectively. This highly interactive and collaborative program is designed to enhance your family’s capacity to tackle the challenge of continuity. In this program, you will learn to differentiate the roles and responsibilities of owners, family members (in and out of management), independent directors and executives and acquire skills necessary to build trust and govern the family enterprise successfully. You will learn how to articulate a common vision for the enterprise and involve your key stakeholders collaboratively in the design of a governance architecture for the future. The case studies used in the program and, indeed, many of the participants who will be your peers, are from some of the oldest and most respected family companies in the world.

Taught by senior Kellogg School faculty who are leading experts in family business governance and who themselves serve as advisors and directors of “Best in Class” family companies globally, this program will inspire you to engage in the challenges facing your family enterprise.

GOVERNANCE “This was without a doubt the most relevant, stimulating, creatively productive learning exercise I have ever experienced!”

Chairman, Demco, Inc., USA

Participants will learn to: • Define the roles and responsibilities of owners, directors, board chairs, the executive team, and the family council • Improve their board’s effectiveness • Unite family owners for a long-term commitment to continuity • Build clarity and trust among family owners, directors, and top management • Utilize governance as a key competitive advantage of family business

Who should attend?

If your family business has established or is establishing active boards with independent directors, this program is designed for you. Directors, family shareholders, family owners, CEOs, board chairs, general counsels, and trustees of family-controlled firms are encouraged to attend. The program is also valuable for family members in governing their family office and family foundations.

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2013 Session Evanston, Illinois November 13-15

2013 Fee $6,000

GOVERNANCE “A phenomenal opportunity to get an insider’s look into board opportunities and expectations, develop skills and network with very impressive women.

The all-women dynamic facilitates terrific discussion and camaraderie.”

President, Brainmapping Technologies

Women’s director development program Presented by the Kellogg Center for Executive Women womensdirector.kellogg.northwestern.edu

Do you aspire to serve on the boards of Fortune 1000 companies? Are you fully prepared to take on the director challenges that lie ahead?

Discover the keys to unlocking the boardroom doors in this program for senior-level women executives. Designed and powered by the Kellogg Center for Executive Women, this course serves as both a boot-camp and gateway for women who aspire to serve on boards as well as those looking to expand their range of directorship opportunities. During this collaborative and rigorous program, you will interact with experienced board directors and senior Kellogg School faculty as you explore the roles of boards, ways to structure boards for high performance and strategies for maximizing effectiveness as a board member.

Participants will be inspired to improve their understanding of board governance and future director prospects, while learning how to make the leap onto nominating committee radar screens.

Participants will learn to: • Gain insights into the operations, roles and structure of boards • Make themselves more visible to executive search firms and nominating committees • Detect “red flags” in financial statements • Maximize credibility and contributions as a board member • Create a profile within the Kellogg Center for Executive Women’s Corporate Director Database, a free directorship search tool made available to corporations, nominating committees and search firms to help them identify and reach out to qualified female board candidates

Who should attend?

If you are a senior-level woman with the business or management experience to be an effective director, this program is designed for you. Participants seek to position themselves to serve on boards or may be directors and wish to serve on additional Fortune 1000 boards.

Participants should possess the financial literacy, business acumen, perspectives and experience necessary to perform well in a governance role.

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Executive education for nonprofit leaders Offered by the Center for Nonprofit Management Successful Fundraising Strategies

SELLING YOUR IMPACT

Mission Driven Marketing

LEADING FOR THE FUTURE

January 28-29, 2013 The current fundraising environment is more challenging than ever before. This program will help fundraising professionals better understand the current trends and learn tactics that they can employ to reinvigorate their fundraising efforts.

January 30-31, 2013 Raising awareness about the mission of the organization is a top priority. By utilizing the research and teaching of the Kellogg School’s top marketing faculty, this program will give participants the knowledge and skills needed to build awareness about the organization and ultimately lead the intended audience to take action by volunteering or donating.

Critical Issues in Board Governance February 7, 2013 This dynamic program is designed for board members and will give an overview of the roles and responsibilities of the board member and the Executive Director/CEO. The program will also cover board evaluations and an innovative way to hold board meetings by moving toward more strategic and generative thinking.

Nonprofit Finance

February 19-21, 2013 and October 7-9, 2013 This program will help senior executives improve their understanding of the entire financial picture of their organization. Participants will have the opportunity to better understand their financial statements, to spot financial trends, to identify areas of cost containment and to predict the implications of their management decisions.

Developing High Performing People March 11-12, 2013 This program will teach participants to effectively communicate expectations, visions and values to various stakeholders. Participants will also learn how to develop and bring to life a focused people strategy, to understand emotional intelligence and the role it plays in having difficult yet effective conversations, and to prepare the organization for a leadership transition.

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April 22-23, 2013 This program will teach nonprofit leaders and board members why measuring performance is important, how to measure results in any type of organization and how measurement can be linked to more money for your organization.

May 6-7, 2013 This advanced program will discuss key developments in the theory and practice of effective leadership including team building, the science of social networks, diversity in organizations and reputation management.

building a strong school community

July 9-11, 2013 The success of a school is based on the strength of the leader. In this program designed for school leaders, participants will be challenged to build their personal leadership tool kit while learning strategies to engage the broader school community.

Essentials of Fundraising & Marketing

September 16-18, 2013 This program will give nonprofit leaders the tools necessary to effectively evaluate their fundraising and marketing efforts. Participants will learn the role of leadership in fundraising and marketing, solicitation and marketing strategies for different types of donors, the role that brand image plays in an organization and how to engage the board in fundraising & marketing efforts.

Strategic Leadership

October 21-22, 2013 Through lecture, exercises and interactive dialogue, participants will learn how to build on their own leadership strengths and the strengths of team members to leverage their organization for success.

Participants will also discuss how leaders engage others by communicating vision, message, core purpose and story to compel others to take action.

Scholarships are available for these programs Innovation & Social Entrepreneurship: New Ideas for a New Reality

October 23-24, 2013 This new program will look at the concept of innovation and what that means for individual organizations and the nonprofit sector as a whole. Participants will gain an understanding of social entrepreneurship and how to lead a team effectively in a culture of innovation and entrepreneurship.

Winning Strategies

November 11-12, 2013 This program will focus on three separate components that will lead to the organizational success of a nonprofit: mission, finance and strategy. Specifically, participants will learn about the link between mission and finance, how to determine the organization’s competitive advantage and strategy, and they will be given a tool for effective program rationalization.

for more information please call (847) 467-0866 or visit www.kellogg.northwestern.edu/research/nonprofit

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General Management

JANUARY

FEBRUARY

MARCH

JANUARY

FEBRUARY

MARCH

JANUARY

FEBRUARY

MARCH

Advanced Executive Program Executive Development Program Competing & Winning in the US Market

FINANCE & ACCOUNTING Corporate Finance: Strategies for Creating Shareholder Value Finance for Executives Merger Week: Creating Value Through Strategic Acquisitions and Alliances

marketing & sales Accelerating Sales Force Performance The Customer-Focused Organization: Leadership, Strategy and Implementation Business Marketing Strategy Customer Insight Tools: Turning Insights into Effective Marketing Strategies Distribution Channel Management: Bridging the Sales and Marketing Divide Kellogg on Branding: Creating, Building, and Rejuvenating Your Brand Kellogg on Consumer Marketing Strategy Innovating New Products and Services Marketing Healthcare Products Pricing for Profitable Decision Making Strategic Data-Driven Marketing Strategic Marketing Communications in Today’s Media World

OPERATIONS & Technology management

MARCH 10-12

MARCH 13-15

JANUARY

Driving Strategic Value From IT The Science of Lean Six Sigma Operations Supply Chain Management: Strategy and Planning for Effective Operations

LEADERSHIP

FEB 10-13

JANUARY

FEBRUARY

Corporate Governance: Effectiveness and Accountability in the Boardroom Governing Family Enterprises Women’s Director Development Program 62

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MARCH

FEB 25-28

MARCH 17-22 FEB 11-13

JANUARY

FEBRUARY

Competitive Strategy Creating and Leading a Culture of Innovation Creating and Managing Strategic Alliances Driving Organic Growth Through Innovation Global Leadership: Success in International Business Successful Corporate Renewal

GOVERNANCE

MARCH

FEB 13-15

Constructive Collaboration: Driving Performance in Teams, Organizations and Partnerships Energizing People for Performance Leading Family Enterprises Leading High-Impact Teams Negotiation Strategies for Managers Reinventing Leadership: A Breakthrough Approach The Soul of Leadership Women’s Senior Leadership Program (Four 3-day sessions beginning Oct 2013)

Strategy

FEBRUARY

MARCH MARCH 20-22 MARCH 10-13 MARCH 17-20

JANUARY

FEBRUARY

MARCH MARCH 3-7

APRIL

MAY

JUNE

JULY

AUGUST

SEPTEMBER

OCTOBER

JUNE 23 - JULY 19

NOVEMBER

DECEMBER

OCT 20 - NOV 15

JUNE 9-28

OCT 13 - NOV 1 SEPT 15-19

APRIL

MAY

JUNE

JULY

AUGUST

SEPTEMBER

JULY 7-12

NOVEMBER

DECEMBER

NOVEMBER

DECEMBER

OCT 20-25

APRIL 28 - MAY 3

OCT 6-11

APRIL 21-26

APRIL

OCTOBER

OCT 13-18

MAY

JUNE

JULY

AUGUST

APRIL 14-18

SEPTEMBER

OCTOBER

SEPT 29 - OCT 3 MAY 13-16

NOV 11-14

APRIL 7-12

JULY 21-26

SEPT 15-20 SEPT 22-24

APRIL 21-24

OCT 13-16

APRIL 28 - MAY 3

SEPT 29 - OCT 4

APRIL 14-19

SEPT 22-27 MAY 19-22

OCT 13-16

MAY 13-17

OCT 7-11

MAY 22-24

OCT 16-18 SEPT 25-27

MAY 19-23

APRIL

MAY

NOV 10-14

JUNE

JULY

AUGUST

SEPTEMBER

OCTOBER

APRIL 28 - MAY 1

NOVEMBER

DECEMBER

NOV 10-13 JUNE 2-4 JUNE 4-7

APRIL

MAY

JUNE

JULY

AUGUST

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

NOV 18-21 APRIL 14-17

SEPT 15-18 MAY 5-9

APRIL 8-11

SEPT 9-12 MAY 13-16

SEPT 23-26

DEC 2-5

SEPT 29 - OCT 4 OCT 28-30 OCT 23-25

APRIL

MAY

JUNE

JULY

AUGUST

SEPTEMBER

JUNE 9-13

OCTOBER

NOVEMBER

DECEMBER

NOVEMBER

DECEMBER

OCT 20-24 SEPT 18-20 SEPT 29 - OCT 2 SEPT 15-18

APRIL 8-12

SEPT 9-13

APRIL 14-17

SEPT 22-25

APRIL

MAY

JUNE

JULY

AUGUST

SEPTEMBER

OCTOBER

MAY 19-22

DEC 8-11 OCT 6-10 NOV 13-15 kellogg executive education

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participating Organizations: 3m abbott laboratories allstate insurance american express amgen aon corporation arcelor mittal steel astrazeneca at&t baxter healthcare blue cross & blue shield boeing booz allen hamilton boston scientific bp briggs & stratton corp. bristol-myers squibb british airways cargill caterpillar cathay pacific airways cemex, s.a. de c.v. china steel corporation cisco systems

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citibank coca-cola company deere & company dell computer deloitte & touche dentsu inc. deutsche bank djarum dow chemical eastman kodak ebay inc. eli lilly & company ericsson ernst & young exxonmobil fidelity investments frito-lay fujitsu ge aviation genentech general electric hewlett packard hitachi h.j. heinz company honda honeywell ibm inbev ing

jcpenney company jobing.com johnson & johnson kimberly clark kohler komatsu ltd. kpmg kraft foods lockheed martin lucent technologies luxottica group mcdonald’s corporation mckinsey merrill lynch michelin microsoft corporation mitsubishi corporation mitsui monsanto moore corporation motorola nokia siemens networks nortel networks nova group novartis pella corporation petrobras

pfizer inc. pricewaterhouse coopers procter & gamble rhône-poulenc rorer roche diagnostics rohm and haas samarco mineração samsung electronics sanofi-aventis pharmaceuticals sap ag sara lee sc johnson shell oil siemens sprint steelcase standard & poor’s sumitomo bank toshiba ubs ag unilever usaa u.s. navy verizon xerox corporation zurich

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CONTACTING US This course catalog offers a general overview of our executive education programs. If you would like more detailed information on a particular program, please call us or visit our website at kellogg.northwestern.edu/execed.

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Kellogg School of Management EVANSTON CAMPUS James L. Allen Center | 2169 Campus Drive Evanston, IL 60208 USA p h o n e : ( 847) 467-7000 fa x : (847) 467-3072

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MIAMI CAMPUS 95 Merrick Way, Suite 100 Coral Gables, FL 33134 USA p h o n e : (305) 442-7780 fa x : (305) 442-7787 email:

ExecEd@kellogg.northwestern.edu

kellogg.northwestern.edu

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Kellogg school of management Northwestern University

James L. Allen Center 2169 Campus Drive | Evanston, Illinois, U.S.A. 60208-2800 phone: (847) 467-7000 fax: (847) 467-3072 email: ExecEd@kellogg.northwestern.edu kellogg.northwestern.edu/execed

Northwestern University reserves the right to change without notice any statement in this bulletin concerning, but not limited to, rules, policies, tuition, fees, curricula, and courses. This includes the right to cancel a program at any time for any reason. In the result of a cancellation, the university is not responsible for any travel or other related expenses accrued by the program registrant. It is the policy of Northwestern University not to discriminate against any individual on the basis of race, color, religion, national origin, sex, sexual orientation, marital status, age, disability, or veteran status in matters of admissions, employment, housing, or services, or in the educational programs or activities it operates, in accordance with civil rights legislation and University commitment. Photography: Jim Newberry, Jeff Sciortino, James Snyder. Š2012 Northwestern University. All Rights Reserved.

CAT2013