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Executive Education at INSEAD - Developing business leaders for the world INSEAD Executive Education has a comprehensive portfolio of programmes that will enable you to do what it takes to fulfil your leadership potential and inspire your organisation to do what is necessary to be successful during these challenging times. Let us also take this opportunity to remind you that as alumni, you receive a 25% discount on all Executive Education open -enrolment programmes. Selected open-enrolment programmes at a glance June 2009 June 2009 Leading the Effective Sales Force - Transform your sales force into a driver of growth Increasing sales while simultaneously controlling costs in any sales operations is a necessary but elusive balance. This joint INSEAD-Wharton programme helps to find this balance – through motivating and compensating teams, changing organisational structures, shifting market emphasis, amongst others. Read more. July 2009 Advanced Management Programme - When the going gets tough, the tough stay ahead Leading an organisation through changing times is a challenging task and the right skills set are necessary. This four-week programme will inspire high-achievers to take on the challenges with greater confidence - both on a professional and a personal level. Read more. August 2009 International Executive Programme – There is no short cut to the top, but you can arrive better prepared This six-week programme will ease the transition from functional to general management, and enable executives to make better-informed decisions and implement value-driven strategies as well as build their stature to lead a global organisation. Read more. International Marketing Programme – Sharpen your marketing skills This programme is designed for marketing managers and executives previously from non-marketing roles who today require a more comprehensive understanding of marketing concepts and tools. This two-week programme covers both the overall marketing principles as well as content tailored to participants' own expertise. Read more. September 2009 Management Acceleration Programme - Prepare for today’s challenges and tomorrow’s opportunities This three-week programme will expand knowledge of fundamental business principles, as well as develop confidence and leadership skills. Through a unique 360-degree coaching technique, executives will embark on a personal journey that will challenge the way they think. Read more. Managerial Skills for International Business - Enhance your cross-cultural management skills Improve communications across different cultures, and build the confidence required to manage teams as well as implement cross-border processes in this unique ten-day programme. In the process, learn how structured globalisation can impact one's role, and how to utilise ways of doing things better, cheaper and faster. Read more. Advanced Industrial Marketing Programme – Cut through the complexity of business-to-business marketing This programme is designed for experienced executives to take on the challenges of marketing to other businesses – from segmentation to pricing and customer relationships. And in addition sustain the sales momentum by building closer customer and supplier alliances. Read more.
INSEAD alumni - powering the world economy through family business Family businesses are surviving the global economic meltdown better than other types of companies. At least, that's the conclusion of a recent report from Barclays Wealth and the Economist Intelligence Unit, to which INSEAD's Wendel International Centre for Family Enterprise (WICFE) contributed. June 2009 The report's conclusions seem to be borne out within INSEAD itself. According to Randel Carlock, Berghmans Lhoist Chaired Professor in Entrepreneurial Leadership and Director of WICFE, the composition of his thriving MBA family business elective is changing. Gone are the would-be consultants and non-family executives. 'Instead,' he says, 'the majority of participants are from business families – and most of them planning to return to the family firm on graduation.' MBA elective Brent Williams MBA'08D, a recent graduate of Professor Carlock's course and one of many alumni working in family businesses throughout the world, agrees that returning to the family firm can be a safer career bet in difficult economic times. He points out, 'Family firms are often more successful than public companies because of their long-term vision. Now that I'm part of the business, I can see how we're able to look beyond quarterly profits and nurture the company for the future.' Brent used the project component of the MBA elective to help US Tool Group, the company currently run by his father, with its succession planning – and to define a role for himself. 'The truth is that the company has done pretty well without me for half a century!' he says. 'So right now, I'm just trying to learn what made it successful before attempting to make any changes. One thing I've already learned is how the consistency of management has created a stable work environment – we've had only two CEOs in fifty years.' Prof. Randel Carlock Executive education and alumni books For those alumni who didn't manage to catch the elective during their MBA, INSEAD's executive education programme, the Family Enterprise Challenge (FAME), offers a second chance. This was the case for Ahmed Youssef , a management consultant based in Dubai, who graduated in 2003, but recently returned to the school to complete the FAME programme as a guest of one of his clients. He explains, 'Here in the Middle East, family business is one of the cornerstones of the economy, so it would be hard for a management consultant to avoid it. But, I've developed a true passion for helping family firms prosper.' So what was the most important lesson from INSEAD second time around? 'In particular, the experience crystallised in my mind the fascinating distinction between ownership and management,' says Ahmed. 'I think a lot of family members are keen to take on executive status instead of finding a top-notch manager outside, who can run the business. As a result, they lose out financially.' His conclusions are supported by Roger Abravanel, who gained his MBA back in 1972, but whose book Meritocrazia has recently been making waves in his native Italy. Published in 2008, it has already been reprinted five times. Roger explains, 'Globally, there has been much research showing that the family firm is the predominant form of business in the world – and possibly the most successful too. And there are as many family firms in Italy as elsewhere in the world. However, the Italian model of family business is one where the family retains complete control, which can make growth problematic. As a result, there are fewer large family firms – and fewer large companies in general.' So the overall message from INSEAD alumni seems to be that the Barclays -Economist report is right to call family businesses 'the backbone of the global economy', but that individual firms will be better placed to weather the economic storm only if the individuals involved know when to cede control – either to the next generation or to outside talent. Faculty research Let's give the last word to our very own Jean-Claude Larréché , Alfred H. Heineken Chaired Professor of Marketing (and also an INSEAD MBA alumnus, as it happens). His recent bestseller The Momentum Effect isn't about family business specifically, but it turns out that, out of the 20 companies cited in his book as momentum-powered firms, at least seven of them are classified by Family Business magazine as
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Page 3 and 4: INSEAD Leadership Summit Europe 200
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Page 7 and 8: Make sure your details are up-to-da
Page 9 and 10: For the latest news about the Tsing
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Page 27 and 28: Meet Franz Humer MBA'71, Chairman o
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Page 31 and 32: Meet Andrew Alli MBA'95D, President
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Page 35 and 36: Faculty publication - Humanitarian
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Page 39 and 40: Faculty publication - Global Latina
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Page 43: Living outside the box - INSEAD alu

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