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take control o

f your
future

THE TIME IS
2010
NOW – 2011
management & executive
education seminars
shift your focus.
The global economy has shifted and as we move
into a healthier economic climate, it is vital that
we re-ignite our organizations by investing in our
most valuable resource, our employees. The time
is now for organizations to pull away from the
competition while taking advantage of leading
edge best practices and executive education.

The Schulich Executive Education Centre (SEEC)


offers a variety of specialized programs to
advance careers and deliver results in the work-
place on both the domestic and international
stage.

With high academic standards developed in


conjunction with the Schulich School of Business
along with world-class facilities and educators,
SEEC delivers a full learning experience. SEEC
offers everything from open enrollment programs
and customized learning to Masters Certificates,
Learning Paths and the industry specific Centres
of Excellence.

Explore how executive education can enhance


your organization…

explore the SEEC Experience.

1
executive director’s message the schulich executive education
Dear Participant, learning experience
As we move forward in an increasingly competitive business environment, you may be trying to
Alan C. Middleton, Ph.D.
decide if you should commit valuable resources and funds toward executive education. While it
Executive Director, is, of course, a multi-faceted decision, I would suggest that investment in executive education will
M T HE
S TO D
Schulich Executive help your organization grow its leadership potential and market presence considerably.
C U RE A
Education Centre (SEEC)
RE S ER CH
It is well established that, no matter what your industry or department, people are your most
A I LO N S IES
valuable resource. When searching for new opportunities, developing new offerings or simply T T IO
keeping your customers happy, well-educated and capable employees are the best path to O LU
S
competitive advantage and organizational excellence. To help keep your business out in front,

C ER
an investment in executive education will bring considerable returns, today and tomorrow.

MAS
TE
M

NS
C U S TO
I MMED I A

T IF IC A
And, if you are an individual learner, you are no doubt aware that the competition for the best jobs

SO L U T I O

T ERS
has become a global one. Improving skills and capabilities is now a life-long requirement rather
than a luxury. Keeping yourself attuned to the latest management and business techniques is SEEC

T ES
imperative for those wishing to continue to advance and to remain highly sought-after in the job
market. In any industry, in any country, executive education will help you stay ahead. QUALITY
With increased globalization and technology, the business environment is ever more complex

INT
CU
and demanding. As a result, it is more and more difficult to compete on technical or functional

OG OR T
MS
ER
ST
skills alone. Success now requires a broad perspective through an understanding of the

PR
M

RA
S

NA
O

H
OG
interrelationships of traditional functions such as marketing, sales, accounting & finance, project ON

TI
M AL PR

RA
management or logistics. New technology and issues are also changing the landscape. Whether LE A RNING
it’s the social networking or the green movement, an executive education would fall short without S
an understanding of the impact of these and other social, technological and political phenomena. P AT H S
Fortunately, the Schulich Executive Education Centre offers programs and courses that meet
the needs of the modern business manager or executive. Each year, over 16,000 leaders, in
Canada and around the world, attend our advanced Master’s Certificate and Executive courses,
our flexible and targeted open enrollment courses or choose to develop a corporate or individual
custom learning program focused on specific needs and skills.
Custom International Programs - SEEC’s international experience to empower senior business leaders and department managers to reach
I hope that my introduction has gone some way to clarify your decision regarding executive reflects unparalleled expertise in delivering executive education for global beyond their current knowledge to achieve their organizational goals.
education. Within this program calendar, I am certain that you will find the program or course that leaders to enhance their organizational goals on the world stage. Masters Certificates - SEEC’s flagship program has been training
will meet your organizational or personal needs. Whichever you choose, you can be certain that you Custom Immediate Solutions - All Open Enrollment offerings can be executives for decades. This is where experienced managers gather to
brought to your organization as off the shelf programs with a minimum upgrade their knowledge in specialized fields.
will receive the best in instruction, facilities and support. So, go ahead, take control of your future.
turnaround time.   Short Programs - Highly targeted and practical to your work environ-
Custom Tailored Solutions - SEEC provides custom programs to ment, SEEC offers subjects in 2, 3 and 5 day formats.
Sincerely,
more than 100 organizations and 10,000 employees from around the Learning Paths - This option allows you to create a learning path
world, every year. comprised of several programs that boost your resume and increase
The Reach Strategic Leadership Series - The Reach Series is designed your knowledge.

2 executive education and management seminars | executive DIRECTOR’S MESSAGE executive education and management seminars | THE SEEC LEARNING EXPERIENCE 3
REGISTER ONLINE AT:
table of contents 2010 – 2011 www.seec.schulich.yorku.ca

Shift Your Focus 1 Executive Programs & PROFESSIONAL CERTIFICATES Finance & Accounting programs Marketing & Sales programs
Executive Director’s Message 2 • Executive Program in Leading Sustainable • Building a Successful Business Case 91 • Advanced Account Management & High-Yield Selling 113
The Schulich Executive Education Centre Strategic Change 56 • Financial Analysis & Control For Managers 92 • Advertising, Media & Web-Based Communications Planning:
Learning Experience 3 • Executive Program in Sales Management 58 • What The Non-Financial Manager Needs to Know An Integrated Approach 114
Facilities 6 • Professional Certificate in Business Administration 60 About Financial & Managerial Accounting 93 • Building Your Brand Equity Strategy For Higher Profits 115
Centres of Excellence 8 • What The Non-Financial Manager Needs to Know • Competitive Intelligence, Market Analysis & Benchmarking 116
Exclusive Alumni Savings 12 SEEC Short Programs 62 About Financial & Managerial Accounting Part 2 94 • Creating Extraordinary Customer Service & Client
Marketing Strategies 117
The Reach Series: Strategic Leadership Management & leadership programs business operations programs • Developing & Implementing Strategic Marketing &
for Senior Executives 13 • Certificate in Business For Lawyers 64 • The Business Analyst’s Course 95 Sales Plans 118
• Financial Services Leadership 14 • Certificate in Business Skills For Managers 65 • Business-Driven IT Planning for Managers • Developing Your Sales Organization For Strategic Success 119
• Mergers and Acquisitions: Making The Right Deal Work 15 • Certificate in Coaching Skills For Managers & Directors 66 and IT Professionals 96 • E-Marketing: Strategies For Success 120
• Certificate in Management Skills For Supervisors 67 • Certificate in Senior Consulting and Enterprise Analysis 97 • How to Design and Manage Marketing Channels 121
Personalized Learning Paths 16 • Developing a Strategic Mindset 68 • Critical Thinking & Strategic Problem Solving Skills • Key Account Management & Client Development 122
• Developing Emotional Intelligence (EQ), In Your Workplace 69 For Leaders 98 • Leveraging Social Media 123
Custom Programs 20 • Employee Engagement & Strategic Leadership: • Extraordinary Administrative Support 99 • Managing Your Sales Force For Improved Results 124
The Manager’s Course 70 • Improving Operational Performance & Productivity 100 • Marketing Management 125
Custom International Programs 26 • Facilitative Leadership 71 • Juggling Multiple Projects 101 • Measuring Marketing ROI: Making Highly Profitable
• High Impact Business Writing: Preparing Reports, • Lean Operational Excellence for SERVICE Organizations 102 Marketing Decisions 126
Executive and Masters Certificate Programs 28 Proposals, Emails and Letters 72 • The Logistics Management Course 103 • New Product Development: The Complete Approach 127
• Improving Presentation Effectiveness 73 • Managing IT Projects Effectively 104 • Pricing For Profit: Competitive Strategies & Tactics 128
Masters Certificate Programs • Leadership in Challenging Times 74 • Managing Operational Risk and Uncertainty 105
• Masters Certificate in Business Analysis 30 • Leadership Through Teambuilding 75 • The PMP ® Exam Preparation Course: Additional 2010/2011 Programs 129
• Masters Certificate in Business Performance and • Leveraging Your Leadership 76 Project Management Professional 106 SEEC University Partners 130
Risk Management 32 • Managing Change, Conflict & Employee • PRINCE2 ® Project Management Certification 107 Learning Path Information Request 131
• Masters Certificate in Financial Services Leadership 34 Communications: The Management Course 77 • The Project Management Course 108 Registration Details 132
• Masters Certificate in Healthcare Management 36 • Management 1: The New Managers Course 78 • Using Microsoft® Project Workshop 109 Registration Form 133
• Masters Certificate in Integrated Health Leadership 38 • Management 2: The Advanced Managers Course 80 • Selecting the Best Candidate: Behavioural Interviewing 110
• Masters Certificate in Lean Six Sigma – Black Belt 40 • Management 3: The Leaders Program 82 • Six Sigma-Green Belt for SERVICE Organizations 111
• Masters Certificate in Marketing Communications Leadership 42 • Managing In A Unionized Work Environment 84 • Successfully Coaching & Mentoring
• Masters Certificate in Marketing Leadership 44 • Negotiating For Success in Business 85 Individuals & Teams 112
• Masters Certificate in Municipal Leadership 46 • Performance Indicators in Government:
• Masters Certificate in Project Management 48 Measurement & Management 86
• Masters Certificate in Public Management 50 • Strategic Management 87
• Masters Certificate in Sales Leadership 52 • Strategic Planning Using The Balanced Scorecard 88
• Masters Certificate in Supply Chain & • Successfully Managing People 89
Logistics Management 54 • Winning Collaboration 90

4 executive education and management seminars | TABLE OF CONTENTS executive education and management seminars | TABLE OF CONTENTS 5
learn, relax and enjoy
When you choose a SEEC program, your education
goes beyond the classroom. Our state-of-the-art
training centres and luxurious accommodations offer
the combination of features and convenience that
will enhance your learning experience.

Whether you choose to join us at the Schulich School


of Business campus in North Toronto, or at our
downtown Bay and King location, you will be surrounded
by world-class learning facilities. From our 300-seat
auditorium at the Executive Learning Centre to a variety
of technology enabled lecture halls and break-out rooms,
both of our locations offer the advanced space and
support to elevate your education.
it’s about the finer details
You’re here for a reason, but hard work demands equal amounts To make your stay as enjoyable, and productive,
of rest and relaxation—our well appointed facilities as possible, the guest rooms at our ELC offer all of the
and hospitality services welcome you throughout your stay luxury and convenience you would expect from a top-
and have been designed to not only enhance the experience, tier hotel. And, those completing programs at the
but also to provide a positive learning environment. Miles S. Nadal Management Centre can take advantage
of affordable, special negotiated rates at the Fairmont
Royal York Hotel.

To wind down after your learning session, the ELC


features a variety of formal and informal meeting
places to chat over coffee or enjoy a fantastic dinner.
Our 275-seat executive dining room and our 80-seat
private dining room offer five-star meals and a unique
dining experience. And if more casual is your choice,
the private fireside lounge or the penthouse lounge
at the ELC offer a relaxed atmosphere.

explore the SEEC Experience.

6 7
Be part of our unique learning
communities
Call 1.800.667.9380 or online at:
www.seec.schulich.yorku.ca

1. Business Analysis 2. Business Performance & Risk Management


There is a growing body of knowledge required for success as Managing “Risk” is essential for organizations today. Working with
a Business Analyst. SEEC is a registered Education Provider with the International Council for Risk Management (ICORM), we are
the International Institute for Business Analysis (IIBA) and offers offering two levels of certification:

join seec’s centres of excellence two levels of training including:


• Masters Certificate in Business Analysis (p.30)
• Masters Certificate in Business Performance and
Risk Management (p.32)
When you join one of our Centres of Excellence, you will become part of a community of expert practitioners • The Business Analyst’s Course (p.95) • Managing Operational Risk and Uncertainty (p.105)
and educators, sharing the goal of developing leading-edge skills and theory in your field. The Schulich
Executive Education Centre has developed a range of specific communities of interest in varied business areas.
Some of these areas pertain to functional expertise with others focused on key sectors of our economy.

We invite you to join our community of leaders, and participate in detailed information sessions, networking
breakfasts and conferences, which bring managers from similar industries together. As a member of one of our
Centres of Excellence, you will have access to thought leadership, the latest industry research and you will
continue to build your knowledge of industry best practices.
 
To fast-track your career, Within each Centre of Excellence, 3. Healthcare Management 4. Lean Six Sigma
there are many we offer: This Centre has already been integral in bringing together Join hundreds of thousands of managers and executives world-
Centres of Excellence influential leaders from hospitals, healthcare agencies and wide who are using the Lean Six Sigma approach to improve
• Management Certification – with over 90 hours
to choose from. of education upgrade above and beyond
pharmaceutical organizations into one common arena. We now operating performance and profits. Whether you are in manu-
offer a comprehensive 15 module learning program: facturing or service industries, you can receive introductory and
our certificate programs  
• Masters Certificate in Healthcare Management (p. 36) advanced training, including:
• Specialized short programs and action-learning  
• Masters Certificate in Integrated Health Leadership (p.38) • Masters Certificate in Lean Six Sigma - Blackbelt (p.40)
• Alumni networking events, current research plus • Six Sigma Green Belt for SERVICE Organizations (p.111)
briefings on issues facing your industry   • Lean Operational Excellence for SERVICE
• National conferences and forums to bring managers Organizations (p.102)
from similar industries together

• Sponsored research into industry relevant trends


and practices that will be shared within
the community

8 executive education and management seminars | centres of excellence executive education and management seminars | centres of excellence 9
5. Municipal Leadership 6. Project Management 9. Financial Services Leadership 10. Sales Leadership
Effectively managing at the regional and city-levels requires Since establishing our Centre of Excellence in Project It is imperative that senior leaders in the financial services The new Sales Leadership Centre of Excellence is designed
specialized skill sets. SEEC offers Canada’s only 3-Module Management in 1996 SEEC has helped thousands of sector know both the strategic perspectives required for long to provide courses and networks for senior sales managers
Masters Certificate program specifically designed for managers and project specialists across Canada develop term corporate change and the execution skills to deliver to effectively lead a sophisticated sales force in a complex
municipal managers: their project skills. We are a Registered Educational Partner short term business performance. This Centre of Excellence will purchasing environment. You can be at the forefront of sales
• Masters Certificate in Municipal Leadership (p.46) with the Project Management Institute™ (PMI) with innovative also enhance qualifications of professionals whose role it is to with these in-depth and exciting programs:
programs including: regulate or consult to the financial services industry: • Masters Certificate in Sales Leadership (p.52)
• Masters Certificate in Project Management (p.48) • Masters Certificate in Financial Services Leadership (p.34) • Executive Program in Sales Management (p.58)
• PRINCE2 Project Management Certification (p.107)
• The PMP® Exam Prep Course (p.106)

unmatched executive
learning experience
in canada
7. Public Management 8. Supply Chain & Logistics Management
Leadership at the Federal, Provincial and Municipal levels Established in 2002, we have hosted dozens of supply “Very focused. Good interaction.
is extremely challenging. Sponsored by Deloitte, SEEC’s chain management courses to improve the efficiency of Insightful instructors.”
Centre of Excellence in Public Management offers advanced Canadian industry. We have also forged long-term educational Dino Radocchia,
certification for senior government business leaders: partnerships with the Association of Supply Chain & Logistics Manager, Ministry of Municipal Affairs and Housing

• Masters Certificate in Public Management (p.50) (SCL). Upcoming programs include:

• Performance Indicators in Government: Measurement • M


 asters Certificate in Supply Chain and Logistics “This program helped to expand
Management (p.54)
and Management (p.86) on the current knowledge,
• The Logistic Management Course (p.103)
extra tools and new methods.”
Doug Clark,
Director of Building Dept., City of Brantford

10 executive education and management seminars | centres of excellence executive education and management seminars | centres of excellence 11
exclusive alumni savings
SEEC is offering a $200 savings for any SEEC alumni,
that is valid for any program found in the 2010 –
2011 Calendar.

It is as simple as entering your SEEC alumni pin when


registering. If you do not know your SEEC alumni
pin, please email execregistration@schulich.yorku.ca
for help.

Choose from hundreds of programs that will


advance your career, expand your network and drive
organizational goals!

The Reach Series provides an executive learning experience that is unmatched in Canada. Designed exclusively
for senior business leaders, all Reach Series Programs deliver a combination of cutting-edge business theory
along with highly relevant case studies and techniques for practical application. When you attend a Reach Series
Program, you will join some of the world’s prominent business executives for an engaging and intense
learning experience.
Your Hands-on Learning Process The Reach Series Key Objectives
Each of the Reach Series Programs has been developed Participants in all Reach Series Programs will explore
to expand the leadership capabilities of attendees. Each the strategic options and the drivers of value in their
program is structured to facilitate the exchange of lead- industry. Participants will have the opportunity to build a
ership experiences and best practices with select senior detailed individual action plan that they can immediately
leaders from a variety of organizational backgrounds. implement within their respective organizations.

12 executive education and management seminars | THE REACH strategic leadership SERIES executive education and management seminars | the reach strategic leadership series 13
Financial Services Leadership 3 Days
Mergers & Acquisitions 3 Days
Plus 2 days

Maximize your strategic leadership capability and business impact. Making the Right Deal Work for Your Organization.

Executive leadership requires vision, management skills and decision making ability. This program will teach The majority of M&A deals fail to create the value expected at the outset. This residential program will teach
you to go beyond your functional capabilities toward a high-impact, strategic role in your organization. a comprehensive approach to evaluating and structuring a deal that brings real value to the firms involved.

Key Objectives • Explore the critical drivers of financial • Human Resources Key Objectives Who Should Attend
Build your position as a key strategist performance and Total Shareholder • Practitioners working for consulting, Learn the tools and techniques required This invitation-only program gives
and business planner within your Return (TSR) accounting or firms that directly serve to ensure M&A success. Presidents, CEO’s and senior
organization. • How to align your department’s the financial industry executives a unique opportunity to
functional initiatives with business • Project managers, operations staff and • Examine how a merger or acquisition dialogue with peers in a confidential,
• Learn the latest techniques for strategy business managers responsible for can further your company’s strategic learning-oriented forum.
evaluating the strategic opportunities, • How to make difficult trade-offs to the implementation of new business objectives
risks and uncertainties facing manage costs while maximizing your strategy • Evaluate your acquisition approach This Program is Essential Learning for:
Canadian financial institutions department’s contribution • Legal through discussion with other senior • Company Presidents
• Understanding Performance Drivers – • How to lead the implementation of • Public Affairs executives • CEO’s and Board members
Improve your knowledge of the your new ideas more effectively • Client Services • Understand how to determine whether • Vice Presidents of human resources,
numbers that really drive and with pace • Operations Support a deal is right for your organization finance and operations
shareholder value • How to immediately apply seminar • Build your personal knowledge of M&A • Senior Executives who will lead
• Leadership Effectiveness – Improving concepts using a Personal Action Plan theory and tactics corporate M&A ventures
team contribution and getting results and establish your position as a • Understand the regulatory environment
quickly and efficiently strategic business leader governing M&A activity
• Personal Action Planning – Expand
your strategic influence in your Who Should Attend What You Will Learn
organization This program examines the strategic • Understand value creation and the
architecture of financial services impact of a proposed deal on your firm
What You Will Learn and examines competitive strategies • Learn a Strategic Management
• How to talk your industry’s that senior business leaders can approach to mergers and acquisitions
language – key terms, concepts implement immediately. • Understand the due diligence process
and metrics Program Dates and key decision making
This Seminar is Essential Learning for: Sept. 27 - 29, 2010 Program Dates
• Current economic and global • Know the role of lawyers and
• Current management professionals, Feb. 14 - 16, 2011 Sept. 30 - Oct. 2, 2010 (Part 1)
trends that impact the financial investment bankers
services industry and define working in or supporting the financial Program Fee • Learn how to negotiate in the M&A
Dec. 5 - 6, 2010 (Part 2)
services including: $4,595 + applicable taxes Program Fee
its strategic role process
• An effective business strategy • Information Technology For Details and to Register • Know how to manage post-merger
$9,500 + applicable taxes
• Investments On-line: www.seec.schulich.yorku.ca For Details and to Register
development approach and key integration, build a 100-day plan,
• Finance and Accounting Fax: registration form on page 133 On-line: www.seec.schulich.yorku.ca
factors that influence strategy manage culture and retain talent
• Marketing to 416-736-5689 Fax: registration form on page 133
management • Know your role as leader in the M&A
Mail: registration form on page 133 to 416-736-5689
process
to mailing address on the form Mail: registration form on page 133
to mailing address on the form

14 executive education and management seminars | THE REACH strategic leadership SERIES executive education and management seminars | the reach strategic leadership series 15
general management
This Learning Path is designed for general managers, department managers and team
leaders who want to develop their core skills to manage better, and build the knowledge
base necessary to move on to more senior management positions. Participants will enhance
their understanding of current management issues, and cultivate a comprehensive,
multi-disciplinary approach that cuts across traditional functional area boundaries.

Choose ONE as your first Learning Path program:


• Management 1: The New Managers Course
• Management 2: The Advanced Managers Course

Choose THREE electives from:


• Critical Thinking & Strategic Problem Solving Skills for Leaders
• Improving Presentation Effectiveness
• Measuring Marketing ROI: Making Highly Profitable Marketing Decisions
• Negotiating for Success in Business
• Strategic Planning Using The Balanced Scorecard
• What the Non-Financial Manager Needs to Know About Financial
and Managerial Accounting

learning paths strategic leadership


The business world is demanding and no two business leaders have the same learning requirements. With meetings,
deadlines and personal demands, you need flexibility in order to meet your needs and daily challenges. Executives, senior managers or others who want to improve their strategic skills through
exposure to our renowned critical thinking, change management and leadership
SEEC has created Learning Path professional certificates to meet your schedule and learning needs.
programs will benefit from this Learning Path, as well as those looking to enhance their
ability to implement high-level organizational initiatives and develop the strategic lens of
Customized to Your Own Career How Your Learning an impactful leader.
Learning Needs Path Works
Choose ONE as your first Learning Path program:
Learning Paths are specialized and you can complete them • Learning Paths consist of four programs – one required • Management 1: The New Managers Course
as quickly as you want, within a 3 year period. Plus, your foundation program and three electives • Management 2: The Advanced Managers Course
final elective program is complimentary when you complete
• Four programs must be completed within a three year Choose THREE electives from:
the first three programs in any Learning Path.
period with the required program taken first • Critical Thinking and Strategic Problem Solving Skills for Leaders
Choose the Learning Path that is right for you and advance • Developing a Strategic Mindset
• Your fourth program selection will be complimentary
your career with a Certificate in Professional Excellence. • Lean Operational Excellence for SERVICE Organizations
(for any two or three day program)
• Leveraging Your Leadership
• Upon completion, you will receive a Certificate in • Managing In A Unionized Work Environment
Professional Excellence • Strategic Management

16 executive education and management seminars | seec LEARNING paths executive education and management seminars | seec LEARNING paths 17
financial management & business planning business operations management
This Learning path will be of interest to managers, senior managers and executives If you manage or supervise business operations in any industry sector, SEEC’s Business
who are not formally trained or certified in finance or accounting, as well as individuals Operations Management Learning Path is an excellent professional certificate to receive.
who want and need to gain practical financial skills and improve their understanding of Whether overseeing the operations of manufacturing, service, technology or administrative
the organization’s financial function. Additionally, managers who may be moving into a departments, you will develop critical team leadership, business management and project
new role or taking on more responsibility for the financial activities in their department or management skills to improve your organization’s operational performance.
organization will also benefit.
Choose ONE as your first Learning Path program:
Choose ONE as your first Learning Path program: • Certificate in Business Skills for Managers
• The Executive Program in Leading Sustainable Strategic Change • The Executive Program in Leading Sustainable Strategic Change
• Certificate in Business Skills for Managers
Choose THREE electives from:
Choose THREE electives from: • Developing a Strategic Mindset
• Building a Successful Business Case • Improving Operational Performance and Productivity
• Developing A Strategic Mindset • Lean Operational Excellence for SERVICE Organizations
• Negotiating for Success in Business • Managing Operational Risk and Uncertainty (3 days)
• Leadership Through Teambuilding • The Logistics Management Course
• Managing Operational Risk and Uncertainty
• The Project Management Course (3 days)

cross-functional management
plan your customized
learning path in
This Learning Path is ideally suited to managers and executives looking to expand their
business knowledge in other functional areas and develop an integrated view of how to
manage and grow their business. Those who have recently taken on new roles in other
functional areas, or who are looking to reposition themselves in different functional areas or 2010 – 2011, and
industries will also benefit.
join hundreds of
Choose ONE as your first Learning Path program
• Certificate in Business Skills for Managers
managers who are
• Management 2: The Advanced Managers Course already on theirs.
Choose THREE electives from:
receive your certificate in
• Leadership Through Teambuilding
• Measuring Marketing ROI: Making Highly Profitable Marketing Decisions professional excellence in one
• Managing Operational Risk and Uncertainty of 5 key learning path areas
• Strategic Management
• The Project Management Course
• What the Non-Financial Manager Needs to Know About Financial
and Managerial Accounting To begin, fax the information request form on page 131, call our Manager of Open Enrollment at:
Tel: 416.736.5079, or email: execedinfo@schulich.yorku.ca

18 executive education and management seminars | seec LEARNING paths executive education and management seminars | seec LEARNING paths 19
Drive results throughout your
organization with powerful in-company
training solutions.

Custom Programs The SEEC Custom Programs Process


Irrespective of the level of the intervention, the key to
Custom Programs Design Team
SEEC employs an expert team of some of the most
designing and delivering a Custom Program at SEEC lies experienced program designers in North America.
in our consultative seven-step process: Our client centered focus means that you can rely on us
to identify training solutions which align with your
unique challenges.

Collect detailed feedback Our Experience:


to identify learning shifts and
best mode of continuous Accomplished
follow-up. An unparalleled record of more than 75 years of
combined experience in client support
Develop customized,
Varied
blended learning solutions.
Expertise in all industries and sectors representing
hundreds of organizations from around the world

Practical
Create in-class exercises, A track record of delivering results-driven programs
Action Learning Projects
and content tied directly to business drivers
and/or “challenges.”
The Schulich Executive Education Centre (SEEC) provides Custom Programs to more than 100 organizations
and 10,000 employees, from Canada and around the world, every year. Our Promise:
Select assessment tools Flexibility
SEEC Custom Programs offer highly focused training designed specifically to give your particular employee
to assess growth-edges;
group the skills and tools necessary to drive organizational success. Participants learn through application, Content which speaks to your organization and
practical cases and articles
interaction and reflection as they take part in role-play activities, real-work simulations and/or intensive expectations, delivered when and where you need it
relevant to the learning.
action learning projects. Each approach reflects the Schulich Executive Education Centre’s (SEEC) Blended
unique blend of theory and practice, combining the academic rigour of our faculty with the real-world Interview internal and Experiential learning approaches which are directed
experience of expert industry practitioners. Depending on the scope, training is conveniently broken external stakeholders to towards the application of theory and skills
down into one or multi-day sessions or events, in residential or non-residential formats, which can be expand on the results of the
delivered immediately or spread out over several months to minimize workplace disruptions. needs analysis. Strategic
Training which builds a common language and culture
Immediate Solutions Tailored Solutions International Solutions Obtain a deeper to inspire team processes
understanding of your

SEEC’s superior approach to Custom organization’s drivers,


strategy and challenges.
Programs has been developed
specifically to address the needs of Establish an advisory
the individual organization, the demands For more information on Custom Programs
council/steering committee
of your industry and your market. to determine direction and call Rami Mayer, Director: Custom, Domestic
scope of the intervention. & International Programs at 416.360.8850

20 executive education and management seminars | CUSTOM SOLUTIONS executive education and management seminars | CUSTOM SOLUTIONS 21
SEEC Custom Programs SEEC Custom Programs

Immediate Solutions Tailored Solutions

All of SEEC’s Open Enrollment offerings can be brought SEEC’s Tailored Solutions are highly interactive, utilizing
to your organization as off-the-shelf programs with cutting-edge experiential learning techniques. Participants
a minimum of turnaround time. actively learn through experience, action and reflection as
they take part in role-play activities, real-work simulations,
If you are looking to develop a specific behavioural, and competitive learning strategies.
management or operational function of your employee Methodology 4. Global
group, and have a limited amount of time to devote The SEEC Experience Offices and partnerships around the globe and
SEEC’s approach to Immediate Solutions allows you
to the process, this option is for you. relationships with over 50 of the world’s leading business
to train a group of ten or more employees in a SEEC is uniquely prepared to provide a cutting-edge
schools means SEEC can draw the right faculty to meet
subject area which fits a specific, and immediate, Tailored Solution to your organization. Our client-centric
Benefits business need. approach provides you with a dedicated facilitation,
your distinct learning needs

1. Enhanced Interest and Retention management and support team, and ensures that the 5. Diverse
Upon contacting SEEC, you will have access to training solution and resulting intervention are Our faculty and program content reflect the wide net we
Content is presented and discussed regarding the
the following: practical, high-impact and ROI driven. cast when gathering resources in the development and
culture, practices and experiences of your company,
making it specific to the needs and interests of the delivery of Tailored Solutions
Dedicated SEEC Account Executive What sets us apart from other Executive Education
audience
An Account Executive will guide you through the program providers is how SEEC contributes to a powerful Benefits
2. Cost Effective delivery process. As design professionals, they will work and practical learning experience which reflects five Partnering with SEEC to develop a Tailored Solution will
Standardized per day costs mean that your organization closely with yourself and the facilitator to determine the cornerstones of our operations: enable your organization to:
saves money versus sending 10 – 25 people to an Open most appropriate content to meet your needs.
Enrollment course • Retain and grow the high potential employees of
1. Experienced
Unmatched Course Selection today and identify those of tomorrow
3. Immediate Impact SEEC has extensive experience developing high
SEEC offers 100 off-the-shelf courses covering a wide • Link key business drivers with professional
When your employees learn as a team, networks are potential employees and senior executives throughout
range of business topics. Each can be brought growth plans
strengthened and expertise can be shared across the the world
in-company and customized as necessary. • Encourage self-responsibility for learning
organization 2. Collaborative • Build a culture of mentorship and support
4. Concrete, Relevant Examples Flexible Delivery Options We take the time to understand your organization, • Improve critical thinking skills
Proprietary information can be leveraged as actionable The key to this whole approach is convenience. industry and market, and our training solutions and • Gain a greater understanding of strategy and
case studies We are happy to bring the program and instructor to recommendations reflect this unique consultative planning knowledge
your company’s location, host you at the Schulich approach • Create common processes and language among
5. Time Sensitive
Executive Learning Centre or at the offsite training team leaders and team members
Courses are delivered based on your timetable, and 3. Experiential
facility of your choice. SEEC is a recognized leader in developing innovative
at the location of your choosing.
Action Learning Projects and training solutions which
emphasize ROI to both the organization and individual

22 executive education and management seminars | CUSTOM SOLUTIONS executive education and management seminars | CUSTOM SOLUTIONS 23
For more information on Custom Programs
call Rami Mayer, Director: Custom, Domestic
& International Programs at 416.360.8850

SEEC Custom Programs Clients • Canadian Imperial Bank of Commerce (CIBC) • Rogers Communications Inc.
• Celestica • Sleemans Brewery
A sample of recent clients for whom SEEC has delivered • Grand & Toy • Sunnybrook Health Sciences Centre
Tailored Solutions (Continued)
Tailored Solutions includes: • Institute of Canadian Advertisers (ICA) • Telus
• Novopharm • University Health Network
Outcomes • American Express Canada
• Atomic Energy of Canada Limited • Ontario Ministry of Health and Long-Term Care • Workplace Safety & Insurance Board (WSIB)
Participants who have taken part in programs which • Bell Canada Enterprises Inc. • Pitney Bowes • Yellow Pages Group
utilize SEEC’s approach through Tailored Solutions have • BMO/Bank of Montreal Financial Group • Purolator Courier
noticeably demonstrated:

• Higher levels of engagement


• Upward mobility to more senior positions and greater
American Express Canada Atomic Energy of Canada Limited Purolator Courier
visibility Their American Express Company is a global leader in Their AECL is a leading-edge nuclear technology and Their Canada’s largest courier company, Purolator
• The development and implementation of long-term Business diversified worldwide travel and financial services. Business services company providing services to utilities Business delivers innovative products and superior courier
organizational goals worldwide. services.
• An ability to link strategy to vision and mission The Focus Enhance the leadership skills of key high-potential
• Increased leadership skills and an ability to positively managers in the organization. The Focus Navigate through a changing business The Focus Grow the business in terms of product offerings,
environment while maintaining and improving services and products.
influence outcomes
The SEEC created a solution that linked organizational customer focus.
• Improved organizational knowledge and business
Training drivers to the development of managers who can The SEEC created a solution that looked at the
acumen Solution lead people and business innovation at AMEX. The SEEC created a solution that looked at the Training overall company strategy, the process and
• Enhanced problem solving and creative thinking skills The six-month Distinguished Leadership University Training overall company strategy, the execution skills Solution execution of new initiatives. The 6 month
as individuals and teams program delivered the tools and techniques Solution and processes around services. The week-long Leadership Development program incorporated
participants needed to engage with the challenges Management Development program delivered the the tools and techniques Purolator needed

Methodology of leadership and Action Learning Projects which tools and techniques AECL needed for the change to lead in a growing organization, recognize
had them responsible for providing viable business process, to communicate and support change, and industry trends, support strategic initiatives and
SEEC’s designs and delivers Tailored Solutions which are recommendations on real issues. Action Learning Projects which saw participants ensure processes are synchronized.
client specific and draw heavily on the 7-step Custom reflect, transfer and apply what they had learned.

Programs process: “Our partnership with SEEC has resulted in a great “Purolator has, and continues, to gain from the learning
learning experience. Schulich brings to us a tremendous “We’ve chosen SEEC because of their responsiveness partnership provided by SEEC. Schulich has provided
1. Establishment of an Advisory Council
reputation, credibility and experience. They’re flexible: to us as a customer and their experience developing Purolator with programs that speak to the core values
2. Performing a Needs Analysis
they will customize their programs to the needs of the and instructing leaders. One of the biggest credits I and brand promise that we continue to develop for our
3. Engaging in Stakeholder Discussions
client, and in this case obviously American Express. can give Schulich is that they took the time to figure human capital. The programs are tailored to address
4. Deployment of Assessment Tools and Pre-Work
It is a combination of theory plus real world business out our business. They have brought to us a program our changing business needs. We continue to build on
5. Assignment of Action Learning Project(s)
experience that they bring to the table.” that is flexible and comprehensive.” a very positive business relationship.”
6. Comprehensive Program Delivery & Capstone Event
Beth S. Horowitz Beth Medhurst Stephen Gould
7. Program Evaluation and Continuous Follow-Up (Former) President & General Manager SVP, Human Resources SVP, Human Resources

24 executive education and management seminars | CUSTOM SOLUTIONS executive education and management seminars | CUSTOM SOLUTIONS 25
SEEC Custom Programs Methodology
Examples of recent international
International Solutions
We approach International Solutions through customized training interventions include
training programs which speak to the particular needs of
a local audience, yet examine the issues at hand through China
As part of the Schulich School of Business (Canada’s a global lens. Client Need: Chinese asset managers require a detailed
Transnational Business School™), SEEC is uniquely overview of investment banking and risk
poised to meet clients’ demands for training that reflects • Needs Analysis • Experiential Cases management systems in North America.
• Global, Tailored Content • Follow-up China Orient Asset Management Corporation opens the Toronto Stock
current market and industry drivers worldwide. Solution: A comprehensive two-week residential program
• Action Leaning Projects Exchange.
is crafted by industry and academic experts,
Our diverse international experience offers unparalleled enhanced with targeted site visits.
expertise in delivering management training which Clients
South Africa
prepares global leaders to take their organizations to the SEEC has delivered customized programs for such
next level on the world stage. Client Need: South Africa’s national skills development
international clients as:
strategy seeks to develop skills in the banking
• Academy of National Economy (Russia) and micro-finance sectors.
SEEC Offices and Business Partnerships outside
• American Express – Compass 35º Global program Solution: The broad strategy of transforming the banking
North America:
• Bank of China sector is addressed through topics in values,
• Moscow, Russia • Beijing, China ethics, strategy and innovation.
• Banking Sector Training Authority of South Africa CINDA Asset Management Corporation graduation.
• Shanghai, China • Mumbai, India • Beijing Personnel Bureau Russia
• Seoul, South Korea • Beijing Television
Client Need: Russian science and technology experts need
• China Aviation (AVIC 1)
Benefits • China CINDA Asset Management Corporation
to enhance their entrepreneurial and business
acumen to sell their unique ideas.
When you partner with SEEC to develop an international • China Great Wall Asset Management Corporation Solution: A ten-day residential program is developed
training solution, you get the opportunity to: • China Life Insurance to address the “how-tos” of commercializing
• China Orient Asset Management Corporation (COAMC) innovation & managing venture growth.
• Ensure cultural relativity through an approach which • China Ministry of Finance
demonstrates our international mindset and operations • Chongqing Broadcasting and Daily News Groups (China) India The Commonwealth Program at the Executive Learning Centre.
• Tap into the global knowledge and faculty base of our • Citigroup India Client Need: The Mumbai arm of a global financial services
worldwide University partners, such as the Guanghua • Commonwealth of Nations, London corporation wants senior managers to be able to
School of Management at Peking University deliver on the world stage.
• Indian Hotels Group
• Leverage a flexible delivery model – in Canada, or the • Lomonosov Moscow State University (Russia) Solution: A blended learning solution, with face-to-face
country of your choice events and a virtual module, is designed to
• Sichuan Provincial Civil Servants Training
enhance global management skills.
• Receive immediate local support from our offices and Association (China)
business partnerships in Beijing, Shanghai, Mumbai, • Sichuan Provincial Tobacco Corporation (China) Commonwealth
Moscow and Seoul • Tata Group (India)
Client Need: Global government leaders from Commonwealth
• Utilize innovative action-learning approaches and China Life Insurance (Group) Company at Corporate Development:
countries need an annual program on leadership
virtual options which cross borders and markets to and management skills. A Global Perspective Program.
create an unmatched end-to-end experience
Solution: A two-week residential leadership program
• Develop a global work force who will learn to draw tailored to the global public sector is designed,
For more information on Custom Programs
upon a diverse prism of references, tools and skill sets augmented by visits with senior government call Rami Mayer, Director: Custom, Domestic
in order to lead your organization officials in Toronto. & International Programs at 416.360.8850

26 executive education and management seminars | CUSTOM SOLUTIONS executive education and management seminars | CUSTOM SOLUTIONS 27
executive & masters
certificate programs
The Masters Certificate and Executive-level
programs are created for experienced managers
who want to upgrade their knowledge in
specialized fields – without a major interruption
to their business schedule.

Each of the following programs is a fast-tracked,


intensive learning experience ideal for senior-level
advancement in your respective field. Review
each program and learn how an Executive &
Masters Certificate Program experience can
enhance your future.

“A comprehensive and relevant curriculum that


changes your way of thinking and gives you the
tools to challenge others to do the same.”
R. Bicknell, Vice President Marketing,
Universal Studios Home Entertainment
Program: Masters Certificate in Marketing
Communications Leadership

Call today for a detailed program brochure


on any of SEEC’s Masters Certificate or
Executive Programs at 416.736.5079, toll-free
at 1.800.667.9380, or visit our website at
www.seec.schulich.yorku.ca

All fees, dates, speakers, locations and applicable taxes are subject to change.
28 York’s liability is limited to reimbursement of paid tuition fees. 29
t h e m a s t e r s c e rt i f i cat e i n
9 Core Learning Modules
Business Analysis 1 8 days
Module 1: Business Analysis Framework
• Understand the project/product life cycle and the role of the BA
• Determine the project team and team members’ roles
• Review the knowledge areas of the International Institute of
Business Analysis (IIBA) Body of Knowledge (BABOK)
Unleash Your Potential. Who Should Attend Module 2: Planning, Validating and Managing User Requirements
Gain the competency, confidence and credibility to be a Also offered in the following
cities in cooperation with:
• Business Analysts from all industries who • Develop a Work Breakdown Structure (WBS) that is requirements driven,
successful and sought after Business Analyst. are responsible for identifying, analyzing and focusing on planning, testing and managing responsibilities
managing business requirements, analyzing • Develop a risk plan and a high-level test plan
Many of the problems associated with projects are related to unclear FREDERICTON:
business processes and recommending solutions • Learn strategies for managing change in the requirements
requirements. Our program equips you with the knowledge and University of New Brunswick
866.599.4646
• New Business Analysts and Managers Module 3: Creativity and Critical Thinking
David Barrett techniques to plan, communicate, elicit, analyze, model, validate cel.unb.ca/profdev • Business Analysts who lack formal training and • Techniques to enhance your creativity and strategic thinking skills
Program Director, and manage user requirements through the project life cycle. need to close the gaps in their background • Draft a problem statement that clearly defines your challenge
Centre of Excellence in The result: Projects with cost savings, accurate time to market, • Systems and IT professionals who want to • Identify the best solutions and create successful action plans
Business Analysis and most importantly, solutions that meet the organization’s OTTAWA:
move into the Business Analyst role Module 4: Communications Input: Questioning, Listening,
business needs. Sprott School of Business, • Project Managers Facilitating and Managing Conflict
Carleton University
613.520.3486 • QA Professionals • Apply effective listening and clarifying techniques
www.carleton.ca/ppd
The goal of the Masters Certificate in Business Analysis is to • Product Managers • Facilitate a group requirements session
produce professional Business Analysts who deliver exceptional • Learn to manage conflict and build consensus
project results. WINNIPEG:
Why Should You Attend Module 5: Eliciting User Requirements
The University of Winnipeg This intensive learning experience can help you • Capture, clarify and confirm prototype requirements
204.982.1167
Ideal For Your Busy Schedule www.dce.uwinnipeg.ca • Expand and confirm the knowledge, tasks and • Write clear, complete and unambiguous requirements
Beverley Fingerhut Receive your certificate in just 4-5 months of part-time study. This 18- techniques of an effective Business Analyst • Manage the change control process and requirements sign-off
Program Director, day program is comprehensive in scope and is focused on acquiring • Become creative, innovative and a critical thinker Module 6: Modeling the Business Problem and Solution
Centre of Excellence in It is
the competencies quickly and with a minimum of job interruption. CALGARY & EDMONTON
Master the communication, analytical and modeling • Techniques to document, analyze and redesign business processes
Learning & Performance Institute
Business Analysis conveniently offered in short, one/two day modules in 9 major 403.874.2970
practices throughout the project life cycle • How to build a logical data model to represent an organization’s
Canadian cities: Toronto, Ottawa, Fredericton, Saskatoon, Regina, www.developyourpeople.com • Share and network with other business analysts information requirements and business rules
Winnipeg, Calgary, Edmonton, Vancouver and Victoria. • Advance your career in business analysis • How to develop a Use Case Model, considered to be “industry
• Prepare for the IIBA certification process best practice” in representing functional requirements
SASKATOON & REGINA:
Interactive Learning University of Saskatchewan, Module 7: Communications Output: Planning, Writing and
Business Advisory Services
The program is highly interactive. You will work closely with 306.966.8686 Receive 126 PDUs Presenting
www.edwards.usask.ca/programs/bas
Business Analysts from other organizations, gaining insight from towards your PMI® Continuing • Assemble a requirements package, complete with executive summary and a
their approach and environment. You will work in teams on a real Certification Requirements. plan for how requirements will be communicated
world case study, to ensure you’ve learned the skills you need and • Present requirements to different audiences and ensure understanding
know how to put them into practice. Program Dates • Create a communication plan detailing stakeholders, the information
VANCOUVER & VICTORIA
University of Victoria Sept. 10, 2010 - Jan 21, 2011 needed by each, and forms of communication
250.472.4138
www.business.uvic.ca/executive Feb. 7 - June 25, 2011 Module 8: Filling in the Gaps
Program Fee • Review of course material mapped to the IIBA Body of Knowledge
$9,450 + applicable taxes • Enterprise analysis activities and the BA role in Enterprise Analysis
For details and to register: • A review of the CBAP exam process
On-line: www.seec.schulich.yorku.ca Module 9: Final Exam and Simulation Exercise
Fax: registration form on page 133 • Gain insight into different approaches to the case study
to 416-736-5689 • Relate concepts taught in the course to the case study
Mail: registration form on page 133 • Produce and present the deliverables needed to complete the project
to mailing address on the form

30 executive education and management seminars | executive & masters certificate programs 31
NE W f o r m a t
t h e m a s t e r s c e rt i f i cat e i n 3 Core Learning Modules
Business Performance 1 5 days
Module 1: Performance and Risk in a New Era of Business
Operations
and Risk Management • This foundational module sets the framework for practical and effective
approaches to managing the uncertainties that have the most profound
impact on an organization's capability and capacity to effectively achieve
objectives and performance targets
Performance and Risk in a New Era. Who Should Attend • How to manage the business performance and risks from a top down and

The financial crisis has demonstrated that risk in any area of the organization can • This program is designed to be effective for private, bottom up view
• Understand the assessment process between risk and performance within
propagate across the whole value chain in ways that appear unrelated. public and not-for-profit sector organizations
• General Managers, Vice Presidents, Divisional defined parameters of Risk Tolerance and Appetite
• Understand how to better communicate about performance and risk then
The Masters Certificate in Business Performance and Risk Management delivers practical Managers and Business Unit Managers
influence the single most impactful variable
learning that is vital for an organization’s capabilities and capacity to manage risk and raise • Professionals and individuals seeking to increase
• Explore and practice how to align communication with business priorities,
Dragica Grbavac the level of performance. One of the most critical elements of any manager’s role is the their skills in effectively managing the
leverage culture and collaboration skills
Program Director, ability to make decisions and communicate. In this era of multi-generational workplaces, uncertainties that impact overall performance
Module 2: Business Practices and Reputation Management
Centre of Excellence in managers are compelled to apply far more innovative and collaborative approaches. Linking • Those who are preparing to expand their
• This module will enable managers to more effectively manage the combination
Business Performance performance results and the taking of risks is one of the leading practices in management! career opportunities
of technology and business practices that may expose gaps that contribute
and Risk Management
to creating risk that may impact the organization’s reputation
Explore how a systematic approach for managing risk also contributes to: Key Program Benefits
• Understand and manage the risk that technology introduces in achieving
“In this completely • In-depth understanding of the inter- business objectives. Understanding structures and practices for business
updated program you • Creating Accountability • Improving Communication dependencies between achieving performance effectiveness , including IT management roles
benefit from the leading • Enabling Innovation • Improving Business Practices objectives and managing risk • Improve how your business practices align to objectives, strategies and
practices that link an • Maintaining Reputation • Creating Resilience and Agility • Increase your abilities to manage complexity mitigate risks. By extension, link performance and accountability
organization’s level and uncertainty in your business environment • Identifying overlooked capabilities and knowing which ones to invest in for
of performance to its We can no longer manage businesses one crisis at a time. Creative problem solving before • Learn to move beyond teamwork to collaborate the future
capabilities and capacity it gets out of hand is fundamental to effectively raising performance standards and for performance, value and corporate alignment • The Art and Science come together in Managing your Reputation:
to manage strategic reducing the levels of risk. Technology by itself will not help you to reduce the risks • Learn how to manage the performance triple Accountability, Integrity and Perception are the factors that determine what may
and operational risks. to your business. It takes the combination of people, processes and systems to make an constraints – Quality, Optimization and Risk be at stake with your reputation. Examine how values and behaviours create
Whether you are an organizational impact on quality. In this program you will develop the skills you need • Improve your problem solving ability to make reputation risk and drive business performance. How not to ‘derail’ your brand
executive, a director or for better performance strategically and operationally, all the while, identifying and better decisions Module 3: Making Decisions for Change, Innovation and
a line manager, in this managing the key risks that could derail the expected outcomes. Resilience when Facing Uncertainty
program you gain tools, • The final module enables participants to bring all the elements together. Making
methodologies and new Key Program Features: Decisions when change is constant, the drive for innovation is persistent, all the
Strategic Risk
ideas that will enable • 15 days (3 modules) while ensuring they have built in business resilience
you to apply, sustain and • Get ‘real world’ instruction from accomplished Program Dates • Explore what needs to go right to make effective decisions by participating
repeat higher levels of business leaders and educators Module 1: Nov. 1 - 5, 2010 in ‘Situational’ and ‘Interactive’ decision making
performance and quality • Learn in groups, apply in your workplace, share • How to think for ‘Successful Execution’: Matching decision making approaches
y

Module 2: Dec. 13 - 17, 2010


teg

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of results.” your experience for further enhancement to the level of uncertainty and managing the common decision biases
tr a

Module 3: Feb. 28 - Mar. 4, 2011


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• Discovering and recovering from bad decisions


Program Fee
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• Getting Blindsided can result from increasing speed of change in the


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• Take away tools to enable organization alignment, $9,900 + applicable taxes (Full Program)
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business environment. Work with new tools, tips and strategies to reduce the
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risk identification, and risk monitoring $3,995 + applicable taxes (One Module)
nt
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risk of being blindsided


• Attain a Professional Designation as a Business For details and to register:
‘Deliver Value’ • Build Capacity to Innovate: Explore innovative ways to work together
Risk Management Professional (BRMP) On-line: www.seec.schulich.yorku.ca
sk

Adaptability & Agility to deliver high performing results and reduce risks to productivity, engagement
Ri

Presented in Fax: registration form on page 133


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and efficiency
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• Resilience and Agility: Pulling it all together for your organization.


io

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Mail: registration form on page 133


Op

Why resilience matters to the decision making process. Assessing your supply
to mailing address on the form chain for resilience and agility

32 executive education and management seminars | executive & masters certificate programs 33
t h e m a s t e r s c e rt i f i cat e i n 7Core Learning Modules
Module 1: Strategic View of the C.E.O.
Financial Services Leadership 1 4 days
• Understand forces driving growth decisions in the industry
• Understand the geographic footprints of successful FIs
• Awareness of the lines of business that will shape the FI of the 21st century
• Appreciation of the tradeoffs between growth and current profitability
Module 2: Ethical Leadership and Corporate Social Responsibility
• In-depth understanding of the key social, environmental and economic trends and
Strategize and Deliver. Who Should Attend issues facing leaders within the financial services industry
The uniqueness of the Masters Certificate in Financial Services Leadership lies in the • The target audience for The Masters Certificate • Broader managerial perspective to anticipate and effectively address the
combination of an accelerated pace of learning with strategic content that is anchored in in Financial Services Leadership Program will emerging ethical challenges facing business leaders expected to manage for
the business reality of the financial services industry. be sourced from the talent pools that comprise both short- and long-term results
the leadership pipeline within the financial • Understand the importance of trust for stakeholder relationships
This intensive program is designed to deliver an enhanced strategic perspective on services industry and the key supporting • Perspectives on alignment and compatibility between a business leader’s
James L. Darroch the financial services industry while building practical skills that can be applied to the organizations, e.g., accounting and consulting values and strengths and the core values/capabilities of the corporation
Program Director, business immediately. Attendees will learn the skills and develop the ability needed to firms as well as policy makers, supervisors, Module 3: Changing Economic Realities
The Masters Certificate in lead high-level change within a financial services organization. and regulators • Understand linkages between the financial and real economies
Financial Services • Understand the impact of global economic forces on current and future clients
Leadership The Program will begin with a two-day optional session prior to Module 1, designed to • Specifically, the program will accelerate the • Understand the new growth areas across geographies and industries
provide context by exploring the strategic choices industry players have made regarding development of new executives, fast-track • Examine the new financial needs that are being created by changing economic times
where and how to compete, along with the shareholder return (TSR) their strategies senior managers and staff professionals seeking Module 4: View from the Capital Markets
have generated. The industry’s major metrics will be discussed, focusing on why they an understanding of the strategic issues facing • Develop an understanding of where the Financial Institution of the 21st century
are important, how the external environment influences them, and what management the industry should compete – both in terms of products and geography
can do to affect them. • Understand the relationship between value creation, cost and risk drivers
• Understand the need for efficiency and operational excellence
Key Program Features: • Understand the impact of financial engineering on new products
Corey Jack • 14 days over 4 months • Understand the long-term impact of demographic shifts on asset and
Program Director, • A comprehensive understanding of the critical environmental and strategic trends that will shape the liability management
The Masters Certificate in financial services industry in the decade ahead Module 5: Evolving Nature of Customer Value
Financial Services • Greater insight into the ethical challenges and issues facing financial services leaders responsible for • Understand and anticipate how changing client demands will alter the way
Leadership serving multiple stakeholders that FIs do business
• An enhanced ability to build relationship marketing strategies that are sharply focused on the customer’s • Understand the impact of globalization and technology on client needs and wants
“It offers a global current and anticipated financial requirements • Build effective brand, image and marketing strategies sharply focused on clients’
strategic view on current and anticipated financial needs
financial services and Module 6: Heightened Regulatory Demands
the challenges and • Understand how new regulatory approaches to regulatory capital e.g., Basel II and
opportunities faced by those emerging in the U.S., will impact strategic decisions and the organization’s design
the industry today.” • Understand the growing importance of operational risk and its impact on

Customer Financial Financial Services Program Dates capital efficiency


Jan. - May 2011 • Examine the impact of stakeholders, e.g., consumer advocates on future
Needs Market Dynamics
Strategic Program Fee regulatory demands
Perspective $18,000 + applicable taxes Module 7: Leadership and Strategy Implementation
Ethical Issues Industry Trends For details and to register: • Develop the leadership skills that will create transformational change and
On-line: www.seec.schulich.yorku.ca the management skills that ensure successful business operations
Fax: registration form on page 133 • Understand the leadership practices in customer-focused organizations
to 416-736-5689 • Understand how to build high-performance capabilities and behaviours in teams
Mail: registration form on page 133 • Become familiar with the best leadership and change management practices
to mailing address on the form of leading global companies

34 executive education and management seminars | executive & masters certificate programs 35
t h e m a s t e r s c e rt i f i cat e i n 15 Core Learning Modules
Healthcare Management 1 4 days Module 1: The Role of a Healthcare Leader
• What it takes to lead in a system undergoing profound change
Module 2: System Integration in Healthcare -
The Ontario Experience
• Learn to build horizontal and vertical partnerships for seamless patient care
Module 3: Excelling with Emotional Intelligence
Lead with Certainty. Who Should Attend • Examine the impact of Emotional Intelligence (EI) on your ability to solve
Manage change and innovation with enlightened leadership skills gained • Professionals in leadership positions in problems, make decisions, communicate, and learn
through the Masters Certificate in Healthcare Management program. private or public healthcare Module 4: Practical Project Management
• Individuals seeking to increase their leadership • Ensure the organization can manage the change you are asking of it
The challenges facing the healthcare sector are mounting; seemingly on a daily capacity and influence within the system Module 5: Lean Six`` Sigma - A Prescription for Health
basis. Demand for service is increasing while the provision of cost-effective care is • Managers, directors, physicians, researcher’s • Understand the fundamentals of Lean Six Sigma and the key ingredient for
Emma Pavlov under scrutiny. administrators, team leaders, and other senior its success: organizational readiness
Program Director, officials in healthcare organizations Module 6: Risk What’s at Stake for Managment
The Masters Certificate in The Masters Certificate in Healthcare Management – the first comprehensive certificate • Managers seeking to increase their leadership • Strengthen risk management awareness and practices in the face of rapid
Healthcare Management program of its kind in Canada – addresses the unique leadership issues facing healthcare capacity and influence within the system innovation and change
professionals, providing tools, techniques, and best practices to effectively lead in the • Those preparing for their next career level Module 7: Financial Management and Government Relations
“Through this program, complex world of Ontario’s healthcare sector. • Solidify your knowledge of financial management – including budgeting,
today’s healthcare Key program benefits reporting and revenues
professionals will have Through this program, today’s healthcare professionals will have an opportunity • Combine core business competencies with Module 8: Leading Change in Healthcare
an opportunity to to examine innovative business models that can be applied to healthcare and healthcare industry leadership skills and knowledge • Learn best practices for implementing change in healthcare organizations
examine innovative acquire new knowledge and skills to enhance their capability to lead in a complex, • Apply best practices from other industries to Module 9: Innovative and Creative Thinking
business models that ever-changing healthcare system. promote a culture of accountability, innovation • Identify and overcome obstacles to individual and team innovation
can be applied to and collaboration Module 10: Closing the Strategy Execution Gap
healthcare and acquire Program Features • Enhance your capability to lead in a multi- • Understand and evaluate various approaches to developing strategies and
new knowledge and • 14 days over 3 months disciplinary environment creating strategic plans
skills to enhance their • World-class instruction by accomplished healthcare, academic and business leaders • Increase your leadership capacity to manage in Module 11: The Power of Appreciative Leadership
capability to lead in a • Best practices from other industries that can be applied to the healthcare sector a complex/changing environment • Establish highly effective and motivated care teams using the processes of
complex, ever-changing • Key trends and issues in healthcare that will demand leadership excellence • Develop strategies to manage complexity and appreciative leadership
system.” • Learning through an anchoring project applied to your workplace promote organizational success Module 12: Resolving Conflict - Your Own and Other’s
• Build your professional healthcare network • Learn to effectively manage and resolve conflicts as to not interfer with
Effective healthcare leaders embrace challenges in innovation, sustainability, quality outcomes, productivity
and effective people management. Receive 38.5 Category II credits Module 13: Leading in a Complex Environment
towards the maintenance of your • Drive the corporate and departmental strategies with the tools of
CHE/Fellow Certification Requirements professional project managers
Module 14: Critical Thinking/Planning with Extreme
Program Dates Uncertainty
Mar. 4 - May 28, 2011 • Examine emerging global, societal and economic trends that may impact
Program Fee healthcare in the coming months and years
$8,500 + applicable taxes Module 15: Strategic Management and Governance in
For details and to register: Healthcare
On-line: www.seec.schulich.yorku.ca • Gain insight by comparing Ontario’s healthcare system and its immediate
Fax: registration form on page 133 and long-term future
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

36 executive education and management seminars | executive & masters certificate programs 37
NE W p r o g r a m
t h e m a s t e r s c e rt i f i cat e i n 6 Core Learning Modules
Integrated Health Leadership 1 2 Days
Module 1: Opening Retreat - Residential
• Personal learning styles
• Approaching integration as a shared mental model
• An overview of full range of integration
• Presented by a health systems expert, this session will highlight key obstacles
and introduce the concepts of double-loop learning and systems thinking
Learn to integrate supply inputs, delivery methods, management practices and Who Should attend • Participants will also learn about cycles which both impact integration challenges
organizational structure to help combat the negative effects of a growing insufficiency of • Teams of 4-5 lead staff with hospital and and which can also enable their resolution
resources and lack of investment in health care. community health affiliations who bring a health • The enablers of change throughout lifecycle
system challenge and the support to meet this • The traps of Poverty, Rigidity, and Charisma
Because health systems and health care institutions are among the most complex and challenge • Imagining the plausible
interdependent entities known to society, their need for integration is paramount. • Creativity and the craft of the possible
Bryan Hayday Whether we are referring to the actual institutions and providers, or the health, social Key Benefits of the Program: Module 2:
Program Director, service and related systems in which they operate, without integration, all aspects • 12 days over 5 months • Options and methods of collaboration, conflict resolution and difficult
Schulich Executive of health care performance can suffer, especially in the current economic climate of Our health system is made up of parts. And the conversations at the inter-professional level
Education Centre insufficient resources. parts, although well-intentioned, often fail to Module 3:
provide an optimal integrated system. Too often, • Visioning, how to target and articulate learners’ key behaviours
In partnership with the Faculty of Health, SEEC has designed The Masters Certificate in we see systems that neither talk nor listen to one • Sharing the risks which accompany mistakes and learning
Integrated Health Leadership to give participating teams of colleagues the knowledge, another, we experience frustrating delays or we • Each team to commit to performance development through coaching, reflection,
skills and insights necessary to develop innovative responses to operational issues by encounter organizations that don’t connect as dialogue, and instruction
driving breakthrough integration throughout their organization. well as they could or should • Includes agenda creation for shared vision, local leadership, action and understanding
• Use of appreciative inquiry skills as an adjunct to changed integration conversations
Through experiential team-based learning, this program will teach you how to: To tackle these issues, we have assembled • Reflective learning and practice
Dr. Brenda Zimmerman • Lead innovative and successful integration initiatives an outstanding group of senior faculty and Module 4:
Director, • Form virtual intra- and inter-organizational partnerships that avoid bureaucratic obstacles practitioners to bring your learning experience • Vertical, horizontal and boundary-spanning knowledge sharing
Schulich Health Industry • Create and implement sustainable integration-based responses to systemic and institutional resource, to life. We have also invited senior leadership • Alliances in practice across the health system
Management Program finding and delivery issues from the Ontario Ministry of Health and Module 5:
Long-Term Care as guest panel members. • What have we learned? What lingering questions do we have? How do we
“The Masters Certificate go forward differently?
in Integrated Health Individual Level Institutional Level Systems Level • When less is more: Specs that drive change rather than burden it
Leadership is a • Integration simulation – an iterative learning cycle
team challenge, an • This unit includes an applied coaching session with a senior communications specialist
organizational health Acquire skills, Identify Understand • Unleash the capacity of front-line workers for integrated and sustainable solutions
challenge and a insight and experience opportunities for ‘tipping points’ Module 6: Closing Retreat - Residential
community challenge.” in the development integration and and essential • Integration and balance: Growing our care systems with healthy stewardship at an
and application implement areas of continuity individual, institutional and community level
of integrated health productive which facilitate an
Program Dates • Community and institutional practice/insights
leadership change integrated health
Sept. 30, 2010 - Mar. 5, 2011 • Compelling and sustaining change considerations
agenda
Program Fee
$15,500 + applicable taxes
For details and to register:
On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

38 executive education and management seminars | executive & masters certificate programs 39
t h e m a s t e r s c e rt i f i cat e i n 10 Core Learning Modules
Lean Six Sigma – Black Belt 2 0 Days
Module 1: Introduction to Lean Six Sigma & Successful
Projects
Overview of leading strategies, tools, methods and organizational disciplines
that has enabled companies world-wide, across all industry sectors, to drive
high impact, measurable benefits.
Module 2: Managing Change & Improving Personal
Drive to Measurable Results. Who Should Attend Effectiveness
Achieve higher quality, reduce process variation and waste, and eliminate This program is intended for all industry Learn how to understand, facilitate and manage the change associated with
defects and non-value-added steps. sectors. It is developed to improve your high-impact, continuous improvement projects; Personality Types and how to
problem resolution skills with discipline, manage different personality types when leading change.
What is Lean Six Sigma? facts and data. You will benefit from this Module 3: Launching a Lean Six Sigma Project:Defining
Simply defined, the Lean Six Sigma approach identifies and eliminates defects and waste program if you are an: Goals
Michael Ewing to deliver business process and operational excellence using a structured methodology • Executive or Director Phase 1 – DEFINE. This first phase of the Lean Six Sigma DMAIC problem
Program Director, from proven concepts, principles, and scientific problem solving tools and techniques. • Business Analyst solving project methodology includes the identification, selection,
Centre of Excellence in This program equips individuals to successfully lead projects applying Lean Six Sigma • Consultant prioritization, scoping and successful launch of process improvement.
Lean Six Sigma concepts, methods and tools while also preparing participants for obtaining certification • Manager Module 4: Introduction to Basic Statistics and Analysis
in the future. Using Lean and Six Sigma will guide you to: • Engineer Problem-solving “tool box” that includes powerful analytical tools that can
"Not all Lean Six Sigma • Project Manager be applied during all project phases, for process management and process
training programs are • Improve customer satisfaction • Shorten cycle times Key Program Benefits control. Introduction to statistical process control (SPC) and key concepts.
created equal. SEEC’s • Increase profit margins • Reduce costs • 20 days over 5 months Module 5: Measurement Systems & Data Collection
Lean Six Sigma – Black • Master the Lean Six Sigma project Phase 2 – MEASURE. A distinguishing feature of Lean Six Sigma process
Belt provides the What to expect from the Lean Six Sigma - Black Belt Course methodology – DMAIC to drive process improvement and critical thinking is the discipline surrounding data collection
most comprehensive The Black Belt Certification will introduce experiential learning, problem solving improvement and tangible financial benefits that leads to profound knowledge of process behaviour.
training in the industry: methodology, analytical skills, project implementation, change management and • Gain in-depth understanding of the impact of Module 6: Process Data Analysis: Introduction
you will have all the organizational leadership. A well rounded course for tomorrow’s leaders. process variation from product to service Phase 3 – ANALYZE. Basic analysis and introduction of hypothesis testing,
tools required to • Learn to better understand the Voice of the where basic analytical skills are honed with examples and hands-on case
advance your career Why now? Customer (VOC) studies spanning many industry sectors and applications.
and drive measurable Because of today’s need for more efficiency, more cost effective delivery of services and • Increase stakeholder value while simultaneously Module 7: Process Data Analysis: Advanced
value to your organiza- products, because the “winners” in today’s global and competitive environment are improving product and service quality Master advanced analytical tools that will deepen your understanding of
tion by the end of companies that understand customers better, respond faster and can strip wasteful costs • Acquire the knowledge you need to write the process behaviour, including the application of designed experiments.
the program.” from their system faster than others. examination for Black Belt certification Module 8: Improving Your Operations
Phase 4 – IMPROVE. Leverage all of the knowledge gained from the measure
Why Schulich? Receive 140 PDUs and analyze phase of your projects, you will drive improvement through
This is a recognized program from a prestigious business school in a major university towards your PMI Continuing
®
organic, creative enhancements or through more dramatic process redesign.
of Canada. No other university offers a comparable course in North America. Certification Requirements. Module 9: Improve/Control Techniques
Phase 5 – CONTROL. Conducting final analysis and testing of the process
Lean Six Sigma – Black Belt Learning Framework Program Dates improvements and incorporating control systems and plans, audits, reports,
Define, Measure, Analyze, Improve, Control – are covered extensively. Sept. 24, 2010 - Feb. 19, 2011 visual controls and other tools which ensure long-term sustainability.
Program Fee Module 10: Program Review & Final Exam
$10,500 + applicable taxes Comprehensive review of all of the phases of the DMAIC project methodology.
For details and to register: Preparation and writing of The Masters Certificate in Lean Six Sigma - Black
On-line: www.seec.schulich.yorku.ca Belt examination.
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

40 executive education and management seminars | executive & masters certificate programs 41
t h e m a s t e r s c e rt i f i cat e i n
15 Core Learning Modules –
Marketing Communications 1 1 d ays 4 Teaching Sessions
Leadership
Module 1: The New Reality for the MarCom Leader
• Understand the new skills required to proactively manage your brand in the
changing MarCom environment
Module 2: The Changing Media Environment
Sharpen Your MarCom Leadership Skills. Who Should Attend • Understand the changing consumer habits and media trends and how they
Gain the knowledge you need to achieve better results. The Masters Certificate in Marketing are impacting MarCom
Communications Leadership is ideal for: Module 3: Developing a Strategic MarCom Plan
Technology, privacy issues and increasing media fragmentation are a few of the factors that are • Vice Presidents and Directors of Marketing • Review the latest strategies and formats for an effective MarCom plan
The Masters Certificate in Marketing
changing the way people and business view brands. • National, Regional and Global Business Managers Module 4: Using Critical Thinking to Reframe Business Issues
Communications Leadership from the Schulich Executive Education Centre (SEEC), in • Marketing Communications Specialists • Learn to frame and reframe business issues
Brenda Gainer, PhD partnership with Association of Canadian Advertisers (ACA) can put you on the cutting • Brand, Category and Product Managers Module 5: Corporate Social Responsibility and MarCom
Program Director, edge of this new marketing communications world. • Advertising and Creative Managers • Understand the laws that regulate advertising, marketing and promotions, as
The Masters Certificate in • Strategic decision makers in MarCom with 5-7 well as the implications of the Privacy Act
Marketing Communications The program is designed to allow you to prepare for more senior marketing leadership years experience Module 6: New Legal Issues in MarCom
Leadership while maximizing your organization’s MarCom ROI. The program will help marketing • Understand the rules and how to avoid the pitfalls of new regulations
professionals expand their knowledge of changing markets and the latest in MarCom Why Should You Attend Module 7: Dealing with the Media
“Experienced Schulich tools and techniques while building the leadership skills they need to achieve success • Improve MarCom ROI at your organization • Integrate creativity and innovation to provide problem-solving skills that
faculty and industry for their firms and in their careers. • Better leverage your relationship with your encourage the unpredictable and the novel
leaders will share the agency and other partners to improve ROI, Module 8: Building and Managing External and Internal Brands
latest theories and Program Features effectiveness and efficiency • Deepen the relationship of your brand to your internal corporate culture and to
practical approaches • 11 days over 3 months • Get on the cutting edge of current MarCom the marketplace
on the cutting edge of • University-level learning and industry recognized for over 8 years challenges and best practices Module 9: Linking Your Research Model to a Dashboard
MarCom leadership. • ROI-driven to teach you strategies that will contribute to your organization’s bottom line • Learn to lead the MarCom process more • Learn to develop a dashboard model that measures the alignment of MarCom
Through lectures, case • Highly focused on today’s current MarCom issues strategically strategies to corporate business goals
studies and interactive • Real-world case studies, exercises and assignments that link theory to practise Module 10: The Changing Role of Market Research:
group work you will • World-class instruction from industry leaders across Canada Qualitative Research
gain insights in what it • Limited class size that will allow you to learn from and network with other marketing professionals • Understand when qualitative research is appropriate and when it is not
means to be truly Module 11: The Changing Role of Market Research:
innovative and Quantitative Research
current in this field.” • Analyze when and how to use quantitative research effectively
Module 12: Negotiating Skills
Program Dates • Develop skills for negotiating contracts with agencies and other
Feb. 9 - May 27, 2011 strategic partners
Program Fee Module 13: Assuming a Leadership Role
$8,950 + applicable taxes • Learn to leverage your personal leadership style to effect change in your
(ACA Members) organization
MarCom Media N
Negotiation
n Research Legal $10,950 + applicable taxes Module 14: Managing Client-Agency Relationships
Leadership
(Non-members) • Review best practices in the management of client-agency relationships
For details and to register: Module 15: Moving Forward: Synthesis of Learning Themes
On-line: www.seec.schulich.yorku.ca Across Modules
Brand Agency
Agee Fax: registration form on page 133 • Group project presentations analysis of course themes and panel discussion
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

42 executive education and management seminars | executive & masters certificate programs 43
FOUNDATION:

FOUNDATION
t h e m a s t e r s c e rt i f i cat e i n Marketing Management
5 programs
Marketing Leadership 3 steps
Blending theory with real-world scenarios, this course
provides a broad overview of current, leading-edge marketing 5
processes that can easily be applied to the workplace. Days

Advertising, Media & Web-Based Communications


Planning: An Integrated Approach

ELECTIVE
To increase sales in the face of shrinking budgets, companies need
Get the Edge. Who Should Attend to maximize market exposure and make the most of their advertising
Advance your marketing prowess to a new level with SEEC’s Masters The Masters Certificate in Marketing and promotional dollars. This course examines advanced planning 3
Certificate in Marketing Leadership program. Leadership is for: strategies for choosing effective marketing channels. Days
• Marketing managers with several years’
Program Features experience who want to advance to more New Product Development: The Complete Approach

ELECTIVE
• 5 programs/3 steps senior roles Through case studies and an advanced new product
Alan C. Middleton • Canada’s first and only university-level certificate program endorsed by the Toronto Chapter of the • Product, brand and account managers simulation exercise, this course delivers practical insight that 3
Executive Director, American Marketing Association • Sales professionals and promotional managers will help you ensure market success for your new products. Days
Schulich Executive • Customizable program lets you target specific learning needs and knowledge gaps • Executives who want to refresh their
Education Centre • Flexible course schedule lets you earn your certificate at your own pace marketing skills How to Design and Manage Marketing Channels

ELECTIVE
• Action-focused learning within a cross-industry and cross-functional environment • Customer service and advertising professionals Learn how to effectively manage and optimize your distribution
“We’ve designed • Corporate planners and directors channels. Through this course, you will learn how to design, develop 2
the program so you Two ways to earn your Masters Certificate at your own pace: • Market analysts and maintain effective relationships with your channel partners. Days
can complete it in a 1. Sign up and pay for the whole program upfront: Two compulsory programs and three electives.
time frame that best Total savings of $2,630. Why you should attend Pricing for Profit: Competitive Strategies and Tactics

ELECTIVE
suits your work and 2. Take all required courses based on your own career needs and pay as you go. Upon meeting all • Develop the marketing management skills Achieve maximum profitability through value-based pricing tactics.
personal schedule. If requirements, you will earn the Masters Certificate*. that will enable you to drive performance This course offers a step-by-step process to help you make pricing 2
you’re looking for a A Unique Learning Experience Customized to You in your organization decisions with knowledge and confidence. Days
competitive advantage To fully engage participants and address different learning styles, The Masters Certificate in Marketing • Advance your career goals with a customized
in your marketing Leadership uses a variety of teaching methods, including: and flexible learning curriculum Creating Extraordinary Customer Service and
career, then this is a • Mini-lectures and case discussions • Learn from a world-class faculty in an Client Marketing Strategies

ELECTIVE
program you will not • Individual and group project work engaging and ideas-driven environment To succeed in today’s service-based economy, companies need
want to miss.” • Role-playing and other application exercises • Apply real-life solutions to everyday marketing to build an unbeatable service culture supported with a strong
• E-learning and computer simulations challenges marketing strategy. This course will show you how to create, 3
First inductee into the • Become an effective leader and communicator implement and sustain a winning service marketing strategy. Days
Canadian Marketing Hall 1Foundation Program +3 Elective Program +1 Capstone Program who can integrate marketing strategies with
of Legends in the Mentor Marketing Elective Programs Management 3: organizational goals Measuring Marketing ROI – Making Highly

ELECTIVE
Category, 2005 Management (Select 3 of 7) The Leaders Program Profitable Marketing Decisions
• Planning and Strategy • Advertising, Media & Web-Based Communications • Leadership Learn how to develop customized ROI measures that assess 2
Endorsed by the Toronto • Development Planning: An Integrated Approach • Company Operations the effectiveness and impact of your marketing programs. Days
Chapter of • New Product Development: The Complete Approach Program Dates
• How to Design and Manage Marketing Channels *Special* 3 Years to Complete Leveraging Social Media

ELECTIVE
• Pricing for Profit: Competitive Strategies and Tactics Program Fee Connect with your audience, understand their needs and create 3
• Creating Extraordinary Customer Service and Client $12,500 + applicable taxes effective two way channels of communication to increase sales. Days
Marketing Strategies For details and to register:
• Measuring Marketing ROI – Making Highly Profitable On-line: www.seec.schulich.yorku.ca CAPSTONE:
Marketing Decisions Fax: registration form on page 133 Management 3: The Leaders Program 5

CAPSTONE
• Leveraging Social Media to 416-736-5689 Developed for senior managers, VPs and executives with direct Days
Mail: registration form on page 133 management experience, this final requirement will arm you with the economic,
* If you have taken some of the elective programs in the past two years, you can enrol in the remaining programs with the regular
fees and earn the Masters Certificate. to mailing address on the form leadership and management imperatives so critical for today’s marketing leaders.

44 executive education and management seminars | executive & masters certificate programs 45
t h e m a s t e r s c e rt i f i cat e i n 3 Core Learning Modules -
Municipal Leadership 1 5 Days
Take in any sequence
Module 1: Essential Skills for Municipal Managers [5 Days]
Master leadership competencies for managing staff and complex team
dynamics in this foundational module.
Course #1:
Aspire to Lead in Operational Excellence. Flexible Registration Improving Personal Leadership and Team Dynamics
The Masters Certificate in Municipal Leadership prepares municipal The program subjects will be taught in 3 • Developing the Leader Within
managers to be effective change agents. convenient sessions of 5 days each, with a total • Building Critical Management Skills
of 15 days of classroom learning. The entire • Managing Responsibly for Performance
The rapidly changing cultural, economic and political climate requires today’s senior certificate can be completed in less than Course #2:
municipal professional to make a paradigm shift – in leadership style, visioning 5 months, or one module at a time over 2 Coaching and Mentoring for Peak Performance
Tom Naçu and operational performance. Now is the time to sharpen your management and years. The program schedule is developed with • Practice coaching and be coached using a variety of tools and techniques
National Program Director, leadership skills, and learn best practices and prepare for continuous municipal the needs of the busy municipal manager in mind. • Differentiate between coaching and mentoring and know what skills to use in
Centre of Excellence in sector advancements. Complete one module at a time (in any sequence), certain situations to be most effective
Municipal Leadership or save on tuition with the full program. Module 2: Achieving Operational Excellence [5 Days]
Program Features Key Benefits of the Program: Align your role as a municipal manager with your organization’s strategies
“This is an outstanding • 15 days (3 modules) This program will prepare you to handle the for overall operational performance.
program with aunique • Understand your leadership abilities with a 360° Leadership Assessment and related tools most senior-level responsibilities facing Course #3:
combination of • Develop advanced leadership abilities with hands-on and peer-to-peer learning during in-class exercises your town, county, city, or region: Strategic Management and Strategic Thinking
practical initiatives. and through case studies • Strengthen your municipal management • Fundamentals of Strategic Management/Planning
The intensive 3-module • Develop new skills in strategic management, negotiations and operational improvement planning leadership competencies • Ingredients of the Strategic Management Framework
learning experience will • Explore trends in municipal management with a vision for public sector reform • Build critical management skills in the areas Course #4:
benefit every municipal of interpersonal dynamics, operational Improving Organizational Performance
executive and assist Based on insights gained in working with diverse municipalities, we have developed performance and strategy • Move beyond the narrow frame of reference of operational problems
in the transformation a program that will build critical management skills in three learning areas: • Develop an enhanced ability to lead high • Leveraging change to achieve major process and productivity improvements
of your municipal • Module 1: Essential Skills for Municipal Managers [5 days] performance and cross-functional teams Module 3: Public Sector Advancements [5 Days]
management career in • Module 2: Achieving Operational Excellence [5 days] • Gain new insights into innovation strategies Be a “change agent” to advance opportunities across your department or
rewarding new areas.” • Module 3: Public Sector Advancements [5 days] relevant to municipal sector leadership municipality.
• Learn from the latest trends and issues in Course #5:
municipal management to prepare for more Environmental Forces Impacting on Public Sector Reform
senior municipal portfolios Course #6:
Program Dates Leadership Skills for being an Effective “Change Agent”
Module 1: May 2 - 6, 2011 Course #7:
Module 2: July 25 - 29, 2011 Dynamic Employee Relations in Times of Change
Module 3: Sept. 19 - 23, 2011 Course #8:
Program Fee Negotiating and Collaborative Management Techniques
$9,785 + applicable taxes (Full Program) Course #9:
$3,595 + applicable taxes (For each Managing with a Vision for Performance
individual 5 day sessions)
For details and to register:
On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133 PLEASE NOTE: a pre-work package will be mailed to participants and must be completed two

to mailing address on the form weeks prior to the seminar.

46 executive education and management seminars | executive & masters certificate programs 47
t h e m a s t e r s c e rt i f i cat e i n 9 Core Learning Modules
Project Management 1 8 Days
Module 1: Program Introduction
• Program introduction and review of objectives
• Overview of the knowledge areas of project management as defined by the Project
Management Institute and others
• Introduction to the project simulation/case study to be used throughout the program
Module 2: Personal and Team Communication in a Project
Control Your Project From Initiation to Closure. Who should attend Environment
Over 6000 graduates across our University partner network. • Project Managers, with at least one year experience, • Understanding communication dynamics and your communication style
who wish to move up to a higher level in their field • Teams: Understanding yourself, stakeholders and team members
Founded upon the Project Management • Mid and senior-level managers who have • Linking team life cycle stages with project communication needs
Institute’s A Guide to the Project Management completed an introductory project management Module 3: Project Planning and Control
Body of Knowledge (PMBOK® Guide), which program in recent years • Forming a team, scope projects and manage within a Matrix Environment
David Barrett has become the industry standard within • Anyone who does NOT have their PMP® • Developing detailed and high-level project management plans
National Director, the project management community world- designation from PMI ®
• Creating activity-based network diagrams and critical paths
Centre of Excellence in wide, SEEC’s Masters Certificate in Project Module 4: Project Quality Management
Project Management Management program gives you the knowl- Why should you attend • Quality: Defined and measured
edge and tools you need to consistently • Better manage your projects, from planning and • The basic process for achieving quality
“We built our deliver projects on time, on budget, within team building to quality and cost management • How preventive quality action reduces project cost dramatically
curriculum around A scope – and beyond expectations. • Become a stronger, more effective Module 5: Procurement and Contracting Management
Guide to the Project communicator and leader • Procurement and solicitation planning
Management Body of Responsive Scheduling • Be fully prepared to sit for the PMP® • Solicitation and negotiation principles
Knowledge®, developed Our Masters Certificate training curriculum certification examination • Source selection
by the Project Manage- appreciates the value of time constraints in • Advance to a senior-level in project management Module 6: Effective Project Cost Management
ment Institute (PMI®). today’s business environment. The program • Connect and network with other project managers • Cost estimating: Micro versus macro
Today, the Masters schedule is fast tracked to completion in 18 days • Resource planning, budgeting and cost control
Certificate in Project over 5 months,requiring a time commitment • Earned value concepts
Management is the of only 2−4 business days plus 1−2 week- PMI, PMBOK, PMP, and PMI Registered Education Provider logo are Module 7: Assessing and Managing Project Risk
registered marks of the Project Management Institute, Inc. The Schulich
undisputed industry end days per month over this period. It is an Executive Education Centre is a PMI Registered Education Provider (R.E.P.), • Project risk management framework
as designated by the Project Management Institute (PMI).
standard for achieving innovative scheduling approach that’s fair to • Risk management in project planning and execution
senior-level careers in both the employer and the employee. Receive 119 PDUs • Quantitative and team facilitation techniques to identify risks and responses
project management.” towards your PMI® Continuing Module 8: Filling in the Gaps
Our curriculum covers all nine PMBOK ®
Certification Requirements. • Review of complex issues in scope, time, cost, quality, human resource,
Guide areas tested in the PMP® communications and risk management
certification exam: Program Dates • Review all areas covered in the program to date
• Project Integration Management Fall 2010 Session 1: Sept. 10, 2010 - Jan. 29, 2011 • The PMBOK® Guide as a complete unit
• Project Human Resource Management Fall 2010 Session 2: Sept. 15, 2010 - Feb. 5, 2011 Module 9: Final Exam and Project Simulation
• Project Scope Management Winter 2011 Session 1: Jan. 27 - June 18, 2011 • Final exam spanning all program material and Project Simulation
• Project Communications Management Winter 2011 Session 2: Feb. 4 - June 25, 2011
• Project Time Management Program Fee
• Project Risk Management $9,450 + applicable taxes
• Project Cost Management For details and to register:
• Project Procurement Management On-line: www.seec.schulich.yorku.ca
• Project Quality Management Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

48 executive education and management seminars | executive & masters certificate programs 49
t h e m a s t e r s c e rt i f i cat e i n
10 Core Learning Modules
Public Management 1 5 Days
Module 1: Globalization and Trends in Public Management
• The public sector is under great pressure to change; this introductory module
provides an overview of the global trends driving these changes and the
benchmarking practices used to manage them effectively
Module 2: Critical Thinking
Lead Change with a Strategic Vision. Who Should Attend • Gain new critical thinking skills; improve your ability to examine issues from
Establish a framework for sustainable governance with transformational • Senior level leaders in public service who new perspectives, reframe them, and resolve them with creative problem
leadership tools gained through the Masters Certificate in Public Management. need to prepare for succession planning solving techniques
• High potential professionals who aspire for senior • Anticipate and prevent problems before they occur
How can Canadian public service leaders demonstrate exemplary stewardship and lead change? level leadership in not-for-profit and public Module 3: Leadership and Stewardship
In the new era of global competition, new models of transformational leadership – based organizations • Better lead your stakeholders, in particular, to create innovative and effective
David Barrows on stakeholder participation, stewardship, and shared values – are essential for public sector • Professionals in private sector management level stewardship models and structures
Program Director, organizations under pressure to deliver high quality results. who interface with the government • Engage stakeholders across organizational lines
Centre of Excellence in • Participants include Assistant Deputy Ministers; Module 4: Enterprise Risk Management
Public Management Sponsored by Deloitte and Touche LLP, the Masters Certificate in Public Management Directors; senior management in federal, • Assess, evaluate and manage different levels of risk in the context of an
program is designed to equip today’s public sector leaders with the skills and competencies provincial and municipal governments increasingly interdependent world
critical to establishing frameworks of governance that will encourage innovation and ensure best • Assess and control risk systematically
practices throughout their organizations. Why Should You Attend Module 5: Strategic Performance
• Develop innovative thinking for effective • Strengthen your understanding of the critical link between strategy
Program Features: leadership in public service development and implementation
• World-class instruction from accomplished industry leaders • Gain a deeper understanding of the stewardship • Identify the strategic management tools that best meet the requirements of
• Learning through group projects that can be applied to the workplace immediately model of stakeholder partnerships your organization
Ian Macdonald • Key trends and issues in public management that impact policy making • Advance your critical thinking skills to handle Module 6: Policy Execution and Implementation
Program Director, • Strategic management tools for sustainable governance and succession planning complex issues • Drive innovation and change in your public organization with the right
Centre of Excellence in • A network of participants and experts to facilitate continuous learning • Learn the portfolio approach to public sector leadership skills and techniques
Public Management • Post program follow-up for up to 6 months investment • Create a culture of continuous improvement
• Gain practical insights from seasoned faculties Module 7: Managing Partnerships and Strategic Alliances
“The Masters Certificate Drivers of Public Sector Reform from SEEC and senior partners of Deloitte and • Build successful partnerships and alliances by using new techniques for
in Public Management Touche, LLP collaboration and relationship management
program addresses the • Manage complex financial relationships with partners
leadership issues facing Module 8: Appreciative Leadership
Sponsored By
the public sector by • Exercise new leadership models for stewardship-based partnerships to
providing public service facilitate positive change throughout an organization
professionals with the Module 9: Group Projects Presentation
tools and techniques • Apply all skills learned in this program to identify common issues and
instrumental in shaping Program Dates opportunities in public management
the design and delivery of Jan. 12 - May 26, 2011 Module 10: Case Presentations and Graduation
effective public services.” Program Fee • In the final module of the Public Management program, participants will
$8,500 + applicable taxes present the final results of group projects and receive feedback intended to
For details and to register: help implement these results in their organizations
On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

50 executive education and management seminars | executive & masters certificate programs 51
NE W p r o g r a m
t h e m a s t e r s c e rt i f i cat e i n 10 Core Learning Modules
Sales Leadership 1 5 Days Module 1:
• Leadership

Module 2:
• Strategic Sales & Marketing Plans

Module 3:
Who Should attend • Sales Force Structure & Deployment
Sales leadership is no longer just about building relationships. Successful sales managers Depending on the size and breadth of the
need to understand how their role and function supports overall corporate goals as organization, the following people may benefit Module 4:
well as how to get the most from sales teams. On a corporate level, attendees will learn from this program: • Customer Relationship Management (CRM)
sales analysis and reporting, pricing strategies and risk management while building • Regional Sales Manager/Director • Strategies and Systems
people management skills through exposure to training and recruiting strategies and • Director of Sales
Module 5:
David Batchelor compensation programs. • Vice President of Sales
• Pricing Strategies
Program Director, • Director of Key Accounts
Centre of Excellence in The Master’s Certificate in Sales Leadership is designed to provide senior sales managers • President Module 6:
Sales Leadership, with the tools and skills needed to effectively lead a sophisticated sales force in a complex • Risk Management, Privacy, and Security
Schulich Executive purchasing environment. While open to anyone, this senior level program will be most
Education Centre beneficial to individuals in a Regional Sales Leadership role or higher. Key Program Benefits Module 7:
• 15 days over 4 months • Sales Compensation and Motivation
The Master’s Certificate in Sales Leadership is a 16-week program that is delivered Participants in the Master’s Certificate in Sales
Module 8:
across four months to accommodate the inevitably busy schedules of participants. Leadership will develop an in-depth understanding
• Sales Analysis, Reporting, and Administration
The program will include 15 days of classroom learning delivered through 4 residency of linkage between sales management and
segments. Participants will also be expected to complete at least 16 hours of self- organizational goals. Course content will include: Module 9:
directed asynchronous learning activities between residence sessions utilizing the COE • How to develop an integrated sales and • Training, Coaching, and Employee Development
e-community platform, over the course of the 16-week program. marketing strategy
Anne Babej • The keys to recruiting, retaining, deploying and Module 10:
Chief Operating Officer, Through an exclusive partnership with the CPSA Sales Institute, graduates will receive developing top sales talent • Sales Recruiting & Retention
Canadian Professional a Master’s Certificate from York University, along with the professional designation • The leadership methods for building a high
Sales Association Certified Sales Manager (CSM) from the CPSA Sales Institute. performing, motivated sales team
• The strategies and tactics for managing sales
"Designed to performance in today’s economy
provide senior sales • Other key considerations for senior leadership
managers with team members in today’s organizations
ORGANIZATIONAL SALES PERSONAL
the tools and skills LEADERSHIP
GOALS MANAGAMENT
needed to effectively
lead a sophisticated
sales force.” Program Dates
TBD
Program Fee
TBD
For details and to register:
On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

52 executive education and management seminars | executive & masters certificate programs 53
t h e m a s t e r s c e rt i f i cat e i n 11 Core Learning Modules
Module 1: Supply Chain Strategy
Supply Chain & Logistics Management 1 6 Days
• Understand the role of the supply chain and its impact
• Develop an executable supply chain strategy
Module 2: Strategic Sourcing
• Identify strategic sourcing needs, find the best suppliers and manage supply
chain disruption
• Negotiate contracts and agreements and measure results
Power Up to Fulfill. Who Should Attend Module 3: Service Quality
Stay ahead of regional and global competition with SEEC’s comprehensive If you are a current or future leader in: • Develop a service quality mission to protect margins and grow market share
SCLM tool set. • Manufacturing • Build the metrics and benchmarks for best-in-class performance
• Distribution Module 4: Inventory and Materials Management
Our new comprehensive 11-module program covers A “Big Picture” of what drives a • Retail • Manage distribution inventory
all areas of supply chain and logistics management, profitable company: • Logistics services • Understand manufacturing supply planning
Mark Thomas This program will prepare you for senior- Then this program is for you. • Define supply chain network optimization
Program Director, level positions in the SCL industry. Strategy and Module 5: Distribution Centre Operations
partnerships
Centre of Excellence in The Masters Certificate in Supply Chain and Logistics Key Benefits • Design distribution centre operations to meet the demands of your customers
Supply Chain and Logistics Management Program is comprehensive, integrated • Gain in-depth knowledge of what drives a and your business
Inventory management
Management and uniquely accredited by SCL Canada, designed profitable company • Balance space, labour and equipment for higher customer service and efficiency
and operations planning
Schulich Executive for Supply Chain & Logistics professionals • Add power to your logistics expertise and a • Harness important Metrics throughout the order fulfillment cycle
Education Centre to enhance their leadership skills and to financial perspective to decision-making Module 6: Transportation Operations
DC and Transportation
broaden their knowledge base. management • Sharpen the skills necessary to project, • Understand how to maximize domestic and international transportation for
“This program is negotiate, evaluate and lead efficiency and cost effectiveness
unique in that it Program Features: International and • Refine capabilities in using technology and • Appreciate the workings of cross-border security and risk management in transit
provides comprehensive • 16 days over 5 months domestics sourcing business tools • Harness important metrics throughout the order fulfillment cycle
content, a wide-ranging • Comprehensive learning that broadens your • Learn a holistic skill-set that prepares you to Module 7: Leadership
skill set and practical knowledge base Cross border trade be strategic, tactical and operational • Develop a leadership style for effectively handling people
• Practical, real-world solutions that can add value to tactics • Create communication strategies appropriate for the individuals you lead
real-world solutions,
delivered with cutting- your customers • Maximize your understanding of how people think and the causes of
edge program design. • Expert insights from SCL industry leaders and highly Supply chain-finance constructive, aggressive and passive behaviour
alignment
On completion of the qualified educators Module 8: Aligning Supply Chain Management with Finance
course, you will be a • Network with other supply chain professionals • Learn to translate supply chain metrics and objectives into the language of
Customer
better-equipped, more the CFO and CEO
satisfaction
effective supply chain SEEC’s Masters Certificate in Supply Chain & • Understand how supply chain initiatives affect your company’s finances
and logistics leader.” Logistics Management program is comprehensive • Discover how supply chain risk, customer profitability and other issues are
Effective
in its breadth and depth, allowing SCL leaders leadership Program Dates impacting supply chain best practices
Endorsed by
to link supply chain strategy to their corporate Jan. 14 - May 28, 2011 Module 9: Supply Chain Integration
business plan.
Integration of Program Fee • Explore the design and optimization of global networks
all SCL processes $10,550 + applicable taxes • Learn how to leverage technology to address business opportunities
(SCL Members) • Deliver results through process and project management
$10,950 + applicable taxes Module 10: Project Management
This program employs a holistic approach to developing an SCL professional with a “big-picture” mindset (Non-members) • Understand the PMI approach from a Project Management Professional
and updated technology knowledge that drives profitability. For details and to register: • Identify and apply key project management success factors
On-line: www.seec.schulich.yorku.ca • Explore how to initiate, plan, execute, monitor and control and close a project
Fax: registration form on page 133 Module 11: Change Management and Program Summary
to 416-736-5689 • Lead change effectively
Mail: registration form on page 133 • Recognize and manage resistance
to mailing address on the form • Anticipate and minimize trouble spots

54 executive education and management seminars | executive & masters certificate programs 55
the executive program in 5 Critical Leadership Components
Module 1: Understanding Your Unique Leadership Style
Leading Sustainable Strategic Change 5 P r ograms
5 d ays Exploring the Nature of Leading Successful Change Initiatives
Assessing Your Capacity to Lead and Manage Your Change Initiatives
• Defining the 5 key practices of exemplary leadership in action
• Understanding the difference between leadership and management to
organizational performance and productivity
• Establishing a benchmark of your leadership strengths and growth edges
Impact your bottom line. Who Should Attend • Your change leadership style and personal orientations to change
Did you know that over 70% of all change initiatives fail to achieve their The Leading Sustainable Strategic Change • Act on what is most important and strategic for you to be successful in
intended results? curriculum is recommended to those your unique context
The Executive Program in Leading Sustainable Strategic Change will explore your managers tasked with leading strategic
leadership style, including the best practices required to successfully lead your strategic change initiatives, including: Module 2: Developing Your Capacity for Change
change initiatives from an integrated perspective. • Business Directors and VPs Building the Business Case for Change and Creating a Compelling Vision
Rhona G. Berengut, MBA • Division, HR and General Managers • Defining the value proposition of your change
Instructor, Impact the bottom line in your organization by attending this outstanding 5-module • Public Sector Directors and Managers • Understanding the nature of change and its 3 key challenges
Leading Sustainable Executive Program and immediately applying what you are learning to relevant change • Project Managers, Team Leaders and Supervisors • Framing the scope of change
Strategic Change initiatives that are occurring in your organization. • Corporate Development and Training Managers • Creating the compelling vision
• Challenging the status quo: framing and reframing and strategic analysis
Learn what is required to inspire and motivate others towards achieving your What you will learn
organization’s vision of success – PLUS coach others and lead new projects that position • Master the 5 practices of exemplary leadership Module 3: Managing Stakeholders and Processes
your organization for sustainable success. • Overcome the 3 challenges of change Uncovering Obstacles and Developing Strategies to Address Them
• Develop your customized Leadership • Identifying and aligning key stakeholders
Master 10 Critical Competencies Your Pre-work Package and In-class Development Action Plan to build ongoing • Identifying critical roles needed to support successful change
1. Leading and managing change Learning Tools leadership effectiveness • Uncovering and managing resistance
Kelley Marko, MBA, MA 2. Fostering sustainable change capacity within Personal Assessments • Increase your capacity to both lead and • Evaluating your change alternatives
Instructor, your organization • Leadership: Self and a 360° manage change • Defining change conditions and strategies
Leading Sustainable 3. Developing and communicating a compelling • Orientation to Change Profile • Foster sustainable change capacity within
Strategic Change vision and strategy Strategy and Visioning Methodologies your organization Module 4: Getting People to Move from “Here to There”
4. Influencing when you do not have authority • Vision and Value Mapping Leading Transitions: Key Skills for Leading Groups, Creating Teams, and
“The primary reason 5. Engaging leadership styles appropriate to • Strategic Perspective Model Receive 35 PDUs Fostering Sustainable Change
change initiatives the environment • Customer/Client Value Mapping towards your PMI® Continuing • Moving from defining “what” is changing to taking action on “how” to
do not achieve their 6. Identifying and aligning stakeholders Process Tools and Techniques Certification Requirements. support sustainable, successful change
expectations is not 7. Building commitment and consensus despite • Integrated Communication Plan • Supporting productive relationships and partnerships in the face of
for a lack of skill at resistance, conflict and ambivalence • Stakeholder Analysis resistance, conflict and ambivalence
project management. 8. Aligning people, processes and structures • Teamwork and Performance Enhancement • Influencing when you do not have authority
It is because people with strategy • Strategic Implementation Plan Program Dates • Coaching skills for supporting sustainable change
stop change! 9. Balancing planning with execution Leadership Action Plans May 10 - 14, 2010 • Developing an integrated communications strategy and plan
People do not fully 10. Inspiring and motivating others to take • Create an ongoing action plan for leading and Nov. 29 - Dec. 3, 2010
understand the strategic and informed action managing organizational change initiatives July 4 - 8, 2011 Module 5: Integrating, Engaging and Moving Forward
nature of the change • Personal Leadership Development Plan Program Fee Pulling It All Together
process or how to Your pre-work package will be mailed to $3,595 + applicable taxes • Aligning people, processes, structures with organizational purpose
navigate it effectively you and must be completed two weeks For details and to register: • Engaging critical thinking skills
from an integrated prior to the seminar. On-line: www.seec.schulich.yorku.ca • Building organization renewal into the change strategy
perspective.” Fax: registration form on page 133 • Establishing your leadership resolve
to 416-736-5689 • Developing your Personal Leadership Development Plan
Mail: registration form on page 133 • Developing your Organizational Change Plan
to mailing address on the form • Maintaining momentum and fostering sustainability

56 executive education and management seminars | executive & masters certificate programs 57
the executive program in 11 Core Learning Modules
Sales Management 5 d ays
Module 1: Developing Your Sales & Marketing Strategy
• The relationship between your sales and marketing strategy
• The disciplines of Marketing Led-Sales Driven firms
• The best way to segment markets
Module 2: Translating Strategic Marketing Plans
into Sales & Customer Plans
Unite and Conquer. Who Should Attend • Establishing an annual planning calendar
Drive your sales organization to success with the Executive Program in • Experienced sales executives, directors and • Developing sales and customer strategies
Sales Management. vice presidents, as well as sales managers at Module 3: Critical Thinking and Problem Solving
the regional, national and international levels • Determining root causes of problems and generating alternative solutions
Successful sales organizations don’t happen by accident; they’re the direct result of • Front-line sales managers with at least two years • Learning practical techniques of critical thinking
strategic management and innovative leadership. It was with this belief in mind that of management experience • Applying critical thinking skills to your organization
David Batchelor SEEC and The Canadian Professional Sales Association joined together to develop our • Non-sales general managers and business Module 4: Making a Leadership Difference in Sales
Program Director, Executive Program in Sales Management. owners who are responsible for sales force • Developing a highly workable action plan for a current business or sales challenge
Centre of Excellence performance and policies • Presenting a compelling leadership story
in Sales Leadership, The Schulich Executive Education Centre, in partnership with the Canadian Professional • Integrating learning and consolidating take-aways
Schulich Executive Sales Association, presents an intensive program to hone your skills to build a solid, Key Program Benefits Module 5: Competitive Market Analysis
Education Centre high performance sales team through this Executive Program in Sales Management. • Develop the high-performance leadership • Designing and implementing a competitive intelligence system
skills required to drive a high-performance • The types of competitive intelligence available
From customer service to strategic management, and everything in between, you will gain sales organization • Assessing market information
the experience and knowledge you need to build a solid, high-performance sales team. • Discover a proven strategic framework Module 6: Customer Retention Strategies
that will help you meet your sales and performance • Enhancing customer loyalty and retention
Your five-day learning experience can help you: targets, and improve customer satisfaction • Analytical techniques to identify problem service areas
• Develop the high-performance leadership skills required to drive a high-performance sales organization • Enhance efficiency by adopting leading-edge • Developing and benefitting from a complaint management program
• Discover a proven strategic framework that will help you meet your sales and performance targets, and Customer Relationship Management strategies Module 7: Sales Leadership Patterns
Anne Babej improve customer satisfaction • Custom-design a competitive intelligence and • Overview of the business challenges confronting sales during market recoveries
Chief Operating Officer, • Enhance efficiency by adopting leading-edge Customer Relationship Management strategies benchmarking system for your organization • Adapting to the working styles of the future
Canadian Professional • Custom-design a Competitive Intelligence and benchmarking system for your organization • Leverage your emotional intelligence to sell • Enhancing sales force relationships; using sales leadership tools
Sales Association • Leverage your emotional intelligence to sell your products and services your products and services Module 8: Effective Communication Styles
• How they impact effectiveness
“Attending this • Recognizing your own style
program will truly and Program Dates • How to communicate with your sales reps and your customers
profoundly alter your May 10 - May 14, 2010 Module 9: Sales Staff Recruiting and Retention Strategies
perspective of sales Nov. 29 - Dec. 3, 2010 • Generating a practical ‘Top Performer Profile’ for hiring
management. But most May 9 - 13, 2011 sales representatives and managers
important of all, you Program Fee • Implementing a retention program to keep top performers
will emerge with the $4,195 + applicable taxes Module 10: Motivation and Incentive Compensation Strategies
tools and knowledge (CPSA members) • Understanding sales team motivation principles
you need to lead $4,595 + applicable taxes • How to implement robust and effective motivation and compensation
your organization to (Non-members ) strategies that drive sales and sales management results
success.” For details and to register: Module 11: Training and Development Strategies
On-line: www.seec.schulich.yorku.ca • Developing a framework for a strong training and development strategy that
Fax: registration form on page 133 maximizes sales performance and retention of key employees
to 416-736-5689 • Ensuring performance goals are supported through training
Mail: registration form on page 133
to mailing address on the form

58 executive education and management seminars | executive & masters certificate programs 59
Blended E-Learning classroom program
T h e P r o f e s s i o n a l C e rt i f i cat e i n
3 WEEKENDS
3 WEE KS
8 Core Management Topics
Business Administration SELF-PACED
Module 1: Strategic Management (2 sessions)
• Analyzing industries and identifying attractive markets
• Dealing with complex, unstructured administrative situations
Module 2: Financial Management (2 sessions)
• Connecting organizational strategy to financial performance
Lead with Confidence. Who Should Attend • Capital decision-making techniques
An outstanding senior-level blended learning experience that propels your Whether you’re a director, manager, Module 3: Management Accounting and Controls
management career into new challenging leadership roles. entrepreneur or professional, this program • Using relevant cost information in planning, budgeting and control
can give you the necessary skills and knowledge • Understanding accounting terminology and concepts
You are an experienced manager who hopes to be promoted, or who has taken on new to take your career to the next level. Module 4: Understanding Organizational Behaviour
areas of responsibility and you require enhanced skills. SEEC’s Professional Certificate Our certificate curriculum addresses the • Exploration of current leadership theories
Michael Wade, Ph.D in Business Administration curriculum parallels topics of our world-renowned MBA learning needs of a wide range of business • Building effective project teams and groups
Program Director, program in a condensed format. professionals, ideally with at least three years Module 5: Marketing Strategy
The Professional Certificate in of management experience. • Exploring the role of marketing in the value creation process
Business Administration This program builds leaders with the skill sets to drive their organizations to success. In Obtain the fundamentals of Schulich’s world- • Strategic communication in client acquisition and retention
just five weeks we will give you the essential business knowledge and skills you need to famous MBA program in just five weeks. Module 6: Economic Context of Business
“This redesigned become an effective decision maker and leader. • Understanding the structure of industries
blended program Key Program Benefits • Exploring economic and monetary policy
balances your busy Program Features Earn your Certificate in only five weeks of • Rapidly update your education in 13 key Module 7: Operations and Supply Chain Management
career and personal • 3 weekends over 3 months part time study management areas • Managing supply chain strategy
demands with an • Advanced-level executive education concentrated • 3 weekends attending class at the Schulich • Develop a tool kit instrumental in effective • Decision analysis and decision-making
outstanding cross- into 8 fundamental management subjects and School of Business, York University (9 days): problem-solving Module 8: Information Systems and E-Commerce
functional learning 5 supplemental topics Thursday (2:00 - 5:00 pm), Friday (9:00 am - 5:00 pm) • Insights into cross-functional management • Information systems and effective organizational design
experience taught by • Top-level instruction from highly-experienced and Saturdays (9:00 am - 4:30 pm) complexity • IT and business process outsourcing
award-winning faculty Schulich faculty with a combined total of over • Lunch & refreshments included • Effective use of financial data to support
from Schulich’s MBA 30 MBA teaching award nominations • 3 weeks online video and self-paced exercises decisions 5 Special Supplementary Topics:
program and EMBA • Intimate learning within a limited class size lets • As part of your learning, you will receive a • Identify and evaluate emerging opportunities 1. Business Ethics: Highlights the ethical challenges facing modern organizations
programs.” you share experiences and exchange knowledge FREE iPOD with the lectures loaded! and challenges 2. International Business: Examines transnational business opportunities
with other professionals • Insights into effective leadership 3. Critical Thinking Skills: Thinking and reflective skills for business leadership
• 4 ways to learn: In class, online streaming video, • Cutting-edge business knowledge modeled 4. Career Management: Tools and techniques to achieve career success
DVD video, and lectures on iPod around Schulich’s MBA curriculum 5. Project Management: Strategic, organizational, and operational aspects of
managing projects
cial ManProje
Finan ting Financial ing
Accou
n Management k age ct
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lT nt Program Dates
tica Skills
ge gic

Cri
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Organizational
me
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Sept. 16 - 18, 2010


Ma Stra

Behaviour
Marketing Oct. 14 - 16, 2010
Strategy
Skills Oct. 28 - 30, 2010
r t
Bu ree en Economic on
Ca gem ati d Program Fee
Et sine a Context of
formms an ce
hi s M an Business n
I ste er
cs s Operations and Sy Comm
Internatio
nal
Supply Chain E-
$8,750 + applicable taxes
Business Management
For details and to register:
On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133
to 416-736-5689
Mail: registration form on page 133
to mailing address on the form

60 executive education and management seminars | executive & masters certificate programs 61
SEEC short programs
SEEC Short Programs are the fastest way
to upgrade skills and knowledge in specific
business areas. Prominent and experienced
instructors will provide tools and techniques
that will quickly upgrade your capabilities
and functional understanding in your chosen
area of specialization.

SEEC Short Programs are divided into four main


business areas and arranged according to colour:

• Management and Leadership


• Finance and Accounting
• Business Operations
• Marketing and Sales

Each program is designed to deliver an in-depth


understanding of a key aspect of a specific
business area. Short course duration means that
attendees can upgrade their skills with minimal
time invested.

Call today for a detailed program brochure


on any of SEEC’s Short Programs at
416.736.5079, toll-free at 1.800.667.9380, or
visit our website at www.seec.schulich.yorku.ca

All fees, dates, speakers, locations and applicable taxes are subject to change.
62 York’s liability is limited to reimbursement of paid tuition fees. 63
Certificate in Business 4 days
Plus 5 morning
Certificate in Business Skills 5 Days
for Lawyers sessions
for Managers

While it’s widely recognized that business literacy is a key competency for lawyers with corporate clients, Essential business management, critical thinking & communications skills training for career success.
many lawyers come to the practice of law without any formal business education or experience. Prepare yourself in ten business competency areas.
While that approach may have been sufficient in the past, today’s clients expect more. They want legal advisers Effective written and verbal communications skills, sound leadership and project execution abilities are
who not only understand how to navigate the legal world, but who also understand their business, and grasp a three core competencies for long-term management success. The 5-day Certificate in Business Skills for
business challenge quickly. Managers curriculum provides essential training in all of these areas, plus time management and stress
management techniques to juggle your increasing workload. If you are a manager who wants to advance
In partnership with Osgoode Professional Development and The Hennick Centre for Business and Law, SEEC has your career through sound learning and skills development, the Certificate in Business Skills is the ideal
developed The Certificate in Business for Lawyers to fill the gap for lawyers without formal business education or program for your career advancement.
experience. We’ve taken the key components of business education and tailored it to what lawyers need to know, in a
format that respects the billable hour. The modules are tied together thematically with case studies and a project that Content
reinforces the learning from module-to-module. Participants will take away a comprehensive understanding of the Module1: Effective Business Module 7: Project Management Skills • Effective time management and stress
challenges of business today and a solid framework to better meet their clients’ needs. Management Strategies Development management techniques
• Strategic behaviours of top-performing • Management framework for effective • Applying project management
managers Project Management frameworks to business assignments
Content What You Will Learn • Moving your ideas and projects forward • Applying the Project Management model
Module 1 • Fill the gaps in your business knowledge CLE
Module 2: Critical Thinking & Problem to current challenges Receive 35 PDUs
The Canadian Business Environment • Better understand your clients’ Solving Skills Module 8: Business Writing Skills towards your PMI® Continuing
Module 2 businesses: their strengths, weaknesses, • Making effective strategic business • Achieving simplicity and coherence in Certification Requirements.
Managerial and Financial Accounting opportunities and challenges decisions your written communications
Module 3 • Learn business approaches to analytical • Structured problem solving and decision • Guidelines to sharpen and refine your
Understanding and interpreting and problem-solving skills making techniques writing style
Financial Statements • Learn to “think like a client” as well as a Module 3: Management Module 9: Verbal Presentation Skills
Module 4 lawyer Communications Skills Training
Sales & Marketing/Product Strategy • Provide more practical, valuable legal • Which communications styles improve • Achieving authority, intention,
and Execution advice employee performance? persuasiveness and control
Module 5 • Directing the actions of others • Maximizing presentation impact and
Transactional Valuation and Pricing • Communicating with tact & diplomacy effectiveness
Module 6 Module 4: Stress Management &
Risk Management Productivity Principles What You Will Learn
Module 7 • Managing yourself proactively for • The 10 key skill-sets for effective career Program Dates
Organizational Behaviour/Change Management Program Dates personal and professional resiliency development Nov. 1 - 5, 2010
Module 8 Jan. 24 - Apr. 12, 2011 Module 5: Leadership & Teambuilding • How to communicate influentially in your May 9 - 13, 2011
Governance and Ethical Leadership Program Fee Skills in Action written and verbal presentations Program Fee
Module 9 $7,500 + applicable taxes • Steps to leading high-performance, • Critical thinking and problem-solving $3,595 + applicable taxes
Problem Solving Techniques/Strategic For Details and to Register high-functioning business teams techniques for any business challenge For Details and to Register
Management On-line: www.seec.schulich.yorku.ca and departments • Effective teambuilding behaviours and On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133 Module 6: Organizational Budgeting & group dynamics Fax: registration form on page 133
to 416-736-5689 Finance Skills • Using budgets to support your business to 416-736-5689
Mail: registration form on page 133 • Understanding and preparing business decisions Mail: registration form on page 133
to mailing address on the form budgets and business projections to mailing address on the form

64 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 65
Certificate in Coaching Skills 5 Days
Certificate in Management Skills 5 Days
For Managers & Directors For Supervisors

Fully develop your coaching & mentoring skills in our 5-day certificate program. A five-day certification program for new and experienced supervisors.
Coaching is the skill that exceptional managers use to motivate, inspire and engage staff to achieve performance The ability for supervisors and administrators to evolve into management roles is a natural career progression
levels that they might not have thought possible. Great coaches give each employee a sense that what they do in organizations today. Our Certificate in Management Skills provides 5 days of management training for
is meaningful and important. supervisors, office administrators and newly appointed managers. It will help participants learn to understand
The secrets to great coaching are a combination of attitude and caring. But there are many tools and techniques their own business style so they can better coach, motivate and lead their teams for increased business efficiency.
that complement the approach that will make a significant impact on confidence and performance. This
program illustrates how coaching techniques are being used effectively in a wide variety of daily business Content
activities. Learn the same proven techniques used by the most successful coaches to inspire motivate, counsel Day 1: The Key Roles of Day 5: Employee Conflict Additional Learning Materials
and create winners. Supervisors & Managers Resolution & Complete the Myers-Briggs Skills
The Role of the Supervisor Performance Evaluation Inventory for Supervisors and Managers
Content • Myers-Briggs Type Indicator Assessment Managing and Resolving Conflict
MODULE 1: Coaching Your Employees MODULE 4: Advanced Performance Special Pre-work Package and Interpretation • Developing staff with performance
For Higher Performance Strategies and Coaching PLEASE NOTE: a pre-work package will • Role definition: What does that mean? management, appraisals and feedback
• The characteristics of a great coach; • Ongoing goal setting and coaching be mailed to participants and must be Developing a “Management” Mindset
effective coaching styles performance goals completed two weeks prior to the seminar. • Managing a diverse work force What You Will Learn
• The coaching philosophy: Action learning, • Developing a customized learning plan Fundamentals of Business Planning • How to comprehend the scope and
respect for the employee’s needs, self- for high potential employees & Organizing nature of supervision and management
management, constant curiosity • Self-directed learning and its application Plus: Apply These Advanced • Moving from “Doing” to “Planning • Understand your varied roles as leader,
• Using a Balanced Scorecard to build to peer coaching Assessment Tools: and Supervising” team builder and communicator
enthusiasm, commitment and ownership MODULE 5: Introducing a Coaching • Using the Life Styles Inventory to
®
Day 2: Effective Leadership, • Develop teams through appropriate
• Structured coaching using the Program: Implementation & Planning evaluate your coaching style Teams and Motivation feedback and performance management
GROW model • Key success factors & ethical • Using the Campbell Interest and Skill The Supervisor as a Leader • Setting goals and objectives
• Curiosity coaching and impact of coaching issues Inventory to guide staff
®
• How to develop & motivate • Problem solving and decision making
level 2 listening • Giving everyone an “A” and have them towards their path to peak performance 21st century teams to increase overall organizational
MODULE 2: Career Coaching achieve it Day 3: Communication Skills effectiveness
• Coaching your direct reports vs. & Training/Developing Staff • Understand the importance of a
external staff What You Will Learn Communicating for Results motivational climate and how to motivate
• The coaching and mentoring process: • Coach people to achieve extraordinary • Recognizing the barriers to their teams
4 phases results in their lives, careers, businesses Program Dates good communication Program Dates
• Self evaluation of your coaching style or organizations May 31 - June 4, 2010 • Developing effective listening and July 26 - 30, 2010
and preferences • Create a working contract with each Nov. 1 - 5, 2010 questioning skills Nov. 22 - 26, 2010
MODULE 3: Building the Next Generation employee that will enable objectives to be May 30 - June 3, 2011 Day 4: Improving Delegation, July 18 - 22, 2011
of Leaders achieved Program Fee Problem-Solving & Program Fee
• Elements of successful • Discover, clarify, and align with what your $3,595 + applicable taxes Decision-Making Skills $3,595 + applicable taxes
mentoring programs clients want to achieve For Details and to Register Delegating Tasks & Problem Solving For Details and to Register
• Three styles of mentoring • Elicit client-generated solutions and On-line: www.seec.schulich.yorku.ca • How to be fair when assigning work On-line: www.seec.schulich.yorku.ca
• The secret of giving advice strategies Fax: registration form on page 133 • What types of decisions do frontline Fax: registration form on page 133
• Making the project team responsible • Maintain ethical relationships to 416-736-5689 management deal with? to 416-736-5689
for success • Use a variety of instruments to help define Mail: registration form on page 133 • Improving our problem-solving and Mail: registration form on page 133
issues of concern and opportunity to mailing address on the form decision making skills to mailing address on the form

66 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 67
Developing A Strategic Mindset 3 Days
Developing Emotional 3 Days
Intelligence (EQ) In Your Workplace

What every business manager needs to know to maximize their strategic contribution to the organization. Enhance your leadership and management effectiveness by engaging 15 key EQ skills and competencies.
Developing A Strategic Mindset is a popular seminar for department managers and business directors responsible Emotional Intelligence (EQ) is not just about managing emotions: EQ refers to a distinct combination of
for creating business plans and implementing and executing new strategic initiatives. emotional, personal and interpersonal skills that influence our overall capability to cope effectively with
the demands and pressures of work and life. IQ is still important but EQ is recognized as a key factor that
Our unique Strategic Mindset teaching methodology translates strategic analysis into a highly interactive differentiates outstanding performance that impacts the bottom line. This program provides insight into how to
workshop. Participants will employ a complete set of strategic planning tools and frameworks to enhance your increase your leadership capacity and overall performance by benchmarking, strategically engaging and setting
performance and manage challenging business projects, in order to achieve organizational goals. plans for intentionally developing your EQ.

Content Content
Module 1: Understanding Your Module 3: Enhancing Your • Incorporate leading-edge tools to The 5 Skill Stages to Develop Your Stage 4: Strategic Leadership: Applying • Create a customized plan for
Strategic Point of Origin: Individual Contribution: improve your strategic decision making Emotional Intelligence (EQ) and EQ to Workplace Challenges ongoing development
“Where am I today?” “How do I manage towards my • Develop a Personal Vision Statement and Emotional Competencies • Understanding how individuals react • Develop your leadership capabilities and
How to Conduct a Comprehensive future vision?” Action Plan to implement back at the office Stage 1: Understanding EQ in Yourself under stress overall performance levels by practicing
Situation Analysis Developing a Personal Vision Statement and Your Workplace • Supporting your change initiatives ways of engaging your EQ more
• Conducting an environmental scan • Determining your personal strengths Receive 21 PDUs • 15 key EQ capabilities of • Integrating the success of 15 key EQ effectively
• Identifying the value you create for your and weaknesses towards your PMI Continuing
® outstanding leaders skills and competencies into your existing
customers • Leading and managing strategic Certification Requirements. • Conducting a scientifically-proven EQ performance assessment framework Special Pre-work Package
Identifying Key Elements of initiatives self-assessment Stage 5: Moving Forward: Setting Clear PLEASE NOTE: a pre-work package will
Your Performance Module 4: Plotting Your Course • Identifying personal emotional triggers Action Plans For Ongoing be mailed to participants and must be
• Clarifying your value chain and core of Action: that affect performance EQ Engagement completed two weeks prior to the seminar.
competencies “How will I get there?” Stage 2: Self Awareness & Self • Embracing new ways of thinking and
• Determining your value proposition Begin to Map Your Future Management Competencies acting to enhance your leadership Receive 21 PDUs
Module 2: Mapping Your Future • Conducting a gap analysis • Understanding your personality • Identifying strategic areas towards your PMI® Continuing
Directions: • Transition mapping techniques to present preferences and the influences for development Certification Requirements.
“What am I trying to achieve?” your implementation plan they have on your staff • Developing a customized action plan
Developing Your Vision Map For • The specific application of EQ to success
Moving Forward What You Will Learn in your career – where to What You Will Learn
• Learning mapping techniques for non- • Develop your Strategic Mindset to focus your energy • Complete the 5 EQ stages towards Program Dates
linear thinking enhance your value contribution to Program Dates Stage 3: Putting the Power of assessment, strategic engagement and July 19 - 21, 2010
• Presenting your vision of your future your organization June 5 - 7, 2010 EQ into Coaching, Collaboration & targeted development of your own EQ to Nov. 1 - 3, 2010
Identifying Key Elements For • Think forward — identify critical success Dec. 8 - 10, 2010 Positive Influence more effectively address your Mar. 14 - 16, 2011
Personal Success factors for the future, both individual June 6 - 8, 2011 • Using coaching techniques to support EQ workplace challenges July 18 - 20, 2011
• Clarifying your vision and critical and organizational Program Fee development in others • Define the critical importance of EQ Program Fee
success factors • Learn to conduct an environmental $2,395 + applicable taxes • Addressing performance problems by to your leadership and $2,395 + applicable taxes
scan to uncover strengths, weaknesses, For Details and to Register engaging different leadership styles management success For Details and to Register
opportunities and threats On-line: www.seec.schulich.yorku.ca • Promoting collaboration and problem • Conduct a scientifically-proven EQ On-line: www.seec.schulich.yorku.ca
• Boost your productivity by uncovering Fax: registration form on page 133 solving among individuals and teams self-assessment Fax: registration form on page 133
hidden obstacles to performance to 416-736-5689 • Benchmark your unique strengths and to 416-736-5689
• Identify new ways to create value for Mail: registration form on page 133 growth areas against 15 key skills Mail: registration form on page 133
the organization to mailing address on the form and competencies to mailing address on the form

68 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 69
Employee Engagement & Strategic 2 Days
Facilitative Leadership 2 Days
Leadership: The Manager’s Course

Use advanced employee engagement leadership techniques that deliver to your bottom-line. A guide to managing yourself so you can lead and facilitate others in any business situation.
If you direct a growing workforce, it is imperative to develop the leadership skills that exceptional managers use Today’s Managers often find themselves awash in organizational change. They can no longer depend on authority
to motivate and engage staff to achieve performance levels that they might not have thought possible. and individual heroics to get the result. Now Managers must network, coach, partner and inspire individuals
to work toward intangibles such as learning, continuous improvement and excellence.
This program teaches managers, directors and vice presidents how to use leadership techniques that engage
employees to contribute more, adapt quickly to everyday change and stress, and maintain highly productive To be effective in the new organization, Managers need to become Facilitative Leaders – people who “make it
working relationships. A significant learning feature is the Employee Engagement Leadership Assessment easier” for others to communicate, accept responsibility and problem solve. This seminar is ideal for Managers
Survey that allows you to evaluate various current working relationships with staff and your own bosses, and who want to learn the communication styles and skills of the facilitative leader.
apply new productivity-building techniques immediately into your workplace.
Content
Content “Management” and “Leadership” Facilitative Leadership in Receive 14 PDUs
Your Organization: Measuring The • Communication strategies that engage • Establish drivers to improve operating • Four critical differences Challenge Situations towards your PMI® Continuing
Highest Costs & Drivers Impacting staff and impact performance performance in small and • Understanding your unique management • Four steps to “instant calm” Certification Requirements.
Departmental Performance • Three types of leadership talk, three large departments and leadership styles • Focused dialogue for dealing with
• Physical & emotional costs of stress and different impacts • Apply new Employee Engagement Facilitative Leadership and challenging situations
workplace change Integrating Appreciative Dialogue into techniques in your workplace Self-Management • Three phases in dealing with “challenges”
• Unnecessary disability & benefit costs Everyday Management Interaction • Working from the inside out: Emotional • Four steps to discuss difficult issues
• Emotional disengagement • Requesting changes in behaviours Intelligence (EI) • Developing workable agreements
Leadership Techniques To Engage • Management meetings • The key factor in EI: Self-management
Employees To Achieve Outstanding • Performance management Facilitative Communication and What You Will Learn
Productivity • Negotiating fair outcomes in conflict Motivation • The 3 fundamentals to facilitative
• The key variables connected to solutions • What is “facilitative” communication communication
Employee Engagement Strategic Engagement Practices & • Six fundamental acceptances • Easy–to–apply techniques to manage
• Achieving emotional wellness Self-Management Self-Managed Communication: Practice yourself so you can lead others effectively
and resilience • Creating resilient and emotionally For Facilitative Leadership • How to recognize and remove barriers to
The Employee Engagement & Emotional strong workplaces • Seeking to Understand your communication success
Wellness Diagnostic Tool • Personal applications – The quiet power of questions • How to listen with intention and speak
• Discussion of Scoring criteria – Listening to what they mean, not just with integrity Program Dates
• Leadership and Workplace Practices What You Will Learn Program Dates what they say • How to calm yourself and others in Aug. 24 - 25, 2010
scores • Understand Employee Engagement June 17 - 18, 2010 • Non-Verbals Matter conflict situations Nov. 25 - 26, 2010
Appreciative Leadership Behaviours: strategies and how to create a dedicated, Nov. 29 - 30, 2010 – Adult voice: The sound of the • How to organize and facilitate highly Mar. 24 - 25, 2011
Building a Resilient Business Team highly productive work environment Mar. 10 - 11, 2011 self-management effective team meetings July 7 - 8, 2011
• Appreciative inquiry as a problem-solving • Measure the costs and problems Program Fee – Emotional “positioning” for influence • Facilitating high IQ business teams Program Fee
mindset associated with disengaged employees $2,095 + applicable taxes • Seeking to be understood: straight talk • “Emotional positioning” for greater control $2,095 + applicable taxes
• Building your team’s emotional resilience • Use the processes of Appreciative For Details and to Register and acknowledgement and influence For Details and to Register
to tackle stressful work assignments Inquiry to establish highly productive and On-line: www.seec.schulich.yorku.ca Facilitative Leadership and Influence On-line: www.seec.schulich.yorku.ca
Communication & Motivation Techniques motivated teams Fax: registration form on page 133 • “Up-management” Fax: registration form on page 133
in High-Performance Workplaces • Use the Employee Engagement to 416-736-5689 • “Cross-management” to 416-736-5689
• How leadership talk affects day-to-day Leadership Assessment tool to evaluate Mail: registration form on page 133 • “Empowerment” Mail: registration form on page 133
employee behaviour your day-to-day management practices to mailing address on the form • “Improvement” to mailing address on the form

70 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 71
High-Impact Business Writing: 3 Days
Improving Presentation Effectiveness 2 Days
Preparing Reports, Proposals,
Emails and Letters
Master the techniques of effective business writing on all of your communications, and significantly reduce your What you must know to make all your presentations powerful, compelling and persuasive.
preparation time. Business people often say the presentation of any report or concept is as important as the content, in some cases
Business leaders must communicate effectively in all situations. Learn to add polish, influence and power to even more important. This workshop will closely examine the ingredients of a successful presentation and offer
everything you write. This practical workshop is a tremendous career investment for managers. It will raise practical insights on how to improve your personal skills. It is not theoretical. It is a hands-on
your business writing capabilities in the key areas of letters, e-mail correspondence, and most importantly, learning experience.
strategic business reports and new business proposals. It is designed to provide actual practice and rehearsal in using the new tools you will learn in group presentation
situations. The program will provide more than just skills. Participants will learn not only how to create presentations
Using self-evaluations, discussions, case studies, experimentation and technique practice, you’ll learn how to that get rave reviews, but also how to get their recommendations approved and vigorously supported.
organize your thoughts proficiently, creating strong reader buy-in to your communications. You will also receive
direct feedback to fine-tune your writing style, using techniques of professional writers. From RFP documents
to management reports and sales proposals, learn to write better materials, in a fraction of the time. Content
Setting Audience Expectations From Verbal Impact to Visual Impact • Create compelling and dynamic dialogue
Content • Why fear of presenting is not your • Tips and guidelines for on-screen with your audience
Module 1: Where are Your Skills Module 5: Short & Long Reports that • Use proven RFP Proposal frameworks to biggest challenge! effectiveness • Use the “Chunk Outline” approach
Now – Where Can We Take Them? Deliver Your Message beat your competition • Identify your personal challenges for • Success factors for PowerPoint • Get a discussion started and keep it
• How to organize your approach to • Report formats that build reader’s interests • Learn a 3-step method to convert reports the course • Storyboard: planning your visual delivery moving
every document • Introduction to time-saving templates into presentations • Two keys to success presenters never • Moving “Beyond Bullet Points” • Present powerfully to any audience,
• The psychology behind powerful Module 6: Writing Proposals that • How to improve your speed, confidence think about Presenting to Senior Managers including executives and senior
business writing Surpass the Competition and delivery Achieving Your Desired Outcome and Executives decision-makers
• Clustering and Brainstorming techniques • Learn RFP processes to get your • How to get the results you want from • Why traditional approaches don’t work
Module 2: Modern Writing Skills proposals read Tool & Writing Sample every presentation • What senior audiences want
for Executives • Formats for financial proposals, sales & Submission • Why every presentation needs an offer • How executives judge effectiveness Receive 14 PDUs
• Refocusing to your reader’s needs- marketing proposals • Participants benefit by a pre-class • How to cut preparation time • What you must include to be successful towards your PMI® Continuing
the first time! Module 7: Persuasive Writing writing assessment and questionnaire • Anyone can present without notes; how Certification Requirements.
• Three ‘Must Know’ techniques writers use & Editing Techniques • Based on samples from most recent to do it right What You Will Learn
Module 3: Design, Craft & Write • Improving your writing’s overall 12-month business communications Delivering Persuasive Presentations • How to present powerfully at each phase
• How to draft whole documents quickly readability; self-editing – with expert review and confidential • Stay on track, in complete control, no of a project
and easily • Document structures to best influence one-to-one feedback matter what • Manage nervousness and fear
• Managing text for clarity, impact your reader and reflect corporate image • Speak persuasively about anything • Cut down your preparation time for Program Dates
and persuasion Program Dates Voice and Mood meetings and presentations by 50% May 3 - 4, 2010
• Opening and closing lines that get results What You Will Learn Nov. 22 - 24, 2010 • Authority, “Intention” and Control • Deal brilliantly with unexpected Oct. 4 - 5, 2010
Module 4: Writing Styles that Appeal • Advanced writing techniques used by Apr. 11 - 13, 2011 • Riveting your audience’s attention challenges and questions May 2 - 3, 2011
to Different Audiences professional business writers Program Fee • Directing the Cycle of Action • Set goals for every presentation – and Program Fee
• Why the rules for letters don’t work • How to focus your writing to your $2,395 + applicable taxes Curiosity: The Secret Weapon of exceed them! $1,995 + applicable taxes
for emails reader’s preferred writing style For Details and to Register Persuasion • Stay on track, in complete control, no For Details and to Register
• How to write powerful introductions, • How to prepare business On-line: www.seec.schulich.yorku.ca • How to overcome resistance matter what On-line: www.seec.schulich.yorku.ca
executive summaries, point form correspondence quickly and Fax: registration form on page 133 • How to deal with challenging and Fax: registration form on page 133
presentations professionally to 416-736-5689 difficult questions to 416-736-5689
• How to write to inform and write Mail: registration form on page 133 • Satisfy audience needs and get Mail: registration form on page 133
to persuade to mailing address on the form positive response to mailing address on the form

72 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 73
Leadership in Challenging Times 3 Days
Leadership Through Teambuilding 3 Days

A vital management course in today’s changing economy. Learn how to effectively lead, coach & manage A roadmap for employee empowerment and improved team performance.
your best talent for strategic success. A “must” program for all Managers, this seminar has been designed to incorporate the most effective
For current managers, the Canadian employment and economic landscape has become increasingly leadership and teambuilding strategies for today’s changing environment. Through use of a special pre-
challenging. Leadership in Challenging Times will help you meet the changing dynamic in your workplace, work package and hands-on work sessions, you will be exposed to the latest thinking and team leadership
including developing your skills in the 5 key leadership areas: 1) Talent Identification and Management; techniques. Problem simulation and leadership analysis will also be alternatively employed. This is one of
2) Employee Coaching and Mentoring; 3) Succession Planning Techniques; 4) Creating a Learning Environment our highest-rated business programs.
and 5) Personal Leadership Development. These are the required skill-sets that will distinguish top-performing
managers in the decade ahead. Content
5 Keys to Successful Team-Based • How to handle peers and senior Special Pre-work Package
Content Strategy managers resistant to change Please Note: an LSI™ - leadership
Employee Leadership Challenges – Today Operationalizing a Succession Plan For • Use high-impact Coaching and Mentoring • Action Planning Team Leadership in Action: Fitting the assessment pre-work package will
& Tomorrow Your Department techniques • Managing Change Pieces Together be mailed to participants and must
• Shifting age and demographic challenges • Designing a Succession Plan that is both • Learn the leadership secrets of motivating • Precipitating Change • Focusing on your organization – “teams be completed two weeks prior to the
• Employee attitudes, behaviours and firm and flexible different generations–young and old • Attitude and Morale that work” exercise seminar. This 360° feedback instrument
expectations • Dealing with disappointment when a high • Identify future leaders with business • Flexibility and Adaptability • Focusing on your people – team dynamics must be completed by 5 respondents
• Shifting leadership skill requirements performer doesn’t get the coveted job savvy and high Emotional Intelligence The Importance of Motivation, Influence & Growing as a Management Team: Putting within your organization.
Understanding Your Workforce Make- Change Leadership & Learning Leadership Style it All Together
Up: Millennium Workers/Long-standing Environment Development Special Pre-work Package • Synergy – the collective strengths • Secrets to successful self-directed work Receive 21 PDUs
Employees • Helping people achieve their full potential PLEASE NOTE: a pre-work package will of a team teams towards your PMI® Continuing
• Expectations and behaviours of the and business goals be mailed to participants and must be • Chemistry – fusing the group • Developing a constructive team using the Certification Requirements.
Gen. X and Gen. Y worker • Creating customized Learning Plans completed two weeks prior to the seminar. • Motivation – capturing your team’s GSI™: Group Style Inventory
• What leadership styles work for different • Using the Campbell Interest and Skills collective energy • Analyzing your GSI results
staff? Selection for planning • Effectiveness – how the team concept • Teaching others to lead
Creating a Leadership Development Plan Getting Performance Coaching & impacts the bottom line
for the Future Evaluations Right Developing Your Leadership & What You Will Learn
• Hiring right the first time • The biggest mistakes to avoid in Communication Strengths • How to analyze and understand your
• Identifying high-potential candidates Performance Reviews • Understanding coaching styles current strengths and weaknesses as a
• Elements of a Customized Leadership • Coaching for high performance Program Dates • Managing “up” the organization leader
Development Plan • Creating successful mentoring July 28 - 30, 2010 • Creating communications connections • Develop the most appropriate “leadership Program Dates
How to Spot & Lock-In Your Future relationships Nov. 22 - 24, 2010 Leadership Skills Assessment style” during the team development cycle June 21 - 23, 2010
Leaders: Using EQ and Other Apr. 25 - 27, 2011 • Analyzing your LSI™ (Self and Other • Align your style with the “company Nov. 15 - 17, 2010
Assessment Tools What You Will Learn Program Fee Feedback) culture” Jul. 6 - 8, 2011
• The 3 critical elements to identify high • Understand the link between leadership, $2,395 + applicable taxes • Understanding constructive, passive and • Deal with different types of individuals: Program Fee
potentials: Performance, Readiness and performance and staff development For Details and to Register aggressive behaviours overachievers and underachievers, $2,395 + applicable taxes
Willingness • Know how to identify future leaders using On-line: www.seec.schulich.yorku.ca • Group debrief, workshop and personal mavericks, and conformists For Details and to Register
• Creating your own competency model a variety of Talent Management Fax: registration form on page 133 action planning • Motivate people during change On-line: www.seec.schulich.yorku.ca
• Emotional Intelligence (EQ) tools evaluation approaches to 416-736-5689 Conflict and Change Management • Develop crisis management strategies Fax: registration form on page 133
• Be able to create Customized Mail: registration form on page 133 • Problem solving and conflict resolution • Optimize team productivity, evaluate to 416-736-5689
Development Plans for their staff to mailing address on the form strategies performance and deliver bottom-line results Mail: registration form on page 133
to mailing address on the form

74 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 75
Leveraging Your Leadership 2 Days
Managing Change,Conflict 3 Days
& Employee Communications:
The Management Course
Learn how to leverage and get more out of your skills, knowledge, ability and experience. Whether you are a Division Manager, Director or Vice President, the new face of business has changed
Surveys of top executives have confirmed that “leadership skills” are the most important factor in a manager’s Staff are being reorganized, business strategies are changing and there is an increased sense of urgency to
career progress — rated above intelligence, knowledge or job skills. Leveraging Your Leadership is a new produce. To be effective in your leadership position, requires concrete business strategies for managing 3
program for executives who are serious about achieving peak performance in their role as leader, communicator key areas: Managing Business Change Initiatives; Managing Internal and External Conflicts; and Effective
and agent of change. Communication of New Business Strategies.

Your learning will begin as soon as you register. You will receive a pre-work package that will include exercises This program is ideal for businesses and public sector departments charting a strategic new course. It will
and to begin your journey to better leadership. The skills you will master will improve your performance on give you a clear understanding as to where Change and Conflict start. It will provide concrete techniques to
the job the next day. diminish your staff’s fear of the Change and reduce the Conflict through specific Communication techniques.

Content
Introduction & Overview of Leadership – Providing • Learn how to become a change agent Content
• Increasing your understanding of leadership – Mentoring who encourages innovation Day 1–Change Leadership • Change as a communication filter
• What organizations now demand – Reinforcing • Arm yourself with new ways to think on • Sources of change – 4 P’s of communication styles
of leaders – Stimulating Thinking your feet • Change self-Assessment • 3 steps of negotiation techniques
The V.I.P. Leader – Influencing • Successful change leadership approaches • 9 influencing strategies
• V.I.P. Leadership defined – Referring Special Pre-work Package • Case Study over 3 days • Delegation audit
– Value-creator – Creating a Setting PLEASE NOTE: a pre-work package will • Understand and Improve your
– Independent-thinker Creating a Culture of Achievement be mailed to participants and must be management of change What You Will Learn
– People-developer • Linking Leader styles and culture completed two weeks prior to the seminar. • How to manage expectations and help • Examine how CHANGE is a constant
• What leaders do in good times and • Personal Mastery: managing crises; others to work through change driver. How receptive are you to change?
tough times leading change; reducing stress How do you deal with change? How can
Critical Thinking & Reflection Day 2–Conflict Management you better manage yourself and your
• Cognitive psychology vs. personality theory What You Will Learn • Five sources of conflict that rob your employees through change?
• Critical thinking styles of the effective leader • Measure up against the ten most business and erode employee • CONFLICT is a difference that requires
Your Leadership Impact Assessment important leadership strategies with performance. resolution, whether real or perceived.
• Effectiveness – personal and personal recommendations on how you • Conflict Self-Assessment How do you deal with conflict? Are you
organizational can improve in each area Program Dates • Conflict Resolution fundamentals receptive to conflict? Do you generate
• Impact on Others – ideal vs. actual • Undergo a comprehensive 360º July 26 - 27, 2010 • Conflict Leadership approaches for today conflict? What conflict management
• Your comprehensive 360º report Leadership Impact Assessment Nov. 15 - 16, 2010 • Five Steps to Managing Conflict techniques work best? Program Dates
and feedback • Use new tools to speed up decision Mar. 17 - 18, 2011 • Conflict Management Techniques • COMMUNICATION is the glue that Sept. 8 - 10, 2010
Personal Action Planning making and problem solving July 14 - 15, 2011 – Self Management–How I handle conflict. controls how we deal with change and Feb. 7 - 9, 2011
• Building a professional development plan • Identify your leadership strengths and Program Fee – Employee Management–How I can help conflict. Become a master communicator Program Fee
for improved leadership development opportunities $2,095 + applicable taxes others work through conflict during conflict and change. $2,395 + applicable taxes
Making Improvements in Your Leadership • Create an action plan to improve your For Details and to Register • Improve your communication style and For Details and to Register
• Ten leveraging strategies and their performance back on the job On-line: www.seec.schulich.yorku.ca Day 3 Communicate Strategies approach to change & conflict On-line: www.seec.schulich.yorku.ca
dual concepts • Become aware of the interplay between Fax: registration form on page 133 • How highly effective leaders communicate • Become a more sophisticated manager Fax: registration form on page 133
– Envisioning organization culture and your to 416-736-5689 – Video on meetings and change facilitator when faced with to 416-736-5689
– Monitoring leadership styles Mail: registration form on page 133 – 4 listening styles and how to manage them highly challenging business issues Mail: registration form on page 133
– Role Modeling to mailing address on the form – Listening self-Assessment to mailing address on the form

76 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 77
Management 1: 5 Days
The New Managers Course

The most comprehensive management training curriculum available. Over 1,500 participants. Management 1: Featuring Five key topic modules for outstanding management.
With organizations much “leaner” than ever before, a major pressure is now placed on the Manager to be “Management 1” blends traditional leadership training with the functional imperatives of the new century.
cross-trained in functional areas beyond their own area of specialization. The new breed of Manager must have the The ability to create and deploy formal business plans, the ability to understand marketing strategy, and equally
flexibility to interact in virtually all facets of “the business”. Our “Management 1” course delivers these skills. important, the confidence to carry-out the financial management responsibilities associated with being a unit
manager. This program is recommended to managers with management experience of less than five years.
Content
Day 1: Leadership & Interpersonal Market Segmentation & Targeting An Introduction to Financial Statement Analysis Leading Groups Within the Organization BONUS Personal
Dynamics • Market segmentation and its impact on • Working Capital Ratio • Deciding on the appropriate leadership style Action Planning Session:
Leadership in a Changing Environment strategy • Inventory Turnover • Methods used to manage groups Personalized 360˚ feedback along the 14
• Understanding “management” Product & Service Positioning • Accounts Receivable Turnover Management Effectiveness Profile System
vs. “leadership” • What is ‘positioning’? • Cash Conversion Cycle What You Will Learn (MEPS) dimensions.
• Interpretation of Coaching Style Self Survey • How is positioning related to the firm’s Budgeting Procedures • How to foster teamwork and empower
Understanding the Concept of strategies? • Sales Budget your staff Special Pre-work Package
Employee Competency Managing Products and Services • Selling & Administration Budget • How to write and deploy Business Plans PLEASE NOTE: a pre-work package will
• Understanding the competency level of • Product/service line and product • Production Budget • The marketing management process, be mailed to participants and must be
your organization mix decisions • Cash Receipts & Disbursements Budget from segmentation to positioning to new completed two weeks prior to the seminar.
• How to empower the “competent Cost Control Techniques product development
subordinate” DAY 3: Strategic & Business • Applying activity-based costing to your • The formal strategic management Receive 35 PDUs
• How to improve the “regressing employee” Planning company process towards your PMI® Continuing
• How to motivate and inspire Strategic Planning Process • Discover cost control and budgeting Certification Requirements.
Understanding Power and Influence • The 8 strategy framework DAY 5: Performance Evaluation: techniques for your department
• Leading the marginal situation • A general framework for Staff & Self Management • Employee performance evaluation
• Using your power effectively strategic management Techniques techniques
and appropriately Making Strategic Decisions The Context and Myths of • How to understand the rules of
Personal Action Planning: Interpreting • The characteristics of a strategic issue Performance Evaluation follower competency
Feedback from Significant Others • Converting external factors to strategy • The Manager’s role • The best ways to handle crisis situations
• The 14 MEPS skills Business and Functional Planning performance management and negative workplace influences
• Dealing with information from others • Business planning differences How To Conduct Performance Evaluations • How to evaluate your internal and Program Dates
• Asset/liability development information • The role of expectations • Preparing for the interview: frequency; external business environment July 12 - 16, 2010
• Building on confirmed strengths • Expectations impact analysis scheduling; documentation; employee’s Nov. 8 - 12, 2010
• “Under” and “over” leadership • Business plan strategic issues input; location; time allotment Mar. 14 - 18, 2011
• Action planning workshop • Balancing change with the ongoing • Conducting the interview: setting context; July 11 - 15, 2011
• Mapping the implementation plan specific recognition of accomplishments; Program Fee
Day 2: The Marketing Management improvement recommendations and action $3,595 + applicable taxes
Process DAY 4: The Financial Management plan; follow-up plan; documentation For Details and to Register
Marketing’s Role in the Organization Process The Performance Improvement Interview On-line: www.seec.schulich.yorku.ca
• How does the marketing function relate to A Review of the Key Financial Statements • Setting precise objectives Fax: registration form on page 133
other departments? • Balance Sheet • Dealing with a confrontational employee to 416-736-5689
• The structure of a Marketing Plan • Income Statement • Separating problems of skill and behavior Mail: registration form on page 133
• Statement of Changes in Financial Position • Documentation and timing the follow-up to mailing address on the form

78 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 79
Management 2: 5 Days
The Advanced Managers Course

Advanced management and leadership skills for experienced professionals and senior managers.
Management 2 is an intensive 5-day curriculum developed specifically for executives who have experienced the
pains and gains of directing organizational departments. The program addresses the most contemporary issues
confronting organizations and the leaders who run them.

Executives who have participated in the program in the past have consistently rated it as one of the most
practical and important management learning experiences of their career.

Participants will focus on the Who Should Attend Self-Management Models For Improving • Using your power to influence events and Interactive Workshop Format Receive 35 PDUs
following management themes: The Management 2 curriculum is Your Communications behaviours Participants will also focus on personal towards your PMI® Continuing
1. Personal Management Stylings recommended to those managers with a • The value of participation and its effect on • The 8 most important sources of power wellness, including stress management Certification Requirements.
• Adapting your style to fit with minimum of 5 years of direct employee quality, commitment, individual Applying the Concepts to the techniques and an action plan for
organizational/group culture management experience including: satisfaction and anxiety levels Back-at-Work Environment personal and professional change. The
2. Advanced Leadership Techniques • Business Directors Controlling Negative Workplace Attitude • How to make the situational leadership 5-day curriculum is broken into learning
• Proven principles to lead your department • Vice-Presidents • How attitude impacts performance model work for you components that address the cornerstones
more effectively • Division Managers • Using Life Style Inventory™ (L.S.I.) – of highly effective management practices in
3. Change Management Processes • General Managers/Business Managers developing a personal action plan What You Will Learn organizations today.
and Principles • Human Resources Managers Group Management & Team Development • Learn the most advanced research
• How to lead organizational change • Training and Industrial Relations Strategies on leadership and group dynamics BONUS Personal Leadership Style
initiatives Specialists • Using the best leadership style to get • Build stronger relations with each Feedback:
4. Employee Communication and • Project Managers, Team Leaders and your team up and going quickly member of your department Participants will recieve their personalized
Development Strategies Supervisors • Developing your own strategy to maintain • Better control group meetings and leadership diagnostic assessment LSI (Life
• Maximizing staff productivity • Corporate Development Managers group harmony team-based projects Styles Inventory) with 360º feedback and
• New strategies to develop employees • Public Sector Directors & Managers • Managing different group types and •Determine your preferred Management Response Report.
5. Team Building Strategies • National, Regional & International Managers group styles management style
• How to form highly efficient and driven Coaching, Mentoring & Facilitation Skills • Identify and reduce stressors that Special Pre-work Package
project teams Content to Improve Staff Performance impede personal and staff performance PLEASE NOTE: a pre-work package will
6. Coaching, Mentoring and Group Effective Leadership Strategies in • Raising the performance bar with higher • Study Coaching and Mentoring be mailed to participants and must be
Facilitation Techniques Operations expectations approaches that build rapport completed two weeks prior to the seminar.
• The new leadership tools to increase • Interpretation of Coaching Style Self Survey • Using measurement to build enthusiasm and productivity Program Dates
confidence, pride and performance • Your “Preferred Style” and accountability • Adapt your leadership and Oct. 18 - 22, 2010
• Involve the team in performance Leadership of Groups Within Your • Principles and practices of the communications styles to fit any May 9 - 13, 2011
improving strategies using a simplified Department or Organization Balanced Scorecard organizational context Program Fee
Balanced Scorecard • Choosing appropriate leadership styles • Setting goals with your people; tracking • Establish an action plan for $3,595 + applicable taxes
• How to encourage participation progress; providing support personal development For Details and to Register
• Methods used to manage groups • Dealing with poor performance assertively On-line: www.seec.schulich.yorku.ca
Leading Organizational Change Projects Fax: registration form on page 133
• Getting employees to take ownership for to 416-736-5689
problems Mail: registration form on page 133
to mailing address on the form

80 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 81
Management 3: 5 Days
The Leaders Program

Created exclusively for senior managers with ten or more years of leadership experience. • Ensuring the direction of your • Evaluate operational performance Receive 35 PDUs
Management 3 is new 5-Day program developed for senior managers, VP’s and executives who lead a growing organization is on track • Study advanced Corporate Governance towards your PMI® Continuing
number of business portfolios and employee groups. The program focuses on the economic, leadership and • Weighing risks and rewards principles Certification Requirements.
management imperatives required to excel in a senior corporate or public sector position today. Financial Analysis and Control • Improve your senior leadership
• Using financial analysis to assess viability, competencies
Participants Will Focus on the data to support your management Content stability and profitability of a business,
Following Senior Management decision process Coaching, Mentoring and Succession department or project BONUS Coaching Sessions:
Leadership Competencies and 7. Corporate Social Responsibility: Planning • Profitability, Solvency, Liquidity and To support your learning back at your work
Business Themes: • The relationship of business enterprise • How coaching and mentoring is linked Stability indicators place, once each month for 3 months
1. Coaching, Mentoring and Succession to its stakeholders is examined including with organizational change • Preparing management recommendation after completion of the program, you will
Planning: discussions on some of the most • Identify “high-potential” candidates within reports be able to schedule convenient 15 minute
• Understand the role of succession problematic issues facing managers your organization Corporate Social Responsibility individualized facilitator coaching and
planning in your business, and how today • Mentoring staff to accept and respond to • Establishing workplaces that meet problem solving sessions.
to coach and mentor high-potential 8. Operational Leadership: High change social/ environmental goals
employees to lead your business Performance Strategies: Creating Sustainability • Models of social responsibility Special Pre-work Package
2. Sustainability–Environmental Business • High-performance workplaces are • New technologies, new markets and (historical aspects, definition, international PLEASE NOTE: a pre-work package will
Strategies: created by senior managers who set leadership for sustainability recognition, guidelines and regulations) be mailed to participants and must be
• Senior Executives must ensure business challenging targets and work effectively • Achieving a convergence between Operational Leadership completed two weeks prior to the seminar.
sustainability in their strategic plans. with their staff to achieve them. Explore profitability and sustainability • Creating work environments
Study the shift in attitude of customers models for operational leadership • Examine strategic opportunities characterized by innovation, customer
and organizations towards profitable success for growth, competitiveness, profit, focus and continuous improvement
practice of business sustainability shareholder value, risk reduction, • Developing a strategy for performance
3. Ethical Leadership: Strategies and Who Should Attend right-to-operate and innovation enhancement; implementing a plan to
Practices: Management 3 is recommended to Ethical Leadership Strategy improve performance; leading a high-
• Understand the current “ethics crisis” candidates with at least 10-15 years of • Four components of ethical leadership: performance team
in business and how to adopt “ethical leadership experience, including: Purpose, knowledge, authority and trust
leadership” frameworks • Corporate Directors and Officers • How leaders perceive and conceptualize What You Will Learn
4. Corporate Governance: • Divisional Vice Presidents the world around them • Learn how to balance a senior portfolio of
• Senior managers interface with boards • National, Regional and International • Inquiry, judgment and action management responsibilities
on governance issues, or actively sit on Business Unit Managers Effective Corporate Governance Practices • Understand strategic imperatives Program Dates
boards. Learn what defines good • General Managers and Branch Managers • Corporate governance as a multi-faceted in areas of ethical leadership and social Nov. 8 - 12, 2010
Corporate Governance (CG) practices • Executive Directors of Associations function responsibility June 13 - 17, 2011
and put these practices into action and NGO’s • Accountability and fiduciary duties • Conduct and prepare financial analysis Program Fee
5. The Global Economy: • Experienced Public Administrators • Implementation of policies and reports $4,950 + applicable taxes
• Evaluate your organizations strategy in Federal, Provincial and Municipal mechanisms that protect shareholders, • Develop a global business and market For Details and to Register
for international growth and your role in Government management and board of directors focus On-line: www.seec.schulich.yorku.ca
developing new alliances • Senior Managers of Crown Corporations The Global Economy • Master Coaching and Mentoring Skills Fax: registration form on page 133
6. Financial Analysis and Control: • Business Development Specialists • Developing partnerships and alliances • Develop Succession Plans for key to 416-736-5689
• Understand the proper usage of financial • Management Consultants throughout the world staff members Mail: registration form on page 133
to mailing address on the form

82 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 83
NE W p r o g r a m

Managing In A Unionized 2 Days


Negotiating For Success In Business 2 Days
Work Environment

A skills intensive management workshop covering union-related laws and proven ways to achieve workplace Proven techniques to communicate, persuade and use power effectively during negotiations.
harmony and improved staff performance. Managing or supervising unionized employees has become We all negotiate countless times a day to resolve conflicts, problems or differences of opinion. But few of
increasingly complex. Changes to collective agreements and labour laws makes it very challenging to maintain us have taken the time to think about what we are doing when we negotiate and how we could improve.
a cohesive and motivated workforce. Learn how to analyze your own negotiating style, develop a practical understanding of effective negotiating
behaviours, and improve your ability to plan and conduct successful day-to-day negotiations.
Our new program takes the guesswork out of managing unionized employee groups. The skill-laden course
will be team-taught by a top labour relations expert plus a world-class leadership instructor. You will gain both Content
the legal knowledge and leadership approaches to improve workplace relations. Planning For Win/Win Negotiations Fundamental Building Blocks of Receive 14 PDUs
• Recognizing and creating opportunities for Effective Negotiating towards your PMI® Continuing
Content mutual gain • Communicating clearly Certification Requirements.
The Daily Challenges of Managing a • Achieving breakthrough performance Receive 14 PDUs • Interdependence, competition and • Persuading effectively
Unionized Staff using goals and standards towards your PMI® Continuing cooperation • Exercising power appropriately
• Relationship building with staff and the • Discipline without punishment Certification Requirements. How Negotiations Are Structured Cultural Aspects of Negotiation:
union steward • Strategies to turn around poor attitudes • One issue, a few issues, or a large number Personalities, Styles and Relationships
The Labour Relations Act–Knowing the Motivating & Coaching Your Staff of issues • Differences in negotiating in six cultures
Law • Your leadership profile and its impact • Disputes between your team and others • Culturally-responsive strategies
• Do’s and don’ts of employee on morale within your organization for negotiations
communications • Balancing humanistic and goal-oriented • Disputes between your team and another
• Differences between public sector and behavior organization What You Will Learn
private sector organizations • Knowing when to tell and when to ask Negotiating Processes • Key competencies of top negotiators
Understanding The Collective Agreement for solutions • Power-based bargaining “hardball” • How to lay the groundwork for productive
• Articles of importance – hours of work, • Creative problem-solving “softball” on negotiations
scheduling, union access What You Will Learn problems of mutual concern • How to utilize your strengths and
• Collective bargaining procedures • Master the leadership skills to manage Timing in Negotiations weaknesses during negotiations
• The grievance procedure unionized staff • Setting negotiations goals • Communicate, persuade, and use power
• Disciplinary process and penalties • Clearly interpret collective agreements, • Selecting negotiating strategies and tactics effectively during negotiations
The Human Rights Code human rights issues and grievance • Initial stage, mid-stage and end game • Analyze the other negotiator(s) including
• Harassment and Discrimination procedures strategies their strengths and weaknesses Program Dates
• Duty to accommodate • Manage disciplinary processes and deal Program Dates Alternatives to Direct Face-to-Face • Select negotiating strategies and tactics May 17 - 18, 2010
Managing Disciplinary Issues and Process effectively with poor performers Sept. 27 - 28, 2010 Negotiating specific to the situation Aug. 23 - 24, 2010
• Ensuring problems are dealt with • Set proper performance expectations and Jan. 24 - 25, 2011 • Asking a third party for assistance • Recognize when third party assistance Dec. 6 - 7, 2010
• What to say in a disciplinary document feedback channels May 16 - 17, 2011 in negotiating would be helpful May 15 - 16, 2011
• Conducting the interview • Create a union-management teamwork Program Fee • Designing formal dispute resolution • Overcoming roadblocks to effective Program Fee
Effective Leadership: Setting Expectations environment that reduces conflicts and $1,995 + applicable taxes systems in organizations negotiation $1,995 + applicable taxes
and Improvement Goals grievances For Details and to Register • Other alternatives • Develop alternatives to a negotiated For Details and to Register
• Motivating performance: the “two bucket” • Techniques to motivate every individual in On-line: www.seec.schulich.yorku.ca Third Party Assistance in Negotiating settlement On-line: www.seec.schulich.yorku.ca
approach your department Fax: registration form on page 133 • The role of mediators in the Fax: registration form on page 133
• The impact of your expectations • Techniques to enhance your leadership style to 416-736-5689 corporate world to 416-736-5689
on performance Mail: registration form on page 133 • Mediator strategies and tactics Mail: registration form on page 133
to mailing address on the form for managers to mailing address on the form

84 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 85
Performance Indicators 2 Days
Strategic Management 3 Days
in Government:
Measurement & Management
Learn everything about Performance Indicators for your public sector programs using the Common Sense Leveraging individual strategic thinking to produce superior organizational performance.
ApproachTM. How to do it – How to use it. Strategic management is consistently identified as the single most important concern of managers and
Public sector leaders must constantly strive to improve performance and produce results for Canadians. Our executives. This 3-day program uses workshops and strategy cases to allow a “hands-on” experience with the
performance measurement program will help you gain total control over your everyday program decisions and development of the key components of the strategic management system: the Situation Analysis, the Strategic
departmental planning and review processes. During the program, you will study a 3-step logic model that has Plan and the Business Plan.
been custom designed for government departments and agencies. You will return to your office with a complete
set of tools to apply performance measurement to the following areas of your management responsibilities: Over 2500 executives have benefited from this step-by-step planning approach, and the program materials
provide attendees with the immediate means to apply proven templates and techniques to planning issues
• Public sector strategic and business planning • Employee performance appraisals back at the office.
• Budget development decisions • Program performance monitoring
• Ongoing project & program evaluation • Responding to accountability requirements Day 1 Goal: Draft the Situation Case Study Exercises
Analysis • Expectations analysis; Cross-impact
Content Data Gathering analysis; Strategy testing
Introduction to Results Measurement and • Step 2: Identifying the key results to be • How to instill a performance culture in • The situation analysis process
Management in Government achieved for each program your department • Stakeholder identification What You Will Learn
• Using a customer-focused, “business” • Step 3: Choosing appropriate • How to use the results indicators to make • Identifying the appetite for change • How to develop a Strategic Plan,
approach performance indicators strategic business decisions • Customer and competitor analysis Business Plan, Functional Plan and
• Understanding mission or purpose Transitioning from Simple • Lessons from well-earned public sector • Industry and trend analysis situation analysis
statements Performance Measurement to success stories • Business strategy analysis • How to use strategic thinking
• Identifying different kinds of results Performance Management • Hands-on exercises to help you set Case Study Exercises • How to separate strategic issues from
• Defining indicators to monitor •Using performance results information program missions • Identifying critical external factors non-strategic issues
achievement of results for strategic planning, operational that impact strategy • How to combine personal expertise and
• Data collection planning, budget development, personnel Day 2 Goal: Draft the Strategic strategic thinking abilities with the
Managing With a Balanced Score Card appraisal, funding approval, program Plan planning process
Approach evaluation, decision making and program Issue Identification • How to balance external opportunities
• Using the “Common Sense Approach” to performance improvement • The strategic planning process and threats
achieve balanced measurement Hands-on Practice • Converting external factors to • How to distinguish strategic from
Applying Performance Indicators to Key • Applying the lessons learned through use Program Dates strategic issues business planning Program Dates
Public Sector Activities of case studies July 12 - 13, 2010 • Identifying and testing assumptions • How to clearly define a personal role in May 17 - 19, 2010
• Strategic business planning and ongoing Nov. 1 - 2, 2010 • Defining the content of the Strategic Plan strategy implementation Sept. 27 - 29, 2010
project evaluation What You Will Learn Mar. 7 - 8, 2011 • Communicating the Strategic Plan • How to test strategy to ensure Jan. 24 - 26, 2011
• Operational, administrative and • How performance measurement works to July 11 - 12, 2011 Case Study Exercises successful outcomes May 16 - 18, 2011
budgeting decisions improve your decision making Program Fee • Issue drafting and issue resolution • How to obtain strategy buy-in Program Fee
• Staff performance appraisal • How performance measurement should $1,995 + applicable taxes Day 3 Goal: Draft the Business $2,395 + applicable taxes
• Program funding decisions be a behavior, not a stand-alone activity For Details and to Register Plan For Details and to Register
The 3-Step Performance Measurement • A 3-step performance measurement On-line: www.seec.schulich.yorku.ca Strategic Selection On-line: www.seec.schulich.yorku.ca
Model model – custom designed for public Fax: registration form on page 133 • The business planning process Fax: registration form on page 133
• Step 1: Describing program goals within a sector leaders to 416-736-5689 • Communicating strategy to stakeholders to 416-736-5689
brief mission statement • How to select appropriate performance Mail: registration form on page 133 • Linking to the strategic plan Mail: registration form on page 133
indicators and supporting data to mailing address on the form • Implementing strategy to mailing address on the form

86 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 87
Strategic Planning Using 2 Days
Successfully Managing People 2 Days
The Balanced Scorecard

A planning workshop to enable managers to improve performance dramatically by introducing a powerful What highly effective managers do and how they do it!
system to set and track strategic goals. As our responsibilities as managers constantly become more complex and demand involving more people,
Managers have traditionally planned and measured their success in terms of historical financial measures. it is essential that we explore alternate methods to motivate our staff.
Market leaders think differently. In a world where strategic change is unpredictable and swift, we need to think
about leading indicators that will secure our future, rather than rely on historical data only. This program allows current managers to develop new management styles which will accommodate our
changing environment, including: improving interpersonal and managerial skills; the decision-making process;
The Balanced Scorecard is a measure of your strategic success. It can simultaneously track your performance in effective leadership through dynamic coaching styles; understanding the 14 management competencies for
four key areas: service to customers, the effectiveness of internal processes, the ability to innovate and develop improved management effectiveness. An ideal program for any manager – over 2500 business leaders have
people to be physically effective. As such it’s implementation is becoming a weapon of significant strategic value. participated.

Content Content
Integrating the Balanced Scorecard in • Measuring the effectiveness of • Practice the Balanced Scorecard system The Leader/Manager in the Developing Your Personal Management Skills Special Pre-work Package
Your Strategic Planning internal processes by participating in a simulation Team Environment • Analyzing your Management Please Note: a Management Effectiveness
• Creating a strategy-focused organization • Establishing appropriate measures that • Create a strategic vision and mission • Working styles of the future Effectiveness Profile Survey (MEPS) Profile Survey (MEPS) will be mailed to
• The consequence of not setting and are easy to collect, reliable, accurate and statement for your organization • Understanding the phases of • The 14 management competencies participants and must be completed two
measuring business goals tamper proof • Identify indicators that measure the organizational growth • Personal Action Planning weeks prior to the seminar
• Meeting the strategic needs and • Simplifying management information benefits to the customers, staff • Developing a transformation mindset People, Not Numbers Produce This 360° feedback instrument must be
expectations of customers systems to a single clear report and shareholders • Creating personal and professional • Understanding Self-Style completed by 5 respondents within your
• Key features of your balanced scorecard • Setting SMART goals for each indicator • Involve staff in setting a new course that change strategies and goal setting • Applying the appropriate style to organization.
• Examples from your organization Using Scorecard Results for Planning will produce dramatically improved results • Decision-making roles your organization
Six Steps to Creating a Balanced Improvements Integrating Management Theory & • Leadership video case study Receive 14 PDUs
Scorecard • Using the balanced scorecard as a Hands-on Learning Process Employee Competence • Employee growth action plans towards your PMI® Continuing
• The step-by-step process in action communication and motivational tool; Participants will develop or refine a • What motivates people today for the • Workshop – creating a personal change Certification Requirements.
• Customizing features to your strategic Delegating responsibility for change and Balanced Scorecard for their own long term action plan
planning needs improvement organization or department. The workshop • Understanding individual competency
• Ensuring ‘workable’ performance • How to conduct a monthly review and also features simulations and practical levels
measures are established planning meetings examples from a variety of organizations. • Self feedback analysis – understanding What You Will Learn
• Building a strategy map • Using the balanced scorecard to trigger your coaching strengths and improvement • How to determine your leadership style Program Dates
Implementation Strategies and problem-solving initiatives areas • Techniques to improve the quality of your June 14 - 15, 2010
Steps Program Dates Developing Your Leadership and managerial decisions Oct. 7 - 8, 2010
Part 1: Creating Strategic Alignment What You Will Learn Oct. 18 - 19, 2010 Coaching Strengths • Discover hidden problems in Feb. 10 - 11. 2011
• The concept of alignment: Scorecard, • Understand the value of the Apr. 11- 12, 2011 • Understanding coaching styles management teams June 16 - 17, 2011
Vision and Mission Balanced Scorecard Program Fee • Individual coaching styles • Surface conflicts and exploring methods Program Fee
Part 2: Management and Team Goal • Immediately use the process as part of $1,995 + applicable taxes • Managing “up” the organization of managing it $1,995 + applicable taxes
Setting your Strategic Planning For Details and to Register • Creating communications connections • Identify your own self-limiting For Details and to Register
• Working with your executive team • Engage staff to take ownership for a new On-line: www.seec.schulich.yorku.ca The Leader/Manager as a Source of assumptions and how to correct them On-line: www.seec.schulich.yorku.ca
to identify critical success factors strategic direction Fax: registration form on page 133 Positive Influence • Lead meetings into more effective Fax: registration form on page 133
and drivers • Practice and become competent to use a to 416-736-5689 • Influence potential analysis decisions and actions to 416-736-5689
• Identifying the needs of the customer, scorecard which can be implemented Mail: registration form on page 133 • Using power positively • Use power appropriately to reduce Mail: registration form on page 133
staff, stakeholder with relative ease to mailing address on the form • The new way of delegating negative reations to mailing address on the form

88 executive education and management seminars | Management and Leadership executive education and management seminars | Management and Leadership 89
Winning Collaboration 2 Days
Building a Successful Business Case 3 Days

How to systematically improve cooperation, working relationships and results in any organizational setting. Learn the steps to effective business case development and supporting your strategic business decisions with sound
Ideal for supervisors, project leaders and division managers. financial back-up.
When employees collaborate effectively with a common goal, the results can be astounding. However, if the In today’s business climate, important decisions require a rock-solid business case. Everyone talks about building
principles of collaboration were obvious, then we would all be working in ideal organizations. In reality, conflict ‘the business case’, but surprisingly few managers have been formally trained to prepare compelling business
emerges in virtually every facet of business negotiations. cases with strong supporting budgets and methodology.

This program is designed for executives, managers, supervisors, production managers, project leaders – anyone This skills intensive program teaches experienced managers, directors and corporate officers how to design,
involved in collaborative efforts. You will learn advanced collaborative techniques allowing you to achieve package and present business cases for maximum impact and financial viability. This is essential learning for
cohesiveness in all organizational matters you manage. managers, directors and VPs who control business strategies and budgets.

Content Content
Skills For Communicating Effectively and • Class workshop: Designing Your Special Pre-work Package Key Steps in Business Case Budget Developing Your Case Process & • Preparing budgets to support your
Collaborating Communication Plan PLEASE NOTE: a pre-work package will Planning & Preparation Framework business case
• 2 key processes for effective Action Planning: Back on the Job be mailed to participants and must be • Types of Budgets • Key elements of any successful Business • Using Variance Reports,
communication • Class workshop: Developing Your Action completed two weeks prior to the seminar. • Budgeting for revenue, cost and Case framework Cash-flow analysis and other financial
• The key to establishing rapport Plan expense categories • Identifying crucial objectives and decision modeling
• The power of non-verbal channels Receive 14 PDUs • How to interpret Budgets–gaining a criteria • Packaging and presenting
• 6 different styles for handling conflict What You Will Learn towards your PMI Continuing
® working knowledge • Showing strategic alignment to business high-impact business cases
Defining Conflicts Requiring • The foundations of collaboration and Certification Requirements. • Conducting Cash-Flow Analysis goals
Collaborative Solutions collaborative management Budgeting for Business Cases • Planning for risk using ‘what if scenarios’ Receive 21 PDUs
• The 7-step Collaboration Model • How to successfully criticize and avoid • What financial models are required to • Establishing project accountabilities towards your PMI® Continuing
• How to define a conflict precisely emotional confrontation support strategic business decisions Building Your Business Case & Presenting Certification Requirements.
• Class workshop: Defining Your Conflict • Identify and eradicate barriers to effective • Using Sensitivity Analysis for different Your Recommendations
Identifying Motivations communications in your workplace projected scenarios • How to package and present your case
• The 4 types of motivations that can inhibit • How to maximize individual and team • How to use Budgets, variance reports for maximum impact
the collaborative process focus for improved productivity and cash-flow projections • Anticipating and responding to challenges
• Getting at erroneous vs. valid motivations • Strengthen your leadership, negotiation • What reports work best when building • Presenting your key financial and
• Class workshop: Defining Your and conflict management skills Program Dates Business Cases strategic reports
Motivations • Finding the optimum solution to problems July 28 - 29, 2010 Using Business Case Methodology in • Establishing a Business Case
Finding “Win-Win” Solutions • Working with internal and external teams Nov 4 - 5, 2010 Practical Terms implementation timeline and blueprint Program Dates
• Generating possible solutions to solve problems Mar. 21 - 22, 2011 • The premise behind Business Case Sept. 22 - 24, 2010
• Class workshop: Finding “Win-Win” July 18 - 19, 2011 preparation What You Will Learn Apr. 13 - 15, 2011
Solutions to Your Conflict Program Fee • Real-world applications for case analysis • What is a Business Case? Program Fee
Selecting the Best Solution $1,995 + applicable taxes • Using The Business Case approach • Essential building blocks every case $2,395 + applicable taxes
• 8 foolproof questions For Details and to Register • Financial and strategic measurement must have For Details and to Register
Communicating to Win Collaboration On-line: www.seec.schulich.yorku.ca tools • The Business Case Process & On-line: www.seec.schulich.yorku.ca
• The 6 step communication strategy Fax: registration form on page 133 • Factoring in the ‘intangibles’ in your Presentation Framework Fax: registration form on page 133
• Working with the other person towards to 416-736-5689 report • Weak case reports vs. strong reports to 416-736-5689
a solution Mail: registration form on page 133 • Building and preparing your case for Mail: registration form on page 133
to mailing address on the form Management & Stakeholders to mailing address on the form

90 executive education and management seminars | Management and Leadership executive education and management seminars | finance and accounting 91
Financial Analysis & Control 3 Days
What the Non-Financial Manager 3 Days

For Managers Needs to Know About Financial


& Managerial Accounting
How to better gather and use financial information for improved business decision making. An ideal seminar for any manager not directly involved in the financial division of their organization.
Managers today must be thoroughly conversant with financial planning and resource allocation techniques. This This program has been designed to transform the non-financial manager into a more effective team member
practical program will help executives who must manage and control these types of projects: formulating and who can propose, analyze and evaluate financial decisions. This could include Marketing Managers, Operations
implementing strategy; making decisions that require financial justification; preparing business cases; deciding Managers, Department Directors, or other managers in profit making as well as non-profit making organizations.
which projects get funded; ensuring that personnel and resources are appropriate and are being used to their Over 2500 business leaders have participated.
maximum effectiveness. If you manage financial resources and business plans, this program is ideal for you.
Content What You Will Learn Receive 21 PDUs
Content The Financial Reporting System • What to look for in a corporate report or towards your PMI® Continuing
Introduction to the Financial • Applications: adding/dropping business • The basic financial statements and financial statement Certification Requirements.
Management Process lines; constrained resource utilization; accounting system • How to work with financial people
• Traditional applications of financial data: make or buy decisions; sell or process – Balance Sheet • How to evaluate short and long term
costing, decision making, planning further; special orders – Income Statement operating decisions using financial data
and control Capital Budgeting Decisions – Statement of Retained Earnings • How control systems should work and
• Overview of financial statements and • Time value of money; Net present – Statement of Changes in how they actually work
their use value; Internal rate of return; Payback; Financial Position • When numbers count and when
Costing and Cost Control Strategies Profitability index • Accounting on a cash basis and they don’t
• Cost terms, components and • Capital Cost Allowance accrual basis • How to prepare budgets and business
classifications; Cost flows • Income tax effects • Reconciling earnings flows and cases using financial support
• Product costing systems: job, process cash flows • Planning and budgeting techniques for
and operation costing What You Will Learn Reading Corporate Annual Reports your department
• Accounting for overhead • How to analyze, propose and evaluate • Concepts, models and terminology • Conducting financial analysis
• Cost behaviours business decisions using financial data Financial Statement Analysis • Capital budgeting and
• Absorption vs. variable costing; activity • How to prepare a business plan • Performing financial ratios investment decisions
based costing through budgeting • Liquidity ratios; Profitability ratios
Planning and Budgeting Processes • How cost control systems should work • Sensitivity analysis
• The framework of budgeting • The most up-to-date financial concepts, The Financial Information System Program Dates
• The master budget and its components models and processes • The behaviour of costs June 9 - 11, 2010
• Responsibility structures: cost, profit • How to talk to financial people in their • Benefit/cost analysis Aug. 24 - 26, 2010
and investment centres own language Program Dates • Activity based accounting Nov. 24 - 26, 2010
Control Processes • How to make effective capital cost May 26 - 28, 2010 • Exercises in relevant costs Mar. 9 - 11, 2011
• Standard vs. actual costs investment decisions Oct. 25 - 27, 2010 Planning and Budgeting June 8 - 10, 2011
• Variance analysis • How financial practices can affect May 9 - 11, 2011 • The Operating Budget Program Fee
• Flexible budgets and performance compensation systems Program Fee • The Cash Budget $2,395 + applicable taxes
reporting • Using financial analysis for $2,395 + applicable taxes • Evaluating the budget For Details and to Register
Operating Decisions & Operating performance reporting For Details and to Register Capital Budgeting and Investment On-line: www.seec.schulich.yorku.ca
Leverage On-line: www.seec.schulich.yorku.ca Decisions Fax: registration form on page 133
• Cost-volume-profit analysis; Break-even Fax: registration form on page 133 • The capital budget and cost of capital to 416-736-5689
analysis; ROI; residual income to 416-736-5689 • How to evaluate capital investment Mail: registration form on page 133
Mail: registration form on page 133 decisions to mailing address on the form
to mailing address on the form

92 executive education and management seminars | finance and accounting executive education and management seminars | finance and accounting 93
NE W p r o g r a m

What The Non-Financial Manager 3 Days The Business Analyst’s Course 3 Days
plus 1 day
Needs to Know About Financial follow-up

and Managerial Accounting PART 2


Accounting is the scorecard of business. It translates the activities of an organization into a set of objective numbers that Master the skills required for business analysis including gathering, validating, communicating, documenting and
provide information about the firm’s performance, problems and prospects. testing end-user requirements.
Finance involves the interpretation of these accounting numbers for assessing performance and planning If you serve in a Business Analyst or systems capacity, or must direct systems or project teams, our new course
future action. Understanding financial statements is crucial for success in management and to meet is an ideal learning program.
organization goals. This program is Part 2 of “What The Non-Financial Manager Needs to Know About
Financial and Managerial Accounting” and assumes that the participant has already taken that course. It “Unclear User Requirements” continue to plague the timely and effective completion of most projects. Developing
will strengthen the financial knowledge obtained in Part 1 and introduce new techniques and procedures your business analysis skills will give you the tools to control the complete systems development life cycle
that are being applied in business today. (SDLC) including business systems analysis, design and integration with your end-user. Superior teamwork
and team communication techniques will also be taught.
Content
DAY ONE The Balanced Scorecard Receive 21 PDUs Content
Purpose and scope of the course • Review the purpose Balanced Scorecard towards your PMI® Continuing The Role of The Business Analyst (BA) • Key tools including Data Flow • Project management techniques for
PART 1 – Financial Accounting • Present the application of the Balanced Certification Requirements. • The key planning aspects of Diagramming (DFD) business analysis
Financial Statements Scorecard to a business organization business analysis • Creating a Logical Data Model using • Successful testing procedures
• Balance Sheet DAY THREE • Interfacing with the Project Manager Entity Relationship Diagramming • Managing risk and customer quality
• Income Statement Activity-Based Costing and team • Modeling for usability during each project
• Statement of Cash Flows • Illustrate the short-comings of the • Working with stakeholders Testing For Business Analysts
Financial Statement and Ratio Analysis traditional costing system • The Systems Development • Why usability testing is critical for Receive 21 PDUs
• Introduce and apply the “Financial • Designing an Activity-Based Costing Life Cycle (SDLC) project success towards your PMI® Continuing
Statement Analysis Framework” using the system for an organization Gathering and Documenting • Different types of tests and when to Certification Requirements.
recent financial statements of a publicly Capital Budgeting User Requirements use them
traded corporation • Present the financial techniques used in • What is a requirement? • Preparing a good test plan
• Review the calculation and interpretation making a capital budgeting decision • How to capture, clarify, confirm Maintaining a Customer and
of key financial ratios • Illustrate the application of these financial and prioritize requirements Quality Focus
DAY TWO techniques • Risks associated with requirements • The key goal of all business analysis –
Financial Statement and Ratio Analysis management ensuring quality Program Dates
• Participants, working in groups, will apply What You Will Learn • How to interface your design activities June 14 - 16, 2010
the “Financial Statement Analysis • Develop a methodology in analyzing with the end users What You Will Learn (Follow-up Session July 16, 2010)
Framework” to another publicly traded financial statements to assess the financial • Achieving the goal of ‘usability’ • Characteristics of successful Jan. 24 - 26, 2011
corporation, in the same industry as strength of an organization Program Dates Business Process Modeling Business Analysts (Follow-up Session Mar. 4, 2011)
Day One. • Understand why managers need a Dec. 8 - 10, 2010 • Benchmarking, re-engineering and • The role of business analysis in systems, June 13 - 15, 2011
PART 2 – Managerial Accounting Balanced Scorecard to manage value May 4 - 6, 2011 process improvement concepts software and new product development (Follow-up Session July 8, 2011)
Shareholder Value and Responsibility creation Program Fee • Preparing a business process model • Effective business analysis procedures Program Fee
Accounting • Design an Activity-Based Costing system $2,395 + applicable taxes • Clarifying what processes need modeling in the Systems Development $2,395 + applicable taxes
• Define Shareholder Value and its that links resource costs to the activities For Details and to Register Data Modeling Procedures Life Cycle (SDLC) For Details and to Register
application to business the organization performs On-line: www.seec.schulich.yorku.ca • How data modeling complements • How to gather and document user On-line: www.seec.schulich.yorku.ca
• Calculate Cost of Capital • Understand the financial techniques used Fax: registration form on page 133 process modeling requirements Fax: registration form on page 133
• Discuss methods of improving by an organization to assess capital projects to 416-736-5689 • Relating data modeling to the • How to apply business process modeling to 416-736-5689
share-holder value • Overall to provide the participant with the Mail: registration form on page 133 development life cycle and data modeling tools Mail: registration form on page 133
tools to assist an organization in creating value to mailing address on the form to mailing address on the form

94 executive education and management seminars | finance and accounting executive education and management seminars | business operations 95
Business-Driven IT Planning 3 Days
Certificate in Senior Consulting 5 Days
for Managers and IT Professionals and Enterprise Analysis

Align your technology projects with your new business strategies to maximize IT ROI and generate competitive Announcing a New Professional Certificate in Senior Consulting & Enterprise Analysis: Learn the Skill-Set You
business advantages. Need to Play a Senior Role in Enterprise-wide Change. Start-to-finish in just 5 days.
The days are long gone when IT strictly supplied support by automating labour-intensive work. Today’s IT If you are an experienced analyst, project manager or consultant who would like to advance your career by
forms an integral part of the core of the corporate enterprise. So how do leaders plan effective IT Strategies? developing senior business consulting skills, then Canada’s only Certificate in Senior Consulting & Enterprise
At SEEC’s Business-Driven IT Planning workshop, learn to strategically leverage and profitably apply Information Analysis is for you. Our program will equip you to manage the competing demands of planning and prioritiz-
Technology (IT) as a competitive, tactical and operational differentiator for your business. This program is not ing complex enterprise projects, report to senior management, and effectively consult across the enterprise to
a highly technical IT strategic management program. It is a business-focused, no-nonsense approach to IT achieve your organizations’s business strategy.
strategic planning aligned with your business. It is ideal if you oversee IT divisions or budgets.
Content What You Will Learn
Content Module 1: Introduction to • Strategic enterprise architecture • Use Enterprise Analysis planning models
Your Business Information Technology • Performing an IT GAP analysis Enterprise Analysis • Stages of Enterprise Architecture Maturity and techniques to identify, select and
Strategic Plan (BITSP) Enabling Your Strategic IT Future • What is Enterprise Analysis? Module 6: Selling the Enterprise Solution: prioritize profitable enterprise opportunities
• What makes your plan succeed? • Implementing IT in logical sequence • The role of an Enterprise Business Analyst The Business Case • Apply your senior-level consulting skills to
• Review of IT’s overlooked • Priority-setting steps Module 2: Fundamentals of • Building a convincing business case financial, competitive, technological and
strategic opportunities • Dealing with resistance to change Business Strategy • Planning stakeholder buy-in organizational goals
• Linking Strategy with Changing • Cultivating strategic IT excellence • Understanding industry dynamics • Packaging and persuading • How to package and present a
Business Goals • Financial and competitive structure • Leveraging external experts compelling rationale for your
• How to identify potential IT value layers What You Will Learn of your industry and your organization Module 7: Managing Enterprise Change enterprise solutions
in your operations • Learn a step-by-step approach that is • Understanding current strategic • The Change Roller Coaster • Strategies for effective consulting across
Planning For Success flexible to your organization’s culture capabilities and weaknesses • Ensuring Change meets Culture the organization and getting buy-in from
• Establishing your Business Information and products Module 3: Enterprise Analysis Techniques: • Managing those who fear change senior management.
Steering Committee • The learning fully supports your corporate Identifying Enterprise Opportunities • Communication strategies for success
• Your IT Strategy’s Goals product and service portfolio • Current state analysis & industry analysis Module 8: Managing Risk in Receive 35 PDUs
• Scheduling your plan realistically • See how IT improves financial ratios • Competitive analysis & benchmarking Enterprise Projects towards your PMI® Continuing
Aligning Your Business Strategy With • Conduct IT Project Priority Analysis • Cost analysis models • Understanding the scope of risk Certification Requirements.
IT Strategy • Receive templates and IT action • Understanding financial statements and • Budgeting for risk
• Connecting with your corporate history planning tools shareholder value analysis • Managing time and quality
and future goals • Learn how to proactively anticipate risk • Core competencies assessment Module 9: Enterprise Consulting Opportunities
• Link mission, goals & objectives and pitfalls of Information Technology • SWOT analysis & value chain analysis • Corporate perspective Program Dates
• Analyzing your industry Strategic Planning Program Dates Module 4: Strategies & Tactics for • Business unit transformation Oct. 18 - 22, 2010
• Supporting the corporate product and • Address key computer security and Sept. 29 - Oct. 1, 2010 Effective Consulting • Outsourcing to enable enterprise change Apr. 4 - 8, 2011
service portfolio audit issues Feb. 7 - 9, 2011 • The role of the consultant • Mergers & Acquisitions: Enterprise integration Program Fee
Three Foundational IT Dimensions • Assess the maturity of your Program Fee • Techniques for bridging the client relationship Module 10: Disruptive Technologies $3,695 + applicable taxes
• Dimension #1: BUSINESS KEY PROCESSES IT Enterprise $2,395 + applicable taxes • Overcoming objections • Anticipating unanticipated change For Details and to Register
• Dimension #2: BUSINESS DATA • Learn how to launch ongoing For Details and to Register • Managing organizational politics • Seeing beyond On-line: www.seec.schulich.yorku.ca
• Dimension #3: BUSINESS LOCATIONS IT governance and IT organizational structures On-line: www.seec.schulich.yorku.ca Module 5: Enterprise Architecture – Fax: registration form on page 133
Evaluating Your Required Technology Fax: registration form on page 133 Selecting and Prioritizing Enterprise Projects to 416-736-5689
• What are your hardware and software to 416-736-5689 • Goal analysis, business forecasting & Mail: registration form on page 133
technology needs? Mail: registration form on page 133 gap analysis to mailing address on the form
• Your strategic network technology? to mailing address on the form

96 executive education and management seminars | business operations executive education and management seminars | business operations 97
NE W p r o g r a m

Critical Thinking & Strategic 2 Days


Extraordinary Administrative Support 2 Days
Problem Solving Skills For Leaders

Develop the complete skill-set to be an effective organizational problem solver who can drive new ideas forward. Tools and Techniques for administrative professionals to enhance everyday performance development.
Organizational success rests in the hands of leaders who possess effective problem solving skills. Successful This unique seminar is especially designed for professionals who provide support to other individuals and/
business leaders are able to examine problems and opportunities critically, and implement solutions to respond or departments, as well as to external customers. Participants will enhance their existing technical skills by
to competition and improve performance in their organization. learning new administrative support strategies that really work!

This new program gives you a step-by-step process for problem solving, exploring business alternatives and This program will help administrative assistants, coordinators, associates, supervisors and executive assistants
generating highly creative solutions in any strategic area of your business. The Applied 2x2 Thinking model learn how to achieve increased visibility and recognition for the jobs they perform, while also developing more
provides rapid, intuitive tools that enable executives to quickly cut to the heart of any strategic and organizational self-awareness and insights about ways to support their managers and get the job done. It is one of our most
decisions. popular training programs for administrative professionals, with over 2300 administrative graduates to date.

Content Content
Understanding The Problem Critical Thinking Skills Bonus Materials: Interpersonal Skills: Dealing Effectively with Conveying a Polished and
Solving Hierarchy • Principles of critical thinking Participants will receive copies of No Different People Professional Image
• The 3 basic levels of business challenge: • How to effectively frame, explore and Problem by Alex Lowy and The Power • The 4 People Styles: tendencies and • Representing your organization’s
Making Decisions, Solving Problems, reframe strategic issues of the 2x2 Matrix by Alex Lowy and communication tips image virtually
Managing Dilemmas Overcoming Organizational Barriers Phil Hood. • Evaluating your team adaptation skills • Setting expectations to be “clear”
• The ‘Decisions to Dilemmas Model’ to Success • How to establish a strong working Your Career Development
Making Effective Strategic • Eight typical dilemmas facing leaders Receive 14 PDUs partnership with your boss • Conducting a self-evaluation of your skills
Business Decisions • Navigating internal roadblocks that derail towards your PMI® Continuing Learning to Listen • Creating a career development action plan
• The three main barriers to strategic great solutions Certification Requirements. • Listening types and tips for each
problem solving: Faulty definition; Wrong • How to listen to feedback from
level of complexity; Negative bias What You Will Learn others non-defensively What You Will Learn
• Following a structured decision process • Today’s best practices in critical thinking, Communicating Assertively with • How your own work attitudes, values and
Structured Problem Solving Techniques decision-making and problem solving a Problem-Solution Focus beliefs influence you and affect others
• Solving problems that can be solved • Learn to quickly identify the 3 basic • How to be “soft” on the person and “hard” • Problem-solving using the EPM technique
• Using Rational Analysis tools to problem levels on the problem • Motivate others to buy-in and collaborate
problem solve • Clearly define and frame organizational • Advanced assertiveness techniques for using advanced assertiveness techniques
• The art of Creative Envisioning to address problems requiring solutions Program Dates effective communication • Cope with interruptions more calmly Program Dates
underlying issues • Use advanced planning tools to manage June 21 - 22, 2010 Productivity Management Principles and proactively July 29 - 30, 2010
Managing Dilemmas: When Problems highly complex strategic challenges Nov. 15 - 16, 2010 • Prioritizing methods using left and right • Productivity management principles to Nov. 18 - 19, 2010
Can’t Be Solved • Engage key stakeholders and Mar. 10 - 11, 2011 brain techniques improve your performance levels Mar. 17 - 18, 2011
• How do you address important, highly team members July 4 - 5, 2011 • Effective project planning using a WBS • How to control stress in highly- July 18 - 19, 2011
complex challenges ? • Apply new problem solving skills to Program Fee Stress Management and Managing demanding work environments Program Fee
• Using the 5 Step Dialectical Solutions your own strategic, organizational and $2,095 + applicable taxes Conflict Reactions $1,995 + applicable taxes
Method (DSM) leadership issues For Details and to Register • Applying stress management techniques For Details and to Register
– Step 1: Issues & Challenges • Gain skills to train others in effective On-line: www.seec.schulich.yorku.ca • Recognizing your conflict responses On-line: www.seec.schulich.yorku.ca
– Step 2: Core Dilemma Definition problem solving and decision making Fax: registration form on page 133 • Managing your reactions to difficult people Fax: registration form on page 133
– Step 3: Strategic Modeling to 416-736-5689 to 416-736-5689
– Step 4: Gap Analysis Mail: registration form on page 133 Mail: registration form on page 133
– Step 5: Resolution Planning to mailing address on the form to mailing address on the form

98 executive education and management seminars | business operations executive education and management seminars | business operations 99
Improving Operational 2 Days
Juggling Multiple Projects 2 Days
Performance & Productivity

Ideal for leaders responsible for improving operations within and between departments. Ideal for project leaders and managers overseeing projects. Multi-project planning techniques to prioritize your
Managers and Directors everywhere are being asked to do more work with fewer resources. In this two-day projects and keep them on track and on budget.
workshop, you’ll learn how to dramatically improve the performance in your work area. You’ll learn how to In today’s project driven corporate environment it is not uncommon for project leaders to end up managing
apply the 5R’s: review, refocus, rebuild, reinvigorate and rejuvenate. You’ll learn how to effectively involve 5–10 projects all at once. How do you handle competing priorities? How do you effectively schedule and
your people in finding a new course, benchmarking your performance, setting new goals and examining all manage multiple projects?
key processes critically. The end result of applying the concept taught will be the creation of an operationally
proficient and winning team! This intermediate program is ideal for project managers who are faced with juggling multiple projects. Gain
the leadership and project portfolio skills to achieve successful project results. Basic project management
Content knowledge is a pre-requisite.
Achieving Operational Improvements – Process Improvement Strategies
Introduction: • Evaluating the current process and Content
• Defining the strategic purpose of your pinpointing waste, duplication Understanding the Multiple Scheduling Techniques for Managing Receive 14 PDUs
organization & non value-added activities Project Environment Independent and Interdependent Projects towards your PMI® Continuing
• How operating changes will impact on • Deciding whether to modify the process • Analyzing the makeup of your current portfolio • Understanding the implications of Certification Requirements.
your customers or start from scratch • Categorizing projects by size and type different types of deadlines
• Ingredients for operating success • Developing and prioritizing action plans • Using tools and templates to manage • Examining Critical Path Method
Getting Buy-in to Change: The Process for change multiple project ripples • Understanding Critical Chain Scheduling
Of Involvement Implementing Strategic Changes – Scope statement • Avoiding the pitfalls of safety nets
• Moving from Manager to Leader/Coach • Overcoming resistance to change – Risk template • Improve efficiency by
• Empowering your people to make • Getting buy-in and establishing accountability – Change Request – Reducing multi-tasking
meaningful changes – Communication Plan – Using 4 types of buffers
Measuring Operating Performance Before, What You Will Learn – Project End Evaluation
During and After The Changes • Follow a systematic 6-step approach to Managing Task Oriented Projects What You Will Learn
• Using a balanced scorecard to build process improvement • Personal organization and readiness • How to analyze multiple project situations
accountability • How to isolate operational • Time management skills to help you • Techniques for successful management
• Involving people in creating the mission – improvement areas achieve personal peak performance of task oriented projects
a process to do it easily • Establish powerful project teams • Prioritizing task oriented projects • How to prioritize resource workloads
• Establishing Key Indicators committed to innovation Challenges in Managing Multiple Projects across projects
of performance and improvement Program Dates • How organizational structure impacts • How to understand the role of the Program Dates
• Benchmarking your performance; how • Apply a number of new leadership tools May 10 - 11, 2010 personal influence and authority Project Sponsor Oct. 4 - 5, 2010
and when to benchmark and techniques to change the way people Nov. 8 - 9, 2010 • Identifying and communicating with • How to create realistic schedules using Apr. 11 - 12, 2011
• Increasing ownership by involving staff think about customer service May 26 - 27, 2011 project sponsors modern PM methods July 11 - 12, 2011
The Project Improvement Team • Measure the results of your changes and Program Fee • Prioritizing tasks and projects in • How to prevent the domino effect Program Fee
• Selecting the right people process improvement $1,995 + applicable taxes accordance with corporate strategy between projects $1,995 + applicable taxes
• Setting operational improvement goals • Reduce operating costs and improve For Details and to Register • Using a Prioritization Scorecard • Recognize the impact of For Details and to Register
Using Process Mapping to Improve response rates by as much as 90% On-line: www.seec.schulich.yorku.ca • Tailoring the PM methodology to fit organizational structure On-line: www.seec.schulich.yorku.ca
Your Work Flow • Map key processes in detail, to identify Fax: registration form on page 133 the project • How and when to escalate Fax: registration form on page 133
• Process Mapping described waste, duplication and non-value added to 416-736-5689 to 416-736-5689
• The three methods of documenting Mail: registration form on page 133 Mail: registration form on page 133
your current process to mailing address on the form to mailing address on the form

100 executive education and management seminars | business operations executive education and management seminars | business operations 101
Lean Operational Excellence 3 Days
The Logistics 3 Days
for SERVICE Organizations Management Course

Achieve Operational Excellence by removing non value-added processes and procedures. Attend Canada’s #1 logistics training workshop and use logistics to gain a sustainable competitive edge for
For decades the Six Sigma Lean approach has been applied extensively in manufacturing operations with your business.
dramatic and impressive results. More recently Service/Transactional Organizations which account for over Where can your operations simultaneously reduce business costs and improve service efficiency? Logistics
80% of North America’s GDP, are realizing the benefits of this huge opportunity. By applying Lean principles is the answer. It encompasses all activities from order production to the final consumer. These operations
and techniques, non value-added actions become easily visible/identified and provide the means to eliminate include: customer service, transportation, warehousing, inventory management, order processing, packaging,
or minimize the waste. sales forecasting, production scheduling, and the selection of plant and warehouse locations.
Over 200,000 managers world-wide are Six Sigma trained, and this is your opportunity to introduce Lean
principles in your division. Becoming Lean will help your organization reduce costs, customer service delivery The objective of this program is to show how all these elements can, and must be managed as a “system” if
times and eliminate non value-added activities. By applying the program learnings, the results will be a more profits are to be maximized. This program provides practical real world experience in strategic and operational
effective, profitable, agile and customer responsive organization. issues in distribution. No logistics background is required to benefit from this program.

Content Content
Introduction to Lean Operational • Balancing work flow • Key Lean metrics and how to measure Logistics Issues and Priorities Distribution Centre Management Receive 21 PDUs
Excellence for Service: Rationale • Value stream mapping of desired future and track progress • Total logistics costs • Making the perfect order a reality towards your PMI® Continuing
and Benefits state of process • Typical implementation structure, roles, • Logistics as a strategic weapon • Actions to increase revenue, reduce Certification Requirements.
• Introduction to Lean principles, tools and • Action planning to achieve the desired steps and approaches Setting Logistics Strategy expenses and deliver the best ROI
techniques future state • How to plan and conduct Kaizen Events • Setting customer service levels Sponsored By:
• How service companies and • Planning and conducting Kaizen events • Choosing and using logistics technology What You Will Learn
organizations are using Lean to improve Typical Implementation Structure, Roles Note: This course is designed to Inventory Management • How to identify key elements of customer
their bottom line and and Steps for Lean complement the 5-day Six Sigma - Green • The secrets of superior service and design the most profitable
customer satisfaction • Effectively managing a Lean project Belt for Service program inventory performance logistics network
• Introduction to a lean service case study or event • The pros and cons of vendor • Minimize inventory investment and
• Value stream mapping of current state • Leveraging your leadership for Receive 21 PDUs managed inventory improve sales forecasting
of process project success towards your PMI® Continuing Forecasting Sales or Usage • Identify cost reduction opportunities and
• Diagramming your operations and • Establishing powerful teams and Certification Requirements. • The keys to effective forecasting outsourcing opportunities
ideal operations performance goals • How to improve forecast accuracy • Choose the right organization structure
Establishing Service & Transaction Transportation Strategy and develop measures of performance
Metrics for Your Operations What You Will Learn • Transportation trends for the 21st century • Specify information requirements to
• How to create & use Lean metrics • What Lean is, its measurable benefits Program Dates • Private fleet, common carrier improve your supply chain
• The 8 Wastes of Lean and how it can be applied to service and May 3 - 5, 2010 or contractor • Determine Total Logistics Costs Program Dates
• 5S for service operations transactional operations Dec. 13 - 15, 2010 • Where to find transportation savings • How to better manage your Sept. 20 - 22, 2010
• Visual controls for service operations • How to effectively lead a Six Sigma-Lean May 16 - 18, 2011 Outsourcing and Third Party Logistics transportation, distribution and Feb. 28 - Mar 2, 2011
• Error-Proofing Project in your organization Program Fee • Understanding when to outsource inventory functions Program Fee
• Quick change-over principles and • How to effectively construct and use $2,395 + applicable taxes • Dealing with the risks $2,395 + applicable taxes
techniques for service Value Stream maps For Details and to Register • Tactics for successful outsourcing For Details and to Register
Designing Work Flow and Service • How to identify and reduce waste in On-line: www.seec.schulich.yorku.ca Trends In Logistics Technology On-line: www.seec.schulich.yorku.ca
Processes for Maximum Productivity, processes Fax: registration form on page 133 • New opportunities of mobile computing Fax: registration form on page 133
Quality and Performance Results • Understand and apply Lean tools to 416-736-5689 • Data warehousing implications to 416-736-5689
• Standardized Work - how to achieve it and techniques Mail: registration form on page 133 Mail: registration form on page 133
• Designing Work cells for Lean service to mailing address on the form to mailing address on the form

102 executive education and management seminars | business operations executive education and management seminars | business operations 103
Managing IT Projects Effectively 2 Days
Managing Operational Risk 3 Days
and Uncertainty: A Systematic
Approach for Managers and Directors
Projects involving technology, software and systems are growing rapidly. Study a dynamic approach to successfully A systematic approach for managers and directors. Improve your understanding for managing operational risk
manage technology projects and teams. and uncertainty
This is an outstanding learning program for managers and supervisors operating in the fast-paced and dynamic “Risk” is a subject that should draw every manager’s attention in today’s economy. Yet very few department
field of IT projects. As a participant, you will understand and share ideas with other managers for the unique or business leaders are trained to identify and anticipate emerging risks. We have designed this program for
context and challenges of today’s IT projects. You will also develop the skills to handle difficult project changes, Managing Operational Risk and Uncertainty in NON-TECHNICAL and NON-FINANCIAL terms.
stakeholder demands, team chemistry issues and senior management demands. Whether you are focusing on day-to-day details or the bigger picture, this program will provide the tools to
identify, anticipate and manage the various causes of operational risk that will affect your ability to achieve
Content objectives and make sound decisions.
Overcoming the Unique Challenges IT Communications Management & Receive 14 PDUs Every Supervisor, Manager, Director and Executive should be trained in the fundamentals of Managing
Project Managers Face Successful IT Team Development towards your PMI® Continuing Operational Risk. It is essential to be able to manage people, processes and systems and maintain vigilance
• Key differences in IT Project Management • Treating the user as a consultant Certification Requirements. against external influences that could affect your business.
• Inconsistent management support • Strengthening your team with
• Dissatisfied users and external customers 360º communications Content
• Motivating overburdened project staff • Personalities and politics Introduction to Approaches for • Using a qualitative approach to quantify Special Program Feature:
IT Project Management Maturity Models • Aligning team and management objectives Operational Risk Management cost of risk and mitigation A highly interactive approach to Managing
• Benchmarking your company’s • Risk overview and terminology Integrate and Implement an Risk in your Operations:
relative position What You Will Learn • Understanding the distinctions between ORM Framework • A interactive live case study
Project Prioritizing and Measurement • Learn why systems/software project risk, consequence and impact • Create concise and clear risk reporting for • Develop an Operational Risk and
• Realistic measurements for ROI management is different from general How Culture and Change Impact Senior Management Vulnerability Assessment
• How to balance multiple project demands project management Awareness of Risk • Creating resiliency in your operations • Apply your skills to a practical
• Allocating time and resources • Create a winning framework to ensure IT • How organizational practices and external • Integrating risk communication seamlessly methodology for managing multiple
among projects project success influences contribute to emerging risk operational risks
The Critical Role of Documentation • Business case creation and approval • How culture impacts effectiveness of What You Will Learn
• Ways to use documentation to improve – how to build a strategic IT project managing uncertainties • A systematic non-technical approach Receive 21 PDUs
your project management skills approach that management will support Harnessing the Complexities of to how you can raise your awareness, towards your PMI® Continuing
Managing IT Project Changes • Use requirements analysis techniques Managing Risk capability and maturity levels for Certification Requirements.
• Reasons for project change – key drivers that uncover true business needs • A systematic approach to identifying managing under uncertainty
• How to guard against scope creep and • How to gain consistent management operational risks • Structured tools and templates to identify
feature creep support for your projects Program Dates • Separating the complex from the key ‘emerging risks’ Program Dates
• Project review methodologies and project • Effectively lead project review meetings, May 26 - 27, 2010 complicated to be better aware of • How to demonstrate the impact of June 21 - 23, 2010
cost management stakeholder analysis and use case testing Sept. 23 - 24, 2010 the interdependencies effective Risk Management on Nov. 8 - 10, 2010
Requirements Gathering and Analysis sessions May 16 - 17. 2011 • Incorporating the use of relevant Performance May 16 - 18, 2011
• Using an input/output model Program Fee measures and patterns • Learn how to develop ‘Risk Scenarios’ Program Fee
• Sample question template $1,995 + applicable taxes Assessing the Risks That Matter to Your • Apply a leading methodology linking $2,395 + applicable taxes
For Details and to Register Performance operational risk to strategy. Assess the For Details and to Register
On-line: www.seec.schulich.yorku.ca • Apply a methodology to prioritize the impact of a risk event on your operations On-line: www.seec.schulich.yorku.ca
Fax: registration form on page 133 risks that impact strategy and objectives and the enterprise as a whole Fax: registration form on page 133
to 416-736-5689 • Assess organizational capability and • Create concise risk reports for to 416-736-5689
Mail: registration form on page 133 capacity to execute risk responses Senior Management that are thorough Mail: registration form on page 133
to mailing address on the form and complete to mailing address on the form

104 executive education and management seminars | business operations executive education and management seminars | business operations 105
The PMP Exam Preparation Course:
® PRINCE2®
Project Management Professional™
4 Days
Project Management Certification 3 + 2 Days

Course 1: Foundation Certificate (3 Days)


Course 2: Practitioners Certificate (2 Days)

Accelerate your Project Management career by making the move to become a certified Project Management Join over 400,000 Project Management leaders worldwide who are PRINCE2 certified.
Professional – PMP® Thousands of Project Managers and team members around the world are increasingly using the PRINCE2
There is an ever increasing demand from organizations for project leaders and staff who have obtained methodology (Projects in Controlled Environments) to ensure their project objectives are achieved within
The Project Management Institute’s Project Management Professional™ (PMP) designation. budget, within time, and within clearly defined quality standards.

If you are an experienced project professional or department leader who wants to obtain your PMP certification, The PRINCE2 Foundations Certification Program is an intensive 3-day format that teaches you how to master
then Schulich’s “PMP Exam Preparation Course” is an ideal option for you. During our comprehensive four-day 7 management processes to effectively lead projects of any size or complexity.
training format, you will be immersed in the PMP world. You will learn project management language, best
practices, tools and techniques, and loads of hints and tips to assist you in writing your PMP exam. As a natural follow-up to the theory-based Foundations Certificate (on days 1 - 3), the PRINCE2 Practitioners
Certificate 2-day program lets you apply your learning to a real-life case study. You will then write the
Content Practitioners Certification Exam on your final day.
PMP® Exam Overview Project Procurement Knowledge Area Take-Home Study Guide:
• Qualifying to write the PMP exam • Procurement planning; In addition to the 4 days of teaching, you Course 1: PRINCE2 • Learn PRINCE2 team structure, project • Gain the leadership and process skills
• Exam format and timing; Passing Solicitation planning will also receive a Comprehensive Study Foundations Certification terminology and management techniques to quickly organize, plan and control
requirements • Contract closeout Guide to review prior to writing the exam! During the 3-day Foundations Program, • Understand how to create a controlled projects in accordance with PRINCE2
• Study strategies you will master a structured and controlled project environment methodology
Project Integration Knowledge Area What You Will Learn approach to successfully planning and • Review of all 7 PRINCE2 processes,
• Project plan development and execution • Build your confidence and test-taking managing projects of any size 7 themes and 7 PRINCE2 principles
Project Scope Knowledge Area skills to successfully write your PMP Exam ® and complexity.
• Initiating the project • Learn from one of the most respected
“PMI”, the PMI logo, “PMP®”, “PMBOK”, and the Registered Education
Provider logo are registered marks of Project Management Institute, Inc.
You will be tested in these 7 process areas: Course 2: PRINCE2 Receive up to 59 PDUs
• Scope planning, definition, verification, Project Managers in Canada “PROJECT MANAGEMENT PROFESSIONAL” is a trade and service mark • Starting up a Project (SU) Practitioners Certification For 5 days of PRINCE2 training
of Project Management Institute, Inc.
and change control • Receive a 360º perspective on each • Directing a Project (DP) Practitioner Overview: Navigating a
Project Time Knowledge Area Knowledge Area and Process Group: • Initiating a Project (IP) PRINCE2 Project Program Dates
• Activity definition and sequencing All nine knowledge areas and five process • Managing Product Delivery (MP) • Turning theory into practice - case study July 19 - 23, 2010
• Schedule development and control groups will be reviewed in detail • Controlling a Stage (CS) project Nov. 8 - 12, 2010
Project Cost Knowledge Area • Review scores of sample exam questions: • Closing a Project (CP) • Review of 7 key PRINCE2 processes Mar. 28 - Apr. 1, 2011
• Resource planning learn first hand how to interpret Your Foundations Exam • Justifying and selecting PRINCE2 July 18 - 22, 2011
• Cost estimating, budgeting, and control exam questions You will complete the PRINCE2 Foundation processes Program Fee
Project Quality Knowledge Area • Network and learn in study teams: Certification Exam on Day 3, featuring 75 • Assembling your project organization Foundation (3-day course) $2,970 +
• Quality planning and control procedures A top-rated feature of our program Program Dates multi-answer questions confirming your • Building a product and project plan applicable taxes
Human Resources Knowledge Area Oct. 25 - 28, 2010 knowledge of the PRINCE2 Methodology. • Analyzing project risk; issue management Practioner (2-day course) $1,980 +
• Staff acquisition and team development Mar. 28 - 31, 2011 Successful candidates will then qualify for applicable taxes
Project Communications Knowledge Area Program Fee the Practitioners course. Practitioner Exam: Final Preparation PRINCE2 (full 5-days) $4,455 +
• Communications planning, and $2,895 + applicable taxes Foundations Certificate and Exam Completion applicable taxes (savings of $495.00)
performance reporting For Details and to Register Key Learnings For Details and to Register
Project Risk Knowledge Area On-line: www.seec.schulich.yorku.ca • Gain a clear command of the project Practitioners Certificate On-line: www.seec.schulich.yorku.ca
• Risk management planning, monitoring, Fax: registration form on page 133 theory behind PRINCE2 methodology Key Learnings Fax: registration form on page 133
and control to 416-736-5689 • Receive a detailed overview of the 7 • Hands-on practice applying PRINCE2 in to 416-736-5689
Mail: registration form on page 133 project management processes, 7 a realistic project setting Mail: registration form on page 133
to mailing address on the form themes, and 7 PRINCE3 principles to mailing address on the form

106 executive education and management seminars | business operations executive education and management seminars | business operations 107
®
The Project Management Course 3 Days
Using Microsoft Project Workshop 2 Days

Practical and effective management techniques for the successful execution of any project. Software training using Microsoft Project® 2003 or 2007 Standard Edition.
A project is any unique undertaking which requires a special organization and has stated objectives in terms of “Microsoft Project®” software now makes it easy for you to use your computer as a turnkey tool to manage every
scope, time and cost. The Project Management Course takes a comprehensive view of “the total project”, from stage of your business projects. Our introductory workshop design is ideal for both managers and staff with
the planning and organizational stages to the actual implementation stage, with special emphasis placed on little or no previous experience with project management software.
control and continuous improvement. Participants will be led through practical exercises which illustrate the many software features. The workshop
Program coverage will not only include a project management methodology, but will also explore the often covers tangible management issues including: Setting Up A Project; Scheduling & Assigning Tasks; Allocating
neglected human side of Project Management and employee motivation. This is an ideal overview for anyone Costs & Resources & Tracking Progress. Don’t miss this introductory workshop… your new skills can be
directly or indirectly involved in project development. Over 2000 business professionals have participated. applied everyday!

Content Content What You Will Learn Receive 14 PDUs


Project Management Life Cycles Leadership Skills in Action Receive 21 PDUs Exploring the Microsoft Project® Environment • How to set-up a project on your system towards your PMI® Continuing
• The project life cycle • Leadership vs. Management towards your PMI® Continuing • Opening a Project File • How to follow Microsoft Project menus Certification Requirements.
– Phases • Motivational and negotiation strategies Certification Requirements. • The Project Screen and toolbars
– Characteristics Project Close-outs – The Project Life Cycle • Establishing project schedules and work
– Life cycle trends • How to ensure projects are closed and – Entry Bar breakdown structures
• Initiating, Planning, Executing, Controlling archived properly – Toolbars • How to update your projects, tasks and
and Closing – View Bar allocate resources
Project Selection, Initiation and What You Will Learn • The Project Guide Toolbar/Smart Tags • How to track project progress on your
Team Formation • The foundation of a successful project • The Gantt Chart View computer and measure project results
• Building a Project Team management Setting Up a New Project • How to consolidate multiple projects
• Identifying, documenting and assigning • The stages of a Project Life Cycle • Defining a Project Calendar • How to close out your projects using
roles and responsibilities • The importance of careful and thorough • Entering project information & statistics Microsoft Project
• Team charter development planning • Establishing Calendar Options
Project Scope Planning and • How to use templates to create standard Developing the Work Breakdown Structure Course Requirement:
Work Breakdown project documents • Work Breakdown Structure terminology You must bring your laptop computer with
• Creating a scope document • How to maintain control of time, scope, • Collapsing, expanding, and editing the task list Microsoft Project 2003 or 2007 installed
• Definition and purpose of a Work quality, and costs Program Dates Establishing the Project Schedule and and your laptop power cord. Program Dates
Breakdown Structure (WBS) • The importance of good project May 17 - 19, 2010 Fine Tuning May 20 - 21, 2010
Project Estimating communications and how to guarantee it Nov. 1 - 3, 2010 • Understanding the Critical Path Nov. 4 - 5, 2010
• What are we estimating? Work effort and happens effectively May 16 - 18, 2011 • Resolving scheduling conflicts and May 19 - 20, 2011
duration • How to establish a solid relationship with Program Fee constraints Program Fee
• 5 Estimating techniques, tips and traps the project sponsor $2,395 + applicable taxes Understanding Resource and Costs $1,995 + applicable taxes
Critical Path Analysis • What progress measures work every time Save $500 when combined with Using • Defining resource types and costs Save $500 when combined with
• How do we use the critical path in and produce results Microsoft Project Workshop (2 days) – Material, Single and Grouped Resources Project Management (3 days)
managing projects? • Project monitoring and closing For Details and to Register • Creating a resource list (people For Details and to Register
• Early start and late start scheduling procedures On-line: www.seec.schulich.yorku.ca and equipment) On-line: www.seec.schulich.yorku.ca
using software Fax: registration form on page 133 Tracking Progress & Working with Reports Fax: registration form on page 133
Project Monitoring, Control & Evaluation to 416-736-5689 • The Tracking Toolbar; Updating project tasks to 416-736-5689
• Monitoring time, cost, scope & quality Mail: registration form on page 133 Working with Reports Mail: registration form on page 133
to mailing address on the form • Viewing reports and modifying report content to mailing address on the form

108 executive education and management seminars | business operations executive education and management seminars | business operations 109
Selecting the Best Candidate: 2 Days
Six Sigma-Green Belt for SERVICE 5 Days
Behavioural Interviewing (BI) Organizations

A step-by-step process to recruit, interview and retain the best talent for your organization. Lead high-impact continuous improvement projects that dramatically improve customer satisfaction and
Our new Behavioural Interviewing Skills Workshop will help you hire for success at every job level. This shareholder value.
program shows you how to translate the techniques of behavioural interviewing and job profiling into effective Six Sigma improvement techniques and business strategy have expanded to include the Service sectors:
processes for managing your human capital well beyond the hiring process – into areas of career development, Healthcare, Government, Finance, Information Technology, Telecommunications, and many more. This
performance management, training, coaching and succession planning. program will provide you with the Six Sigma process improvement roadmap that can be successfully applied
within service organizations. As a Six Sigma Green Belt you will also be able to provide a vital support role
Content for your organization’s leadership team as they search for breakthrough improvement in terms of customer
The Foundation for Behavioural • The importance taking notes and the What You Will Learn satisfaction, business efficiency and profitability.
Interviewing: Defining Company-Specific traps of note taking • Improve the quality and long-term This program equips individuals to successfully lead projects applying Lean Six Sigma concepts, methods and
and Role-Specific Behaviours • Review of what’s legal and what’s not success of new hires and tools. It also helps prepare participants for obtaining certification in the future. The Criteria for certification is
• The difference between traditional and • How to conclude the interview internal promotions as follows: 1. training, 2. 70% or better on a written exam and 3. successful leadership of a project.
behavioural interviews • How to sell the company without offering • Develop a pre-interview methodology to
• Using the employee brand as a part of the job save time and decrease the number of Content
the selection process Making the Right Hiring Decision first interviews Introduction to Six Sigma and DMAIC • Measures of central tendency DMAIC-style projects that drive service
• Differentiating between job description • An ‘anchored rating scale’ for scoring the • Reduce staff turnover and improve the (Define, Measure, Analyze, Improve, Control) • Sample size determination & sampling improvement and tangible financial benefits
statements, outcome statements and candidate’s responses orientation programs and training of • Overview of the Six Sigma - Green Belt techniques • Combine basic quality with powerful
behavioural statements • How to maintain consistency in evaluating new hires for SERVICE program Creating Profound Service Knowledge process analysis tools to create better
• How to calculate the cost of making the candidates against profiles • Accurately match candidates and jobs to • Understanding Lean Operational Using Six Sigma Tools service with less cost
wrong hire • Holding discussions among increase productivity Excellence in a service environment • Introduction to hypothesis testing and • Gain in-depth understanding of the
Behavioural Interview Concepts panel members • Use the specifics of the company’s • Isolating specific service improvements in regression analysis impact of process variation
• How to use your existing behavioural • Hiring based on best candidate fit to the “employee brand” as an integral part of your organization • Analysis of variance (ANOVA) • Implement process control tools that
competency models or how to draw from corporate culture the hiring process Project Charters and Leading Completing Your Successful Six Sigma will ensure that the benefits realized
a generic list if you don’t already have a • Providing feedback to internal candidates • Develop your skills as an interviewer Six Sigma Projects Service Project are sustained
company model who were not successful • Develop effective behaviour-focused • Leadership and facilitation skills for a • Implementing process improvements
• How to identify which of the behavioural Interactive Learning (Conducting The interview questions successful change agent • Process control charts and control plans
competencies to focus on Interview) • Constructing a SIPOC (Supplier, Input, • Successful closure of a Six Sigma project
Structuring Effective Interview Questions • This workshop will conclude with a series Process, Output, Customer) map Six Sigma Green Belt Program Review
• Developing true behavioural questions of ‘practice interviews’ with MBA Focusing Your Team on the Right and FINAL EXAM
based on specific competencies students from the Schulich School Problem Statement • Complete review of the content, with Program Dates
• The five elements of creating a of Business Program Dates • Establishing effective operational metrics emphasis on some of the key tools May 17 - 21, 2010
behavioural question Jul. 26 - 27, 2010 • Writing effective Six Sigma opportunity and concepts Dec. 6 - 10, 2010
• The difference between a situational and Feb. 7 - 8, 2011 statements • 2 hour in-class exam July 12 - 16, 2011
behavioural question Program Fee • How to distinguish between common and Program Fee
• The importance of probing questions and $1,995 + applicable taxes special cause problems What You Will Learn $3,595 + applicable taxes
how to use them effectively For Details and to Register • Using forced ranking systems to focus • The principles, tools and methods For Details and to Register
The Interview Structure On-line: www.seec.schulich.yorku.ca your team on improvements required by a Six Sigma Green Belt On-line: www.seec.schulich.yorku.ca
• How to conduct the interview Fax: registration form on page 133 Introduction to Basic Statistics & Data • How to better understand the Voice Fax: registration form on page 133
• How to introduce a structured to 416-736-5689 Collection of the Customer (VOC) and link these to to 416-736-5689
behavioural interview to the candidate Mail: registration form on page 133 • Introduction to basic statistics; discrete processes and supporting metrics Mail: registration form on page 133
to mailing address on the form and variable data • Learn to lead proven Six Sigma to mailing address on the form

110 executive education and management seminars | business operations executive education and management seminars | business operations 111
Successfully Coaching & Mentoring 2 Days
Advanced Account Management 2 Days
Individuals & Teams & High-Yield Selling

A structured coaching and mentoring development program for all managers, human resource supervisors and Learn the proven client communication skills and sales development approaches used by HIGH-YIELD sales and
team leaders. marketing executives.
Exceptional organizations are staffed by outstanding people. Few organizations can afford the best people, High-Yield account development drives business growth. This is a truly innovative guide to what account
so they recruit high-potential people and coach and train them for greatness. This requires their leaders to focus managers, sales people and executives must do to think on their feet, make fast decisions, and generate profitable
on people-development as primary functions. sales. It illustrates that achieving High-Yield sales is not mysterious, and that anyone can learn to be successful,
dynamic and indispensable.
This program is designed to give leaders the coaching tools and skills to succeed in this critical endeavor.
The program provides participants with a framework to effectively coach and mentor people in their own This program is not theoretical. It has been tested and highly rated by sales people in demanding environments.
department or from another part of the organization. Participants can immediately apply the tools they learn in the program to their daily sales and marketing
environments.
Content
The Manager’s Changing Role in Training Successful Mentoring Meetings • Significantly improve the impact of your Content What You Will Learn
and Coaching • Getting started on a solid training dollars Principles of High-Yield Selling • 6 ways you may be sabotaging your • What the secrets of High-Yield sales are
• The manager’s role in developing people’s footing: contracting • Measuring the benefit for all stakeholders • Strategic behaviour and practices client relationships due to poor and why anyone can learn them
core competencies • Showing your interest: the of High-Yield sales people customer alignment • Clientship© Principles: The “magic”
• The “two bucket” approach to “puppy” principle Special Pre-work Package • Solving complex client problems Mastering Verbal Communications relationship that High-Yield sales people
improving performance • Structuring successfull meetings PLEASE NOTE: a pre-work package will • Becoming an invaluable part of your • Curiosity: the secret weapon for generate
• Training and learning to maximize your • Bringing the relationship to a be mailed to participants and must be customer’s operations High-Yield selling • Account leadership skills and behaviours
HR investment successful close completed two weeks prior to the seminar. Advanced Clientship© Strategy • Moving from telling to selling that cement relationships
Coaching Styles For High Performance People Development: Training • What would you have to do to get ALL • Verbal styles to achieve business success • Expanding your business relationship into
• Alternative styles of coaching and Learning Receive 14 PDUs your clients business? Growing Account Sales and Loyalty new product and service areas
• When to use each style: • Identifying learning styles towards your PMI Continuing
®
• What are the elements of the best client • How High-Yield sales people define • Resolving client conflicts elegantly:
situational analysis • How to create a customized learning plan Certification Requirements. relationship you could imagine? customer issues A process to do it right
• Adjusting your style to suit people’s • Creative learning opportunities • How poor process can sabotage your • Using Account Service Gap Analysis
maturity and competence • The impact of learning styles on the plan relationship • The 6 gaps you must identify and bridge
• How to have those difficult conversations The Chunk Outline For Effective to grow customer sales and loyalty
Empowering Your Team to Innovate and What You Will Learn Client Interactions • Hidden challenges in how your customers
Accomplish More • Daily coaching for excellence • Your communication style: Does it work and prospects define value
• Raising the bar by increasing your • How to implement a staff mentoring for every client? Client Conflict Resolution Program Dates
expectations program in your team, department Program Dates • How High-Yield sales people organize • How High-Yield sales people win and July 5 - 6, 2010
• Using a balanced scorecard to increase or organization Oct. 7 - 8, 2010 their thoughts resolve disagreements Dec. 2 - 3, 2010
accountability • Using Pygmalion strategies to Mar. 7 - 8 , 2011 • Being more effective in half the time • Using structured conversations June 20 -21, 2011
• Creating “ownership” for performance impact performance Program Fee The “Atom” of Work: How to • The power of summarizing and probing Program Fee
improvements through effective goal setting • How to monitor & measure progress $1,995 + applicable taxes Structure Customer Transactions for Selling To Executive Buyers $1,995 + applicable taxes
• Recognition and rewards: getting it right • Help people learn more skills, more For Details and to Register Metered Success • How executives make decisions For Details and to Register
Introducing Mentoring Programs effectively, in less time and at lower cost On-line: www.seec.schulich.yorku.ca • Every transaction has a predictable pattern • The added value you must provide On-line: www.seec.schulich.yorku.ca
• Where most mentoring programs fall short • Creating individualized learning plans Fax: registration form on page 133 • Analyzing your customer’s processes and • How to make promises that get the sale Fax: registration form on page 133
• The characteristics of an ideal mentor • Identify people who are “ready” for to 416-736-5689 developing a turnkey solution to 416-736-5689
• Three mentoring styles self-directed learning Mail: registration form on page 133 • How to see problems coming and head Mail: registration form on page 133
• Match mentor and protege for best results to mailing address on the form them off to mailing address on the form

112 executive education and management seminars | business operations executive education and management seminars | marketing and sales 113
Advertising, Media & Web-Based 3 Days
Building Your Brand Equity Strategy 3 Days
Communications Planning: For Higher Profits
An Integrated Approach
How to get the most out of your marketing, advertising & promotional dollar. Study advanced branding strategies to increase the effectiveness of your product and service marketing &
Marketing budgets are tighter everywhere, and your choice of media have never been greater. To maximize branding programs.
sales revenues, it is critical that marketing practitioners develop plans that maximize the effectiveness of their The notion of “Brand” is not confined to packaged goods. A brand represents the added value that your name
advertising and promotional dollars. provides in your customers’ minds, to whatever you have to sell.

This seminar looks at a variety of contemporary marketing and media options, including strategies for choosing This program will help you refocus your marketing efforts and give you control of the most powerful of all
marketing channels, techniques for evaluating creative submissions, and analytic tools for measuring their marketing tools – your brand equity! You will acquire a clear understanding of the strategic notion of brand
effectiveness. A special feature of the program is how to leverage your Online promotional activities to maximize equity, and the knowledge to make it generate greater profits and market share for your organization.
e-Marketing revenues.
Content
Content What You Will Learn What is Brand Equity? Protecting Brand Equity: Ensuring Strong
Part 1: Foundations of Advertising Planning Part 3: E-Marketing & Web-Based • A disciplined step-by-step approach to • Products vs. Brands Brand Loyalty
& Management Networked Marketing marketing communications planning • Buyer’s vs. seller’s view • Defending brand equity
• Defining Marketing Communication • Integrating E-marketing strategy and • How to write an Advertising Strategy and Defining Your Brand Equity • Managing disasters
• The role of Advertising Strategy within the brand strategy Creative Strategy • A customer’s perspective • Using the voice of the customer in
Business Plan • Effective web-based • How to create an effective Media Plan to • Brand equity vs. brand image – clearing brand decisions
• Market factors influencing communication designs maximize ROI the confusion • Lowering customer defection rates
advertising planning • E-marketing value drivers in the new • Study the latest in E-Marketing and • A financial perspective
• Writing an Advertising Strategy web 2.0 space Online Advertising Planning for Brand Equity What You Will Learn
Case Exercise: Strategy Evaluation – • Lead generation and sales • Explore trends in viral marketing and • Positioning: the core of brand equity • The building blocks of a brand equity
Exploring Advertising Decision-making conversion techniques customer acquisition • What business are you in? business plan
Creative Strategy Development Value Creation Through Your Web Site • Introduce an integrated marketing plan Building Brand Equity • How it works to your benefit in the short
• Why do we need one? • 5 things you can do tomorrow to drive using the right marketing mix • Building your brand’s identity and long term
• Key elements in a Creative customer acquisition, product sales and • 19 ways to improve your client/agency • Implementing brand identity • How to measure existing brand equity
Strategy report customer retention collaboration • Measuring brand image • Tools and techniques for building
• The benefits of clearly defined • Linking your customers and your staff Corporate Implications of Brand brand equity
target groups • Linking your customers and your brand Equity Management • How to build a market-oriented
Effective Client/Agency Relationships • Managing brand systems organization
• 19 proven ways to improve client/agency Program Dates • Leveraging the brand through line • A to Z of building strong corporate brands
relationships June 2 - 4, 2010 extensions • How to enhance your relationships with Program Dates
Part 2: Media Strategy and Nov. 17 - 19, 2010 • Brand system building blocks customers and suppliers Sept 15 - 17, 2010
Communications Planning June 13 - 15, 2011 • Building strong corporate brands • Ongoing brand management and Mar. 16 - 18, 2011
• Key elements of a comprehensive Program Fee The Tools of Brand Equity Management brand development Program Fee
Media Plan $2,395 + applicable taxes • Planning tools • Brand measurement and building tools to $2,395 + applicable taxes
• Communications planning models For Details and to Register • Tracking tools help you save money For Details and to Register
and processes On-line: www.seec.schulich.yorku.ca • Brand architecture On-line: www.seec.schulich.yorku.ca
• Understanding media terminology Fax: registration form on page 133 Fax: registration form on page 133
• Media evaluation tools and metrics to 416-736-5689 to 416-736-5689
• Trends in media buying Mail: registration form on page 133 Mail: registration form on page 133
• Getting the most out of your media partner to mailing address on the form to mailing address on the form

114 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 115
Competitive Intelligence, Market 3 Days
Creating Extraordinary Customer 3 Days
Analysis & Benchmarking Service & Client Marketing Strategies

Steps to effective use of competitive analysis and market intelligence to support your strategic action plans. Advanced marketing, customer service and client development strategies to maximize your service revenues and
Understanding your competition is one of the most difficult tasks facing management. Our intensive Competitive increase customer loyalty.
Intelligence program will show you how to analyze every aspect of your competitors’ business operations as In today’s service-based economy, many marketing and sales leaders are responsible for packaging and promoting
well as analyze the total market environment. “SERVICE-BASED” products and service plans. So how can you ensure a service marketing edge?

From marketing, sales, manufacturing, service and corporate planning strategies, the program will show you Creating Extraordinary Customer Service & Client Marketing Strategies is a hands-on learning process.
how to size up the core competencies and vulnerabilities of your competition and how to predict their future During the program you will create frameworks to position and market your services to ensure an extraordinary
moves. Your learning is reinforced by a custom-designed workbook and lots of time for discussion. service delivery experience for your customers. This program goes beyond service innovation, to building an
unbeatable service culture and supporting marketing strategy.
Content
Competitive Intelligence Fundamentals • Determining which functions Content
• Competitive analysis vs. to benchmark Positioning Strategy in Service Industries: • Building the partnerships required to • How to identify your true uniqueness in
strategy development Completing a Benchmarking Project: The Foundation create service excellence the marketplace
• 4 types of competitive analysis Key Stages • Understanding your customers’ needs, Employee Leadership & Coaching • How to deal with the challenges faced
Conducting Industry Analysis • Defining the benchmarks wants and perceptions Strategies by service marketing organizations
• Categorizing your competition • Collection and analysis of data • Establishing your key point • Clearly defining the role of all service • How to integrate Marketing, Operations
• Identifying the competitive forces driving Competitive Analysis Summary of differentiation delivery staff and HR strategies for sustained success
your industry • How will your competitors compete? • Creating the service offering – core • Recruiting the most appropriate • Methods for creating an extraordinary
• Conducting financial analysis • Use of “value chains” to identify product and supplementary services employees/partners service delivery experience
• Conducting strategic analysis competitive advantage • Clearly defining the value you add for • Creating brand champions through • Inspiring front line staff to go “above and
• Conducting technical analysis your customers effective staff training programs beyond” in delivering the brand promise
• Conducting business mix analysis What You Will Learn • Integrating loyalty programs into the • Establishing coaching, mentoring and • Powerful service recovery techniques to
Analyzing Competitive Business • Incorporate competitive analysis into service marketing strategy support systems retain customers
Units/Divisions your strategic planning, marketing and Unique Challenges to Address in Creating Extraordinary Customer Service
• Business analysis areas: sales planning process Marketing Your Services • Harnessing customer feedback to
– Marketing capabilities • Predict your competitor’s product level • The differences between the marketing of fuel innovation
– Manufacturing analysis strategies, prices and market services vs. products • Creating effective service
– Sales function development direction • Making an intangible experience more recovery strategies
– E-Business • Build a cost-effective intelligence system tangible for customers Creating a Winning Culture Program Dates
– Service & support analysis using current resources Program Dates • Production/consumption inseparability • Integrating Marketing, Operations and HR May 10 - 12, 2010
– New product R&D • Perform benchmarking analysis at the Oct. 25 - 27, 2010 – managing service delivery • Modeling appropriate performance Nov. 17 - 19, 2010
• Mapping future competitor moves corporate, business and product levels May 2 - 4, 2011 • Quality control – ensuring an and behaviour May 9 - 11, 2011
Making Competitive Intelligence Work in • Assemble a competitive analysis team Program Fee extraordinary customer experience • Measuring results and rewarding Program Fee
Your Organization • Develop the corporate mind-set to $2,395 + applicable taxes Service Operations Strategy: Developing excellence $2,395 + applicable taxes
• Turning competitive data into support effective competitive analysis For Details and to Register Your Blueprint For Details and to Register
usable intelligence • Utilize synergy analysis to guess a On-line: www.seec.schulich.yorku.ca • Creating a detailed blueprint of the What You Will Learn On-line: www.seec.schulich.yorku.ca
• 6 major factors for success competitor’s next moves Fax: registration form on page 133 service delivery process • The keys to creating, implementing Fax: registration form on page 133
A Framework For Benchmarking to 416-736-5689 • Identifying opportunities to add value and sustaining a winning service to 416-736-5689
• The role of benchmarking in Mail: registration form on page 133 for customers marketing strategy Mail: registration form on page 133
competitive analysis to mailing address on the form to mailing address on the form

116 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 117
Developing & Implementing 3 Days
Developing your Sales Organization 2 Days
Strategic Marketing & Sales Plans For Strategic Success

A complete system for preparing strategic marketing plans and sales execution plans to build profitable companies, In any business, developing and managing a high-performance ‘sales organization’ extends well beyond sales
products and services. managers and account teams.
Any marketing or sales manager would agree that if you fail to plan, you plan to fail. In this practical workshop, It includes managing effective leadership interfaces down into your organization out to your customers, up
you will learn how to develop strategic marketing plans and translate these plans into actionable sales and to managing executives, and across to other key departments such as Marketing, Production and Customer
customer plans. Service. Developing Your Sales Organization for Strategic Success is ideal for any leader who has a direct profit
responsibility for their division or company. This includes front-line Sales Managers, Business Owners, VPs
The goal of this program is to provide you with a set of straightforward tools and techniques to gather information and Regional Managers
on your competitive landscape, develop appropriate marketing strategies and then execute these strategies via
your sales and customer service programs. It is an outstanding professional development program for any Content
marketing, sales or customer management leader, including a customized follow-up session. Part 1 Creating A World-Class Sales The Causal Drivers of High-Level Part 5 Measuring Performance &
Organization: A 360° Leadership Perspective Employee Engagement: Building Pivotal Staff Relationships
Content • The role of executives overseeing • Focus; Will & Executional Capability • How to provide important feedback
The Role of Marketing and Sales in • Controlling the marketing effort • Develop the framework for organizational Divisional sales/profit performance • Supportive Business Culture: How without losing trust
Successful Organizations • Establishing an annual planning calendar alignment – marketing, sales and other • The cost of low-performance does your business measure-up? • The cost of low-trust management
• Marketing – Sales partnerships: how to • Developing sales strategies functions environments Conducting a Sales Organization relationships; the profit in high-trust
plan and implement customer strategies • Developing customer strategies • Communicate your marketing activities Managing Key Relationships From Capabilities Audit
• What happens when marketing and sales • Aligning your organization to focus on the into actionable sales and customer 4 Leadership Perspectives • Using the Model for Human Behaviour What You Will Learn
do not work together customer strategies • DOWN into your organization DISC methodology • Understand how effective Sales
• Relationship between a Strategic Plan Preparing Sample Plans For Your • ACROSS key support departments • Audit findings: Understanding Organizations interface up, down and
and a Marketing Plan Organization Participant Bonus • OUT to external customers/clients 24 key employee measurements across departments for strategic success
Understanding Your Marketing and Sales • Exercise in creating strategic marketing Participants will receive a complimentary • UP to owners and senior executives that impact team performance • Using the 7 Performance Drivers to
Landscape: Conducting a and sales plans copy of the book Marketing Led – Sales Part 2 Your Leadership Approach: • High Performance Audit results of your enhance collaboration and effectiveness
Situation Analysis • Sample plans and templates to use in Driven: How Successful Businesses Use Performance Drivers and Behaviours Sales Team’s engagement • Use the Sextant Opportunity Matrix to
• Analyzing customers, markets and your business the Power of Marketing Plans and Sales Overview of Research Findings of Part 4 Sales Growth: Identifying strategically target the best opportunity
competitors • Practice developing the framework for Execution To Win In The Marketplace by High Performance Behaviours Best Customer Opportunities customers
• From data to insight: discovering your own business Ajay Sirsi. • Winning behaviours: The Strategic Planning for Sales Leadership • Effectively plan by assessing your
marketplace opportunities High-Performance Leadership Model • Steps to establishing long-term Team company’s culture, your competitors’
and threats What You Will Learn • What do the 7 key performance drivers Purpose, Values, and Goals strengths and weaknesses, and your customers
Setting Marketing Objectives and • Understand the critical relationship achieve? • Business strategies to improve sales
Target Outcomes between marketing planning and Program Dates • Measuring and comparing each of team engagement, departmental coop Program Dates
• How to set marketing and other key sales execution Oct. 27 - 29, 2010 the 7 drivers in your operations eration and customer loyalty Sept. 13 - 14, 2010
business objectives • Use practical templates to develop Apr. 27 - 29, 2011 Leadership Assessment Tool • Developing potent sales leadership plans Apr. 28 - 29, 2011
• Mistakes to avoid in setting objectives strategic Marketing Plans, Sales Plans Program Fee • Measuring your personal style in to drive superior sales results Program Fee
• Relating marketing goals to sales outcomes and Customer Plans $2,395 + applicable taxes Leadership, Power & Authority • Managing social networks $1,995 + applicable taxes
Developing Your Marketing Strategy and • How to analyze and use key data on For Details and to Register • Setting yourself improvement goals Using Sextant Market Opportunity For Details and to Register
Tactical Plans customers, markets and competitors On-line: www.seec.schulich.yorku.ca • Leadership for higher sales results, Methodology to Prioritize Best On-line: www.seec.schulich.yorku.ca
• Using the marketing mix elements • How to set realistic, practical marketing Fax: registration form on page 133 productivity and job satisfaction Opportunity Customers Fax: registration form on page 133
(product, price, channel of distribution objectives and goals to 416-736-5689 Part 3: Your Team’s Dynamics: Engaging • Evaluate your customers/prospects to 416-736-5689
and marketing communications) to • Prepare tactical plans that convert Mail: registration form on page 133 Employees to Drive Business Growth • Know your competition Mail: registration form on page 133
develop strategy marketing strategies into detailed action steps to mailing address on the form & Success •Leveraging key market segments to mailing address on the form

118 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 119
E-Marketing: Strategies for Success 3 Days
How to Design and Manage 3 days
Marketing Channels

Plan your E-Marketing programs with confidence! Explore the newest areas of web-based promotion– Modern channel management techniques to maximize marketing, sales, distribution and customer service
podcasting, blogs, wikis and more! opportunities.
E-Marketing provides excellent measurability, reduces costs, increases revenues and expands your Channel management is an often overlooked source of lasting competitive advantage. By properly
company’s marketing potential – which is why digital technology has become the dominant stream in managing your channel relationships, you can eliminate redundant activities, cut distribution costs, and
advertising and marketing. improve your sales efficiency. You can also lock-in the best channel partners and take advantage of their
strengths, while denying them to your competitors.
This comprehensive E-Marketing workshop will prepare you to make significant strategic contributions
to your company’s future E-Marketing activities. Participants will be given the framework to implement Managing channels of distribution is a difficult balancing act: they should be sufficiently integrated to
an E-Marketing plan that is based on documenting objectives, implementing to “best practice” levels and allow increased coordination with your partners, yet loose enough to allow you to replace or add other
forecasting realistic predictions of ROI. members. This program will provide you with the solutions to design, develop, maintain and manage
effective relationships.
Content
E-Marketing Vehicles Building an E-Marketing Plan Content
• Elements on and off your website • Business case template Part 1: Channel Management for Growth • 3rd party arrangements to • An approach to analyzing strategies
• Elements in other media and the • Success measurements Defining the Process diversify channels for channel recruitment, engagement,
customer environment Measuring the ROI of E-Marketing • The role of the Channel Manager • New forms of direct channels enablement and reward
Rich Media Vehicles • Tools for measurement • Identifying growth opportunities Strategic Channels Design Process • An understanding of practical difficulties,
• The best and worst of rich media • Expected returns • Recruiting the best partners • Re-defining your business strategy issues and trends in the management of
• Podcasting – building relationships Candid Assessments Achieving Channel Integration • Assessing current distribution channels marketing channels
with audio • Live critiques of participant websites • Marketing program execution techniques based on creative combinations of value- • How to motivate channel members to
E-Mail Marketing • Relationship-specific enablement assets adding channel functions achieve revenue objectives
• Must-haves for a great E-mail campaign What You Will Learn • Creating a dynamic online • Developing channel alternatives that
• Case Studies: Excellence in E-mail • Systematically evaluate a variety of distribution presence highlight potential competitive
Search Engine Optimization/Search E-Marketing vehicles for B2C, B2B and How to Build Higher Performance advantages
Engine Marketing B2E audiences • Rewarding your partners by establishing
• Differences and definitions • Create an E-Marketing business case that mutual performance targets What You Will Learn
• Understanding customer behaviours allows you to plot costs against returns • Evaluating current relationships • The concepts of channel structure and
Social Marketing • Integrate your existing marketing mix with • A dashboard approach to monitoring how to introduce a design strategy
• Blogs the web current performance and adjusting plans • Market variables impacting your
• Wikis as marketing tools • Lower your marketing costs while Program Dates Part 2: Strategic Channel Design channels’ performance
Viral Marketing building the relationship with Sept. 13 - 15, 2010 The Changing Channels Environment • The explosion of alternative channels to Program Dates/Fees
• The 5 immutable laws of viral marketing your customers Apr. 4 - 6, 2011 • The Value of customer access provide customers with superior access Jan. 17 - 19, 2011
• Case studies: Viral Victories • Understand when and how to use Program Fee • Search vs purchase channels • How to balance efficiency and customer June 6 - 8, 2011
Integration of Online and technology to maximize $2,395 + applicable taxes • Changing strategic priorities about how needs when designing your marketing $2,395 + applicable taxes
Offline Marketing marketing effectiveness For Details and to Register all value-add activities and processes and sales channels For Details and to Register
• Mixed media success stories • Troubleshoot your current online On-line: www.seec.schulich.yorku.ca are linked • The interplay between Channels and On-line: www.seec.schulich.yorku.ca
• Integrating your marketing mix for better marketing presence to identify Fax: registration form on page 133 New Channel Design Options the other three Ps: product, price and Fax: registration form on page 133
measurability and ROI potential enhancements to 416-736-5689 • Creatively combine channel functions promotion to 416-736-5689
Mail: registration form on page 133 to reduce cost and improve Mail: registration form on page 133
to mailing address on the form customer responsiveness to mailing address on the form

120 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 121
Key Account Management 3 Days
Leveraging Social Media 3 Days
+ 2 DAYS
& Client Development

Proven strategies for building the most profitable partnerships with your key accounts. Stay connected with your audience, understand their changing needs and create two-way channels of
How do you defend profitable market niches against hungry competitors? How can you avoid being dropped communication which will lead to better relationships and increased sales.
as a supplier as customers change their buying processes? Senior managers and sales professionals face all Gone are the days when a carefully placed newspaper or radio ad was the answer to building customers. Today,
these issues everyday and they threaten your profitability. your target audience receives their marketing and sales messages through an ever-growing number of media
channels – with social media and networking Sites at the top of that list. So what are the best ways to reach
Our Key Account Management seminar is a formal learning process. The key account management concepts your target audience?
are outlined in pre-seminar reading. Details are refined in the program through interactive discussions
and team projects which ensures a return on your investment. Over 1500 managers have attended this Rapidly advancing technology allows many opportunities for brands to form meaningful ties with their audience.
outstanding program. This class will show you how to listen, make the connection, and keep the attention of your audience. It’s time
to make these networks work harder for you.
Content
Strategic Key Account Customer Development: Managing Participants will study the best ways to influence a target audience, using key Social Media tools as part of daily
Management Benefits Customer Progress strategies. It is a ‘must’ program for marketing and sales professionals to stay ahead of the competition.
• Looking at customers as annuities • Conducting progress reviews
• Competitive issues • Reallocating resources Content
• Account management principles Focus on the pillars of marketing • How to develop and expand your • How social media affects marketing, PR,
• Creating focused strategy What You Will Learn communications as it applies to presence on the current popular social market research and customer service,
Developing Key Account Strategy For • How to differentiate yourself by making social media: networking sites and why an integrated approach is
Specific Clients your customers more profitable • Understanding the role of ‘participation’ • How to build a community essential for business success
• Segmenting the key account • Define your most important customers in traditional marketing • How to integrate your social media efforts PLUS: Begin developing your own Social
• Adding value to customers for long-term success • Understanding citizen marketers with your offline marketing Media Business Plan
• Areas of profit opportunity • Establish the bottom-line reasons why • The changing face of traditional public
• Relationship purpose and guidelines your customers buy products and relations and Marketing What You Will Learn Program Dates/Fees
• Differentiating yourself services • A hands-on look at popular social • A clear strategic understanding of today’s Nov. 29 - Dec. 3, 2010
• How customers see you • Focus on your most profitable customers networks such as Facebook, Twitter, and social media channels and effective Mar. 28 - Apr. 1, 2011
Preparing Key Account Action Plans for long-term growth Linked-In - what opportunities they offer online marketing practices 3 days seminar (strategy) = $2,395 +
• Critical planning elements • Learn to transform your product business marketers • Evaluate and select social media vehicles applicable taxes
• Strategic goals into a service business • From Olympics to politics to brand that fit your products and service branding 2 days workshop (application) = $1,995 +
• Revenue target management • Target limited but potentially launches: Current examples of • Integrate viral, word of mouth and business applicable taxes
Focusing on Sales Results lucrative markets Program Dates high-profile social media campaigns networks with your traditional marketing, Options at time of registration:
• Screening opportunities and investing in • Concentrate your limited resources on Sept. 15 - 17, 2010 • Mobile marketing – messaging, sales and PR plans For the 3 days $2,395 + applicable taxes
the best relationships large accounts Mar. 21 - 23, 2011 applications, opportunities for brands • Where we’re at in terms of what mobile or
• Recognizing poor investments • Develop a key account action plan for Program Fee • Strategic applications – how to use social marketing offers – and opportunities for For 3 days + 2 days $3,890 +
Proven Key Account Field Experience back at the office $2,395 + applicable taxes media in your business the future applicable taxes (savings of $500)
• A major company relationship analyzed For Details and to Register • Social media marketing plan • Understand the benefits of keeping in For Details and to Register
• Applying key ideas to your clients On-line: www.seec.schulich.yorku.ca Applications Workshop: touch with your audience on an ongoing On-line: www.seec.schulich.yorku.ca
Writing Client Strategy Plans Fax: registration form on page 133 • How to Evaluate Your Online Image - Live basis through popular social channels Fax: registration form on page 133
• Defining best opportunities and revenue to 416-736-5689 sessions looking at tracking sites. See to 416-736-5689
targets Mail: registration form on page 133 first-hand how your brand/organization Mail: registration form on page 133
• Formalizing the plan to mailing address on the form currently rates to mailing address on the form

122 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 123
Managing Your Sales Force 3 Days
Marketing Management 5 Days
For Improved Results

How to get more out of your most important people. Canada’s #1 sales management course. Increase your marketing knowledge to benefit your organization and increase marketing-driven profits.
With companies facing increasing competitive pressure, new ways must be found to improve the productivity of This popular 5-day seminar has been attended by more than 2,000 new and experienced marketing managers,
selling operations. This program has become an integral part of the training program for hundreds of organizations sales directors and marketing assistants. It is designed to explore the fundamental operational areas involved in
across North America. This popular program addresses the key areas of sales operations that include: the marketing process.

• Motivating the sales force • Control of selling activities It will provide the manager with a working knowledge of the interrelationships of the factors involved in the
• Appraisal of sales performance • Sales force development “marketing mix.” The format includes world-class marketing lectures, cases and a competitive marketing simulation.

Content Content
Day 1 Day 3 • Design performance-enhancing Day 1 Day 5
The Key Purpose and Roles of Sales Force Development Strategy measurements which are truly helpful Marketing Concepts & Overview Marketing Strategy & Marketing Planning
Sales Managers • Channel management: • Deal with common failings of • Key Concepts and Marketing Mindset • Foundations of marketing strategy;
• The essential elements of the sales Developing new sales and sales representatives • Integration of your marketing approach learning to think strategically
manager’s job distribution strategies • Control the key facets of sales operations Market Segmentation & Positioning • Developing and implementing an
• Sales team recruitment: Hiring the • Forecasting staffing needs: for better performance • Fundamentals for effective segmentation actionable Marketing Plan
right people How many sales reps do you need to • Business-to-Business (B2B) and
• Conducting effective interviews with meet growth objectives? Consumer (B2C) segmentation What You Will Learn
prospective sales reps • Searching for productivity gains: Day 2 • Key marketing management and product
• How to select new sales reps How to increase the yield on your time Marketing Research & Analysis marketing concepts
• Managing yourself: Should a sales and your reps • The role of research in marketing strategy • Marketing strategy and marketing
manager also have account responsibility? • Compensation: Can it be used to bring Product, Service & Brand Management research techniques
• How to better control your selling activities about permanent change? • How to build a strong & enduring brand • How to launch new products
Day 2 • Motivation: What you can and cannot do Day 3 • Marketing segmentation techniques
Controlling Your Sales Operations to change it New Product Simulation Exercise and • Competitive pricing strategies
• Promoting from within • Sales slumps: Diagnosing their causes Group Competition • Positioning your products/services
• Controlling problems of prejudice and taking action • Launching a new product • Product management and
• Measuring results: Designing • Measuring the success of the launch channel management
measurements that are helpful for reps What You Will Learn Pricing Strategy • Marketing communications selection Program Dates
• Coaching: increasing your reps • Your key roles as sales manager and the • Strategies and counter-strategies in • Strategic market planning July 19 - 23, 2010
productivity role of the sales force in overall marketing Program Dates highly competitive markets Oct. 18 - 22, 2010
• Controlling your reps: How to know what • What motivates the sales force and how Oct. 18 - 20, 2010 Day 4 Jan. 31 - Feb. 4, 2011
your people are doing you can focus your sales reps’ energy Apr. 11 - 13, 2011 Modern Channel Management: Managing May 2 - 6, 2011
• Performance appraisals: Your strongest • How big should your sales force be and Program Fee ‘Bricks’ and ‘Clicks’ Program Fee
teaching tool how to recruit the very best talent $2,395 + applicable taxes • Multiple channel design & control $3,595 + applicable taxes
• Call reports: How to overcome a rep’s • How you can resolve internal conflicts For Details and to Register • Developing channel partnerships For Details and to Register
negative attitude toward them and problems quickly and creatively On-line: www.seec.schulich.yorku.ca Marketing Communications in Action On-line: www.seec.schulich.yorku.ca
• Managing by the numbers • How to better control what happens in the field Fax: registration form on page 133 • Direct mail, telemarketing, e-mail Fax: registration form on page 133
• Introduce a coaching system which to 416-736-5689 marketing, public relations to 416-736-5689
can increase the sales representative’s Mail: registration form on page 133 • Consumer-facing vehicles: samples, Mail: registration form on page 133
productivity to mailing address on the form contests, loyalty programs to mailing address on the form

124 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 125
Measuring Marketing ROI: Making 2 Days
New Product Development: 3 Days
Highly Profitable Marketing Decisions The Complete Approach

The ideal course for any manager who oversees marketing expenditures or develops product & service strategies. How to create and successfully market new products. The most popular new product planning course in
Marketing has evolved into a results-driven industry. Return On Investment (ROI) analysis must form the basis for North America!
marketing decisions, just as it does for other departments like sales, finance or manufacturing. Evidence suggests that most new products fail in the marketplace. Yet new products are key to company
growth. This program takes the mystery out of new product development. It presents the process of new
This practical program focuses on today’s Marketing Performance Metrics (MPM’s), and the mechanics of developing product development: idea generation, screening, concept testing, business analysis, product development,
a workable Marketing ROI plan for your business. You will begin working on your ROI measurements during the market testing and commercialization – as a step-by-step structure to be followed to ensure new product success.
workshop, making this a highly valuable learning experience for yourself and your organization.
Content
The Fundamental Principles Behind New Launching a New Product: Team Interactive Learning Format
Content Product Development Simulation Exercise This workshop utilizes current cases
Part 1: Understanding Marketing ROI & Building Your Marketing ROI Process: • Identify what tools to use to increase • What is a “new” product? • Finding appropriate target markets plus an advanced new product
Marketing Performance Measurements (MPM) How Marketing Effectiveness Is Tracked your marketing profitability • Why new products typically fail and strategies simulation exercise to reinforce your
• The influence Marketing ROI has • Building the customized formulae/ • Prepare an ROI Implementation • Branding a new product or service in • Establishing appropriate learning of the new product concepts.
on corporate ROI and the strategic analytic engine for your business Blueprint for back at the office the marketplace target market strategies
planning process • Valuing your market investments • Issues in segmentation, targeting and • Tracking success
• What benefits can be gained? • Recovering development costs Interactive Learning Format positioning of new products and services Managing Your New
• Consequences of not doing it? • Gathering results for comparative This workshop utilizes marketing ROI New Product Objectives and Products Strategically
• Who should be in charge of the ROI analysis case studies to reinforce your learning. Environmental Scanning • Using new products to sustain your
entire process? Part 3: Developing Your Marketing • Customer research competitive advantage
Using Marketing Performance Implementation Blueprint • Global scanning • Assessing alternative new product
Measurements In Your Business • Corporate-level and campaign-level • How to establish new product objectives strategies
• Building your foundation for applications The New Product Development Process
effective measurement • Establishing marketing investment and • New product development as an What You Will Learn
• What needs to be measured in budget limits organizational system • The principal of customer-led innovation
your business? • Increasing rate of returns – 10 types of • The politics and process of new product • Positioning concepts applied to new
• How will it be measured? return measurements development product development
• How will the results be utilized in • Applying the Stage-Gate Model of new • Strategic frameworks for developing
future planning? What You Will Learn product development new products
Part 2: Creating Customized Marketing • How to implement a marketing ROI • Ideation and project selection • The principles of product-led innovation Program Dates
ROI Measurements program for your business – practical Program Dates • Preliminary screening and evaluation • Using and applying the Stage Gate Model Jun. 8 - 10, 2010
• Refresher on financial and marketing steps to success Nov. 15 - 16, 2010 • Conducting a detailed new • Launching a new product - computer Dec. 13 - 15, 2010
measurements: • Link your marketing ROI targets to May 2 - 3, 2011 product investigation simulation Jun. 6 - 8, 2011
Net Present Value (NPV); Gross Margin; corporate strategy, sales strategy and Program Fee • Testing and developing a Program Fee
Incremental Customer Value (ICV); other functions $1,995 + applicable taxes concept statement $2,395 + applicable taxes
Customer Lifetime Value (CLV) • Establishing your Marketing Performance For Details and to Register • Customer research alternatives For Details and to Register
• ROI Threshold or Hurdle Rate Metrics (MPMs) – what needs to be On-line: www.seec.schulich.yorku.ca • Making the business case for your new On-line: www.seec.schulich.yorku.ca
• Incremental Revenues vs. Incremental Costs measured, how to measure it and who Fax: registration form on page 133 product or service Fax: registration form on page 133
• Past marketing investments vs. does the measuring to 416-736-5689 • Post-development activities and metrics to 416-736-5689
future decisions • Practice a wide variety of Mail: registration form on page 133 • Assessing marketplace success Mail: registration form on page 133
measurement techniques to mailing address on the form to mailing address on the form

126 executive education and management seminars | marketing and sales executive education and management seminars | marketing and sales 127
additional programs for 2010 / 2011
Pricing For Profit: 3 Days To receive brochures on all our new programs please visit www.seec.schulich.yorku.ca or call us at 416.736.5079
Competitive Strategies & Tactics 1. Build Your People to Build Your Profits: Strengthening the Value-Profit Chain
MANAGEMENT and Leadership
Profits and cash flow don’t just happen. It all begins with a customer. To attract and hold a customer, you need exceptional
people, led by exceptional leaders, delivering an exceptional product or service. Some of the best companies in the world
The only course you will ever need to confidently price your products and services and avoid pricing mistakes. – Southwest Airlines, American Express, Walmart and Magna International – understand the close relationship between
Customer Satisfaction, Employee Satisfaction, and Profits.
Pricing for profit is the result of 25 years of research and expertise in the dynamics of profitable pricing and
is designed to show those who market products and services how to achieve maximum profitability. With the
2. Communication, Coaching, Delegation and Performance Management
techniques involved in this program, your company or division can enormously enhance its profitability and MARKETING and sales
customer relationships. It is recommended to managers from all areas of your organization. Being able to supervise a team effectively so they reach their full potential can be a challenge. Effective supervision is not
just about disciplining staff when necessary or conducting annual performance reviews. During this seminar participants will
Content gain a better understanding of themselves and their teams through the completion of the Myers Briggs Type Indicator®.
Managing the Pricing Function • Buyer push back – opportunities with the
• How successful companies manage professional buyer 3. Designing a Winning Customer Experience
pricing decisions • The tradeoff between profit maximization MARKETING and sales
• Centralize/decentralize – how much and volume maximization In today’s hyper-competitive environment, a powerful customer experience is one of the few remaining areas where firms in
discretion should your sales and Pricing Through The Life Cycle any industry can build a sustainable competitive advantage, increase customer satisfaction through driving revenues and
marketing representatives have? • Why companies which ignore the pricing operating efficiencies. However, optimizing the customer experience is not easy. This course is designed to help managers
• Alternative pricing methods, which one is life cycle fail in sales & marketing, customer service and operations create world class customer experiences.
the most successful? New Products & Services Pricing
• The golden rule for pricing new products 4. Enterprise Architecture In a Changing World: For IT and Systems Professionals
Creating, Communicating and
Cost, Cost, Cost
BUSINESS OPERATIONS
Capturing Value
Organizations are turning to key management disciplines - such as Enterprise Strategy and Planning, Enterprise Program
• Answering the seven key questions about • The proper use of cost in pricing
Management, and Enterprise Architecture. There are significant management challenges in using these tools to minimize
your target customer:
business risk and maximize opportunity in the longer term.This program teaches you how structure your business approach
1. Why they buy? What You Will Learn by aligning your technology programs with business strategies, and getting the greatest return on your IT investment.
2. Why should they buy from me? • Using pricing strategy to create
3. Who is the competition? profitable market share plus outflank 5. Risk Based Decision Making
4. What is the nature of the global competition Management and leadership
competitive offering? • Proper use of pricing research This program will introduce participants to a set of cutting-edge tools that provide help and guidance for making efficient
5. How do I beat the competitor to • Redefine the idea of customer value and effective decisions about such things as implementing strategies, managing performance or expectations, supply
the customer? • Employ sophisticated pricing techniques chain partners, new projects, compliance, reporting, negotiations, managing change, and human resources.
6. Have I truly segmented my market? • How to use market segmentation models
7. Are there any sectors I should drop to isolate key markets and practice 6. Turning Around Projects Which are In Difficulty
or include? target pricing Program Dates Management and leadership
Pricing from the Outside-In • How to test price May 17 - 19, 2010 Discover how to make your very troubled projects successful. Determine when your project is troubled and calculate your
• Strengthen brand loyalty through Oct. 6 - 8, 2010
trouble score. Filter truths, gather facts and assess trends. Analyze factors external yet foundational to your project and
• Price segmentation and Net Price
learn to deal with personalities, perceptions and conflicts and rebuild teamwork. During the workshop immediately apply
Analysis and other techniques “targeted value enhancements” May 25 - 27, 2011
templates, checklists and tools in a step-by-step approach, flexible to your unique enterprise, risks and overall needs.
Beating the Competition Program Fee
• Changing the customer dialogue from $2,395 + applicable taxes
7. Sales Motivation, Compensation Strategies to Drive Results
price to value For Details and to Register Marketing and sales
Setting Pricing Objectives, Strategies On-line: www.seec.schulich.yorku.ca Please visit www.seec.schulich.yorku.ca under Marketing and Sales for program description.
& Tactics Fax: registration form on page 133
• RISK – the big gamble in the pricing to 416-736-5689 8. Lead Generation, Sales Development & Management Strategies
arena – how to manage it Mail: registration form on page 133 Marketing and sales
to mailing address on the form Please visit www.seec.schulich.yorku.ca under Marketing and Sales for program description.

128 executive education and management seminars | marketing and sales executive education and management seminars | additional programs 129
our network of university partners brings learning path information request /
our award-winning programs to more cities centre of excellence enrollment form
The Schulich Executive Education Centre is a worldwide leader in the delivery of executive education, with affiliates Please FAX this completed form to 416.736.5689 or simply visit us
in North America, Europe and diverse countries around the world including China, Russia and India. online at www.seec.schulich.yorku.ca
The demand for our award-winning management programs has led to a growing number of our programs
being offered at these world-class partner universities. Call us at 416.736.5079 (toll-free 1.800.667.9380), or visit 1. Learning Path Contact Information
www.seec.schulich.yorku.ca for information on our regional partner program offerings. Check the Learning Path(s) you would like more
information about and fax your request. Please Name:
Canada see page 16 for Learning Path descriptions.

Ottawa Montreal & Quebec City Halifax Saskatoon & Regina Select Learning Path(s) of Interest: Title:

General Management
Organization:
Strategic Leadership

Financial Management & Business Planning


Charlottetown St. John’s & Cornerbrook Fredericton, Moncton, Winnipeg, Thompson, Address:
Saint John The Pas Cross-Functional Management

Business Operations Management


City:

Waterloo Calgary & Edmonton Vancouver & Victoria Province:


2. Join SEEC’s Centres of Excellence
It’s free to join our network of Canadian
business leaders and keep up to date on the Postal Code:

EXECUTIVE
events affecting your industry. Please see page
PROGRAMS
8 for Centres of Excellence descriptions.
Telephone:
United States
I Would Like to Join The Following
Fargo, ND Clemson, SC Ypsilanti, MI Centre(s) of Excellence:
Email:

Business Analysis
Business Performance and
Fax:
Risk Management
Kansas City, MO Fayetteville, AK
Financial Services Leadership
Healthcare Management
Lean Six Sigma
Municipal Leadership
Project Management
Public Management
Sales Leadership
Supply Chain & Logistics Management

130 executive education and management seminars | information request executive education and management seminars | information request 131
registration details 2010 – 2011 registration form 2010 – 2011
Experience the Schulich Executive Education Difference… Enjoy our 100% Satisfaction Guarantee on All Programs!

Campus Seminar Locations Step 1: Program Selection 3 Ways to Register:


If session is at York Campus: Please register me for the following program(s): • ONLINE at our website:
The Executive Learning Centre www.seec.schulich.yorku.ca
The Schulich School of Business Program Name:
York University, 4700 Keele Street Program Date: • FAX your completed Registration Form
Toronto, ON M3J 1P3
to 416.736.5689
Program Name:
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Program Date: • MAIL this Registration Form to:
World Class Faculty New State-of-the-Art Comprehensive If session is Downtown:
Teaching Facilities Take-Home Materials The Miles S. Nadal Management Centre Schulich Executive Education Centre
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3 Ways to Register Ernst & Young Tower, TD Centre Mr. Mrs. Ms. Schulich School of Business
• ONLINE at our website: www.seec.schulich.yorku.ca Toronto, ON M5K 1K2 York University
• FAX your registration on page 133 to 416.736.5689 Name:  4700 Keele Street
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Schulich School of Business, York University, 4700 Keele Street, Executive Learning Centre, York University, Organization: # of Employees:
Toronto, ON M3J 1P3 please call or book online:
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• Registration fees for each program can be found with the seminar York University
description on the individual pages for each seminar listed in this 4700 Keele Street (56 Fine Arts Road) Prov.: Postal Code: Telephone: 
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• Fees, speakers, dates, topics and location are subject to change Tel: 416.650.8300
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minimum of 14 days in advance of the start date of open enrollment Please ask for the York University Executive All fees, dates, speakers, locations and
courses (21 days for Executive Programs and Masters Certificate Education special corporate rate.  paying by credit card: Visa MasterCard Amex applicable taxes are subject to change.
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for open enrollment courses (or 10% of the full course fee for Masters Save $150 each when two or more York’s liability is limited to
Certificate courses). Cancellation period and fee may vary by course.
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132 executive education and management seminars | registration executive education and management seminars | registration 133
management & executive
education seminars 2010 – 2011
Offering 3 Ways to Register:
• Open Enrollment Programs • ONLINE at www.seec.schulich.yorku.ca
• Executive & Masters Certificate Programs • FAX your Registration Form on page 133
• Custom & International Programs to 416.736.5689
• Centres of Excellence • MAIL your registration to:
• Individualized Learning Paths Schulich Executive Education Centre
The Executive Learning Centre
For Program Inquiries Schulich School of Business
Call 416.736.5079 or toll-free 1.800.667.9380 York University, 4700 Keele Street
or visit www.seec.schulich.yorku.ca Toronto, ON M3J 1P3