SHAPING LEADERS & MANAGERS TO BE AT THEIR BEST JANUARY TO JUNE JANVIER À JUIN FORMATION DES DIRIGEANTS ET DES CADRES POUR ATTEINDRE LEUR MEILLEUR NIVEAU 2007 BUSINESS SEMINAR PLANNER CALENDRIER DES S É MINAIRES International Executive Institute Institut international de formation des cadres
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BUSINESS SEMINAR PLANNER CALENDRIER DES S ÉMINAIRES
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S H A P I N G L E A D E R S& M A N A G E R ST O B E ATT H E I R B E S T
J A N U A R Y T O J U N E J A N V I E R À J U I N
F O R M AT I O N D E S D I R I G E A N T SE T D E S C A D R E S P O U RAT T E I N D R E L E U RM E I L L E U R N I V E A U
2007BUSINESSSEMINARPLANNER
CALENDRIERDESSÉMINAIRES
International
Executive Institute
Institut international
de formation des cadres
Ranked among the world’s top universities,McGill University is renowned for its high academicstandards and an international dimension that isunsurpassed in North America.
Founded in 1956, the McGill InternationalExecutive Institute offers results-oriented seminarsand custom executive education designed to suitevery level of corporate, governmental andnon-profit organizations.
Our objective is to help managers and leadersprepare for tomorrow’s business challenges,sharpen their competitive edge and network withpeers by offering:
Innovative, research-based business education World-class faculty State-of-the-art seminar facilities Convenient location at McGill’s downtown campusDiverse industry knowledgeLearning design, delivery & consulting projects
FUNCTIONALBUSINESS
COMPETENCIES
CUSTOMIZEDSOLUTIONS
MANAGINGOTHERS &YOURSELF
LEADERSHIP& STRATEGIC
CHANGE
CORE THEMESOFFERED
Classée parmi les meilleures universités du monde, l’UniversitéMcGill est reconnue pour ses critères universitaires élevés etsa dimension internationale inégalée en Amérique du Nord.
Fondé en 1956, l’Institut international de formation descadres propose des séminaires axés sur les résultats ainsiqu’une formation sur mesure aux entreprises, aux servicesgouvernementaux et aux organismes à but non-lucratif.
Notre objectif est d’aider les cadres et les dirigeantsà s'adapter rapidement aux évolutions de leur marché,à actualiser leurs connaissances et à construire un réseaude contacts. Nous proposons :
Une formation innovante, basée sur la rechercheUne faculté de renommée internationaleDes installations modernes et bien équipéesUn emplacement privilégié sur le campuscentre-ville de McGillDes connaissances approfondies sur denombreuses industriesLa prise en compte de vos impératifs professionnels
McGILL INTERNATIONALEXECUTIVE INSTITUTE
BEYOND BUSINESSAS USUAL
AU DELÀ DESAFFAIRES QUOTID IENNES
Advanced Leadership Program (ALP)A path-breaking program to transform companies
Creative Thinking & InnovationTools to achieve breakthrough ideas
Effective LeadershipLead with agility and integrity
Strategic Planning & ExecutionTurn strategy into action and results
Achieving Personal Success Key drivers to fulfill your potential
Coaching & Mentoring Enhance your abilities as a coach and change agent
Essential Management Skills (EMS)Vital knowledge to succeed as a manager
Managing Your Time & Workload Gain control to optimize productivity
Accounting & Finance for Non-Financial ManagersSharpen your financial know-how
Advanced Interpersonal Business CommunicationCommunicate decisively and effectively
Breakthrough SellingExecutive sales practices for top-line growth
Competitive IntelligenceFind and analyze key market/competitor info
Lawyers Interpreting Financial InformationFundamental tools to make better decisions
Negotiating for Success Conclude win-win agreements
New Marketing PracticesExperiential and internet marketing to drive success
Presentation Skills Discover your hidden strengths as a speaker
Principles of PersuasionBecome a more influential person
Project ManagementBoost project performance and results
May 23-November 15
March 14-16
April 24-25
March 20-22
March 27-28
April 11-13
April 3-4
April 4-5
March 9-10
April 18-20
May 10-11
April 12-13
March 29-30
DATES FEES/FRAIS
Functional Business Competencies Managing Others & Yourself Leadership and Strategic Change Compétences fonctionnelles Gestion de soi et des autres Leadership et stratégie
Call for details
$1950
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$1950
07 BUSINESS SEMINAR PLANNER (JANUARY - JUNE 2007)
CALENDRIER DES SÉMINAIRES (JANVIER - JUIN 2007)
SEMINARS/SÉMINAIRES
March 5-8May 28-31
April 17-18June 12-13
February 19-23May 28-June 1
May 10-11August 23-24
March 14-16June 12-14
Accounting & Finance for Non-Financial ManagersAdvance your career by mastering the tools for making smart financial decisions.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewThrough this highly successful program,managers with little or no financialtraining or experience can learn to usethe language and tools of finance.Complex accounting and financeprinciples are presented in practical,understandable terms in a friendly,supportive environment. You will be ableto return to your organization with theconfidence to analyze financialinformation and participate fully inmaking business decisions.
Key Benefits & TakeawaysAfter only four days you will be able to:
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The seminar leaders use lectures, group exercises and class discussions to create an effectiveenvironment for learning financial tools and concepts.
This program will benefit managers at all levels including engineers, lawyers, small-businessowners, entrepreneurs, consultants and professionals in government and non-profit organizations.This diversity is one of the program’s strengths: it addresses the needs and builds on theexperiences of participants from all types of organizations.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Achieving Personal SuccessKey drivers to fulfil your potential
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & Takeaways• Fully diagnose your own personal
situation, your work-life balanceobjectives and ambitions
• Prioritize the important elements of yourlife
• Create a clear vision of the life you wouldlike to build over the coming years
• Discover actions to help you live afulfilling life right now
• Prepare a Life-map and form a network ofsupport
• Get over your internal barriers whenputting your goals in action
• Examine existing paradigms aboutsuccess and happiness
• Be able to better balance the demands ofyour professional and private lives
• Let go of troublesome, self-defeatinghabits and reactions
OverviewThe building blocks for successful organizationsare successful individuals. Employee surveysreveal that having enriching careers whilemaintaining satisfying personal lives is a hugechallenge for many employees and achievingwork-life balance is the biggest single issue ofworking professionals today.This two-day seminar is about transformation –enabling participants to step back and re-evaluate their direction and objectives, both ona professional and personal level. You will learnwhich actions are positively or negativelyimpacting your goals and how to determine themost realistic and effective Action Plan toachieve the life you want. The relaxed, yetstimulating format, allows participants the time,space, exchanges and exercises to establishclear work and non-work related objectives.
A vital opportunity
to reflect on your
“well-being” and
find levers to
achieve success in
your professional
and personal life.
Day One• Defining Success
• Self-management: Your “Big Rocks”
• The doctrine of “Enough”
• Lunch: A “world café” on work-life balance (I): Our Shared Issues
• Defining your 6Ls
• Our Axes of Development: where am I today?
• Our Roles and Relationships
• Identifying our personal “stressors”
Day Two• Finalizing our “Stressors”
• Creating a vision of the future
• Development of personal Life-maps
• Lunch: A “world café” on work-life balance (II): Discussing Solutions:
• Creating indicators of change
• Identifying Barriers to Change
• Finding Balloons and Baskets
• Commitment to future action
Mark HollingworthSince 2000, Mark Hollingworth has
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you solve work-life balance issues in your life.
This seminar will appeal to new and experienced managers who feel they could contribute muchmore to their lives by understanding key personal growth techniques. Vital for those seeking abetter work-life balance.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Advanced Interpersonal Business CommunicationsCommunicate decisively and effectively.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewThe most successful leaders are expertsat communication. Learn how to uselanguage skills that motivate andinfluence others and strengthen yourability to influence other people bychanging their behaviour, thoughtsand/or feelings. This seminar will helpyou to achieve these goals, build betterrelationships and manage your career.The latest socio-psychological researchon effective communication techniqueswill be presented. Participants will havenumerous opportunities to practice andto refine their communication skills.
Key Benefits & TakeawaysImprove your ability to influence yoursupervisors, peers and/or employees bylearning how to:
• Initiate and manage difficult conversations
• Control your nonverbal communication
• Listen attentively and give constructivefeedback
• Build relationships with people from othercultures
• Lead inspiring meetings and deliverexciting oral presentations
• Communicate a public image so that otherssee you as you would like to be seen
The facilitators were
very knowledgeable
in the subject matter
and put everyone at
ease. The course
merged theory and
real-life well. I did not
see the time go by!
Carmela Ciccia
Standard Life
Day OneThe communication process
• Defining effective communication
• Nonverbal communication: Channels forsending messages without words
• Barriers to effective communication
Difficult conversations
• The three simultaneous conversations that areembedded in a difficult conversation
• Strategies for managing difficultconversations
Listening as black ice: The dangerously ignoredaspect of communication
• Self-assessment: How well do you reallylisten?
• The three components of listening
• Strategies for effective listening
Cross-cultural communication
• Four barriers to communicating effectively across cultures
• Strategies for better communication across cultures
Electronic communications
• Assessing the quality of electronic messages
• Modern etiquette
Day TwoInfluencing up, down, and across organizations
• The science of changing the behaviour,thoughts, and/or feelings of other people
• Six proven principles that work, even whenyou do not have formal power
• Upward influence: Managing your boss
Communicating a public image so that other people see you as you would like to be seen
• Managing impressions
• Two self-assessments: Your personal goalsand a self-monitoring scale
• Five proven tactics to make you look good
• Three proven tactics to avoid looking bad
Leading a useful meeting
• To meet or not to meet?
• Making meetings useful
• Strategies for addressing common problemsin meetings
• Types of conflict
• Strategies for resolving different types ofconflict
Delivering a dynamic oral presentation
• Preparing the presentation
• Nonverbal and verbal strategies for deliveringa presentation
• Dynamic voice techniques
Program Content
Sandra E. ChaProfessor Cha teaches in the MBA, Ph.D.,
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This program is for professionals and managers at any level, including executives, projectmanagers, and team leaders. It is particularly useful for anyone moving into a new position andindispensable for human resource professionals.
The seminar’s comprehensive exercises will help you master techniques that will enhance your businesscommunication skills. By means of self-scoring behavioural assessments, you will gain insight into yourpersonal communication style and learn how to adapt it to deal effectively with others.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Advanced Management CourseA hands-on management program to achieve productive results
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewThe Advanced Management Course willappeal to executives who need toimprove effectiveness or revitalize formalmanagement training and gain astrategic leadership perspective. Thishighly interactive and cross-functionalmanagement learning experience givesyou the opportunity to renew contactswith leading management decision-makers, expand on knowledge gainedfrom other academic or businessexperience and develop an advancedlevel of integrated business thinking.
Key Benefits & Takeaways• Enhance skills in operational finance,
strategic pricing, marketing andnegotiations
• Integrate management thinking with ourinteractive Business Game
• Learn how to build an organizationalstructure that promotes leadership
• Build on your skills in strategic thinkingand how to create strategic change in yourorganization
• Address advanced and integratedmarketing topics
• Understand the most effective techniquesused to analyze your firm’s financialoperations
• Explore and challenge opportunities inyour organization in a consulting sessionwith McGill course leaders
I consider this to
be the top general
management course
in Montreal.
Louis GialloretoLouis Gialloreto, just recently appointed
Director at the McGill International
Executive Institute and is also the Director of
the Executive Training Program, is a Faculty
Lecturer in the Faculty of Management and
Adjunct Professor in the Faculty of Law. He has
taught at the undergraduate, graduate,
continuing education and executive training
levels for over thirteen years.
Danny SebagDanny Sebag has been teaching accounting at
McGill University for the past seven years. His
areas of expertise include cost management
and financial reporting systems. Danny is also a
certified accountant and has completed many
consulting projects for a number of clients
including Bombardier, Ericsson and Transat AT.
Hugh Mitchell A long-standing member of the Executive
Institute faculty, Hugh is an authority in
Human Resources issues. He has run his
own organizational development firm and
worked with CAE Electronics, Massey-Ferguson,
Coopers and Lybrand, and McGill University.
Richard Donovan Richard has taught executives at both the
International Masters Program in Practicing
Management and the McGill International
Executive Institute. A specialist in IS and
strategy, he served as passed Associate Dean
of the Undergraduate Program and area
coordinator for the Information Systems area.
Gregory Vit Dr. Vit joined the Faculty of Management in
2001. He teaches Strategy, Managing
Innovation and International Business to
undergraduates and MBAs. He was made an
honorary member of the Golden Key
International Honour Society in recognition of
his academic contribution to teaching at McGill.
Seminar Leaders
Contacts
T 1 514 398 3970 or 1 888 419 0707F 1 514 398 7443 or 1 888 421 0303E [email protected]
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
Consistent with McGill’s reputation for innovative teaching methods, the seminar leaders use abusiness simulation, in-class consultation, presentations and group work to enhance communicationskills and decision-making abilities.
This program is designed for experienced managers, supervisors and senior executives with strongbusiness experience and/or an MBA academic background. This program also provides anoutstanding next step for participants of our Executive Development Course.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Business Game
The Business Game is a market simulation usedto integrate, apply and test the conceptsdeveloped during the course. The computersimulated competition allows you and your teamto work together to develop strategies andcompete with “virtual companies” run by otherteams. The simulation enhances skills inoperational finance, strategic pricing, marketingand negotiations.
In-Class Consultation
This feature provides for a session whereparticipants can discuss specific problems andchallenges in their organization. Challengeideas, and explore opportunities in yourorganization with McGill Management courseleaders. This session provides an opportunity tointegrate and apply the tools and strategiesdiscussed in the program to your own business.
Managerial Accounting & Control
Explore powerful concepts managers need tointegrate financial data with operations. Gain anunderstanding of the most effective techniquesused to analyze your firm’s financial operationsand to make effective decisions.
• Activity-Based Management
• Life-Cycle and Target-Costing
• Financial and Non-Financial PerformanceIndicators
• Capital Investments
• Organizational Capabilities
• Financial Module to optimize learning for the business game
Key concepts, case-application methods
Human Resource Management
Examine the strategic impact of human resourcesmanagement on the organization from the point ofview of the line manager. Learn to build anorganizational structure that promotes leadership.
• Building the human resources strategy and linking it with the business plan of the organization
• Competency-based human resources management and its impact on staff development, recruitment, and compensation
• Recruitment and retention techniques to maintain a continuous flow of competent motivated business leaders
• Use your team’s business game performance as alive HR learning lab
Key concepts, case-application methods, group work
Strategic Management
Building on your skills in strategic thinking, learn tocreate strategic change in your organization. Examinestrategic issues raised by the process of globalizationthat characterizes the Canadian business environment.
• Creating competitive advantage in global markets
• Initiating strategic change in large, matureorganizations
• Leadership styles vs. organizational approachesto strategic change
Key concepts, case studies
Marketing
This section will cover advanced and integratedmarketing topics that build on the basics covered inEDC with a focus on strategic considerations you mustaddress when planning your tactical approaches.
• Competing to Win
• B2B Markerting
• e-Marketing
• Mass Customization
• Effective Differentiation
• Targeted Communications
• Build Market Leadership
Key concepts, case-application methods
Breakthrough SellingComfortable, easy to use and logical “step by step” method of selling that works for my own individual style
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewMany managers or professionals withnon-sales backgrounds get an uneasyfeeling when they are asked to developnew business for their company or helpclose a deal. Yet, this seminar showsthat selling products, services or evencomplex solutions can be easy, fun andprofitable once the right techniquesand processes are understood. The seminar offers real-worldtechniques to help companies gainmore sales at better margins.Participants learn “what works andwhat mistakes to avoid” in order toeffectively design and execute salesstrategies to dramatically improvebusiness performance. The program ispacked with productive trainingexercises that can be implementedimmediately back on the job.
Key Benefits & Takeaways• Understand each step of the selling process
from identifying prospects to retainingcustomers over the long term
• Have the comfort of using time proven andsafe selling methods
• Build a “do it now” mindset to sales
• Effectively manage sales opportunities
• Generate more leads through referrals
• Learn strategies to gain appointments with the VITO (Very Important Top Officer)
• Have far more power and control over yourbusiness
• Learn how to uniquely and successfullyposition yourself as a problem-solver
• Craft memorable and convincing presentations
• Formulate truly achievable sales plans
• Overcome obstacles to effectively close the sale
• Discover best practices in customerappreciation programs
Using skills learned in the
class Dave accomplished the
following in less than three
months: made 77 outside sales
calls, added 25 new customers,
added $37,000 of service sales
per month. Sales went from
$45,000 to $82,000 in three
months. An 82% increase.
R.L. Chapman,
Director of Education
Paccar Corporation
Day OneThe Philosophy of Selling
• “What must my beliefs be about selling inorder for me to comfortably and confidentlybe successful?”
The Psychologies of Selling
• “What must my ‘mind set’ be in order to bemotivated ‘day in and day out’ in one of themost challenging professions in the world?
• How do I practically accomplish that?”
Time Management
• “Time is my only asset in sales. So, how can Imaximize its’ use to gain control over one ofthe fastest and complicated roles in thebusiness world?”
Communicating Effectively
• “The first and most important sale I mustmake is selling myself. So, just how do I doboth that and then make the sale?”
The Four Kinds of Buyers
• “There are four distinctly different kinds ofbuyers and they all use different buyingcriteria to decide to go ahead or not.
• Who are they?
• What are their buying criteria?
• How can I successfully and confidently goforward by meeting the ‘must’ criteria – being‘my kind of person’ to all of them?”
The Five Selling Methods
• “Since there are only 5 known selling methodin the world, which ones do I use and when?”
The Seven Steps of Selling
• “Doing business is a process. So, what is thelogical, proven, and ‘step by step’ process ofselling that will comfortably work for me?”
Day TwoHow to Differentiate Myself from MyCompetition
• How do I positively and confidentlydifferentiate myself from all the othersalespeople calling on them?”
Value Add Propositions
• “I have heard of them and their crucialimportance to successful selling. So, what arethey and how can I successfully use them toovercome one of the biggest barriers to thesale - not being believed?”
Customer Relations After the Sale• “Once I do gain a customer, how do I keep
them as a repeat buyer, a reference, and a richsource of referrals?”
Selling to a Major Account or Selling to ‘VITO’(Very Important Top Officer)• “How do approach, what do I say, and how do
I close ‘VITO’ who can be both intimidatingand demanding?”
Planning and Executing for My Future andOngoing Sales Success
• “I have attended courses like this in the pastand have not maximized my results fromthem. How do I make sure that I cansuccessfully implement what I have learnedand build on that?”
• Follow-up support from seminar leaders andlifetime membership in the McGill ExecutiveClub will ensure that you have help,assistance, and collaboration when needed.
Bob CoffeyBob Coffey is a Management Consultant,
Advisor and Coach. He is the retired vice
chair and head coach of KPMG. Mr. Coffey is
the founder of The Canadian Association for
Corporate Growth and the founder of the
Toronto Chapter of The Turnaround
Management Association. After retirement
from KPMG as an active partner where he
was responsible for marketing and the
leadership of Industry Specialists and
Practices. He also is Vice Chair and Head
Coach of Townson & Alexander, a sales
management consulting company.
Harry AlexanderHarry Alexander is a Montreal-based
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion and numerousindividual and group exercises for immediate action back in the workplace.
Managers and professionals who are moving into a sales role including business development andclient relationships.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Coaching and MentoringEnhance your abilities as a coach and change agent.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & TakeawaysThrough experiential exercises, case studies,tools and practice sessions you will learnabout your own approach to coaching and howto coach others – for triple the impact.
• Be more decisive and effective
• Practice coaching using the Triple ImpactCoaching model, tools and techniques
• Learn through story-telling and through casestudies that illustrate how Triple ImpactCoaching can enhance the implementation ofchange and result in benefits at the individual,team and organizational levels
• Develop a learning plan that is supported bytools and strategies so you can promotelearning and development in your workplace.
OverviewThis three-day course will familiarize youwith a cascading or layered approach tocoaching that will enhance your abilities asa coach, leader or change agent. Assessyour own coaching style and understand theimpact you have on others and identifyopportunities for improvement, learn how touse your coaching style to coach individualsand teams and practice the sound coachingtechniques for coaching others to coach.The coaching model used in this seminar isalso being used by many companies todevelop coaching as a leadershipcompetency. The model helps them toaddress the challenges involved in buildingand sustaining high performance teams,especially during mergers, acquisitions andorganizational restructuring.
They both taught the
course in a way that made
the whole concept appear
doable. I appreciated
their knowledge and
humour. I have learned a
lot about myself and my
unconscious impact on
others. Thank you.
Diane Tucci, Director
Human Relations, Costco
Day OneLevel 1: Understanding My Self as Coach
• The Triple Impact Coaching Model
• The difference between coaching andmentoring
• What you need to be your best as a coach
• Understanding your coaching style and theimpact you have on others
• Identifying your strengths and theopportunities for improvement
• How helping others to be their best will helpyou to be at your best
Day TwoLevel 2: Coaching Others
• How to build effective coaching relationshipsat the one-to-one, team and organizationallevels
• The role of power in the coaching relationship
• The components of effective coachingconversations
• How you can be more successful coachingothers
Day ThreeLevel 3: Coaching Others to Coach
• The connections required to coachindividuals and teams
• Practice and obtain feedback on your own
personal coaching scenario
• Stories and case studies that illustrate howTriple Impact Coaching helps organizations toachieve changes in culture, leadership andteamwork
• Develop a learning plan to help youimplement Triple Impact Coaching in yourworkplace.
Beverley PatwellBeverley Patwell is an organizational
development practitioner with over 20
years of experience in developing and
implementing organizational development
and change management solutions. Some of
her past clients include the Province of
Ontario, the City of Ottawa, Ogilvy Renault,
Transcontinental Media, and Via Rail.
Edie SeashoreEdie Seashore is a social psychologist and
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
Participants will receive a preparatory work package that includes assessment tools, a guide topreparing their workplace coaching scenario and some readings. The preparatory work will notexceed two hours. The coaching model will be supported by brief lectures, skill practice sessions,feedback, group discussions and reflection tools.
This program will be useful for leaders, managers and change agents in profit and not-for-profitorganizations to support training and development, knowledge transfer, skill development and/orto implement a change in the corporate culture.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Competitive IntelligenceBecome an expert at pinpointing key info on companies, industries and trends.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewHow Intelligent is Your Company? When it comes to bringing customers thevalue they expect, nothing is more criticalthan being able to know your markets, pre-empt competitors' moves and anticipatetrends. What new markets has yourcompetition identified? What emergingtechnologies or trends will impact yourmarketing, R& D or long-term businessstrategies? This interactive and intensivetwo-day seminar will help you discoveroutstanding internet techniques, tips andsearches to collect and analyze business-related information to make informeddecisions. Complete course material andhands-on practice set the stage forcontinued learning back in the workplace.
Key Benefits & Takeaways• Walk away with an action plan to find valuable
information on companies and theirorganizations
• Reach sources your competitors would neverhave thought of to obtain more information faster.
• Pre-empt competitors' moves byunderstanding and mastering the use ofdirectories, search engines, meta-engines, andintelligent agents
• Gain insider knowledge to the “Invisible Web”and hidden pools of free information
• Detect emerging technologies or trends andtheir applications weeks before any publicannouncement
• Target people and learn about their profiles,personal interests and decision-making patterns
• Screen new product developments in themarket and anticipate their launch date
Estelle Métayer
generates such a
desire to take action
on competitive
intelligence that
some participants
actually leave the
room to call their
team about a new
tactic.
Estelle MétayerEstelle Métayer is a popular leader and
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework provides a mix of hands-on exercises and application work, lectures, groupdiscussions, best practices illustrations and recap key learning points.
Professionals and analysts from public and private organizations with some knowledge of Internetwith responsibilities such as Competitive Intelligence – Strategic Analysis – Market Research –Marketing – Document Management- Business Development – Strategic Planning – Market Analysis– Librarians – Human Resources- Recruiting firms – Consultants – Financial analysts.
Who Should Attend?
www.executive.mcgill.ca
Course Outline
Day OneWhat is Competitive and Market Intelligence?
• What you must know about your company,your industry, and your competitors
Beyond Google
• Understand directories, search engines, meta-engines and intelligent agents.
• Choice of search tools depending on yourobjectives
• Discover new interesting sources andfunctionalities
• New search engines (reputation-based;human-based etc.)
Company information at the tip of your fingers
• Obtain financial information, analysts reports,profile of key people, description of activities,patents, trademarks
• Registering domain names
• Strategies for both private and publiccompanies worldwide
The Invisible Web
• Finding databases that are not indexed bysearch engines
• Tapping into new sources for company andpeople information.
• Techniques for due diligence, companyprofiling and management profiles
Day TwoThe Informal Web: how useful is it?
• Distribution lists, discussion group archives
• Deciphering competitor strategies fromemployee public postings
• Finding your competitors’ non-official sites.
Harvest blogs
• Obtaining information about consumerperception and feedback
• Future technology trends
• Takeaways from CEO’s personal blogs.
Identify industry experts
• Learn about sites where experts can be foundon the Web
• Understand tips to approach an expert
Anticipating future technology and consumertrends
• Best sites and resources available to pinpointkey trends
• Software and tools that map out weak andstrong signals in your industry
Automate news screening and press clipping
• Use intelligent agents
• Copy your competitor’s entire site and analyze it
• Understand “push” and “pull” sources
• Follow-up automatically changes in yourcompetitors web pages
• Build your own electronic press clipping
• Navigate graphically in large amounts ofinformation.
Building a search methodology: a practicalCase study
• Using a case study, you will practice what youhave learned in this intense seminar,providing you with a solid methodology toincrease your effectiveness.
Process to keep your knowledge updated
Program Content
Creative Thinking & InnovationTools to achieve breakthrough ideas and improve decision-making and problem-solving
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewThis highly successful program willhelp you discover that creativity is askill that can be learned. You will alsoexplore the thinking techniques thatenhance the creative potential ofworkgroups that spur innovation, theability to think on your feet and gain acompetitive edge. You will developskills to find practical and profitablesolutions to everyday businesschallenges – whether minor problems,like diverging goals betweendepartments, or major crises, like theloss of a key customer account or amajor source of revenue.
Key Benefits & TakeawaysYou will learn creative insights andtechniques that will help you to:
• Solve minor and major problems in yourorganization
• Challenge assumptions, generatealternatives and change perceptions
• Apply creative thinking to new productdevelopment, marketing strategies,quality programs, customer service andorganizational conflicts
• Promote efficiency and effectiveness instrategy meetings
• Create a business group or organizationthat fosters innovation
This was one of the best
courses I have taken.
I feel like I learned so
much in four days.
The leaders were great
and communicated
the material very well.
Derbhla Dunne
Canadian National
Railway Company
Day OneThe Nuts and Bolts of Creative ManagementThinking
• The fundamental principles of creativity
• Why do our brain processes make creativitydifficult?
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
Learn creative management thinking techniques that are effective and current. Individual and groupexercises will enable you to understand how to apply creative thinking skills and implement this newknowledge at your work place.
This program will benefit anyone in finance, production, marketing, sales, human resources orinformation technology.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Effective LeadershipLeading with agility and integrity to align people and implement strategy.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & Takeaways• Leadership styles – understand three key
styles/behaviors and in which situations touse them
• Leader values – putting your values to workfor success
• Leadership skills which align people tosupport core strategies in your company,division or department
• Understand how integrity can advance yourleadership impact
• Enhance others’ perception of you as a leaderwith integrity
• Gain the knowledge to continue your self-development in your own work environment
• Bring lasting results leading to increasedemployee satisfaction with their jobs andcommitments to leaders and organizations.
OverviewToday, organizations are focusing onleadership as a role rather than as afunction, demanding a high degree ofagility, adaptiveness and integrity fromtheir leaders. This powerful two-dayseminar is designed to help both aspiringleaders and those already in leadershippositions to become more effective andcapable of creating breakthrough resultswhile upholding a strong sense of ethics -professionally and personally.
McGill’s high ranking is
due largely to two key
factors: small class sizes
and the emphasis it
places on getting top
faculty to teach.
Day OneIntroduction
• What is effective leadership
• Redefining assumptions about leadership
Ethics and integrity in leadership
• Inner voyage that links performance tomorality
• How leaders harness integrity to achievegreatness
Leadership style
• Three styles of exemplary leadership
• Positioning yourself as a leader with anyaudience
• Applying different mixes of leadership indifferent settings
• Achieving strategic alignment with yourteam and organization
Leading from the core
• Determining your own values as a leader
• Personal discovery and insight about yourleadership performance
• Heightened awareness necessary forpersonal and organizationaltransformation
Day TwoSustainability as a leader
• Self-development of the leader (SDL)
• Habits and processes to continuallyimprove as a leader
Four competencies required for effectiveleadership
• How these competencies relate to yourwork environment
• Gaining commitment from employees
• Creating a vision to sweep awaymediocrity
• Preparing for your personal SDL plan
Taking action - a personal plan for yourleadership challenge
• Working with a ‘council of advisors’ toclarify your leadership competencies
• Fine tuning and testing your vision
• Finalize your action plan to implement onthe job
Dr. Edward AronsonDr. Edward Aronson is an Adjunct
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion, individualexercises, dyad exercises and group exercises leading toward a personalized self-development planfor each participant.
This program is designed for current leaders at all levels as well as those aspiring to becomeleaders. The content applies to all types of organizations – small business to multi-nationals.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Essential Management SkillsAcquire the fundamentals skills you need to be a successful manager.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewKeep up with today’s growingdemands and change. Learn how tomanage effectively, acquire leadershipskills, communicate persuasively, gainemployee commitment, cultivate teamspirit, and motivate employees. Findout how to select and retain toppersonnel and explore innovativeapproaches to managing performance.
Key Benefits & TakeawaysYou will find solutions to your everydaymanagement challenges including how to:
• Communicate mission and values
• Manage priorities and make effectivedecisions
• Exercise leadership and develop yourpeople
• Set performance expectations and take corrective measures
• Select and retain top talent
• Manage collaboration and teamwork
This seminar gave me an
excellent overview of what
is required to be a manager.
The real-world examples
and peer discussions
throughout the course
were a big plus.
Jonathan Kelly
Julien Inc.
Day OneYour Role as a Manager
• Management Defined • Making the transition from doing to managing• Understand the contribution people make
to results• Common errors in management• Defining your learning goals• Management and leadership
Interpersonal Communications
• Principles of good communications• Managing the communication process• Barriers to effective communication• Three strategies for improving your
communications• Know your communications style• Communicating with a diverse workforce
Day TwoManagement and Motivation
• Understanding motivation• Delegating to increase job enrichment and
motivation• Leading and motivation• Recognizing, rewarding and performance• Motivation and the managerial “axis of evil”
Measuring and Managing Performance
• The perils of performance appraisal• Performance planning• Developing performance standards, objectives
and work plans• Managing performance day-to-day • Conducting successful reviews• Building a balanced scorecard• Work practices for high performance
Day ThreeDealing with Performance Problems and Administering Discipline
• Diagnosing and dealing with performance problems• The role of discipline and when to use it• The economic value-added of performance
management
Developing Employees through Coaching and Mentoring
• Coaching as a development tool• Creating a coaching culture• Key coaching skills• Coaching upward• Mentoring: Process, benefits, skills• Create your coaching plan: Finding a coach
Day FourCreating and Maintaining Effective Teams
• Team basics: Purpose, people and processes• Types of teams and their challenges• Developing high performance teams • Measuriing team effectiveness• Conducting effective meetings• Group problem solving and building consensus• How to manage conflict
Day FiveEmployee Selection
• Selection ratio • The high cost of high turnover • Sourcing talent
Interviewing Techniques
• Stages of the interview • Behavioural-based interview techniques• Interview evaluation forms• Barriers to effective interviewing
Retain Valued Employees
• Why people stay• Career and job options• Identify employees’ values
Your Continuing Development: Putting It All Together
Program Content
Mark AlexanderMark Alexander, MBA University of
Western Ontario, is a Certified Human
Resources Professional with over 25 years
experience in human resources and labour
relations management. He has consulted for
organizations such as Westons, Alcoa, CIBC
and Nova Scotia Power Corporation. He is
also a former vice president of John Labatt.
Jennie ConstantinidesJennie Constantinides is a seasoned
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This program will benefit anyone in finance, production, marketing, sales, human resources orinformation technology.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Executive Development Course (EDC)The essence of an MBA
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewA dynamic program that gives you asolid foundation in all essentialmanagement skills and introduces youto leading-edge strategic managementtopics. Regarded as a mini-MBA, theExecutive Development Course (EDC)will appeal to managers looking todevelop cross-functional businessknowledge required for GeneralManagement positions. The EDCincorporates essential fundamentals inkey disciplines with the latestmanagement strategies andtechniques.
Key Benefits & Takeaways• Gain exposure to core management
skills and responsibilities
• Develop the vital ability to useaccounting as a tool for better decision-making.
• Discover the elements that are essentialto successful marketing practice,
• Learn current methods used by themanagers of leading companies tostrategically position their companies.
• Learn the strategic framework andspecific skills required to secure highquality agreements and build strongbusiness relationships.
• Equip yourself with innovative andeffective tools to motivate yourself andyour team members to improveperformance
What surprises me, three
years later, is the quantity
of information I still
remember from your
course. This serves me on
a daily basis in my work.
André Besner
Chef expertise
Hydro-Québec
Key Themes
Accounting & Finance
• Forms of Business Enterprise - AccountingConcepts - Financial Statements
• The Balance Sheet: Assets, Liabilities, Equity- Income & Retained Earnings Statements
• Statement of Changes in Financial Position -Financial Statement Analysis
• Behaviour of Direct, Indirect, Fixed, VariableCosts
• Break-Even Analysis - Allocation of Costs -Relevant Costs for Decision-Making
• Economic Value-Added - Capital Budgeting(long-term investment decisions)
Marketing
• Segmentation – Positioning - MarketingResearch
• Competing on Customer Service - WinningCustomer Service
• Marketing Effects of Size of Firm - ProductLine Management
• New Product Development - MarketingMyopia - Product Life Cycle
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This workshop is designed for individuals from all types and size of organizations, projects andteams and who wish to understand the the latest management strategies and techniques. The program also represents a low-risk first step for individuals considering an MBA.
The learning framework is composed of key concepts, case studies, individual exercises, roleplaying, group exercises and games. The Executive Development Course is designed to meet busyschedules by taking place over a series of evening and weekend sessions (Friday and Saturday) aswell as a Closing Dinner (please see schedule or call for details).
Who Should Attend?
www.executive.mcgill.ca
Lawyers Interpreting Financial Information: Fundamental Tools An intensive introduction to accounting and finance designed for members of the legal profession
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & Takeaways• Learn how to read and understand
financial statements – the balancesheet, income statement and cash flow statement
• Acquire the financial literacy toaccurately interpret commercialcontracts
• Discover the deficiencies of accountinginformation and how to uncover“hidden” assets
• Gain the confidence to provide basicbusiness advice to your clients
OverviewIn only two days you will learn how toread and analyze financial reports,assess their quality and reliability (howdoes Enron happen?) and understand therelevant accounting concepts forbusiness valuations. No previous financial training isnecessary. Complex principles arepresented in simple, understandableterms in a relaxed and friendlyatmosphere. After successfullycompleting the program, you and yourassociates will be better equipped tonavigate financial information and giveinformed legal advice.
One of the best seminar
leaders I’ve ever had. This
program helped me better
understand financial
statements. The casual
atmosphere was conducive
to asking questions and
learning from my peers.
The material was presented
in a very relaxed, clear and
understandable manner.
Highly recommended.
Day One Continental breakfast
Module 1: How to Interpret Financial Data
• Introduction to financial accounting
• Accounting as a financial information system
• Financial Statements - the balance sheet,income statement and cash flow statement
• Demystifying financial terminology
Networking luncheon
Module 2: The Quality and Reliability of FinancialStatements (How does Enron happen?)
• The financial reporting process
• In-depth review of Generally AcceptedAccounting Principles (GAAP)
• The “law” of financial reporting and itslimitations
• Players in the financial reporting process -users (readers), management and the auditor
• The flexibility of accounting relative toreporting discretion under GAAP
• Discretion as it relates to business practices
Day Two Continental breakfast
Module 3: Crunching the Numbers
• Understand the business through thenumbers and the numbers through thebusiness
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you live the new way of marketing.
This program is custom-designed for lawyers in private firms, corporations and governmentorganizations who need to understand financial information for the purposes of litigation,negotiating contracts or structuring commercial partnerships and alliances. It will also benefitsingle practitioners and people who sit on governing boards or audit committees.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Managing Your Time and WorkloadGain control to optimize productivity.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewWhen we talk about resources in anorganization we usually refer to thephysical, financial and humanresources and leave out the oneresource that we never seem to haveenough of – time. If your hectic work schedule has youthinking that you’ve lost control oftime, make sure to take advantage ofthis eye-opening program. In just twodays, you’ll discover how to squeezemore out of every working hour, how torid yourself of costly distractions andtime-wasters, and how to make surethat your time is really your own. You’lllearn why most TO DO lists don’t workand you’ll develop one that will.
Key Benefits & Takeaways• Increase your productivity by up to two hours
per day
• Prevent burnout
• Overcome the time wasters that lead to yourafter-hour and weekend work
• Practical and powerful time saving techniquesfor both work and home
• Be able to manage multiple demands and tasks
• Have far more power and control over your business
• Improve your delegation skills
• Effectively set priorities and organize actions toachieve goals
• Run more effective meetings
• Formulate plans to assist staff on improving theirwork performance as well
• Group exercises to meet new people anddiscover best practices
This seminar should be
attended by all
management personnel.
It has opened my eyes
to what I need to
improve on. It will also
enable me to assist my
staff on improving their
work performance.
Thanks for a great
seminar.
Day OneNature and Value of Time
• Effectiveness of hours worked (activity vs productivity
• Efficiency vs effectiveness
• Cost of time
• Management functions and time
Time Logs
• Analyze your present time use
• Comparing your actual time use to intended use
• Use of time logs in managing effectiveness
• Diagnosis – what areas can be improved
Identification of Time Wasters
• Identifying your own time wasters
• Developing a personal and team profile
• Using profiles for analysis
Priority Management
• Making “TO DO” lists effective
• Urgent vs important
• Introducing “NOT TO DO” lists
• Vital few vs trivial many
Day TwoProductivity
• White collar productivity
• Measurement
• Barriers
Delegation
• Understand the what, when and how
• Why managers don’t delegate
• Upward (reverse) delegation and lateraldelegation
• Practical exercises – using delegation charts
The Impact of Electronics
• Effective email management
• Voicemail tips and techniques
Solutions to Time Wasters
• Suggested solutions and best practices
• Obtaining cooperation
• Overcoming problems
Implementing a Time Management Plan
• How to get started
• Dealing with personal timewasters on anincremental basis
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
Individual exercises, small group tasks, case studies and brainstorming sessions will allow you toparticipate and learn in a stimulating environment. The focus throughout will be on experientiallearning and how you can apply these concepts to your own work setting. Short but powerful pre-and post-seminar assignments will reinforce the material.
All levels of executives, managers, team leaders and supervisor who wish to make more effectiveuse of their time.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Negotiating for SuccessConclude win-win agreements with collaborative negotiations.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewImprove your bargaining power. Thishands-on program familiarizes youwith collaborative negotiationprinciples and techniques. You willbecome acquainted with a variety ofpractical strategies and tactics thatallow you to achieve successfuloutcomes for both negotiating parties.
Key Benefits & TakeawaysYou will improve your negotiationtechniques and learn how to:
• Gather information and plannegotiations that succeed
• Adapt your negotiation style to anysituation
• Know when an agreement can bereached and when to walk away
• Negotiate one-on-one, in teams, andwith multiple partners and issues
• Use your negotiating ability to influenceothers
• Improve your decision-making skills
• Apply the Negotiation SituationAnalysis Tool to your own negotiations
Morna is a first class
communicator, great
teacher, has very good
interaction with students,
funny and engaging and
most important, very
PERCEPTIVE.”
Joanna Szkiela
Autodesk Canada Inc.
Day OneIntroduction
• Why negotiate?
• With whom?
• What defines successful negotiation?
Know Yourself, Your Team and the Other Side
• Individual negotiating styles
• Assess your team’s skills and resources,strengths and weaknesses
• Assess your counterpart’s profile and style
• The characteristics of successful negotiators
• Negotiation of Case 1: Focus on styles
Elements of Negotiation
• Five key elements in the negotiation process
• Focus on values and needs: yours and theirs
• Prepare for negotiations using the NegotiationSituation Analysis Tool
• Negotiation of Case 2: Planning tools andelements
Day TwoNegotiation Tactics
• The tactics of win-win negotiation
• Identify the behavioural tactics used innegotiating
• Choose the most effective tactics for eachsituation
• Identify issues and concerns
• Negotiate by phone, fax and e-mail
• Tactics exercise and scenarios
Stages of Negotiation
• Focus on the relationship between thenegotiators
• Identify the issues
• Reframe the issues and find common ground
• Match the tactics to negotiation stages
Day Three An Integrated Approach
• The strategy of win-win negotiation
• Manage competitive and cooperativedimensions of bargaining
• Integrate your negotiating profile, elements,tactics and stages
Multi-Party Multi-Issue Negotiation
• Strategies and tactics of multi-partynegotiation
• Formulate a multi-party, multi-issueagreement
• Team Negotiation of Case 3: Using theintegrated approach
Negotiating in Difficult Situations
• Dealing with difficult people
• How to defuse and manage attacks
• Dealing with participants’ specific challenges
Preparation of Action Plans
• Transferring skills to the work environment
• Plans for continuous improvement using theNegotiation Situation Analysis Tool.
Program Content
Dr. Morna Flood ConsedineDr. Morna Flood Consedine works
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This program is for all negotiators – from neophytes to veteran negotiators, including managers,executives, entrepreneurs, lawyers and professionals who work in business development, sales,purchasing, marketing, fundraising, labour relations, or project or product management.
Through videotaping, debriefing, self-analysis and coaching, you will learn to analyze your style andbecome a more effective negotiator.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
New Marketing PracticesExperiential & internet marketing to drive success
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & Takeaways• Help time-crunched execs to get a crash course in pop
culture and the happenings on the Internet and in theblogosphere.
• Understand how to bypass broken marketing modelsand better focus investments that create the highestreturn for your company.
• Learn to execute new and effective internet marketingstrategies
• Give consumers experiences that are personallyrelevant, memorable, and meaningful
• Learn how the world of marketing is radically changingand how to successfully make that transition
• Re-connect with their customers through creating newand exciting experiences
• Drive successful strategies and tactics for products inan increasingly cluttered marketplace
• Spend your marketing budget more cost effectively
• Dramatically improve customer awareness and loyalty
• Develop strategic marketing alternatives applicable toany business circumstance
OverviewHow does Apple connect one-on-one withcustomers and drive sales? How doesToyota activate their products at thegrassroots level to drive buzz andpurchase? How are upstart banks likeWachovia and Commerce Bank redefiningthe customer experience? This actionoriented seminar takes you beyond theusual market planning concepts to cutting-edge practices that your organizationshould be using to gain a competitive edge.It reveals crucial new methods in InternetMarketing as well as Experiential Marketing- customer experiences with thebrand/product/service that drive sales andincrease brand image and awareness. Whendone right, these techniques can offer yourcompany the most powerful tools out thereto win market share, boost sales andsolidify customer loyalty.
Consumers want
more than mass-
media clutter
targeting their
eyeballs.
Day OneThe New Customer
• Who is on line, what are they doing and whatdo they need?
• How are their actions changing the waymarketers communicate to them?
• What is the role of technology is playing inthe equation?
Web marketing, Strategic Planning and You
• Web Marketing Mix: Capture your targetmarket’s attention, harness their imagination
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you live the new way of marketing.
Participants from any organizational size or industry sector including General Managers, Product Managers, Executives and Managers responsible for planning the marketing function or brand management.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Presentation SkillsMaster the art of making dynamic and engaging presentations.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & TakeawaysDiscover your strengths, develop your ownspeaking style and learn how to:
• Look and sound like a leader
• Listen effectively
• Eliminate unconscious negative words,mannerisms and gestures
• Learn to open and close a talk
• Master the art of the Q&A
• Organize your ideas more effectively
• Speak without notes
OverviewDiscover your hidden strengths as aspeaker. There is no better way ofcommunicating your message than theage-old method of getting up on yourfeet and talking to people face to face.You will walk away from this high-energy seminar with the confidenceyou need to speak persuasively toaudiences large and small.
Over the years, I’ve worked
with various people to
improve my skills, but the
breakthrough came when I
worked with Michael.
Robert Fritz
Best-selling author of “The
Path of Least Resistance”
Day OneThe Basics: Characteristics of EffectiveCommunication
• What leaders do
• How leaders speak
• Leadership styles
• Video: “Communicating like a Pro”
De-Mystifying Public Speaking
• Myths of business presentations
• The number one fear
• The 55-38-7 rule
Planning for Success
• Setting personal objectives
• Planning a presentation: know where you’re going
– Purpose
– Audience
– Message
Developing Tools to Find Your Voice as a Leader
• Three tools
• Opening moves
• Storyboarding ideas
• Closing techniques
The First Presentation: Learning in Action
• Shining a positive light on yourself, yourbusiness or your company
• Planning and organizing the talk
• Identifying your strengths
• Effective delivery
Day TwoBuilding on the Basics: Developing YourListening Skills
• Listening and memory skills
• Listening power: An exercise
Delivery skills: The Speaker’s Voice
• Say what you mean, mean what you say
• Reading a script: An exercise
Facilitation Skills
• Handling conflict & difficult questions
• How to introduce a speaker
The Second Presentation: Learning in Action
• Making a proposal, product, policy or serviceeasily understandable
• Refining your delivery
• Dealing with the Q&A
• Handling visuals
Resources for Better Leading and Speaking
• A discussion
Michael HintonMichael Hinton offers more than 10 years
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
To accelerate the learning process, you will have frequent opportunities to practice presentations andwill receive constructive, hands-on coaching. The seminar leader uses dynamic practical exercises aspart of your learning experience to strengthen your skills and to better understand how others seeyou. A two-minute talk will be videotaped and reviewed in a personal session with the seminar leader.
This program will benefit leaders at all levels, including managers, executives, team leaders, projectmanagers and sales managers, as well as anyone acceding to a leadership position. This seminar isalso beneficial to anyone looking to refine their English presentation skills.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Program Content
Principles of PersuasionBy drawing on a wide range of real-world examples, this workshop will give you a solid grasp of the basic rules of persuasion.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewThis intensive two day course willhelp you and your staff become moreadept at influencing the peoplearound you. You will become familiarwith the most effective techniques ofpersuasion researched by behaviouralscientists around the globe. ThePrinciples of Persuasion (POP)workshop will provide you withverifiable, current, and usableknowledge about how to gaincompliance ethically, while improvingyour relationships with the peopleyou influence.
Key Benefits & TakeawaysIn this seminar, you will learn to:
• Recognize and construct elusive“moments of influence”
• Understand how to effectively employ thesix fundamental principles of influence
• Distinguish between ethical and unethicaluses of influence to build long-termrelationships
• Understand how to use the principles ofinfluence during interaction with co-workers
• Predict behaviour more effectively
• Practice new persuasive skills insimulations
• Recognize and manage attempts toinfluence you
• Apply your knowledge about influence tothe problems that you face each day
• Give your staff a common language
This program will help
executives make better
decisions and use their
influence wisely... the
seminar has had a great
impact on my thinking
on this topic.
Charles T. Munger
Vice Chairman
Berkshire-Hathaway Inc.
Los Angeles
California
Day OneIntroduction
• Modern life and persuasion
• Decision triggers: shortcuts to thought
Ethical Influence
• Bunglers, smugglers & sleuths
A Context for Compliance
• Pre-persuasion
• The contrast principle
Reciprocity
• Giving, receiving, and repaying: the law of the humans
• Gifts vs. rewards: which is better?
Scarcity
• For the love of freedom
• Losing and gaining
• Competition & reaction
Day TwoAuthority
• Titles and trappings: triggers of influence
• Expertise: credibility 101
• Trustworthiness: credibility 102
Consistency
• The VAP model for gaining adherence tocommitments
• Pre-existing alignments
Liking
• Similarity
• Praise: how to mean it when you say it
• Cooperation: the superordinate goal
Consensus
• Gaining critical mass
• Similarity and consensus
• In times of uncertainty
Program Content
Heath Slawner, CMCTHeath Slawner is a Management and
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This program will appeal to executives, managers, and salespeople who wish to create and sustainpositive change in others and need to understand how the influence process works. Skills acquired inthis program are directly applicable to leadership, management, negotiation, and sales challenges.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Project ManagementAcquire the practical skills to complete projects on time and on budget in this comprehensive three-day seminar.
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
OverviewMaster the proven techniques thatenable you to create effective projectteams, meet critical deadlines andavoid cost overruns! Equip yourself toset realistic budgets and schedules inthe project-planning stage. Learn theimportance of human relations andcommunications throughout theproject life cycle.
Key Benefits & TakeawaysThis seminar covers all the fundamentals ofproject management, including how to:
• Develop a plan and a charter
• Identify the stakeholders and meet theirexpectations
• Define the scope through workbreakdown structures
• Produce all the required information toinput to any scheduling softwareprogram
• Develop realistic budgets and managerisk
• Communicate effectively with allstakeholders
• Motivate team members and manageconflict
This seminar delivers
extremely useful content
and the instructor’s
extensive experience
was very beneficial in
illustrating the
presented concepts.
Isabelle Tremblay
Johnson & Johnson Inc.
Introduction/Project Integration
• What is a project?
• The role of the project manager
• Management principles, keys and milestones
• The project life cycle
• Mechanisms of control
• The plan and charter
• The Project Management Body of Knowledge
Scope Definition & Control
• Determining the stakeholders
• Defining and documenting stakeholders’requirements
• Work breakdown structures
• Scope evolution and control
• Scope and design changes
Quality Management
• Meeting stakeholders’ expectations
• Total quality and quality management tools
• Costs of nonconformance
• Convergence with scope control
Time Control
• Techniques and steps in planning andscheduling
• Putting logic on paper
• How to use networks and precedencediagrams
• Using milestones and milestone networks
• Project management software
• Critical chain scheduling
Day TwoBudgeting & Cost control
• Setting realistic budgets
• Cost control during design
• Project contingencies
• Keys to cost control
• Simplified cost reporting
• Earned Value Reporting
Risk Management
• Identifying sources of risk
• Risk assessment
• Risk containment
• Risk response
Organization
• Business vs. project organization
• Separate the owners from the users
• Responsibilities of owner, user, projectmanager, designer and sponsor
• Matrix organizations - project vs. function
• Managing change
Day ThreeCommunications
• Communications planning: a powerful tool
• Plan checklist
• Startup & information
• Influence vs. authority
• The communication process
• Understanding and improving communication
• How to improve project meetings
• Project reporting
Managing Teams
• Indicators of effective teams
• Inspiring people and performance
• Motivation – turn-offs and turn-ons
• Making change easier
• Conflict management
• Crisis management
Program Content
Kathleen LeitchKathleen Leitch is a Project Manager at
Pratt & Whitney. She has lectured in the
Information Systems area of McGill’s Faculty
of Management, where she has developed
and taught Project Management, Object
Orient Design, Systems Analysis and
Modeling, Information Systems Design and
Information Systems for Managers. Ms.
Leitch also worked as a Year 2000 testing
consultant in the pharmaceuticals and
publishing industries and as a Systems
Engineer at IBM Canada Ltd.
E. Barry SmytheE. Barry Smythe, P.Eng., MBA, PMP, has
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
This program is for all managers, professionals and administrators, particularly technicalprofessionals working in a multi-project environment such as IT, marketing, aerospace, constructionor financial and insurance specialists.
Each component in the project management process is illustrated through integrated case studyworkshops. Participants are encouraged to share their own experiences and ideas throughout the course.
Course Outline
Who Should Attend?
www.executive.mcgill.ca
Strategic Planning and ExecutionTurn strategy into action and results
www.executive.mcgill.ca
Management Development ProgramsProgrammes de perfectionnement
Key Benefits & Takeaways• Gain a better understanding of the big
picture of strategic decision-making
• Improve your organization’s strategicplanning process
• Learn the VIP model of strategicleadership
• Understand and apply the 5is ofstrategic planning
• Improve your ability to diagnose anyorganizational situation
• Generate challenging yet realisticscenarios for many different situations
• Improve your organization’s capabilityto deal with upcoming change drivers
• Be more proactive in decision-making
• Create more value in your interactionswith others
OverviewIn these days of uncertainty, rapid and oftenradical changes, it is no longer adequate for afew members of a company’s leadership team toundertake a strategic planning exercise once peryear. This seminar provides you with anadvanced strategic leadership model, frameworkand “tool kit” and a process for turning optimumstrategic decisions into improved performanceand results. It will enable you to accuratelydiagnose your current situation, generate somechallenging yet feasible scenarios for your unitand build a common vision of where you need togo and how to get there.This seminar will give you a process by whichyou can ask the right questions, find the rightanswers and ensure that those decisions areimplemented. It will enhance your capability tothink strategically and lead your organization,department or team to achieve your carefullyand rigourously-crafted strategic objectives.
Having attended executive
development programs at
the McGill International
Executive Institute, I find
them to be as good and
often better than programs
I have attended from other
internationally acclaimed
business schools.
Koenraad Blot
Pfizer Canada Inc.
Day One• The limits of today’s strategic-decision
making process
• The VIP Model of Strategic Leadership
• Creating a Sense of Mission
• The 5 “I”s of Strategic planning
• Identifying the 1st “I”: Defining our StrategicIssues
• Use of a selection of strategic managementdiagnostic tools
McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5
The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you live the new way of marketing.
This workshop is designed for individuals who manage all types and size of organizations, projectsand teams and who wish to improve their strategic decision–making capabilities. It is designed forparticipants seeking to Fast-track their career.