Falconbury Mini-MBA

8thSuccessfulYearA 5-day Residential Programme forInternational Business Executives‘All excellent and thoroughly recommend.’Paul Dickens, Business Manager (Northern Region),ATA Recruitment Ltdfalconbury.co.ukFalconbury’sExecutive ‘Mini-MBA’Supercharge your business management skills to driveinnovation and dynamic growth within your business onthis MBA-style development programmeEarly bookingdiscountSAVE£500/€625Book before13 April 20129-13 July 2012 • 3-7 December 2012Down Hall, Hatfield Heath, UKIs this Executive ‘Mini-MBA’ developmentprogramme for you?DESIGNED FOR: High potential managers and executives wantingto enhance their general management capabilities.This highly interactive five-day programme will apply key businessskills to common challenges to demonstrate how tools and tacticscan deliver effective control and create value.THIS PROGRAMME WILL• DEVELOP a thorough insight into all dimensions of your businessthrough an injection of new skills and ideas• INJECT your decisions with conviction and confidence that will addvalue immediately• LEAD change across the organisation that will create opportunitiesfor your team and meet or exceed your commercial goals• EVALUATE links between each business function and howcombined, they support growth to deliver the strategic visionScan in this QR codeto visit the web pageSTRATEGIC THINKING AND PLANNING • EFFECTIVE DECISION-MAKING • LEADING CHANGE • COMPETITIVE MARKETING • CUSTOMER LIFE CYCLES •BUSINESS ANALYSIS • FINANCIAL MANAGEMENT • MANAGING AND INFLUENCING OTHERS • LEADERSHIP STYLES • STRATEGIC THINKING AND PLANNING• EFFECTIVE DECISION-MAKING • LEADING CHANGE • COMPETITIVE MARKETING • CUSTOMER LIFE CYCLES • BUSINESS ANALYSIS • FINANCIALMANAGEMENT • MANAGING AND INFLUENCING OTHERS • LEADERSHIP STYLES • STRATEGIC THINKING AND PLANNING • EFFECTIVE DECISION-MAKING

Falconbury’s Executive‘Mini-MBA’ A 5-day Residential ProgrammeWhy you should invest in thisprogramme?This intensive and practical development programme is aconcentrated way to focus on the core elements of an MBA;strategy and change, finance, people, leadership and marketingin a dynamic and applied learning environment. Focusing onkey areas that determine real business results and rewards,this programme is full of practical tips, tools and techniques –all underpinned with tried-and-tested business principles.Five intensive days of executive development will:1 CHALLENGE your conventional business thinking aroundyour current business model2 FOCUS on the financials of your business and understandhow to directly impact the bottom line3 MAKE a direct impact on the success of your organisation4 EMPOWER you to position yourself as a leader inyour business5 ALLOW you to set or contribute to the business orchange agenda6 AID you in getting the best out of yourself, your teamand colleagues7 PROVIDE an opportunity to think about the compass asopposed to the clock8 RETURN you to your organisation with a clear action plan totake the business forward9 THRIVE in a fresh environment for a few days10 BROADEN your thinking and see the bigger picture11 FOCUS on the key areas that determine real businessresults and rewards12 MAKE it possible to exploit all of the marketingopportunities availableIn today’s demanding and rapidly changing environmenttaking time out for lengthy periods of study is a luxury thatmany individuals or organisations can ill afford.This Executive ‘Mini-MBA’ will provide real insights into currenttechniques and strategic thinking and inject new vigour in yourmanagement style.‘Excellent, very well presented and enjoyable course.’Pritiben (Prince) Gohil-Patel, Head of Business Development,Transport for London CorporateWho should attend?The programme’s design is suitable for executives or managers fromany function or business sector. It offers a rare opportunity forexecutives to learn with colleagues whose experience will be drawnfrom a wide array of different sectors, including:• People who need a rapid executive summary of some of thelatest thinking and concepts• Executives who want to improve their general managementcapability and explore what the high performers of today’scommercial world are thinking and doing and how theircompanies are succeeding• Time-poor senior executives who cannot afford the time demandsof full or part time MBA type programmes• People who want to invest in their own intellectual capital andasset base• Executives who want to secure some valuable thinking timeabout their business away from the day-to-day crises andpressures• Executives who want to develop a wider business outlook andbreak out of any narrow functional perspectives• Executives moving from technical or specialist areas into widermanagement/leadership rolesPractical and applied learningA business wide strategic vision is core to growth and development.Throughout the programme the expert presenters will continuallyillustrate how the core areas of the business integrate and supporteach other to deliver commercial goals. It provides:• Action planning – by the end of the programme you will have builtand developed a core plan of changes you can apply andimplement immediately to add value and growth to your business• Interactive, engaging, thought-provoking, informative anda fun learning experience• Real-life examples of corporate practice and management skills• Presenters who share business and consulting experience• A series of helpful frameworks and tools• Team-based learning to benefit from the experiences of otherattendees in an open learning environment• Real-life corporate examples will include: Dell, Nokia, DaimlerChrysler, AOL Time Warner, Ryan Air, BA, GE, Dyson, Marks andSpencer, Motorola, Enron, Wilmington Fine Papers and many more.Case study sessionsDuring the course of the programme you will participate in groupsessions that will apply the learning and skills you have developed inthe context of a unique case study, the key aim is to illustrate anintegrated approach to business management. It offers the opportunityto test your ideas in a simulated environment.© 2012 Falconbury LtdNow in it’s 8th year!

Programme9-13 July 2012 • 3-7 December 2012Down Hall, Hatfield Heath, UKMODULEOneStrategy andStrategic ChangeMODULETwoCompetitiveMarketingIn this module you will explore anddevelop your knowledge of core elementsof strategic thinking and analysis. You willapply the vital strategic business modelsto analyse performance in your own anddifferent businesses and industry allowingyou to understand and develop a strategicplan that delivers your commercialobjectives.BUSINESS STRATEGYDefining and demystifying strategy?• Strategy as warfare• Strategy as Ying & Yang– The creative and analytical sides ofstrategic thinking• Developing the “Helicopter”competence as a business leader• Differentiating strategy from operationalexcellenceThe two different schools of strategy• Deliberate versus emergent strategies• Did we get lucky or was it planned?• How far does strategy apply intoday’s world?• Managing complexity and discontinuityThe classic strategic planning process• Formulation• Definition• Implementation and executionAssessing industry attractiveness andprofitability• Applying Porter’s 5 Forces Model• Degree of competitive rivalry• Power of the buyers• Power of suppliers• Threat of new entrants• Threat of substitutesLow cost versus differentiatedstrategies – where are you?EVENING WORKSHOPUnderstanding growth – what is drivingfuture growth?Understanding Classic PortfolioAnalysis – The BCG MatrixBlue Ocean Thinking – Applying thedisciplinesUnderstanding the competition• Conducting a competitive analysis• Building a competitive profile mapStrategy feasibility checklistLEADING STRATEGIC CHANGEThe challenge of strategicimplementation and execution• Classic change scenarios –reorganisations, mergers andacquisitions, systems implementation• What are the critical success factors inleading and managing complexorganisational change?• Understanding the change curve –where are you?• Managing the ‘hard and soft’ aspectsof change• Recognising the culture, organisation,people and systems linkagesApplying a change managementtool kit• Planning the change process• Conducting a change readinessassessment• Dealing with resistance strategies• Conducting a detailed stakeholderanalysis• Managing the politics or change – thereally difficult stuff• Applying a change managementtemplate• Focusing on the critical success factorsReviewing your change projectsDELIVERING KNOCK-OUT PRESENTATIONSPresentations can often be a daunting prospect: you have to get a message across aswell as engage with the audience. This will give you top tips on how to:• Look and feel more confident whenspeaking in public• Plan a presentation quickly• Stick to your key points and get themremembered• Grab audience attention and keep itthroughout• Use your voice to engage your listeners• Increase your physical impact withmovement and gestureThis module will take a look at the coretopics, subject areas and the real purpose ofmastering marketing today. You will be able tounderstand the role and contribution ofmarketing to business success in order todevelop the best margins, profits andrevenues.What is marketing?• Examples of different kinds of breakthroughmarketing from existing companies• Group discussion of the ways thesecompanies differentiate them selves and thelessons we can learnExamining the new competitive environment• Understanding the changing businessenvironment and the pressures creating theimperative of market-driven strategy• Examples of outside in and smart bombstrategiesDefining markets, segments and targetseffectively• Defining markets and market segments– the benefits of narrowing and broadeningdefinitions of the market• Creative segmentation as the route todominance and virtual monopoly• Different bases for segmentation and thesupremacy of behaviour-basedsegmentation schemes• Segments of one, one-to-one marketing andmass customisationPositioning and the 4 P’s• Positioning – the battle for your mind• How positioning impacts the 4 P decision• Current examples of clear and confusedpositioningProduct/service life cycles• Managing through the life cycle, matchinglife cycle stages to behaviour-based marketsegments• The cash flow implications of the life cycleand the creation of the Boston Matrixportfolio management toolCustomer life cycles and CRM• Retention Marketing versus ConquestMarketing• The economics of customer acquisition,retention, satisfaction and loyalty• Creating a CRM philosophy3 easy ways to book falconbury.co.uk bookings@falconbury.co.uk

MODULEThreeFinancial Managementand AccountingMODULEFourLeadership andManaging PeopleThis module is designed to help you understand the language of businessfinance and to know what questions to ask your financial colleagues. Theaim of the module is to provide you with a clear understanding of the keyaspects of financial management from an operational perspective.• The finance function – the role of the Finance Director– Identifying the links between strategy, business planning andfinancial control– Source and use of funds• The business finance cycle and how we account for it– Revenue recognition– Accruals– Capitalisation– Depreciation• Exploring the key information in financial statements and the annual report– What’s important?– What does it mean?– How can it be used?– Investigating capital structure and the links with operational gearing• The vital aspect of cash flow – the one fact in all the data• Traditional analysis of company accounts• Using financial ratios as a measure of performance– Analysing the numbers• Examining the financial indicators– Business analysis– Qualitative and quantitative decisions– Economic value added– Profit planning• Mergers, acquisitions and divestments v the Stock ExchangeThis module will explore the different types of leadershipstyle and their relative effectiveness. It will also help youidentify your own motivational and leadership style andpreferences. You will learn how to adjust your style to suitthe needs of others in order to increase your influencingcapabilities. The session will also explore what makes forsuccess in building high performance teams.• The new leadership challenges• Reflecting on My Leadership Brand• Concepts of Push v Pull Leadership Strategies• The Compliance v Commitment dilemma• Motivating and influencing people effectively• Understanding your own individual preferences• Managing and influencing others• How to shape your style to suit:– Colleagues– Customers– Clients– Bosses• Reviewing your Influencing Strategies• Developing a flexible style• Reviewing your approach to performance management• Conclusion on my Leadership BrandSAVE 30%BECOME A MEMBER TODAYComments from past Falconbury Executive‘Mini-MBA’ programmes‘Relevant content, well positioned and easily relatedto real work life.’Mark Skehill, European Sales Manager, RentSmart Ltd‘The course was very useful and pitched at correctlevel. The speakers were approachable and veryknowledgeable.’Stuart Crossman, Group HSE & Risk Manager, International Energy Group Ltd‘Good balance of theory, application plus examplesto keep up the interest and aid learning. Definitelyworth taking time out to learn new skills and startapplying them’Sarah Williams, Data Governance Manager, Wales & West Utilities LtdJoin the Falconbury Membership scheme for an annual fee of£675/€845 + VAT and benefit from discounts of up to 50% and moreoff public courses, online learning, reports and in-house training.For more information and a discussion with an expert training advisorplease call us on +44 (0)20 7729 6677 or visit falconbury.co.ukFalconbury in-house trainingComing to Falconbury for your in-house training will provide an all-inclusiveservice which gives you access to a wide variety of content, learningplatforms and delivery mechanisms as well as your own personal trainingadviser who will work with you from the initial enquiry through to feedbackand follow-up after the programme.With over 600 trainers, all practitioners and experts across a huge range offields, we can provide the training you need, where you need it, when youneed it, and at a price which suits your budget. Our approach to tailoredlearning and development consists of designing and delivering theappropriate solution for each client.To find out more please contact Caroline Glen on+44 (0)20 7729 6677 or email: inhouse@falconbury.co.uk+44 (0)20 7729 6677

Faculty of presentersProgramme DirectorMARK THOMAS is a highly successful international business consultantwho has worked with some of the world’s major businesses in the fieldsof strategy, change management, human resources and executivedevelopment. He is a highly experienced speaker and business presenterwho has worked in over 40 different countries around the world. As aconsultant he has successfully sold major consulting projects and developmentinitiatives. In addition to his consulting work Mark has authored several books and is aregular conference speaker on strategy, change management, people management andother organisational issues. Prior to becoming a Partner with Performance Dynamics,he worked for several years with Price Waterhouse Management Consultants inLondon. He is also a visiting faculty member at leading international business schools.He also advised on the business and organisational change issues arising out ofstrategic reviews and both private and public sector re-organisations.PresentersJOHN LEACH BSc MBA is an international marketing consultant, trainerand visiting lecturer at Bradford University and Tias Nimbas BusinessSchool. He started his career in marketing with Cadbury Schweppes inBirmingham, working on a range of products in the FMCG group of thecompany. He then returned to University to take a Master’s degree inMarketing at Bradford University Management Centre. After graduation he moved intobusiness-to-business marketing with CPC (UK) Ltd, the leading supplier of starches andglucose. From there he moved into a quasi-academic role at Huddersfield Polytechnic,where he specialised in working with part-time students and with in-company clients. Atthis time he was invited to become a visiting presenter at the Chartered Institute ofMarketing, and this led to increased in-company work and a move to becoming a fulltimemarketing consultant and trainer across a range of managerial areas. During thelast 20 years John has worked for a variety of companies but has increasingly focusedon business-to-business, working for companies such as ABB, Ericsson, Xerox,Lexmark, Paroc, Hoganas Philips and Shell. During that time he has worked in morethan 30 countries, eastwards as far as Australia and west to USA and the West Indies.GEORGE FILDES, FCMA, MBA, specialises in financial training andconsultancy. With over twenty years experience in general management,George’s experience spans business management, logistics, customeroperations and financial management. He has been involved with mature,turnaround and start-up companies. George works globally withorganisations where he has developed a series of tailored business improvementprogrammes focusing on financial understanding for clients who include: SASOL, BBC,Exel, Thames Water, Portakabin, Calor Gas, Pfizer, Toshiba, 3M and HBOS.George is a charted management accountant (FCMA) with a Cranfield MBA. He alsohas a Diploma in Marketing and is an accredited finance tutor for the CharteredInstitute of Management Accountants (CIMA), Chartered Institute of Marketing (CIM)and Derby University.ALISON KEMP is a highly experienced trainer and coach in interpersonalskills and communication techniques focussing mostly on technicalprofessionals. She graduated from London Guildhall School of Music &Drama and is a Master practitioner of Neuro-Linguistic Programming(NLP), which covers key skills in personal and organisationaldevelopment. Most recently Alison is also instrumental in developing and lecturing anonline Post-Graduate Diploma in Creative and Innovative Leadership in Africa for BlakeHall Business School and works with Cass Business School on the ExecutiveDevelopment Programmes. With her combined experience in the arts and businessworld, Alison's constructive and stimulating approach leads delegates to regularlyregard her workshops as highly practical, informative and inspiring.Falconbury Online – The Mini-MBASUPERCHARGEyour business acumen!Super charge your business acumen with Falconbury’s Mini-MBA online. Falconbury leads the wayin online learning – offering a fully flexible self-paced and cost effective Mini-MBA delivered over12 concise modules through a unique, advanced Learning Management System. Gain the keybusiness skills of an MBA in a concentrated form without having to incur the cost and inconvenienceof lengthy periods of time away to study. For more information visit: falconbury.co.uk/123Booking your placeTo reserve your space on thisexceptional development programmeplease send your booking via:Webfalconbury.co.ukEmail bookings@falconbury.co.ukCall +44 (0)20 7729 6677Dates and venue9-13 July 2012 • 3-7 December 2012Down Hall Country House HotelMatching Road, Hatfield HeathNr Bishop's Stortford, Hertfordshire CM22 7ASWeb: www.downhall.co.ukTelephone: +44 (0)1279 731 441Set in 110 acres of park and woodland, DownHall Country House Hotel has been speciallyselected for the Falconbury’s Executive ‘Mini-MBA’ to offer participants the right blend ofrelaxed learning environment balanced with atraditional English atmosphere, to allow you thespace to reflect on the content of theprogramme and how you can apply it in yourorganisation. While you are there please takeadvantage of the indoor swimming pool, saunaand other leisure facilities available.Four nights accommodation, breakfast, lunch,dinner, a full set of accompanying materials andthe use of facilities are included in the rate.Complimentary WiFi is available throughoutthe venue.Additional nights and double occupancy ratesare available in request.TimetableAttendees are asked to arrive by 12.30pmon Monday for registration, lunch and anintroduction by the Programme Director.Participants are invited to welcome drinks anddinner in the evening starting at 7.00pm.Day two, three and four will start at 8.30am andfinish at 6pm. On day five the programme willstart earlier and finish by 3.30pm to allow timefor travel home. Refreshment breaks and onehour for lunch are scheduled during each day.If you have any further queries please do nothesitate to contact customer services atinfo@falconbury.co.uk.falconbury.co.uk bookings@falconbury.co.uk +44 (0)20 7729 6677

* Contact details above must be those of the cardholderFalconbury’s Executive‘Mini-MBA’To book online go to: falconbury.co.uk/11Dates and venue9-13 July 2012 Ref: 58703-7 December 2012 Ref: 5869Down Hall Country House Hotel, Matching RoadHatfield Heath, nr Bishop's StortfordHertfordshire CM22 7ASTelephone: +44 (0)1279 731 441AccommodationFour nights accommodation, breakfast, lunch, dinner,a full set of accompanying materials and the use offacilities are included in the rate. Complimentary WiFiis available throughout the venue.Additional nights and double occupancy rates areavailable in request. For more information please visitour website: falconbury.co.uk.Book before 13 April 2012and SAVE £500/€625!Four ways to bookfalconbury.co.uk bookings@falconbury.co.uk +44 (0)20 7729 6677OR scan in these QR codes to: Visit the web pageand to register nowFees and paymentEARLY BOOKING DISCOUNT Book BEFORE 13 April 2012£2799.00 + VAT = £3358.80 • €3500.00 + VAT = €4200.00Multiple booking discount for 2nd or subsequent delegates – 15%£2379.15 + VAT = £2854.98 • €2975.00 + VAT = €3570.00FULL PRICE Book AFTER 13 April 2012£3299.00 + VAT = £3958.80 • €4125.00 + VAT = €4950.00Multiple booking discount for 2nd or subsequent delegates – 15%£2804.15 + VAT = £3364.98 • €3506.25 + VAT = €4207.50Falconbury in-house trainingComing to Falconbury for your in-house training provides anall-inclusive service which gives you access to a wide variety ofcontent, learning platforms and delivery mechanisms as well as yourown personal training adviser who will work with you from the initialenquiry through to feedback and follow-up after the programme.With over 600 trainers, all practitioners and experts across a hugerange of fields, we can provide the training you need, where youneed it, when you need it, and at a price which suits your budget.Our approach to tailored learning and development consists ofdesigning and delivering the appropriate solution for each client.To get a FREE consultation and to find out how we can workwith you call Caroline Glen on +44 (0)20 7729 6677 or emailinhouse@falconbury.co.uk.The Small PrintTHE FEE: Includes four nights accommodation, breakfast, lunch, dinner, afull set of accompanying materials and the use of facilities. If you have anyparticular requirements please advise customer services when booking.HOW TO REGISTER AND PAY: A VAT invoice and booking confirmation willbe sent within 7 days, please contact us if you have not heard anythingafter that time. Payment can be made by credit card, by bank transfer (forbank account details please see payment details section of booking form)or by cheque made payable to Falconbury Ltd and posted to the addressabove. VAT no. 770008751. Any questions please contact CustomerServices on +44 (0)20 7729 6677. ALL PAYMENTS MUST BE RECEIVED INADVANCE OF THE EVENTVAT RECLAIM INTERNATIONAL DELEGATES: If you are attending thecourse from outside the UK you can reclaim the VAT payable through HMCustoms and Excise please visit their website at www.hmrc.gov.uk for adownloadable form or contact our customer services oninfo@falconbury.co.uk for more information.MULTIPLE BOOKING DISCOUNTS: This discount may not be used inconjunction with any other offer or the Falconbury Membership discount.CANCELLATIONS AND TRANSFER: Once we have received your bookingthe place(s) are confirmed.DelegateUp to 28 daysbefore courseMembership price £675/€845 + VAT27 to 14 daysbefore course13 to 0 daysbefore courseCancellation 10% admin fee 100% admin fee 100% admin feeTransfers Free 10% admin fee 100% admin feeSubstitution Free Free FreeA maximum of one transfer is allowed. After the transfer no cancellationcan be accepted and the full invoiced fee will be charged. Transfers aresubject to payment of the difference on higher value courses.All cancellations must be received in written formPayment options1. Invoice which canbe paid by BACS,credit card orcheque madepayable toFalconbury Ltd.2. Online through oursecure websitewhen registering.MEMBERSHIP CONDITIONS: The Falconbury Membership discountcannot be used in conjunction with any other discount offer, includingmultiple booking discounts, unless otherwise stated or negotiated.PLEASE NOTE: Falconbury Ltd reserve the right to change the content andtiming of the programme, the speakers, the date and venue due to reasonsbeyond their control. If in the unlikely event that the course is cancelledFalconbury will refund the full amount and disclaim any further liability.DATA PROTECTION: The personal information provided by you will beheld on a database. Sometimes your details may be made available toexternal companies for marketing purposes. If you do not wish yourdetails to be used for this purpose please write to: The DatabaseManager, Falconbury Ltd, 10-12 Rivington Street, London EC2A 3DY, UK.Please quote your reference number:6379/SAVE 30%BECOME A MEMBER TODAYAs a Falconbury Member your price for this programme would be £2309/€2887 + VAT withbenefits of up to 50% off public courses, online learning, reports and in-house training.Benefits of membership include:• Unlimited purchases for your wholeorganisation nationally and globally• Tracking training via your online account• Access to a dedicated training advisor• Incredible cost/quality ratio on yourprofessional developmentFor more information and a discussion with an expert training advisor please call us on+44 (0)20 7729 6677 or visit falconbury.co.ukFalconbury registered address: Acre House, 11-15 Williams Road, London, NW1 3ER. Company No. 3937398