Informa Middle East Course Catalogue 2019

Professional Development
& Learning
Course Catalogue 2019
www.informa-mea.com
HISTORY OF INFORMA MIDDLE EAST
2018 marks the 25th year of operations in the MENA region. Hundreds of thousands of professionals have
boosted their careers, through our public and in-company training programmes. With our carefully screened
instructors and our specialised teams, we have shaped a superior learning experience that has been a privilege
to share with top tier institutions all over the MENA Region.
Informa acquires UBM

in June 2018 to becomes the leading
B2B Information Services Group
2018
Informa enters FTSE 100

which is a share index of the 100 Informa acquires IIR Holdings
companies listed on the London 2016 and becomes the world’s largest publicly-owned
Stock Exchange with the highest
market capitalisation 2005 event, conference and training business with a
presence in the MENA region.
Informa is formed
1998 with the merger of IBC
Group plc and Lloyd’s of
London Press.
The Institute for International Research (IIR)

is founded, producing newsletters and
specialist conferences.
1973
Taylor & Francis Publishers

R.Taylor, a publisher and
Dr.W.Francis, a chemist join forces
to create a publishing company for
scholarly information, the
1852
forerunner to Informa’s Academic
Publishing Division
Lloyd’s List
began when Edward Lloyd pinned his list of shipping
1734 insurance rates to the wall of a London coffee shop.
Lloyd’s today covers all information, analysis, and
knowledge relevant to the shipping industry and is
part of Informa’s Business Intelligence Division
TABLE OF CONTENTS
WELCOME...................................................................................................................................................... 4
ABOUT OUR TRAINING..........................................................................................................................5
IN-COMPANY TRAINING.......................................................................................................................6
OUR CLIENTS................................................................................................................................................ 7
INFORMA SELECT PROGRAMME.................................................................................................. 8
CERTIFIED AND SPECIALISED COURSES....................................................................................9
GENERAL INFORMATION................................................................................................................... 12
13 Audit, Risk &

Governance 145
Information
Technology
27 Business
Operations
163 Leadership &
Management
57 Finance
183 Legal
193 Marketing, Sales

& Communications
85 Healthcare
213 Procurement
& Supply
99 Human
Resources
227 Professional
Development
115 Compensation
& Benefits
247 Project
Management
121 Learning &

Development
269 Real Estate
131 Talent Management

& Recruitment 279 Strategy
Management
3
WELCOME
Dear Colleague,
Welcome to Informa and our portfolio of programmes for 2019.
Working with some of the leading businesses in the MENA region and around the globe, Informa provides
you with a wide-ranging portfolio of programmes and solutions to meet the L&D needs of your organisation.
From traditional classroom-based programmes, distance and blended learning to cutting-edge game based
learning; the Informa portfolio of solutions can be delivered face to face via our public training programmes,
at your offices, or online to fit your requirements and objectives.
With a comprehensive portfolio of programmes covering the critical areas of business, our programmes
are delivered by renowned industry experts and thought leaders with extensive practical experience and
knowledge.
Certification has become the benchmark for committed learners and informa has partnered with
internationally renowned associations, to provide you with world class programmes that are adapted
to meet the requirements of the MENA region (see pages 9 to 11). Our partnerships with these industry
associations allows us to offer in-depth sector expertise and enables your employees to become fully
certified business professionals.
Whether you have one person, a specific department, or a long term large-scale development programme
for your organisation, we believe our programmes will be able to meet the objectives of your organisation.
Our programmes are stimulating, comprehensive and well structured, allowing learners to enhance
their professional skills and build capability that is tailored to their chosen fields and your organisation’s
objectives.
A synopsis of each of these programmes can be found in the pages that follow. For the most updated offers
please visit our website www.informa-mea.com or simply get in touch with a member of our committed
team, who would be delighted to address any queries you may have.
Warmest regards,
Leigh Kendall
Divisional Director – Professional Development & Learning

leigh.kendall@informa.com
4 4
ABOUT OUR TRAINING
Informa conducts over a thousand public and customised in-house programmes annually making us
the leading provider of professional development and learning across the region. The Informa learning
experience promises a superior solution with renowned industry experts and leaders in their field. Our
aim is to enable you and your organisation to thrive.
OUR EXPERTISE COVERS:
• Audit, Risk & Governance • Marketing, Sales & Communications

• Business Operations o Customer Service
o Business Law o Corporate Social Responsibility (CSR)
o Innovation o Marketing
o Public Relations & Communications
• Finance
o Sales
• Healthcare
• Procurement & Supply
• Human Resources
o Contract Management
o Compensation & Benefits
o Learning & Development • Professional Development
o Talent Management & Recruitment o Administration & Support
• Information Technology • Project Management
• Leadership & Management • Real Estate
• Legal • Strategy Management
• Telecoms
WHO ATTENDS OUR TRAINING SEMINARS
By Seniority
40% CEO/ Vice President

5 As the rate of skills change accelerates
14 across both old and new roles in all
16 25% General Manager/MD
industries, proactive and innovative skill-
16% Head of Department building and talent management is an
25 urgent issue.
14% Middle Management
40
5% Non-Managerial World Economic Forum
5
IN-COMPANY TRAINING
Your learning outcomes will be the guiding principle behind any In-Company solution. This ensures your human
capital stays ahead of the curve and continues to develop new skills.
Informa experts, combined with key association and awarding body content, means that you are given access to
cutting-edge content and recognised certification to drive improved performance and boost employee morale.
OUR APPROACH INCLUDES:
Customised Training Blended Solutions

The Informa portfolio of programmes and solutions By combining offline and online training methods,
outlined in this catalogue can be adapted to suit we enhance traditional face to face delivery methods
your business need, operational demand and by incorporating discussions, guided practice, mix
training timelines. Every customised solution begins media, reading, games, case study and simulations to
with stakeholder interviews and leads towards a maximize the learning experience for your organisation.
collaborative design approach. This ensures that your A focused needs-assessment is essential before a
custom programme is designed to meet your needs blended solution is designed, to best address your
with a business-outcome context. organisations learning and development needs.
Consultancy 1-on-1 Coaching

For your leaders, executive team and future talent of
Informa is also a specialised management consulting
your organisation, a tailored individual development
firm offering hands-on, deep functional knowledge
solution is designed around development needs and
spanning strategy formulation and execution, business
busy schedules, to ensure maximum outcome with
process management and information technology
minimal work disruption.
services.
We are proud to be the leading provider of choice in the region, and we would welcome an opportunity to discuss your
development requirements.
+971 4 407 2624 cts@informa.com www.informa-mea.com/cts
6
OUR CLIENTS
Over the 25 years of our presence in the MENA region, hundreds of thousands of professionals have benefitted from
our training through our public courses and in-company programmes.
We are privileged to work with most of the leading organisations in the region, covering all aspects of development
from strategic leadership to patient flow to financial modelling. Below is a selection of our clients:
Abu Dhabi Commercial Bank Du Mubadala

Abu Dhabi Distribution Co Dubai Electricity & Water Authority Municipality of Abu Dhabi City
Abu Dhabi Education Council Dubai Municipality MVP Tech
Abu Dhabi Gas Development Co Dubai World Trade Center Nakheel PJSC
Ajman Executive Council Elm National Commercial Bank
Al Hosn Gas Emirates Diplomatic Academy National Drilling Co
Abu Dhabi Gas Liquefaction Ltd Emirates LNG National Lottery Authority
Abu Dhabi Investment Council Emirates National Oil Co (ENOC) LLC Oman LNG LLC
Abu Dhabi Investment Authority Emirates Nuclear Energy Corp Oman Shipping
Abu Dhabi National Oil Co Etisalat Omantel
Abu Dhabi Police Expo 2020 Petroleum Development Oman LLC
Abu Dhabi Polymers Co Ltd Borouge PTE Federal Authority for Nuclear Regulation Price Waterhouse Cooper
Abu Dhabi Ports Federal Demographic Council Rabigh Refining & Petrochemical Co.
Abu Dhabi Quality & Conformity Council GASCO Riyad Bank
Abu Dhabi Retirement Pensions & Benefit GCC Services Royal Commission For Yanbu
Abu Dhabi Systems & Information Centre Gen Sec Of The Executive Council Salalah Methanol Co
Abu Dhabi Tourism & Culture Authority Haya Water Saline Water Conversion Corporation
ADASI Health Authority Abu Dhabi Saudi Arabian Airlines
ADCO Higher Colleges of Technology (HCT) Saudi Arabian Monetary Authority
ADNOC Distribution International Petroleum Investment Saudi Aramco OOC Group
Al Ain Distribution Co International Schools Group Saudi Basic Industries Corporation
Al Naboodah Group Enterprises Jumeirah Group Saudi British Bank
Bank Al Bilad Jamjoom Pharmaceuticals Saudi Electricity Company
ALDAR Properties Johnson & Johnson SEHA
AMERICANA King Abdulaziz City for Science & Tech Sharp
ARASCO King Faisal Specialist & RC Supreme Council for National
Bahrain Credit Kuwait Finance House The Executive Council
Banque Saudi Fransi Kuwait International Banking Studies Tawazun Offset Program Bureau
Batelco Kuwait Oil Co TRA
Bupa Arabia Kuwait Petroleum Corporation and Tadawul (Saudi Stock Exchange)
Capital Markets Authority subsidiaries Tamkeen Bahrain
Dar Al Riyadh Consultants Majid Al Futtaim Takreer
DHL Ministry of Defence Oman Wasl Asset Management
Department of Transport Abu Dhabi Ministry Of Finance Zakum Development Co
Dragon Oil Ministry Of Interior ZAMIL Group
Dubai Properties Group Ministry of Labour
DP World MTN
7
INFORMA SELECT PROGRAMME
Our clients rely on our dedication to service, flexibility and passion for quality as they focus on building a
performance culture that matches the region's commitment to progressive growth.
In support of these efforts, lnforma introduces the lnforma Select Programme.
lnforma Select is designed for companies and organisations that are looking to obtain maximum value from
their training budget with greater cost savings and incentives through a formal partnership with lnforma.
YOUR ORGANISATION COULD BENEFIT FROM:
Discounts on published course prices - Save up to 40%

Complimentary passes for multiple bookings
Customised Learning Needs Assesments
Dedicated Account Manager on call to maximise your Select status benefits
Face-to-face reviews to ensure you have that personal touch
Individual assessment reports on your delegates
Exclusive Networking Sessions with your peers and subject matter experts
Flexible invocing an credit terms
Incentives for flight and accomodation
Assistance with hotel reservations and bookings
First option on sold out and best-seller events
The lnforma Select Programme consists of 3 tiers to ensure you can obtain maximum value within your annual
scope:
Tier 1 : 61 + learners per year

Tier 2 : 60 learners per year
Tier 3 : 20 learners per year
For more information on membership costs and how a partnership with lnforma can benefit your company,
please contact the lnforma Select team on:
+971 4 407 2553 select@informa.com www.informa-mea.com/cts
8
CERTIFIED AND SPECIALISED COURSES
ACCA - Association ATD - Association for Talent AIPMM - Association of

of Chartered Certified Development International Product
Accountants Marketing and Management
ATD is the world’s largest
Founded in 1904, the Association association dedicated to those who AIPMM is the world’s largest
of Chartered Certified Accountants develop talent in organizations. professional organisation of product
(ACCA) is the global professional managers, brand managers, product
accounting body offering the For 70 years, ATD’s educational marketing managers and other
Chartered Certified Accountant mission has been to empower individuals who manage the entire
qualification (ACCA or FCCA). In learning and development product life-cycle throughout any
March 2018, ACCA recorded that it professionals with the knowledge industry.
has 208,000 members and 503,000 and skills they need to be
students in 179 countries. ACCA’s successful and competitive. AIPMM currently has over 8,000
headquarters are in London with members globally.
principal administrative office in
Glasgow. ACCA works through a
network of over 100 offices and
centres and more than 7,300
Approved Employers worldwide,
who provide employee development.
GLOBAL PARTNER
The Balanced Scorecard CIPS - The Chartered CPD - Continuing

Institute Institute of Procurement Professional Development
and Supply
The Balanced Scorecard Institute The CPD Certification Service
provides training, certification CIPS is an international organisation is an independent accreditation
and consulting services to serving the purchasing and supply centre working across all sectors,
commercial, government, and profession that has grown since disciplines and further learning
non-profit organizations in 1932 to become the central applications and supports policies
applying best practice in Balanced reference for industry best practice of institutional and professional
Scorecard, strategic performance and code of conduct around the organisations globally.
management and measurement, world.
and transformation and change CPD is the term used to describe
management. CIPS exists to promote and develop the learning activities professionals
high standards of professional skill, engage in to develop and enhance
Across its various platforms, the ability and integrity among all those their abilities and keep skills and
main driver of the institute is to engaged in purchasing and supply knowledge up to date. CPD Units
provide information and tools chain management. are only awarded to programmes
used by executives, managers after each programme is scrutinised
and analysts to transform their to ensure integrity and quality
organizations into “performance according to CPD standards and
excellence” organizations. benchmarks.
9
CXO Transform Edinburgh Napier University FranklinCovey Middle East
CXO Transform is an online Edinburgh Napier University is one FranklinCovey Co. is a global
education platform designed of the largest higher education company specializing in
to better equip transformation institutions in Scotland, UK with performance improvement with
managers and leaders throughout over 17,000 students from 109 expertise in 7 key areas: leadership,
the world. countries. execution, productivity, trust, sales
performance, customer loyalty and
It enables them to have their The University is the largest provider education.
transformation expertise verified of event management education
and position themselves as experts in Scotland and offers degree and FranklinCovey helps organizations
in their field – and it improves their masters level programmes as well and individuals achieve results
ability to orchestrate successful as strong research, consultancy that require a change in human
digital business transformation for and professional development behaviour. Clients included
medium to large organisations. programmes such as the Executive 90 percent of the Fortune 100,
Certificate in Festival and Event 75 percent of the Fortune 500,
Management. thousands of small and mid-
sized businesses, as well as
numerous government entities and
educational institutions.
The Global Academy of Finance ILM PMI - Project Management

and Management® (GAFM)® ILM is the UK’s leading provider Institute
of leadership, management and
GAFM® International Board of coaching qualifications, and a City Informa Middle East is an approved
Standards (IBS) Accreditation Council & Guilds Group Business. ILM offers Registered Education Provider
regulates the standards for certification, a specialist suite of qualifications (REP) with the Project Management
accredited education and defines the ranging from Level 2 to Level 7, which Institute (PMI). As an REP Informa
criteria for qualified training and degree are awarded by The City and Guilds of Middle East is approved by PMI to
programmes which are a direct path to London Institute. ILM also specialises issue Professional Development
the certifications. In alliance with the in assessment, learning content, Units (PDU) for our training courses.
ACBSP National Business Accreditation recognition and the accreditation of
Agency for Certification Standards high quality training in the fields of
The REP programme has been
worldwide and is a CHEA founding leadership, management and coaching.
designed to enhance the ongoing
member of the of the International
Quality Group. GAFM® is recognised ILM offers leadership and management professional development of PMI’s
and accredited regionally by : qualifications through our network members, those credentialed
of accredited centres worldwide. Not through PMI and others in the
• TUV Austria and only are ILM’s qualifications industry- project management profession.
• ISO 9001 Quality & ISO 29990 Training standard, ranging from team leading
programmes to diplomas for senior The PMI Registered Education Provider logo is
• Arab League’s (20 Nations)
a registered service and collective mark of the
• Emirates Securities and Commodities directors, but they help retain and Project Management Institute, Inc.
Authority (ESCA) motivate staff too.
10
SHRM - Society for Human Strategy Execution Strategy Management

Resource Management Group (SMG)
Strategy Execution, the global
SHRM is the world’s largest authority in project leadership Strategy Management Group
association devoted to human training, equips your people with (SMG), in association with the
resource management with over the complete package of technical GWUCoPS developed the KPI
275,000 members in over 160 and leadership skills — the mindset, Professional Certification program
countries. SHRM serves the needs adaptability, and expertise to lead as a comprehensive program for
of HR professionals and advances and execute projects in any context. leaders, managers, or analysts
the interests of the HR profession who want to learn how to build,
driven by the motto, leading people, With curricula in adaptive strategic deploy, and sustain KPIs to
leading organisations. execution, project management, improve organizational strategic or
business analysis, contract operational performance.
Professional development programs management, and more, Strategy
offered by SHRM are created using Execution partners with your
proven global standards of best organization to build skill sets
practice with an applied focus. A and change mindsets. It’s time to
SHRM learning experience delivers declare a new standard of
the confidence of value and brand performance. For more information,
recognition that can only come from visit strategyex.com.
the world’s largest HR association.
Working Voices
Informa’s Business eLearning portal

specialises in online leadership and
professional development skills
courses. Our e-learning courses
provide a flexible and versatile learning
system that enables a high level
of tailoring to fit with your specific
circumstances and objectives.
Delivered in short bite sized videos that
are packed with notes, tips, techniques
and exercises, the learning content
can be viewed from a desktop, tablet,
or mobile device so learning can take
place anywhere, anytime and at a pace
to suit busy schedules. Furthermore,
when our business e-learning is
coupled with instructor-led training, it
can brings additional dimensions and
enhance the experience for modern
learners.
11
HOW TO CONNECT WITH INFORMA
+971 4 408 2864
register-mea@informa.com
Informa Middle East, PO Box 9428, Dubai, UAE
www.informa-mea.com
We are on Social Media

and you can now continue
networking, discussing and
sharing insights with delegates
and speakers online.
GET CONNECTED
BE PART informaMEA
OF OUR Informa Middle East

COMMUNITY!
informaMEA
informaMEA
+InformaMiddleEast
informa_mea
12
AUDIT, RISK & GOVERNANCE
Audit, Risk &
Governance
+971 4 408 2864

www.informa-mea.com
Email: register-mea@informa.com 13
Audit, Risk &
Governance
Table of Contents
Advanced Governance, Risk Management & Compliance (GRC).............................................................................................................16

Advanced Risk Based Auditing...........................................................................................................................................................................16
Auditing of Projects & Contracts.........................................................................................................................................................................17
Anti-Money Laundering ......................................................................................................................................................................................17
Certificate in Advanced Corporate Governance ...........................................................................................................................................18
Certificate in Advanced Enterprise Risk Management .............................................................................................................................18
Certificate in Board Secretarial Practice ........................................................................................................................................................19
Certificate in Building High Performance Boards .......................................................................................................................................19
Certificate in Compliance Management ........................................................................................................................................................ 20
Certificate in Corporate Governance Best Practice .................................................................................................................................... 20
Certificate in Enterprise Risk Management (ERM) .....................................................................................................................................21
Certificate in Risk Management ........................................................................................................................................................................21
Corporate Ethics, Governance & Social Responsibility.............................................................................................................................. 22
Essentials of Internal Audit .............................................................................................................................................................................. 22
Governance, Risk Management & Compliance (GRC) .................................................................................................................................23

Improving Your Audit Reports & Delivering Added Value .................................................................................................................................23
Internal Audit for Non-Audit Professionals .................................................................................................................................................. 24
Internal Audit for the Board & Audit Committee ......................................................................................................................................... 24
Leadership Excellence for Internal Auditors - Internal Audit ................................................................................................................25
Measuring & Managing Government Performance .....................................................................................................................................25
Professional Certificate in Investor Engagement & Shareholder Relations ....................................................................................... 26
15
Advanced Governance, Risk Advanced Risk Based Auditing
Management & Compliance (GRC)
Credits: 30 CPEs
Course Overview Course Overview

The Advanced GRC course will provide participants with Most Heads of Internal Audit (IA) would say that their functions
a practical understanding of how the components of a have adopted a risk based approach, however, has this process
strategically-aligned governance framework can be integrated been fully embedded?
with value-creation and preservation concepts from globally
accepted frameworks. This course is designed to cover all the significant challenges of
the modern risk based audit role and will help you plan your risk
A stakeholder-inclusive approach toward an integrated GRC based assignments efficiently and effectively.
framework supports business performance and improved
short, medium- and long-term business sustainability. Based Course Content
on the governance framework, this course will also provide an • The Modern Risk Based Audit (RBA) approach
understanding how governance operating models are developed • RBA And Enterprise Risk Management (ERM)
to support business management environment and to improve • Auditing strategic risks
organisational performance. • Risk identification and evaluation
• Assessment of risk mitigation
Course Content • Auditing the ERM process
• The fundamental concepts and guiding principles of • Strategic audit planning
strategic GRC frameworks • Tactical audit planning
• Strategy mapping based on an integrated approach to risk • Planning a risk based audit
• Strategy Mapping – Opportunity management, governance • The risk based audit step by step
and compliance • The RBA deliverables
• Assessing business environment • Risk based auditing of complex activities
• Key stakeholder needs and their influence on the GRC • Risk based auditing of projects and joint ventures
framework • Auditing other complex business areas
• Reviewing the key components of a governance framework
• Key organisational value drivers Who Should Attend
• Strategic objectives, influencing factors, impacts and • Heads of Audit, Audit Managers and Senior Auditors
opportunities • Auditors responsible for developing or implementing a risk
• Governance operating model based approach
• Governance and reporting mechanism • Assurance professionals such as those in Compliance and
• Implementing governance at job-responsibility level QA functions who are wanting to develop their risk based
• Implementing governance operating models approach
• Managers and directors of business functions – to aid their
Who Should Attend knowledge of a risk based audit approach
• Board and board sub-committee members • This course will be beneficial as a development aid for
• Executive managers delegates who have attended our other audit courses
• Human Resource executives
• Strategic planners Benefits of Attending
• Divisional managers 1. Fully embed the Risk Based Audit approach
• Risk managers 2. Advise management on the reality of controls and risk
• Compliance managers management effectiveness
• Senior managers involved in managing risks and driving 3. Challenge management’s evaluation of risks and sell the
business performance benefits of proactive risk management
4. Audit major and complex areas of risk for your business with
Benefits of Attending confidence
1. Align your GRC structures based on an understanding of the 5. Add measurable value to your organisation by the application
key organisational value drivers of risk based audit services
2. Adopt a stakeholder inclusive approach in considering the
organisation’s GRC requirements
3. Integrate and strategically align GRC through adopting
effective methods
4. Create linkages between the organisation’s strategic
objectives and its adopted GRC framework
5. Develop governance operating models based on key
organisational value drivers
16 Tel: +971 4 408 2864

Auditing of Projects & Contracts Anti-Money Laundering
Certificate Partner: PMI

Credits: 30 PDUs

Research indicates that many project risks are identified Money Laundering is increasingly gaining momentum and
and analysed in a random, uncoordinated way, resulting in attention, both nationally and internationally; adding an
unexpected risks arising, and the true impact of risks not being accelerated pressure on financial institutions to comply with
fully appreciated. regulations and take effective steps to combat the challenges
faced.
This course examines how a risk based approach to auditing
through the project life cycle can be introduced to facilitate This intensive course is a guide to designing an effective anti-
the delivery of the project on time, on budget and fully meeting money laundering programme that is compliant with globally-
stakeholder needs. recognised regulations and standards. Packed with case studies
and examples, this course provides a holistic overview of money
Course Content laundering issues; including schemes, effects, and the wide
• Understanding project risk gamut of techniques for combatting it.
• The major project risks
• The top 10 mistakes in project management Course Content
• The 10 golden rules of project risk management • Money-Laundering (ML) processes
• Risk identification and evaluation • ML Mechanisms
• The Risk Based Audit (RBA) approach for projects • Financing typologies
• Risk identification and evaluation • International initiatives for combatting ML

• What is project audit? • AML policies and procedures, and systems
• Risk and Internal Audit • Red Flags Checklist
• The Project RBA approach • AML risk-based approach
• The contract management framework • Reputational risk
• Auditing of procurement
• Auditing of JVs and partnership contracts Who Should Attend
• Cost control and accounting • Board of Directors
• Handover and post-audit • Senior Bank Management Members
• Audit of building projects • Central Bankers (Supervision Department)
• Audit of other projects (including IT projects) • Regulators
• Government Policy Makers
Who Should Attend • Compliance and Governance Officers
• Heads of Audit, Audit Managers and Senior Auditors • Private Bankers and Wealth Managers
• Project Managers and Project Programme Managers • Risk Managers
• Auditors responsible for undertaking project audits • Chief Finance Officers
assignments • Finance Directors and Comptrollers
• Other professionals who need to understand the risks • Securities Analysts
impacting complex projects • Investment Professionals
• Managers and Directors of business functions – to aid their • Law Enforcement Agencies
knowledge of a risk based audit approach to projects • MIS and Operations Executives
Benefits of Attending Benefits of Attending

1. Apply the concepts of a risk based approach to project 1. Design an effective AML programme compliant with AML
reviews and financial crime regulations
2. Identify, mitigate and control project risks effectively 2. Improve the efficiency of your AML systems by adopting
3. Separate the keqy risks from the lesser threats and manage best practice and guidelines designed to detect, investigate,
the priorities report, and resolve red flags
4. Sell the benefits of proactive risk based audits of key projects 3. Draft internal policies and directives related to AML and
5. Audit major projects, including joint ventures, with financial crime regulations
confidence 4. Apply a risk-based approach to avoid regulatory and
6. Utilise proven techniques to ensure that more projects meet reputation risks
their agreed objectives 5. Comprehend the Customer Due Diligence (CDD) processes
and tools and construct a CDD Framework
Certificate in Advanced Corporate Certificate in Advanced Enterprise
Governance Risk Management
Credits: 30 CPEs

Building upon the general concepts of Corporate Governance, In many organisations, risks have been identified as a result
this course is designed to focus more deeply on specific topics of control failures or as a result of pressure from regulators or
which are of regional or international concern, and subjects government. The primary intent has often been to tick the box
which are starting to rise on the governance agenda of and avoid criticism. Thankfully many organisations have realised
regulators and other stakeholders. Attention will be paid to how that much more is needed and have developed an Enterprise
the Board’s effectiveness can be enhanced when working with Risk Management (ERM) approach. This has ensured that risks
dilemmas and ethical issues. that were previously managed in isolation can be aggregated
and prioritised across the entire business.
We will cover international developments with cross-border
impacts, and resultant changes in director liability, workload Advanced ERM goes one step further. Risks are scored based
and risk discussions. Discussions will cover how a multitude on business materiality with each risk being evaluated and
of regulators are starting to focus on corporate typologies, compared by its financial, legal, reputational, and regulatory
often creating inconsistent compliance effects which are impact, and classified by the effect they could have on the
compounded by the international operations of corporate business. New understandings of risk emerge, and efficient
groups. controls can be implemented to tackle what really matters to the
business, and drive competitive advantage.
Course Content
• Changes in international standards and regulations Course Content
• Major Corporate Governance failures/challenges in the last • Characteristics of an advanced ERM process
two years • Exploring global ERM scenarios
• Changes in internal governance structures • Risk attitude
• Ethics • The ERM roadmap
• Technology advancements in governance practice • Risk measurement methods and workshops
• Subsidiary governance • Delphi (expert analysis)
• Family governance issues • Ishikawa (fishbone) analysis
• Sustainability and integrated reporting • Failure mode and root cause analysis
• Investor relations • Scenario planning
• Fault tree analysis
• Monte Carlo simulations
Who Should Attend • Bayesian networks
This unique course is designed for the Board Director and senior • Emergent risks
corporate professional who champions or is responsible for • Key risk indicators (KRIs)
good Corporate Governance in their organisation, or is faced • The risk register challenges
with major governance issues. The course will be delivered • ERM in projects and joint ventures
at a level which assumes a solid knowledge of general • Risk appetite and risk tolerance
Corporate Governance principles and the international business
environment.
Who Should Attend
• Chief Risk Officers and Risk Managers
Benefits of Attending • Managers and Directors responsible for the risk
1. Develop an advanced approach to Corporate Governance management function or process
dilemmas • Heads of Internal Audit
2. Learn how Corporate Governance assists in managing • Heads of Assurance functions
complex corporate cultures • Senior Finance professionals
3. Understand how the Corporate Governance environment • This course will be particularly useful for delegates who have
continues to evolve previously attended the Certificate in ERM course – although
4. Discover a broader range of guidelines and resources this is not a prerequisite
available to suit your corporation’s profile
5. Understand how Corporate Governance interacts with other
control functions Benefits of Attending
6. Discuss how stakeholders impact the development of 1. Implement appropriate and varied techniques for the
Corporate Governance programmes identification and assessment of risks
2. Engage the Board in the analysis of enterprise risk scenarios
3. Implement Key Risk Indicators (KRIs) for each line of
business
4. Develop risk appetite statements and apply risk tolerance
techniques
18 Tel: +971 4 408 2864

Certificate in Board Secretarial Certificate in Building High
Practice Performance Boards

This course is designed to introduce you to the key concepts The Board’s selection and success in adopting governance
and practical elements of performing the governance styles, practices and actions is highly contingent on the
management of your organisation. It covers a wide range of company or entity’s maturity, development stage, crisis
activities from annual reporting and meetings, to Board and situations and future strategic plans.
committee meetings and events, regulatory compliance, and
daily dilemmas and practices. Covering the range of entities from listed, government owned,
family and not-for-profit businesses, the seminar is designed
This interactive course will create knowledge by performing and to create a forum for information sharing, discussion, debate
assessing key activities in groups and as individuals. and development of new thought processes and tools for the
Board. Delegates will progress through a Board lifecycle which is
Course Content representative of a common Board or director’s experience, from
• Role of the Company/Board Secretary or Governance Officer formation/renewal, performance, assessment and succession.
• Introduction to Corporate Governance
• Corporate Governance framework Each section considers appropriate models, tools, practices and
• Appointing a Company Secretary actual case studies which provide examples, provoke discussion
• Interaction with the Board and Management and create awareness of broader issues. Whilst it is expected
• Company Secretary toolkit that delegates have a broad knowledge of governance concepts,
• Board documents and processes key governance models will be reviewed in light of local business

• Board meetings and regulatory conditions and standards.
• Board minutes and corporate registers
• Shareholder meetings Course Content
• Other shareholder issues • Corporate Governance – Introduction
• Regulatory compliance issues • Refresher on Corporate Governance concepts
• Implementing a Corporate Governance Framework • Recent reports, guidance notes and consultation papers
• Board appointment/renewal
Who Should Attend • Identifying the Board’s requirements
• Appointed and aspiring Company/Board Secretaries or • Recruiting new Directors
Governance Managers • Dilemmas and issues of the new Director
• Board Directors who sponsor reform and improvements of • Rules and regulations
governance practices • Director duties – Regulatory change and the legal
• Managers responsible for performing or assessing environment
governance procedures, such as CFO, Internal Audit, • Ownership issues
• Investor Relations, Risk Managers • The Boardroom
• Managers and staff responsible for supporting governance • Committees and subsidiary Boards
roles and corporate documentation activities • Working with management
• Post investment process
• Common evaluation models and processes
Benefits of Attending • Evaluation results
1. Understand the key role played by the Board Manager for • Board succession
board support and effective organisational practices • Setting the parameters
2. Be able to interpret the necessary rules and regulations • Preparing the next generation of Directors
which impact upon the governance environment of your firm
3. Develop an understanding of how to deal with Corporate
Governance dilemmas Who Should Attend
4. Understand how to practically introduce and maintain a This seminar is specifically designed for Chairmen, Boards,
sound governance regime in your organisation company owners, institutional shareholders, CEOs and senior
management (legal, audit, accounting, compliance and risk),
and governance professionals who are involved with and
contributing to the formation and performance of Boards,
committees and Directors.
Benefits of Attending
1. Understand key aspects and models affecting a Board’s
formation, evaluation and succession
2. Analyse good and poor performing Directors and Boards
3. Debate issues of family companies, state owned enterprises,
nominee Directors, etc.
Certificate in Compliance Certificate in Corporate Governance
Management Best Practice
Credits: 24 CPEs Credits: 24 CPEs

This course ties international compliance requirements with In recent years, regulators and legislators have intensified
recommended compliance frameworks designed to strengthen their focus on how businesses are being run. New Corporate
the compliance culture of the organisation. The course also Governance measures that are beneficial for both stakeholders
takes an in-depth look into how to set and enhance compliance and controllers have been brought forth. This course will help
culture in an organisation through policies, procedures and you adopt a mechanism for effective governance in your
organisational relationships. organisation. You will be able to implement best practice on
corporate management.
This course takes a deeper look at the common indicators
of fraud and market misconduct, and ways to mitigate these The course will explore the issues pertaining to the Board of
risks within an organisation. With the current advancements in Directors and Management.
technology, a pertinent look at the risks of cybercrime, social
media and electronic banking fraud will be included. Course Content
• Regulatory framework
Participants will gain knowledge on how to develop and • International standards
implement these compliance programs which also includes • An introduction to governance frameworks
Board reporting and other control functions (like audit). The • IFC governance models
importance of corporate governance in monitoring and • Corporate Governance and Islamic financial services
implementing a compliance program will give the participants an • Corporate failures
insight into the importance of senior management reporting and • Essential elements of Corporate Governance
top-down approach in the implementation of the organisation’s • Roles and responsibilities
compliance culture. • The Audit Committee
• Audit responsibilities
Course Content • Other Board committees
• Compliance Regulatory Frameworks • Enterprise risk management
• Corporate Compliance Frameworks • Fraud risk management
• Compliance functions • Fraud, corruption and bribery
• Compliance culture • Management assessment of internal controls
• Compliance programs • The Company Secretary toolkit
• Current corporate compliance themes and issues • Board evaluation
• Link between Compliance and Corporate Governance • Investor relations
• Emerging Compliance issues • A strategy for Corporate Governance implementation
• Implementing your strategy
Who Should Attend
Compliance Managers and Compliance Officers Who Should Attend
Anti-Money Laundering Officers and the Deputies This unique course is designed for those professionals whose
Directors and senior managers responsibility is to introduce good Corporate Governance into
Company Secretaries and Corporate Governance Officers an organisation. This encompasses many different levels of
seniority as well as various business functions.
1. Learn essential compliance concepts and frameworks Benefits of Attending
2. Understand the importance of compliance culture and 1. Understand why good governance is important
implementation of compliance policies 2. Be able to measure your organisation’s Corporate
3. Acquire key concepts in order to mitigate fraud and other Governance status and key gaps
compliance risks 3. Define and interpret the roles and responsibilities for key
4. Define the role of key players and corporate governance in players
implementing compliance frameworks 4. Develop an understanding of how to deal with Corporate
5. Identify and discuss emerging compliance issues and trends Governance dilemmas
5. Understand how to practically introduce a sound governance
regime in your organisation
20 Tel: +971 4 408 2864

Certificate in Enterprise Risk Certificate in Risk Management
Management (ERM)
Credits: 30 CPEs

In the ever-changing Middle East business environment, This course will arm you with the knowledge that confronts
encountering risk is inevitable. The ability to manage these top level strategic challenges and will help you identify the
increasingly significant risks now represents the difference opportunities from governance to stakeholder assessment. It
between a thriving organisation and one that is struggling to offers you the techniques to manage executive level support and
deal with the challenges facing it. implement operational-level risk management strategies.
Many businesses in the region have realised that You will understand the critical importance of cultural and
misunderstanding risk can lead to disaster. The organisations behavioural factors by recognising how organisational
that have dealt with the recession most effectively have realised complexity and matrix reporting structures serve to make
that this requires extensive knowledge of risk management tools Enterprise Risk Management (ERM) implementation a challenge.
and techniques. This is exactly what you will find in this course. Apply KRA’s, KPI’s, effective recording, reporting, communicating
and incentive frameworks and systems to ensure resource
allocation and embedding of ERM. You will learn real-life lessons
Course Content through global case studies and understand the steps to embed
• Understanding Enterprise Risk Management (ERM) ERM systems in emerging countries.
• Risk measurement
• Risk standards Market risk, credit risk and operational risk areas are all explored
• The link between ERM and strategic objectives with tools and techniques on this intensive course.
• Establishing an embedded risk management process

• Risk identification and evaluation
• Dealing with risks Course Content
• Assessment of risk mitigation • Enterprise risk management in context
• Linking the output from risk workshops into the business • Establishing the context: stage I
planning process • Risk identification: stage II
• The converging roles of the assurance providers under the • Risk analysis: stage III
risk umbrella • Risk evaluation: stage IV
• People and process risks • Risk treatment: stage V
• Managing complex risks • Monitoring and review: stage VI
• Reputation risk • Communication and consultation: stage VII
• Corporate social responsibility and ethics • Financial risk management
• Corporate governance risk
• Reporting and cascading risks Who Should Attend
• Cascading the process Senior executives, Financial Analysts/Mmanagers, Bankers,
Strategic Planners, financial decision-makers, Corporate
Who Should Attend Accountants, financial management consultants, market
• Risk Managers regulators and risk and compliance advisory professionals and
• Managers and Directors responsible for the risk those executives responsible for governance.
management function or process
• Senior Internal Auditors and Audit Managers, other Benefits of Attending
assurance professionals such as those in Compliance and 1. Gain the knowledge, understanding and skills to confidently
QA functions who are being asked to review the risk process identify, treat and manage risks across your organisation
• Finance Managers and insurance professionals who need 2. Comprehensively address alternate risk management
knowledge of the wider approach to risk management frameworks including the COSO and the ISO 31000
3. Plan and run a risk management workshop that galvanises
Benefits of Attending interested stakeholders and elicits the best opportunity for
1. Apply the concepts of enterprise risk management risk identification, assessment and treatment strategies
2. Explain to management the benefits of an enterprise – wide
approach to risk
3. Embed an ERM approach
4. Apply the different techniques for identifying risks and
implement effective risk mitigation
5. Link risk management into the business planning process
6. Deliver practical techniques for the assessment of people,
process and reputation risks
7. Record the risk process effectively
Corporate Ethics, Governance & Social Essentials of Internal Audit
Responsibility
Credits: 30 CPEs

With current economical pressure, companies face a variety of This course covers everything you need to know as a newcomer
changes and challenges that will have a profound impact on to Internal Audit (IA) regarding the most effective audit practices.
organisational dynamics and performance. In many ways, these People are joining Internal Audit from a variety of backgrounds
changes will decide who will survive and prosper into the next and the function is becoming much more operational, rather
decade and who will not. than financial based.
While these challenges must all be met by organisations and The course will introduce you to the worldwide best practice and
managers are concerned about survival and competitiveness how to apply it.
in the future, this course will focus on the challenge of ethical
behaviour.
Course Content
• What is Internal Audit?
Course Content • The professional standards
• Overview of business ethics • How does the role differ from other assurance providers?
• General issues in business ethics • Audit skills
• International business ethics • The modern approach to IA
• Business ethics in the field • Preparing for an audit
• Business ethics for effective leadership • The need for a risk based approach
• Corporate ethical codes • Meeting management expectations

• Fraud and abuse • Marketing your services
• Ethical dilemmas • Internal Audit and the external relationship
• Workplace ethics and business stakeholders • Developing team relationships
• The audit manual
Who Should Attend • Audit interviews
This course is designed for people from various disciplines • Audit programmes and testing
including finance, accounting, marketing, sales, HR, IT, product • The challenges of audit reporting
development and logistics. The attendants will learn practical
skills that can be easily applied to their day-to-day work thus, Who Should Attend
minimising the risks of unethical behaviours across the • New entrants to Internal Audit
organisation. • Internal Auditors with up to 18 months’ experience
• Those returning to or already working in Internal Audit who
Benefits of Attending need practical guidance on the changing role of the function
1. Learn about the general ethical issues in business • Personnel in other functions who need a better
2. Develop an understanding of your organisation’s ethical understanding on the modern Internal Audit role
codes and business conduct
3. Learn how to handle ethical dilemmas Benefits of Attending
1. Practise the skills required by a modern auditor
2. Apply the professional standards of the Institute of Internal
Auditors
3. Plan and complete an effective audit
4. Develop and deliver successful audit programmes
22 Tel: +971 4 408 2864

Governance, Risk Management & Improving Your Audit Reports &
Compliance (GRC) Delivering Added Value

The Governance, Risk Management and Compliance (GRC) Writing effective audit reports is the main deliverable and the
course will provide participants with an understanding of only written information audit customers receive. Specifically
globally accepted GRC frameworks and how they can be applied targeting significant areas of business opportunities in the
to drive higher levels of business performance and improved audit programme can deliver major measurable benefits to the
short, medium and long-term business sustainability. organisation whilst at the same time reducing the associated
risks.
The course will also guide you in understanding how GRC
aspects can be incorporated into your business management This five-day course is designed to challenge your thinking about
environment and teach you how to improve organisational the whole approach to writing and reviewing audit reports and to
performance through an understanding of key topics. understand the benefits of a focussed Value For Money (VFM)
audit process and how to effectively measure the value added.
Course Content
• What Is GRC? Course Content
• GRC stakeholders • The problems with audit reports
• The value and benefits of GRC • Analysis of actual reports
• Risk and GRC • Best practice internal audit reports
• GRC framework • Writing the Executive Summary
• GRC and the link to organisational strategy • Writing reports with impact

• What is Corporate Governance? • Finalising reports
• Drivers of Corporate Governance • What Is VFM auditing?
• Managing Corporate Governance • VFM audit techniques
• United Nations principles for responsible investment • Performance measures
• OECD Principles of Corporate Governance • Performing the VFM assignment
• Business ethics • Key steps in completing a VFM review
• Integrating ESG metrics to executive pay
• Risk governance, risk management and value creation Who Should Attend
• Measuring value – risk-adjusted value • This course will be particularly useful for delegates that have
• Managing risk – enterprise approaches previously attended the – Essentials of Internal Audit
• Creating value from risk-taking risk management process • It will also be very beneficial to any auditor or other
• Risk assessment assurance professional who need to significantly improve
• Defining risk appetite and risk tolerance their reports or implement value for money audits
• ERM framework • Personnel in other functions who need a wider
understanding on the modern internal audit role and how it
Who Should Attend can add business value
While this course is designed for professionals in audit, risk
management and compliance, it is also suitable for business Benefits of Attending
leaders, and Members of Board. This course will benefit 1. Significantly enhance the impact of your reports
Enterprise Risk Managers, PMO Managers, Risk and Quality 2. Improve the acceptance and implementation of your
Control Managers, Senior Audit Managers, Risk Officers, Product recommendations
Control Managers, Compliance Managers, Value Managers, 3. Benchmark your audit reports against worldwide best
Business Strategy Managers and managers addressing practice
the complex external and internal influences of businesses 4. Plan VFM assignments effectively and develop testing plans
that need to ensure a balance between governance, risk to ensure optimum coverage
management and compliance. 5. Provide overall assurance on the VFM assignment
1. Adopt an integrated approach toward GRC to support
business strategy and sustainability
2. Improve business performance by implementing systems
and structures that support effective risk management
3. Formulate meaningful reports that promote compliance
within your organisation
4. Integrate and strategically align GRC through adopting
effective methods
Internal Audit for Non-Audit Internal Audit for the Board & Audit
Professionals Committee

As organizations in the world, the operate in becoming more The Board and Audit Committee provide governance oversight
complex, so IA is gaining a steadily higher profile. Internal to stakeholders. As organisations and the world they operate
auditors, along with executive management, non-executive in become more complex, more assurance is required by
management and the external auditors are a critical part of the regulators and other stakeholders. Internal Audit, working
top level governance of any organisation. alongside, but independently from executive management, are a
critical part of the top level governance of any business.
An internal auditor’s knowledge of the management of risk
enables them to act as consultant and catalyst for improvement The profession of internal audit is fundamentally concerned with
in an organisation’s practices. By reporting to senior evaluating an organisation’s management of risk and providing
management that important risks have been evaluated and assurance to top management. An internal auditor’s knowledge
highlighting where improvements are necessary, the internal of the management of risk enables them to act as consultant
auditor helps senior management to demonstrate that they and catalyst for improvement in an organisation’s practices.
are managing the organisation effectively on behalf of their
stakeholders. This seminar will explain everything you need to know about the
modern internal audit role, and its key role as the eyes and ears
This course will explain everything you need to know about of the Board and the Audit Committee.
modern internal audit, in order that you can benefit from and
contribute to the work carried out by this key function. Course Content
• Relationships with the board and Internal Audit (IA)

Course Content • The audit committee and Internal Audit relationship
• The modern Internal Audit function • The need for IA to engage senior management
• Perceptions of Internal Audit • Meeting stakeholder expectations
• What is Internal Audit? • The role of IA in risk and governance
• How does the role differ from other assurance providers? • Corporate governance and the IA role
• The Internal Audit basis • Risk management and Internal Audit
• Meeting with functional management to discuss the audit • Risk attitude
• The risk based approach and the importance to business • IA and the consultancy role
• Steps in an audit
• Risk based auditing requirements Who Should Attend
• Risk based audit step-by-step • Board Members
• Consultancy assignments • Audit Committee
• The audit process and links • Senior Management
• Audit programmes and testing
• The clearance or closing meeting
• IA relationship with the board and audit committee Benefits of Attending
• Meeting stakeholder expectations 1. Gain an enhanced level of knowledge about the benefits
• The audit report Internal Audit (IA) can deliver
• Getting commitment to action 2. Obtain a better level of assurance from your IA function
3. Challenge the IA team to provide a broader coverage of key
risks
Who Should Attend 4. Better utilise the ‘second pair of eyes’ in that function
• Business Managers and their senior staff 5. Obtain an independent view from IA on key issues
• Finance professionals 6. Appreciate how IA can assist you in meeting stakeholder
• Managers in cross-cutting functions such as HR and IT requirements
• Personnel in other assurance functions who need a better
understanding on the modern internal audit role
1. Appreciate the key aspects of the Internal Audit (IA) role
2. Understand why auditors are not the police
3. Develop better working relationships with IA
4. Recognise the differences between the IA, external audit and
quality audit roles
5. Benefit from the work carried out by IA
6. Ask IA for their advice more easily
7. Know how IA can help you get decisions made

24 Tel: +971 4 408 2864

Leadership Excellence for Internal Measuring & Managing Government
Auditors - Internal Audit Performance

Leadership Excellence for Internal Auditors, is a set of three Governments around the world have increasingly come to
independent courses which cover the full range of skills realise the value of setting goals, measuring performance and
required by Internal Auditors to deliver high-quality and effective using the resulting data as a core management tool to improve
assurance to modern organisations. societal outcomes.
This programme will drive success by developing confidence This management approach is often referred to as “performance
and credibility in three key areas of leadership: management” or “managing for results.” Experience has shown
• Internal Audit Leadership that, when well used, goals and measurement can greatly
• Organisational Leadership, and improve the operation and understanding of government
• Ethical Leadership programmes and priorities.
As these are key areas of the Qualification in Internal Audit
(QIAL) examination, these courses are structured to help prepare Course Content
those who wish to appear for the Qualification in Internal Audit • Performance management – definition and rationale
Leadership (QIAL) examinations. • The future of programme performance
• Predictions and projections for governance in government
These interactive courses will be delivered through a mix of • The specific organisation’s environment and values
theory and practical sessions and the • What works – some lessons and some directions
exercises and feedback will assist delegates in reinforcing their • The future of performance-based financial management

learning skills and confidence in answering case study questions • The future of people performance
in the QIAL exams. • The future of personal performance
• Problem solving and critical thinking
Course Content • Creating a formula for success
Please note that these courses cover the full range of skills • Strategy deployment for government
required by internal audit leaders to deliver high-quality and • Performance management framework for government
effective assurance in their organisations. agencies
• Leadership development
The benefits from this programme are transferable and will • Performance assessment and feedback
enhance leadership skills, abilities and • Approaches and trends in rewards and recognition
competencies to enable improved value add to the • Performance and governance
organisations, whether, or not, the attendees intend to sit the • Limitations and tensions
QIAL exams.
Who Should Attend
Who Should Attend Government leaders, as well as those who are pursuing a
• Chief Audit Executives career in the public sector, such as: Strategic Planners/Senior
• Heads of Internal Audit Executives/Project Managers/Program Managers/Analysts/
• Directors of Internal Audit, Senior Audit Managers, Senior Performance Managers/Human Resources Managers/ Financial
Internal Auditors Analysts/Directors/Ceos/Contract Officers/Chiefs of Staff/
• Internal Auditors Budget Officers/ Auditors and Accountants.

1. Demonstrate skills, competencies and abilities as an internal 1. Understand how evaluation affects programmes’
audit leader to maximise the value-add to your organisation assessment and contributes to Performance Management
2. Maximise your impact to ensure your team is resourced 2. Know what Performance Management means in the public
effectively to deliver the correct level of assurance to their and non-profit sectors and understand the basics of how to
senior stakeholders design a Performance Management System
3. Understand the role of the modern internal audit leader 3. Practice how to develop measurement frameworks, outline
in adopting both, assurance and consultancy services to the measures that define results and assess the ultimate
improve organisational performance benefit to customers and stakeholders
4. Gain an in-depth understanding of how governance, risk,
control, strategy and ethical approaches in your organisation
can provide the opportunity to improve your organisation’s
bottom line
5. Develop and improve your ability to apply your learning to
addressing practical case study situations to the benefit of
your organisation’s performances

Professional Certificate in Investor
Engagement & Shareholder Relations
Credits: 18 CPEs
Course Overview
Investor Relations (IR) is the communication of market
intelligence between a company and the investment community,
by which the company and its investing stakeholders share
information and describe the investment proposition of the
company.
IR is a critical part of corporate strategic management, having

a direct impact on the company’s ability to present itself
within an environment of rapidly increasing information, and
to compete for investment resources. Many IR practitioners
are multidisciplinary professionals combining finance,
communication, marketing and legal skills.
Course Content
• Introduction to Investor Relations (IR)
• The business case for an IR programme
• The investment process
• Key investor expectations and strategies
• The Investor Relations role
• Establishing the IR function

• Understanding the portfolio and value
• Structuring an IR programme
• Rules and regulations
• IR related rules, regulations and standards
• Special corporate actions
• Shareholders’ rights and responsibilities
• Investment process
• Evaluating information sources and their relevance
• Building the brand value
• Financial analysis key points
• Developing strategies for short and long term investor
relationships
• Post investment process
• Crisis communication and disaster management
• Investment exit strategies
• Future developments
• Technology
• Increased regulatory pressures
Who Should Attend

• CEOs, CFOs, Managing Directors, Board Members, Boards of
Directors
• Investors/Shareholders
• Board Secretaries
• Financial Communications, PR, Internal Communications,
Corporate Communications professionals
• Corporate, financial and investment personnel from all listed
companies on stock exchanges/financial markets
• Fund Managers and Directors from investment management
firms and securities research organisations
• Corporate Governance, CSR and Compliance professionals
1. Determine and promote best practice in Investor
Relations (IR)
2. Structure and implement a strategic IR programme
3. Disseminate messages to the investment community
effectively
26 Tel: +971 4 408 2864

Business
Operations
+971 4 408 2864

www.informa-mea.com
Business
Operations
Table of Contents
5-Day Innovation Mini MBA.................................................................................................................................................................................31

Analysing & Documenting Policies & Procedures.........................................................................................................................................31
Benchmarking..........................................................................................................................................................................................................32
Best Practice in Business Analysis...................................................................................................................................................................32
Beyond ISO 9001.......................................................................................................................................................................................................33
Budgeting & Forecasting for Business Professionals..................................................................................................................................33
Business Process Modelling Management.................................................................................................................................................... 34
Business Analysis (CBAP & PMI-PBA) Certification Preparation Boot Camp.................................................................................... 34
Big Data Analytics for Managers & Business Leaders ................................................................................................................................35
Certificate in Achieving Organisational Goals .............................................................................................................................................35
Certificate in Advanced Business Process Analysis, Mapping & Modelling .................................................................................... 36
Certificate in Advanced Data Analysis ........................................................................................................................................................... 36
Certificate in Building an Innovative Organisation ...................................................................................................................................37
Certificate in Business Data Modelling............................................................................................................................................................37
Certificate in Business Process Management & Improvement ..............................................................................................................38
Certificate in Data Analysis Skills ....................................................................................................................................................................38
BUSINESS OPERATIONS
Certificate in Delivering Service Excellence ............................................................................................................................................... 39
Certificate in Essential Business Process Analysis, Mapping & Modelling ....................................................................................... 39
Certificate in Operations Management .......................................................................................................................................................... 40
Certificate in Operations Strategy for Directors........................................................................................................................................... 40
Certificate in Quality Management & Business Performance ................................................................................................................41
Certificate in Root Cause Analysis.....................................................................................................................................................................41
Certificate in Strategic Business Intelligence .............................................................................................................................................. 42
Certified Business Analyst Professional - CBAP® ....................................................................................................................................... 42
Complaints Management..................................................................................................................................................................................... 43
Corporate Responsibility & Sustainability Reporting................................................................................................................................. 43
Crisis & Emergency Management..................................................................................................................................................................... 44
Data Analysis & Dashboard Reporting in Excel............................................................................................................................................ 44
Designing & Developing an Effective Policy & Procedure System ......................................................................................................... 45
Developing & Implementing a Successful CSR Strategy........................................................................................................................... 45
Developing a Business Case ............................................................................................................................................................................... 46
Developing Use Cases........................................................................................................................................................................................... 46
Effective Knowledge Management................................................................................................................................................................... 47
Effectively Managing & Implementing Policies & Procedures................................................................................................................ 47
EFQM - Journey to Excellence (J2E)................................................................................................................................................................ 48
EFQM - Leaders for Excellence (L4E)............................................................................................................................................................... 48
Emergency Response Planning......................................................................................................................................................................... 49
29
Facilitation Techniques for Requirements Development.......................................................................................................................... 49
Finance & Accounting for Lawyers................................................................................................................................................................... 50
Foundations of Business Analysis.................................................................................................................................................................... 50
How to Gather & Document User Requirements............................................................................................................................................ 51
Innovation Excellence: Design Thinking for Problem Solving ................................................................................................................ 51
Maximising Benefits Delivered Through Change ........................................................................................................................................52
Negotiation Skills for Project Managers..........................................................................................................................................................52
Public Private Partnership (PPP)........................................................................................................................................................................53
Strategic Enterprise Analysis..............................................................................................................................................................................53
Streamlining Business Processes for Improved Profitability ................................................................................................................. 54
Tender Preparation & Evaluation ...................................................................................................................................................................... 54
Telecoms Mini MBA................................................................................................................................................................................................55
The EFQM Assessor Training – Assessed Version.......................................................................................................................................55
BUSINESS OPERATIONS
30 Tel: +971 4 408 2864

5-Day Innovation Mini MBA Analysing & Documenting Policies &
Procedures
Certificate Partner: Innovation Academy /CPD UK
Credits: 30 CPDs

By attending this course, you will learn how to create realistic
This fully immersive learning experience, focused on unlocking policies and procedures, allowing your organisation to operate
and commercialising digital innovation is supported by Google, effectively, efficiently and with reduced risk. This includes
and created exclusively for the region by London Tech Week establishing the scope of policies and procedures using the
Academy. MoSCoW rules, which are a method to ensure that the high
priority requirements are identified and met, whilst lesser needs
This strong innovation curriculum, is brought to life by Market are also taken into account, where time and resources allow.
Gravity, a global proposition design consultancy, and backed
by deep dive sessions with innovation experts. The agenda is You will also learn how to create policy and procedure
packed with exercises based on real case studies such as ‘Post- documents in formats that are recognised as good practice and
it® to Prototype’ and culminates in a team pitch to a leading to write clearly and accurately.
industry panel.
Course Content Course Content

• The organisational context of policies and procedures
• Innovation and why does it matter • Establishing requirements for policies and procedures
• Commercial and consumer context • Designing forms and managing them
• Innovation models in action • Establishing a format for documents
• Identify relevant and compelling insights and ideas • Developing an appropriate writing style
• Insight generation, tools and tricks • Managing the development of documents
• Ideation • Methods for promulgating policies and procedures
• Articulate ideas with strong business purpose
BUSINESS OPERATIONS
• Managing changes arising from new policies
• Proposition development and generate feedback • Implementing new policies and procedures
• Customer testing • Managing revisions to documents
• Build and deliver a compelling internal pitch • Dealing with online documents
• Using the internet, intranets and extranets
Who Should Attend
This learning experience is for individuals with the drive and Who Should Attend
ambition to move their careers to the next level and help change This course is suitable for anyone who wishes to gain a working
how their organisation innovates. knowledge of how to prepare policies and procedures. This
• Aimed at the future C-Suite of an organisation includes Strategists, Business Analysts, HR Practitioners,
• Individuals seeking to accelerate their knowledge of Supply Chain Managers, IT Managers and Specialists, Technical
innovation principles and practices Authors, General Managers and administrative employees.
• Executives tasked with driving lasting and commercially
successful change in their company, at all levels
• Product and digital leaders who desire to map their ideas Benefits of Attending
better to the company’s strategy 1. Describe how policies and procedures enable organisations
• Cross-disciplinary course, for people in product, digital, sales, to turn visions into reality and decide the best approach to
marketing, finance, commercial and operations roles creating policies and procedures, including setting formats
• 5 or more years’ experience in business or more . and key measures
2. Establish the scope of policies and procedures, using
MoSCoW rules to ensure that all requirements are met and
Benefits of Attending develop clear document formats and an appropriate writing
1. Learn about innovation approaches and practices, from style
industry leaders and practitioners, 3. Assess potential changes to policies and procedures,
2. Experience first-hand some of the world’s most innovative creating an impact analysis to demonstrate the effects, a
companies, products and technologies benefit case for the changes and a risk management plan
3. Absorb fully the challenges of innovation by creating a
working prototype while working collaboratively in a small
team
4. Create a strong pitch and sell a new concept internally or to
any audience
5. Benefit from immediate commercial impact, validating ideas
and turning them into viable products and services
6. Bring industry leading and tested processes for innovation
into your organisation
Benchmarking Best Practice in Business Analysis
Certificate Partner: PMI/CPD UK

Credits: 30 PDUs and 30 CPDs

The process of “Benchmarking’ is defined as “the continuous Aligned with the latest global standards in Business Analysis,
process of measuring products, services and practices against this course introduces you to best practice in the industry.
the toughest competitors or those companies recognised as
industry leaders;” the purpose of benchmarking at a business On this practical, interactive course, you will gain the
level is improvement. The “toughest competitors or recognised fundamental knowledge of the Business Analysis lifecycle,
industry leaders” serve as “the Benchmarks.” activities, processes and the overall big picture of your role in
helping your organisation/business unit achieve its strategic
During this three-day course you will be able to explore all goals.
aspects of Benchmarking to enable you to select the best
approach or approaches for your organisation – those that offer Course Content
you the best opportunity to improve business performance. • Introduction to Business Analysis (BA)
In addition, you will also learn how to follow the universally • Business analysis planning
accepted process for Benchmarking with a partner. • Business analyst skills/competencies baseline
• Vision and mission statement articulation
Course Content • Business needs/problem statement articulation
• Types of benchmarking and the advantages and challenges • Requirements elicitation, and requirements management
of each type and analysis
• Identify critical success factors for your business • Scope modelling
• Constructing a value stream map to identify further process • Business use case model creation
metrics • Business process modelling
BUSINESS OPERATIONS
• Key Performance Indicators (KPIs) in the benchmarking • System use case creation
process • Working with stakeholders
• Tools to measure and monitor business performance in key • Solution evaluation and assessment
areas • Role of the Business Analyst
• How to build and deploy a scorecard to monitor • Tips on technical writing
improvement trends
• Outline a reporting system to monitor improvement trends Who Should Attend
• The Benchmarking process – Steps and activities in each • Business and System Analysts
phase • Software Developers and Engineers
• Data collection and analysis to identify performance gaps • It Teams and Team Leaders
• The relationship of benchmarking to other quality tools and • Project and Program Managers
key business processes • Requirements Managers
• Identify potential benchmarking opportunities
Who Should Attend Benefits of Attending

1. Understand the role of a Business Analyst and the overall
Directors, senior managers and business improvement picture of the Business Analysis lifecycle
professionals from all sectors who wish to learn world class 2. Learn the fundamental skills/competencies required for a
approaches from others. successful Business Analyst
3. Understand the major functions of Business Analysis and
Benefits of Attending work with stakeholders to define proper solution(s) for a
1. Define, describe and understand the different types of need (problem/opportunity)
benchmarking and explain the advantages and challenges of 4. Work efficiently with project teams in requirements
each type management, implementation and testing
2. Identify potential benchmarking opportunities 5. Appreciate the differences between Business Analysis
3. Prioritise improvement opportunities and set performance practice within traditional and Agile environments
expectations
4. Monitor company performance and manage change
5. Gain perspective about business performance when
compared to other companies
32 Tel: +971 4 408 2864

Beyond ISO 9001 Budgeting & Forecasting for Business
Professionals

This course focuses on managing for the sustained success The Budgeting and Forecasting for Business Professionals
of an organisation by going beyond ISO 9001 to improve the course will help demystify the world of budgeting and
satisfaction of all stake holders. The ‘sustained success’ of an forecasting, and provide you with the techniques and
organisation is the result of its ability to not only survive, but confidence to manage and control your areas of responsibility
to regularly achieve its long-term objectives. To achieve this effectively. Financial terms and budgeting tools will be explained
consistently, organisations need to be well-managed, well-led in a way that is understandable to non-financial people and
and have the ability to continually re-invent themselves as enable them to relate these to their areas of responsibility.
the environment changes, and the needs and expectations of You will gain practical knowledge of basic accounts which will
customers change; in short, they need to become a learning support your confidence levels in preparing budget.
organisation.
The course will also guide you in designing effective models
This course will use a range of learning interventions including: to formulate, monitor and report on budgets and forecasts for
presentations from expert practitioners, case studies and your organisation and teach you how to improve organisational
exercises based on real-life experience. performance through an understanding of key topics.

• ‘Best practice’ within the framework of ISO9001 • Organisational strategy
• Corrective and preventive actions • Linking budgets to the organisational strategy
• Risk management • Financial perspective – understanding the basic financial
• Using the Grand Prix method reports
BUSINESS OPERATIONS
• The Balanced Scorecard • Understanding the basics of financial ratio analysis and how
• Business planning and policy deployment it is used to enhance budgets and forecasts
• Business Excellence models • Analysing the various types of costs
• Lean Thinking • Understanding how various types of costs influence cost
• Complaints handling analysis
• Working capital
Who Should Attend • The budgeting process
Directors, Senior Managers, Middle Managers, Operations • Types of budgets
Managers, Quality Managers, Business Improvement Specialists • The relationship between operating budgets and financial
and anyone with an interest in business improvement from a budgets
strategic and operational level. This course is relevant to all • Financial budgets
sectors of the economy, including local and national government • Capital budgets
departments. • Budgeting techniques
• Forecasting
• Budget modelling
Attending this course will introduce you to a range of
improvement methodologies that take ISO9001 accreditation to Who Should Attend
new levels of effectiveness. The course will be useful for:
• Non-finance executives at various functional divisions
The programme is designed to help you achieve sustained responsible for developing and presenting budgets
success by: • Finance executives and support staff responsible for
1. Adopting a quality management approach using a range of collating and consolidating them into a budget
methodologies, tools and techniques that can be used by
any organization, regardless of size, type and activity Benefits of Attending
2. Using a diagnostic tool for the review of the maturity level 1. Understand the link between the business strategy and the
of your organization; the tool helps you to assess your level budgeting and forecasting processes
of maturity against several benchmarks for: leadership, 2. Acquire the knowledge necessary to actively participate in
strategy, partnerships, employees, resources and processes. business planning, budgeting and forecasting based on an
The process is designed to reveal areas of strength, understanding of the link with key strategic objectives
weakness and opportunities for improvement 3. Adopt effective methods to continuously measure business
3. Developing a wider focus on quality management than performance
outlined in ISO 9001 by addressing the needs and
expectations of all relevant interested parties and providing
tools and techniques for the systematic and continual
improvement of your organisation’s overall performance

Business Process Modelling Business Analysis (CBAP & PMI-PBA)
Management Certification Preparation Boot Camp
Certificate Partner: PMI/CPD UK Certificate Partner: PMI

Credits: 24 PDUs and 30 CPDs Credits: 35 PDUs

The importance of the business analyst’s role in defining This boot camp will expose you to the best practice in business
requirements during the planning phases of a project continues analysis and prepare you to write and pass the exams of most
to gain recognition across all industries. The business analyst, recognised business analysis certificates globally:
working in conjunction with the project manager, facilitates the 1. IIBA Certified Business Analysis Professional (CBAP)®
solution of business challenges. 2. IIBA Certification of Capability in Business Analysis (CCBA)®
3. PMI Professional in Business Analysis (PMI-PBA)®
However, when gathering requirements for a new or existing
project, business analysts must be mindful that any project The boot camp will equip you with the required number of
may require the development and redesign of accompanying training hours to apply for any BA certificate you choose either
processes. In fact, the business analyst must act as a change from IIBA or PMI.
agent to help ensure that the newly implemented processes
not only enhance the success of a project, but also increase the Course Content
project’s chance of meeting the organisation’s business goals. • Introduction to the basics of Business Analysis (BA)
• BA planning and monitoring
Course Content • Elicitation and collaboration
• Describe the Process Modelling Management (PMM) • Traceability and requirements management
framework • Strategy analysis and needs assessment
• Define key PMM terms and concepts • Requirements analysis and solution definition
• Conduct major activities performed during each phase of • Solution evaluation (assessment) and validation
BUSINESS OPERATIONS
PMM, including workflow modelling • Review of the BABOK content

• Perform the business analyst’s role and responsibilities in • Most common techniques in BABOK
PMM • IIBA-CBAP® simulation exam
• Apply PMM methodologies and techniques specific to the • Review of the PMI Guide to Business Analysis content
business analyst’s role and responsibilities • Most common techniques in PMI Guide to Business Analysis
• Create process benchmarks and develop metrics to track the • PMI-PBA® simulation exam
effectiveness of new processes
Who Should Attend
Who Should Attend • Project Managers and Business Analysts interested to earn
Business Analysts, Systems Analysts, IT Business Analysts, either one of these credentials: IIBA-CBAP®, IIBA-CCBA® and
Technical Business Analysts, Requirements Managers, PMI-PBA®
Project Managers, Project Leaders, Project Directors, Program • IIBA-CBAP®, IIBA-CCBA® and PMI-PBA® candidates who have
Managers, Program Directors, Senior Project Managers, Project registered to sit the exams and are in the middle of their
Advisors, PMO Managers, Business Managers, Business studying/preparation process
Process Managers and Business Excellence Managers will all • Business Analysts with three to five years of experience
benefit from attending this course. • Strategic Planners
• Experienced and intermediate Business Analysts
Benefits of Attending • Project Managers and Leaders
1. Perform the four phases of a process improvement project- • System Analysts
define, analyse, implement and control which have been • Solution Architects
derived from the leading process improvement models in the • Testers and QA teams
industry
2. Focus on the competencies necessary to perform workflow Benefits of Attending
modelling to ensure you have the core tool required to 1. Identify Business Analysis (BA) principles, activities, tasks
document the processes and techniques
3. Develop the competencies required to create new process 2. Understand the role of BA within and beyond projects
benchmarks and measurements for new processes lifecycles
3. Anticipate the four general types of questions that appear
on the IIBA-CBAP® and PMI-PBA® exams and learn how to
answer them
4. Measure your ability to successfully complete your exam
through sample questions in each domain
5. Develop a personal test preparation strategy, employing
proven tactics
34 Tel: +971 4 408 2864

Big Data Analytics for Managers & Certificate in Achieving
Business Leaders Organisational Goals

This course goes beyond the hype that Big Data is, and will set The ability to achieve organisational goals and to effectively
foundation for your journey to advanced decision-making and manage strategic and operational missions and initiatives are
business benefits by giving you the tools to leverage Big Data. some of the most important competencies that organisations
This course will enable you to use cutting-edge techniques to expect from their executives, managers and employees. This
recognise trends and explore what those trends mean in turn for course is designed to meet the needs of those who wish to
your organisation. increase their skills in managing and achieving organisational
goals.
This hands-on interactive learning experience will provide you
with a rich toolset for data analysis to help you make better This interactive course positions initiatives in the business
decisions and recommendations, thus building your capability context and examines the key components needed to achieve
and confidence in using Big Data analysis as part of your job business goals.
role.
Course Content
Course Content • Management of strategic and operational initiatives
• Data lifecycle – From cradle to grave • Key steps in planning and implementing projects of change
• From data generation, data processing and data analysis to • Engaging stakeholders
data-driven insights • Leading the transition
• Translating data insights into business insights • Understanding people’s reaction to a new environment
• Role of each stakeholder in the data landscape – Data • Managing resistance
BUSINESS OPERATIONS
Analysts vs. Data Scientists vs. Big Data Engineers
• Four dimensions of Big Data – Volume, Velocity, Variety, Who Should Attend
Veracity This course is designed to meet the needs of those who wish
• Overview of Hadoop, Mapreduce, YARN and Spark and some to increase their skills in managing initiatives and projects,
of the other key components of the Big Data world and is invaluable to all executives from CEO to business/
• Building an analytics layer for Big Data problem statements functional managers and decision makers who seek a pragmatic
• Data analytics for Big Data understanding and application on how to address the key issues
• Delivering business benefit from Big Data and opportunities for effective management of the transition to
• Data governance and cybersecurity meet organisational goals.
• Data flow management and data pipelines
• Governance, policies, processes, standards and tools
1. Increase your comprehension of how best to achieve
Who Should Attend organisational goals
This course is suitable for anyone who needs to parse through 2. Understand how to lead and manage organisational
data and use data analysis in their job role. This includes initiatives, from continual improvement to phased change
strategists, programme/project managers, analysts, business 3. Acquire tools and techniques for planning and implementing
process managers, etc. Whether you want to start from scratch solutions
or want to extend your Big Data knowledge, this is an essential
and unmissable course.
1. Increase your understanding of the data lifecycle from
source to destination
2. Understand the nature of Big Data and technologies in place
for storing Big Data
3. Immerse yourself in hands-on course projects on Big Data
analysis for decision-making
4. Recognise patterns in data and choose the best tools for
analysis
5. Leverage your Big Data understanding to formulate business
strategy
6. Build your confidence in dealing with day-to-day challenges
in Big Data analysis
Certificate in Advanced Business Certificate in Advanced Data Analysis
Process Analysis, Mapping &
Modelling
Certificate Partner: CPD UK
Credits: 30 CPDs

The beauty of considering BPM methodologies and the The modern organisational manager or specialist is expected
supporting tools and technology environments currently to work with the masses of data available from organisation-
available cannot be overstated. This advanced-level course wide IT systems and to be able to provide precise analysis and
covers the business perspective for BPM and attempts to align recommendations for senior managers/executives or to make
this with the technology perspective to offer a merger between decisions supported by facts.
the two key roles. During the course there will be interactive
discussions about key factors to consider when setting up the To do this effectively means recognising patterns and analysing
governance structure, and its importance, for project success. these using the best tools for the job, often in the form of
computer spreadsheets and associated add-ins. This involves
The course leads you to explore BPM available tools and recognising trends and what these mean for the organisation,
techniques. This course should prove useful when you consider as well as being able to predict the sensitivity of decisions
this BPM route for your own enterprise structures. You will gain to changes in attributes, for example the cost of fuel to a
advanced insights into BPM methodologies and guidelines into transportation form.
what research should be conducted before embarking on the
implementation project for BPM. This engaging and interactive course will provide you
with a rich toolset to help you make better decisions and
recommendations, thus building your capability and confidence
Course Content in using data analysis as part of your job role.
• Business modelling and enterprise architecture
BUSINESS OPERATIONS
• Transformation and change management

• The process enterprise and performance measurement Course Content
• Enterprise process management and waste minimisation • Overview of data analysis
• Technology support and capability as enablers to BPM • Classic tools and techniques
• Correlation and dependence
• Regression analysis
Who Should Attend • Sensitivity analysis in decision making
Anyone who is responsible for how an organisation gets things • Computer aided simulation
done will benefit from attending this course. • Cognitive bias in analysis and decision making
• Evaluating alternatives
Some job titles include: • Using decision trees
• Business Process Analyst, Business Process Engineer, • Using Expected Monetary Value (EMV)
Business Process Designer, Business Process Architect, • Using influence diagrams
Business Process Manager, Business Process Consultant • Value stream analysis
and Business Process Owner • Simulated analysis of case study
• Business Analyst and Business Systems Analyst
• Manager or Director of Business Performance Improvement
• Manager or Director of Business Process Innovation Who Should Attend
• Process Owner and Process Officer This course is suitable for anyone who needs to use data
• Quality Assurance Analyst and Manager analysis in their job role, including Strategists, Programme/
• Enterprise Architect Project Managers, Business Analysts, Business Process
• Business Planner Managers, etc.

1. Understand the latest business process management 1. Increase your awareness of techniques to provide
approaches and how these are relevant to the modern quantitative support for management decisions
enterprise 2. Recognise patterns in data and choose the best tools to
2. Instil a supporting change management culture using BPM analyse these
methodologies 3. Develop your understanding of trends and sensitivity
3. Familiarise yourself with the types and variety of evolving 4. Gain tools to make better recommendations and decisions
technology tools to manage your organisation’s processes 5. Build your confidence in influencing decisions, through
quantitative analysis
36 Tel: +971 4 408 2864

Certificate in Building an Innovative Certificate in Business Data Modelling
Organisation Certificate Partner: CPD UK
Credits: 24 CPDs

Course One: World-Class Innovation and Co-creation As a business analyst, your ability to communicate business
Strategies processes and information needs is central to the success of
Innovation must be sought internally, requiring a motivated and any software development project. The business analyst who
engaged workforce with systems in place externally through can use structured modelling to address and communicate
proven crowdsourcing techniques which will be discussed requirements has a distinct advantage. Business Data Modelling
in detail during the course. Collaboration with suppliers and explores business rules, policies and procedures and how they
competitors are key ingredients in building a robust innovation can be modelled effectively without being limited by technology
roadmap to ensure your success in the future. or organizational structure.
This course is designed to cover all the key aspects of building You will learn entity relationship diagramming, super and sub-
an innovative organisation and will leverage Fortune 500 case types, attributive and associative entities, and documenting data
studies, videos, interviews and the direct and varied experience constraints.
of the trainer.
Course Content
Course Two: Building a Comprehensive Business Model for • Data Flow Diagrams (DFDs) and Functional Decomposition
Innovation Diagrams (FDDs)
Countless successful businesses today are leveraging • Identifying and describing the conceptual data model
innovative business models, creating entirely new industries • The Logical Data Model
and in doing so are redefining how value from the consumer’s • Context-Level Data Flow Diagrams
perspective is created. The scale and speed at which innovative • The transition to OO/UML
business models are transforming the business world today are
unprecedented. It’s critical for business leaders to understand
Who Should Attend
BUSINESS OPERATIONS
and to methodically address Business Model Innovation.
Business Analysts, Systems Analysts, IT Business Analysts,
Building a comprehensive Business Model Masterclass will Technical Business Analysts, Requirements Managers,
provide you with the knowledge and toolset, using a single Project Managers, Project Leaders, Project Directors, Program
Business Model Canvas, to systematically invent, design and Managers, Program Directors, Senior Project Managers, Project
implement new business models, allowing your company to Advisors, PMO Managers, Business Managers, Business
deliver value to your clients and to society in the future. Process Managers and Business Excellence Managers will all
benefit from attending this course.
Who Should Attend
• Top Management: General Manager, MD, CEO, COO, CTO Benefits of Attending
• Middle Management: Head of Engineering, Head of R&D, 1. Create logical data models to define business and project
Head of Design, Head of Marketing, Head of Sales requirements
• Leaders who wish to drive Innovation right through their 2. Describe the elements of data-flow diagrams and functional
business decomposition diagrams, and their relationship to logical
• Executives who have direct responsibility for Innovation data models
(CTO, R&D, Head of Innovation) 3. Apply logical data modelling to the overall software
• Senior leaders/managers who are involved in innovating with development life-cycle and respond to business
suppliers, customers, in new markets management issues
• Marketing Executives who are working on new product
innovations
Benefits of Attending Both Courses

1. Learn about world-class innovation and co-creation
strategies, and their potential for cash generation, rapid
product go-to-market, service expansion, customer
engagement and retention
2. Evaluate strategies that generate the greatest return for your
business and develop a comprehensive Innovation Strategy
spanning the entire ecosystem of your business while
ensuring a constant stream of innovation
3. Understand the steps involved in bringing multidisciplinary
teams together to share knowledge, to challenge status quo
and invent the future through prototypes, customer pilots,
and other approaches. Apply these steps as soon as you
return to your organization
4. Assess tools available to assist in making the innovation
journey a successful one
Certificate in Business Process Certificate in Data Analysis Skills
Management & Improvement
Certificate Partner: CPD UK Certificate Partner: CPD UK
Credits: 30 CPDs Credits: 30 PDUs

A highly interactive, high-energy, practical course explaining By attending this course, you will learn how to apply data
the value of Business Process Management and Improvement analysis techniques to improve your operational and project
(BPMI) as a differentiator to your business. You will acquire the based work. You will be able to review a range of tools and
knowledge and skills to accurately model business processes at choose the right ones for the particular application and produce
both, the enterprise as well as detailed workflow levels. analyses and diagrams that make your reports and business
cases easier to read and more effective.
The course provides a step-by-step approach to effectively
analyse processes to ensure that business process models By applying a probability based approach, you will be able
accurately reflect reality and include stakeholder requirements. to manage uncertainty in decision making and enhance
organisational performance measurement.
Course Content
• The need for Business Processes Management (BPM) Course Content
• The process model • Overview
• Techniques for process mapping • Data analysis and synthesis
• Refining your process maps • Developing and testing hypotheses
• Continuously improving your business processes • Working with decision variables and optimising solutions
• Optimising business processes effectively • Statistics basics
• Six Sigma as a process improvement tool • Introduction to probability
• Implementing a culture of BPMI • Analytical tools
• Using Goal Seek® and Solver® in Excel®
BUSINESS OPERATIONS
• Setting measures for organisational performance

Who Should Attend • Data Analysis Applications – Value Stream Analysis
This course will benefit anyone who wishes to learn how • Using graphics to present data
to improve their organisation’s performance through the • Simulated analysis using a case study
tools and techniques of Business Processes Management &
Improvement (BPMI).
Who Should Attend
• Business Process Manager/Consultant/Owner/Specialist/ This course is suitable for anyone who wishes to gain a
Executive basic working knowledge of data analysis techniques. This
• BPM Project Leader may include Managers, Strategists, Business Analysts,
• Business Systems Analyst/Manager HR Practitioners, Supply Chain Managers, IT Managers
• Quality Assurance Analyst/Manager and Specialists, Technical Authors, General Managers and
• Enterprise Architect administrative employees.
• Business Planner
• Project Manager Benefits of Attending
1. Describe how data analysis can help to develop more
Benefits of Attending effective operations and projects
1. Understand of the value of Business Processes 2. Choose the right tools to analyse different data sets and
Management & Improvement (BPMI) and the main concepts produce sensitivity analyses and Tornado charts to enhance
of business process analysis, mapping and modelling business cases
2. Produce business process models to aid analysis, 3. Manage uncertainty through statistical methods and
readability and understanding create effective strategic and operational organisational
3. Learn the best practice techniques and methods to performance measures
coherently map, accurately measure and thoroughly
analyse business processes and work activities across your
organisation

38 Tel: +971 4 408 2864

Certificate in Delivering Service Certificate in Essential Business
Excellence Process Analysis, Mapping &
Modelling
Credits: 30 CPDs

In order to develop a reputation for Service Excellence Business Process Management is a combination of the
organisations need to become customer-centric. They need to application of business management concepts, the building of
put their customers at the heart of everything they do whether it appropriate governance and culture within an organisation, and
is financial control, investment, marketing, recruitment, training, making the best use of technology solutions available today.
sales, decision-making, process design, organisation design,
procurement, innovation, and strategic planning. All this put together should enable us to dynamically define,
deploy, iterate and analyse our enterprise activities. The latter
The aim of this course is to help delegates establish a must be capable to evolve in synchronisation with the changes
framework within which their organisation can develop a service constantly taking place around us.
excellence strategy.
Course Content
Course Content • The essentials of business processes
• Explore the difference between customer satisfaction and • Introduction to Business Process Management (BPM)
customer loyalty • The benefits of BPM
• Use a domain map to help identify all stakeholders and their • Organisational views: functional vs. process
relationships • Continual process improvement and process maturity
• Employees and the importance of service excellence • Process modelling and mapping
• The role of your corporate communications function • Approaches for mapping and modelling a business process
BUSINESS OPERATIONS
• Demonstrating commitment to service excellence • Validating and simulating the process model
• Managing the development of service delivery employees • Process analysis and optimisation
• Recognition systems to acknowledge superior service • Value adding and non-value-adding work
• Exploring a range of tools for capturing customer feedback • Identifying waste streams within the process
and tracking satisfaction • Essentials to process design
• Process evolution – avoiding the concrete cast approach
Who Should Attend
This course is highly recommended for all executives, senior Who Should Attend
managers and others in all sectors of the economy that have Anyone responsible for how an organisation gets things done
a need to lead and embed a service excellence culture in their will benefit from this course. Some job titles include:
organisation. • Business Process Analyst, Business Process Engineer,
Business Process Designer, Business Process Architect,
Business Process Manager, Business Process Consultant
Benefits of Attending and Business Process Owner
1. Demonstrate personal commitment to service excellence • Business Analyst and Business Systems Analyst
2. Outline a number of business transformation strategies to • Manager or Director of Business Performance Improvement
deliver service excellence in your organisation • Manager or Director of Business Process Innovation
3. Embed a culture of service excellence • Process Owner and Process Officer
4. Assess the service levels achieved in your organisation • Quality Assurance Analysts and Manager
5. Plan a strategy for defending your service excellence • Enterprise Architect
strategy • Business Planner

1. Familiarise yourself with latest process modelling and
mapping methods and techniques
2. Analyse processes – distinguish between value-adding
activities as against process waste
3. Develop streamlined future state process designs,
eliminating waste and process flow inhibitors
Certificate in Operations Management Certificate in Operations Strategy for
Directors

This course will cover all aspects of operations management Operational Excellence is paramount to C-Suite credibility. This
from basic definitions, through strategies, concepts, approaches seminar will provide a platform to exchange ideas on developing
and processes to help manage and improve operations. and improving operations strategies to maximise business
value, with a strong focus on ‘beating the competition’.
A case study will be used as the core of the programme to
illustrate practical applications of the subject matter; this case This seminar will feature presentations, exercises and case
study is based on the course leader’s personal experience as an studies designed to create constructive and effect-learning,
Operations Manager in a UK Bank. As this Banking Operation with an opportunity to help you understand how an operations
was modelled on the Toyota Production System the course strategy can be developed, deployed, reviewed and improved.
leader is confident that the lessons learned on the course will be
appropriate for most businesses across most sectors. Course Content
• What is operations management?
As with all public courses it is expected that delegates who • The strategic role of operations management
attend this programme will come from many sectors of the • Job design and work organisation
economy with a wide variety of personal experience; this will • The nature of planning and control
enrich the experience of those attending. • Capacity planning and control
• Inventory planning and control
Course Content • Supply chain planning and control
• Operations management • Lean operations
• Strategic role of operations management • Just In Time (JIT)
BUSINESS OPERATIONS
• The human side of operations management • Quality planning and control

• Job design and workplace organisation • Operations improvement
• Quality planning and control
• Operations improvement
• Strategic quality management Who Should Attend
Directors who are responsible for developing, deploying and
• Lean operations improving their organisation’s Operations Strategy, that may
• Just In Time (JIT) include all non-executive and executive board members from all
• Capacity planning and control disciplines.
• Inventory planning and control
• Supply chain planning and control
1. Define ‘Operations Strategy’
Who Should Attend 2. Describe the difference between ‘top down’ and ‘bottom up’
This course is designed for: strategy
• Delegates with some experience of the operations function 3. Describe the difference between ‘market requirements’ and
who wish to extend their career into operations management ‘operations resource’ view of operations strategy
• Current Operations Managers who wish to extend their skills 4. Outline how an operations strategy can be developed,
range deployed, reviewed and improved
• Functional support managers who wish to explore how to
improve the operations element of their function
This course is developed for, and will benefit Managers,

Assistant Managers, Superintendents, Supervisors, Team
Leaders, Coordinators, Officers and Specialists responsible for:
operations, procurement, purchasing, supply chain, logistics,
production, manufacturing, warehousing, inventory, quality, R&D,
project, business improvement, process improvement, plant,
utilities, applications, performance.
1. Describe a general model of operations and define the
purpose of operations management
2. Describe how to develop effective approaches to managing
the supply chain, minimising inventory and planning capacity
3. Deploy a range of tools and techniques to deliver continuous
improvement of operations processes
40 Tel: +971 4 408 2864

Certificate in Quality Management & Certificate in Root Cause Analysis
Business Performance

Quality management has the potential to make huge differences This course is designed to introduce the bigger picture of
to your organisation and to facilitate improvements on a problem solving approaches, geared towards organisations.
continuing basis – but to achieve this, you must look at it as a The course will concentrate on one critical step of the approach,
strategic initiative – not a short term fix. which is finding out “why” the problem occurred and provide
links to a subsequent “corrective actions” path.
This course will deepen your understanding of how you can help
transform your organisation to deliver business excellence. The You will learn how to lead investigations and Root Cause
effective implementation of the tools and techniques that you Analysis using various techniques such as Causal Factor
will learn can help secure greater market share and increased Charting, Fault Tree Analysis and Root Cause Charts. This is a
profits, as well as reduce costs. “How To” course designed to teach these skills.
Course Content By the end of this course, you will understand the overall
• Business excellence: a framework for business problem solving methodology used in successful organisations.
management? You will be able to use different tools and techniques for
• A fast-track method of implementing business excellence identifying problems, accurately defining them and finding out
• Understanding and communicating why your business exists the cause/causes that if removed will reduce the likelihood of
• Determining an approach to fulfilling your business purpose recurrence.
• Identifying what needs to be done to deliver your strategy
• Tools and techniques for process improvement Course Content
• Organising key business processes to effect management • Introduction to Root Cause Analysis (RCA)
BUSINESS OPERATIONS
control • Benefits of RCA and disadvantages of not using it
• Managing the people dimension of your business • The need for RCA
• Converting vision into reality with a five-year business plan • Relationship between RCA, Corrective Action Programmes
making (CAP) and Quality
• The history and development of the Balanced Scorecard • Problems vs. Symptoms
• Measuring and monitoring • Problem statements as functions of risk
• Making the Balanced Scorecard a ‘living’ document • Principles of investigation
• Linking the Balanced Scorecard to the business excellence • Common investigation pitfalls
model • Data precision and reliability
• Linking the Balanced Scorecard to performance • Barrier analysis
management systems • Event and causal factor charting
• Using the EFQM to conduct self-assessment • Histograms
• Interrelationship diagraph
Who Should Attend • Control diagrams and scatter diagrams
This course is designed for leaders, executives and managers • Introduction to Corrective Action Programmes (CAP)
from all sectors: manufacturing, service, health, financial and • Course conclusion and Q&A session
governmental organisations who wish to develop strategies
to reduce operating costs while simultaneously improving the Who Should Attend
client/customer experience. • Vice Presidents, Directors, General Managers
• Operations and Project Managers
Benefits of Attending • Operations Engineers and Staff
1. Describe the key strategic quality management • Human Resource Professionals
methodologies • Sales Managers and Sales Personnel
2. Outline the business case for adopting a quality • Business Analysis Professionals
management strategy • Health and Safety Managers and Support Staff
3. Determine which of the alternative quality management
strategies would be most appropriate for your organisation Benefits of Attending
4. Produce an implementation plan to embed quality 1. Understand the big picture of problem solving
management methodologies methodologies used in successful organisations
2. Use a systematic approach and different tools and
techniques to identify problems
3. Understand how to select the investigative method most
suitable for your organisation
Certificate in Strategic Business Certified Business Analyst
Intelligence Professional - CBAP ®

Credits: 24 CPDs

Increase your profitability by using Business Intelligence (BI) and This unique e-training course is designed to improve
Business Analytics (BA). Many top global companies depend your chances of passing the Certified Business Analysis
on Business Intelligence and Business Analytics to drive their Professional™ (CBAP®) certification exam on the first attempt.
success and have integrated BI and BA systems to improve their The demand for professionals with the CBAP® certification is
everyday processes and enhance their performance. growing within industries across the globe as organisations
struggle to create disciplined approaches for eliciting and
Business Intelligence utilises tools, infrastructure, applications, managing requirements.
and best practice to access and analyse data–which leads to
improvements in optimisation and performance. To earn the CBAP® credential offered by the International
Institute of Business Analysis (IIBA®), you must demonstrate
Business Analytics (BA) takes this concept to enterprise the required business analysis experience and pass a 3.5-hour,
information management, enterprise performance management, 150-question exam, covering all knowledge areas of IIBA’s
data warehousing, analytic applications, Business Intelligence, Business Analysis Body of Knowledge® (BABOK)® Guide.
risk, compliance, and governance.
Course Content
Course Content • Recognise the types of questions on the CBAP® exam
• Business Intelligence – definition, capabilities, components • Describe IIBA’s perspective on how business analysis is
and benefits conducted
• A comparison of BI models • Recognise which terms, concepts, tasks, techniques
• Developing a data warehouse and best practices require attention when studying the
BUSINESS OPERATIONS
• BI system requirements knowledge areas outlined in the BABOK® Guide

• Creating a BI framework • Practice taking exam questions, giving you confidence in
• The BI project your understanding of the concepts and approach used in
• BI tools the CBAP® exam
• Presenting the results: BI reporting • Evaluate many more “best” answers, rather than just “right”
• BI Competency Centers (BICCs), BI Center of Excellence answers
(BICE) or Business Analytic Teams (BATs)? • Determine what approach to use when you do not know the
• Business Intelligence: governance answer to an exam question
• Business Intelligence: policies and procedures • Design the study approach best suited for your preparation
• BI – Driving performance • Discuss major themes and issues for each topic area
• New trends in BI • Use online memorisation drills to reinforce key concepts
Who Should Attend Who Should Attend

Board Executives, Presidents and VPs, Corporate Strategists, This course is perfect for business analyst wanting to join the
Marketing and Sales Managers, Directors of Finance, Managers business analysis elite with a world-class accreditation.
of Quality and Business Performance Management functions,
IT Managers, Business Systems and MIS Managers, Data Benefits of Attending
Warehouse Managers and everyone who is interested in 1. Find out exactly what you need to know and how to prepare
Business Intelligence, decision support, executive information, yourself to fulfill the requirements for each BABOK® Guide
business development, knowledge management, performance knowledge area, including the business analysis techniques
reporting and dashboards. identified in each area
2. Get a chance to explore the rationale behind each answer
Benefits of Attending with your instructor, a certified CBAP®, and take the
1. Understand the benefits and risks of implementing Business opportunity to take “real-life” practice exams to put your skills
Intelligence solutions and learn how the components of to the test
Business Intelligence systems fit together 3. As part of the course, you will be able to download ESI’s BA
2. Gain insight into the organisation and structure of data for Techniques Handbook, which is a stand-alone guide that
Business Intelligence – and how to analyse it and report describes in detail each of the business analysis techniques
actionable results covered by the BABOK® Guide
3. Discover how Business Intelligence can be used for
competitive advantage and enterprise performance
management
42 Tel: +971 4 408 2864

Complaints Management Corporate Responsibility &
Sustainability Reporting

Effective management of customer complaints offers a The global community is becoming acutely aware that
strategic opportunity to enhance your reputation and further business has not been shouldering the true costs of its social
develop your business. In order to do so you need to create the and environmental impacts. Progressive business leaders
right culture, develop an effective complaints handling process are embracing the principles of corporate responsibility and
and become a learning organisation, accepting that a complaint sustainability, and taking steps to embed them throughout their
is a gift of feedback on your performance. organisations.
This course will help you develop an organisational competency Regardless of mounting best practice and numerous standards,
to manage complaints successfully. You will have the guidelines and initiatives, confusion still abounds regarding what
opportunity to understand the nature and practice of complaints this all means in practice. Many concepts are being used – CSR,
management and be presented with a range of learning sustainability, triple bottom line, corporate citizenship, business
experiences including presentations, case studies, exercises and ethics, community investment, philanthropy and so on. This
simulations. course will strike to the heart of the matter by bringing clarity to
the confusion. This course is not about one off, non-business
Course Content aligned ‘nice to do’ initiatives but about a change in the way
• Consumer rights and the dissatisfied customer business itself is conducted.
• Regulating complaints handling
• Turning a complaint to our strategic advantage The course will focus on two key aspects of designing a solid
• Identifying and evaluating the benefits of effective corporate level programme: how to manage and how to report.
complaints handling
• The role of top management Course Content
• Monitoring and auditing the complaints-handling process • Concept, drivers and strategy – What are they? Why should
BUSINESS OPERATIONS
• Customer feedback we bother? What should we do?
• Effective process for receiving a customer complaint • High-level concepts of corporate responsibility and
• Conducting the investigation sustainability
• Initial analysis and corrective action • Internal and external drivers
• Tracking the complaint resolution process • Articulating the business case
• Further analysis of the complaint and the response to the • Programme design and implementation
customer • How to design a robust and value-adding corporate
• Analyse and learn from complaints data programme
• How to stop complaints arising in the first place • Cascading high level commitments to practical actions
• Tools to analyse where customer-delivery processes fail • Global best practice, key standards and practical case
• Turning corrective action in to preventive action studies
• Developing a plan to translate learning into actions at the • Getting the maximum value out of your CR commitment
workplace • Understanding Global Reporting Initiative’s G4.0 standard
• ISO 10002:2004 Quality Management Guidelines for and how to make the most out of it
Complaints Handling • Leveraging your reporting in wider corporate
communications, advertising and PR activities
Who Should Attend
This course is highly recommended for all executives, senior Who Should Attend
managers and others in all sectors of the economy that have • CSR Managers
a need to lead and embed a service excellence culture in their • Sustainability Managers
organisation. • Environmental Managers
• Internal and External Communication Executives
Relevant industries include healthcare, government services/ • Marketing, PR and Branding professionals
ministry, hospitality, airlines/travel, retail, insurance, IT & • HR Managers
technical support, legal customer services such as paralegals, • Governance and Risk Management Executives
automobile management staff, contact center/call center • Corporate philanthropists and Foundation Managers
management, help desk, data services, and online customer
support. Benefits of Attending
1. Build a Corporate Responsibility (CR) programme that adds
Benefits of Attending genuine value to your business and inspires your stakeholder
1. Acquire an understanding on the causes of customer 2. Build your operational and reputational assets by cutting
complaints costs without cutting corners
2. Develop a plan for effective complaints-handling process 3. Gain insights into local and international best practice
from receipt to resolution from a pioneering CR leader with hands-on Middle Eastern
3. Demonstrate an ability to analyse and resolve complaints experience
with a strategic opportunity to enhance your reputation and
further develop your business
Crisis & Emergency Management Data Analysis & Dashboard Reporting
in Excel
Credits: 24 CPDs

Crisis Management is part of good governance. Don’t let a crisis This course will help you appreciate the fundamentals of key
manage your company, but learn how to design strategy and data analysis, using excel as a data analysis tool.
build the team that can successfully manage the crisis. In this
seminar the latest standards in the field will be reviewed and You will learn how to combine and condense information and
new and innovative techniques will be demonstrated. data into a logical framework. You will be able to use visual
effects to enhance your presentations and reports.
You will systematically learn and practice ways to create,
train and exercise a Crisis Management Team (CMT) in your
organisation. Course Content
• Data analysis principles and data relationships
• Tools
Course Content • Using excel as a data analysis tool
• The nature of an incident • Chart and table design
• Planning and procedures • Dashboard reporting
• Plan structure • Understanding dashboards
• The emergency management centre • Common mistakes in dashboard design
• People • Charting review
• Coordination with public authorities • Adding icons and images to dashboards
• Business continuity • Using colour and logos effectively
• Public relations and media management • Making dashboards dynamic
• Testing and exercising • Essential tools and techniques
BUSINESS OPERATIONS
• Pandemics • Formulas you simply can’t live without

• Crisis management standards • Charting for dashboards
• Bullet-proofing your dashboard
Who Should Attend • Essential advanced tools
This highly practical and interactive course has been specifically
designed for: Who Should Attend
• Business Continuity Managers • System Analysts
• Emergency Managers • Business Analysts
• Operational Risk Managers • Finance Managers
• Technical Support Managers and Staff • Reporting Analysts
• Security Managers and Planners • Financial Analysts
• Fire Officers • Management Accountants
• Health and Safety Professionals • Commercial Managers
• IT/Marketing/Financial/Facilities Managers • Financial Controllers
• Auditors • Business Intelligence Analysts
• Any staff member involved in data analysis or creating a
Benefits of Attending dashboard
1. Build a corporate responsibility and sustainability
programme that adds value to your bottom line and enjoys Benefits of Attending
wide stakeholder acceptance 1. Appreciate key data analysis fundamentals
2. Enhance your reputation and cut costs by embedding the 2. Learn how to combine and condense information and data
principles of corporate responsibility and sustainability in into a logical framework
your organisation 3. Be able to enhance your presentations and reports, using
3. Leverage your commitment through sustainability reporting visual effects
using international standards (for example, Global Reporting 4. Present and communicate your data effectively and
Initiative) graphically
5. Differentiate between good dashboard designs and the
inefficient ones
6. Analyse data and develop reports using your existing Excel
capabilities
44 Tel: +971 4 408 2864

Designing & Developing an Effective Developing & Implementing a
Policy & Procedure System Successful CSR Strategy

This seminar brings together several different perspectives This course will help you begin your journey towards world-
and components of designing and deploying a policies and class CSR reports using the Global Reporting Initiative (GRI-G3)
procedures system for an enterprise. Organisations today range guidelines.
from having extensive P&P systems to fragmented pieces pulled
together with custom software. More efficient organisation of You will understand the principles of CSR from foundations to
the P&P components and the proper tools can make for a more international best practice, and learn about the new international
reliable and ‘compliant easy’ P&P structure. guidelines in the ISO 26000 Social Responsibility Standards.
Lectures, exercises and tool demonstrations provide you with a Course Content
rich learning experience. • CSR foundations and stakeholder engagement
• CSR foundations – concepts and frameworks
Course Content • Stakeholder mapping and engagement
• Overview – procedures and processes today • The new international social responsibility standard – ISO
• The changing world of procedures – new formats and use 26000
• Policies, processes, procedures and workflow • ISO 26000 basics
• Determining P&P system • The ISO 26000 guidelines
• Defining a P&P taxonomy • Communicating and reporting CSR to international
• Deploying a P&P system standards
• Reverse engineering procedures • Basic CSR reporting
• Business impact and touch point analysis • Introduction to CSR reporting using the GRI-G3 standard
BUSINESS OPERATIONS
• P&P system governance • CSR reporting II: maximising impact using international
• Assuring P&P compliance frameworks
• Auditing policies and procedures • The GRI-G3 international gold standard for CSR reporting
• Suggested tools for managing the P&P environment • Advanced CSR reporting to GRI-G3 standards
• Finishing-off the report
Who Should Attend • Social Return on Investment (SROI)
Business Process Teams, Procedure Analysts, Technical • Understanding the social impact of your CSR programmes
Writers, Personnel Officers, Procurement Managers, • Real life SROI
Administrative Managers, Job Analysts, Business Analysts and
IT Documentation Specialists. Who Should Attend
This course is specifically designed for business professionals
Benefits of Attending with responsibility for developing and implementing Corporate
1. Define the requirements for a P&P system along with the Social Responsibility programmes and initiatives. It will also be
need for new ways of looking at policies and procedures useful for business professionals who wish to develop their skills
2. Extract a process from an existing procedure and reorganise in social and community investment and CSR reporting.
the procedure into one of the newer formats
3. Define a structure for organising policies and procedures Benefits of Attending
that is easy to use and meaningful to the organisation 1. Understand the principles of CSR from foundations to
international best practice
2. Learn about the new international guidelines in the ISO
26000 Social Responsibility Standards
3. Evaluate the real impact of your CSR programmes using
Social Return on Investment (SROI) analysis
Developing a Business Case Developing Use Cases
Certificate Partner: PMI Certificate Partner: PMI

Credits: 18 PDUs Credits: 24 PDUs

Project managers and business analysts must be able to As a fundamental component to identifying requirements for a
develop and defend a business case by justifying their projects. new system, business analysts must be able to illustrate how
Additionally, program managers are asked to verify the benefits “actors”, such as end users, stakeholders, or related systems, will
realisation stated in a business case against their programs. be affected once the new system is implemented.
Developing a Business Case provides the program manager, This process, also known as Developing Use Cases provides
project manager and/or business analyst with hands-on business analysts with a powerful tool for documenting
practice developing and documenting a project business case. functional requirements and the interactions between these
As part of the course, participants receive detailed templates requirements in a manner that can be easily communicated to
for developing a business case document and the associated designers, programmers, project managers, and other project
economic spreadsheets. Participants then use the templates to stakeholders.
develop a business case based on a robust case study.
This course also provides participants with the necessary skills

Course Content
• Employ use cases to elicit, analyse, document and
for evaluating, comparing and prioritising business cases for the communicate functional requirements for software
purposes of building an annual project portfolio. • Use the Unified Modelling Language (UML) to create use
case diagrams
Course Content • Determine when to employ use case modelling
• Purpose of the business case • Priorities use cases based on their importance to the
• Issuing the business case business and on technical considerations
• Discretionary and non-discretionary projects • Describe ways to develop consistent vocabulary between
BUSINESS OPERATIONS
• Project portfolio development use cases and objects

• Analyse and document detailed requirements using an
Who Should Attend object model
Business Analysts, Systems Analysts, IT Business Analysts, • Read a class diagram
Technical Business Analysts, Requirements Managers,
Project Managers, Project Leaders, Project Directors, Program Who Should Attend
Managers, Program Directors, Senior Project Managers, Project Business Analysts, Systems Analysts, IT Business Analysts,
Advisors, PMO Managers, Business Managers, Business Technical Business Analysts, Requirements Managers,
Process Managers and Business Excellence Managers will all Project Managers, Project Leaders, Project Directors, Program
benefit from attending this course. Managers, Program Directors, Senior Project Managers, Project
Advisors, PMO Managers, Business Managers, Business
Benefits of Attending Process Managers and Business Excellence Managers will all
1. Prepare and document a business case for a discretionary or benefit from attending this course.
non-discretionary project
2. Evaluate business cases using quantitative and qualitative Benefits of Attending
criteria Compare business cases based on cost/benefits 1. Gain the required competencies for creating use cases and
3. Prioritize business cases for the purpose of building a project use case diagrams, which serve as a vehicle for eliciting,
slate analysing, documenting and communicating functional
requirements
2. To fully gain the benefits of UML, you will create use case
diagrams through an object-oriented approach, which
enables business analysts to sift through the complexity of a
system by breaking it down into smaller units
3. Gain the ability to integrate use case modelling within the
software development life cycle to ensure that project
requirements are accurate, complete, and map to the
objectives of the business
46 Tel: +971 4 408 2864

Effective Knowledge Management Effectively Managing & Implementing
Policies & Procedures

This course will offer an introduction to the terminology and From the CEO to the front line worker, everyone needs to know
concepts of Knowledge Management (KM) and provide an how to execute the key processes of the enterprise. Workflow,
understanding of why Knowledge Management is important. process flow, policies and procedures all need some form of
Presentations and teaching will be supplemented with exercises documentation and communication to the enterprise workforce.
and discussions, which will provide you with experience in With all the changes in today’s business environment, keeping
actually using some of the techniques covered during the these updated, current, complete and relevant has become
course. much more significant.
This course brings together different perspectives and

Course Content components of organising and managing policies, procedures
• Introduction to Knowledge Management and processes in the enterprise. Key questions in managing and
• Understanding Knowledge Management implementing are answered.
• Ways to do Knowledge Management
• Goals of Knowledge Management
• Knowledge Management strategies Course Content
• Organisational learning and KM • Managing P&P today
• KM approaches methods and tools • How policies drive procedures
• The relationship of processes, procedures and workflow
• Managing P&P needs and performance
Who Should Attend • The changing world of procedures – New formats and use
This course is suitable for delegates with little experience in the • Determining procedures needs – Requirements
field of Knowledge Management but with a good understanding • Auditing P&P
BUSINESS OPERATIONS
of business. Delegates from an information background will • Implementing P&P: Assessment techniques
find the course of value as it will enable them to explain how • Developing processes from procedures
information management is an important component of an • Aligning policies, procedures with business direction
effective knowledge management. Delegates from a project • Aligning procedures with operations
and programme management background will find the course • Implementing the P&P system for efficiency
of value as it will enable them to explain how knowledge • Organising P&P for efficiency
management can improve learning and results from business • Policy, governance and management of procedures
processes. • Achieving procedure compliance
Human resources and L&D professionals background will find
the course of value as it will enable them to explain how their Who Should Attend
activities help to create an organisational environment which This cutting edge course is designed for: Business Process
enables knowledge to be created, shared and replenished. Teams, Procedure Analysts, Technical Writers, Personnel
Professionals from IT and developer backgrounds will find Officers, Procurement Managers, Administrative Managers, Job
the course of value as it will enable them to explain how their Analysts, Business Analysts and IT Documentation Specialists.
technical solutions support and enrich knowledge management
courses. Benefits of Attending
1. Define and understand the relationship between processes,
Benefits of Attending procedures, policies, people and jobs
1. Understand the scope of the field – the know why and what 2. Understand why processes are being extracted from
2. Deliver realistic value with knowledge management in your procedures today
business 3. Use the life cycle concept to manage policies and
3. Gain ideas and practical action plans to move forward into procedures
implementation – the know where and when

EFQM - Journey to Excellence (J2E) EFQM - Leaders for Excellence (L4E)

During the Journey to Excellence (J2E) training you will learn Leaders for Excellence (L4E) is designed for managers who want
to identify where you are on your journey to excellence, where to understand and apply the EFQM Excellence Model within their
you would like to be and how to get there. At the end of the working environment. Using real application documents, from
course, you will better appreciate what is required to set out on either the public or private sector and simple, effective tools,
the journey, not just in terms of tools and techniques but also in participants will learn how to identify areas for improvement and
cultural development. adopt a structured approach to effectively address them.
The Journey to Excellence training is a good preparation for The Leaders for Excellence training has two levels of
your organisation to apply for the “Committed to Excellence” accreditation. Individuals who pass the course, will receive the
recognition. official EFQM certification as “EFQM Leader for Excellence –
Level 1”. An additional certification, “EFQM Leader for Excellence
Course Content – Level 2”, will be given to participants who, within a year of
• What is excellence? the training, successfully complete within their organisation:
• Phases on the road towards excellence a DMAIC improvement project or a self-assessment using the
• Self-assessment Business Excellence Matrix. The Leaders for Excellence training
• The EFQM Excellence Model is a good preparation for your organisation to apply for the
• RADAR logic as a management tool “Recognised for Excellence” recognition.
• Prioritising the output of self-assessment
• Prioritisation tools The “Leaders for Excellence” training is designed to get people in
• Managing improvement projects an organisation actively involved in using the EFQM Excellence
• Taking a systematic approach Model to drive improvements. Following the training, you should
BUSINESS OPERATIONS
• The importance of a team based approach be able to start applying the skills you have learned to drive
• RADAR Logic as an assessment tool improvement teams or participate in a self-assessment.
• Evolving self-assessment
Course Content
Who Should Attend • What is EFQM Excellence Model?
The Journey to Excellence training is open to any individual • The 9 boxes
who would like to start implementing the EFQM Excellence • The RADAR logic
Model and self-assessment in their organisation. Middle and • Understanding the feedback
upper level managers who want to understand and apply EFQM • Fundamental concepts of Excellence
Excellence model within their working environment, and quality • Prioritising the improvements
managers who wish to use EFQM as an assessment tool to • DMAIC Improvement Methodology
drive improvement. • BEM self assessment tool
Benefits of Attending Who Should Attend

1. Understand and use self-assessment as an improvement Middle and upper level managers who want to understand and
tool apply EFQM Excellence model within their working environment,
2. Discover how to prioritise improvement actions and quality managers who wish to use EFQM as an assessment
3. Understand EFQM’s Levels of Excellence and develop a tool to drive improvement.
roadmap for your organisation’s action plan
1. Learn how to interpret an assessment feedback report
2. Understand how to use the DMAIC approach to pinpoint and
address the root cause of improvement areas identified
3. Understand how to use the Business Excellence Matrix
approach to develop an Enabler Map for your organisation
and complete a self-assessment
48 Tel: +971 4 408 2864

Emergency Response Planning Facilitation Techniques for
Requirements Development

Credits: 18 PDUs

This course will give you a greater understanding of the The business analyst spends a significant amount of time
emergency response planning process. It is ideal for middle to facilitating requirements. Yet, many business analysts lack
senior managers or new employees who may, in the course of formal training on this vital skill. A successful facilitation session
their normal duties, be called upon to take up a position in their results in requirements that you can begin to analyse and work
company’s emergency response organisation. with.
Alternatively, the course would suit anyone within the company Facilitation Techniques for Requirements Development focuses
who wishes to understand the principles of emergency response on teaching the facilitation skills necessary to elicit and analyse
as it applies to their industry. requirements on a project.

• Identify hazards • Identify the use of facilitation in business analysis
• Producing a framework for managing crisis • Explain the role and responsibilities of a business analysis
• Identifying and managing hazards facilitator
• Fires and explosions • Plan a facilitation session
• Total fire hazard management • Use the appropriate facilitation techniques for a given
• Natural disasters session
• Organising for emergencies • Conduct a facilitation session using best practices
• Route to successful emergency response • Manage conflict during a session
BUSINESS OPERATIONS
• The emergency organisation • Identify facilitation opportunities in business analysis
• Emergency response teams
• Putting things together Who Should Attend
• Emergency response exercises Business Analysts, Systems Analysts, IT Business Analysts,
• Crisis command and control Technical Business Analysts, Requirements Managers,
• Incident command hierarchy Project Managers, Project Leaders, Project Directors, Program
• Incident command system principles Managers, Program Directors, Senior Project Managers, Project
• Mobilisation and documentation Advisors, PMO Managers, Business Managers, Business
• Taking command Process Managers and Business Excellence Managers will all
• Forward control tactics benefit from attending this course.
• Emergency response centre
• Emergency response centre design
• Software for emergencies Benefits of Attending
• Incident investigation 1. Learn how to effectively help stakeholders define their needs
• HR issues and communications and form these needs into quantifiable requirements through
• Mission bow tie diagrams facilitation
2. As a facilitator, you will learn how to prepare for and conduct
both face-to-face and remote group sessions
Who Should Attend 3. Practice new skills in a safe environment with a trained
This course is ideal for either senior managers or new facilitator to guide you through various activities. You will
employees who may, in the course of their normal duties, be leave the class with the confidence to prepare for a session,
called upon to take up a position in their company’s emergency including creating a facilitation plan, motivating a group’s
response organisation. Alternatively, the course would suit participation, building consensus, managing conflict,
anyone within the company who wishes to understand the maintaining session focus and evaluating results for lessons
principles of emergency response as it applies to industry. learned
1. Know how to prepare, write and test emergency plans that
are appropriate to the risk that your organisation is exposed
to
2. Learn how to identify hazards and prepare a comprehensive
hazard register
3. Establish an incident command system and ensure your
communication lines between your team and external
support groups are perfect

Finance & Accounting for Lawyers Foundations of Business Analysis

Credits: 24 PDUs

The goal of the course is to provide financial and accounting Foundations of Business Analysis is designed to provide you
language to legal practitioners who would in turn be able to with a basic understanding of the benefits, functions and impact
understand, communicate, structure, and document a variety of of this critical role. The target audience for this course includes
transactions and concepts. those who are new to the business analyst role or those who
supervise and/or work with business analysts.
The materials encompass a range of financial topics and try to
inter-mix the legal concepts or concerns that may be related to This course provides a special focus on the business analysis
the topics. The lectures will be interactive and there is a general function as it relates to developing information technology
aim to employ one financial case for the class to read, comment, solutions, given that such an understanding is essential for
and work on. project success.

• Fundamentals of financial accounting • Identify the roles and responsibilities of the business analyst
• Interest rates • Define requirements
• Fundamentals of finance • Explain the importance of managing risk
• Time adjustment • Define the solution vision and scope
• Risk adjustment • Plan the requirements elicitation process
• Modern portfolio theory • Recognise the importance of analysing and documenting
• Corporate finance three fundamental topics requirements
• Case assignment: Marriott and cost of capital • Explain the role of modelling for documenting and
• Option structures communicating requirements
BUSINESS OPERATIONS
• Valuation methods • Perform requirements validation and traceability

• Profits, economic rents, and the law
• Case assignment: Netscape – going public Who Should Attend
• Case assignment: MCI – 1983 Business Analysts, Systems Analysts, IT Business Analysts,
• Special finance topics Technical Business Analysts, Requirements Managers,
Project Managers, Project Leaders, Project Directors, Program
Who Should Attend Managers, Program Directors, Senior Project Managers, Project
This course has been specially designed for Corporate In-House Advisors, PMO Managers, Business Managers, Business
Lawyers, Solicitors and Partners from law firms and legal Process Managers and Business Excellence Managers will all
practices as well as professionals with the following titles: benefit from attending this course.
Lawyers, Senior Lawyers, Solicitors, Senior Solicitors, Attorneys, Benefits of Attending
Legal Counsels and Counsellors, Advocates, Arbitrators, 1. Learn how a business analyst supports the project
Notaries, Legal Advisors, Consultants and Partners in fields throughout the solution development life cycle, from
including: mergers and acquisitions, commercial law, real estate establishing the solution vision and scope in the analysis
and construction law, employment law and tax law as well as tax phase to validating that requirements have been met in the
advisors. testing phase
2. Understand why and when to involve the business analysis
Benefits of Attending function
1. Enhance your financial knowledge and understanding to 3. Have a working vocabulary to enable you to communicate
enable you to better and more productively interact with effectively with those who perform that role
accountants and clients
2. Gain a thorough understanding of corporate finance theory
and practice from a financial perspective
3. Discover how to identify and value a potential target
acquisition
50 Tel: +971 4 408 2864

How to Gather & Document User Innovation Excellence: Design
Requirements Thinking for Problem Solving

Credits: 30 PDUs

Incomplete requirements are often cited as the number-one Design Thinking is an effective and a creative process to
reason projects or systems fail. Accurately identifying the tackle problems with multi-faceted aspects and come up with
requirements and staying on course from the beginning is key to innovative solutions. It offers a way to create solutions that
success in today’s business world. affect our global society especially relevant to human-centered
focus.
This “how-to” course introduces the roles of the business
analyst as they relate to the analysis and documentation The main goal is to address the user’s needs using empathy
of requirements. It familiarizes participants with the core as the main basis of designing a solution. The Design
knowledge and skills required to identify and document user Thinking process is an iterative one and consists of 6 phases:
requirements. It also addresses how these requirements are Understand, Observe, Point-of-View (POV), Ideate, Prototype, and
managed throughout the life cycle. Test. The process combines a set of approaches found in design
and ethnography with technology and business skills.
Course Content
• Roles, definitions and key principles Course Content
• Types of requirements • Introducing Design Thinking (DT) and its effect
• Vision, scope and quality • How to understand the user
• Introduction to modelling • Go out and practice
• Creating a requirements work plan • The doing phase
• Elicitation techniques • Framing the findings
BUSINESS OPERATIONS
• Documenting requirements • Tools for different kind of findings
• Managing consensus • Create the design stance
• Validating requirements • Create as many ideas – for possible solutions – as possible
• How to rapidly prototype your ideas
Who Should Attend • The testing phase
Business Analysts, Systems Analysts, IT Business Analysts, • Know what features you are testing
Technical Business Analysts, Requirements Managers, • Incorporating feedback
Project Managers, Project Leaders, Project Directors, Program • How to use Design Thinking in your company
Managers, Program Directors, Senior Project Managers, Project
Advisors, PMO Managers, Business Managers, Business Who Should Attend
Process Managers and Business Excellence Managers will all This course is relevant to professionals from all industries,
benefit from attending this course. for example Team Leaders, Project Managers, Managers,
CIOs, CTOs, Directors, Heads of Departments, Analysts, Data
Benefits of Attending Scientists, Designers, Engineers, Senior Administrators,
1. Define the role of the business analyst in the requirements Specialists, Deputy Directors, Government Officials and more.
process
2. Effectively document a solution’s vision and scope and Benefits of Attending
develop a Requirements Analysis Work Plan 1. Learn Design Thinking processes, principles, and tools
3. Elicit, structure, analyse, validate and document business 2. Understand user needs to reach the most desirable solution
requirements 3. Interact with users and get insights from observations
4. Create an innovative winning solution
5. Prototype and test your solutions before production and
deployment
Maximising Benefits Delivered Negotiation Skills for Project
Through Change Managers

Credits: 24 PDUs

Benefits Management is the ‘business end’ of change Negotiation is an invaluable skill for any project manager. Not
management i.e. it is the delivery of the value the change only do you negotiate agreements with vendors and contractors,
initiative was conceived to deliver. This practical detailed course but you must effectively negotiate with stakeholders, customers
will enable you to manage the benefit and value process from and team members throughout the life of a project.
identification through to delivery, ensuring that you maximise the
benefits delivered and the return on your investment in change. This four day, highly interactive experience covers the dynamics,
processes and techniques of internal and external negotiation
This course will start with the wider context and challenges of situations faced by project managers. Short on lecture and long
change management and the business case for change, and on practice, this course provides you with the opportunity to
then focus in detail on the tools and techniques to maximise the experience one-on-one negotiations.
benefits delivered through the benefits management process.
Course Content
Course Content • Use competitive and collaborative negotiation strategies
• Change management and the business case with success
• The wider context and challenges for maximising benefits • Recover a stalled negotiation using breakthrough techniques
• Benefits management fundamentals • Adjust your negotiating style to match the preferences of the
• Benefit definition and types other party
• The benefits management process • Deactivate the impact emotions and focus on finding
• Benefit identification agreement
BUSINESS OPERATIONS
• Developing a benefit map • Apply negotiation skills for efficient cost and schedule
• Use tools and techniques for planning for successful delivery performance
• Understand the benefits realisation plan and programme • Plan strategies to effectively develop and manage
plan – the linkage/alignment between them collaborative relationships critical to your project
• Benefits delivery/realisation phase and clinic
• Tools and techniques for tracking the delivery/realisation of Who Should Attend
benefits Business Analysts, Systems Analysts, IT Business Analysts,
• Tools and approaches for reviewing and making adjustments Technical Business Analysts, Requirements Managers,
to the plan Project Managers, Project Leaders, Project Directors, Program
Managers, Program Directors, Senior Project Managers, Project
Who Should Attend Advisors, PMO Managers, Business Managers, Business
• Change management professionals Process Managers and Business Excellence Managers will all
• Programme/project managers benefit from attending this course.
• Programme Management Office (PMO) managers/members
• Business case owners Benefits of Attending
• Senior Responsible Owners (SRO) 1. Learn how to analyse your own and the other party’s
• Business Change Managers (BCM) negotiation style, diffuse conflict and turn it into an
• Departmental managers advantage, and negotiate more effectively
• Senior managers within organisations 2. Learn how to negotiate for efficient cost and schedule
performance and achieve successful results on time
Benefits of Attending 3. Explore the dynamics of both the competitive and
1. Implement practical benefit management tools and collaborative models of negotiation as well as some of the
approaches to maximise the benefits and returns on implications of team negotiations
investment on change and improvement initiatives
2. Embed effective benefits management processes by using
the right knowledge, skills and tools
3. Understand the challenges for maximising benefits in
the real world and learn approaches to overcome these
challenges
52 Tel: +971 4 408 2864

Public Private Partnership (PPP) Strategic Enterprise Analysis

Credits: 24 PDUs

Worldwide, growing populations and demands for economic Senior business analysts are increasingly involved in pre-
development combined with falling commodity prices have project activities to ensure that solutions to business problems
produced an enormous appetite for infrastructure and social reflect the organisation’s business strategy. Through strategic
development projects, ranging from airports and ports, roads enterprise analysis, the senior business analyst becomes a
and railways, to schools and hospitals that can only be met by vital contributor to helping the organisation determine sound
mobilising private finance. These are the most challenging and investments and enhance its project portfolio. These activities
important investment opportunities anywhere in the world. ensure the organisation can maximise the return on investment,
minimise duplication of efforts across the organisation, and
Although there are substantial funds available for co-investment, realign business operations to meet executive management’s
most countries are now engaged in examining PPP and strategy.
other infrastructure finance models for these infrastructure
investments. This course is about how private finance is and Strategic Enterprise Analysis is an advanced course designed
will be used: the logic, financial structure, risk analysis, legal to provide you with the knowledge you need to begin working
background, contracts and scope of a national infrastructure as part of a strategic enterprise analysis team. In particular,
programme is examined in great depth with a range of relevant the course covers the major activities of strategic enterprise
local case studies and plenty of group work and participation. analysis that must be conducted to study the enterprise
Finally, delegates examine PPP models which are the core of the architecture.
financial aspect of any PPP.
Course Content
Course Content • Identify core competencies for the organisation
BUSINESS OPERATIONS
• Origin and background to private finance in infrastructure • Model the As-Is and To-Be enterprise architecture
• Structures in PPP/PFI projects • Perform customer value analysis
• Key issues in PPP/PFI • Plan for process management
• PPP/private finance project evaluation • Identify the To-Be IT architecture
• Comparative PPP procedures • Recognise the importance of service-oriented architecture
• Sources and types of funding • Manage the project portfolio
• Drafting and negotiation of PPP contracts • Recognise the importance of impact analyses, risk analyses
• Specific contract issues and feasibility studies
• Overview of risk and risk allocation • Identify the components of the decision package
• Additional factors
• Future prospects
• How PPP models work Who Should Attend
• Equity valuation Business Analysts, Systems Analysts, IT Business Analysts,
Technical Business Analysts, Requirements Managers,
Project Managers, Project Leaders, Project Directors, Program
Who Should Attend Managers, Program Directors, Senior Project Managers, Project
Real Estate Developers, construction companies, Planners, Advisors, PMO Managers, Business Managers, Business
Regulators, Lawyers, Accountants, Bankers – people who Process Managers and Business Excellence Managers will all
work in sectors like construction, project management, and benefit from attending this course.
all professionals associated with government, budgeting and
investment, project finance.
1. Analysing core competencies, performing customer value
Benefits of Attending analysis, performing process management
1. Learn how countries intend to mobilise private finance for 2. Examining the IT architecture, and evaluating the project
infrastructure portfolio. Examines the impact of service oriented
2. Compare Gulf, Western, and Asian Public Private Partnership architecture (SOA) on the enterprise architecture
(PPP) projects and be able to appreciate the different 3. Understand the steps for modelling the As-Is and To-Be
structures for PPP and other styles of private finance enterprise architectures and how the To-Be enterprise
investment architecture contributes to the overall project portfolio
3. Review PPP financing structures and financial models by 4. Understand the importance of conducting an impact
examining PPP contracts in detail analysis, risk analysis and feasibility study

Streamlining Business Processes for Tender Preparation & Evaluation
Improved Profitability

This course gives you an insight into methodologies to identify In today’s business environment the drive to obtain value and
and prioritise opportunities for improvement within the business cut cost is overwhelming. Many organisations believe that
environment while positively impacting the profitability of your tendering is the key to achieving this. Inevitably, the process is
organisation. This course also highlights the implications of not always fully understood by those charged with the duty to
different business strategies and the process of aligning these implement it.
strategies with the operating framework. Furthermore, you
will be able to identify critical processes in an organisation If the tender is incorrectly prepared or executed, it will lead to
and address them by streamlining these processes with a buying the wrong goods or services and therefore creating
competitive business advantage. high levels of risk and additional costs.This course is designed
to develop the necessary understanding and skills to gain the
With the introduction of a simple diagnostic toolkit you will advantages of tendering and avoid the pitfalls.
be able to evaluate the performance of your current critical
processes and identify those which need improvement; in Course Content
particular, those which have a significant impact on the overall • An overview of the processes and procedures
profitability of the organisation as a whole. • Understanding procurement and purchasing
• Strategic tools and how they impact on tendering
Course Content • Understanding documentation and its uses
• Strategy, organisational structure and links to functional • Planning the tender
performance • The importance of specification
• Measuring organisational and process performance • Using terms of contract
BUSINESS OPERATIONS
• Business process governance and planning • Designing evaluation methods

• Business process reengineering • Selecting the best method
• Managing change and culture for implement process • Supplier sourcing and appraisal
transformation • Methods of sourcing
• What and how to appraise
• Tender procedures and evaluation
Who Should Attend • Best practice for tendering procedures
This course is intended for top executives, senior managers and • Evaluation of bids
similar executive positions at the top and/or decision-making • Working with frameworks and mini-competitions
roles within their organisation. The nature of the material
and concepts presented within this course make this fit for
organisations from any sector: service, commercial, industrial, Who Should Attend
manufacturing or hospitality. This course is designed for Managers, Coordinators,
Supervisors, Engineers, Assistants, Officers and Administrators
responsible for tenders, contracts, procurement, purchasing,
Benefits of Attending supply, projects/project management, planning, operations,
1. Motivate senior managers to take an objective look at their construction, and technical support. It will be invaluable to
business processes with the scope of enabling the route for salespeople wishing to understand the buyers’ mindset.
improved performance
2. Analyse process metrics, open up to constructive criticism,
and identify relevant and priority areas worth attention Benefits of Attending
3. Diagnose key process metrics, embark on establishing 1. Equip yourself with the tools to assess procurement
potential root causes and set out a path for leading objectives for the tender process, and successfully predict
improvement initiatives future risks or conflicts
4. Reviewing, rethinking and reengineering business processes 2. Learn the skills to ensure robust governance throughout the
to identify operational opportunities and set the plan to bring tender process, and combat potential probity issues while
about any necessary changes guaranteeing a high response rate
3. Confidently construct a bid and tender evaluation process
that will ensure the selection of the best and most salient
offer for the good of your organisation
4. Diagnose which particular approach to the market will be the
right one to achieve your procurement objectives, and draft
the appropriate documents to ensure a successful outcome

54 Tel: +971 4 408 2864

Telecoms Mini MBA The EFQM Assessor Training –
Assessed Version
Certificate Partner: Telecoms Academy Certificate Partner: EFQM

This course focuses on developing strategic business The course enables you to understand the EFQM Excellence
opportunities, making better investment choices and aligning Model and assess all areas of your organisation; leadership,
competencies for organisational success. strategy, people management and development, product
development and delivery, customer management and resource
The intense curriculum has been developed for those whose management.
time is limited and who work in critical roles or situations where
a lengthy period away for study is not possible. It also provides Passing the assessment formally qualifies you as an
an ideal opportunity to develop the organisation’s talent pool and international EFQM Excellence Assessor and enables you to
support succession planning. potentially act as an EFQM Award Assessor. It will demonstrate
to your colleagues and peers that you have acquired the skills
Course Content and knowledge required to effectively assess an organisation as
• Build value and greater efficiency within your organisation part of a high performing international assessment team, as well
through greater innovation as to develop and practice managerial skills.
• Practically apply and implement best practice within your
own business Course Content
• Impact strategic debate at senior level • Forming assessor teams
• Contribute more actively to strategic, technology, financial, • What is Excellence?
management and marketing decisions • The fundamental concepts of Excellence
• Identify key technologies and fully recognise their impact • The EFQM Excellence model
including limitations, capabilities, implementation options • Understanding RADAR as an assessment tool
BUSINESS OPERATIONS
and business opportunities • EFQM management document
• Develop new business models and competitive advantage in • The assessment process
order to maximise profit and return on investment • Conducting site visits
• Evaluate and critically appraise your organisation’s position • Conducting interviews
in the market and potential future growth strategies • Assessing and Scoring
• Discuss with confidence current and emerging dynamics of • Site visit interviews
the telecoms market • Consolidation – Preparing the feedback
• Effectively communicate confidently complex ideas to • Final preparation of feedback reports
ensure consistency throughout the organisation • Contents of feedback reports
• Confidently develop strategic business opportunities and • Review of presentation to management
make better investment choices • Assessment process – key learning points

This programme is designed for mid to senior managers, future The EFQM Assessor Training is open to anyone who has a deep
managers, specialists, identified talent and directors from all interest in the EFQM Excellence Model and the Assessment.
functions within the telecommunications sector. This course is a prerequisite for those who would like to
participate as an EFQM Award Assessor.
1. Achieve a better understanding of your people, your Benefits of Attending
products, and your business – giving you an unparalleled 1. Fully understand the assessment process, and work in
view of where your organisation stands, its strengths and teams to assess and score using the EFQM Excellence
future growth opportunities Model
2. Have a solid platform on which to make strategic, technical, 2. Gain key learning points on the assessment process
financial and management decisions that are reliable, well- 3. Complete final preparations for site visits and conduct
grounded and commercially viable effective site visit interviews
3. Get fully versed in fixed, mobile and convergent network
technology and the reasons behind its adoption, its
strengths, weaknesses and limitations
4. Learn best practice leadership techniques and how they an
be applied within the telecoms industry
5. Get equipped to take on new challenges and progress within
your organisation
6. Gain lifetime membership to our Telecoms Mini MBA Alumni
Network. You will join an exclusive club, in which you can
readily share ideas and expertise with like-minded colleagues
via our online networking tool
BUSINESS OPERATIONS
56 Tel: +971 4 408 2864

Finance
+971 4 408 2864

www.informa-mea.com
Finance
Table of Contents
Advanced Budgeting.............................................................................................................................................................................................. 60
Advanced Excel: Spreadsheet Techniques & Financial Applications................................................................................................... 60
Advanced Financial Statement Analysis .......................................................................................................................................................61
Aligning Budgeting with Strategy......................................................................................................................................................................61
Anti-Money Laundering....................................................................................................................................................................................... 62
Certificate in Back & Middle Office Management ....................................................................................................................................... 62
Budgeting & Forecasting for Non-Finance Managers ............................................................................................................................... 63
Certificate in Cash Flow & Forecasting Management ............................................................................................................................... 63
Certificate in Cash Flow Management ........................................................................................................................................................... 64
Certificate in Cost Control & Management .................................................................................................................................................... 64
Certificate in Due Diligence ................................................................................................................................................................................65
Certificate in Financial Analysis .......................................................................................................................................................................65
Certificate in Financial Control ........................................................................................................................................................................ 66
Certificate in Financial Monitoring & Analysis for Business Professionals ...................................................................................... 66
Certificate in Investor Relations ....................................................................................................................................................................... 67
Corporate Finance Masterclass ........................................................................................................................................................................ 67
Corporate Valuation .............................................................................................................................................................................................. 68
Credit Risk Modelling............................................................................................................................................................................................ 68
Data Analysis & Dashboard Reporting in Excel............................................................................................................................................ 69
Developing Organisational Resilience............................................................................................................................................................. 69
Excel VBA Programming for Financial Professionals................................................................................................................................ 70
Fast Quality Close of Month & Year End Accounts...................................................................................................................................... 70
Finance Managers Certification Bootcamp ...................................................................................................................................................71
Financial Budgeting & Monitoring for Projects.............................................................................................................................................71
FINANCE
Financial Instruments & Risk Management in IFRS – IFRS 7 & 9 & IAS 32 & 39............................................................................... 72
Financial Risk Management............................................................................................................................................................................... 72
Financial Skills for the Board..............................................................................................................................................................................73
IFRS 9 & Expected Credit Loss.............................................................................................................................................................................73
IFRS – International Financial Reporting Standards................................................................................................................................. 74
Improving Credit Management & Collections .............................................................................................................................................. 74
ISO 31000 – Global Risk Framework..................................................................................................................................................................75
(Includes One Day on Basel III)............................................................................................................................................................................75
Leading Financial Sustainability...................................................................................................................................................................... 76
Mergers & Acquisitions ........................................................................................................................................................................................ 76
Options & Derivatives ........................................................................................................................................................................................... 77
Professional Certificate in Due Diligence & Business Valuation ........................................................................................................... 77
Professional Certificate in Financial Modelling ....................................................................................................................................... 78
Project Budgeting & Cost Management........................................................................................................................................................... 78
Project Finance Modelling .................................................................................................................................................................................. 79
Public Private Partnerships (PPP) .................................................................................................................................................................... 79
Reinsurance.............................................................................................................................................................................................................. 80
Retail Credit Risk Measurement, Management & Control ........................................................................................................................ 80
Senior Executive Finance ....................................................................................................................................................................................81
Strategic Finance for Non-Finance Managers ..............................................................................................................................................81
Strategic Financial Planning, Analysis & Monitoring for Senior Executives..................................................................................... 82
Three Day Financial Month End........................................................................................................................................................................ 82
Trading, Custodial Services & International Payment & Settlement Systems.....................................................................................83
Value Added Tax (VAT) in the GCC – An Introduction................................................................................................................................83
Working Capital Management Using Excel Modelling ............................................................................................................................. 84
59
Advanced Budgeting Advanced Excel: Spreadsheet
Techniques & Financial Applications

This course will help you understand the differences between This course provides a complete, high-level education which
traditional and modern approaches of budgeting so that you will teach delegates the skills that they need to respond to the
can develop an appropriate approach that would suit your challenges presented by the manipulation of financial data.
environment. You will explore approaches and metrics in a They will not only learn practical, advanced skills which will help
simple and practical manner. increase their productivity; they will also be enhancing their
value as finance professionals.
The course will conclude with the group solving a case study on
developing a comprehensive budget.
Course Content
• Importing data into a spreadsheet
Course Content • Naming cells and adding comments
• The process of budgeting • Summarising data using pivot tables
• What is wrong with how we budget? • Linking data in spreadsheets
• Beyond budgeting • Formatting spreadsheets
• Activity Based Budgeting (ABB) • Using excel macros, and reference and mathematical
• Zero based budgeting functions
• The forecasting process – a step beyond mere budgeting • Customising charts
• Rolling forecasts • Using statistical and database functions, financial functions
• Balanced Scorecard and logical functions
• Flex budgets • Using data tables and scenarios
• Budgeting for capital expenditure • Auditing spreadsheets
• Cash budgeting • Sharing and protecting spreadsheets
• Consolidating detailed budget into financial statements • Financial analysis
• Budgetary variance analysis • Cost of capital, capital budgeting techniques and valuations
• Budgetary control audit • Gearing and capital structure
• Risk analysis
• Advanced pivot tables
FINANCE
Who Should Attend

• Managing Directors • Conditional formatting and data validation
• Financial Controllers/Finance Managers
• Business Development Managers Who Should Attend
• Business Planning Managers/Business Unit/Operational This course has been specifically designed for all finance
Managers professionals who are looking to use advanced Excel techniques
• Management Accountants to improve their computing efficiency and their ability with
• Business Analysts/Financial Analysts financial applications.
• Capital Planning/Treasury
Benefits of Attending 1. Work efficiently with related worksheets and workbooks
1. Develop and implement a successful budgetary control 2. Benefit from new reporting and presentation techniques
system 3. Use spreadsheet skills effectively for advanced financial
2. Understand the differences between traditional and modern applications
approaches of budgeting
3. Develop a realistic budget and conduct variance analysis
explaining the differences between projection and
achievement
60 Tel: +971 4 408 2864

Advanced Financial Statement Aligning Budgeting with Strategy
Analysis
Certificate Partner: CPD UK Certificate Partner: ILM

Credits: 24 CPEs

This course aims to give delegates the opportunity to examine This course focuses on the need for managers with directional
the various means to assess the operational and financial and management responsibility to gain a solid understanding of
performance of their organisations as well as their competitors, management control techniques and the ability to achieve high
suppliers and clients. Ensuring that the basics are in place, this levels of performance.
course will quickly go on to look at some of the more advanced
ratios for assessing the financial health of an organisation – This course will provide you with the operational and
both from an internal perspective as well as an external ‘asset management proficiency to promote motivational understanding
valuation’ perspective. We will consider industry specific ratios within the organisation. This advanced course maintains
during the course and consider what information they give us. the balance between business strategy, tactical and people
development, financial frameworks and operational needs.
Delegates are encouraged to bring with them the financial
statements of their own organisations, their competitors, The course is designed to help you implement improvements
their suppliers and/or their clients to ensure that the concepts in the alignment of business strategy and financial budgets,
covered can be applied to their own specific companies. recognised as being a weak link in the successful execution of
company strategies.
The course is essential for all those who have to read,
understand and analyse financial statements. The tools and Course Content
techniques you will gain from this highly informative course • Set the strategy scene and outline the direction
will be easily transferable to the workplace, enhanced through • Strategy and strategic management
a combination of interactive case studies, exercises and • Business strategy to activity management
examples. • Tools and techniques to support strategic management and
budgeting
Course Content • Benchmarking and its place in the strategy to budget story
FINANCE
• Understanding money • Business accounting and the budgeting process
• The role of banks • Business patterns, and the risk assessment process
• The financial statements • Budgeting and its alignment to strategy
• Stakeholder analysis • Budgetary applications and shareholder value
• Core financial analysis • Performance indicators and their importance in budgeting
• Shareholder analysis • Activity-based management
• Altman Z scores • Rolling budgeting
• DuPont analysis • Capital expenditure budgeting
• Off balance sheet • Post audit and post project evaluation
• Cash flow
• 5 keys to valuation Who Should Attend
• Lending decisions • This course is designed for directors, senior managers,
• Industry specific ratios operational managers, middle managers, division heads, and
• Why not to rely on ratios experienced functional managers
• This course is also beneficial for managers who have
Who Should Attend recently taken up a more senior position and managers who
• Accountants are responsible for restructuring or implementing change
• Financial Analysts
• Evaluation Officers Benefits of Attending
• Appraisal Executives 1. Understand how business strategy links with activity based
• Corporate Finance Executives management and budgets
• Mergers and Acquisitions Officers 2. Expand your strategic management perspective and improve
• Project Managers your competitive advantage
3. Apply modern budgeting techniques and support strategic
Benefits of Attending cost management
1. Focus on the assessment of business performance through 4. Develop a more active role in your company strategy,
the analysis of financial statements as well as the valuation planning and decision-making
of off-balance sheet obligations and commitments
2. Understand the different approaches for pricing a company’s
fair value for a variety of purposes
3. Analyse the different problems and risk variables that a
company might encounter via the proper analysis of its
financial statements
Anti-Money Laundering Certificate in Back & Middle Office
Management

Money Laundering is increasingly gaining momentum and This course is focused on managing back office operations
attention, both nationally and internationally; adding an with treasury, trading books and internal funds transfer pricing
accelerated pressure on financial institutions to comply with used as examples. The procedures and principles discussed
regulations and take effective steps to combat the challenges may be applied to all types of back offices in banks and financial
faced. institutions.
This intensive course is a guide to designing an effective anti- The emphasis is on a proactive management style to
money laundering programme that is compliant with globally- continuously improve quality throughout back offices while at
recognised regulations and standards. Packed with case studies the same time, establishing efficient processes and delivering
and examples, this course provides a holistic overview of money cost-effective services. Operational risk and operations
laundering issues; including schemes, effects, and the wide management procedures will be discussed in detail and from the
gamut of techniques for combatting it. perspectives of the treasury, Asset Liability Management (ALM)
and trading functions.
Course Content
• Money-Laundering (ML) processes Course Content
• ML Mechanisms • Operational risk categories, factors, issues and sources
• Financing typologies • Organisational structures of financial institutions, operational
• International initiatives for combatting ML event and loss databases
• AML policies and procedures, and systems • Operational risk assessment, identification and
• Red Flags Checklist measurement
• AML risk-based approach • Fraud detection and prevention
• Reputational risk • Asset liability management, funds transfer pricing systems
and economic transfer prices
• Managing a trading book from the perspective of the back
FINANCE
Who Should Attend office

• Board of Directors
• Senior Bank Management Members • OPVaR forecasting, stress testing and scenario analysis
• Central Bankers (Supervision Department) • Modelling operational regulatory capital charges under
• Regulators BASEL II
• Government Policy Makers
• Compliance and Governance Officers Who Should Attend
• Private Bankers and Wealth Managers Delegates attending this course should have a basic
• Risk Managers understanding of back office management and operations.
• Chief Finance Officers From Back Office Managers and Operations Managers to Middle
• Finance Directors and Comptrollers Office Managers and Treasury Managers, this course is for
• Securities Analysts managers that want to learn best practice in operational risk
• Investment Professionals management, with a special focus on back office management
• Law Enforcement Agencies and operations.
• MIS and Operations Executives
Benefits of Attending 1. Examine issues and effective solutions in managing back
1. Design an effective AML programme compliant with AML office staff, transaction volumes, new products and third
and financial crime regulations party suppliers
2. Improve the efficiency of your AML systems by adopting 2. Learn how back office operations can improve the
best practice and guidelines designed to detect, investigate, performance of the treasury function and internal funds
report, and resolve red flags transfer pricing system of the asset/liability management
3. Draft internal policies and directives related to AML and function
financial crime regulations 3. Build and maintain an effective and efficient relationship with
4. Apply a risk-based approach to avoid regulatory and the front and middle offices
reputation risks
5. Analyse the SAR (Suspicion Activity Report) activities;
including cheque fraud and kiting, computer intrusion,
counterfeiting credit/debit cards, defalcation and
embezzlement, offshore banking, Hawala and Zakat
Activities, Money Trail, and Penny Stock manipulation
6. Comprehend the Customer Due Diligence (CDD) processes
and tools and construct a CDD Framework
62 Tel: +971 4 408 2864

Budgeting & Forecasting for Non- Certificate in Cash Flow & Forecasting
Finance Managers Management

The Budgeting and Forecasting for Business Professionals Proper cash flow management is critical to the success or
course will help demystify the world of budgeting and failure of any business model. On this course, you will examine
forecasting, and provide you with the techniques and confidence in detail the relationship between the income statement,
to manage and control your areas of responsibility effectively. statement of financial position and the cash flow statement.
Financial terms and budgeting tools will be explained in a way You will also examine budgeting techniques, and in particular,
that is understandable to non-financial people and enable them how to prepare revised budgets. The complexities of cash flow
to relate these to their areas of responsibility. You will gain management will be discussed and you will identify the various
practical knowledge of basic accounts which will support your risks involved, as well as appropriate hedging techniques.
confidence levels in preparing budget.
The course will also guide you in designing effective models

Course Content
• Cash flow management
to formulate, monitor and report on budgets and forecasts for • Published accounts
your organisation and teach you how to improve organisational • Sources of finance
performance through an understanding of key topics. • Liquidity analysis
• Banks and budgeting
Course Content • Long vs short term sources of finance
• Organisational strategy • Derivative instruments
• Linking budgets to the organisational strategy • Collateral
• Financial perspective – understanding the basic financial • Cash flow and international financial reporting standards
reports • Basel accord
• Understanding the basics of financial ratio analysis and how • Dealing with volatility of sales revenue
it is used to enhance budgets and forecasts • Excel models
• Analysing the various types of costs
FINANCE
• Understanding how various types of costs influence cost Who Should Attend
analysis • Financial Controllers and Managers
• Working capital • Managing Directors
• The budgeting process • Working Capital Managers
• Types of budgets • Auditors
• The relationship between operating budgets and financial • Financial Analysts and Business Analysts
budgets • Business Development Managers
• Financial budgets • Management Accountants
• Capital budgets • Treasury Professionals
• Budgeting techniques • Capital Planning Professionals
• Forecasting • Portfolio Managers
• Budget modelling

1. Understand how budgeting contributes to the success of
The course will be useful for: any organisation
• Non-finance executives at various functional divisions 2. Develop spreadsheets for cash flow and forecasts
responsible for developing and presenting budgets 3. Create concrete targets and objectives for strategic plans
• Finance executives and support staff responsible for 4. Develop revenue generating opportunities for excess cash
collating and consolidating them into a budget 5. Reduce liquidity risk by anticipating liquidity requirements in
advance
1. Understand the link between the business strategy and the
budgeting and forecasting processes
2. Acquire the knowledge necessary to actively participate in
business planning, budgeting and forecasting based on an
understanding of the link with key strategic objectives
3. Adopt effective methods to continuously measure business
performance
Certificate in Cash Flow Management Certificate in Cost Control &
Management

The course will explain the critical role cash plays in determining Uncertainties in the global economy are making revenue
eventual success or failure of a business model. You will define maintenance increasingly difficult. Faced with a competitive
the contact points of business and the cash cycle. The course market with virtually no price advantage, the only way to
will integrate the business process flow with cash flow and succeed and survive is by managing costs. Cost management
accentuate the critical success factors which will help your brings with it a trap wherein managers fail to identify the costs
organisation do more with a limited cash resource. You will that can be controlled without harming the bottom line.
recognise the calibrating issues in a cash flow which will reduce
dependence on banks. This course will take you through a journey of developing an in-
depth understanding of the components and behaviour of cost.
The course will also take you through the complexities of cash You will also be introduced to contemporary tools to decide on
management with reference to risks of being exposed to foreign achievable cost reduction targets.
currency, and will explain the working of cash flow hedges.
Course Content
Course Content • Cost management and strategic decisions
• Role of the cash flow manager • Components of cost
• Cash and profit – striking a balance between cash, payments • Cost accumulation and reporting
and profits • Cost accumulation methods
• Cash flow cycle – Receipt Cycle and Disbursement Cycle • Cost reports and decision making
• Float management • Control and management
• Linking balance sheet, profit and loss, and cash • Managing cost of capital
• Cash flow statements • Budgets and standards
• Fund flow statements • Cost reduction tools and strategies
• Preparing cash flow statements • Balanced Scorecard
FINANCE
• Cash from operating, investing and financing activities • Identifying cost reduction targets
• Cash flow forecasts and cash budgets • Decision tree
• Master budgets and cash flow • Designing a decision dashboard
• Optimal cash holding
• Liquidity analysis Who Should Attend
• Cash-focused performance analysis General Managers, Financial Controllers, Budgeting Managers,
• Financing cash flow Cost Managers, Business Development Managers, Business
• Short-term financing alternatives Planning Managers, Sales Managers, Production Managers,
• Foreign exchange markets Business Unit Managers, Engineering Managers, Project
Managers.
Who Should Attend
This course will be useful for executives responsible for cash Benefits of Attending
flow in their organisations. Financial Controllers, Chief Finance 1. Identify cost rationalisation opportunities
Officers, Cash Controller, Cash Flow Managers, Treasury 2. Understand the nature and behaviour of cost and be able to
Managers, Finance Managers, Accountants, Budget Managers, set up targets for cost reduction
and Financial Analysts will find the course particularly useful. 3. Learn effective Excel-based tools for cost control
4. Effectively design your own cost control dashboard
1. Understand how cash flow affects profitability and growth
2. Analyse and maximise the performance of your cash
management function
3. Compute your own cash cycle and improve its design

64 Tel: +971 4 408 2864

Certificate in Due Diligence Certificate in Financial Analysis
Credits: 24 CPEs
Course One: Financial and Commercial Due Diligence Course Overview

Course Two: Legal Due Diligence This course helps you analyse your corporations’ financial
decisions and performance, and focuses on the information
Who Should Attend content of financial reports as well as what they represent for
These courses have been designed for those working within the future of the entity. Failures of mega corporations underline
finance, investment and legal departments of medium to large the importance of understanding the events behind the reports.
corporates who are entrusted with the task of Due Diligence and
reorganisation and wish to consolidate their knowledge to make This course will take you through the entire process of defining
investment decisions and transactions. a financial statement, unravelling the mysteries and myths
of finance on the way, enabling you to unearth the hidden
Course One: Financial and Commercial Due Diligence interpretations of these statements.
Course Overview
Course One will provide you with an understanding of the Course Content
concepts and practices of Due Diligence. Due Diligence is • Framework for analysis
critical for a whole range of corporate finance transactions: • Business as a financial system
acquisitions, disposals and investments in companies. • Financial analysis: key strategic areas
• Financial statement analysis
Course Content • Dynamics of a business system
• When is Due Diligence required? • Analysis of financing choices
• The phases of Due Diligence • Leverage analysis
• Sell Side Due Diligence • Break-even analysis
• Due Diligence in public offerings and private offerings • Operating strategy analysis
• Review of important judicial interpretations of Due Diligence • Key to valuation: long-term investment decision analysis
• Valuation
FINANCE
• Risk and forecast
Benefits of Attending • Forecasting techniques
1. Identify and verify worthwhile investment opportunities • Unravelling accounting tricks
2. Analyse the financial and commercial aspects of an entity
3. Identify and overcome common Due Diligence pitfalls
Who Should Attend
Course Two: Legal Due Diligence • The course will be highly beneficial for all those who are
involved in the understanding of financial statements or
Course Overview those who decide on performance improvement as well as
This course covers legal issues specific to the Middle East. You for those who enter into financial relationships
will understand the essential tools you need to control even the • The course will be particularly helpful for finance
most complex of deals, and will also gain first-hand insight into professionals, bankers, portfolio managers, auditors,
key issues in legal matters including acquisitions and financing, management advisors, compliance staff and corporate
ownership of assets and pending and threatened litigations. analysts
Course Content Benefits of Attending

• Transactions commonly involving Due Diligence 1. Relate financial reports to performance
• Due Diligence tasks 2. Develop an analytical framework for financial statement
• Sources of Due Diligence data analysis
• Due Diligence processes 3. Recognise how financial decisions improve performance and
• Key issues in legal Due Diligence operations
4. Conduct a value analysis of the entity
Benefits of Attending 5. Analyse long term decisions
1. Analyse the legal aspects of an entity
2. Minimise the risk to your company throughout investment
deals
3. Identify which transactions require Due Diligence UK

Certificate in Financial Control Certificate in Financial Monitoring &
Analysis for Business Professionals
Credits: 24 CPEs

Effective control is a management tool that no organisation This course is all about evaluating the actual financial
working under resource constraint can ignore. This means you performance of an organisation, against what was originally
have to focus not only on increasing profit but also on dividend planned and seeking explanations for any deviations in such
decisions. In the ultimate analysis, it is the administration of performance in the process. It will help you make some sense
control that influences effectiveness of business decisions. of the financial maze in order to become critical consumers of
financial information. This will lead to a better understanding
This course will allow you to explore the entire range of control of your performance and improve your decision making with
process – from identification of the need of control to eventual impact on the bottom line.
implementation of a designed control.
Course Content
Course Content • Getting to grips with the basic concepts
• Control environment analysis • Presentation of financial statements for individual
• Analytical review of financial statements companies
• Assessing the value of the company • Presentation of financial statements for a group of
• Value generation cycle management companies
• Capital structure and impact on valuation • Preparing and computing ratio analysis
• Dividend decisions • Reporting and evaluating the financial performance of an
• Accounting flexibility and impact on financial performance organisation using CORE analysis
• Variance management • Understanding cost behaviour
• Value maintenance cycle management • Perform basic variance analysis
• Forecasting financial failures • Advanced variance analysis
• Corporate risk profiling • Evaluating departmental performance
• Risk based internal audit
FINANCE
Who Should Attend

Who Should Attend This course is designed for senior and middle managers who are
This course will be useful for Directors, Chief Finance Officers, involved in managing investment, profit or cost centres for their
Finance Managers, Financial Controllers, Financial Advisors, organisation and therefore have an interest in evaluating the
Corporate Strategists, and Analysts. overall financial performance achieved by the function for which
they are responsible:
The design of the course is focused more on strategy level
than on operational level and would allow the delegates to • Business Managers who are responsible for a functional
understand hidden implications of financial performance and department with control over budgets but who have had
triggers to influence them. limited training in finance and accounting
• Managing Directors, General Managers, Vice Presidents and
Benefits of Attending Senior Department Managers, Functional Managers and
1. Understand the control environment and identify control Divisional Managers with direct responsibility for a cost,
parameters profit or investment centre
2. Improve profitability and performance
3. Identify asset related control areas Benefits of Attending
4. Preserve the value of the organisation 1. Gain in depth understanding of financial statements and how
5. Integrate control and risk management to interpret their results
2. Develop analysis of financial performance of the
organisation and/or function of financial statements
3. Undertake a variance analysis and provide explanations for
deviations from planned performance
66 Tel: +971 4 408 2864

Certificate in Investor Relations Corporate Finance Masterclass

Investor Relations (IR) is the communication of market This course provides a solid introduction to the fundamentals
intelligence between a company and the investment community, of corporate finance, emphasising their application to a wide
by which the company and its investing stakeholders share variety of real-world situations spanning personal finance,
information and describe the investment proposition of the corporate decision-making, and financial intermediation.
company.
Key concepts and applications include: time value of money,
IR is a critical part of corporate strategic management, having risk-return tradeoff, cost of capital, interest rates, retirement
a direct impact on the company’s ability to present itself in savings, mortgage financing, capital budgeting, asset valuation,
within an environment of rapidly increasing information, and discounted cash flow (DCF) analysis, net present value, internal
to compete for investment resources. Many IR practitioners rate of return, hurdle rate, payback period.
are multidisciplinary professionals combining finance,
communication, marketing and legal skills. Course Content
• Scope of corporate finance
Course Content • Financial statement and cash flow analysis
• Introduction to Investor Relations (IR) • Cost of capital
• The business case for an IR programme • Capital budgeting
• Traditional and social/new media trends • Capital structure: theory and practice
• Understanding the portfolio and value • Dividend policy
• Building an IR community • Valuation
• Linking IR with other management functions • Initial Public Offerings (IPOs)
• Structuring an IR programme • Private placements
• Communication techniques and tools • Private equity and venture capital
• Rules and regulations • Mergers and acquisitions
FINANCE
• Developing Corporate Governance issues that impact • Derivatives and risk management
investors
• Investment process Who Should Attend
• Post-investment process • Corporate Finance Officers/Credit Managers
• Future developments • Treasurers/Assistant Treasurers
• Finance Directors/Investment Managers
Who Should Attend • Mutual and Pension Fund Managers/Hedge Fund Managers
• CEOs, CFOs, Managing Directors, Board Members, Boards of • Traders/Dealers
Directors • CEOs/CFOs/COOs
• Investors/Shareholders • Lawyers/Accountants/Systems Analysts
• Board Secretaries • Product Development Managers/Product Designers
• Financial Communications, PR, Internal Communications, • Financial Engineers/Derivatives’ Executives
Corporate Communications professionals • Operations or Back Office Executives
• Corporate, financial and investment personnel from all listed • Internal Auditors/External Auditors
companies on stock exchanges/financial markets
• Fund Managers and Directors from investment management Benefits of Attending
firms and securities research organisations 1. Get a hands-on perspective about the growing role of
• Corporate Governance, CSR and Compliance professionals corporate finance
2. Review the effects of corporate financing decisions on value
Benefits of Attending and risk
1. Determine and promote the best practice in Investor 3. Illustrate the effect of gearing and leverage on the cost of
Relations, and structure and implement a strategic IR capital
programme 4. Understand the modus operandi of Mergers and Acquisitions
2. Develop effective skills to disseminate messages to the (M&As), divestitures and corporate restructurings, and other
investment community corporate finance advisory services
3. Understand IR’s role in Corporate Governance and manage
IR dilemmas, crisis management and regulatory change
effectively
Corporate Valuation Credit Risk Modelling
Credits: 24 CPEs

On this course, you will learn that the determinants of value are Credit risk modelling is the cornerstone of credit assessment
a company’s ability to generate cash and the timing and risk and is no longer an exclusive domain of banks and financial
of those cash flows. You will be introduced to multiples-based institutions. Increased competition and statutory disclosure
approaches that come in handy to quickly and roughly evaluate requirements have forced non-financial institutions to take
a business. In addition, the course will expose you to advanced note of the need of credit risk modelling. Be it a bank or a
valuation. consumer goods manufacturer, the need for credit assessment
is necessary for all.
Techniques that sophisticated companies are using to value
managerial flexibility inherent in many business situations, and This course is designed in a manner that it develops the concept
which traditional cash flow techniques fail to account for. The of credit risk modelling from simple balance sheet based
course will cover the latest in corporate valuation including: analytics and extends it to modelling that can eventually grade
Relative valuation, DCF valuation, the cost of capital and its your credit customers.
implications for you, APV valuation, valuation for M&A, and EVA
valuation. Course Content
• Credit risk
Course Content • Basel accord – capital adequacy for financial institutions
• Overview of valuation techniques • Designing credit risk models and credit scorecards
• Fundamentals of corporate finance • Building blocks of risk modelling and integrating with Excel
• Relative valuation; valuation using multiples • Predicting credit losses, credit VaR
• Discounted cash flow valuation • Application of credit risk models
• Adjusted Present Value (APV) method • Optimising credit portfolio
• Economic Value Added (EVA) valuation approach
• Valuation issues in mergers and acquisitions
FINANCE
• Introduction to real options valuation

Who Should Attend
The course will be specifically useful for asset/liability mangers,
accounts receivable and collection managers, fund managers,
Who Should Attend back and middle office managers involved in credit risk
This course has been formulated specifically for executives with management, credit portfolio risk managers, financial analysts,
significant strategic responsibility including: executives of credit department, external and internal auditors,
• Heads of Business Units balance sheet managers, and credit risk analysts. Any enterprise
• Equity Analysts seeking and extending credit will find the course most useful.
• Financial Analysts
• Corporate Advisors Benefits of Attending
• Investment Managers 1. Learn about various approaches of credit risk modelling
• Finance Directors 2. Recognise the data requirement for credit risk modelling
• Corporate Financiers 3. Know how to design various credit risk models
• Corporate Planners and Development Directors 4. Learn about the regulatory requirement for credit risk
modelling
Benefits of Attending 5. Integrate credit risk modelling with pricing
1. Have a clear comprehension of what drives valuation and 6. Design simple models using spreadsheets
be able to choose a valuation method appropriate for your
organisation and region
2. Make more profitable investment decisions to enhance the
value of your business
3. Understand the most widely-practiced and robust valuation
techniques
68 Tel: +971 4 408 2864

Data Analysis & Dashboard Reporting Developing Organisational Resilience
in Excel

Credits: 24 CPEs

On this course you will learn to identify and sort various data into In a changing world, the economic outlook has never looked
a useful business presentation (Dashboard). You will understand more uncertain since 2008 and the financial crisis. As China
what data is and why it is important and maximise its value moves from manufacturing to services, the price of oil remains
using analytic applications. From this course you will improve far from its peak. Continued uncertainty over Europe’s debt,
your decision making processes via analytic and predictive Japan’s extreme monetary policies, and the ever shifting political
analysis. machinations across the Middle East and the world, means that
life is becoming more uncertain for many organisations.
You will learn about the visual displaying of data, combining
aesthetics, data visualisation, charts, structure, functionality and Organisations must be prepared to weather the storm and need
“real-life” examples of good and bad designed dashboards. to have a number of strategies and practical action plans to face
these uncertainties and survive.
Course Content This practical course will examine some of the forces at work
• Data analysis theory and data relationships
• Data analysis tools in the global economy. Looking at the causes and effects of the
• Using excel as a data analysis tool 2008 crises it will examine some of the lessons to be learned
• Charting in Excel and identify how the current environment differs.
• Chart and table design
• Dashboard reporting The course will focus on practical strategies – business,
• What is a dashboard? operational and financial – that organisations might like to
• Common mistakes in dashboard design consider to survive a downturn.
• Charting review
• Adding icons and images to dashboards Course Content
• Making dashboards dynamic • The global macro-economic environment
FINANCE
• Must-know tools and techniques • Trend analysis and future predictions
• Charting for dashboards • Practical action plans to build resilience to business risk
• Bullet-proofing your dashboard • Strategic thinking frameworks for developing solutions
• Practical action plans to build resilience to financial risks
Who Should Attend • Strategies to enhance liquidity
• Business Analysts • Practical action plans to build resilience to operational risk
• Finance Managers • Developing the right KPIs for a challenging environment
• Reporting Analysts • The human element
• Financial Analysts • Negotiating skills: pushing back on suppliers
• Management Accountants
• Commercial Managers Who Should Attend
• Financial Controllers • Middle and Senior Managers
• Business Intelligence Analysts • Vice Presidents, EVPs
• Any staff member involved in data analysis or creating a • Business Unit Leaders, Heads of Departments
dashboard • Directors
• CEOs, CFOs, COOs
Benefits of Attending • HR and Administration Managers
1. Understand the principles of data analysis • Heads of Projects and Procurement
2. Learn to synthesise and summarise information into a • Business Analysts
logical framework • Corporate Performance and Information Analysts
3. Explore how to summarise, present and communicate data • Business Development Managers
clearly and concisely • Financial Analysts
• Executive Managers, General Managers
• Head of Operations
1. Assess the strength of your organisation and relative
position in the market
2. Examine various strategic options, defend your position and
identify opportunities
3. Learn how to build financial resilience for your organisation
4. Learn the successful character traits of leadership in times
of adversity
Excel VBA Programming for Financial Fast Quality Close of Month & Year
Professionals End Accounts

This exercise-based course will give you an understanding of By attending this course you will develop an in-depth
the fundamental Excel VBA principles you need to improve understanding of fast close processes, policies and systems
the efficiency of financial business processes. You will use and how to improve your current close processes and systems
Excel programming to save time and reduce errors through to achieve world class fast close goals. You will improve data
automating manual instructions. quality and free up your finance staff to focus on activities
that add greater value to your organisation, such as business
The aim of the course is for you to improve your productivity and partnering, focusing on business forecasting and budgeting and
enhance your business investment in the Excel software. participating in new project initiatives.
Course Content The course is comprehensive across the whole supply chain of
• Gain an understanding of VBA basics and how VBA is information needed to achieve consolidated financial results. It
implemented in Excel will cover both fast close principles applied to the closure of your
• The Visual Basic Editor (VBE) company’s local ledgers as well as the process of consolidation
• The Excel macro recorder across the multiple companies making up your group. You
• The Excel object model will also cover the appropriate best practices in quality control
• VBA procedures in recording transactions in the subsidiary, closing the books
• Gain an understanding of the programming concepts monthly and performing the group wide consolidation.
applicable to VBA
• VBA language elements Course Content
• Range objects • Fast closing as a project and a methodology for
• Worksheet functions improvement
• Controlling programme flow • Understanding the internal and external benefits and
• Automatic procedures and events advantages of fast close
FINANCE
• VBA errors and debugging • Setting up and managing a fast close project
• Custom dialogue boxes and user forms to communicate • The diagnostic process – understanding the “as-is” and
with your spreadsheet users identifying the opportunities for improvement
• The tools and techniques needed to improve the close cycle
Who Should Attend during the diagnosis phase
This course is designed for financial professionals who use • Design and implementation approaches
Microsoft Excel 2003 and above. The course will benefit • Developing the road map for achieving excellence in fast
intermediate to advanced Excel users who want to improve the close and group reporting
efficiency of their spreadsheets through using the VBA platform. • Implementing the new process
• Systems and how they can be used to support fast close
• General ledger and local transaction systems
Benefits of Attending • Group reporting and consolidation systems
1. Gain insight into the benefits of using Excel VBA and the • Inter-company and the last mile of finance and how systems
concepts applicable to programming to enhance financial can help
spreadsheet applications
2. Improve your productivity and enhance your business
investment in the Excel software application Who Should Attend
3. Understand how Excel programming can save you time and This course is designed for those involved in finance,
reduce errors through automating manual instructions accounting, financial control, finance and information systems,
4. Formulate structured VBA codes using objects and functions financial accounting, administration, financial consolidation and
5. Improve the usability of your financial spreadsheet external reporting.
applications through creating an improved user interface
1. Improve the quality of the financial data in your company,
subsidiaries and group finance function
2. Adopt best practice for local financial close group reporting
and consolidation
3. Improve your processing ability, particularly on inter-group
transactions and allocations
70 Tel: +971 4 408 2864

Finance Managers Certification Financial Budgeting & Monitoring for
Bootcamp Projects
Certificate Partner: CPD UK Certificate Partner: PMI

Credits: 24 CPEs Credits: 24 PDUs

This course will provide delegates with the fundamental building This course places an emphasis on a variety of tools and
blocks to enable them to read and interpret the financial data techniques used for the purpose of preparing a financial budget
relating to their organisation. Starting with how a company is for projects and monitoring variances over a period of time in
financially structured, how it trades and how it is funded, the the process.
course will go on to look at the primary financial statements.
We will then look at some of the key ratios that will allow This course begins with defining the project and the various
delegates to read and interpret the financial information for their elements involved through the Work Breakdown Structure. It
organisations. The course will examine in detail some of the provides a walkthrough of the process in developing a project
financial concepts in use within companies such as opex, capex, plan and a milestone plan which determine the project budget.
accruals, prepayments and depreciation before translating these
concepts into budgeting and forecasting techniques. The content expands further and delves into the complexities
of formulating the project budget using the time and material
Finally we will look at the concepts of investment appraisal system leading to the creation of a capital budget. Once the
(including DCF, NPV, IRR and the WACC) and the fundamentals budget is determined, the course focuses on a variety of
of asset valuation and the generation of goodwill. Delegates methods that could be deployed in raising project financing
are encouraged to bring the financial statements and their including the basic concepts of Angel and Venture Capital
management accounts for their organisations to the course to Financing, as well as aspects associated with Public Private
enable them to relate the concepts covered. Partnerships.
Course Content The course further undertakes a walkthrough of the process

• Financial overview involved in carrying out a basic capital investment appraisal of
• Understanding money the project and considers basic aspects of risk and sensitivities
• Funding associated with the actual project results.
FINANCE
• The role of banks
• Return on investment The course concludes with an overview on monitoring the actual
• Operating gearing financial performance of the project with reference to the Stage
• Financial gearing of Completion Method and how variances are determined and
• Leverage reported to senior management in the process.
• Liquidity
• What is strategy? Course Content
• Budgeting and forecasting • Budgeting a project
• Financial concepts • Evaluating the feasibility of a project
• Management information • Deriving the cost of capital
• Asset valuation • Accounting for project risk
• Building the business case • Financing a project
• Monitoring the financial performance of a project
Who Should Attend
Project managers and team leaders, divisional and department Who Should Attend
heads, IT heads and managers, HR heads, heads of strategy and • Financial Directors and Financial Managers
planning will benefit from the course. • Banks, Lenders and Project Investors
The course will also benefit experienced managers and directors • Government Officials involved in PPP initiatives
with a limited formal financial background. Rising stars and • Programme Directors and Project Managers
managers moving into roles with financial accountability as well • Programme Sponsors
as managers with responsibility for the financial performance of
a team, department or organisation, will benefit from attending. Benefits of Attending
1. Gain insight on how to appraise the attractiveness of
Benefits of Attending investments in projects
1. Gain a thorough understanding of the wide range of financial 2. Determine the weighted average cost of capital of a project
terms and concepts 3. Understand key forms of Public Private Partnerships in
2. Apply the financial concepts and policies behind the project finance initiatives
management decision processes 4. Learn to manage and account for financial risk of projects
3. Recognise the impact of effective working capital
management on company cash flow
Financial Instruments & Risk Financial Risk Management
Management in IFRS – IFRS 7 & 9 &
IAS 32 & 39
Credits: 24 CPEs

The recent recession in the world economy has highlighted Risk management has become the cornerstone and essence
the importance of risk management as a subject and more of all financial and investment decisions. It occurs every day in
specifically the importance of identifying and measuring on the financial world. Sound investments and disciplined trading
balance sheet risk. Financial instruments are one of the most are always required to be implemented within a well-defined risk
critical components of risk. They are on one hand risk mitigants management framework.
and also an identifier of existence of risk. Understanding the
complexities of financial instruments allows every corporate to This course will help you gain a comprehensive understanding
be geared up to face the risks in the new financial order. of the mechanics of risk management on macro and micro
levels and recognise the value of good risk controls.
Course Content
• IAS 32 – financial instruments Course Content
• Financial Instruments – recognition and measurement – IAS • Risk management concepts and evaluation techniques
39 • Developing a risk management strategy
• Hedge accounting • Analytical techniques
• Derivatives • Currency exposure management
• IFRS 7 – Financial instruments: disclosures • Managing risk exposures of swap and option portfolios and
• IFRIC bond and equity portfolios
• IFRS 9 • Use of options in hedging
• Risk management primer • Value-at-Risk (VaR) and risk management
• Implementation issues • Uses of derivatives in financial risk management
• Derivative risks and Operational Risk (OR)
Who Should Attend • Credit risk issues and quantification of credit risk
FINANCE
The course will be beneficial for those who are responsible • Coping with credit risk
for the emergence and management of financial assets and • Use of derivatives in hedging credit risk
liabilities on a balance sheet. This course will be particularly
helpful for: Who Should Attend
• Chief Accountants • Risk Managers
• Group Finance Directors • Portfolio Managers
• Heads of Finance • Financial Analysts
• Finance Managers and Accountants • Equity Analysts
• Financial Controllers • CFOs/Strategists
• Management Accountants • Traders
• Executive Directors of Finance • Treasurers/Assistant Treasurers
• Managers of Financial Accounts • Brokers
• Heads of Accounting and Administration • Accountants
• Finance and Information System Managers • Regulators/Policy Makers
• Portfolio Managers • Lawyers
• Financial Analysts • Finance Directors
• Auditors
• Corporate Analysts Benefits of Attending
1. Gain a comprehensive understanding of the mechanics of
Benefits of Attending risk management on macro and micro levels and recognise
1. Identify the issues and opportunities for the first time the value of good risk controls
adoption of IFRS by managing the critical regulatory issues 2. Identify, quantify and assess all aspects of interest rate risk
2. Select and design effective risk management policies for as well as foreign exchange rate risk exposures
financial instruments that best suit your organisation in the 3. Assess credit risk exposure and the methodologies risk
current financial system managers use to hedge credit risk
3. Successfully overcome the IFRS 9 migration challenges

72 Tel: +971 4 408 2864

Financial Skills for the Board IFRS 9 & Expected Credit Loss
Credits: 18 CPEs

Demystify the jargon of the financial world from an executive This course provides an in-depth analysis, application
perspective. The overall aim of this event is to equip Board and methodology and strategy for implementing IFRS 9 on financial
C-level executives to better manage their responsibilities and instruments, including hedge accounting and the treatment for
decision-making; in particular to understand the internal and expected credit loss.
external financial issues that ultimately determine the success
of their organisations. Delegates will focus on implementation issues and challenges
and discuss case studies on practical application of the
Delegates will deepen and strengthen their financial standard.
management acumen. Special focus will be placed on helping
delegates to analyse and interpret the many financial reports Course Content
that are presented to them. • Classification of financial instruments
• Financial assets
Course Content • Reclassification
• Overview and jargon • Derivatives and embedded derivatives
• Basic principles of finance • Categories for financial liabilities
• Aligning finance and business strategy • Accounting for credit risk
• Using the Balanced Scorecard • The key differences between IFRS 9 and IAS 39
• Key financial reports and statements • Understanding derivatives
• Overview of the annual report and accounts • Hedge accounting, qualifying criteria and documentation
• Understanding the key financial ratios • Options and hedge accounting
• Funding the business • Fair valuation – credit and debit valuation adjustment
• Cash Is King: cash flow and working capital • Hedging foreign exchange risk
• Capital management: investment and returns • Hedging foreign subsidiary
FINANCE
• The investor’s perspective • Hedging interest rate risk
• The market, including IPO issues • Expected credit loss – a deep dive into impairment
• Impairment of financial assets
Who Should Attend • Implementing IFRS 9 – impairment of financial assets:
• The seminar is designed for non-accountant directors and expected credit loss
executives who need to understand better the world of • Reconciliation of loss allowance
finance, and the financial implications of the decisions that
they make Who Should Attend
• Board Directors This well-researched course will benefit executives who are
• C-level Executives responsible for the finance and accounting functions in their
• Vice Presidents and other senior executives organisation. Finance Directors, Head of Finance, Chief Finance
Officers, Accounts Managers, Accountants, Auditors, and
Benefits of Attending Analysts will find the course particularly useful. Organisations
1. Recognise the financial impact of business decisions made consider this course as a great opportunity to train their young
at the Board level officers in the complexities of accounting in the industry.
2. Analyse and interpret summary financial reports effectively
and efficiently Benefits of Attending
3. Gain a top-down executive overview of the key components 1. Learn how to implement the financial reporting standards on
of finance and remove the mystique of financial jargon financial instruments – IFRS 9
2. Understand the classification and measurement
methodology for financial assets and financial liabilities
3. Comprehend the expected credit loss model and how to
implement it in your organisation
4. Grasp the concept of hedge accounting
5. Identify the changes and their impact on financial
statements
IFRS – International Financial Improving Credit Management &
Reporting Standards Collections

IFRS are the global accounting standards for all business Collecting money is an important part of business. Timely
sectors. Therefore, learning to apply these standards properly is collections ensure good cash flow, minimise the need for bank
no more a luxury but a necessity for every accountant, auditor, borrowing, lessen the possibility of crippling bad debts and
financial analyst and financial professional. maximise profits.
The correct adoption of IFRS promises organisations many This course will excite, inspire, and enthuse you, arming you
benefits, including enhanced investor confidence, greater with tools to improve your cash collection skills and make
consistency and transparency of financial reporting, as well as commercially-minded credit decisions to help maximise sales,
the ability to compare financial information from companies profit and cash flow.
around the world. This course will ensure you are fully aware
of all the recent developments in international accounting, by Course Content
offering complete information on how to successfully implement • Aims and importance of good and effective credit
IFRS in your organisation. management
• Influencing customers to pay you sooner
Course Content • Assertiveness and influencing factors
• General principles and balance sheet related standards • Using the telephone, emails and letters as powerful tools for
• Presentation of accounting statements collection
• Asset accounting • Effective communication and negotiation
• Balance sheet related standards • Query management
• Leases • Policy and procedures
• Inventories • Sales and credit working as a team
• Investment property and intangible assets • Gathering the right information for making credit decisions
• Financial instruments • Understanding financial statements
FINANCE
• Profit and loss related standards and fair value measurement • Working with the balance sheet and profit & loss account
• Revenue accounting • Ongoing risk assessment
• Share based payment • New businesses
• Earning per share • Getting behind the figures – items that do not appear on
• Provisions, contingent assets and contingent liabilities balance sheets and profit & loss accounts
• Fair value measurement • Understand why and how businesses fail
• Group accounting standards and first time adoption
• Consolidations Who Should Attend
• Effect of changes in foreign exchange rates The course is geared to a wide range of relevant and topical
issues relating to credit management. Keeping in mind that
Who Should Attend good, effective credit management starts at the front-end with
• Chief Accountants sales people, the course is relevant for sales people in addition
• Group Finance Directors to credit professionals, credit controllers, finance managers,
• Heads of Finance business owners and anyone else who needs to understand the
• Finance Managers importance of efficient credit management.
• Financial Controllers
• Accountants Benefits of Attending
• Management Accountants 1. Understand credit and appreciate the importance of credit
• Heads of Accounting and Administration management and its policies and procedures
• Finance and Information Systems Managers 2. Improve collection techniques as well as the impact of your
• Financial Analysts emails and letters
• Auditors 3. Manage commercial credit risk and maximise sales with
• Portfolio Managers commercially minded credit decisions
4. Understand the importance of gathering the right
Benefits of Attending information about your customers
1. Understand the latest developments in the growing 5. Understand financial statements and in-depth accounts
worldwide use of IFRS analysis to make informed decisions on higher commercial
2. Discuss the latest IFRS, Exposure Drafts (ED) and the risk and justify higher/lower credit limits/ratings
International Accounting Standards Committee Foundation 6. Carry out credit scoring and risk assessments to highlight
(IASCF) improvement project your customers’ strengths and weaknesses to decide on
3. Learn about real world challenges to applying IFRS and initial and long-term credit limits/credit ratings on your
strategies to overcome them customers
74 Tel: +971 4 408 2864

International Compliance ISO 31000 – Global Risk Framework
(Includes One Day on Basel III)

The goal of this course is to provide compliance officers and A management course designed to provide a practical
managers with skills that can be immediately used upon return understanding of the new global framework for risk
to the organisation. management. It covers five major subject areas from the
standard and utilises a variety of training techniques.
You will learn to appreciate the extent to which organisations
and their public officers are exposed to in the ever-increasing The key areas of the curriculum include understanding the
regulatory environment, how to identify the compliance issues evolution of the standard, the standards core risk principles, the
that have the most significance for you and how to introduce a risk framework design and application, a detailed understanding
compliance management programme within your organisation. of the components of the standard and how they work and an
understanding of the attributes of enhanced risk management.
Course Content Emphasis is on practical and pragmatic approaches, rather than
• Introduction to compliance theoretical.
• Regulatory drivers of compliance
• Compliance and business ethics Course Content
• Compliance and the role of Corporate Governance • Principles for managing risk
• Developing a corporate compliance programme • ISO 31000 value proposition
• Implementation of corporate compliance • 11 core principles
• BASEL II and compliance • Framework for managing risk
• Process for managing risk
Who Should Attend • Attributes of enhanced risk management
This course is designed to provide a holistic overview of • Risk management through the setting of organisational
compliance. All professionals with responsibility for compliance performance goals
will benefit by attending, specifically: • Accountability for risk
• Risk reporting
FINANCE
• Directors and Senior Managers
• Company Secretaries • Governance performance
• Compliance Professionals
• Risk Managers Who Should Attend
• Legal Advisers and Lawyers • Senior management exposed to risk and compliance issues
• In-House Corporate Counsel • Risk Managers
• Auditors and Audit Managers • Money Laundering Reporting Officers
• Compliance Officers and Managers • Fraud Managers
• Compliance Officers and staff
Benefits of Attending • Operations Managers
1. Define the meaning of compliance for your organisation and • Operational Risk Managers
be capable of developing an organisational response to its • AML Project Managers and AML Systems development staff
demands • Auditors and Internal Control Officers
2. Appreciate the relationship between corporate ethics, • Regulators and Consultants
governance and compliance, including the market
expectation of that relationship Benefits of Attending
3. Know what drives your compliance exposure both at home 1. Obtain a thorough understanding of the ISO31000 eleven
and abroad and understand the risk consequences of non- principles of risk management
compliance 2. Understand the nature of all five components of the new
ISO31000 risk framework
3. Gain knowledge and be confident to apply the five core
processes for managing risk
Leading Financial Sustainability Mergers & Acquisitions

There is historical evidence that every economy faces cycles of This intensive course aims to help you understand the elements
boom and bust. Whether one likes it or not the every business of a good M&A strategy. It is designed to allow you to develop,
has to tide over the ups and downs of the economic cycle and design and implement a successful M&A strategy, which will
the way to succeed is to recognise the signs of the impending help you turn the activity into a value creating exercise, not a
phases of a cycle. value destroying one.
The question is do we have a known set of tools to understand It will use case studies, discussion and presentations to
the cycles and their impact on our business? The answer, illustrate the linkages between the strategic, financial and
unfortunately, is that there is no such indicator available straight human aspects of the M&A process.
out of the book. This is an ability that we all acquire from a lot of
empirical evidence and match patterns from the past with that Course Content
of the present and the future. • Types of takeovers
• Market perspective (buyer and seller)
This is where the course will help you. Led by resources • M&A value creation
experienced and collated in the field of risk management, • Valuation issues
this course will not only explain how to read the signs of an • M&A governance issues
economic slowdown but will also share how corporations • M&A processes
around the world have successfully faced the challenge. We • Due Diligence
welcome you to a journey to understand the uncertain. • Management Buyouts (MBOs)/Leveraged Buyouts (LBOs)
• Securities laws pertaining to takeovers
Course Content • Cross-border (international) M&A
• Understanding economic indicators
• Understanding your business and economy
FINANCE
• Understanding consumers
Who Should Attend
Senior Executives, Financial Analysts/Managers, Bankers,
• Evolution of a meltdown: a bird’s eye view Strategic Planners, Financial Decision-makers, Corporate
• Understanding financial crises Accountants, Financial Management Consultants, Market
• Four pillars of financial sustainability Regulators and Risk and Compliance Advisory professionals and
• Strategy and competition those executives responsible for governance.
• Financial sustainability ratios
• Financial strategy
• Sustainability through systemic risk management Benefits of Attending
1. Understand the key drivers of an M&A decision
2. Identify all the elements of an M&A strategy and implement
Who Should Attend it successfully for competitive advantage
General Managers, Financial Controllers, Budgeting and 3. Know how to modify your corporation’s M&A strategy
Cost Managers, Business Development Managers, Business
Planning Managers, Sales Managers, Production Managers,
Business Unit Managers, Project Managers, Directors, Heads
of Finance, Financial Advisors, Finance Officers, CFOs, COOs,
Chief Accountants, Heads and Managers of Accounting and
Administration, Auditors, Accounts Managers, Accountants,
Financial Analysts.
1. Recognise various economic indicators
2. Analyse the current scenario at a firm and an economic level
to recognise a potential meltdown
3. Learn how companies survived the previous meltdown and
recession
4. See how financial ratios can indicate your sustainability

76 Tel: +971 4 408 2864

Options & Derivatives Professional Certificate in Due
Diligence & Business Valuation

Credits: 24 CPDs

This course consists of a combination of training, discussion Equip yourself with the tools, skills, knowledge and experience
and exercises. Delegates are not expected to have a detailed to identify and verify worthwhile investment opportunities. The
knowledge of derivatives but should have an understanding of process of gathering data, checking, investigating and verifying
the concepts. it to know when, where and how to explore further to uncover
what has not been disclosed, will be addressed in detail on this
The course will focus on the principles and pricing of derivatives course.
with valuations being done on Excel, accounting and application.
You will explore alternative methods of business valuation and
gain the skills to know which method to use when. You’ll also
Course Content learn to appreciate the importance of understanding cost of
• Financial Mathematics capital and how this impacts business valuation. .
• The yield curve and the concept of forward rates
• Interest rate futures
• NPV calculations and Internal Rate of Return Course Content
• Bootstrapping Mathematics • Mergers and Acquisitions (M&A)
• Bond equivalent yield • An introduction to the terms of due diligence and a review of
• Concepts of probability how due diligence has evolved
• Event diagrams and total probability rules • When is due diligence required?
• Probability and normal distributions • The phases of due diligence
• Equity derivatives • Types of due diligence
• Financial futures • Due diligence checklists
• Foreign exchange • Sell side due diligence and data rooms
• Interest rate swaps • Business valuations
• Cross currency swaps and equity swaps • Valuation methods
FINANCE
• Credit default swaps • Underlying data
• Equity options
• Equity index options and stock options Who Should Attend
• Options as a hedge and trading instrument This course has been designed for those working within
• Volatility – Implied versus historic finance, investment and legal departments of medium to large
• Delta and gamma corporates who are entrusted with the task of Due Diligence
• Accounting for options and/or Valuation and wish to consolidate their knowledge to
• Commodity derivatives make intelligent and successful investment decisions and
• Application of derivatives transactions to add value to their organisation.

This course is designed for Accountants and Auditors, Financial 1. Identify and verify worthwhile investment opportunities
Directors, Financial Managers, Bankers and Traders. 2. Analyse the financial and commercial aspects of an entity
3. Identify and overcome the most common Due Diligence
Benefits of Attending pitfalls
1. Gain a working knowledge of the principles of derivatives, 4. Understand the concepts of business valuation and
including pricing and accounting appreciate valuation drivers
2. Gain an understanding of the application of futures, swaps 5. Appreciate the importance of understanding cost of capital
and options and how this impacts valuation
3. Appreciate the key concept of yield curve and its use, apply
and use interest rate derivatives effectively, including the
swaps market
Professional Certificate in Financial Project Budgeting & Cost Management
Modelling

Credits: 24PDUs

In this course you will understand the essence of financial The course will help delegates learn to manage and account for
models and analyse their applications. You will also discover risks in projects and monitor financial performance of projects.
how to construct reliable and realistic financial models that work Delegates will be empowered to maximise their ROI whilst
and are easy to review. minimising variances in deviations from planned performance.
The course material includes extensive use of Excel and
delegates will gain the maximum benefit from this course if Course Content
they are already competent spreadsheet users. It is designed • Introduction to a project
for users who use (or will use) Excel on a regular basis, and are • Budgeting for a project
comfortable with using its tools and functions. • Evaluating the feasibility of a project
• Accounting for project risk
• Financing a project
Course Content • Monitoring the financial performance of a project
• Essential Excel for finance
• Must-know tools and techniques
• Formulas you simply can’t live without Who Should Attend
• Bullet-proofing your model • Financial Directors and Financial Managers
• Charting • Banks, Lenders and Project Investors
• Essential advanced tools • Government Officials involved in PPP initiatives
• Other useful tools • Programme Directors and Project Managers
• Introduction to financial modelli ng • Programme Sponsors
• Financial modelling theory and best practice
• Financial modelling for budgeting and forecasting Benefits of Attending
FINANCE
• Practical financial modelling 1. Review the basics of project management and understand
the differences between project and operational
Who Should Attend management
This hands-on course is designed for middle and senior 2. Gain insight into feasibility evaluation of projects and
business and finance professionals as well as general managers understand techniques used to support capital investment
who need to use financial models to measure business decisions
performance, including: 3. Explore alternative means of accessing and tapping into
• Finance Managers and Controllers project finance resources
• Strategy Directors and Managers 4. Understand key forms of Public Private Partnerships in
• Budget, Corporate, Business and Financial Analysts project finance initiatives
• Project Managers and Risk Analysts
• Investment and Management Accountants
• Heads of Business Units and Business Planners
• Financial Advisors and Corporate Analysts
1. Learn to measure, interpret and predict company
performance using Excel modelling
2. Improve your decision making processes and save time on
financial analysis
3. Proficiently use Excel as an analytical tool and enhance your
financial abilities

78 Tel: +971 4 408 2864

Project Finance Modelling Public Private Partnerships (PPP)

In the course you will build and evaluate a range of project The countries of the Gulf have growing populations and the
finance models, covering projects as diverse as Public-Private governments’ are looking to create advanced technological
Partnerships (PPP), major energy investments and private societies in a single generation. As a result there is an enormous
hospitals. appetite for infrastructure and social development projects,
ranging from airports and ports, roads and railways, to schools
You will overcome the most complex aspects of building a and hospitals. These are the most challenging and important
reliable model, including uncertainty, currency and timescale investment opportunities anywhere in the world.
mismatches, debt amortisation, depreciation, control account
waterfall, cost structures, and the ability to easily shift time Although there are substantial funds available for co-investment,
scales, as well as the ability to identify and control key most Gulf countries are seeking private finance for these
sensitivities through spreadsheet simulation. infrastructure investments. This course is about how private
finance is and will be used: the logic, financial structure, risk
Course Content analysis, legal background, contracts and scope of the Gulf
• Using Excel for modelling infrastructure programme is examined in great depth with a
• Project cash flow range of relevant local case studies and plenty of group work
• Project finance models and participation.
• Equity valuations
• Approaches to rating in project finance models
Course Content
Who Should Attend • Origin and background to private finance in infrastructure
This course is designed for professionals who are seeking to • Structures in PPP/PFI projects
improve their technical modelling skills including: • Key issues In PPP/PFI
• PPP/Private Finance project evaluation
FINANCE
• Bankers and financiers involved in project finance
• Directors and business development executives from • Comparative PPP procedures
corporates, equity sponsors and consultancies • Sources and types of funding
• Trade finance managers • Overview of risk and risk allocation
• Accountants and lawyers • Reviewing PPP financial models
• Contract issues
1. Overcome the most complex aspects of building a reliable
project finance model and explore the role of equity and its • Bankers and financiers involved in major projects
rewards • Group Finance staff
2. Appreciate the structure of a project finance model, its • CFO/FD
relationship with project contracts and risks it models and • Group Controller
be able to produce a detailed model that meets all users’ • Group Financial Consolidation and Reporting
requirements
3. Understand and model debt, debt covenants, cash waterfalls, Benefits of Attending
inter-creditor relations, restructuring and there scheduling of 1. Learn how Gulf countries intend to mobilise private finance
debt for infrastructure
2. Compare western and Gulf PPP projects and be able to
appreciate the different structures for PPP and other styles
of private finance investment
3. Review PPP financing structures and financial models by
examining PPP contracts in detail
Reinsurance Retail Credit Risk Measurement,
Management & Control
Course One: Proportional Reinsurance Course Overview

Course Two: Non-Proportional (X/L) Reinsurance Analytical credit risk in retail lending is the focus of this course
with practical examples of scoring systems. Both application
Course Overview scoring and behaviour scoring are covered together with
Reinsurance (or Retrocession) is essential to the well being of segmentation (pooling). Best practice is examined for the
virtually all insurers (and reinsurers). The Reinsurance is a two measurement and management of credit risk in the retail area
part course that will look at the basics of why reinsurance is including small business lending, revolving, consumer and card
critical and review each type, facultative, treaty, proportional, loans and mortgages.
excess of loss.
The training explains modern retail banking within the Basel
This course is designed not only to help you understand what II framework and presents best practice in the areas of
reinsurance is, and how it operates but also its importance to identification, measurement and management of retail credit
organisations operating in the risk transfer market. risk.

• Buzz words and terminology used by the experts • The foundation
• The impact of losses in recent years on reinsurance product • Modern scoring techniques
design • Risk differentiation and pricing
• Spill-over, aggregate limits, reverse 2 risk warranty • Capital for retail risk
• Various reinsurance tools • Profitability analysis
• The intent and operation of the major clauses in a
reinsurance contract Who Should Attend
Credit Officers and Managers, Credit Risk Managers, Credit
FINANCE
Who Should Attend Risk Analysts, Credit Risk Controllers, Credit Auditors, Credit
It is particularly targeted at those who will be actively involved Administrators, Retail Banking Managers, Finance Managers,
in reinsurance whether in buying, selling or where a firm Financial Controllers, Risk Managers, Portfolio Managers,
understanding of the varying reinsurance techniques and how Auditors, Internal Auditors, Basel II Project Team Members,
they interact is necessary. Compliance Officers, Financial and Systems Analysts.

1. An up-to-date view of reinsurance and its products and the 1. Learn best practice approaches for retail credit risk
current market place management
2. The true cost of reinsurance and pricing techniques 2. Explore the latest quantitative credit measurement and
3. A detailed understanding on how all the reinsurance management techniques for the retail credit sector
products work and are used 3. Get familiar with probability of default and loss given default
at the segment level

80 Tel: +971 4 408 2864

Senior Executive Finance Strategic Finance for Non-Finance
Managers

Companies today strive to deliver valuable products and The course is based primarily on group discussions as well as
services amidst the global recession and they recognise that case studies to reinforce the fundamentals of finance.
executives must have a firm grasp of finance to maximise
profitability. Every executive whether or not working directly in You will work in teams to gain experience in:
finance feels the urgent need to be abreast with current trends in • Preparing income statements and balance sheets
financial decision making, latest investment appraisals and risk • Analysing financial statements and setting a viable
management techniques. department budget
• Forecasting a cash flow model from a budgeted income
Senior Executive Finance, will guide you through the latest statement
finance concepts, tools and techniques which will help you • Selecting the most profitable project using different financial
to make accurate financial decisions and seize opportunities parameters
to drive strategic change at your workplace. The course will • Examining alternative outcomes arising from using different
prepare you to leverage your organisation’s financial position for costing techniques
maximum corporate success. • Understanding the wide range of risk variables affecting a
project
Course Content
• Maximising shareholder value: risk and return revisited Course Content
• Business operations, strategic transactions and other risks • Concept of finance
faced by organisations • Review of financial terms and concepts
• Risk and uncertainty • Overview of money and capital markets
• Project appraisal • Financial accounting, analysis, and interpretation
• Cost of capital and capital structure • The income statement
• Company valuation • The balance sheet
FINANCE
• Business valuation approaches and methods – discounted • Analysing and interpreting statements
cash flow • Cash flow and working capital management
• Investments and portfolio analysis • Cash flow statement
• Portfolio/fund management • Working capital management
• Introduction to asset management • Setting and monitoring budgets
• Financing strategies – raising debt and equity • Capital budgeting and valuation
• Investments and portfolio analysis • Cost of capital
• Investment performance monitoring and analysis • Mergers and acquisitions
• Advanced financial techniques • Financial markets
• Risk management: derivatives and value maximisation
• Forward and future contracts Who Should Attend
• Credit risk • Project Managers and Team Leaders
• Divisional and Department Heads
Who Should Attend • IT Heads and Managers
This course is designed for those working as Finance Directors • HR Heads
and Managers, Financial Controllers and Analysts, Vice • Heads of Strategy and Planning
Presidents and Senior Vice Presidents, Accounting Managers,
Chief Accountants, Heads of Corporate Planning, and Heads of Benefits of Attending
Business Development. 1. Gain a thorough understanding of the wide range of financial
terms and concepts
Benefits of Attending 2. Apply the financial concepts and policies behind the
1. Obtain an appreciation of the concept of shareholder value management decision processes
and its contemporary application to corporate performance 3. Recognise the impact of effective working capital
2. Understand the different methods of project appraisal in management on company cash flow
contemporary use and how they have evolved over recent 4. Communicate effectively with financial executives and top
years management and be able to interpret and analyse financial
3. Analyse cutting-edge techniques for estimating the cost of statements
capital and capital budgeting
Strategic Financial Planning, Analysis Three Day Financial Month End
& Monitoring for Senior Executives

This seminar provides a robust framework for financial strategic This course will help develop an in-depth understanding of world
thinking, supported by traditional and, new tools and techniques, class closing processes. The course will include skill building
with an in-depth exploration of practical analytical processes that will allow you to measure the resource needs and the time
that will help senior managers drive their businesses through lines for components of a closing process.
continually changing competitive environments.
You will identify process improvement opportunities and how
Throughout this seminar, you will sharpen your ability to merge to select appropriate improvement measures. You will learn to
strategy and finance to better assess and interpret business eliminate non-value added activities and reducing costs in the
performance and risks, improve financial and strategic decisions closing process.
and, refine how you support and communicate objectives and
actions for change. Course Content
• Bottlenecks in month-end processes
Course Content • Property, plant and equipment
• The role of finance in strategy • Accounts receivable
• Analysing and interpreting financials • Cash and banking
• Predicting financial distress and failure • Inventory
• Comparing and benchmarking a business • Liabilities
• Financial analysis and reporting processes • Payroll
• Budgets, financial planning and forecasting • Accounts payable
• Investment appraisal and decisions • Provisions
• Managing risk
• Creating value by managing finance Who Should Attend
• Activity portfolio management • Financial controllers
FINANCE
• Finance managers (in various functions)

Who Should Attend • Finance directors
• Chief Executive Officers, Managing Directors, General • Management accountants
Managers, Vice Presidents and Senior Managers • Accountants
• Divisional, business unit or departmental managers with • Sub-accountants/Assistant accountants
control over budgets and strategic implementation
• Heads of strategy, corporate investment or business Benefits of Attending
portfolio management 1. Streamline processes and interdepartmental interactions
by involving everyone in the organisation in the month-end
Benefits of Attending process
1. Establish coherent and robust inter-relations between 2. Understand why, even though great expense has been
strategic, operational and financial decisions and activities, incurred in expensive ERP systems, the month-end process
and develop financial plans that reflect the reality of can still take up to three weeks to finalise
operations 3. Realise that it is the internal processes and people that
2. Identify how strategic and operational changes can affect cause delays in the month-end programme and not the
financial performance and anticipate issues, challenges, system
and risks through a more incisive analysis of financial
information
3. Apply a comprehensive range of techniques and tools to
assess and monitor business performance and risks
4. Determine, implement and monitor key drivers, performance
indicators, and targets for competitive business performance
82 Tel: +971 4 408 2864

Trading, Custodial Services & Value Added Tax (VAT) in the GCC –
International Payment & Settlement An Introduction
Systems
Credits: 12 CPEs

This comprehensive course has been specifically designed to The course provides an overview of the Value Added Tax (VAT)
provide delegates with a detailed knowledge of the financial and its implementation in the GCC. It also provides a detailed
markets, the key participants and their roles, the clearing and discussion on the implementation aspects of VAT.
settlement processes for major products, risk and regulatory
issues and best practice in international markets. Delegates will not only learn about the Value Added Tax
law and its operatives but will be specifically sensitised on
Throughout the course there will be exercises, case studies and implementation issues and challenges. The delegates will be
tasks plus a comprehensive glossary of terms and supporting able to discuss various case studies on aspects to practically
material to provide them with a complete learning experience. applying the VAT law.

• Anatomy of a trade – the trade life cycle – process • Introduction to VAT
• Operational and operations risk categories • Overview of VAT
• Clearing, settlement, custodial services and corporate • Types of taxes
actions • How VAT works
• National and international payment and settlement systems, • Role of the Federal Tax Authority
reconciliations, exceptions handling, failed trades, funds • Compliance requirements of VAT
transfer pricing and the margining function • VAT calculations and VAT accounting
• Market structures • VAT accounting and procedures
• Fraud in international payment and settlement processes • VAT calculations and VAT accounting
• VAT accounting entries
• Common errors in computing VAT
Who Should Attend • VAT documentation and records
FINANCE
This is a benchmark course for individuals working in operations • VAT procedures and administration
and settlements. It is ideal for settlement officers in foreign • Transition and other general provisions
exchange, securities and derivatives, Operations Officers,
Custodians, Clearing House Staff, Compliance Officers, Risk
Controllers, Auditors and Accountants. Who Should Attend
This well-researched course is useful for executives who
are responsible for finance and accounting functions in
Benefits of Attending their organisations. Finance Directors, Heads of Finance,
1. Gain a complete understanding of all aspects of clearing and Chief Finance Officers, Accounts Managers, Accountants,
settlement processes for major products and learn how to Auditors, and Analysts will find the course particularly useful.
manage the process with maximum effectiveness Organisations consider this course as a great opportunity to
2. Understand the role of the key participants in the trading and train their young officers and other persons involved in VAT
investment environments implementation.
3. Develop an appreciation for types of corporate actions, their
impact on derivatives positions and how to manage the
material for reports Benefits of Attending
1. Understand the concept of VAT and explore an overview of
the VAT law and regulations
2. Learn about VAT procedures, administration and
documentation requirements and deal with implementation
challenges
3. Work on VAT calculations and accounting issues
Working Capital Management Using
Excel Modelling
Course Overview
The proper management of cash flow and liquidity needs is
essential for the success or survival of any organisation, large
or small. Short-term liquidity risk, if not managed properly can
often cause otherwise successful firms to fail. This practical,
laptop-based course takes delegates through the essentials of
cash flow budgeting.
Using case studies ranging from small businesses to financial

institutions we look at how entities budget for cash, keep banks
informed of their financial requirements, and how they can lower
their liquidity costs. Delegates will come away with a number
of Excel templates which they can then adapt to their own work
environment.
The course will also examine developments in the Basel Accord

on intraday liquidity and discuss the optimal way to finance all
types of firms.
Course Content
• Business lifecycle
• Financial reporting
• Cash flow statements
FINANCE
• Investment analysis
• Forecasting techniques
• Loan repayment profiles
• Interest rate risk management
• Foreign exchange hedges
• Intraday liquidity for financial institutions
• Central bank
• Hedging risk
Who Should Attend

• Financial Controllers
• Accounting functions
• Treasury related functions
• Business managers and others wanting to become more
knowledgeable about working capital
1. Prepare working cash flow statements and examine their
impact on supply management
2. Understand cash flow analysis and the link between the cash
flow statements and published accounts
3. Identify instances where there is surplus cash flow and
examine short term investment opportunities
4. Pre-empt instances where there will be a liquidity squeeze
and take appropriate action
5. Develop strategic plans using quantifiable targets
84 Tel: +971 4 408 2864

Healthcare
+971 4 408 2864

www.informa-mea.com
Healthcare
Table of Contents
Advanced Healthcare Leadership Programme............................................................................................................................................. 88

Certified Patient Experience LeaderTM ............................................................................................................................................................ 88
Certified Patient Safety ProfessionalTM .......................................................................................................................................................... 89
Developing a Successful Fraud Prevention & Investigation Strategy in Healthcare....................................................................... 89
eCTD Submissions ................................................................................................................................................................................................. 90
Healthcare Cost Control, Productivity & Performance .............................................................................................................................. 90
Healthcare Financial Management ..................................................................................................................................................................91
Healthcare Innovation & Change ......................................................................................................................................................................91
Healthcare Leadership & Management .......................................................................................................................................................... 92
Healthcare Marketing & Medical Tourism .................................................................................................................................................... 92
Healthcare Marketing, PR & Communications ............................................................................................................................................ 93
Healthcare Mini MBA............................................................................................................................................................................................ 93
Healthcare Operations Management .............................................................................................................................................................. 94
Healthcare Quality & Performance Improvement ....................................................................................................................................... 94
Healthcare Strategy & Strategic Planning ......................................................................................................................................................95
Healthcare Supply Chain Management ..........................................................................................................................................................95
Introduction to Pharmacovigilance.................................................................................................................................................................. 96
HEALTHCARE
Lean Green Belt for Healthcare Professionals ............................................................................................................................................ 96
Transforming the Recruitment & Retention of Healthcare Talent......................................................................................................... 97
87
Advanced Healthcare Leadership Certified Patient Experience LeaderTM
Programme
Certificate Partner: IHLM/CPD UK Certificate Partner: IHLM/CPD UK
Credits: 30 CPDs Credits: 30 CPDs

This IHLM endorsed programme has been designed specifically As patient and family expectations grow, healthcare
for senior healthcare executives, managers and clinical leaders organisations are becoming more-and-more accountable for
who want to review, refresh and renew their leadership style and delivering care that meets their needs and preferences. IHLM’s
take their strategic leadership and management skills to the Certificate in Patient Experience provides anyone with an
next level. interest in, or responsibility for delivering patient-centred care,
with an evidence-based framework they can trust to enable
Participants will receive direction and mentorship in the them to excel in their role. It also provides a rapid route to
strategic and personal development issues they face – on how qualification as a Certified Patient Experience LeaderTM (CPxL).
to motivate and inspire others and how to become a force for
lasting change in their healthcare organisations. This course, the only one of its kind in the region, takes the best
practice used by leading healthcare institutes such as Cleveland
Course Content Clinic, and lessons from non-healthcare organisations such as
• Becoming a transformational healthcare leader Disney, and turns it into practical tools and techniques that can
• Evidence-based healthcare management be used to transform patients’ experiences.
• Innovation in healthcare
• Transforming healthcare performance It enables delegates to study and apply the five themes and
fifteen subject areas that together comprise the patient
experience body of knowledge and, by completing an assessed
Who Should Attend patient experience improvement project after the course, to gain
• Clinical leaders, including doctors, nurses and allied the professional recognition of Certified Patient Experience
healthcare professionals, who are either currently in or LeaderTM (CPxL).
preparing for senior roles
• Senior divisional, departmental and general managers who
already have broad cross-functional responsibilities who Course Content
HEALTHCARE
need to develop a more strategic outlook • An introduction to patient experience – Understand the
expectations of patients and families, and the organisations
that regulate and accredit care
Benefits of Attending • Observing, measuring and understanding the patient
1. Widen and build on your existing strengths and place the experience – Plan and begin a patient experience
right leadership skills and behaviours at your fingertips improvement project for your healthcare institution
2. Discover why effective healthcare leaders ensure • Becoming a patient experience leader – Develop the
their decisions are always based on practices that are personal effectiveness and impact that are essential to
demonstrably effective transforming patient satisfaction
3. Learn how to harness creativity and spread, adopt and use • Transforming the patient experience through people –
new ideas Improve care through better communication and cultural
4. Examine how healthcare leaders can renew culture, sensitivity
reinvigorate performance and return their organisation to • Transforming the patient experience through process, place
success and technology – Transform the caring environment and
redesign services to be more patient-centred

Who Should Attend
This course will benefit anyone – whether they are in an informal
or a formal role – who has an interest in, or responsibility for
delivering patient-centred care. This can include Physicians,
Nurses, Allied Healthcare Professionals and staff in
administrative or managerial roles who want to improve their
understanding of the emerging body of knowledge around
patient experience.
The course is also ideal for both established and emerging

healthcare leaders who want to demonstrate their expertise
through a recognised and regulated professional qualification.
1. Understand the expectations of patients and families, and
the organisations that regulate and accredit care
2. Plan and begin a patient experience improvement project in
your healthcare institution
3. Transform the caring environment and redesign services to
be more patient-centred
88 Tel: +971 4 408 2864

Certified Patient Safety ProfessionalTM Developing a Successful Fraud
Prevention & Investigation Strategy in
Healthcare
Certificate Partner: IHLM/CPD UK
Credits: 30 CPDs

This course provides anyone with an interest in patient safety, or Inappropriate billing and inappropriate care provoked by fraud,
responsibility for delivering safer care, with a comprehensive and waste and abuse are major concerns in any healthcare system.
detailed body of knowledge that will enable them to lead patient This course will discuss the nature and the extent of these
safety teams, investigations and improvement projects. anomalies. You will learn how to establish and implement a
strategy to effectively control them.
It enables you to study and apply the four themes and fifteen
subject areas that together comprise the patient safety body of Tackling healthcare fraud, waste and abuse needs a specific
knowledge. organisational approach, making resources available for
analysis, detection and investigation. This raises the issue of
return on investment. You will learn how to efficiently align rules,
Course Content tools and resources within an integrated organisational counter-
• The foundations of Patient safety – Explore the fundamental fraud model.
concepts of systems theory, human factors and safety
culture
• Managing and leading Patient Safety – Discover the Course Content
leadership competences, behaviours and practices that • Introduction to the “Waste Typology” matrix
make a patient safety leader effective • Completing the “Waste Typology” matrix
• Leading Patient Safety investigations – A comprehensive • Understanding fraud
and detailed review of the skills, knowledge and tools that are • Deterrence and prevention of fraud
needed to manage and lead a comprehensive patient safety • Detection
investigation • Investigation
• Delivering Patient Safety improvement projects – How to • Sanctioning
make a big change on a small scale using simple, tried and • Redress
HEALTHCARE
tested tools and techniques • Going the extra mile
• Return on Investment (ROI)
• Rules
Who Should Attend • Tools
This course will benefit anyone – whether they are in an informal • Professionals
or a formal role – who has an interest in, or responsibility • “Investigation is a tool. Control is the objective”
for patient safety. This can include physicians, nurses, allied
healthcare professionals and staff in administrative or
managerial roles who want to improve their understanding of Who Should Attend
the emerging body of knowledge around patient safety and risk This is a must-attend for counter fraud experts (i.e.
management. Investigators, Analysts, Policy Makers, Lawyers, Prosecutors),
active in a private or public healthcare setting and by all
The course is also ideal for both established and emerging stakeholders (i.e. Financers, Care Providers, Health Authorities),
healthcare leaders who want to demonstrate their expertise within the healthcare sector directly or indirectly dealing with
through a recognised and regulated professional qualification. the fraud issue. All counter fraud experts and stakeholders from
other industries who have a genuine interest in tackling fraud
will also benefit from this course.
1. Understand the importance of systems thinking, human
factors and culture in improving patient safety Benefits of Attending
2. Lead investigations into the root causes of patient safety 1. Understand the nature and the extent of fraud, waste and
incidents abuse in healthcare and other industries
3. Introduce and facilitate best practice with tools and 2. Locate, evaluate, synthesise and summarise evidence from
techniques to support improvement in patient safety a wide range of relevant international counter fraud cases in
4. Discover patient safety improvement initiatives and health insurance and other industries
innovations from across the world 3. Apply a range of concepts to prevent, detect, investigate and
5. Connect with other healthcare professionals who are sanction fraudulent and abusive behaviour
passionate about transforming patient safety

eCTD Submissions Healthcare Cost Control, Productivity
& Performance
Certificate Partner: PTI/CPD UK Certificate Partner: IHLM/CPD UK

More and more data is gathered and presented to support Year after year the demand for healthcare services increases
the quality, safety and efficacy of a drug. The quality and the relentlessly, while the supply of skilled healthcare professionals
consistency in the quality needs to be assured during the entire gradually shrinks. These challenges are compounded by the
product lifecycle to safeguard patients. Similarly, the benefit-risk rising cost of treating patients with complex, chronic conditions
ratio of the drug’s usages need to be monitored and evaluated and steady inflation in the price of medicines and technologies.
during the product’s lifecycle. Hence, its supporting dossiers are There has never been a tougher time to be managing healthcare
subject to continuous change. services and today’s healthcare manager has to be able to make
substantial improvements in productivity if these challenges are
The eCTD allows to reflect the product’s lifecycle, with the to be met.
documents that support the quality, safety and efficacy of a
drug. But how does that eCTD lifecycle work? What is the impact This new five-day course from IHLM is designed to equip both
on the document granularity and naming of documents? What clinicians and managers with the skill and knowledge they need
do we mean by eCTD-ready documents? How do we create to improve their service’s efficiency and reduce costs while
an eCTD? And what does a validation of an eCTD tell us? How protecting the quality of care and the safety of patients. The
can eCTDs for the same product be managed across multiple course combines evidence-based research on the clinical and
countries? These are all questions that will be addressed during management practices that yield genuine productiveness with
this three-day workshop. case studies illustrating international best practice.

• Introduction to the eCTD • Productivity, efficiency and financial performance in
• ICH e-CTD requirements healthcare organisations
• GCC region requirements • Measuring productivity and financial performance
• Lifecycle management • The productive workforce
HEALTHCARE
• Preparing eCTD-ready documents • The productive workflow

• Technical valid and business valid e-CTDs in GCC states • The productive supply chain
• Processes for eCTD management
• Company accounts for submission portals
• Future developments in eSubmissions Who Should Attend
This course has been designed for any Clinician or Healthcare
Manager who wants to make their service, department
Who Should Attend or organisation more productive or economical. It will be
This is a must-attend workshop for Regulatory Affairs particularly important for:
professionals involved in submission procedures. The training • Anyone who manages or controls a budget, including
will prove particularly helpful to those within the departments of Divisional or Departmental Chairs, Directors, Heads and
documentation registration, dossier development, and electronic Chiefs
submissions. • Executives and Senior Managers who want to develop a
strategy for improving their organisation’s ‘bottom line’
The workshop will also benefit those within the pharmaceutical performance
diaspora such as Publishing and Medical Writing, Senior • Planners and project managers from healthcare ministries
Regulatory Affairs Scientists, Development & Quality Managers, and hospital chains who want to transform the productivity
Licence Compliance Officers, QA Pharmacist, Pharmacists, and performance of their health systems
Senior Principle Statistical Programmers, Systems Managers, • Management consultants, strategists and others involved
Certification Officers and Consultants. in advising healthcare services on how to save money or
improve efficiency
1. Establish highly efficient processes to build, publish and Benefits of Attending
deliver your regulatory submissions 1. Measure, monitor and benchmark your service’s productivity
2. Meet the challenges of managing eCTDs across multiple and financial performance
countries 2. Transform staff efficiency and effectiveness
3. Clarify regulatory ICH and local requirements 3. Plan and manage a productive healthcare workforce
4. Identify criteria of technically valid business dossiers, and 4. Redesign healthcare processes and pathways to be
learn how to mitigate invalid dossiers smoother and leaner
5. Consider future developments in the eCTD 5. Reduce the costs of every day consumables, common
medicines and high value medical devices
90 Tel: +971 4 408 2864

Healthcare Financial Management Healthcare Innovation & Change


Healthcare organisations must excel at many things. They In 2012, a team of researchers from Harvard Business School
must deliver a high level of quality and safety, excellent clinical interviewed the CEOs of some of the world’s most successful
outcomes and a superlative patient experience while remaining healthcare organisations. All of them agreed that being able
financially sustainable or profitable. Meeting this latter challenge to lead and manage change and innovation were vital to their
requires everyone with responsibility for managing money in a success, yet were among most healthcare managers’ weakest
healthcare organisation – whether in the public or the private areas of competence.
sector – to understand the essential tools and techniques of
good financial management. This certified course enables both clinicians and managers to
get to grips with the dynamic and complex subject of change.
IHLM’s Certificate in Healthcare Financial Management provides You will have your own change leadership style diagnosed,
comprehensive coverage of the fundamental concepts, models acquire a unique toolkit of over forty change management tools
and methods required for effective financial management and techniques, practice methods for encouraging staff to be
by both financial and non-financial managers in all types of more innovative, and discover how to embed staff expertise
healthcare organisation or service. Using case studies from and know-how within your organisation so that it doesn’t leave…
hospitals, clinics, surgical centres and healthcare systems this even if they do!
course delivers the skills, knowledge and competences that
will enable clinicians, managers and executives to make the Course Content
best possible decisions and take the most appropriate actions • The context for healthcare innovation and change
in practically every financial decision-making scenario they are • Step-by-step through the process of change
likely to face. • The change leader’s toolkit
• Innovation in healthcare
Course Content • Knowledge management in healthcare
• The fundamentals of healthcare finance
• Managing money in healthcare services and departments
HEALTHCARE
• Managing money in healthcare organisations
Who Should Attend
This is a highly practical and interactive course that will benefit
• Measuring, understanding and reducing healthcare costs everyone who wants to be able to lead change successfully
• Planning healthcare investments or encourage staff to come up with new ideas. The course
provides detailed coverage of what are truly essential tools and
Who Should Attend competencies and will be particularly relevant for –
This is a highly practical and interactive course that will benefit • Hospital and Healthcare Leaders and Managers
anyone who manages or controls money in a healthcare • Administrative and Operations Managers
organisation, service or department. It is an ideal course for • Medical and Clinical Chairs, Chiefs and Heads of
a Non-Financial Manager or Healthcare Professional who Departments
needs to learn tools and techniques for managing healthcare • Nurse Supervisors and Managers and those in allied health
costs, budgets and investments and for transforming financial professions
performance. It is also highly relevant to anyone who already • Anyone who wants to become an effective agent of change!
has financial expertise or qualifications and who is seeking
a course that provides specialist coverage of financial and Benefits of Attending
management accounting in a healthcare context. 1. Discover why change and innovation is vital to the success
of healthcare organisations
Throughout the course there are allocated timeslots allowing 2. Understand how, why and when people will change, and why
ample opportunities to practice the principles and techniques sometimes they won’t!
being taught using interactive exercises and case studies. 3. Review and practice over forty change management tools
4. Learn the latest best practices in healthcare innovation
Benefits of Attending 5. Use knowledge management tools to turn staff expertise
1. Discover how to diagnose the financial ‘health’ of your into a permanent organisational asset
healthcare organisation, service or department
2. Understand how to monitor and manage financial
performance and productivity with Key Performance
Indicators (KPIs)
3. Learn how to create and control departmental and
organisational budgets
4. Plan future investments and compare the costs and benefits
of alternative healthcare projects
5. Measure, understand and reduce healthcare costs using the
techniques that management consultants charge hospitals
millions of dollars for!
Healthcare Leadership & Management Healthcare Marketing & Medical
Tourism

Leadership in healthcare – whether it is frontline leadership This unique programme enables anyone involved in marketing,
in a hospital ward or strategic leadership in the boardroom promoting or advertising healthcare services, including those
– challenges both clinicians and managers to nurture a involved in facilitating medical tourism, to understand how and
culture committed to quality, safety and patient-centred care. why prospective patients choose a healthcare provider.
IHLM’s Certificate in Healthcare Leadership and Management
takes a uniquely evidence-based approach to developing the It provides comprehensive and holistic coverage of the entire
transformational healthcare leaders who can deliver these discipline of marketing in healthcare, with a particular focus on
outcomes. the emerging phenomenon of medical tourism. Highly practical
and relevant, the programme demonstrates in depth the tools
This popular five-day course provides both established and techniques with which healthcare facilities can develop
healthcare leaders and emerging ‘high potentials’ with insights and implement marketing plans capable of transforming their
through which they can better understand themselves, their reputation and success.
organisations, the people they lead and the services they deliver.
Throughout the programme there are allocated timeslots
The course explores the leadership practices and techniques allowing ample opportunities to practice the principles and
that are proven to deliver high-performing healthcare teams and techniques being taught using interactive exercises and case
organisations. studies.

• Managing yourself and developing as a healthcare leader – The programme is divided into five modules and includes
developing your leadership qualities and personal impact detailed instruction in:
• Leading and managing others – by building motivated high • An introduction to Healthcare Marketing & Medical Tourism
performing teams – How effective marketing can raise demand and drive it to
HEALTHCARE
• Leading and managing healthcare services and your healthcare facility

organisations – to deliver high quality, safe, patient-centred • Understanding and exploring patient needs and preferences
care • Developing a marketing plan – A strategic blueprint for
attracting and retaining patients
Who Should Attend • Implementing a marketing plan – Using a ‘marketing mix’ to
This course will enable you to refine a set of personal leadership position your healthcare facility in the minds of patients
skills that can transform your impact and are based on the best • Advertising your healthcare services – Using mass and
available research evidence of the leadership practices that are personal communications to grab and keep patients’
proven to deliver high quality, safe and patient-centred care. It attention
will therefore benefit both established and emerging healthcare
leaders at all levels, including those who are working in positions Who Should Attend
of professional or clinical leadership as well as staff who are This programme has been designed for anyone who is involved
leading managerial or administrative functions in healthcare in marketing, promoting or advertising healthcare services,
services and organisations. including those involved in facilitating medical tourism.
It will be especially useful for:
Benefits of Attending Healthcare Marketing, Communications, Advertising and PR
1. Develop your leadership qualities Managers
2. Transform your personal influence and impact Directors, executives and managers from large healthcare
3. Motivate and engage healthcare staff organisations
4. Build high-performing healthcare teams Owner-managers of independent hospitals, health centres and
5. Deliver high quality, safe, patient-centred care clinics
Policy-makers and planners from health ministries and
authorities
Marketing consultants and advisers
1. Discover how effective marketing can raise demand and
drive it through the doors of your healthcare facility
2. Develop and implement a marketing plan that attracts and
retains patients
3. Learn how to use mass and personal communications to
grab patient’s attention
4. Use inbound marketing and social media to position your
healthcare brand
92 Tel: +971 4 408 2864

Healthcare Marketing, PR & Healthcare Mini MBA
Communications

This course will enable healthcare managers and professionals This five-day course immerses participants in the same
from all types of healthcare organisation to discover and learning culture and environment as they would encounter in
apply the tools and techniques of strategic marketing within a world-ranked business school and uses Harvard Business
healthcare. By the end of the course you will be able to create School’s famous ‘Case Method’ to apply the core business and
a compelling strategic marketing plan for your healthcare management principles taught by the leading MBA programmes
organisation, understand how to effectively segment and target to the challenges of managing and leading healthcare services
your healthcare market, position your organisation in the minds and organisations.
of your customers and optimise the impact of your advertising
and communications. For 2016, the course provides insights into both the
fundamentals of healthcare management and the latest thinking
on how healthcare organisations can become more competitive
Course Content and deliver better value for patients.
• An introduction to marketing in healthcare
• Healthcare market research techniques The course format mixes high energy teaching sessions
• The healthcare marketing mix with dynamic, team-based activities that provide a forum for
• Advertising and communication in healthcare discussion, debate and social networking with peers from
across the Middle East – sharing experiences and collaborating
Who Should Attend to solve the business and management dilemmas faced by the
This course has been designed to enable general healthcare region’s healthcare leaders on a daily basis.
managers and all types of clinicians to build their confidence
and effectiveness when marketing, advertising and promoting Course Content
their healthcare organisation. It will be especially useful • Planning and executing healthcare strategy
for hospital marketing, communication, advertising and PR • Healthcare marketing and customer relations
managers and owner-managers of independent hospitals, clinics
HEALTHCARE
• Managing people and their performance
and practices. • Managing financial resources
• Leadership and change
1. Develop deep insights into the region’s healthcare Who Should Attend
marketplace and the needs and wants of your patients and This programme has been designed for any healthcare
customers manager or leader who wants to advance their business and
2. Understand how to effectively segment and target your management acumen, including those who:
customers and markets • Are curious about taking an MBA or a master’s degree in
3. Create a compelling marketing plan for your healthcare healthcare management and want to experience what it’s
organisation really like
4. Optimise the impact of your advertising and • Want to know how the core MBA body of knowledge can be
communications to deliver increased revenues and applied to healthcare
enhanced patient loyalty. • Need to cover all the essentials of healthcare management
in one concise and comprehensive course

On this course, you will master the fundamentals of:
1. Strategy, competition and innovation in healthcare
2. Healthcare marketing and the patient experience
3. Operations management: delivering quality and performance
4. The high-performing leader and their team

Healthcare Operations Management Healthcare Quality & Performance
Improvement

Excessive waiting times, lack of coordination among different More and more healthcare staff are becoming involved in quality
departments, duplicate entry of personal information in multiple and performance improvement – the process of continually
forms, unfriendly and poorly designed facilities and a general evaluating existing processes of care and developing new
lack of customer service are attributes often observed in standards of practice. It is therefore a core competency that
healthcare organisations. While outcome data suggests that the every healthcare manager and clinician must understand and
quality of clinical care is improving for most types of treatment, practice if they are to have credibility and real impact: be they
the quality of patients’ actual experiences of healthcare in primary care clinics, acute hospitals, specialist centres of
environments has not kept pace. excellence, occupational health departments or regulatory
bodies.
Choosing the most effective treatment is therefore not always
the most important healthcare decision. Equally challenging can The IHLM Certificate in Healthcare Quality & Performance
be decisions about how to bring together caregivers and the Improvement enables you to differentiate yourself as a quality
resources they need in the right way so that the right care can be leader. It demonstrates your capability in data analytics,
delivered at the right place, and the right time, every time. Doing performance improvement, risk management, patient safety and
this properly is the work of healthcare operations management. much more.
Excellent operations management skills are vital for providing In just one week in Dubai, this course will provide you with the
safe, effective, efficient, affordable care. This certified IHLM 30 CME/CPD accredited hours of instruction required to receive
course will guide you through the principles of modern the IHLM Certification. It will also enable holders of the Certified
operations management and show you how to apply Professional in Healthcare Quality (CPHQ) qualification – and
contemporary techniques, such as ‘Lean Thinking’, to deliver true those who aspire to it – to fully meet the requirements for
operations excellence in your healthcare setting. recertification or prepare for examination through detailed and
comprehensive instruction in all elements of the CPHQ syllabus.
HEALTHCARE
Course Content
• Principles at the heart of practice Course Content
• Diagnosing operations management problems • Quality leadership – and the strategic and operational roles
• Managing healthcare projects it entails
• Interventions that work • Information management – including design and data
• Enhancing healthcare operations collection, measurement and analytics, and communication
• Performance measurement and improvement – including
planning, implementation, evaluation and training
Who Should Attend • Patient safety – managing risk and nurturing a safety culture
This is a highly practical and interactive course that will benefit
everyone involved in day-to-day operational management in a
healthcare organisation. It covers what are truly essential skills Who Should Attend
and will be particularly relevant for: This is a highly practical and interactive course that will benefit
• All Hospital and Healthcare Managers anyone who needs to be able to lead quality and performance
• All administrative and operations staff improvement activities in a healthcare organisation, or to
• Chairs and Heads of Departments participate in them. It will be very relevant to:
• Nurse Supervisors and Managers • All healthcare staff, whether in clinical or administrative roles
• All staff involved in patient admissions, appointments and • Everyone involve in quality or performance improvement
registrations activities
• Quality, Risk and Patient Safety Managers
• Clinical and Medical Directors and heads of department
Benefits of Attending • All nurse supervisors and managers and those in allied
1. Discover the principles and techniques through which health professions
operations management excellence is achieved in healthcare • Anyone with a passion for quality in healthcare!
organisations
2. Learn how to diagnose and solve operations management
problems Benefits of Attending
3. Review best practice in healthcare project management 1. Discover how to plan and lead quality improvement projects
4. Practice strategies for improving patient flow and supply 2. Learn how to inspire and influence others to transform
chains, matching capacity and demand, and controlling performance
queues 3. Learn new ways to make your healthcare organisation a
5. Understand how to transform operations in clinics, wards safer place for both patients and staff
and emergency departments

94 Tel: +971 4 408 2864

Healthcare Strategy & Strategic Healthcare Supply Chain
Planning Management
Certificate Partner: IHLM/CPD UK Certificate Partner: IHLM
Credits: 30 CPDs

Healthcare managers play a critical role in both formulating and The pressures on healthcare supply chains are changing. In the
delivering strategic plans – and this role is no longer limited to past, a hospital that managed its purchasing costs well could
just top managers and leaders. Both healthcare professionals operate efficiently. Today, the cost of materials management
at the frontline of care delivery, as well as non-clinicians in can exceed 35 percent of a hospital’s operating budget, with
vital administrative roles, are also expected to understand the nearly 20 to 25 percent attributable to supply costs alone.
strategic position of their organisation or department, write
business cases for new services or projects, make sense of a This course will show you how you can achieve substantial
complex and changing healthcare environment, interpret and benefits by not only changing purchasing practices, but also
adjust their organisation’s strategy and champion new ideas. by improving how you manage your labor force, supplies,
equipment and facilities. With nearly 80 percent of total hospital
This course will enable professionals from all types of healthcare expenses accounted for in patient care costs, the impact of this
organisations and services to understand their current strategic course for hospitals and other healthcare organisations can be
situation, formulate new strategies, and then deliver them truly significant.
successfully. Using case studies from hospitals, clinics and
healthcare systems, this interactive course will show you how to Course Content
deliver plans that can improve your organisation’s performance, • Planning demand and supply in the healthcare supply chain
determine its future direction, help introduce new services, • Planning and managing inventories in the healthcare supply
optimise resource allocation, meet regulatory or accreditation chain
requirements or simply deliver your current vision and mission. • Designing a healthcare supply chain and transportation
network
Course Content • Managing the cross-functional drivers in a healthcare supply
• Understanding your strategic position – by analysing your chain
strengths and weaknesses, and the opportunities and
HEALTHCARE
threats you face Who Should Attend
• Formulating your strategy – by evaluating and choosing This course will benefit all healthcare staff who are involved in
properly from the available options managing their healthcare organisation’s supply chain.
• Making strategy happen – through the practical tasks that
have to be undertaken in order to actually implement a
strategy or strategic plan successfully Benefits of Attending
1. Align your supply chain strategy to your healthcare
organisation’s long term goals
Who Should Attend 2. Optimise your demand forecasting and reduce costs with an
This is a highly practical and interactive course that will benefit easy-to-use six step forecasting process
anyone who needs to be able to plan and direct the strategy of a 3. Reduce cycle inventory levels without increasing costs or
healthcare organisation, to participate in the strategic planning harming product availability
process, or to develop a strategic plan for their own division, 4. Leverage ‘cross-functional’ drivers – sourcing, pricing and
department or service. The course provides detailed coverage information – and put them to work to improve co-ordination
of what are truly essential tools and competencies. It will be and efficiency in your hospital’s supply chain
particularly relevant for:
• All healthcare leaders and managers, whether in clinical or
administrative roles
• All medical and clinical chairs, chiefs and heads of
departments
• All nurse supervisors and managers and those in allied
health professions
• Anyone who wants to become an effective strategic planner!
1. Learn how to write compelling business cases and strategic
plans that get your healthcare service or project funded
2. Master the essential skills for formulating and executing
strategy in healthcare organisations
3. Understand how to choose and implement the best strategy
for future success

Introduction to Pharmacovigilance Lean Green Belt for Healthcare
Professionals
Certificate Partner: PTI/CPD UK
Credits: 18 CPDs

Pharmacovigilance and risk management are essential for drug Lean is a philosophy aimed at eliminating waste. Waste is all
safety. It is really important that pharmaceutical companies are things that do not add value. Lean mostly aims at reduction of
fully aware of drug safety. Drugs found to be unsafe could lead lead time.
to huge financial cost if drugs are recalled from the market and
costly litigation. Successful implementation of Lean thinking improves quality,
patient satisfaction, employee satisfaction and lowers cost.
This course will review the regulatory environment in which you Lean management leads to a substantial improvement of
operate and will guide you through the requirements. You will performance.
be given the chance to work on case study exercises to produce
practical advice and develop adequate strategies to handle Implementing Lean management is not a very complicated
reporting requirements. technical thing. It does require profiled training and professional
facilitation. In general, it requires quite different thinking.
If you need to gain in-depth knowledge on the best way to collect And change management plays a role. For successful
and report adverse events and safety data and manage risk, implementation of Lean support from management, employees
then this is the course for you. Its format will provide you with and speaking the same language is of crucial importance.
the key skills and knowledge needed to operate a fast, effective
drug safety programme. Course Content
• Introduction to lean
Course Content • Benefits
• The pharmacovigilance system • Lean vision
• Management and reporting of adverse events • Features of outstanding service organisations
• Periodic safety update reports • Lean people: characteristics of “lean people”
• Signal detection • Lean elements, rules and tools
HEALTHCARE
• Risk management systems • Eliminating waste

• Risk management planning • Value
• Implementation of risk minimisation measures post • Value stream mapping
authorization studies • Root cause analysis
• Evaluation of effectiveness of risk minimization • Kaizen (rapid team problem solving) and process mapping
• PV audits and inspection • Visual workplace
• 5s (workplace organization)
Who Should Attend • Lean metrics
Suited to those who have entered this field in the past • Selection and running of projects
two years and who need to develop an understanding of
pharmacovigilance, such as: Who Should Attend
• Drug Safety / Pharmacovigilance Staff Department Managers, Functional Managers, Divisional
• Regulatory Affairs Staff Managers and Business Managers who are responsible for
• Anyone wishing to build or update their knowledge on a part of the organisation and see opportunities to start up
adverse event reporting and drug safety information new improvement projects and want to be Lean Green Belt in
• Clinical Development Staff healthcare. Quality Managers who also see the power of Lean
• Clinical Research Organisation Staff can be applied in their Healthcare organisations and want to be
Lean Green Belt in healthcare.
1. Effectively monitor your drug safety profile and avoid Benefits of Attending
inspection findings 1. Successfully deliver Lean projects in your department
2. Manage risk and post-marketing issues that can adversely 2. Assist your organisation to radically improve its performance
affect your drug sales revenue 3. Be ready for Certified Lean Healthcare Black Belt program
3. Identify and follow up the key signals over time and take
corrective and preventive action
4. Regulatory requirements: What are the local and Global
requirements?
5. Compile and present key information in your adverse event
reports in a clear format and reduce errors of interpretation
6. Prepare PSURs – when and how to change
96 Tel: +971 4 408 2864

Transforming the Recruitment &
Retention of Healthcare Talent
Certificate Partner: IHLM
Course Overview
In the Middle East there is an acute healthcare talent crisis.
Employment is growing faster in healthcare than in any other
industry sector in the Gulf yet there are critical shortages of
clinical leaders, high staff turnover rates and serious difficulties
in finding and holding on to physicians, nurses and managers.
Through a mixture of classroom-based lectures, real-life case

studies and peer-to-peer collaboration this course will show
you how to transform your organisation’s ability to attract,
recruit and retain healthcare staff through better workforce
management.
Course Content
• Aligning your HRM strategy with your strategic mission and
vision
• Finding and acquiring healthcare talent
• Retaining and engaging healthcare talent
• Developing healthcare talent
Who Should Attend

This course has been designed specifically for healthcare
executives, managers and clinical leaders at all levels who want
HEALTHCARE
to take their strategic Human Resource Management skills to
the next level.
1. Discover simple, easy-to-use practices that will help you win
the war for healthcare talent
2. Develop and sustain a high-performing healthcare workforce
using competency frameworks from the world’s most
progressive healthcare systems
3. Retain and engage healthcare staff by understanding what
motivates them and drives their loyalty
4. Create a leadership legacy using succession planning to
identify and fill the roles that are critical to organisational
success
HR
HUMAN
RESOURCES
+971 4 408 2864

www.informa-mea.com
HR
HUMAN
RESOURCES
Table of Contents
Budgeting & Budget Control of the HR Function/Effective Manpower Planning.............................................................................102

Building the HR Business Case.........................................................................................................................................................................102
Certificate in Developing HR Policy Manuals ............................................................................................................................................103
Certificate in Finance for Strategic HR .........................................................................................................................................................103
Certificate in HR Administration ....................................................................................................................................................................104
Certificate in HR Audit ........................................................................................................................................................................................104
Certificate in HR Metrics & Workforce Analytics .......................................................................................................................................105
Certificate in HR Policies & Procedures ........................................................................................................................................................105
Certificate in HR Skills I .....................................................................................................................................................................................106
Certificate in HR Skills II ...................................................................................................................................................................................106
Certificate in HR Strategy .................................................................................................................................................................................107
Certificate in Strategic HR: Delivering Business Results ........................................................................................................................107
Developing & Implementing a Dynamic HR Strategy................................................................................................................................108
Employee Performance Management Using KPIs......................................................................................................................................108
HR Boot Camp: Meeting Business Needs.......................................................................................................................................................109
HR for Directors & Senior Managers................................................................................................................................................................109
HR Governance ...................................................................................................................................................................................................... 110
The HR Professional ............................................................................................................................................................................................ 110
HUMAN RESOURCES
Talent Management: The Key to Organisational Success ........................................................................................................................111
SHRM – Master’s Certificate in Human Resource Management............................................................................................................111
SHRM Course 1 – Strategic Workforce Planning/HRD................................................................................................................. 112
SHRM Course 2 – Creating a Talent Acquisition Strategy/Succession Planning............................................................... 112
SHRM Course 3 – Total Rewards/Employee Engagement & Relations................................................................................... 113
SHRM Course 4 – Your Role as the HR Business Partner/Strategic HR................................................................................. 113
101
Budgeting & Budget Control of the Building the HR Business Case
HR Function/Effective Manpower
Planning
Certificate Partner: SHRM

This course will provide delegates with the skills needed to This course will provide basic financial analysis and planning
fully understand the costs involved with HR that allow them tools and techniques, including understanding financial
to present a realistic case to management. It will feature case structures and responsibilities, how to read, understand and
studies, business simulation and practical group exercises to use financial statements and be able to pull this information
show delegates how to prepare, monitor and control the HR together to build the HR business case.
budget and, most importantly, understand the link between
organisational finance and HR budgets. You will also learn some basic strategic planning tools to be
able to understand the company’s market position. You will
The course will involve working in pairs and in teams on also be able to use your corporate strategy to build your HR
case studies together with practical exercises from leading business case for the resources and initiatives that HR wants to
organisations in the Gulf region to gain real hands-on experience implement.
of the budget process.
We also aim to build your individual competence so that you
can ask the right business and financial questions and talk the
Course Content same commercial language as the management team. This will
• What is a budget? ensure you build your credibility and that of the HR function and
• The purpose of budgets you are seen as a major contributor to business success.
• Components of an HR budget
• Building an HR budget
• Budget metrics for HR Course Content
• Measuring financial performance • Key financial statements
HUMAN RESOURCES
• The role of manpower planning within an effective • Structure of accounts

organisation • The income statement and balance sheet
• Developing a manpower plan • Measuring financial performance
• Understanding the link between manpower plans and • Earnings before Interest, Tax, Deprecations and Amortisation
business financial plans (EBITDA)
• Manpower planning and the requirements of localisation • Earnings Per Share (EPS)
• Manpower planning and technology • How to create value – Return On Investment (ROI)
• The role of human resources in manpower planning • Budgets, strategic planning and analytical tools
• The successful manpower plan • Developing an HR department budget
• Strategic tools including SWOT analysis, PESTLE, and
situation analysis
Who Should Attend • Customers, competitors and competitive advantage
These courses have been specifically designed for all HR • Building the HR business case
professionals responsible for the budgeting and/or manpower • Presenting the business case
planning of their organisations, including:
• HR Managers and Directors
• Manpower Planning Managers Who Should Attend
• HR Officers and Supervisors • Mid-level HR professionals with three to seven years of HR
• HR Analysts experience
• Career Development Managers • HR professionals who need a greater understanding of the
• Heads of HR drivers of business performance
• HR Specialists • HR professionals who want to communicate with business
• Training Managers leaders around financial metrics
• Personnel Managers • HR professionals who support business leaders
• Administration and Office Managers • HR managers, directors and vice presidents responsible for
working with business leaders
1. Identify the key components and cost factors in HR and build Benefits of Attending
an effective HR budget 1. Understand the financial value of HR and demonstrate how
2. Develop advanced professional budgeting techniques which HR positively impacts corporate performance
will help you manage and forecast effectively 2. Develop a business case using financial data efficiently
3. Build, monitor and control your HR budget and understand 3. Understand financial ratios to analyse HR costs and build an
how it links to organisational finance HR business case
102 Tel: +971 4 408 2864

Certificate in Developing HR Policy Certificate in Finance for Strategic HR
Manuals

This course will cover the fundamentals of HR policy This course will provide valuable insights into the corporate
development from strategy alignment through to policy financial structure, key financial responsibilities and financial
identification and implementation. statements. Components of the balance sheet and income
statement will be described and analysed to gain insight into
You will learn how to understand organisation culture to ensure company performance.
that policies are used as a strategic alignment tool – not a
policing mechanism. With an understanding of the financial side of business, you can
gain valuable insight into your own company’s strategy and can
You will be equipped to carry out an in-depth analysis of your make your HR department an indispensable component of your
organisation’s HR policy and to benchmark your policies against organisation. A combination of regional and international case
current best practice and latest thinking. studies and examples will be incorporated into the course.
This course will situate HR policy in the current economic Course Content
climate and look at ways in which HR can contribute towards • Financial information
your organisation’s sustainability. • Key financial statements
• Measuring financial performance
Course Content • The HR department budget
• Fundamentals of policy development • Creating value
• Developing a content outline for a policy manual
• Designing and shaping an HR policy Who Should Attend
HUMAN RESOURCES
• Stakeholder involvement • Mid-level HR professionals with three to seven years of HR
• How to ensure line managers buy-in through good experience
communication • HR professionals who need a greater understanding of the
• Recent policy developments drivers of business performance
• Confidentiality and controlling access • HR professionals who want to communicate with business
• Dealing with sensitive areas of HR policy leaders around financial metrics
• How the relationship between employer and employee (the • HR professionals who support business leaders
psychological contract) has changed • HR managers, directors and VPs responsible for working
• HR policy developments in a downturn with business leaders
• Identifying organisational needs
• Developing solutions
• Policy changes and amendments Benefits of Attending
• Policies for specific strategic initiatives 1. Describe how a business operates and define key financial
• Developing a supporting user-friendly HR manual terms and concepts
2. Determine how to build an HR budget
3. Describe the link between financial measures and
Who Should Attend shareholder value
All HR practitioners responsible for policy development and
implementation, as well as those responsible for employee
relations and supervision, HR policy development and
analysis, HR advising – policy training and development, HR
and personnel administration, organisational change and
transformation.
1. Develop skills and expertise to produce clear and coherent
policy documents
2. Understand the importance of HR policy and where it fits
into your organisation
3. Compare your current policy and handbook design with best
practice
4. Evaluate and monitor the effectiveness of your policy


Certificate in HR Administration Certificate in HR Audit

HR Administrators often function as the first point of contact for Often in assessing a company’s business practices and legal
employee enquiries and requests. This course provides a “best compliance, the emphasis is on the company’s financial records.
practice” approach to key administrative activities and on the It is equally important, however to assess HR policies and
practical application of key HR administrative activities. practices.
The Course Leader will provide you with the insight, This workshop will take you through the various phases of an
knowledge and skills to manage potentially sensitive issues HR audit, starting from the “Data Collection” phase all the way
and situations with tact, discretion and confidence. Gain an through to the often neglected “Action Planning” phase.
overall understanding of Human Resources, as it relates to
an organisation’s goals and strategic objectives. You will also The process is similar to one that an HR consultant might use
examine the issues of Human Resources Management and its in conducting a standard HR audit. However, the structure and
various functions, activities and processes. presentation of the process will allow you to perform the audit
yourself.
Course Content
• The role of HR administration in your organisation Course Content
• Bringing creativity to the HR administration role • Audit initiation
• Advantages and disadvantages of HR systems • HR strategic management
• Developing a “can do” attitude for your customers • Workforce planning and selection
• The stages of recruitment and record keeping • HRIS and metrics
• Stage one: Why should anyone want to work for your • HR facilities and equipment
organisation? • HR organisation
HUMAN RESOURCES
• Stage two: Job analysis • Audit preparation

• Stage three: Things to do before and during the interview • Ranking audit categories (pre-audit)
• Stage four: Interviewing skills • Audit execution
• Stage five: Record keeping for recruitment • Developing an audit plan
• Orientation, training and performance appraisal • Selecting the audit team
• Developing training databases and building a resource library • Collecting data and gathering information
• Developing interpersonal and effective (face-to-face) • Evaluating responses
communication skills • Analysing and benchmarking findings
• How to use feedback to create awareness and growth • Audit closure
• Emotional intelligence (EI) and how to use it to give a great • Reporting outcomes
service – Questionnaire
• The power of positive thinking Who Should Attend
• HR Generalists
Who Should Attend • HR Specialists
This course is especially designed and developed for HR • HR Section Heads
professionals requiring specialised knowledge and skills. The • HR Department Managers
course is intended for individuals who are either new or have • OD Specialists
little experience in HR, but have a keen interest in developing a
career in the Human Resources profession. HR Administrators Benefits of Attending
and Assistants will certainly benefit from attending the course. 1. Investigate your HR policies and practices and identify and
prioritise gaps in your practices
Benefits of Attending 2. Measure the effectiveness of your HR procedures and
1. Deliver a high level of service to both the operational HR compare against your organisational objectives
team and the wider business 3. Ensure compliance with regulatory requirements whilst
2. Design and implement effective HR procedures and satisfying your business needs
administrative systems to support business needs and 4. Develop and conduct an HR Audit
deliver business results 5. Achieve and maintain world-class competitiveness in key HR
3. Provide administrative support concerning employee areas and understand the requirements for an ISO-certified
matters, ensuring alignment with company values and goals HR department
4. Produce all employment related processes including
recruitment, selection, training, sickness etc.
5. Develop your interpersonal communication skills so that you
can successfully deal with difficult situations
104 Tel: +971 4 408 2864

Certificate in HR Metrics & Workforce Certificate in HR Policies &
Analytics Procedures

HR professionals will learn how to drive organisational change This course will guide you to develop and implement HR P&Ps
around human capital activities by linking evidence based in your organisation. You will ensure that your employment
data to business strategy and performance. HR professionals contracts and HR manuals meet your business needs, whilst
will learn to apply HR analytics to a broad spectrum of human attracting, retaining, engaging and motivating employees. In
capital activities. an increasingly competitive employment environment, when
you want to attract and retain high performers, managing your
From facilitating outcome-based conversations, to interpreting employee relations and communications are increasingly critical
and benchmarking organisational results, this course provides and form part of your overall HR strategy.
HR professionals a hands-on experience that will help acquire
the confidence needed to build consensus and acceptance This course will cover the key areas of HR Policies and
around human capital measures that support operational goals. Procedures so that you adopt best practice to compete more
Practical equations and analysis of the context and how they effectively in the war for talent. You will learn how to improve
assist your business with supporting its strategies and ensure employee engagement whilst developing trust and fairness for
HR is perceived as a credible business partner and adding value both parties in the employer-employee relationship.
overall.
Course Content
Course Content • Terms and Conditions of employment (T&Cs)
• Introduction to HR metrics and workforce analytics • Human Resources Policies and Procedures (P&Ps)
• The SHRM Human Capital Analytics Model • Sensitive critical policy areas
• Assess and plan • Employment contracts
• Link and align • Policies and procedures to support wider HR strategies
HUMAN RESOURCES
• Identify and build • Human Resources manuals
• Implement and execute • Policies and procedures for international assignments
• Evaluate and enhance • Psychological contract of employment
• Organisation and HR impacts • Achieving Work-Life Balance
• Implementing HR Policies and Procedures
Who Should Attend • Review your manual
• Mid-level HR professionals with three to seven years of HR
experience Who Should Attend
• HR professionals who need a greater understanding of the This course is designed for everyone who requires either a
drivers of business performance generalist understanding or an in-depth knowledge of managing
• HR professionals who want to communicate with business HR Policies and Procedures, and terms and conditions of
leaders around financial metrics employment. HR Specialists and other HR Professionals at all
• HR professionals who support business leaders career levels working in the areas of HR Policies and Procedures,
employee relations, employee communications and personnel
Benefits of Attending administration will benefit from attending this course.
1. Describe the importance and potential uses of business
metrics and the role Human Capital Analytics play in Benefits of Attending
evaluating an organisation’s performance 1. Understand how HR Policies and Procedures fit into your
2. Utilise the HR and Workforce Analytics Model to better organisation and how they affect employee relations
link human capital results and activities to business 2. Increase business performance and employee effectiveness
performance through clear, fair and reasonable HR Policies and
3. Design a plan for gathering data and implementing human Procedures which help retain and motivate staff
capital measurement in your organisation 3. Align your terms and conditions of employment with your
remuneration strategy and develop detailed employment
contracts to improve employer branding and employee
engagement
4. Discover practical steps for developing an effective channel
of communication with all employees through your HR
Policies and Procedures Manual
5. Develop the skills and expertise needed to produce clear and
coherent policy and procedure documents


Certificate in HR Skills I Certificate in HR Skills II

The programme will move in a supportive learning atmosphere The programme will move in a supportive learning atmosphere
by looking at HR needs in various organisations as well as how by looking at HR needs in various organisations as well as how
to audit and evaluate HR, with an additional focus on strategic to audit and evaluate HR, with an additional focus on strategic
issues. You will examine the most up-to-date HR concepts issues. You will examine the most up-to-date HR concepts
which will help you to improve your performance, at the same which will help you to improve your performance, at the same
time enabling you to offer advice to managers regarding HR time enabling you to offer advice to managers regarding HR
operations. operations.
There will be time to examine leading edge thinking in HR across There will be time to examine leading edge thinking in HR across
a multitude of key topic fields. a multitude of key topic fields.
The programme will progress in steady steps, covering the The programme will progress in steady steps, covering the
technical areas of HR as well as some personal management technical areas of HR as well as some personal management
and supervisory training. You will leave this course fully and supervisory training. You will leave this course fully
equipped to excel in your role as a 21st century HR practitioner. equipped to excel in your role as a 21st century HR practitioner.

• Human Resources in context • Policies and procedures
• Defining the HR role today • Why policies change
• Leadership in HR • Policy changed and their effect in the workplace
HUMAN RESOURCES
• Motivation • Contents and suggestions for a basic policy document

• Competencies • Training and development
• Problem solving • Applying competency methods to training
• Reward • Training Needs Analysis (TNA)
• Improving communications – staff as customers of HR • Training and its impact on the bottom-line
• Audit of HR • Performance management
• Human Resource audit • Improving the Quality of Working Life (QWL)
• Recruitment and placement • Setting objectives and working to standards
• Pay and reward
Who Should Attend • Financial and non-financial reward
This programme has been specifically designed to provide • Total reward strategy
background in HRM for HR practitioners in all industries, as
well as those wishing to extend and update their knowledge in Who Should Attend
the basics of HRM and Human Resource Development (HRD). This programme has been specifically designed to provide
The first course is suitable for new entries to the HR profession background in HRM for HR practitioners in all industries, as
and the second course focuses on developing some of the well as those wishing to extend and update their knowledge in
themes highlighted in the first course. The second course is the basics of HRM and Human Resource Development (HRD).
most suitable for HR practitioners with two – three years of The first course is suitable for new entries to the HR profession
experience. and the second course focuses on developing some of the
themes highlighted in the first course. The second course is
Benefits of Attending most suitable for HR practitioners with two – three years of
1. Develop effective HR Policies and Procedures, based on a experience.
thorough understanding of HRM, and its impact on your
organisation Benefits of Attending
2. Discover the importance of training and development 1. Develop effective HR Policies and Procedures, based on a
activities and their impact on the bottom line of having the thorough understanding of HRM, and its impact on your
right staff, with the right skills, in the right place at the right organisation
time (and at the right cost) 2. Discover the importance of training and development
3. Examine the issues around performance management and activities and their impact on the bottom line of having the
its implementation to understand its links to organisational right staff, with the right skills, in the right place at the right
performance and the organisation’s bottom line time (and at the right cost)
3. Examine the issues around performance management and
its implementation to understand its links to organisational
performance and the organisation’s bottom line
106 Tel: +971 4 408 2864

Certificate in HR Strategy Certificate in Strategic HR: Delivering
Business Results

An HR Strategy is not just a document or PowerPoint that The purpose of the course is to enable HR professionals to align
is presented to the Board and then filed away; it is a vision, HR and organisational objectives, and create an implementation
roadmap and plan of action to deliver. Attracting and retaining plan for executing their strategy. This course will enable you to
good people is as much a challenge now, in the global recession, move from theory to practice, allowing you to not only garner an
as it was during the boom years. understanding of theoretical concepts but also understand how
to apply those concepts.
To attract and retain the best, you have to have all the required
HR practices and systems in place, you have to develop the right Through the use of case studies and class exercises, you
messages and help create a culture that will drive performance will learn how to leverage and create a wholly aligned
and excellence while managing costs. You cannot achieve Human Resource strategy and implementation plan for your
this by getting just the basic HR systems in place. You need organisation.
to develop an HR strategy that will be a roadmap for providing
employees with the right skills, motivation and attitude to Course Content
successfully deliver the business objectives. • Understanding organisational strategy
• Overview of organisational strategy
The course will outline how to develop an HR strategy taking • Strategic plan components and processes
into account both internal and external considerations. It will • Organisational metrics
show you how to develop frameworks on all the key areas of • Formulating an HR strategy
HR and an overall roadmap against which you can develop an • Major steps in creating an HR strategic plan
implementation and communication plan. • Talent acquisition
HUMAN RESOURCES
• Performance management
Course Content • Total rewards
• Managing HR in challenging times in the Middle East • Training and development
• Role of HR in business • Talent engagement
• Role of strategy in business • Creating and executing an HR implementation plan
• Carrying out an HR audit
• Business and cultural drivers Who Should Attend
• HR strategy framework • This course is intended for mid-level HR professionals who
• Building the HR strategy lead or support the development and execution of an HR
• Implementing the new HR strategy strategy
• Director-level HR professionals
Who Should Attend • HR professionals who are involved in (or lead) strategic
This course is for you if you are an HR director, manager or planning efforts
practitioner who wants to understand how to develop and • HR professionals with five to seven years of successive
deliver an HR strategy that meets business needs. levels of experience in the field

1. Design a business focused HR strategy, business case and 1. Define and describe organisational strategy
marketing plan 2. Recognise the major components of a good organisational
2. Carry out an HR audit and link HR and people needs with strategy
business requirements 3. Provide real-world examples of what effective organisational
3. Develop an HR function and identify the HR skills to deliver and HR strategies are comprised of
the HR strategy 4. Create an HR strategy that is linked to your organisational
4. Explore global best practice and how this can be applied strategy
in the Middle East, and design an implementation and 5. Develop an HR strategy implementation plan to execute your
communication plan to roll out the HR strategy strategy


Developing & Implementing a Employee Performance Management
Dynamic HR Strategy Using KPIs

Human resources input is key to managing business and This intensive training programme will provide both, managers
recessionary risk; it is the most important function of an and employees, with the knowledge, skills and best practice
organisation in today’s turbulent economy. Organisations need techniques for developing, deploying and managing KPIs and
proactive human resource strategies that ensure long-term setting targets at the employee’s level.
sustainability.
Participants will gain a comprehensive overview and technical
This comprehensive course provides insight, depth and background of the KPI mechanism and tools, specifying the
understanding into the principles, models and frameworks used types of employee KPIs and their various uses in measuring the
for developing and implementing an HR strategy that aligns with progress achieved on individual objectives.
organisational strategic objectives.
You will learn to recognise good and meaningful KPIs and how to
maintain a balanced measurement approach across cost, quality
Course Content and timeliness or other strategic core categories.
• Changing times and your HR strategy
• Strategic modelling You will have the opportunity to practice using tools for
• Strategic analysis monitoring KPI thresholds throughout the performance
• Analysing the environment year: actual vs. planned, including final interpretation of the
• Analysing resources and strategic capability employee’s end-of-year performance appraisal ratings.
• Analysing cultural and stakeholder expectations
• Identifying critical success factors
• Strategic choice Course Content
• Identifying strategic options – generic strategies • Organisational strategic context
HUMAN RESOURCES
• Identifying strategic options – alternative directions • Employee performance management context

• Evaluating options • Setting SMART objectives for employees
• Selecting strategy • Competency management and measurement
• Strategic implementation • Developing Key Performance Indicators (KPIs)
• Managing strategic change • Using KPIs in different performance contexts
• Organisational structure and design • Types of Key Performance Indicators (KPIs)
• Documenting Key Performance Indicators (KPIs)
• Setting employee targets
Who Should Attend • Target setting sources and approach
This course is designed for middle to senior level HR • Setting employee targets
professionals responsible for developing HR strategies, and for
contributing to organisational strategy, and who want to develop
their repertoire of strategy analysis tools and techniques. Who Should Attend
• Line managers, regardless of their field of expertise,
interested in measuring employee performance by using
Benefits of Attending • HR professionals, such as HR Consultants, HR Managers
1. Understand HR’s role in organisational strategy development or HR Associates will have exposure to a rigorous approach
and implementation and ensure that your organisation’s of developing, deploying and managing KPIs for individual
objectives and critical success factors are supported by a performance management
comprehensive, proactive HR strategy • Corporate professionals from Strategic Planning, Quality
2. Ensure your HR strategy is based on a detailed and Assurance and Business Process Improvement disciplines
comprehensive understanding of the environment through (who are involved in such a project) will gain the knowledge
sound strategic analysis and considered evaluation of required in order to understand the steps to be followed in
alternatives the implementation process of their projects
3. Successfully implement your HR strategy by managing the • Entrepreneurs, analysts and professionals from any field,
strategic change process appropriately interested in measuring employee performance, will acquire
the knowledge needed to understand how productivity is
impacted when appropriate measurement methods are
used and how that could help them improve the employee
engagement levels within their companies
1. Apply best practice techniques in developing KPIs
2. Allocate relevant and balanced KPIs for each objective
3. Apply KPI thresholds in employee performance reviews
108 Tel: +971 4 408 2864

HR Boot Camp: Meeting Business HR for Directors & Senior Managers
Needs

This is a certificate course introduced by SHRM. It is based Well run and well supportive HR is an integral part of a business,
on contemporary research and best practices conducted by making a direct contribution to efficiency and profit. To be on top
SHRM globally. It is a generalist programme that focuses on of the game, your HR needs to have the necessary management
the application of conceptual knowledge in everyday work. It is information and ready statistics to keep the business informed.
facilitated by certified SHRM-trained subject matter experts. Therefore, it is critical for senior management to understand
what HR should be doing for the organisation and what the
The aim of the course is for delegates to fully understand the management should be doing to facilitate effective HR.
five main domains of HR within the context of a value-added HR
model. This exclusive seminar for the C-suite and Senior Management,
covers relevant HR topics, providing solutions to questions
Course Content based around how to polish your organisation’s performance
• Overall roles, functions and importance of HR management to improve efficiency and bottom-line profit.
• Understand the screening process and the selection funnel
• Enhance turnovers and productivity at optimal costs The seminar offers an excellent opportunity to air views, network
• Develop an appreciation of stakeholders’ role and interest in and exchange ideas on how to truly understand the role of
talent acquisition and management HR and integrate it into the business and operations of your
• Awareness of critical legal frameworks that affect acquisition organisation.
• Apply structured analysis to need assessment, learning
objectives, program design and effectiveness assessment
• Appreciate the principles of learning styles, human Course Content
behaviour, competencies, knowledge, training methods and • Open Forum – An opportunity to set out, share and
HUMAN RESOURCES
development planning processes exchange views about HR in business today
• Principles of performance and its assessment • SWOT analysis of HR now
• Performance Management System (PMS) • What is HR and what should HR be achieving for your
• Conceptual framework behind compensation, benefit business?
structures and their application in the overall business • What do you want to see more of and what do you want to
see less of?
• Building your Corporate Brand
Who Should Attend • Your image is you – Perception is all
HR Boot Camp: Meeting Business Needs is designed for HR • What sort of place have you built for your employees to work
professionals with two to five years’ supervisory/managerial in?
level experience, typically in sectors like IT, ITES, banking and • Are your employees your best recruiters?
financial services, telecom, and retail. It is also ideal for those • Management’s role and interaction with HR throughout the
who have managerial roles, which require a high degree of life cycle of an employee
interface with line functions or businesses. Job titles include: • Identifying and retaining ‘deliverers’ – 80:20 principle
HR Manager, HR Business Partner, HR Advisor, HR Supervisor, • Additional concerns
HR Consultant. Alternatively, Operational Managers moving into • Preparing a ‘Way Ahead’ policy
HR who have little-to-no formal HR theoretical studies will also
benefit from this course.
Who Should Attend
Benefits of Attending Managers and Directors who wish to tear away the mystique of
1. Understand the difference between activity-based personnel HRM and learn how to profit through mutual cooperation with
versus outcome-based strategic Human Resources, and why HR.
outcome-based HR is a global best practice
2. Apply a structured analysis to assess learning needs Managers and Directors who wish to put some reality behind the
and objectives, and programme designs to ensure the over used phrase, ’Our people are our most important asset’.
effectiveness of your learning and development initiatives
3. Build awareness of the basic principles of performance, its
assessment and its development Benefits of Attending
4. Understand employee engagement, its framework and the 1. Integrate HR into your business to contribute to efficiency
role of HR and management in engaging employees and profit
2. Learn to use management information available from HR to
your advantage
3. Prepare a ‘Way Ahead’ plan to secure a Return on Investment
(ROI) from your HR
4. Meet and exchange views and ideas with like-minded
managers

HR Governance The HR Professional

The course has been designed to address traditional limitations This course will cover the complete Human Resources
to Human Resource Management (HRM) thinking. Management necessary to support an employee from before
joining the organisation until after departure.
HR Governance is a relatively new organisational practice which
is concerned with enabling the HR function to facilitate the • Building an ‘Employer Brand’
achievement of corporate strategic and operational objectives • Recruitment to include the use of competency-based
and performance outcomes, including corporate governance interviewing, an overview of psychometric testing and the
objectives, in a structured and systematic way. use of assessment centres
• Placement: Securing the ‘Five Rights’ – Person – Place –
Course Content Time – Role – Price
• Human Resource models and governance • Psychological contract
• Human Resource Management and the ethical organisation • Managing performance to secure a return on investment in
• Governance and the role of Human Resource management people
• Creating corporate codes of conduct • Learning and development
• Human resource and compliance • Management of change in HRM
• Human Resource management and intellectual capital • SWOT analysis – ‘HR in the Middle East today’
• Human Resource management and enterprise risk • Knowledge management, winning the ‘Talent War’ and
• Human Resource Adaptive Governance Model (HRAGM) succession planning
• Auditing the effectiveness of HRM
• HR’s central role in reward management
Who Should Attend • There will be case studies concerning; employee suggestion
The course is designed for middle to senior level HR Executives, schemes, building an employer brand and critical analysis
HUMAN RESOURCES
Managers and Directors in both public and private sectors. of a paper ‘The Management Challenge’ written by the
However as a significant management issue, it is also catering Course Leader.
for compliance Executives and Managers, Governance Officers
and Managers, including Senior Corporate Managers and
Official Company Officers, and Company Directors interested in Course Content
fulfilling their Corporate Governance obligations. • Human Resources in context
• Attraction – “Employer Brand’
• Recruitment
Benefits of Attending • Placement
1. Understand the concept of Human Resource Governance • Psychological contract
(HRG) and its contribution to achieving shareholders value • Discipline and grievance
2. Investigate strategic models of Human Resource • Performance Management (PM)
Management as sources of sustainable corporate strategic • Learning and development
advantage • Reward
3. Manage the strategic role of Human Resource Management • Change
in achieving Corporate Governance performance • Talent management
• Self-criticism

Who Should Attend
This programme has been specifically designed to provide a
background in Human Resource Management (HRM) for newly
appointed HR practitioners from all industries, as well as those
wishing to extend and update their knowledge in the basics of
HRM and Human Resource Development (HRD).
1. Establish a thorough understanding of Human Resource
Management (HRM) and its impact on your organisation
2. Learn how to develop and adopt effective Policies and
Procedures into your organisation
3. Discover the importance of training and development and
its impact on your organisation’s bottom line
4. Examine performance management and its links with
improving organisational performance
5. Participate in practical exercises to apply your learning
110 Tel: +971 4 408 2864

Talent Management: The Key to SHRM – Master’s Certificate in
Organisational Success Human Resource Management
Certificate Partner: SHRM Certificate Partner: SHRM
Course Overview Programme Overview

Succession planning is a key component for business success, SHRM is proud to launch its globally recognised, real-world,
enabling an organisation to recover when critical talent is lost. practitioner-based Master’s Certificate in Human Resource
An effective succession plan includes a focus on development, Management (HRM) in the Middle East. A comprehensive,
preparing individuals for future opportunities. Systematic experiential HR Certificate programme derived from the same
tracking is also critical. Body of Competency and Knowledge (SHRM BoCK™) used
to develop the world-renowned SHRM-CP™ and SHRM-SCP™
This interactive course forms a framework within which HR professional HR certifications.
professionals can create, develop and implement an in-depth
succession plan according to their organisation’s current and This Master’s Certificate is uniquely designed: no prerequisites
future needs. This allows the organisation to move from reactive are required, the learner can enter the programme at any time,
replacement planning to a proactive strategic solution. and there is an option to earn an Associate’s Certificate.
Delegates will also learn how monitoring, developing and Programme Content
retaining critical talent creates a positive impact on the bottom Level 2 – Strategic Workforce Planning/HRD
line. Level 4 – Creating a Talent Acquisition Strategy/Succession
Planning
Course Outline Level 6 – Total Rewards/Employee Engagement and Relations
• Understanding your organisation Level 8 – Your Role as the HR Business Partner/Strategic HR
• Workforce planning
• Employment branding Who Should Attend
• Recruiting
HUMAN RESOURCES
This comprehensive HR certificate programme is ideally suited
• Sourcing and targeting for:
• Interviewing • HR generalists or HR specialists
• Evaluation and selection • Individuals working in HR who lack a formal academic
• Onboarding and retention qualification in business or HR
• Metrics • Individuals considering transitioning into an HR managerial
• Understand the organisation and succession planning role
relationship • Individuals holding a professional HR or academic
• Developing and implementing a succession plan qualification acquired over 5 years ago
• Individuals who believe in competency-based, practical, real-
Who Should Attend world learning experiences
• Mid to senior-level HR professionals with three to 14 years of
HR experience Benefits of Attending
• HR professionals who need a greater understanding of the 1. Attain an HR qualification issued by the world’s largest HR
drivers of business performance association – SHRM
• HR professionals who want to communicate with business 2. Earn up to 60 Professional Development Credits (PDCs)
leaders around financial metrics towards SHRM-CP/SHRM-SCP re-certification
• HR professionals who support business leaders
• HR managers, directors and vice presidents responsible for
working with business leaders
1. Identify the importance of a talent acquisition strategy and
where it fits into the overall HR and business strategies
2. Recognise the importance and need for workforce planning
3. Appreciate the importance of organisational culture and its
impact on talent acquisition
4. Develop and implement a talent acquisition strategy
5. Define succession planning and ensure that your succession
plans align with and support the broader organisational
strategy, goals and objectives
6. Adopt succession planning approaches that meet the
specific needs of your organisation

SHRM Course 1 – Strategic Workforce SHRM Course 2 – Creating a Talent
Planning/HRD Acquisition Strategy/Succession
Planning
Level Overview Level Overview

The Strategic Workforce Planning module outlines a This level outlines a comprehensive, step-by-step approach
comprehensive, step-by-step approach to designing, to designing, implementing, administering, and maintaining a
implementing, administering, and maintaining an effective modern talent management and succession planning system.
strategic workforce plan. This module uses a real-world case
study capstone lesson to reinforce the learning objectives. Delegates will use a real-world case study capstone lesson to
reinforce the learning objectives.
The Human Resource Development module outlines a
comprehensive, step-by-step approach to analysing, designing, Level Content
developing, implementing, evaluating an effective Human • Understanding the organisational connection
Resource Development (HRD) strategy and plan which is also • Creating a staffing plan
aligned with both career and leadership development. • Employment branding
• Recruiting
Level Content • Sourcing and targeting
• Understanding the need for workforce planning • Interviewing
• Creating a business case for workforce planning • Evaluation and selection
• Supply and demand analysis • Understanding the organisation and the succession
• Gap analysis and solution design planning relationship
• Implementation and evaluation • Developing and implementing a succession plan
• Understanding the organisational connection • Onboarding
HUMAN RESOURCES
• Assessing organisational needs • Metrics

• Learning methodologies
• Development activities Who Should Attend
• Career development This comprehensive HR certificate programme is ideally suited
• Leadership development for:
• HR generalists or HR specialists
Who Should Attend • Individuals working in HR who lack a formal academic
This comprehensive HR certificate programme is ideally suited qualification in business or HR
for: • Individuals considering transitioning into an HR managerial
• HR generalists or HR specialists role
• Individuals working in HR who lack a formal academic • Individuals holding a professional HR or academic
qualification in business or HR qualification acquired over 5 years ago
• Individuals considering transitioning into an HR managerial • Individuals who believe in competency-based, practical,
role real-world learning experiences
• Individuals holding a professional HR or academic
qualification acquired over 5 years ago Benefits of Attending
• Individuals who believe in competency-based, practical, real- 1. Identify the importance of talent acquisition and where
world learning experiences it fits into the overall human resources and business
strategies
Benefits of Attending 2. Describe how to develop and implement a talent acquisition
1. Integrate workforce planning into the strategic plan of your strategy
organisation 3. Identify how to effectively source, interview, and evaluate
2. Describe the key steps to developing a strategic workforce candidates through interviewing, testing, and background
plan, including analysis, forecasting, strategy development investigations
and cost modelling 4. Describe succession planning and how it aligns and
3. Create or refine a framework for your organisation’s supports broader organisational and HR strategies, goals,
workforce planning strategy and objectives
4. Assess the Human Resource Development needs in your 5. Identify current and future organisational needs that are
organisation critical for success
5. Describe how your career development strategy links to
organisational needs
6. Describe the role of leadership development in your
organisation
112 Tel: +971 4 408 2864

SHRM Course 3 – Total Rewards/ SHRM Course 4 – Your Role as the HR
Employee Engagement & Relations Business Partner/Strategic HR
Level Overview Level Overview

The Total Rewards module encompasses direct and indirect Develop the necessary skills to become an effective HR business
remuneration approaches that employers use to attract, partner and maximise the value of HR in your organisation.
recognise, and retain workers. You will outline a comprehensive, Explore the positive impact of the HR business partner role and
step-by-step approach to designing, implementing, how the use of an HR business partner structure improves HR
administering, and maintaining a compensation system. services across an organisation.
Employee Engagement solidifies the connection and relations Enable HR to demonstrate value by contributing its perspective
among employee, manager, and the organisation’s mission, and expertise to development of the enterprise strategy, and by
vision, values, and goals. developing, implementing, and evaluating an HR strategy aligned
with the organisation’s goals, values, and tactics, as defined in
This module will help you enable HR to demonstrate value the enterprise strategy.
by understanding and leveraging the employer-employee
relationship from both, individual, and organisational Level Content
perspectives, developing effective strategies to address • Understanding the organisational connection to the HR
appropriate expectations for performance and behavior from business partner role
employees at all levels. • Developing business and financial acumen
• Developing an effective business case
Level Content • Building the business relationship with effective consulting
HUMAN RESOURCES
• Understanding total rewards skills
• Designing a compensation structure • Workforce analytics and the Balanced Scorecard
• Implementing, administering, and maintaining a • Understanding organisational strategy
compensation system • Formulating an HR strategy
• Incentive pay • Creating and executing an HR implementation plan
• Benefits
• The influence of culture on business Who Should Attend
• Connecting culture and employee engagement This comprehensive HR certificate programme is ideally suited
• Work-life balance and flexible work arrangements for:
• Ethics and values • HR generalists or HR specialists
• Total rewards for critical business needs • Individuals working in HR who lack a formal academic
• Total rewards communication qualification in business or HR
• Individuals considering transitioning into an HR managerial
Who Should Attend role
• HR generalists or HR specialists • Individuals holding a professional HR or academic
• Individuals working in HR who lack a formal academic qualification acquired over 5 years ago
qualification in business or HR • Individuals who believe in competency-based, practical, real-
• Individuals considering transitioning into an HR managerial world learning experiences
role
• Individuals holding a professional HR or academic Benefits of Attending
qualification acquired over 5 years ago 1. Identify key leadership skills for HR Business Partners
• Individuals who believe in competency-based, practical, 2. Demonstrate business acumen and an understanding of the
real-world learning experiences financial drivers of company performance
3. Align your recommendations with the strategic direction of
Benefits of Attending the organisation
1. Identify compensation and non-compensation elements of 4. Create an HR strategy that is linked to an organisational
total rewards strategy, and HR strategy implementation plan in order to
2. Define job evaluation and its use to develop internally execute the strategy
equitable compensation systems
3. Identify the implications of using salary surveys to ensure
externally equitable and fiscally responsible compensation
systems
4. Describe voluntary and involuntary types of benefits and how
those are incorporated into a total rewards system
5. Define your engagement HR strategy based on
organisational vision and goals

HR
COMPENSATION
& BENEFITS
+971 4 408 2864

www.informa-mea.com
HR
COMPENSATION
& BENEFITS
Table of Contents
Certificate in Advanced Compensation & Benefits.................................................................................................................................... 118

Certificate in Compensation & Reward Management............................................................................................................................... 118
Managing Pay & Incentives for the Sales Force.......................................................................................................................................... 119
Managing Pay for Employees............................................................................................................................................................................ 119
Responsibilities of the Board & RemCo on Managing Pay ....................................................................................................................120
COMPENSATION & BENEFITS
117
Certificate in Advanced Compensation Certificate in Compensation & Reward
& Benefits Management
Certificate Partner:: CPD UK

Credits: 30 CPDs

Many organisations seek new and advanced ways to Fundamental components of compensation and reward
motivate and retain their top talent and best performers while management and HR are grade and basic salary structures, and
maintaining control on compensation budgets. This requires these are often taken for granted. Rather than make changes,
new approaches for highly selective compensation practices to HR and reward professionals try to fit the ever changing needs
balance the short-term need to manage costs and meet growth of their employees into a system that may not have been
objectives with the long-term imperative to retain key performers reviewed for many years.
and grow potential talent.
This course will touch on all areas of compensation and reward
The aim of this advanced course is to enable delegates to get management, including grading structures, salary structures
a better understanding of the latest advanced best practice and payscales, allowances, pay reviews, bonus and incentive
approaches for performance-related-pay and retention plans. schemes, benefits and non-financial reward opportunities such
You will get practical guidance to achieve better business results as recognition and retention schemes.
through an effective approach to designing pay-for-performance
remuneration plans, including both SIPs (Sales Incentive Plans) It will provide delegates with the information and guidance to
and LTIPs (Long-Term Incentive Plans). ensure their salary and grading structure meets business needs,
while allowing the company to attract and retain employees in
Course Content an increasingly competitive market.
• Advanced concepts for Pay-For-Performance (P4P)

• Managing performance ratings and performance distribution Course Content
curves • Defining a pay policy for employee compensation
• Managing the annual merit-pay review process and linking • Matching pay structures to organisational objectives
salary reviews with performance • Developing grading and salary structures
• Retention programmes to retain top performers • The role of job evaluation and salary surveys
• Sales Incentive Programmes (SIPs) and schemes • Integrating pay structures with other HR initiatives
• Understanding the different types of sales employees • Implementing new grading and salary structures
• Managing the risk-reward ratio and understanding employee • Managing performance and linking pay with performance via
motivational psychology merit pay
• The importance of “build-up” and “pay-out” • The role of variable pay schemes
• Designing scheme rules and terms-sheets for SIPs • The role of recognition programmes
• Long-Term Incentive Plans (LTIPs) and Executive
Compensation Who Should Attend
• Types of LTIPs (cash or equity, including share-options and This course is designed for all everyone who requires an in-depth
share-gifts) knowledge of working with, and managing, salary structures and
• Understanding the impact of LTIP awards on share dilution reward issues, including all professionals who work in human
(the 10-10 rule) resources at all career levels and all specialists who work in
compensation and benefits.
Who Should Attend
This course is designed for everyone who requires an in-depth Benefits of Attending
advanced knowledge of working with and managing salary 1. Increase your business performance and employee
structures and compensation and reward issues, including effectiveness through implementing reward systems that
both HR generalists and Compensation and Benefits (C&B) attract, retain and motivate staff
specialists, and professionals who work in HR at all career levels. 2. Align basic salary structures, grades and reward systems to
a business’ objectives and human resources strategy, and
Benefits of Attending discover practical steps to implement a grading system with
1. Increase your business performance and employee a basic salary structure and pay scheme or update existing
effectiveness by implementing advanced compensation and structures
reward systems that attract, retain and motivate staff 3. Find practical solutions to your own reward issues and
2. Discover practical steps to implement advanced challenges through analysis of case studies and interactive
compensation techniques for market pay benchmarking, course and clinic discussions
managing pay-for-performance, SIPs (Sales Incentive Plans)
and LTIPs (Long-Term Incentive Plans)
3. Develop solutions for your compensation and reward
issues and challenges based on practical case studies and
interactive course and clinic discussions
118 Tel: +971 4 408 2864

Managing Pay & Incentives for the Managing Pay for Employees
Sales Force

With many markets in the region aiming to invigorate and A fundamental part of being a manager is to manage the grades
motivate their sales force, many employers are facing a and basic salaries and bonuses of all employees, and these
challenge of aligning compensation and benefits for their sales skills are often taken for granted.
employees with business and revenue strategies.
The course will touch on all areas of managing pay for
The aim of this course is to enable you to get a better employees, covering all aspects of compensation, including
understanding of the latest and most effective best practice grade structures, salary structures and payscales, allowances,
approaches for managing the pay and incentives for all pay reviews, and bonus and incentive schemes.
employees in the sales department. You will receive practical
guidance to implement your own plans, and achieve better Course Content
business results in designing compensation techniques for your • Managing jobs and grades
employees in sales. • Setting goals and objectives, and understanding KRAs and
KPIs
Course Content • Understanding the role of Job Evaluations (JEs)
• The Golden Triangle of Reward Management – jobs, people • Managing pay and compensation
and performance, and pay markets • The four main ingredients for managing compensation
• Pay for sales employees • Understanding a pay strategy and pay philosophy

• The four ingredients for managing pay and designing • Managing performance and linking pay with performance via
compensation merit-pay
• Defining a pay strategy and pay philosophy • What motivates an employee?
• Benchmarking on “total cash package” and on each • Managing the three pillars of OCD – Objectives,
component – salary, bonus, allowances, etc. Competencies, Development
• Knowing when a sales employee is over-paid or under-paid • Conducting and managing the annual pay review process
• Sales Incentive Schemes (SIPs), Short-Term Incentive Plans • Managing bonuses and incentives
(STIPs), and bonuses • Types of variable pay schemes and current best practice in
• Managing the risk-reward ratio and understanding employee variable pay management
motivational psychology • Importance of build-up and then pay-out
• Setting performance targets – the “build-up” stage
• Expressing SIPs as a “percentage commission” scheme Who Should Attend
This course is designed for all Line Managers and Supervisors
Who Should Attend who manage the pay of their employees, and is suitable for
This course is designed for Line Managers who manage all levels of Line Managers ranging from VP/Director down to
employees involved in sales and selling, including Sales Manager/Supervisor. This course is suitable for all managers
Directors and Sales Managers, and professionals in the and professionals in all functions and across all departments
commercial or sales functions who manage the compensation who have a role to play in managing the compensation packages
packages and Sales Incentive Plans (SIPs) for an organisation’s and bonuses for the employees within an organisation.
sales force.
This course is also designed for anyone in the Human
This course is also designed for anyone in the Human Resources function responsible for the compensation packages
Resources function responsible for the compensation packages of employees in any department.
of employees in the sales department, including both HR
Generalists and Compensation and Benefits (C&B) Specialists. Benefits of Attending
1. Attract, retain, motivate and incentivise all categories of your
Benefits of Attending employees by implementing effective compensation and
1. Increase your sales and revenue performance and reward systems
effectiveness of your sales force by implementing effective 2. Understand grading structures, basic salary levels, bonuses,
compensation and reward systems that attract, retain, and rewards, to be able to manage your employees
motivate and incentivise your sales staff effectively
2. Discover practical steps for implementing a range of 3. Discover practical steps for implementing a range of
advanced compensation techniques including method advanced compensation techniques including methods
of market pay benchmarking, managing basic salary and of market pay benchmarking, managing basic salary and
compa-ratios, and tools for designing and managing Sales compa-ratios, and managing bonuses and incentives
Incentive Plans (SIPs)
3. Develop solutions for your own compensation and reward
issues and challenges for your sales employees based upon
practical case studies and interactive course discussions

Responsibilities of the Board &
RemCo on Managing Pay
Course Overview
The aim of this interactive seminar is to enable delegates to
get a clear understanding of the responsibilities for Board
Members and Remuneration Committee Members, and for
CEOs and Senior Management when it comes to issues relating
to Remuneration.
This seminar will examine in detail the five main areas that
the RemCo must scrutinise each year, and will help delegates
understand the technical issues that need to be approved, and
the pitfalls that need to be avoided. This workshop will give
practical guidance to enable delegates to implement their own
plans, and achieve better business results through a more
effective approach to managing remuneration, including the key
five concepts that should be approved each year.
Course Content
• Understanding and defining a pay strategy

• Understanding pay benchmarking and approving the pay
scales, allowances and benefits
• Managing and approving the “Annual Pay Review” and Pay-
for-Performance (P4P)
• Managing and approving bonuses and Short-Term Incentive
Plans (STIPs)
• Managing and approving Long-Term Incentive Plans (LTIPs)
Who Should Attend

This interactive workshop is specifically designed for Chairmen,
Board Directors, members of the Remuneration Committee
(RemCo), Company Owners, Institutional Shareholders, CEOs
, C-Suite Members, Senior Management (HR, Audit, Finance,
Compliance and Risk), and all Governance Professionals who
are involved with and contributing to the approval of policies and
practices relating to Pay, Compensation and Remuneration.
1. Understanding and defining a pay strategy
2. Understanding pay benchmarking, and approving pay scales,
allowances and benefits
3. Managing and approving the “annual pay review” and
Pay-for-Performance (P4P)
4. Managing and approving bonuses and Short-Term Incentive
Plans (STIPs)
5. Managing and approving Long-Term Incentive Plans (LTIPs)

120 Tel: +971 4 408 2864

HR
LEARNING &
DEVELOPMENT
+971 4 408 2864

www.informa-mea.com
HR
LEARNING &
DEVELOPMENT
Table of Contents
ATD Train the Trainer ..........................................................................................................................................................................................124

Certificate in Employee Training & Development.......................................................................................................................................124
Certificate in Learning & Development Coordination ..............................................................................................................................125
Certificate in Learning & Development Management...............................................................................................................................125
Consulting Skills Certificate..............................................................................................................................................................................126
Corporate Coaching Certificate ........................................................................................................................................................................126
Designing Learning Certificate ........................................................................................................................................................................127
Expert CoachTM Program.....................................................................................................................................................................................127
Improving Human Performance Certificate.................................................................................................................................................128
Learning Needs Assessment Certificate........................................................................................................................................................128
Master TrainerTM Program ..................................................................................................................................................................................129
Measuring Return on Investment of Training..............................................................................................................................................129
Preparing for the Certified Professional in Learning & Performance (CPLP) Exam........................................................................130
Preparing for the Associate Professional in Talent Development (APTD) Exam ............................................................................130
LEARNING & DEVELOPMENT
123
ATD Train the Trainer Certificate in Employee Training &
Development
Certificate Partner: ATD Certificate Partner: SHRM

Gain a practical, how-to overview of the entire training function. Employee development serves as a crucial component of
Through modelling of the best practices and latest techniques Human Resource development, a key functional area within the
in training delivery, discover the 4Ps of training: Purpose & HR body of knowledge. This course provides Human Resource
Assessment, Planning & Preparation, Presentation & Facilitation, professionals with the knowledge, tools, and resources needed
and Performance & Evaluation. New trainers will gain a strong to develop, implement, and evaluate effective employee
foundation in critical training skills and seasoned trainers will be development programmes. It also helps delegates understand
introduced to new approaches for delivering powerful training. and explain the relationship between organisational culture,
strategic vision, and employee development.
The ATD Train the Trainer content is practical and grounded in
the real world, not just academic theory. This program focuses The course describes the scope of employee development
on what happens before, during, and after you deliver training, and its relation with the talent management function. Through
and what to do if training is not the right solution. With input this course, delegates will learn how to create a culture that
from ATD›s Competency Study, we identified the competencies is dedicated to organisational learning and tie their career
required by the most successful practitioners. The Training development strategy to organisational needs. This course will
Certificate Program is aligned with the Training Delivery Area of also enable delegates to employ various employee development
Expertise in the ATD Competency Model. activities and utilise the ADDIE Model for effective training and
development. Through the content and activities, this course
focuses on enabling delegates to prepare potential leaders.
Course Content
• Opening
• Using a training cycle Course Content
• Purpose and assessment • Understanding your organisation and its relationship to
• Planning and preparation employee development
• Adult learning principles • Assessing organisational needs
• Instructional design • Connecting culture, employee development, and engagement
• Preparing materials, the environment, and yourself • Learning methodologies
• Presentation and facilitation • Development activities
• The four dimensions of training • Career development
• Preferences for learning • Leadership development
• Establishing a positive learning environment
• Performance and Evaluation Who Should Attend
Mid-level HR professionals who:
Who Should Attend • Are generalists or senior specialists
This program is ideal for new trainers or experienced trainers • Typically have three to seven years of HR experience
who have not had formal education in training. It is also for • Manage projects or programmes
those trainers who need a refresher to improve their classroom • Hold a formal title such as, but not limited to, HR Manager,
techniques and methods to transfer learning to work situations. Generalist or Senior Specialist
ATD Education programs are designed primarily for learning Benefits of Attending
professionals – trainers, instructional designers, and 1. Describe the scope and trends in employee development
organisational development practitioners – but also greatly and assess the employee development needs in your
benefit anyone within an organization who is responsible organisation
for developing others, from managers to human resources 2. Describe how your career development strategy links to your
specialists. organisational needs
3. Apply employee development activities to support
Benefits of Attending development and effective learning methodologies for
1. Understand the basics of adult learning theory and how to employee training
prepare for, and facilitate, a training program
2. Gain a foundation in conducting a needs assessment,
developing learning objectives, and evaluating the impact of
your training initiatives
3. Learn and apply effective training techniques for managing
participants, engaging a variety of learning styles, creating
an effective positive learning environment, and managing
classroom challenges
124 Tel: +971 4 408 2864

Certificate in Learning & Development Certificate in Learning & Development
Coordination Management

This course provides the foundation knowledge and skills In this workshop, you will work with like-minded people striving
required to be an effective training coordinator. It introduces to make the learning professional relevant to their organisation.
delegates to the role of personal and organisation effectiveness, We will link learning to measurable performance improvements
the importance of building relationships and creating a and broaden the department offerings beyond formal classroom
customer-focused function. It also focuses on the need to make training. We know that change projects typically fail, not
sure that the training and development initiatives put in place because of the technical planning but because the issues have
deliver results and have clear value to the organisation. not been fully understood or the solution has not been accepted
universally by people affected by or effecting the change.
The purpose of this four-day programme is to give you the
foundation to your current or future role as a Learning and Our learning activities are demanding change from the
Development Coordinator. Just as with any other profession, participants so the same rules apply. We therefore need a
there is knowledge that must be based on sound theory, there consulting process that truly analyses the change that is
are skills we need to master and there are behaviours that requested to identify the root cause of performance issues,
usefully underpin the work that we do. gains buy-in from the stakeholders and provides learning
opportunities that are attractive to the learners.
Through this programme, participants will identify that
knowledge, work on the skills and develop the behaviours that We will use one of the fully integrated models to ensure
will make them effective. our activities are aligned with our business needs, that we

have success measures in place, to have clarity as to critical
Course Content knowledge, skills and behaviours required in the workplace and
• Personal and organisational learning careful design of learning programs that attract learners and sit
• Core competencies comfortably within the organisational culture.
• Performance exploration conversations
• Impact of the 70:20:10 model on our work Accordingly, the Learning team needs to have a good knowledge
• Tools to support learning needs analysis of the business and its changing needs, a range of consulting
• Collecting information and influencing skills and a good understanding of how, why,
• Experiential learning where and when people learn best. This program will help you
• Managing a learning solution to develop in your role as a learning professional and ensure you
• Course administration including: booking venues, course have the capability to make positive change in your organisation.
materials, and attendance
Course Content
Who Should Attend • Culture and context
This programme has been specifically designed to provide • Getting the process right
clarity to the learning coordinator’s role. It is appropriate for • Delivering change through effective relationships
newly appointed learning professionals, from all industries, • Learning needs analysis
and all those wishing to extend and update their knowledge of • Solution design and delivery
change management: • Blended learning
• Training Officers/Coordinators • Learning evaluation
• Newly appointed Learning Managers
• Learning Consultants and Advisors Who Should Attend
• Personnel and HR Officers/Coordinators With a minimum of two years’ experience required in the
Learning function, this programme extends the learning away
Benefits of Attending from the coordination role into a consulting role supporting
1. Recognise the key concepts of both personal and business managers to make positive change.
organisational learning to deliver performance improvements
2. Analyse and advise operational managers on how learning Benefits of Attending
solutions will improve their departmental performance 1. Explore why change programs fail and why a team approach
3. Identify the key activities of the learning professional as an is required for success
agent of change 2. Use the new Kirkpatrick model to define performance
4. Develop an action plan to develop yourself as a learning change, set out learning needs and setting measurement
professional criteria, based on the Return on Expectations model
5. Analyse learning needs, plan learning solutions, organise 3. Recognise whether all stakeholders are aligned with the
delivery, and control the learning budget change and what needs to be done to minimise disruption


Consulting Skills Certificate Corporate Coaching Certificate
Certificate Partner: ATD Certificate Partner: ATD

Achieving success as a business partner in your organization Improve your clients’ ability to set goals and achieve satisfying
requires strong consulting skills and relationship building. results by helping them identify and take advantage of their
Through ATD’s practical 5-D Consulting model, learn effective natural strengths. Learn a model that outlines a coaching
internal consulting skills that will enable you to help your clients process to be used with individuals, teams, or an entire
achieve their desired outcomes, establish goals, and manage organization, and practice foundational coaching competencies
expectations. Guide clients through an instructional design through role plays, group exercises, and case studies.
or organisational development project: help them overcome
obstacles and resistance, and build your credibility to influence This three-day course demonstrates the functions of a
decision-making. successful WLP in the role of coach, including using an
interactive process to help clients develop more rapidly and
Collaborating in small groups, you’ll follow a case study from produce more satisfying results, and improving others’ ability to
start to finish, apply skills to consulting scenarios, solve set goals, take actions, make better decisions, and make full use
problems, role-play meetings, try out checklists, and make of their natural strengths.
decisions just as consultants do every day. You’ll leave the
program knowing your areas of strength and need, and will This course also covers collecting data, establishing action
have the opportunity to create a personal development plan to plans, measuring and tracking results, and planning and
become a better consultant. managing the coaching program, to meet the specific needs of
learning professionals.
Course Content
• Consulting skills for Training Course Content

• Assess your consulting competencies • The Workplace Learning and Performance Professional as
• Analysing and framing your competencies Coach
• Predict your future: your personal mastery plan • Building the Foundation
• Comparing consulting models • Co-Creating the Partnership
• Your consulting credibility • Collecting and Feeding Back Data
• Reaching agreement on expectations • Designing and Taking Action
• Fundamental design features of feedback • Measuring and Tracking Results
• Designing and implementing • Planning and Managing the Coaching Program
• Team approach to designing the improvement
• Tactics for consultants: coaching clients Who Should Attend
• Working successfully with external consultants The Corporate Coaching Certificate Program is for learning and
• Continual improvement process performance professionals who want to develop successful
coaching competencies and skills for use with individuals,
Who Should Attend teams, or an entire organization. Practitioners new to coaching
This program is for professionals who are new to an internal or those who want to enhance and validate their current
consulting role or want to prepare to assume this role in the coaching skill set will benefit most from attending this program.
future. Experienced learning and development professionals and
external consultants who want to sharpen their consulting skills Benefits of Attending
will also benefit. 1. Practice coaching competencies and apply them to coaching
conversations with individuals, teams, or throughout an
ATD Education programs are designed primarily for learning organization
professionals—trainers, instructional designers, and 2. Promote an open, flexible, and confident coaching
organisational development practitioners—but also greatly relationship with clients and establish mutual respect and
benefit anyone within an organization who is responsible trust in a safe, supportive environment
for developing others, from managers to human resources 3. Demonstrate active listening, ask powerful questions, and
specialists. use effective dialogue and feedback techniques to provide
maximum benefit to clients
Benefits of Attending 4. Design actions and opportunities for on-going learning that
1. Enhance your consulting skills with tools and techniques and will most effectively lead to coaching results
move from “order taker” to true business partner
2. Apply strategies for success, including working across
organisational boundaries, providing feedback to senior
leaders, and gaining buy-in
3. Evaluate your skills and identify your developmental needs
as a consultant
126 Tel: +971 4 408 2864

Designing Learning Certificate Expert CoachTM Program

Discover all of the tools necessary to develop powerful, bottom- The Expert Coach™ Program covers the key competences of
line focused training. Using a human performance improvement coaching, along with coaching ethics, benefits, dialogue tools,
approach to instructional design, you will learn best practices and the business case for coaching. In addition, this program
for conducting a needs assessment, job/task analysis, and explores professional branding as a coach and coaching across
course design and development using templates exclusive to cultures. Grounded in theory and focused on practice and
ATD. Leave with a structured step-by-step process that can be application, this program will help you master your professional
immediately applied to the development of your own training capacity for coaching.
programs.
This unique, assessment-based program enables you to master
Developed for delegates new to instructional design or for those the skills required for effective coaching with the guidance of
who want to gain a comprehensive skill set, this is the complete expert facilitators. You’ll benefit from multiple opportunities
course for designing outcome-based training. The program to practice coaching and receive individualized feedback to
content is based on key knowledge and actions defined by the reinforce your learning, and gain a toolkit of resources to use
ATD Competency Model Area of Expertise for Instructional immediately back on the job. Proving your ability will earn you
Design. You will leave knowing how to design a complete the respected title of Expert Coach.
program that aligns with your business goals, including
participant guides, instructor guides, and other materials. In Course Content
addition, you will have an opportunity to work on the design • Coaching concepts and principles
and development of your own training program throughout the • The coaching scorecard
course.

• The client relationship
• Creating client buy-in
Course Content • Importance of ethics
• Training needs assessment • Intentional listening
• Data collection techniques • Powerful questions and talking straight
• How people learn • Data sorting and collecting
• Learning objectives • Action planning
• Selecting learning methods and media • Measurement and success
• Course and lesson outlines • Building your brand
• Basic lesson ingredients • Cultural considerations
• How to create participant and facilitator guides and visual • Transitioning learning into action
aids
• How to create valid practice exercises, tests, and measures Who Should Attend
• Implementation Three years or more experience with coaching or the ATD
• Evaluation Coaching Certificate program is highly recommended. Keep
in mind the Expert Coach Program is a unique and robust
Who Should Attend assessment-based program. If you want to strengthen your
This course is designed for practitioners new to the field of ability in coaching, but are not interested in committing to the
instructional system design, or those wanting to apply the latest Expert Coach assessment component, the capstone coaching
best practice to their course designs. Participation in the ATD sessions, or the timeframe, then please consider the Coaching
Training Certificate Program is not a prerequisite. Certificate Program instead.
ATD Education programs are designed primarily for learning Benefits of Attending
professionals—trainers, instructional designers, and 1. Connect with a cohort of learning professionals
organisational development practitioners—but also greatly 2. Gain access to ATD’s comprehensive guide to coaching
benefit anyone within an organization who is responsible 3. Receive the industry-recognized certificate, Expert Coach
for developing others, from managers to human resources 4. Experience multiple practice and feedback opportunities
specialists. 5. Share five recorded coaching conversations and receive
individualized feedback and analysis for your final project
Benefits of Attending 6. Take home a robust participant guide with tools, resources,
1. Gain a strong foundation in the needs analysis process to and templates to use back on the job
ensure your training initiatives are aligned with organization
goals
2. Develop engaging instructional events that take human
memory and learning processes into account
3. Create participant guides, facilitator guides, and supporting
materials using templates provided on the course

Improving Human Performance Learning Needs Assessment
Certificate Certificate

Learn the three primary principles that underlie Human When working on learning and development projects, many
Performance Improvement (HPI). Understand how contributors immediately race to create course materials and roll out
from such disciplines as behaviorism, management sciences, initiatives without upfront analysis of what is driving the need
organization development, and systems theory have created or how to ensure results. They often operate in an “order taker”
a systematic approach to solving organisational problems. mode, relying on information from the requestor about content,
See how the HPI model unites these principles under a learner needs, the duration of training, and project completion
common process, and jumpstart your move to a performance deadlines. In this highly interactive course, you will learn a
improvement mind-set today. systematic approach for conducting your own assessment of
the individual and organisational performance needs that drive
During the course, experience what it feels like to do requests for learning and development solutions.
performance consulting, see what it takes to manage the
change that accompanies solutions, and determine whether you This three-day instructor-led program helps you to see the
have the core skills it takes to be a performance consultant. importance of conducting a needs assessment at the start of
every learning project. We focus on the need to “slow down
Course Content so you can move fast” to design and deliver effective learning
• The HPI mind-set strategies that achieve results.
• Assessing human performance
• Where do I go from here Course Content
• The HPI process • Certificate program introduction
• Analysis vs. Evaluation • Needs assessment overview

• Models for Analysing human performance • Organisational needs
• Performance needs
Who Should Attend • Performer needs
The course is designed for seasoned learning professionals • Potential solutions
in both the private and public sectors of training, workshop • Findings and recommendations
learning, human resources, and organization development who • Individual interviews, work observations, group interviews,
are ready to move beyond traditional methods for improving and surveys
performance. • Potential challenges and solutions
• Alternatives to formal needs assessment
ATD Education programs are designed primarily for learning • Building credibility and collaboration
professionals—trainers, instructional designers, and
organisational development practitioners—but will also greatly Who Should Attend
benefit anyone within an organization who is responsible This program is for professionals who want to gain
for developing others, from managers to human resources a foundational understanding of conducting a needs
specialists. assessment for training, organisational development, and other
organisational projects involving people and processes.
Benefits of Attending ATD Education programs are designed primarily for Learning
At The End Of This Course You Will Be Able To:
1. Describe the three principles that underlie Human Professionals—Trainers, Instructional Designers, and
Performance Improvement (HPI) Organisational Development Practitioners—but also greatly
2. Explain the relationship between the steps in the HPI process benefit anyone within an organization who is responsible
3. Apply analysis models to determine performance gaps and for developing others, from Managers to Human Resources
their root causes Specialists.
4. Describe approaches to evaluate the impact of solutions
5. Outline a strategy for addressing the root causes of Benefits of Attending
performance gaps 1. Align learning solutions with business outcomes to
maximize impact
2. Acquire new tools for your talent development toolbox
3. Increase your professional competence and confidence to
ensure you are a valued partner to your organization
128 Tel: +971 4 408 2864

Master TrainerTM Program Measuring Return on Investment of
Training

This unique assessment-based certificate program has expert In this certificate program developed by Jack Phillips, you will
facilitators working closely with you to help you master all build the skills needed to develop and deliver effective Return
aspects of training delivery. With this program, you will identify On Investment (ROI) evaluations for learning and performance,
areas where you excel, and where you have opportunities for organisational development, human resources, technology,
growth. You will benefit from collaborative and concrete training, change, and quality solutions.
and then be invited to assess your skills and knowledge.
The program emphasizes the Phillips ROI Methodology and
Proving your ability will earn you the respected title of ATD participants learn to apply the ROI Process Model – a results-
Master Trainer. Become part of this exclusive group today. Be based method for developing application impact objectives,
properly prepared as the role of the trainer evolves and more is developing data collection plans, collecting various types of hard
demanded of your talent and time. and soft data, isolating the effects of the program, converting
data to monetary values, tabulating appropriate program costs,
The ATD Master Trainer Program is a unique assessment-based calculating return-on-investment, and identifying intangible
certificate offering that covers the entire process of delivering benefits.
training, including assessment, preparation, creating a positive
learning environment, facilitating learning, and evaluating Bring in a real-time project to maximize transfer of learning and
learning. Grounded in theory and focused on practice and build your skills with an example relevant to your professional
application, this program will develop your professional capacity responsibilities.
in this area of expertise.

Course Content
Course Content • Overview of the ROI model and process
• Purpose and assessment • Evaluation planning
• Planning and preparation • The four major categories of hard data
• Presentation and facilitation • Major categories of soft data
• Performance and evaluation • Developing objectives of the solution
• ATD Master Trainer Program Knowledge Test • Developing evaluation plans and baseline data
• ATD Master Trainer Program Skill Demonstration • Data collection
• Collect data during solution implementation
• Methods of collecting follow-up data
Who Should Attend • Improving the response rate for questionnaires
ATD Education programs are designed primarily for learning • Data analysis
professionals – trainers, instructional designers, and • Isolating the effects of the solution
organisational development practitioners – but also greatly • Capturing the costs of the solution
benefit anyone within an organization who is responsible • Reporting
for developing others, from managers to human resources • Implementation issues
specialists. • Cost-saving approaches to ROI
ATD strongly recommends participants have at least one to two
years of exposure or experience with presenting or training. Who Should Attend
This program is for anyone in an organization who manages
a training function or anyone responsible for determining the
Benefits of Attending impact of learning and change interventions. The program
1. Industry-recognized certificate—ATD Master Trainer™ teaches the skills of research and measurement that are
2. Connection to a cohort of learning professionals necessary to effectively conduct impact analysis studies. This
3. A complete learning prioritization inventory tracking your program can be beneficial even for those who have a strong
professional growth in delivering training research and measurement background.
4. Access to the ATD comprehensive guide to delivering
training
5. Experience with 3-4 practice deliveries Benefits of Attending
6. A video of your final training delivery with individualized 1. Deliver effective Return On Investment (ROI) evaluations for
feedback and analysis learning and performance
7. A robust participant guide, with tools, resources, and 2. Use appropriate methods to isolate the effects of programs,
templates to use back on the job and convert data to monetary values
3. Tabulate appropriate program costs and calculate the ROI
4. Identify the drivers for ROI accountability and develop an
evaluation plan for one of your own programs


Preparing for the Certified Preparing for the Associate
Professional in Learning & Professional in Talent Development
Performance (CPLP) Exam (APTD) Exam

This two-day workshop is designed to help participants plan The purpose of this two-day intensive program is to teach you
and execute their personal study plan for the CPLP Exam using about the content that is covered in the APTD exam and to jump
the ATD Learning System as the primary study tool. During the start your studying. In this program, you will take an in-depth
workshop, participants use the Learning System and a variety approach to the three-primary exam Area of Expertise (AOE),
of interactive and reflective exercises to determine which of the while using the APTD Learning System as your primary study
10 Areas of Expertise (AOEs) they need to focus on to create tool.
their own personal study plan. Participants also review the
requirements for the Skills Application Exam (SAE) component This interactive workshop includes engaging and reflective
of the certification process. exercises to help you identify your knowledge gaps, and create a
plan to maximize your preparation time.
Each course group will have access to an online community for
their course and will be enrolled in an ongoing community after Ongoing Support
the course ends. We will also explore post-workshop study tips and strategies to
help provide you with additional focus and support. Each course
Course Content group will have access to an online community for their course
• CPLP Certification, Key Concepts and CPLP Resources and will be enrolled in an ongoing community after the course
• Global mindset ends.
• Performance improvement
• Business and performance analysis Course Content
• Instructional design • Developing your APTD study schedule and plan
• Learning technologies • Instructional design
• Mobile and mobile activity • Training delivery
• Gamification • Facilitate informal learning and build learning communities
• Training delivery • Facilitation and presentation tools and techniques
• Presentation techniques and tools job aid • Learning technologies
• Putting your study plan together • Assessing technology for development
• Evaluating learning impact • Existing and emerging learning technologies and support
• Coaching systems
• Knowledge management • Existing and emerging talent management software
• Business process analysis tools and techniques activity solutions
• Managing learning programs and integrated talent • Existing and emerging technologies that enable knowledge
management management
• Change management • Evaluating learning impact
• Skills Application Exam (SAE) • Analysis methods

To be eligible and willing to pursue the CPLP certification, The Associate Professional in Talent Development (APTD) is
professionals must have at least five years of full-time related a new certification for talent development professionals who
work experience in the talent development profession or are in the early part of their careers or whose professional roles
equivalent. and aspirations are focused on a few areas of expertise. The
competencies included in the APTD are the basics of talent
Benefits of Attending development that professionals can use every day, no matter the
1. Create your personalized study plan to better prepare level within an organization or company.
yourself for the cplp knowledge-based exam and the skills
application exam (SAE) Benefits of Attending
2. Define the core concepts for each AOE in the ATD 1. Identify the APTD certification timeline and requirements for
Competency Model and ATD Learning System (ALS) completion
3. Refine a personalized study plan, by identifying appropriate 2. Define the core concepts for each Area of Expertise (AOE) in
resources, to ensure thorough knowledge of each Areas of the APTD Learning System
Expertise (AOE) 3. Create a personalized study plan by identifying knowledge
4. Apply test-taking strategies for the knowledge exam gaps based on content presented for each AOE
5. Prepare for the Skills Application Exam (SAE) 4. Apply test-taking strategies for the program exam

130 Tel: +971 4 408 2864

HR
TALENT
MANAGEMENT &
RECRUITMENT
+971 4 408 2864

www.informa-mea.com
HR
TALENT
MANAGEMENT &
RECRUITMENT
Table of Contents
Best Practice Recruitment..................................................................................................................................................................................134

Certificate in Career Development Planning ...............................................................................................................................................134
Certificate in Designing & Leading Induction Programmes ...................................................................................................................135
Certificate in Employee Engagement ............................................................................................................................................................135
Certificate in Managing Pay & Incentives for the Sales Force ...............................................................................................................136
Certificate in Nationalisation Strategies ......................................................................................................................................................136
Certificate in Performance Management & Performance Appraisals .................................................................................................137
Certificate in Resource Management, Recruitment & Talent Planning ..............................................................................................137
Certificate in Succession Planning & Career Development ....................................................................................................................138
Certificate in Talent Acquisition & Succession Planning .......................................................................................................................138
Competency Based Interview & Selection for Hiring Managers............................................................................................................139
Diversity & Inclusion Workshop.......................................................................................................................................................................139
Dynamic Interviewing, Recruitment & Appraisal Techniques ..............................................................................................................140
Employee Relations..............................................................................................................................................................................................140
Employee Relations Toolkit................................................................................................................................................................................ 141
TALENT MANAGEMENT & RECRUITMENT

Job Analysis & Descriptions, Job Evaluation & Grades ............................................................................................................................ 141
Professional Certificate in Interviewing Skills ...........................................................................................................................................142
Recruitment, Selection & Retention Programme........................................................................................................................................142
Talent Management: The Key to Organisational Success ......................................................................................................................143
The A – Z of Competency Frameworks..........................................................................................................................................................143
133
Best Practice Recruitment Certificate in Career Development
Planning

The war for talent has never been more important. Hiring the Introducing a smart career development programme into
right people is difficult and recruitment mistakes are costly. an organisation can fulfil a variety of functions – the most
Learn how to find, attract, and build high-performance teams important of which is to improve the performance of the
that will help your company achieve its goals. organisation, which is, of course, a factor of individual
performance.
Course Content Implementation of the programme encourages staff to make
• Alternatives to filling your position – do you really need to
hire? themselves more marketable in the long term, and increases
• Practical disciplines when hiring their contribution to the organisation. Succession planning takes
• The candidate’s agenda career development one step further by preparing those with
• Creating internal buy-in potential to fill vacancies in key positions, reducing disruption
• Why you need to get the right people when there are planned and unplanned vacancies.
• The importance of creating a recruitment plan
• The rules of attraction At this course delegates will discover how to align their
organisation’s career development strategy with organisational
• Understanding the hiring process

• Creating a brilliant brief for yourself and your target capabilities.
• Effective advertising
• Social media Course Content
• Using LinkedIn • Context for career management and succession planning in
• Effective headhunting and search the Middle East
• Working with recruiters • The framework
• Sourcing from alternatives • The basics of career development and career management
• How to quickly assess against the competencies of the brief • Promoting a development culture
• Using psychometric tests • Career development: tools and methodologies
• The interview process • Identifying areas for development
• Other assessment techniques • Closing the gap: The Individual Career Development Plan
• Managing the offer process and resignation (ICDP)
• Integration with talent management
Who Should Attend • Integration with succession planning
The course is primarily designed for line managers and HR • Communicating a career development programme
professionals who wish to find new tools to recruit and retain the • The development plan
people their organisation need to move forward. • Options for development
• Identifying targeted positions
1. Understand how to recruit efficiently – gain a 360-degree
approach to hiring • HR Directors/Managers/Officers/Specialists
2. Learn the rules of attraction – make your business one that • Career Development Analysts/Officers/Specialists/
people wish to join Coordinators
3. Understand the process of recruitment – learn the critical • Organisational Development and Training Managers
steps to take to ensure a uniform, professional process • Management Development Officers
4. Practice interviewing and assessing correctly – from the • Career and Succession Planning Managers/Specialists
simple interview to full assessment tools and technology • Quality and Development Managers
that will reduce the risks of failure • Personnel and Administration Managers
• Localisation Managers
1. Develop a highly motivated workforce that is involved
in active career development and succession planning
initiatives
2. Discover how to identify targeted positions for succession
planning
3. Learn how to evaluate alternative approaches and plan
carefully to ensure successful implementation

134 Tel: +971 4 408 2864

Certificate in Designing & Leading Certificate in Employee Engagement
Induction Programmes

This course will help you get ahead of the market and your Employee Engagement is generally seen as a state of being,
competitors.You will learn how to follow recruits through an that brings together concepts of work effort, motivation,
effective process prior to joining productive integration as part organisational commitment and job satisfaction. In simple
of an effective workforce. terms it is about employees ‘going the extra mile’, and feeling
valued with passion for work.
The course will be conducted in a fully professional and
supportive atmosphere through workshops and presentations, While reward can play a role there are a number of other actions
designed to help you produce your tailored induction that will help employees to be happier, healthier and more
programme. fulfilled at work, and as a consequence they will deliver improved
business performance. Engaged employees will be stronger
Days 1,2 and 3 will cover the content of effective Induction/ advocates of their organisations and help protect the employer
On-boarding. Day 4 is a tutored workshop to help you to design from the reputational risks associated with poor service levels or
your own programme. Delegates are encouraged to bring to the product quality.
course any existing programmes or pre-joining information from
their own organisations. This course will provide knowledge, guidelines, templates and

case studies to help you develop an engaged workforce and
The Workshop will allow delegates to extend their current contribute to improved business performance.
programmes or to build a programme from start-up to take
away ideas for effective induction to apply in the workplace. Course Content
• Employee Engagement in the Middle East
Course Content • The importance of culture and values, and building an
• Do you have an employer brand? employer brand
• Current market reputation & corporate culture • Assessing what employees’ views are
• Attitude towards Induction • Building the business case for an engagement programme
• How long does Induction really last? • Building an employee engagement strategy
• First eye to eye contact – Interview • The role of executives and managers in Engagement
• Acceptance and offers • Engaging key stakeholders
• Arrival – Briefings • Implementing an Engagement programme
• Legal requirements and policies • Recruit for Engagement
• Performance management • Reward and recognition for Engagement
• Different joiners • Learning and development, and Engagement
• Professionals new to your organization
• Building ‘Competitive Advantage’ Who Should Attend
• Workshop – Building your tailored Induction Programme • Heads of HR: HR Managers, HR Directors, Vice Presidents
• CEOs, General Managers, Managing Directors and
Who Should Attend • Executive Directors
• Those with responsibility for the design of Induction and • Compensation and Benefits Managers
Onboarding Programmes • Learning and Development Managers
• Any Line Manager wishing to progress Induction
• Specialist HR or ER staff Benefits of Attending
1. Explore Employee Engagement (EE) and its challenges in the
Benefits of Attending Middle East
1. Understand what happens prior to staff joining 2. Understand how EE contributes to financial performance
2. Know the approach to making your first impression 3. Build the business case for EE, and develop and implement
3. Learn how to build content for an effective induction an EE strategy
programme 4. Convince key stakeholders and gain their buy-in to ensure
4. Allocate tasks for, and generate employee engagement successful implementation
5. Build your programme tailored to your organisational needs 5. Show how recruitment, reward, and learning and
development can help drive your EE programme

Certificate in Managing Pay & Certificate in Nationalisation
Incentives for the Sales Force Strategies

With many markets in the region aiming to invigorate and The aim of this course is to enable you to get a better
motivate their sales force, and gearing up for continued understanding of the latest best practice approaches for
business growth, many employers are facing a challenge of managing Nationalisation, and give practical guidance to enable
aligning compensation and benefit practices for their sales you to implement your own plans for Nationalisation, and
employees with business and revenue strategies. achieve better results in your programmes for Nationalisation.
The aim of this course is to enable you to get a better You will gain an in-depth understanding of the core factors that
understanding of the latest and most effective best practice determine the success or failure of Nationalisation programmes.
approaches for managing the pay and incentives for all You will come away with a practical action plan that you
employees in the sales department. Topics like how to adjust the can deploy within your own organisation, driving results and
basic salary payscales (downwards) and the on-target incentive providing a better return on investment for your Nationals.
(upwards) and consequently the on-target total cash earnings
(upwards), and designing and implementing SIPs (sales Course Content
incentive plans), will be covered. • Situation on Nationalisation in the GCC countries and
differences across the GCC

Course Content • Trends in public sector versus private sector, and relevant
• The golden triangle of reward management – jobs, people laws in the GCC
and performance, and pay markets • Attraction and recruitment of nationals
• Pay for sales employees • Planning career development for Nationals
• The four ingredients for managing pay and designing • Reward and employment terms for Nationals
compensation • Retention of Nationals
• Defining a pay strategy and pay philosophy • Motivation and performance management of Nationals
• Benchmarking on “total cash package” and on each • Managing daily working life for Nationals
component – salary, bonus, allowances, etc. • Managing displacements – redundancies of Non-Nationals
• Knowing when a sales employee is over-paid or under-paid
• Sales Incentive Schemes (SIPs), short-term incentive plans Who Should Attend
(STIPs), and bonuses This course is designed for anyone and everyone who is involved
• Setting performance targets – the “build-up” stage in any way with either “Nationalisation” or “Localisation” in any
• Expressing SIPs as a “percentage commission” scheme of the six GCC countries, including UAE (Emiratisation), KSA
(Saudisation), Qatar (Qatarisation), Oman (Omanisation), Bahrain
Who Should Attend (Bahrainisation) and Kuwait (Kuwaitisation). Whilst this course
This course is designed for Line Managers who manage is primarily designed for HR Business Partners, Learning And
employees involved in sales and selling, including Sales Development (L&D) Specialists and Compensation And Benefits
Directors and Sales Managers, and professionals in the (C&B) Specialists, it is also suitable for all professionals in the
commercial or sales functions who have a role to play in HR function, and indeed from any other functions, if they are
managing the compensation packages and Sales Incentive actively involved in managing the issues of “Nationalisation”.
Plans (SIPs) for the sales force within your organisation.
This course is also designed for anyone in the Human

1. Deliver on your company’s Localisation goals and enhance
Resources function responsible for the compensation packages your policies for Nationalisation
of employees in the sales department, including both HR 2. Develop solutions for your Nationalisation policies and
Generalists and Compensation and Benefits (C&B) Specialists. practices
3. Attract, reward, motivate and retain Nationals through
Benefits of Attending effective Nationalisation programmes
1. Increase your sales and revenue performance and 4. Understand key elements of a successful Nationalisation
effectiveness of your sales force by implementing effective programme, and common failure factors that hinder it
compensation and reward systems that attract, retain, 5. Distinguish between the myths and reality in recruitment and
motivate and incentivise your sales staff retention of Nationals in the public and private sectors
2. Discover practical steps for implementing a range of 6. Define step-by-step practical plans for achieving
advanced compensation techniques including method Nationalisation goals, and evaluate your own programmes
of market pay benchmarking, managing basic salary and
compa-ratios, and tools for designing and managing Sales
Incentive Plans (SIPs)
3. Develop solutions for your own compensation and reward
issues and challenges for your sales employees based upon
practical case studies and interactive course discussions
136 Tel: +971 4 408 2864

Certificate in Performance Certificate in Resource Management,
Management & Performance Recruitment & Talent Planning
Appraisals

Performance Management Organisational success depends on attracting the right level and
After this course you will be able to establish and manage a mix of skills to meet the ever changing business needs. Talent
performance culture, determine Key Results Areas (KRAs), set management starts with planning for and recruiting the right
objectives and Key Performance Indicators (KPIs), and establish sort of people, with the right skills at the right time. This course
the right competencies and behaviours for all the roles in your will give you the knowledge and skills to ensure the business is
organisation. You will design and define the right performance able to plan for and attract the best employees in an efficient
management system to support your organisation’s goals and and cost effective manner.
business objectives, and encourage the development of each
individual employee. This course will take you through an effective process for
resource management. It will give you experience in recruitment
Performance Appraisal to make sure you select the best people and it will show you how
Individual performance appraisals help you manage the to manage that talent once they have joined the company, from
performance of each employee in your organisation. However, induction to succession planning.

unless you clearly link a performance appraisal to corporate
goals and see it as part of the responsibilities of an effective
manager, it can be nothing more than a tick-box paper exercise. Course Content
• Organisation design and resourcing
• Strategic importance of resourcing, recruitment and talent
Course Content planning
• Performance Management • Developing a resource framework and methodology
• (Including Objectives [KRAs, KPIs] and Competencies • Recruitment and becoming an Employer of Choice
[Behaviours]) • Utilising employee branding
• What is performance management? • The recruitment process and the role of HR and managers
• Creating a performance culture • Job descriptions, job analysis and establishing the package
• Performance based on objectives and goals • Recruitment interview techniques and exercises
• Performance Appraisal • Using head hunters, agencies, job boards and social media
• (Including Appraisal Forms, Rating Systems and Pay-For- • Use of online recruitment and developing an online
Performance) recruitment strategy
• Performance appraisal cycle and planning • Utilising your company website and social media channels in
• Preparing for an appraisal discussion recruitment and branding
• Key skills in performance appraisal • Completing the recruitment process, references,
employment contracts, administration etc.
Who Should Attend • Moving from induction to ‘onboarding’
This course is designed for everyone who requires an • Effective management of the probation period
appreciation or an in-depth knowledge of managing • From induction to ‘onboarding’, how to make an impact on
performance and implementing a performance appraisal system your new employees
underpinned by objectives and competencies as part of an • Develop a talent management strategy and framework
overall performance management approach. This includes HR
generalists at all levels of their careers, as well as specialists Who Should Attend
who focus on performance and compensation and wish to This course is for you if you are in an HR support role, or looking
develop their skills in performance management and appraisal. to become involved in recruitment, selection and resourcing
talent.
1. Support business effectiveness by implementing a Benefits of Attending
best-practice performance management system and 1. Understand the factors that affect your organisation’s
performance appraisal process resourcing, recruitment and talent management systems
2. Understand the three critical components of an effective and processes
performance management system – setting objectives, 2. Learn strategies to attract talent
measuring competencies and planning development 3. Identify appropriate resourcing and recruitment methods
3. Increase overall business and individual employee 4. Experience carrying out interviews for specific roles
performance by developing clear and SMART objectives 5. Understand the importance of effective inductions and how
which communicate to your employees what is expected of to move to ‘onboarding’
them 6. Use social media to improve recruitment and on-boarding


Certificate in Succession Planning & Certificate in Talent Acquisition &
Career Development Succession Planning

Develop an amazing place of work to become an organisation of A highly productive workforce is critical to an organisation’s
choice – attract, develop and retain talent whilst safeguarding success. This course provides human resource professionals
business continuity. Succession planning has been identified as the concepts and information to be able to develop a talent
only done by 7% of the top 500 companies worldwide. acquisition strategy that will ultimately attract qualified
employees who have the key skills necessary to support the
This course will equip you with the knowledge, skillset and organisation in achieving its goals.
tools and techniques for you to implement effective succession
planning and career development ensure business continuity This interactive course forms a framework within which HR
while motivating and retaining your talent rather than losing professionals can create, develop and implement an in-depth
them to your competitors. succession plan according to their organisation’s current
and future needs.Delegates will also learn how monitoring,
Course Content developing and retaining critical talent creates a positive impact
• Write an effective succession plan policy on the bottom line.
• Identify the impact on HR and organisational processes
• Create a comprehensive plan of HR capabilities and values Course Content

• Identify and analyse current levels of individual competence • Understanding your organisation
• Implement a talent development plan that improves and • Workforce planning
retains staff with potential • Employment branding
• Identify and strengthen the key attributes of the next • Recruiting
generation of leaders • Sourcing and targeting
• Plan and implement a cost-efficient succession plan • Interviewing
• Improve performance management procedures • Evaluation and selection
• Produce monitoring data and reports to track staff • Onboarding and retention
development • Metrics
• Recognise talent and match it to your organisational needs • Understanding the organisation and the succession planning
• Better engage staff and inspire them to perform and develop relationship
• Create a culture that nurtures talent from the outset • Developing and implementing a succession plan
• Recognise and overcome barriers to development
Who Should Attend
Who Should Attend • Mid to senior-level HR professionals with three to 14 years of
This course has been specifically designed for all leadership and HR experience
management professionals with an interest in ensuring business • HR professionals who need a greater understanding of the
continuity and improving performance, motivation and loyalty of drivers of business performance
employees. It is an essential course for new entrants to the HR • HR professionals who want to communicate with business
and people space, department heads, directors, senior managers leaders around financial metrics
and section heads. HR professionals, People Development • HR professionals who support business leaders
Officers and Career Development Specialists will also benefit • HR managers, Directors and Vice Presidents responsible for
from the outcomes of this course. working with business leaders

1. Understand why only 7% of the world’s top organisations 1. Identify the importance of a talent acquisition strategy and
have a credible plan in place to develop their top talent where it fits into the overall HR and business strategies
2. Develop an effective process to build a talent management 2. Recognise the importance and need for workforce planning
programme, a succession plan for your organisation’s future 3. Appreciate the importance of organisational culture and its
3. Create a great place to work through a culture of growth and impact on talent acquisition
development 4. Develop and implement a talent acquisition strategy
4. Ensure business continuity by planning succession into key 5. Define succession planning and ensure that your succession
organisational positions and preparing people to step up to plans align with and support the broader organisational
leadership roles strategy, goals and objectives
5. Attract and retain the top talent you need to meet your 6. Identify and retain critical organisational competencies
organisation’s current and future objectives without
spending vast financial resources
6. Build a unique Employer Value Proposition (EVP)
138 Tel: +971 4 408 2864

Competency Based Interview & Diversity & Inclusion Workshop
Selection for Hiring Managers

Effective hiring begins with identifying the qualities of individuals The importance placed on workplace diversity and inclusion
most likely to succeed in the organisation and by defining partly results from the recognition that improved diversity can
the results that you require from the role. Competency-based contribute to an increase in organisational performance and,
recruitment provides a roadmap and a clear guide to finding the thus, the differentiation it can provide in competitive markets.
right candidates for your roles. Used by some of the world’s
greatest organisations, competency-based recruitment will If we truly wish to work in more inclusive teams, with a diverse
revolutionise the way you hire. This course will explore how you cross-section of gender and social strata, then we need to
can take the risk out of hiring, by adopting the idea that past take concerted and aligned action. In doing so, we must
behaviour is a brilliant indicator of future performance. not only accept collective responsibility, but also individual
responsibility for our actions, and acknowledge how and why we
Course Content unconsciously pass judgement within the workplace.
• Talent and global talent trends
• Adopting a “talent culture” This brand-new course will provide you with an understanding

• Getting recruitment right of concepts, as well as more tangible tools, that you can use
• The recruitment process within your workforce to increase awareness and create a
• The common mistakes in hiring more balanced working environment for your employees and
• Competency frameworks colleagues.
• Organisational behaviours
• Creating a brilliant brief and job description with Course Content
competencies at the core • Inequality
• Getting the right competencies into the brief • “Othering”
• Working with hiring managers and the competency • Perception
framework • Embracing diversity in the workplace
• Creating great advertising using competencies • Organisational culture
• Selection tools • Talent acquisition and retention
• Competency based interviewing and psychometric testing • Inclusive leadership
• Interview structure • Building inclusive teams
• Implementing solutions
Who Should Attend • Self-management and coaching
This course is ideal for anyone in a position to hire great
people. It is designed for middle to senior management and Who Should Attend
HR/recruitment teams. Some job titles that will benefit from This course is primarily designed for people who are responsible
attending include: for driving a diversity and inclusion agenda for their organisation.
• Line Leaders and Managers This may include, but is not limited to, the following:
• Team Leaders • Human Resource Professionals
• HR Recruitment • Business Owners
• HR Administration • Managers
• Recruitment Consultants • Supervisors
• Talent Acquisition • Any other individual who plays a contributing role within the
• Human Resource Managers/Directors culture of their organisation

1. Identify the qualities and characteristics of individuals most 1. Explore what inequality and unconscious bias look like within
likely to succeed in your organisation a multicultural workplace
2. Put together a brilliant job description that is relevant, 2. Learn how to become an inclusive leader and drive change
succinct and a blueprint to hire great people within the workplace
3. Develop a competency framework that will provide a clear 3. Recognise and understand our personal unconscious bias
guide to finding the right people 4. Discover how ignoring unconscious bias can negatively
4. Identify and verify that the candidates have the right affect productivity and happiness within the Middle Eastern
competencies workplace
5. Use competency-based interviewing to design a faultless 5. Identify and explore practical, easy-to-implement strategies
interview structure and become an expert interviewer to support a more balanced workplace


Dynamic Interviewing, Recruitment & Employee Relations
Appraisal Techniques

By 2020, employers will need to adjust to the unprecedented Life in the world of work is constantly on the move. To succeed
challenge of having five generations of employees working you must move with it or better still, ahead of it. This course will
together: employees with vastly different interests and life show you how you can win by employing your staff well. You
experiences from varied regional and ethnic backgrounds. will examine the latest ideas and thinking to equip you for ‘Best
Practice ER’.
Recruiting, developing and motivating such diverse employees
will become crucial to your organisation’s success and will ER cannot be just about employees. It is the perceptions of
depend on the quality of its human resources department. employee and employer, of their mutual obligations.
This course will review all the desirable attributes, qualities and ER covers the employee’s life with you from before he or she
styles to be successful at screening, interviewing, evaluating is recruited until long after they have left you. Today, right now,
applicants and employees. You will learn principles and you have a reputation! What is that reputation saying about your
frameworks, dos and don’ts, and explore best practice examples organisation? Your best recruiters are your employees – BUT –
from large organisations. You will have the opportunity to build and it is a big but, only if you treat them well. Are they engaged?
a screening, interviewing and evaluating portfolio through the Are they partners in what you are trying to achieve?
various practical workshops that will be undertaken during the
course. Course Content
• Corporate culture and its impact upon ER
Course Content • Designing supportive ER policies and procedures
• Attracting top performers • Impact of stress upon ER
• The hidden costs • Impact of managing Human Resource Key Result Areas
• Profiling the employee of the future (KRAs)
• Develop a recruitment plan • The line managers’ role in ER – we are all HR managers!
• Screening • Changing perceptions – staff as a revenue centre not a cost
• Preparing for the interview centre
• Meeting the applicant • Impact of staff on the bottom-line
• Guidelines on asking difficult questions • Defining competency to use individuals to greatest effect
• Sharing information with the candidate • Securing profit and increased efficiency through innovation
• Ending the interview professionally • Opening channels for employees’ ideas
• Conducting background checks for final candidates • Assessing and using the intellectual capital of an
• The interview arena organisation
• Red flags – discriminatory questions • Motivating staff and managing performance
• Key Performance Indicators (KPIs)
• Keeping your top performers Who Should Attend
• Performance appraisals and reviewing performance on the This course is important for all managers with responsibility for
job staff who wish to understand the latest developments in the
• Preparing for the performance discussion field of Employee Relations (ER). Whilst ER is an integral part
of HR, this course is not just for HR staff. The importance of
Who Should Attend high quality ER has a direct impact upon levels of service, profit,
This course is designed for HR practitioners and line managers standards, business ethics, corporate social responsibility and
who wish to develop their interviewing skills for staff selection corporate governance and ER is a topic that should be widely
and appraisal, including HR Managers and Directors, HR understood throughout each organisation.
Officers, Department Heads, Section Heads, Team Leaders and
Supervisors. Benefits of Attending
1. Increase your profits
Benefits of Attending 2. Create working partnerships
1. Focus on the critical steps in selection and performance 3. Engage your employees
management interviews to ensure you get the best possible 4. Win line manager support
outcome for the organisation 5. Make full use of your Intellectual Capital
2. Help your employees maximise their job performance to 6. Cut your recruitment costs
improve team and organisational outcomes 7. Become an ‘Employer of Choice’
3. Increase the likelihood of higher job satisfaction and reduce 8. Retain those who make a positive contribution
turnover rates by making sure you hire the right employee for
the job

140 Tel: +971 4 408 2864

Employee Relations Toolkit Job Analysis & Descriptions, Job
Evaluation & Grades
Certificate Partner: ILM/CPD UK

Credits: 30 CPDs

The course will embrace the complete employee experience Establishing and managing a framework for job analysis,
from initial attraction until after leaving. Employee Relations understanding all the roles in an organisation and describing
(ER) does not stand alone. ER must apply to both employee and them through job profiles or job descriptions is a component
employer. ER is about mutual obligations in the workplace and it of the HR role. Another is to have a suitable grade and salary
all begins with communication. structure that supports the needs of the organisation.
Delegates are encouraged to bring their own organisational ER This course will provide you with key job analysis tools and
difficulties to the course which can be shared and discussed. provide a detailed familiarisation with job evaluation, including
an introduction to the most commonly used best practice
Course Content approaches.
• Communication
• Employer/employee contract Course Content
• Recruitment • Understanding the main components of job analysis
• Performance and talent management • Establishing a job analysis framework

• Sensitive topics • Using job analysis to understand job roles and
• Employee engagement and inclusion accountabilities
• Health and well-being • Step-by-step guide to developing job descriptions
• Building a plan • Linking job analysis to performance management and
• Introduction to helpful sources competency libraries
• How to communicate results of job analysis to employees
Who Should Attend • Using job profiles in other areas of HR
This course is aimed at all managers with responsibility for • The role of job evaluations
staff who wish to understand the latest developments in the • Commonly used best practice proprietary systems of job
field of Employee Relations (ER). The importance of high quality evaluation in the GCC
ER has a direct impact upon levels of service, profit, standards, • Overview of commonly used best-practice proprietary
business ethics, corporate social responsibility and Corporate systems of job evaluations in the GCC
Governance. ER needs to be widely understood by all managers
and supervisors. Who Should Attend
This course is designed for everyone who requires an
Benefits of Attending appreciation or an in-depth knowledge of writing job profiles and
1. Improve your reputation and establish a quality employer job descriptions, and/or an understanding of how to implement
brand to become an ‘Employer of Choice’(EoC) a job evaluation scheme and develop grade structures. This
2. Significantly reduce your recruitment costs and have includes staff in all areas of human resources as well as
potential employees knock at your door specialists who focus on compensation and benefits, and
3. Improve productivity and profitability through better reward. Managers from HR, finance, administration and line
employee relations managers interested in job design and job evaluation and
grading will also benefit.
1. Increase your business performance and employee
effectiveness by developing clear job profiles, job
descriptions and key accountability statements that
communicate clearly what is expected of employees and
effectively underpin your performance management system
2. Align your grade structures to your organisational objectives
and HR strategy, by learning how to implement an effective
job evaluation and grading system
3. Discover practical steps which will help you build your new
system effectively, taking into consideration the different
approaches available and your own organisation’s aims

Professional Certificate in Recruitment, Selection & Retention
Interviewing Skills Programme
Certificate Partner: ILM/CPD UK Certificate Partner: ILM

Credits: 18 CPDs

Hiring the right people is difficult and recruitment mistakes are The ILM Endorsed Recruitment, Selection and Retention
costly. This course shows you how to find, hire and retain the Programme, has been specifically designed to help you attract,
very best. recruit, retain and manage the talent that you need to fulfil your
strategic plans.
You will learn the correct way to interview to ensure that you
hire the right people, confirm their suitability and leave a great The programme will address current challenges in recruitment,
impression of your business. placement, and retention management. Learn the latest thinking
and approaches to pressing issues you are facing and return
Course Content to your office equipped with the tools you need to implement
• Avoiding mistakes and understanding your end-goals successful talent management strategies.
ŬŬ Understanding the hiring process
ŬŬ The common mistakes interviewers make and how to Course Content
avoid them • Aligning our people requirements to business strategy

ŬŬ The three outcomes of interviewing • Attraction and search
ŬŬ Preparing and planning • Advertising the position
• Preparing for interviews • Recruitment and selection – get the right fit
ŬŬ Setting the scene • Identifying your requirements – job descriptions and person
ŬŬ Choosing the right environment specifications
ŬŬ Respecting the nerves • Conducting the interview
• The interview itself • Undertaking references
ŬŬ Asking the right questions • Placement
ŬŬ Getting candidates to talk • Retention – keeping our top performers and their knowledge
ŬŬ Listening skills • Identifying attrition rates
• Different types of interviews • Long-term retention strategies
ŬŬ Panel interviews • Employee engagement
ŬŬ Hiring using personality tests • Proving our success
ŬŬ Using assessment centres
ŬŬ Close the interview meeting professionally Who Should Attend
This programme is designed for professionals involved in
Who Should Attend attracting, recruiting and retaining employees including:
The course is primarily designed for line managers and HR • HR Directors/Managers/Officers/Practitioners/Consultants
professionals from all sectors and disciplines who wish to learn • Senior Personnel Officers
how to professionally interview. • Recruitment and Selection Managers
• Recruitment Officers
Benefits of Attending • Training and Development Managers
1. Understand how to interview effectively and efficiently • Line Managers
2. Learn to ask the right questions to ensure you hire the right • Executive Directors
people • Managing Directors
3. Develop the correct structure and agenda for successful • Heads of Departments
interviews • Operations Managers
4. Adopt successful interviewing and assessment procedures
– from the simple interview to full assessment tools and Benefits of Attending
technology that will reduce the risks of failure 1. Understand the importance of retaining staff for the long-
term and getting maximum value from them
2. Discover how to achieve best value for money through
adopting precise selection measures, careful placement
procedures and by constructing exciting retention initiatives
3. Explore current industry best practice in recruitment,
retention and development
4. Develop the key skills that will make you an Employer of
Choice (EoC) and win the war for talent
5. Win the necessary support to develop superior recruitment
and retention development programmes

142 Tel: +971 4 408 2864

Talent Management: The Key to The A – Z of Competency Frameworks
Organisational Success

Talent Management is an organisation’s commitment to High-performing organisations recognise that their success
recruit, hire, retain, and develop the most talented and depends on the attributes of their talent. These attributes are
superior employees available in the job market. It is rooted in described as competencies – the various individual skills,
the organisation’s strategy to show where the organisation abilities, motivators and experience that provide clarity around
is headed and how it should architect a workforce for that performance expectations and personal characteristics for
destination. employees to successfully perform in their role.
This course will approach Talent Management from a strategic When organisations use a competency-based model to recruit,
vantage point enabling delegates to walk away with the skills develop, and promote talent, they consciously align their vision,
needed to become true “workforce architects”. mission, values and strategic goals to achieving organisational
performance.
Course Content

This training course is designed to equip you with the
• Business acumen and making your business case knowledge, practical skills, understanding and models to be
• Talent leader as human capital consultant able to effectively design, build and implement a competency
• The complexity of change within your organisation and your framework linked to your talent management system.
industry
• Transition from administrator to strategic contributor
• Developing a framework and language of HR Course Content
• The HR leader’s role as an organisational architect • Introduction to competency and framework models
• Line management’s role in creating and owning HR strategy • The consequences of not defining competencies
• Creating a human and organisational strategy • Preparing a competency framework model
• Strategic Workforce Planning (SWP) • Designing a competency framework model
• Performance Management (PM), Organisational • Creating key behavioural indicators
development, Employee Relations (ER) and Learning and • Competency frameworks in practice
Development (L&D) through a strategic lens
• The role of talent analytics/metrics in strategic HR Who Should Attend
• Design the structure of your new HR organisation This course will benefit a wide range of human resource,
• Assess and upgrade your HR talent management, and training and development professionals who
• The future of HR in this new age of strategy wish to establish a competency-based approach to performance
management. The course is also targeted at personnel from the
Who Should Attend performance and development division, and anyone responsible
This course is designed primarily for those HR executives, and for managing talent in an organisation and is a strategic partner
mid to senior-level HR practitioners who desire to enhance their in the future of Human Resource systems.
skillset from transactional to strategic. The course is a high-level
strategic approach to Human Resources and the organisation. Benefits of Attending
1. Identify the fundamental components and benefits of an
Benefits of Attending effective competency framework
1. Adopt a strategic approach to address the link between 2. Acquire the knowledge and skills needed to develop a
organisational strategy and Talent Management robust competency framework from the data analysis to
2. Create a world-class talent pool by keeping your key talent implementation phase
from preying competitors 3. Define competencies that outline performance expectations
3. Build a business case using enhanced business acumen to and are aligned with your organisation’s strategic goals
address talent issues
4. Develop a succession planning model to manage
organisational risk
5. Redesign performance management systems to identify and
nurture high performing employees


Information
Technology
+971 4 408 2864

www.informa-mea.com
Information
Technology
Table of Contents
Advanced Electronic Document & Records Management (EDRM)........................................................................................................148

Building Strategic IT Capability........................................................................................................................................................................148
Business-Driven Strategic IT Planning..........................................................................................................................................................149
Certificate in Business-Aligned IT Strategy ................................................................................................................................................149
Certified Digital Transformation Practitioner ............................................................................................................................................150
Certified Information Systems Auditor (CISA®) Exam Preparation Course .....................................................................................150
Cloud Computing Foundation Certificate Examination with Business Simulations ................................................................... 151
COBIT 5...................................................................................................................................................................................................................... 151
Cyber Security Certification Bootcamp..........................................................................................................................................................152
Developing a Successful Web Portal Strategy..............................................................................................................................................152
Enterprise Application Integration..................................................................................................................................................................153
Enterprise Architecture in Practice ...............................................................................................................................................................153
Enterprise Content Management ....................................................................................................................................................................154
Essential IT Management...................................................................................................................................................................................154
INFORMATION TECHNOLOGY
Future Technologies Bootcamp........................................................................................................................................................................155
Implementing Information Management Solutions Using SharePoint 2010.....................................................................................155
Information Security Management.................................................................................................................................................................156
IT Leadership..........................................................................................................................................................................................................156
IT Management Masterclass..............................................................................................................................................................................157
IT Project Management .......................................................................................................................................................................................157
®
ITIL V3 Foundation Certificate........................................................................................................................................................................158
Management Information Systems (MIS) ....................................................................................................................................................158
Professional Certificate in Business Continuity / Professional Certificate in IT Disaster Recovery.........................................159
Professional Certificate in Electronic Document & Records Management (EDRM) .......................................................................159
Service Level Agreements & IT Contracts......................................................................................................................................................160
Strategic IT Manager............................................................................................................................................................................................160
Strategically Leading Digitisation................................................................................................................................................................... 161
Systems Design & Analysis................................................................................................................................................................................ 161
The IT Scorecard....................................................................................................................................................................................................162
Transforming your IT Division..........................................................................................................................................................................162
147
Advanced Electronic Document & Building Strategic IT Capability
Records Management (EDRM)

Many organisations have embarked on implementing EDRM The operating environment in the 2010s is relentless and fast
systems, with varying degrees of success. The Advanced paced, with a very high rate of change caused by external
Electronic Document & Records Management (EDRM) course is factors such as organisational environmental pressures,
a must for anyone who has a basic understanding of document technological advances, legal/compliance challenges, and
and records management and who needs to gain a deeper demographic impacts.
understanding of some of the techniques and steps involved in
designing, implementing and running a document and records This high value-add course will provide you with a strategic
management solution, to meet defined business objectives. approach to using IT as an integrated business capability,
using the ITR4TM model to determine the roles that will provide
This course will provide an in-depth analysis of the key issues your organisation with a competitive edge, by increasing
and challenges facing those responsible for records and agility, controlling costs, reducing risk, improving stakeholder
information management in the current business environment. satisfaction, and ultimately delivering valuable benefits to your
Real-world case studies will be used to illustrate key points organisation, by managing change proactively.
for delivering a successful EDRM project which can generate
significant business benefits and cost savings. You will also learn how to adopt a systemic and systematic
approach to planning the strategic alignment of IT with your
Course Content business mission, and connecting the strategic and operational
• Review of EDRM components, technology, and functionality plans, to ensure a ‘joined up’ approach that delivers what your
• Real-world examples showing benefits achieved organisation needs to succeed.
• Information classification and the capture models for

different types of information Course Content
• Creating new information electronically The Strategic IT Environment
• Learn how to safeguard your business from external threats • Governance
• Learn how to address the challenges of getting users to • Organisational IT maturity
change
• Learn how to work out potential benefits Strategic Management
• User training: the all-important training, re-training, and • Strategic planning
refresher-training • Managing environmental turbulence using emergent
strategies
Who Should Attend • Identifying and managing strategic IT initiatives
This course is designed for: those who are responsible for
managing documents and records; those involved in planning, Developing the Right Business Architecture
developing and implementing an EDRM solution; and those • Assessing the business requirements
wishing to learn more about how to plan, implement and operate • Realising benefits from IT/IS projects
a document and records management solution. In addition,
anyone wishing to increase their level of understanding and Strengthening the Organisation
expertise in document and records management will greatly • Innovation in strategic IT management
benefit from this course. • Developing information security strategies
• Crisis management
This course will also be valuable for:
• Records, Information, Knowledge, Document, Archive, Who Should Attend
Information Security, Operations, and Compliance Managers This course is primarily for executives/managers within the IT
• Administrators and Departmental Managers responsible for function who need to strengthen their strategic planning and
EDRM and EDRM systems management capabilities. It will also benefit:
• Librarians • IT professionals seeking to broaden their knowledge and
prepare for a management role
Benefits of Attending • Business managers/executives wishing to know more about
1. Understand the legal environment and responsibilities that strategic IT management and the benefits it delivers
surround records management
2. Use the “Designing and Implementing Recordkeeping Benefits of Attending
Systems” (DIRKS) methodology in accordance with ISO 1. Integrate IT activities into your strategic business plan,
15489 (records management standard) increasing value delivered
3. Determine how to identify measurable benefits of EDRM and 2. Use the ITR4TM model to balance the four classic roles of
map these to actual project deliverables your IT department and provide your organisation with the IT
4. Learn how the various technology components of an EDRM capability it needs
system interact to provide an overall business solution 3. Identify your organisation’s level of IT maturity and assess
how to develop it to the optimum level

148 Tel: +971 4 408 2864

Business-Driven Strategic IT Planning Certificate in Business-Aligned IT
Strategy

The IT function is subject to pressure from new technology Serious challenges impact our organisations placing a high
as well as business volatility. These pressures demand better demand on the business. Information Technology provides
information technology management and planning. the potential to cope with these challenges and further helps
to utilise them to your advantage; thereby strengthening your
Strategic IT planning helps ensure your organisation’s company’s external position. However, a shared agenda by the
technology plans are consistent or aligned with its business business and the IT disciplines is essential to cope with these
plans. If effective, strategic IT planning can ensure delivery challenges, leading to demands placed on senior managers from
of IT services that balance cost and efficiency while enabling both domains.
the business units to meet the competitive demands of the
marketplace. The main objective of this course is to help both the business
and IT departments co-create a shared business improvement
The course offers an approach to plan the fusion of IT with other agenda. This course will help you understand how a sustainable,
strategic resources to achieve and sustain leadership. It includes strong and agile organisation can only rise on the basis
a number of key tasks such as aligning IT with the direction of of agreed internal standards, using a shared architectural
the business, understanding the role of IT in the business, and vision. The course will teach you how to jointly develop such
implementing a reliable methodology for developing the IT plan. a vision, help you create ownership of the vision, and to get
Strategic IT planning is an effective management tool that will it implemented, combining short-term achievements with
help you gain a greater understanding of your organisation’s IT longer-term aims; thereby reinforcing and leveraging the unique
capabilities and define its course for the future. strengths of your organisation.
• Introduction – the evolving role of IT strategy • Successful strategy development
• Strategy setting in business • Business governance and IT governance
• Strategic planning management and methodology • Business process architecture
• Aligning business and IT • Scrutinising the business strategy
• Establishing IT strategic direction • Understanding the true nature of IT and IT projects
• Determining business needs • Overseeing the IT market
• IT goals and objectives • Deriving the strategic requirements for IT
• Establishing the IT future • Determining your future architecture
• Building the strategic plan • Formulating the decision rules for IT
• Strategy for IT as an internal supplier
Who Should Attend • Formulating the organisational requirements for IT
This course is designed for CIOs, IT Directors and Senior • Consolidating conclusions from the gap
IT Executives, Corporate and IT Planners, and Senior • Deriving the multi-year strategy implementation roadmap
Business Executives/Strategists who have responsibilities in • Organising the IT strategy development project
implementing IT initiatives in their organisation. IT Managers,
IT Executives and other senior professionals responsible for Who Should Attend
strategic IT planning in an organisation will certainly benefit. For IT Managers and IT specialists committed to developing a
joint business-IT blueprint to improve the strategic contribution
Benefits of Attending of IT (such as CIOs, IT Directors, Heads of CIO Offices, Managers
1. Understand the strategic IT planning framework and of IT Policy and Architecture, and Enterprise Architects).
formalise and document the IT master plan
2. Learn how to progress from business and organisation Also for Senior Business Managers aiming to take responsibility
analysis to identification of IT opportunities for business innovation, while using IT as an engine for change.
3. Plan the fusion of IT with other strategic resources to This includes COOs, CFOs, Division Managers, Business Unit
achieve and sustain leadership Managers, Department Managers, Strategy Managers, and
Corporate Strategists.

1. Understand what drives true business innovation leadership
and create a joint agenda between IT and business
disciplines, for IT-driven business innovation
2. Transform implicit long-term business visions into shared,
tangible plans
3. Leverage specialists’ efforts when planning and executing
business innovation to maximise their value-add

Certified Digital Transformation Certified Information Systems Auditor
Practitioner (CISA®) Exam Preparation Course
Certificate Partner: CXO Transform


Digital transformation is the mechanism to move to the next This course will help you to succeed in the CISA® exam. The
level of the corporate evolution, by leveraging the new emerging course will adhere to ISACA’s content area listing as outlined
digital technologies and identifying new digital business models. below.
This ultimately creates new values of products/services, prices,
customer experiences and platforms. It will assist your preparation when using ISACA’s CISA Review
Manual and Question Database or other learning material
Every organisation must adopt the digital transformation to through class-room discussions, exercises and thorough review
create the market disruption otherwise it will be disrupted by of the exam content.
others and, ultimately, might be put out of business.
This pioneering course which will enable you to understand how

Course Content
• Introduction to the exam, content, survival tips
to create a new digital business model to offer new business • The IS audit process
values that disrupt the market. • Governance and management of IT
• IS acquisition, development and maintenance
Course Content • IS operations, maintenance and support
• The concept of digital transformation • Protection of information assets
• Digital change and digital transformation, and impact on
businesses
• New values and new digital business models

Who Should Attend
• Information Systems (IS) auditors, experienced IS-oriented
• The guiding principles of the THRIVE approach internal and external auditors, and IS audit/audit/IS risk
• The principal of transformation: why and how to transform service experts aiming to demonstrate professionalism by
• The holistic approach to digital transformation and business earning the gold standard certification in IS auditing
models • IT experts and management involved in IS assurance
• Understanding how organisations need to respond functions
• Applying the innovative approach of digital transformation • Newly appointed IS audit professionals with an IT
• Applying the value approach of digital transformation background
• Applying the enterprise approach of digital transformation
• The transformation roadmap
1. Understand the requirements for achieving the CISA®
Who Should Attend designation
The education, awareness, skillset and mindset of an 2. Review key assurance aspects of IT governance, operation
organisation’s digital transformation should reach each and and security
every single employee in the company. With this in mind, this 3. Prepare for the CISA® exam with the right approach and
programme is primarily designed for Chief Transformation information
Officers (CTOs), Chief Digital Officers (CDOs), Chief Digital
Information Officers (CDIOs), Chief Experience Officers
(CXOs), and Chief Information Officers (CIOs) to provide them
with the knowledge and tools to implement and manage the
transformation across the entire business.
Additionally, Executives, Directors, Managers, and senior level

professionals involved in digital transformation and those who
are keen to enhance their understanding of the topic will find
great value in this course.
1. Understand the true concept of digital transformation with
all related new emerging digital technologies and the impact
on organisations in the digital era
2. Discover the guiding principles of the THRIVE approach to
undertake the digital transformation
3. Explore and analyse all new possible digital business models
and platforms, with reference to existing examples from a
range of industries
4. Learn the transformation roadmap and its detailed 10
phases, including strategy planning and execution

150 Tel: +971 4 408 2864

Cloud Computing Foundation COBIT 5
Certificate Examination with Business
Simulations
Credits: 11 PDUs

This course provides a balanced approach to learning the Knowledge of Control Objectives for Information and Related
business perspectives, the technical perspectives, and adopting, Technologies (COBIT) is critical to management and IT
operating and governing the cloud. These concepts are practitioners. The COBIT 5 framework established in 2012, is
strengthened throughout the course by assignments based on a the foundation for better and aligned IT governance. As security,
fictitious company, “PureNRG”. fairness, and transparency become key to good management,
governance needs to move from boardrooms to every corner of
The Cloud Computing Foundation Certificate Examination with the enterprise.
Business Simulations course introduces good practices for
the cloud domain, and will enable you to pass the associated Information is all pervasive and IT is a custodian. The business’s
foundation exam to achieve the Cloud-Ready Professional® role in IT governance is critical to ensuring the business
(CRP) certification. achieves its goals. COBIT helps to identify and map business
goals to IT processes and goals.
Course Content
This course contains seven graduated modules: Course Content
• Module 2 introduces the basic definitions and concepts of • Overview of COBIT
cloud computing • Five principles of COBIT
• Module 3 discusses the opportunities and challenges that • Seven enablers of COBIT 5
cloud computing brings to the organisation • Systematic governance and management through
• Module 4 will explain how techniques apply to each of the interconnected enablers
cloud service models • COBIT 5 enabler dimensions
• Module 5 contains suggestions for adopting the cloud • Implementation guidance
• The remaining two modules cover operating and governing • COBIT 5 process capability model and its alignment to ISO
cloud computing 15504

This course is aimed at IT professionals at different levels and This course is essentially meant for IT Managers, technical
from various organisations, including: heads, service delivery and support staff, and Managers
• IT support staff responsible for ensuring governance within IT strategic planning
• IT Consultants and execution. This course will add value to Business Managers
• Specialists (IT, security, infrastructure, services, systems, who are directly responsible for IT services to run their business.
test, and others)
• Business Process Owners
• IT Developers Benefits of Attending
• Service Providers 1. Improve the planning, executing, monitoring of IT
• System Integrators 2. Address the concerns faced by organisations
• IT middle management 3. Align strategic IT with business
4. Monitor IT performance from a business perspective
5. Understand IT governance issues and allow the business to
Benefits of Attending derive value from COBIT 5
1. Demonstrate and apply the characteristic of cloud
computing leading to business value
2. Identify the organisational capabilities that are relevant for
realising cloud benefits
3. Successfully manage the impact and changes of cloud
computing on IT service management

Cyber Security Certification Bootcamp Developing a Successful Web Portal
Strategy

Credits: 24 CPDs

Securing your organisation from those who wish to harm or This course will provide insight into the online business, social
steal from your business has never been more critical. As networking, collaboration, portal technology and content
the Internet evolves and reaches into more and more of our management for implementing your business strategy on
everyday lives, there are more opportunities for criminals and the web. You will be introduced to the concepts of solution
others to invade our organisations and wreak havoc. conceptualisation and implementation using proven methods
that can be used within your organisation to define and launch
This course provides an intensive, interactive exploration of your strategic e-business and collaboration portals.
the potential dangers lurking in the connected world and the
methods to protect your organisation from those dangers. The course will provide you with an in-depth overview of
essential market assessment methods, technology and
Course Content associated business management and IT processes.
• Surveying the cyber threat landscape
• Security concepts and the security policy Course Content
• Moving from policy to protection • Portal strategy
• Security architectures that will prevent or protect • Business case
• Verifying the protection • Portal framework
• Future-proofing the organisation • Portal lifecycle
• Portal technology and components

Who Should Attend • Portal content management
• Cyber Security Engineers, Specialists, Analysts, Architects, • Programme management
Officers, Managers, or Directors • Hosting operations and services
• Information (Technology) Security or Business Security: • Technology change and risk management
Personnel, Officers, Engineers, Specialists, Analysts, • Customer service
Architects, Executives, Associates, Consultants, Managers, • Logistics and order fulfilment
or Directors • Portal performance and marketing
• Systems Administrators, Network Architects or Engineers, • Portal governance process and policies
(Forensics) Investigators, Auditors, Strategists, Systems • Regulatory compliance, issues and challenges
Engineers or Integrators, and Technology Evangelists
• Software Developers, Project Managers, General Managers Who Should Attend
and others involved in the creation, maintenance, or Managers and executives in government and corporate
enforcement of the organisational cyber security policy, organisations, who need to develop a high competency in
practices and procedures portal solutions, development and content management tools,
• Anyone who needs to understand the implications of cyber processes and governance.
security on their technology and overall business operations
Non-IT professionals, across all industry sectors associated
Benefits of Attending with e-business, collaboration and content management
1. Identify the cyber threats your organisation faces and the initiatives and business transformation projects in management
countermeasures against those threats capacities.
2. Prepare and maintain an effective security policy for your
organisation Benefits of Attending
3. Perform security assessments and audits (using methods 1. Gain insight into your business, web, portals and content
such as penetration testing) of the organisation’s processes, management for implementing your internet channel
technologies, communications and perimeters to determine strategy and unique customer experience
the vulnerabilities 2. Build online brands and implement a successful business
4. Review the latest threats (including ransomware) and what strategy and enhance overall customer experience and
your organisation can do to fight them loyalty
5. Design security architectures that will protect your 3. Define government to citizen services (e-governance) portal
organisation and prevent cyber attacks architecture and implementation

152 Tel: +971 4 408 2864

Enterprise Application Integration Enterprise Architecture in Practice

Enterprise Application Integration (EAI) is the unrestricted Enterprise Architecture (EA) is the foundation for business
sharing of data and business processes among any connected support, development, and change (through the management
application or data sources in the enterprise. During this course, of the business, information, applications, and technology
the different integration approaches, architectures, methods architectures); with its overall object to achieve business
and tools for achieving the degree of business and application efficiency and agility.
integration for competitive business execution will be explained.
This programme doesn’t try to reinvent the idea of business
The relationship of various integration strategies is presented architecture or introduce new notations, but instead it takes
and an EAI methodology is defined with supporting methods for tried and tested methods, techniques, tools and the wealth of
major EAI steps. Exercises performed at the end of key sections experience from practitioners from many fields and presents
and product demonstrations will provide a head start in framing this myriad of information in an informative and practical way. In
an effective EAI solution or evaluating your current efforts. addition, it attempts to show how an EA practice can be woven
into the very fabric of an organisation and that it should not be
Course Content executed in isolation to other parts of the organisation.
• Introduction and overview
• Enterprise Business Integration (EBI) approach Course Content
• The enterprise application integration approach • Managing complexity
• Developing integration strategies • Business environment
• Enterprise segregation – A new issue • The core components of an Enterprise Architecture
• Architecture driven integration requirements • An Enterprise Architecture lifecycle
• The integration project • Enterprise Architecture development
• Data integration techniques • Architecture levels, principles, governance, and stakeholders
• The service oriented architecture approach to integration • Business transformation and readiness
• Process, logic and workflow integration using the portal • Architecture capabilities
concept • Enterprise Architecture and enterprise planning
• Tool selection and the integration approach • Initiating an architecture cycle
• Business design principles
Who Should Attend • Business process and methods
This course is designed for IT professionals and supervisors • Establishing an Enterprise Architecture practice
who are responsible for integrating IT, business applications and • Architecture frameworks
content. • Reference models; architecture tools, meta-models and
standards
It will benefit all professionals responsible for business
processes and planning, business process analysis, IT projects, Who Should Attend
IT operations, applications, networks, information systems, This course is open to all professionals, but it particularly
business systems, IT architecture, IT infrastructure and IT welcomes those who:
strategy. • Are curious about EA and would like to embark on a career in
EA and business architecture
Benefits of Attending • Are part of an architecture practice that is struggling to gain
1. Successfully address the challenges of Enterprise traction and/or are looking to gain improvements
Application Integration (EAI) to generate new business • Are involved in investment and change within their
opportunities organisation
2. Integrate mission critical applications to achieve a flexible • Recognise that there is a link between investment decisions
enterprise and business architecture
3. Present different integration approaches, architectures, • Are involved in the innovation of new products, services or
methods and tools to achieve competitive application business propositions
integration • Need a greater appreciation of business architecture
1. Understand what Enterprise Architecture (EA) is, how
it functions, where it should sit in the business, and the
architecture development cycle
2. Learn strategies for developing a governance framework
(including the development of principles)
3. Be able to contribute effectively to conversations and
decisions relating to Enterprise Architecture and the wider
business

Enterprise Content Management Essential IT Management

This course provides a more detailed understanding and Today, IT management is under considerable pressure to
experience of the major deliverables when implementing an perform. That performance has many facets; not the least which
Enterprise Content Management (ECM) solution. are to deliver services, control costs and protect the IT assets of
the enterprise.
This course takes you through the typical stages of identifying
the requirements for, designing and executing an ECM strategy. The focus in this course is on understanding what has been
changing in IT, what the current thinking is and what might
Course Content happen in the near future that requires attention of today’s IT
• Setting the scene for an ECM solution Managers.
• Elements of ECM
• Examining ECM processes Course Content
• Designing and implementing an ECM system • IT management today
• Information modelling • Management roles in IT
• Developing a classification scheme • Managing the IT staff
• Metadata, tagging and keywords • Managing user support
• Design and configuration • Managing operations
• ECM governance • Managing IT infrastructure
• Information governance • IT and its role with the web
• ISO 9001 document control • Project management
• Managing IT change
Who Should Attend • IT security
• This course is for: those who are responsible for ECM; those • IT performance management
involved in planning, developing and implementing an ECM
solution; and those wishing to learn more about how to plan, Who Should Attend
implement and operate an ECM solution IT Managers, Supervisors, Systems Analysts, Development
• Anyone wishing to increase their level of understanding and Managers, business systems teams, and those who want to
expertise in ECM will also benefit from this course know what challenges and opportunities IT faces today.

1. Gain the essential skills for designing ECM solutions 1. Examine ways to measure IT performance and identify the
2. Identify different components that comprise an ECM solution correct tools for IT performance management
3. Achieve the confidence to address your own organisation’s 2. Develop IT plans which are linked to your organisation’s
ECM needs with specific techniques business objectives
3. Understand how to manage IT change and how to
implement positive IT change into your organisation
154 Tel: +971 4 408 2864

Future Technologies Bootcamp Implementing Information
Management Solutions Using
SharePoint 2010

Technologies are changing our lifestyle and the way we live, SharePoint 2010 is being widely adopted as the user platform
communicate, move and do business. of choice for many organisations. It has established itself as the
corporate information vehicle for a wide range of desktop user
Moreover, the new emerging digital technologies are going services, including collaboration, web publishing and information
to fully transform life and businesses, and it is crucial to be sharing.
prepared with updated knowledge, skills and mindsets. No
matter the industry sector, all organisations must undoubtedly With SharePoint 2007, Microsoft incorporated records
take the initiative of digital transformation empowered by management capabilities for the first time. Microsoft
emerging digital technologies before the disruption drives them has developed this capability further in SharePoint 2010.
away from business and behind their competitors. Organisations are now beginning to adopt these features to
provide their corporate Electronic Document and Records
By attending this unmissable and invigorating bootcamp, Management (EDRM) solutions.
attendees will gain key insight into new and future technological
trends which are and will continue to shape global business and Developing a solid and sustainable information management
modern society. capability within SharePoint requires careful planning, design
and implementation. This course helps guide you through the
Course Content document and records management features within SharePoint
• Gartner Hype Cycle for Emerging Technologies and presents a 12-step method to undertaking information
• Data science architecture and design.
• Machine learning
• Deep learning Course Content
• Data analytics • An understanding of the corporate information management
• Artificial Intelligence (AI) system requirements and options
• Big data • An overview of Microsoft SharePoint 2007 and 2010
• Cloud Computing • An assessment of the capability of SharePoint to meet
• 3G, 4G, 5G information management requirements
• Digital twin • A description of the various versions of SharePoint and a key
• Cybersecurity comparison of the features
• Internet of Things (IoT) • An explanation of Microsoft SharePoint and its record
• Smart cities management capability; what it does and what it does not do
• Blockchain technology (and its impact on technology and • Guidelines for implementing a solution and the key stages to
business directions) consider

This bootcamp is a must-attend, hands-on learning opportunity • Records and Information Managers who need to know
for those who are looking to learn about the emerging and more about Microsoft SharePoint 2010 to develop records
future technological trends which are, and will continue to, management strategies and systems
shape global businesses and modern society. The bootcamp • Business and Information Analysts who need to understand
will greatly benefit the following professionals (among other job how to design solutions using Microsoft SharePoint 2010
titles): • SharePoint Designers/Programmers who need to
• Technology enthusiasts understand more about information and records
• IT, digital and technology staff, managers and directors management
• Business managers, directors and owners • ICT Managers who need to implement effective information
• C-level executives (including Chief Information Officers, Chief storage strategies for their Microsoft SharePoint 2010
Technology Officers, Chief Executive Officers, etc.) systems
• Government officials
Additionally, this course has been designed for professionals Benefits of Attending
with interest and passion in technology and its impact on the 1. Create more efficient storage structures, avoiding duplication
world. and thus reducing storage costs
2. Increase accessibility of information, enabling staff to be
more productive
Benefits of Attending 3. Apply effective lifecycle management, deleting redundant
1. Explore the value of using Big Data technologies, 5G, Cloud information both reducing storage costs and improving
Computing and Cybersecurity information searches
2. Explore Artificial Intelligence (AI) and Internet of Things (IoT),
and their impact on business and social life
3. Establish a thorough understanding of how Blockchain is
changing the world and its applications in various industries


Information Security Management IT Leadership

Credits: 20 PDUs

This course encompasses all new developments in the field with In the current business world, companies are striving for
focus on threats and risks, compliance and regulations, security business excellence and even customer excellence. This means
frameworks, architecture, effective policies and effective that their IT service has to support – and often even fuel – the
integration of standards and metrics. required transformations of the business.
Course Content While today’s world is creating serious challenges for our
• Cyber threat landscape organisations, Information Technology gives us the potential
• Strategic information security response to cope with these challenges and even to utilise them to our
• Security policy advantage while strengthening our company’s external position
• Risk management on the market. However, this requires a shared agenda by the
• Strategic access management business and the IT disciplines in our organisations, while
• Strategic authentication management placing strong demands on the leadership of senior managers
• Strategic data integrity management from both domains.
• Strategic availability management
• Application lifecycle management The main objective of this course is to help you understand the
• Controls and technology – Working together requirements of IT leadership, as well as assess and develop
• Business continuity planning your competencies accordingly. It will help you understand how
• Incident management and response a sustainable, strong and agile organisation is achievable with
• Information security strategic management summary proper co-operation from the employees.
This course will teach you how to shape behaviour in a way

Who Should Attend that such co-operation is achieved; hence leveraging the unique
• Software Developers, Project Managers and others strengths of your organisation and contributing to its innovation
involved with creating and/or maintaining the information and actual transformation.
environment for an organisation
• Business and IT Managers and executives who need to
understand the implications of security on their technology Course Content
operations • The fundamentals
• Anyone involved in the creation of, maintenance of, or • Strategic IT leadership
enforcement of the organisational information security • Leading alignment through the info value chain
policy, practices and procedures • Multifaceted IT leadership
• Executing IT leadership
1. Understand information security needs and learn about risk
management essentials • CIOs, IT Directors, IT Managers, Heads of CIO Office, Strategy
2. Recognise standards and best practices in information Managers, Managers of IT Policy and Architecture, Enterprise
security management Architects, IT Planners
3. Upgrade and enhance your existing IT security policies, • Members of the IT Management Team, Systems
standards, procedures and guidelines for competitive Development Managers, Managers of Projects, Operations
advantage Managers, Infrastructure Managers, Relationship Managers
4. Manage business continuity as an essential element of • Programme Managers, Change Managers, Transformation
information security Managers, Project Managers
5. Identify controls to manage security and be able to measure • Any other Senior Executives carrying responsibility for
security management effectiveness orchestrating people’s actions in the delivery of IT and in the
creation of business value out of IT
1. Discover how to get your team to embark on a common goal
of creating value from IT
2. Acquire the skills to assume leadership of people and
processes throughout the company, to maximise IT value
3. Learn how to guide senior management in IT and in the
business towards delivering value of the IT function
4. Develop the ability to communicate in an effective manner as
an IT leader
156 Tel: +971 4 408 2864

IT Management Masterclass IT Project Management

Credits: 24 PDUs

The focus of this course is to understand the IT service This course will enable delegates to take control of scheduling,
management approach and to provide IT Managers and budgeting and resource allocation. Participants will also explore
IT professionals with the tools and insight needed to fully how to avoid common pitfalls that side-track IT projects.
understand and benefit from emerging technologies from an IT Maximum opportunities will be given to inject their own
management point of view. examples and issues into the course and continually relate the
material to their own organisation.
Course Content
• Introduction – IT management over time Course Content
• Management roles in IT • The Project management background
• IT management principles • The Project Manager and project team assembly
• Lifecycle approach of IT services • Project leadership, motivation and people skills
• Service strategy • Project initialisation process
• Service design • Project planning process
• Transition • Project execution process
• Operation • Project monitoring and controlling processes
• Cloud computing essentials • Project case studies
• Planning and operating
• Managing cloud IT Who Should Attend
This course is designed for managers and executives who are
Who Should Attend directly involved in planning and implementing IT projects or
IT Managers, Supervisors, Business Systems Teams, Systems setting up a Project Management Office and those requiring
Analysts, Development Professionals and Managers who want an advance set of IT tools to assist in cost estimation, cost
to know what IT faces today. tracking, procurement, contracting, risk assessment and
management, quality control and scope verification.
1. Explain the techniques of IT management and leadership to Benefits of Attending
govern, manage and control information technology 1. Gain a comprehensive understanding of the key processes
2. Refresh your knowledge of state of the art technology in IT of IT project management
infrastructures like virtualisation of infrastructures, virtual 2. Have a ready set of working templates, forms and checklists
desktops, Bring Your Own Device (BYOD), corporate app- relevant for use in projects
store and Cloud Computing 3. Create standard project management documentation and
3. Understand the key role of the lifecycle principle in IT communications, status, resource and budget plans
services based on ITIL 2011


®
ITIL V3 Foundation Certificate Management Information Systems
(MIS)

To be the best IT service provider, you will need to continually Digitising an enterprise is a core approach to designing effective
strive to: and efficient solutions to business problems. The key idea
• Improve the quality of your services for digitising the enterprise is systems and systems thinking.
• Align your service offerings to exactly match your company’s A system is an integrated set of elements that accomplish
or customer’s needs defined objectives. A digitised enterprise is not the same as a
• Reduce, or at least maintain, operating costs digital enterprise. The digitised enterprise is one that extensively
uses digitised processes to solve business problems. A digital
The ITIL® (Information Technology Infrastructure Library) enterprise is a web based enterprise.
framework provides a comprehensive, consistent and coherent
set of best practices for IT service management processes, System thinking has driven the understanding of business
which help us to achieve these objectives, resulting in the for many years. At the core of systems thinking is creating a
achievement of business effectiveness and efficiency. boundary around a number of components of something and
then understanding how the components influence and relate
ITIL® is now the worldwide standard for managing IT service to each other. There is no better example of systems than the
provision, and is fast transforming organisations into ‘best- structure of a typical business. Adding the feedback idea to
in-class’ status. ITIL® does not suggest a completely new systems, we get a dynamic and adaptive view of a business; a
way of working; it simply provides a framework in which to key need in responding to changes in the environment around
place existing methods and activities in structured context. the business.
The emphasis that is placed on the relationships between
the processes ensures that we have effective and efficient Course Content
communication and co-operation between all areas of the • MIS – Past and future
service provider, as well as the business. • Systems theory and practice
• Types of systems
Course Content • Enterprise analysis – Structure and strategy
• Best practice in service management • Business analysis – What should the system do?
• The service lifecycle approach to service management • Preparing for the business information system
• Service strategy • Types of operational systems for digitising your primary
• Service design processes
• Service transition • Business performance and reporting systems
• Service operation • Digitised leverage for management
• Continual service improvement • Delivering the solutions
• Managing systems
• Information economics
Who Should Attend • Leading the digitising change
This course is primarily designed for:
• Individuals who require a basic understanding of the ITIL®
framework and wish to know how it may be used to enhance Who Should Attend
the quality of IT service management within an organisation This course is designed for Business Managers and Directors,
• IT professionals such as Service Desk, Technical Support Business Analysts, IT Heads and Directors, Process Analysts,
staff, First/Second Line Management, Developers, Analysts Systems Analysts, Supervisors, Business Systems Managers,
and Operational staff and Managers who want to know how to adapt to today’s
changing business environment.
1. Understand the ITIL® disciplines, and how they relate to each Benefits of Attending
other, enabling more effective and efficient delivery of IT 1. Understand what a modern, digitised company can look like
services and achieve
2. Contribute to the design and implementation of improved 2. Develop the skills to analyse and pitch the potential for your
methods of working, thus enhancing the efficiency of your own company
operation 3. Gain from the habits of the most aggressively digitised
3. Learn the importance of close-working relationships, companies in the world
generating increased effectiveness and quality of service
provision
4. Recognise how a close collaboration between IT and the
overall business leads to customer and provider alignment
5. Achieve a professionally recognised qualification within the
IT industry
158 Tel: +971 4 408 2864

Professional Certificate in Business Professional Certificate in Electronic
Continuity / Professional Certificate Document & Records Management
in IT Disaster Recovery (EDRM)


Business disruption is increasingly becoming part of an Both public and private sector organisations need to be aware of
organisation as more of its operations depend on computers the value of the information or knowledge that they hold and its
and software. The threats are not only external such as natural potential. As a result, Records Administrators and Information
disasters, pandemics, fire or security breaches, but also internal, Managers are faced with more complex systems and processes
such as computer hardware or software failures. The damage than ever before. This course provides an introduction to the
could cripple an organisation, suspend operational business essentials of EDRM and the required lessons to develop a
processes and disrupt business flows. The result is not only strategy with implementable techniques and solutions.
financial loss but also damage to the organisation’s reputation
as a reliable provider or business partner. This will include covering governance standards such as:
• BS 10008 – standard for legal admissibility
Business continuity management and disaster recovery are key • ISO 15489 – records management standard
issues for all industry sectors and are recognised as an integral • ISO 9001 – quality management standard
part of good operational management practice. This course • MoReq2 – European standard for electronic records
provides an interactive exploration of both business continuity management
management and IT disaster recovery planning; from risk • DoD – standard for electronic records management
assessment through to post incident activities. • ISO 27001 – information security standard
Course One: Professional Certificate in Business Continuity • EDRM – what is it, why you need it, and what benefits it can
• Introduction and objectives deliver
• Business continuity programme • Document lifecycle, business processes and document flow
• Risk assessment and management • Document capture and capture models; shared folders
• Business impact analysis • Classification and retrieval
• Document business continuity requirements • Extracting and using document content
• Business continuity plan • Document imaging vs. document management
• Responding to incidents • Interfacing and interoperability
• Incident response • Access and control; audit trails; reports
• Word templates vs. eForms
Course Two: Professional Certificate in IT Disaster Recovery • Designing and deploying electronic forms
• Why disaster recovery planning? • Document distribution – routing vs. workflow
• Disaster recovery considerations • Workflow and business process modelling
• Disaster recovery plans • Technology options for EDRMS
• Test the disaster recovery plan
• Responding to the disaster Who Should Attend
• Getting back to normal This course is designed for those involved in information,
document or records management and technology, including:
Who Should Attend • Information Security or Technology Managers
These courses are developed for: • Records/Document Managers
• Professionals responsible for business continuity and • Information Managers
disaster recovery • Operations Managers
• Managers, executives and anyone else responsible for the • Compliance Officers/Managers
continued operation of the business regardless of disruption • Knowledge Managers
• Personnel in operations, audit, compliance, information • Business Development Managers
technology, security, risk management, and customer • Office Managers and Administrators
support who may be affected by a business disruption or • Librarians
technical emergency
Benefits of Attending 1. Learn the fundamental concepts, components, legal
1. Perform business impact analysis to identify business value obligations and international standards for electronic
and priorities document and records management systems (EDRMS)
2. Coordinate risk responses to incidents 2. Discover how to build a classification structure and
3. Assess advanced members to reduce risk for the business implement a records retention schedule
4. Write, review, and test an effective business continuity plan 3. Develop an EDRM strategy and avoid pitfalls commonly
5. Explore the latest disaster recovery technologies associated with EDRM, whilst maximising your ROI

Service Level Agreements & IT Strategic IT Manager
Contracts

Credits: 14 PDUs

A formal Service Level Agreement (SLA) between the user and Information Technology (IT) has become the core of any
the provider of the computing service is one of the keystones business in any industry, and therefore strategy of the business/
of today’s IT and telecommunications management. SLAs enterprise should be essentially powered by IT and digital
are as appropriate to in-house computing, communications, technologies.
development and support activities as they are to commercial or
facilities management operations. By embracing the business With the evolvement of technologies, business models have
case of the user, SLAs can help to justify the company’s overall rapidly changed and transformed. IT strategy is no longer a
computing requirements, ease capacity planning, justify supportive department as it was considered in the past but the
resources and establish the case for security and disaster core of the business and the driver behind the business model.
recovery planning. Consequently, the enterprise business strategy must be built
at the same time with the IT/digital strategy, whilst considering
The course starts with a step-by-step guide to helping you the values the IT and the business models offer to the business,
design and carry out effective service level agreements in your customers and employees with the best competitive advantage.
organisation. Subsequently, the second part will enhance your
understanding of IT contracts. This is a unique session covering This course will help IT leaders to build and manage their
the pragmatic, contractual, tendering and negotiating aspects of strategic IT plans successfully in the digital economy. Delegates
buying IT and computing goods and services. will be introduced to the structures of Enterprise Architecture
Management (EAM) and gain guidelines for adopting their
Course Content own enterprise architecture; whilst leveraging the new digital
• The SLA format and structure transformation strategy with new business models enabled
• Organisation and legalities by digital technologies (such as Big Data Analytics, Cloud
• Creating and agreeing an SLA Computing, Artificial Intelligence and Blockchain).
• Deciding on external sourcing
• Tendering, response and supplier evaluation Course Content
• Tactics and behaviour in negotiation • Introduction of strategy and IT
• Dealing with providers’ strategies and charging practices • Digital transformation
• The implementation project – The mechanics • Enterprise Architecture Management (EAM) governance
• The implementation project – Managing the change • IT landscape management
• Technical standardisation
Who Should Attend
This innovative course has been specially designed for: Who Should Attend
• Those responsible for IT, computing centre management, • This course has been developed for IT/IS Managers wishing
data centres, systems management, computer services, to develop a rounded perspective on how they can become
operations, communications, network, user support, sales a more integrated part of their organisation’s strategic
and services management, MIS, information centres, planning and execution efforts
contract management and administration, technical support, • It is also suitable for Managers and professionals in other
help desk and service desk management functions who wish to deepen their understanding of IT/IS
• All users and customers of IT and telecommunications management and how it can increase business performance
services wishing to optimise the value of services they • People who have attended this course include IT/IS
receive from their service providers, hi-tech service vendors, Managers, Vice Presidents, Senior Managers, Programme/
software vendors, hardware vendors, and/or application Project Managers, Finance Managers and HR Managers
integrators
• IT Managers new to purchasing and negotiating IT services
• Purchasing, Sales and Marketing Managers/Supervisors and Benefits of Attending
staff taking up such appointments for the first time 1. Understand business, enterprise, and IT/digital strategies
• The course will also benefit those who have had little and their impact on an organisation
formal training in purchasing and negotiation who wish to 2. Explore digital transformation and digital technologies, the
consolidate their experience disruption created, and the critical needs of transformation
3. Define the enterprise architecture framework with best
practice
Benefits of Attending 4. Learn about the IT landscape management, its constituents,
1. Understand the strategic value of SLAs and their role in the organisational change and transformation, and technical
internal and external supply chain standardisation
2. Learn how to implement an SLA project and explore the 5. Leverage enterprise architecture management governance
Key Performance Indicators (KPIs) required in service and data governance in the digital economy era
measurement
3. Design an SLA format for immediate use in your organisation
and discover how to ensure vendor supply services exactly
match your needs
160 Tel: +971 4 408 2864

Strategically Leading Digitisation Systems Design & Analysis

You might be tempted to think that digitisation is primarily Systems analysis is the discipline that transforms business
important for the new ‘brickless’, or virtual, companies which requirements into technical specifications. The System Analyst
solely produce and sell information, and that it’s not so relevant is the centre of the technical implementation of the solution to
for a traditional business. In fact, large parts of most traditional business problems. The System Analyst determines how the
businesses can, and should be, digitised. The digitised enterprise business solution will be implemented, designing the data and
is one that uses digitised processes to run and manage its processes that turn the business requirements into a functioning
business wherever feasible. Routine tasks become automated system in production. The System Analyst has a solid technical
and use human skills only where these bring unique added value background and an understanding of the business environment
– e.g. to improve, innovate, do creative work, relate to clients, and organisation’s needs.
improvise in situations which cannot be foreseen, etc.
This highly interactive course helps the System Analyst
The best digitised enterprises will combine digitised embrace the technological solutions and relate those solutions
components and human activities. The art of doing this is to to the business requirements. The course presents a variety
make sure that each part does what it is best at and that all of analytical and design methods. Delegates will learn the
work together in an effective manner. Process reengineering concept and application of each method through exercises and
through digitisation is the approach to make this all happen. workshops built around a single case study. Delegates will also
be introduced to the syntax and format of various diagramming
Course Content and modelling techniques used to further analyse and design
the technical solution.
• MIS – Past and future
• Systems theory and practice
• Types of organisational systems Course Content
• Information systems, types, examples, trends • Modelling approaches
• Business-specific application systems for digitising your • Analysis and design considerations
primary processes • Data modelling concepts
• The impact of scalable infrastructure and generic application • Analysis with data models
systems • Analysis considerations
• The impact on your company’s environment by accelerating • Process modelling concepts
innovation • Data flow diagrams
• The process of innovating through digitisation • Behaviour modelling concepts
• Enterprise analysis – Structure and strategy • Use case modelling
• Business analysis – What should our system do? • Designing with use cases
• Business intelligence – Digitised leverage for management
• Acquiring the system solutions and services Who Should Attend
• Implementing the system This course is designed for software professionals who lead,
• Managing the system manage, execute or control the development of software
• Information economics systems. It will be of immense value to: System Analysts/
• Managing human resistance during digitisation Officers; Software/Systems Engineers; IT Managers/Specialists;
IT Infrastructure Managers/Specialists; IT, Network, and
Who Should Attend Computer Engineers; IT Solutions Developers; Programmers/
This course is designed for Business Managers and Directors, Programmer Analysts; Web Developers; Product Managers;
Business Analysts, IT Heads and Directors, CIOs, Process Project Managers; Business Analysts; and Team Leaders.
Analysts, Systems Analysts, Supervisors, Business Change
Experts, Strategists, business systems teams, and managers Benefits of Attending
who want to know how to utilise modern technology and 1. Choose and apply the appropriate analysis and modelling
systems thinking for becoming adaptive to today’s changing techniques to business and technical problems
business environment. 2. Read and prepare a data model, such as the entity
relationship model or the class diagram
Benefits of Attending 3. Identify which process model, either Unified Modelling
1. Analyse your company’s digitisation potential and the value Language (UML) or non-UML, is suitable to the problem to be
that digitisation will create for your organisation analysed
2. Understand expectations across the business/IT functions, 4. Create and analyse behaviour models such as use cases
and that of the CIO, CTO and the CFO 5. Apply analysis and design techniques to various forms of
3. Learn how cost-cutting must be combined with modernising software development lifecycles such as linear, iterative and
your company for survival agile

The IT Scorecard Transforming your IT Division

The adoption of the Balanced Scorecard (BSC) is credited with Business Managers are usually not too satisfied about IT
a revolutionary improvement in business mission achievement. performance or about IT transparency. Too often, this leads to
Learn how the IT BSC can demonstrate business-IT alignment adverse reactions such as improperly managed outsourcing
and support delivery of corporate strategy. actions. These may seem to reduce cost and improve delivery
at first sight, but can easily worsen the situation (e.g. damage
Course Content business flexibility and time to market), while only delivering sub-
• The Balanced Scorecard – Aligning IT with corporate optimal cost benefits.
strategy
• Who is using the BSC and why? Today’s businesses require a more practical, more effective and
• The IT balanced scorecard more aligned IT-improvement. IT itself needs to transform!
• Why IT is different – Adjusting the BSC for IT
• Developing the ICT BSC This course offers a proven approach by replacing the traditional
• IT Balanced Scorecard value metrics IT process views with a new paradigm. You will be able to
• Steps to successful ICT BSC development and achieve a drastic re-alignment of your IT operations and the
implementation business will start to appreciate IT as a strategic partner, instead
• Cascaded BSC for IT activities of just a support and a cost.
• Middle East case studies
• BSC reporting This course involves:
• Balanced Scorecard software • Analysing your current position vis-à-vis your internal clients
• Collecting the most relevant facts on your performance
• Making BSC stick

• Defining improvement requirements, with maximum effect
• Selecting best practices, from the confusingly available
Who Should Attend variety: COBIT, ITIL, PMP, PRINCE2, CMMI, Scrum, etc.
• Board/Executive members responsible for ICT • Planning practical, structural improvements
• CIOs, MIS, IT, ICT and Computer Service Managers • Achieving quick wins for immediate improvement of your
• ICT Operations, Infrastructure, Applications and Customer relationship with the business
Service Managers • Influencing your internal clients (and your boss) to take up
• ICT Project Managers their own role in creating value-add
• Systems Managers
• Corporate Strategists
• Finance Managers Course Content
• Auditors • Introductions and activity on your own IT organisation
• Understanding your challenges
• The information value chain for maximum business value
Benefits of Attending • Assessment and strategy formulation
1. Meet governance requirements • Organising IT governance
2. Address increasingly important IT governance needs and • Defining and communicating your IT services
improve business-IT alignment • Designing your IT process architecture
3. Learn to drive better value from ICT by linking ICT budget to • Improving your IT processes
strategic achievement • Re-designing organisational structure for your IT department
4. Discover how the ICT BSC can improve productivity, • Organising relationship management
efficiency and effectiveness • Managing the transformation
• Developing an action plan
• Evaluation
Who Should Attend

• CFOs, CIOs and IT Directors, IT Strategists and IT
Governance Consultants
• Newly appointed CIOs and IT Managers
• Managers of IT Relationship Management, Managers of
Service Management, Change/Transformation Managers
and Programme Managers of IT Improvement Programmes
1. Reposition your IT department by improving its impact on,
and appreciation by, the business
2. Understand what it takes for real IT leadership
3. Propagate a self-steering IT organisation, to allow you more
time devoted to strategy development
162 Tel: +971 4 408 2864

Leadership &
Management
+971 4 408 2864

www.informa-mea.com
Leadership &
Management
Table of Contents
7 Habits for Managers® .......................................................................................................................................................................................166

Action Centred Leadership.................................................................................................................................................................................166
Advanced Business Communications............................................................................................................................................................167
Advanced Presentations & Public Speaking.................................................................................................................................................167
Certificate in Leadership Effectiveness for Managers ............................................................................................................................168
Emotional Intelligence Masterclass................................................................................................................................................................168
Employee Engagement for Managers & Leaders .......................................................................................................................................169
Employee Performance Management Using KPIs......................................................................................................................................169
Financial & Strategic Leadership ...................................................................................................................................................................170
First Line Management Skills ..........................................................................................................................................................................170
From Technical Professional to Manager & Leader.................................................................................................................................... 171
Function Leadership ............................................................................................................................................................................................ 171
High Performance Leadership for New Managers.....................................................................................................................................172
Influencing & Persuasion Skills .......................................................................................................................................................................172
Leadership Excellence for Internal Auditors ..............................................................................................................................................173
LEADERSHIP & MANAGEMENT

Leadership Excellence for Internal Auditors - Internal Audit Leadership ........................................................................................173
Leadership Excellence for Internal Auditors - Organisational Leadership.......................................................................................174
Leadership Excellence for Internal Auditors - Ethical Leadership.......................................................................................................174
Leadership in Action ..........................................................................................................................................................................................175
Leadership Skills for the Public Sector .........................................................................................................................................................175
Management Skills for Middle Managers ...................................................................................................................................................176
Management Skills for New Managers .......................................................................................................................................................176
People Management Skills ................................................................................................................................................................................177
Performance Development ................................................................................................................................................................................177
Self Leadership ......................................................................................................................................................................................................178
Strategic Direction & Leadership ....................................................................................................................................................................178
Strategic Leadership ............................................................................................................................................................................................179
Strategic People & Business Leadership .......................................................................................................................................................179
Supervisory Skills ................................................................................................................................................................................................180
Team Leadership ...................................................................................................................................................................................................180
Team Leading ........................................................................................................................................................................................................ 181
Women’s Leadership Development Programme......................................................................................................................................... 181
165
7 Habits for Managers® Action Centred Leadership
Certificate Partner: FranklinCovey Middle East

Successfully leading a team takes a unique and different set Many leadership training courses focus on teaching the
of skills than those of an individual contributor. It’s hard to be a ‘process of leading’ and often, therefore, fail to deliver; why?
good boss! Many Leaders and Managers have been promoted Because Leaders can’t be trained, what we must acknowledge
due to their individual competence, but struggle when it comes is that anyone – no matter their role, status, education,
to leading and managing people. When Managers fail, it is charisma, or any other personal characteristics – can show
usually because they were unable to achieve important results. leadership. Therefore, we must focus on developing leadership
competencies if we wish to grow great Leaders.
That failure typically stems from two causes:
• They manage others before managing themselves This is the beauty of the Action Centred Leadership (ACL)
• They manage people instead of letting them manage development programme: it is designed to help support the
themselves against shared expectations development of leadership capabilities; not train Leaders.
The 7 Habits for Managers® course equips Team Leaders to The ACL programme, while acknowledging that in any human
address these basic issues and improve how they achieve endeavour there is an overall aim – the vision or the idea, which
sustainable results through and with others. This solution means a result or a task must be delivered – people won’t
distinctly focuses on who a Manager IS, not just what they DO. engage in an endeavour that has no meaningful purpose. The
Its uniqueness is the lens of the 7 Habits framework – and the programme also acknowledges that the result needs to be
way it applies new mindsets, skills, and tools towards becoming achieved through people; for great Leaders, that means two
a great Leader who can consistently deliver results. things: build a team and develop the individual.

• Introduction • The development of Action Centred Leadership
• Managing yourself • Exploring our current understanding of leadership
• Habit 1: Be proactive® • Contrasting the roles of Leader and Manager
• Habit 2: Begin with the end in mind® • Considering the impact of the qualities approach to
• Habit 3: Put first things first® understanding leadership
• Leading others • Considering the impact of the functional approach to
• Habit 4: Think win-win® understanding leadership
• Habit 5: Seek first to understand, then to be understood® • Exploring the contribution of team members
• Habit 6: Synergise® • The fundamental approach of Action Centred Leadership:
• Unleashing potential Taking best practice from the qualities – the situational and
• Habit 7: Sharpen the saw® functional approach
• Conclusion • The functions of leadership – Coaching
• The functions of leadership – Feedback
Who Should Attend • The functions of leadership – Improvement
Whether Leaders have been in their roles for some time, are • Job design and how that helps to motivate people at work
brand new, or are emerging Leaders, this programme will enable • The decision-making process of an effective Leader
them to effectively lead and manage their teams. • How effective Leaders engage with their people and become
a role model
• Putting it all together
Benefits of Attending • Knowledge and skills transfer to the workplace
1. Achieve extraordinary results by consistently executing
their R & I (resourcefulness and initiative) to break through
barriers Who Should Attend
2. Develop an “outcome-oriented” mindset in every activity they Everyone whose role requires him or her to take responsibility
engage in – projects, meetings, presentations, contributions, for achieving a result through a team of people. This includes:
etc. Senior Executives, Middle Managers, First Line Managers,
3. Eliminate energy and time-wasting tendencies by focusing Team Leaders, Supervisors, Superintendents and Functional
and executing on the team’s Wildly Important Goals with a Managers, at all levels in all sectors.
weekly planning cadence
4. Lead teams that are motivated to perform superbly through Benefits of Attending
a shared expectation and accountability process 1. Outline an analysis of your personal strengths and areas for
5. Create an atmosphere of candid and helpful give-and-take by development
taking the time to fully understand issues and giving candid 2. Demonstrate an ability to recognise the needs of a situation
and accurate feedback and the leadership actions that can lead to success
6. Demonstrate innovative problem solving by seeking out 3. Demonstrate an ability to deploy leadership techniques that
differences and new and better alternatives enable individuals to contribute fully to delivering the team’s
7. Tap into the highest and best contribution of everyone on a task
team by unleashing the total strength, passion, capability, 4. Apply the course teachings immediately and effectively in
and spirit of each individual the workplace
166 Tel: +971 4 408 2864

Advanced Business Communications Advanced Presentations & Public
Speaking

The skills used by professionals who attend this course can As a professional in your field, you have excellent ideas and
be used in every business situation you can think of. Use plans. However, their success is often dependent on how well
the advanced communication skills that specialists employ you can communicate them to others to get their commitment.
and increase your chances of success in all of your business It isn’t ‘what you say’ but ‘the way in which you say it’ which
interactions. makes people respond to you.
In the Advanced Business Communications Masterclass, This course will provide with the cutting-edge that you need to
you will develop your skill set and the ability to shift from enhance your skills and bring out your talents for presenting
‘unconscious competence’ to ‘conscious excellence’ whenever so you are able to build a strong profile and get a favourable
you need a result. response from your audience.

• Breaking down the myths of communication • Lifting our personal barriers to success
• Conversation encouragers • Communication at its best – Main principles, tools and
• Communication/conversation rules techniques
• Social rules • Managing content
• Learning the core skills used by great communicators • Managing the presentation media
• Listening – The first part of great communication • Designing and building the presentation session – Structure

• The power of language and effective questioning – The • Managing yourself – The presenter
second part of great communication • Managing the audience
• Preparation and planning • Handling objections and questions constructively and
• Communications Clinic – Your challenges diagnosed and confidently
treated
Who Should Attend
Who Should Attend • Sales and Marketing Managers – for engaging the
This advanced skills development masterclass is designed customers and wider external audience
for people who want to dramatically improve their workplace • Finance Managers – communicating results, tough
communication, taking it to a level they didn’t know existed. decisions, proposals and processes
It will benefit everyone involved in negotiations, interviewing, • Operations Managers/Business Unit Managers – for
managing staff and selling. The core communication skills that strategy and better ways to succeed
you will learn can be applied in any situation. • All Managers to convince internally and externally for
business growth and agreement to action
1. Increase your interpersonal effectiveness in every business Benefits of Attending
situation by using advanced communication skills that build 1. Captivate people and generate positive responses from them
trust and rapport 2. Understand your own communication strengths, and
2. Deepen your understanding of your customers’ needs and enhance them using tools and techniques for stronger
achieve improved business results by discovering powerful communication
listening and language skills which uncover people’s 3. Unleash the natural power of your voice and expressions
underlying values and beliefs to manage objections and questions reassuringly and
3. Get the results you want every time you negotiate, interview, confidently
manage staff or sell, through deep understanding of the 4. Structure and design presentations to gain comfort,
other party’s needs confidence and efficiency in your communication
4. Increase employee engagement by improving your 5. Identify your improvement areas and work on them to
communication skills and learn how to deal effectively with overcome your challenges
the full range of staff management situations – both formal
and informal


Certificate in Leadership Emotional Intelligence Masterclass
Effectiveness for Managers

The course will focus on supervision and management Top performers are distinguished by a unique characteristic;
skills – from self-management to recruitment, performance they can maintain emotional balance, even in incredibly stressful
management, effective communication, the basics of project situations. This allows them to constantly rise above challenges,
management and finance, building effective teams, strategic achieve results, and manage complex situations, especially
customer service and conflict resolution. It is a course under pressure.
dedicated to building a solid foundation for your development
and equipping you with tools and techniques to supervise and Still, many professionals are unaware of the stress building up
manage your team effectively and thus contributing to your because of constant and growing challenges. These individuals
organisation’s goals. are often highly talented, experienced and knowledgeable,
but as they rise higher in their careers, their stress levels and
Course Content emotional drain also rise, eventually affecting their work,
• Knowing yourself decision-making, creativity, productivity and relationship with
• Managerial leadership others. In this course, award-winning Master Trainer and Master
• Recruitment, selection and retention Hypnotherapist Basem Al Attar will help you take responsibility
• Emotional Intelligence for your emotional wellbeing, will balance your stress levels, and
• Effective communication – Is it just ‘common sense’? will empower you to influence others positively so you and your
• Performance management team can perform at your best.
• Building effective high performance teams
• Introduction to project management It’s this combination of self-management and positive social
• Introduction to financial management influence – or Emotional Intelligence – that allows you to

• Managing in a customer-centric organisation develop and grow into an effective, trusted and influential
• Problem-solving and decision-making leader and that’s why Emotional Intelligence is one of the most
• Change management important skills required for personal and professional success.
• Conflict resolution
• Action planning Course Content
• Understanding emotions
Who Should Attend • Developing Emotional Intelligence
Line Managers, Supervisors, Team Leaders, Project Leaders, • Learning to relax
Shift Leaders, Trainee Managers, Assistant Managers and any • Lifestyle Changes that will help balance your life and remove
Executives without formal management training will benefit unwanted stress
from this course. • State management skills
• Social Intelligence and adopting diverse perceptions
• Developing an inspiring vision for the future
1. Recognise, harness, direct and develop your skills to
successfully establish the groundwork for you to take on Who Should Attend
future middle and senior management roles This essential course will be of value to all professionals
2. Learn about yourself, how you interact with and manage aiming to maximise their performance and utilise their talents
others, and gain a broad perspective of the imperatives of through the effective management of their emotional wellbeing.
your organisation Furthermore, those working in challenging or stressful
3. Discover how to step up to the next challenge in a positive, environments will develop the skills required to optimise
proactive way their performance, while maintaining a positive outlook and
collaborative relationships. Managers and Team Leaders are
especially required to master Emotional Intelligence to ensure
homogeneity and productivity among their team members, and
are advised to attend this course.
1. Understand the impact of emotions on our behaviour and
decisions
2. Recognise disabling beliefs and negative emotions that may
hold you back
3. Develop a more positive and practical approach to problem-
solving
4. Learn to handle stressful confrontations and challenges
5. Inspire trust, respect and cooperation to achieve results
168 Tel: +971 4 408 2864

Employee Engagement for Managers Employee Performance Management
& Leaders Using KPIs
Certificate Partner: ILM

Many organisations in the UAE are becoming mindful of This intensive training programme will provide both managers
performance and are implementing KPIs and monitoring and and employees with the knowledge, skills and best practice
measuring performance to get ahead of the competition coming techniques for developing, deploying and managing Key
into the region. However, it is important that Managers and Performance Indicators (KPIs) and setting targets at the
Leaders have the motivational and coaching skills to engage the employee’s level.
workforce in such a way that can make the day job meaningful
and purposeful for the employees. Participants will gain a comprehensive overview and technical
background of the KPI mechanism and tools, specifying the
This course provides a full understanding of employee types of employee KPIs and their various uses in measuring
engagement theory and practice, and focuses on how to the progress achieved on individual objectives. You will learn
launch projects and programmes throughout your business to to recognise good and meaningful KPIs and how to maintain
bring about a change in behaviours. We will look extensively at a balanced measurement approach across cost, quality and
coaching as a change management intervention and how to timeliness or other strategic core categories.
have regular performance discussions that enable individuals to
achieve their goals and deliver results. You will have the opportunity to practise using tools for
monitoring KPI thresholds throughout the performance year:
Managers and Leaders are also responsible for implementing actual vs. planned, including final interpretation of employees’
change in an emotionally intelligent way so that people feel both end-of-year performance appraisal ratings.
supported and challenged to think and behave in a new way.

This course provides the skills to go away and create employee Course Content
engagement initiatives across your organisation, as well a • Organisational strategic context
framework for coaching conversations, so that you can become • Employee performance management context
an agent of change and inspire new ways of working. • Setting SMART objectives for employees
• Developing KPIs
We will also look at how to sustain change and how Leaders can • Types of KPIs
monitor, measure and ensure that change is embedded long • Documenting KPIs
term within your organisation. • Setting employee targets
• Target setting sources and approach
Course Content • Setting employee targets
• Introduction to performance management
• Managing and motivating through change Who Should Attend
• What is employee engagement? • Line Managers, regardless of their field of expertise,
• Performance management strategy for teams and interested in measuring employee performance by using
individuals KPIs will find great value in having a structured approach
• High impact 1-2-1 to the implementation of a KPI mechanism, as well as best
• Coaching: Make it a habit! practice in the field
• Coaching as a change management intervention • HR professionals, such as HR Consultants, HR Managers
• Engaging across departments to influence culture or HR Associates will have exposure to a rigorous approach
• Talent management of developing, deploying and managing KPIs for individual
• Sustaining engagement strategies performance management
• Review • Corporate professionals from Strategic Planning, Quality
Assurance and Business Process Improvement disciplines
Who Should Attend (who are involved in such a project) will gain the knowledge
This course is for Managers and Leaders working in an required in order to understand the steps to be followed in
organisation that is going through change and for those who the implementation process of their projects
want to inspire their workforce. This course is also ideal for all • Entrepreneurs, analysts and professionals from any field,
members of the HR profession who are looking to implement interested in measuring employee performance, will acquire
engagement techniques. the knowledge needed to understand how productivity is
impacted when appropriate measurement methods are
Benefits of Attending used and how that could help them improve the employee
1. Successfully implement performance management tools to engagement levels within their companies
get results
2. Conduct regular performance discussions to influence Benefits of Attending
behaviours 1. Analyse strategic organisational alignment for goals
3. Understand employee engagement theory and case studies cascading
4. Coach with Emotional Intelligence 2. Apply best practice techniques in developing KPIs
3. Apply KPI thresholds in employee performance reviews

Financial & Strategic Leadership First Line Management Skills
Certificate Partner: ILM Certificate Partner: ILM

In an ever-changing world, the ability to think and act The ILM Endorsed First Line Management Skills course gives
strategically is an essential skill for every Manager. This course Junior Managers the communication and motivational skills
will not only provide the key tools to shape the way leaders in to help improve operational efficiency. It includes three highly
the business think, but to ensure that strategic action plans informative and practical modules:
are based on sound financial plans and commercially viable
proposals. Recruitment and selection – you will learn how to identify and
review current staffing levels and the importance of the various
The course will start with one day on strategy – defining components of a job description and person specification; the
strategy, examining various tools to apply to strategic thinking entire recruitment and selection process will be examined
and addressing the leadership challenge in formulating and
implementing strategic plans. The following two days will focus Personal development as a First Line Manager– this part of
on the financial aspects of the business – linking back to the the course will equip you with those skills and the mindset
strategic part of the course. necessary to get the job done
The course will examine how businesses are funded and some Developing individuals and teams – in this part of the course,
of the financial KPIs that need to be incorporated into the you will further develop your business and management skills,
Balanced Scorecard to ensure the successful implementation and at the same time send a clear signal to your management
of the strategic plans. The final day will pull the two streams that you are someone who has the skills that they need in the
together and will also revisit the global macro-economic organisation.
environment in which businesses are operating and the

challenges that this provides. Course Content
• The hidden costs
Course Content • Develop a recruitment plan; screening
• Organisational direction • Preparing for the interview; meeting the applicant
• Planning direction • Past behaviour is a predictor of future behaviour
• The challenges of execution • Guidelines on asking difficult questions
• Why do so many organisations fail? • Sharing information with the candidate
• Keeping up-to-date • Ending the interview professionally
• Revising strategies in a fast-moving world • Conducting background checks for final candidates
• Financial management • The interview arena
• Strategy management – An overview of strategy planning • Making the decision
and execution • Knowing yourself
• Financial management • Emotional Intelligence
• Setting targets for strategic financial aspects of the business • Effective communication – Is it just ‘common sense’?
• Aligning strategy and budgeting • Conflict resolution
• Investment evaluation • Managerial leadership
• Performance management
Who Should Attend • Building effective high performance teams
The programme is designed for Managers who recognise the • Problem-solving, decision-making, and change management
need to strengthen their strategic management skills in terms
of: Who Should Attend
• Developing and implementing successful business This course is designed for Supervisors and First Line Managers,
strategies to support the development of their skills in maintaining and
• Aligning financial strategy within overall business strategy developing the effectiveness and efficiency of the operations for
which they are responsible, by motivating and developing the
Benefits of Attending people who work in the team or department; fostering effective
1. Ensure that your goals are strategically aligned with your communication and developing a sense of team/corporate
organisation identity.
2. Investigate the financial challenges rapid growth or strategic
change can have on your business, spot the warning signs, Benefits of Attending
and take appropriate action 1. Learn the skills and processes to ensure you select the
3. Become familiar with the options for funding strategic plans, right person, for the right job at the right time with the right
and manage the risk profile of strategic change competencies
4. Present strategic plans to gain financial acceptance, 2. Develop your leadership style, manage the performance
including project appraisal techniques and cash flow of others and build highly effective teams while managing
forecasting change
3. Learn the impact of high Emotional Intelligence and how to
use it to increase your supervisory effectiveness
170 Tel: +971 4 408 2864

From Technical Professional to Function Leadership
Manager & Leader Certificate Partner: ILM

The security and profitability of your business will depend on Delegates will focus on developing functional and team
long-term relationships reinforced by customer confidence in leadership skills including: thinking skills, planning, people
the ability of managers and leaders in the supply chain. This development, and quality management.
requires flexibility, focus, empathy, encouragement and a well-
balanced attitude. It also requires good business awareness, Course Content
creative thinking styles, problem solving skills, emotional • Developing customer focus
intelligence and cultural understanding to guide both yourself • Identify the end user for each project
and others towards success. • Learn to clarify what your customer expectations are
• Discuss the universal success formula
This master class is for technical professionals who want to • System thinking, conceptual and analytical thinking
enhance: their market awareness; their personal and business • Innovation, creativity and problem-solving
focus; and their strategic, leadership, and management • Strategic planning
skills – to achieve recognition and then transition towards
high performance management and leadership levels in their
business area. Who Should Attend
If you currently lead others or are expected to do so in the
foreseeable future, this course is for you. Experienced Managers
Course Content will find this a great opportunity to expand on their current style
• Develop a positive mindset and the emotional strength to of leadership and explore solutions to challenging situations,
win! while upcoming Managers or those with recent advancement to
• Don’t just think about it – Do it! a management position will go through comprehensive training

• Developing professional assertiveness on skills and knowledge required to lead others effectively.
• Communicating effectively
• Managing relationships with your customers
• Resolve conflict Benefits of Attending
• Focus on inspirational leadership and evolution 1. Review your job purpose, KPIs and the projects you are
• Strategy; planning; monitoring and implementation currently working on
• Leading and managing people and human resources 2. Explore creative thinking techniques, practise thinking
• Negotiation skillsets and delegation formats outside the box and develop solutions for current challenges
• Teamwork, agreements and tactics to employ for success 3. Learn how you can gain support for innovative solutions
• A culture change – Business focus is essential within your organisation
Who Should Attend

This unique, interactive and comprehensive executive
management master class has been designed with all technical
professionals, sales professionals, strategists and business
analysts in mind. Those, in fact, who want to recognise and
achieve their full potential as managers and leaders and then
support their company in the most efficient and effective way
possible will greatly benefit from this course. Attendees may
include:
• Technical personnel (such as Science, Technology,
Engineering, and Mathematics professionals)
• IT professionals
• Health and Safety professionals
• Logistics and Operations professionals
• Quality Technicians and Inspectors
• Risk professionals
• Finance professionals
• Professionals working in Utilities, Manufacturing, Oil and
Gas, and Energy sectors
1. Focus on inspirational leadership, people management, and
human resource development
2. Gain enthusiasm, a positive mindset, and emotional strength
to strive for that next role as a Manager
3. Grasp planning tools, and balance strategy and tactics
4. Learn how to manage relationships and resolve conflict

High Performance Leadership for New Influencing & Persuasion Skills
Managers

The course will give you the opportunity to reflect on your role as Persuasiveness is one of the most important skills and when
a Manager in a structured way and develop your leadership skills applied correctly, can be of an extreme advantage in every
and capabilities. aspect of life; be it a matter of business or even a social issue.
In this course, you will review the research conducted by experts
During the course, you will identify your own leadership style on influencing and persuasion and learn how to use their work to
and potential areas for development. You will explore your own improve your persuasive powers to become better negotiators
ability to be an effective leader and address the question “What within the workforce. You will have the opportunity to practise
do effective leaders do?”. creating a positive first impression, and discuss essential
techniques used to persuade your colleagues, your clients and
This course is a comprehensive immersion in the fundamentals even your boss.
of leadership. You will gain a thorough understanding of what
is required to motivate and lead your team successfully and Empowered with high-impact negotiation skills, this course will
clear structures and tools to enable you to do this. You will leave enable you to immediately put your newly-improved persuasive
with techniques to lead your team, and yourself, for optimum techniques to practice upon returning to work. This practical and
results and the motivation to put your learning into practice interactive workshop will send you home full of ideas to try and
immediately. the confidence to succeed.

• Setting your leadership goals • Establishing credibility
• Leadership versus management • Elevator pitch
• Effective communication • Communicating and persuading using the right media
• Developing a high performing team • World experts in persuasion and influence
• Motivation and engagement • Cialdini’s Six Laws of Influence and Persuasion
• Strategic thinking skills • Knowing yourself – Persuading others
• Leading for change and innovation • Creative thinking
• Performance management • Persuasive presentations
• Coaching for results • Selling yourself – Elevator pitch
• Getting the right people
• Linking team goals to organisational goals Who Should Attend
• Managing resources strategically This course is targeted at a broad audience who wishes to
• Leading for change and continuous improvement improve personal powers of influence and persuasion. It is ideal
• Problem-solving and decision-making for all Managers, newly-appointed Team Leaders or Supervisors
• Performance management and Senior Managers who have operational responsibility
• Effective communication for a defined area of activity. This course is applicable for
• Team management profile organisations from any sector: service, commercial, industrial,
• Personal action planning manufacturing or hospitality.
This course will be a great investment for anyone seeking to 1. Apply the six key rules of persuasion effectively when dealing
achieve leadership best practice and understand “What do with teams, departments, clients and all the people you
great leaders do?”. The course is ideal for those looking for a interact with
comprehensive overview of the latest theory and best practice in 2. Adopt persuasion techniques used by world experts to suit
world-class leadership development. your needs
3. Raise performance levels within your team/organisation
Benefits of Attending 4. Influence your boss/senior management with your improved
1. Appreciate the essentials of leadership and develop high communication style and non-verbal communication skills
performing leadership skills 5. Advocate persuasive messages when using the correct
2. Develop a clear understanding of the latest trends, theories media: face-to-face, telephone or email
and issues in leadership development
3. Explore and apply best practice in management and
leadership and adopt the secrets of a world-class Manager
4. Think more strategically and be able to manage change
effectively
5. Prepare yourself for a successful leadership role and achieve
your leadership goals

172 Tel: +971 4 408 2864

Leadership Excellence for Internal Leadership Excellence for Internal
Auditors Auditors - Internal Audit Leadership

Leadership Excellence for Internal Auditors, is a set of three Leadership Excellence for Internal Auditors – Internal Audit
independent courses which cover the full range of skills Leadership, is one of the set of three independent courses
required by Internal Auditors to deliver high-quality and effective which cover the full range of skills required by Internal Auditors
assurance to modern organisations. to deliver high-quality and effective assurance to modern
organisations.
This programme will drive success by developing confidence
and credibility in three key areas of leadership: This programme will drive success by developing confidence
• Internal Audit Leadership and credibility in Internal Audit Leadership.
• Organisational Leadership, and
• Ethical Leadership As Internal Audit Leadership is a key area of the Qualification in
As these are key areas of the Qualification in Internal Audit Internal Audit (QIAL) examination, this course is structured to
(QIAL) examination, these courses are structured to help prepare help prepare those who wish to appear for the Qualification in
those who wish to appear for the Qualification in Internal Audit Internal Audit Leadership (QIAL) examinations.
Leadership (QIAL) examinations.
This interactive course will be delivered through a mix of
These interactive courses will be delivered through a mix of theory and practical sessions and the exercises and feedback
theory and practical sessions and the exercises and feedback will assist delegates in reinforcing their learning skills and
will assist delegates in reinforcing their learning skills and confidence in answering case study questions in the QIAL exam.

confidence in answering case study questions in the QIAL
exams. Course Content
• Strategic and risk-based Internal Audit (IA) planning
Course Content • Sourcing the plan
Please note that these courses cover the full range of skills • IA relations
required by internal audit leaders to deliver high-quality and • Effective engagement with key stakeholders
effective assurance in their organisations. • Quality assurance and improvement program
• Benchmarking of the internal audit function
The benefits from this programme are transferable and will • Independence and objectivity of the internal audit activity
enhance leadership skills, abilities and competencies to enable • IA talent management
improved value add to the organisations, whether, or not, the • The International Professional Practices Framework (IPPF)
attendees intend to sit the QIAL exams. • Communication skills, exam practice and feedback

• Chief Audit Executives • Chief Audit Executives
• Heads of Internal Audit • Heads of Internal Audit
• Directors of Internal Audit, Senior Audit Managers, Senior • Directors of Internal Audit, Senior Audit Managers, Senior
Internal Auditors Internal Auditors
• Internal Auditors • Internal Auditors

1. Demonstrate skills, competencies and abilities as an internal 1. Develop and implement strategic, risk-based audit plans and
audit leader to maximise the value-add to your organisation quality assurance programs
2. Enhance your impact by ensuring an effectively resourced 2. Demonstrate skills, competencies and abilities as an internal
team that delivers the correct level of assurance to audit leader to maximise the value-add to your organisation
stakeholders 3. Maximise your impact to ensure your team is resourced
3. Understand the role of the modern internal audit leader effectively to deliver the correct level of assurance to their
in adopting both, assurance and consultancy services to senior stakeholders
improve organisational performance 4. Manage your team with independence and objectivity of the
4. Gain an in-depth understanding of how governance, risk, Internal Audit function
control, strategy and ethical approaches in your organisation 5. Develop and improve your ability to apply your learning to
can provide the opportunity to improve your organisation’s addressing practical case study situations to the benefit of
bottom line your organisation’s performance
your organisation’s performance


Leadership Excellence for Internal Leadership Excellence for Internal
Auditors - Organisational Leadership Auditors - Ethical Leadership

Leadership Excellence for Internal Auditors – Organisational Leadership Excellence for Internal Auditors – Ethical Leadership,
Leadership, is one of the set of three independent courses is one of the set of three independent courses which cover the
which cover the full range of skills required by Internal Auditors full range of skills required by Internal Auditors to deliver high-
to deliver high-quality and effective assurance to modern quality and effective assurance to modern organisations.
organisations.
This programme will drive success by developing confidence
This programme will drive success by developing confidence and credibility in Ethical Leadership.
and credibility in Organisational Leadership.
As Ethical Leadership is a key area of the Qualification in Internal
As Organisational Leadership is a key area of the Qualification Audit (QIAL) examination, this course is structured to help
in Internal Audit (QIAL) examination, this course is structured to prepare those who wish to appear for the Qualification in Internal
help prepare those who wish to appear for the Qualification in Audit Leadership (QIAL) examinations.
Internal Audit Leadership (QIAL) examinations.
This interactive course will be delivered through a mix of
This interactive course will be delivered through a mix of theory and practical sessions and the exercises and feedback
theory and practical sessions and the exercises and feedback will assist delegates in reinforcing their learning skills and
will assist delegates in reinforcing their learning skills and confidence in answering case study questions in the QIAL exam.
confidence in answering case study questions in the QIAL
exam. Course Content
• Business ethics and values
Course Content • Business ethics, risks and fraud
• Governance frameworks • Business ethics codes and monitoring systems
• Risk frameworks • Legislation and regulation
• Quality frameworks • Developing organisational goals
• Role of Strategy • Strategies for long-term organisational sustainability
• Supporting the organisation’s strategic approach • The International Professional Practices framework (IPPF)
• Applying business acumen • Communication skills and exam practice
• Organisational culture
• Challenges of organisational culture Who Should Attend
• Assurance mapping • Chief Audit Executives
• The International Professional Practices Framework (IPPF) • Heads of Internal Audit
• Communication skills, exam practice and feedback • Directors of Internal Audit, Senior Audit Managers, Senior
Internal Auditors
Who Should Attend • Internal Auditors
• Chief Audit Executives
• Heads of Internal Audit Benefits of Attending
• Directors of Internal Audit, Senior Audit Managers, Senior 1. Develop and implement a strategic, and ethical risk-based
Internal Auditors audit plans and quality assurance programs for long-term
• Internal Auditors organisational sustainability
2. Maximise your impact to ensure your team is resourced
Benefits of Attending effectively to deliver ethical levels of assurance to their
1. Demonstrate an understanding of the impact of governance, senior stakeholders
risk and quality frameworks with skills, competencies and 3. Demonstrate skills, competencies and abilities as an internal
abilities as an internal audit leader audit leader to maximise the value-add to your organisation
2. Implement a strategic approach to the Internal Audit 4. Effectively monitor and manage the Internal Audit function
function aligned with the organisation’s objectives meeting all compliance, legislation and regulatory standards
3. Offer solutions to improve areas of inconstancies and 5. Develop and improve your ability to apply your learning to
challenges faced, to deliver the correct level of assurance addressing practical case study situations to the benefit of
and improve the organisation’s bottom line your organisation’s performance
your organisation’s performance

174 Tel: +971 4 408 2864

Leadership in Action Leadership Skills for the Public Sector

Leadership is one of the most researched and written about Effective leadership can help government organisations make
topics in the business world. However: the critical transition from intention to implementation, potential
• How do you transfer the wealth of knowledge out there into to performance, and policy to practice. This is a new and unique
practical step-by-step actions that yield results? course combining all elements of public leadership and the
• How do you motivate and inspire your team? necessary skills needed to lead the public service organisations
• How do you achieve clarity and focus on the critical issues of the future.
that may have long-term impact?
• How do you make difficult decisions that strike a balance Course Content
between human relations and pragmatism? • Organisational leadership
• How do you change an organisation’s culture and develop • Understanding public leadership
new standards of performance? • Understanding the public leadership environment
• Strengthening leadership in government organisations
Using a hands-on, practice-based approach, this course provides • Developing New Public Leadership (NPL)
you with the tools, techniques and skills required to enable your • The service-leadership profit chain in public organisations
knowledge and experience as a Leader to successfully work for • Building public service leadership capacity
you and your organisation. • Leaders in the public service – Today and tomorrow
• Creating tomorrow’s government leaders

Course Content • The Millennium Development Goals (MDGs)
• Leadership self-evaluation • The public sector Change Leaders
• Developing strategy
• Employee engagement Who Should Attend
• Developing persuasion and influence People who can benefit from this course are, but not limited to:
• Resolving conflict and handling objections Chief Executive Officers, Directors, Deputies, Vice Presidents,
• Managing performance General Managers, Branch Chiefs, Strategic Planners, Senior
Executives, Human Resources Directors and Managers, Project
Who Should Attend Managers, Programme Managers, Performance Managers,
If you are a company Director, Manager, or Team Leader who is Finance Directors and Managers, and Chiefs of Staff.
responsible for managing others and achieving organisational
results, you will find this training extremely beneficial. Seasoned Benefits of Attending
Managers and first-time Leaders will gain insights and find an 1. Equip yourself with all necessary tools to develop leadership
opportunity to practise the skills and tools required to lead their traits and skills that are needed to lead the change and
organisation, while fostering a healthy work environment and overcome the challenges of the new world order
relationship with their peers. 2. Build greater public service leadership by learning more
about your served customers and their changing needs,
Benefits of Attending while committing a high level of services that respect the
1. Situational leadership: discover your natural leadership style social values and the community
and develop alternative styles for different situations 3. Acquire understanding of the role of public leaders in the
2. Personality theory: motivate and inspire individuals in your MDGs and how to meet those goals
team and utilise their talents
3. The Five-Finger Plan: practise a simple yet powerful planning
technique that clarifies your goals and underlines your
team’s objectives
4. Strategic planning: develop a vision for your organisation
by investigating and evaluating your true strengths and
opportunities

Management Skills for Middle Management Skills for New Managers
Managers

This advanced programme maintains the balance between As a Manager and Leader, you face a wide variety of challenging
business strategy, people development, financial frameworks responsibilities:
and operational needs. It will motivate you to raise the activity • Do you have the right management style for the results you
level in the organisation and generate the enthusiasm and the are trying to achieve?
attitude necessary to successfully complete its mission. • Do you have effective communication on skills to influence
and motivate your staff?
During this advanced course, you will discover the importance • Are you able to manage change successfully?
of being proactive, flexible and focused, but with a sense of
urgency, to develop a well-balanced approach to business. This course will provide you with the tools and techniques to
You will have a chance to create your own action plan to manage effectively and assertively. You will go through essential
improve your operational performance immediately. The course management development case studies and exercises while
maintains a balance between the important areas of business keeping you involved and engaged.
strategy, people development, financial frameworks and
operational needs. Moreover, you will identify key areas where you may need
improvement and develop an approach to strengthen your skills
base so that you can:
Course Content • Effectively manage
• Business strategy to activity management • Secure team commitment and maximise results
• Business accounting • Successfully balance your time and priorities
• Planning and organising • Achieve the criteria for the ‘excellent Manager’
• Influencing and communicating
• Problem-solving and decision-making
• Team building and leadership development skills Course Content
• Developing a leadership charter • The values matrix
• Coaching, counselling and evaluating people • Using McKinsey’s 7S Framework to describe and understand
• Action planning and personal development strategy
• Management vs. leadership
• How to make the change from team member to Team
Who Should Attend Leader
This course is for Executives, Middle Managers, Managers and • Managing your time, priorities, and work-life balance
Team Leaders who want to improve their own management • Managing pressure to prevent stress and change within
performance and help create a successful high performance teams
operation. It will greatly aid the progress of Managers who • What makes a great team?
need to understand the bigger picture and gain additional • The stages of team development
skills in leadership, strategy, finance, marketing and people • Facilitating problem-solving in teams
management. • How to manage and motivate ‘Generation Y’ and ‘Generation
X’
Benefits of Attending • How to assess and enhance the performance of your people
1. Think strategically: be results-focused and accept the • A strategy for positive discipline
responsibilities that come with management and leadership • The Manager as a coach
roles • The power of delegation
2. Use financial statements and parameters to evaluate • The Strength Deployment Inventory (SDI)
business strength • Intelligence Quotient (IQ) vs. Emotional Quotient (EQ)
3. Focus on key strategic control areas in business and finance
Who Should Attend
Managers, Team Leaders and Supervisors. This course has been
specifically designed for those Managers responsible for staff
teams and will provide you with the key management skills you
need to secure commitment and obtain superior performance
from the people you manage.
1. Use the Strength Deployment Inventory (SDI) to understand
behavioural motivations and improve interpersonal
communication
2. Understand how to promote change in your department or
organisation using Lewin’s change management model
3. Study the key approaches to coaching, delegation, and
positive discipline to enhance poor performance and
ambition within your team
176 Tel: +971 4 408 2864

People Management Skills Performance Development

This in-depth workshop experience is geared to both the newly- The course covers, in a practice-based approach, all the
appointed Manager/Supervisor and also to those individuals tools and techniques Managers need to improve their team’s
who are already in a management role and want to review and performance. More than half the course duration is dedicated to
enhance their skills and knowledge. This learning opportunity practice, role-play and simulation of performance development
is aimed at building, or rebuilding, the foundations for your meetings.
managerial career by helping hone the concepts and skills you
need in order to effectively manage yourself and others. Delegates will learn to develop the performance of their people
and increase motivation levels, by understanding and mastering
Course Content coaching, feedback, counselling and many other performance
• Evaluate current and future requirements of your work role development tools.
• The role of a Manager/Team Leader/Supervisor
• How to communicate like a professional – personal While a lot of time and practice is devoted to the annual
influence skills, assertiveness and the management of performance review, the course also lays groundwork for
emotions performance improvement and development throughout the rest
• Recruitment, selection and retention of the year, not just annual evaluation.
• Building effective high-performance teams
• Managing diversity Course Content
• Emotional Intelligence • Understanding performance
• Performance management • Measuring performance

• Change management • Developing mindsets
• Conflict resolution • The performance development cycle
• Setting goals
Who Should Attend • Coaching for improved performance
• Team Leaders and Supervisors who are preparing for • Conducting a performance appraisal meeting
advancement • Preparing your Massive Action Plan (MAP)
• Staff who are preparing for management/leadership
responsibilities Who Should Attend
• Managers who wish to strengthen and update their Managers, Supervisors, Team Leaders and potential
management and business skills management staff will gain the skills and understanding
• Line Managers required to develop performance. HR Managers and training
• Project Leaders professionals will gain insights into cutting-edge people
• Shift Leaders development tools and how to encourage their use in their
• Assistant Managers organisations.
• Any Executives without formal management training
Benefits of Attending 1. Motivate your team and develop their performance by
1. Increase your business effectiveness by updating and understanding personalities, needs and individual decision-
upgrading your business and management skills making strategies
2. Improve your communication skills to ensure that you 2. Achieve better job clarity and results through SMART goal
are maximising your impact and are able to influence and setting and ‘Management by Objectives’
persuade appropriately in the business context 3. Use advanced coaching tools and creative rewards to
3. Enhance your understanding of your own strengths and influence and improve the behaviour and output of your team
learn how to build on them for continued success

Self Leadership Strategic Direction & Leadership

This course focuses on the development of self leadership In a world of constantly changing demands and new capabilities
qualities. Participants are evaluated for attitude and personal of satisfying them, the opportunities available to you are
drive, and trained on essential skills and personal habits of great boundless. How you make the most of those opportunities is
Leaders. totally up to you.
Course Content Look around you and it will be clear that strategy can be very
• Exploring leadership styles and concepts confusing and often it simply works because there is a high
• Analyse your natural leadership style demand and buzz around it. However, when things change you
• Emotional Intelligence may get caught out. As a result, many corporations have failed
• Effective communication and those that succeed are strategically astute and prepared to
• Developing human relations be flexible.
• Learn how to help others develop themselves
• Time and priority management Setting a strategic direction and developing leadership
• Drawing on the renowned Getting Things Done (GTD) excellence is not just a process, framework or a model but also
techniques, this course will change your perception of time very much an attitude, a thinking and a self-strength.
and productivity
• Presenting effectively This course gives you a highly practical and applied way
to reach the heights of business and personal success. It
demystifies and redefines strategy, leadership, and value in a

Who Should Attend simple revolutionary way. When you complete this course, you
If you currently lead others or are expected to do so in the will be able to immediately apply all the learning practically
foreseeable future, this course is for you. Experienced Managers and effectively in your business/function, and start generating
will find this a great opportunity to expand on their current style immediate results.
of leadership and explore solutions to challenging situations,
while upcoming Managers or those with recent advancement to
a management position will go through comprehensive training Course Content
on skills and knowledge required to lead others effectively. • Strategic direction – Shifting the mindset, clarifying,
simplifying
• Resetting the thinking on strategy, de-cluttering and
Benefits of Attending simplifying
1. Review your career, strengths and future areas of • Understanding the ultimate strategic goal
development • What works and what doesn’t
2. Formulate a Personal Development Plan to include long-term • Becoming distinguished in the market – A star
goals, ambitions and career aspirations • Strategic business, market planning and leadership
3. Understand the Situational Leadership Model • Strategically planning for sustainable growth
• Framework and process for success
• Applying the framework to a real business scenario
• All the way to the financials
• Leading people for performance and growth
• Understanding true leadership
• Performance by management excellence
• Generating collaboration and co-operation
• Building top teams – Inspired and motivated
Who Should Attend

• All Managers/Directors involved in developing or delivering
strategic objectives
• Entrepreneurs/Business Owners
• Heads of organisations
1. Grasp and use strategy and strategic thinking – simply,
practically, powerfully
2. Structure and plan your business, department or project for
strategic success
3. Get collaboration and co-operation from people in your
business/function
178 Tel: +971 4 408 2864

Strategic Leadership Strategic People & Business
Leadership

Although organisations may spend millions on developing This course gives you a highly practical and applied way to reach
their mission, vision, values and strategic goals, the real the heights of business and personal success. It demystifies
challenge is deploying their strategy and going from planning and redefines strategy, leadership, and value in a revolutionary
to execution. Employees often feel the organisation’s strategic and simple way – a way which is working for many large
plan is disconnected from their everyday operational work, and multinationals and SMEs.
management is frustrated by resistance to change and the slow
deployment of strategic objectives. This course will teach you When you complete this course, you will be able to immediately
to incorporate strategic thinking in your everyday management apply all the learning practically and effectively in your real
decisions and turn your strategy from blueprints to action. business/function on Sunday to start generating immediate
results.
First, you will be trained to understand and swiftly use multiple
strategic thinking tools, including the Balanced Scorecard, The course will cover:
PEST and SWOT analysis. You will use these tools to evaluate • Visionary strategic leadership – maximising market
and formulate your own organisation’s strategy and leave with opportunities, and building market share and a competitive
a clear, focused strategic plan that you’ve crafted for your position
organisation. • Inspirational people leadership – enhancing performance,
co-operation, and collaboration
Next, you will anticipate and plan for dealing with resistance and • Impactful personal leadership – develop an impressive
creating a sense of ownership for your strategic plan. This will image and personality to convince, be trusted, be followed,

include analysing and developing your organisation’s culture, and get the job done
aligning your operations to your strategy and motivating Team
Leaders to play an active role in deploying your strategy. Finally, Course Content
you will explore and evaluate your employee engagement levels • Shifting mindsets and strengthening business
in real world measurable terms. You will then formulate an • Strategically planning for sustainable growth
engagement plan that will motivate your employees, increase • Becoming distinguished in the market
their sense of ownership and personal job satisfaction. The • Performance by management excellence
result: you will leave with a plan that you have crafted to turn • Generating collaboration and co-operation
your strategies into reality. • Building top teams which are inspired and motivated
• Speaking and presenting convincingly and confidently
Course Content • Establishing a strong personal image
• Vision and strategy • Managing with high personal impact
• Strategic thinking and strategic analysis
• Formulating strategy Who Should Attend
• Formulating a vision of the future • All Managers/Directors aspiring for C-level promotions
• Key Result Areas (KRAs) • Entrepreneurs/Business Owners
• Key Performance Indicators (KPIs) • Heads of organisations
• Employee engagement
• Behavioural reinforcement and reward
• Facilitating change Benefits of Attending
• Presenting your strategy 1. Structure and plan your business, department or even
• Dealing with resistance project for strategic success
2. Build the X factor and be distinguished as a business, team
or an individual
Who Should Attend 3. Grasp and use strategy and strategic thinking – simply,
If you currently lead others or are expected to do so in the practically, powerfully
foreseeable future, this course is for you. Experienced Managers 4. Take leadership in your market, your processes, your teams
will find this a great opportunity to expand on their current style and yourself
of leadership and explore solutions to challenging situations, 5. Mobilise the talent in your team for top performance and be
while upcoming Managers or those with recent advancement to the inspirational leader that people want to follow
a management position will go through comprehensive training
on skills and knowledge required to lead others effectively.
1. Develop your strategic thinking skills to gain clarity on
your organisation’s potential for growth and competitive
advantage
2. Evaluate employee engagement and develop strategies for
creating buy-in, ownership and job satisfaction
3. Refine your organisation’s culture to align your operational
activities with your strategy

Supervisory Skills Team Leadership

This course focuses on all aspects of management, from The challenge of today’s Team Leader is to create a balance
methods and processes to the softer skills of staff relations. between fairness, friendliness and firmness. This can seem
It provides the foundation and the framework for continued impossible unless you gain an understanding of how a
learning and development and is also the perfect model for successful team operates. Luckily, the Team Leadership course
those who want to refresh their knowledge and manage more involves a set of skills that you can learn and practise.
effectively.
In this course, we will guide you through each of those skills,
Course Content making sure you implement what you have learnt in relation
• Understand the difference between strategic, tactical and to your existing team. You will leave with a clear and practical
operational levels of management action plan for improving and developing your team members’
• Understand management and leadership performance. First, you will explore the dynamics involved in
• Ensure that your organisation and time management is as teamwork, from formation to productivity. You will learn the role
effective as possible of relationships within a team and best practice to build loyalty
• Organising and managing yourself to manage others and commitment. You will also gain in-depth understanding of
• Deal with people more effectively your team members’ personalities and preferences. This will
• Motivating your staff and teams help you practise smart delegation so your team members feel
• How to engage with your people and understand their unique inspired and motivated by their work.
value system
• Handling common problems You will also practise evaluating team members’ performance,
• Quick discipline: The four E’s providing positive and accurate feedback as well as coaching
• Appraisals those who need improvement. Since every team has diverse
• Defining performance management members, you will also practise correcting negative or
• Objectives and goals destructive behaviour as well as rewarding your best team
• Communication and building effective work relationships members. In a relatively short amount of time, this course will
• Engagement through coaching provide you with the insights, practices and techniques that the
• Planning for action – How will I implement what I have best Team Leaders use to achieve outstanding results.
learnt?
• Becoming more self-confident and effective Course Content
• Team dynamics
Who Should Attend • Understanding personality
This course is designed for Supervisors and prospective • Motivation and persuasion
Managers who want to further their skills with new methods and • Facilitating change
tools and become an even more vital link in the management • SMART delegation
chain. It gives all new Supervisors and Managers the necessary • Developing performance
tools and techniques to get started in management. During this • Set performance standards more accurately, identify
challenging, motivating, stimulating and enjoyable course, you performance gaps and use the right tools to close these
will be given the knowledge, skills and confidence needed to be gaps
able to hit the ground running as a new Supervisor or Manager. • Delegating and managing conflict
• Performance appraisal
1. Increase your management effectiveness with your team
by understanding a range of different managerial styles and • Executive Directors/Senior Managers
knowing how and when to use them for maximum success • Department Heads
2. Develop the effectiveness of your team by establishing a • Government Officials
systematic process for planning work, agreeing expectations • Financial Consultants
and monitoring performance • Bankers
3. Build a high performance team and extend your influence • Architects and Designers
by improving your interpersonal relationships and building a • College Professors
culture of trust, openness and collaboration • Business professionals
4. 4. Use the Belbin Team Role Inventory to discover your
current behavioural pattern and how to manage others in Benefits of Attending
your team using the Belbin Team Roles 1. Maximise your role as a Team Leader and master the art of
successful delegation
2. Understand the dynamics of building a great team and the
natural phases of team development
3. Evaluate your team members’ performance objectively and
learn to improve their results through effective coaching and
mentoring
180 Tel: +971 4 408 2864

Team Leading Women’s Leadership Development
Programme
Credits: 17 PDUs

This programme focuses on the practical application of Female professionals working in the Middle East often face
management and leadership theory and principles at the additional challenges in comparison to those outside the region,
operational level within an organisation. including:
• Visible barriers (e.g. lack of role models)
It includes three highly informative and practical modules: • Hidden barriers (e.g. male professionals being unaware of
• Team Development the specific challenges their female colleagues face)
• Team Communications • Balancing the local and international cultural/social norms
• Controlling Resources
Studies in the GCC have proven there is no shortage of highly
talented female executives in the region, and yet the number of
Course Content women in prominent or senior roles is still low. Women are often
• Identify and plan learning needs to create a high overlooked or underrated for their strengths and abilities in the
performance team workplace. Progress and results are not achieved by accident.
• Plan and implement induction for a new team member to Women need to:
maximise their performance from the outset • Take accountability of their professional decisions to be able
• Train a team member to carry out a task to influence others
• Describe the teambuilding process (Tuckman’s Model) • Confidently ask for what they want
• Understand the role of communication in leading a team • Proactively map their career path to success
• Demonstrate effective listening skills
• How to organise and lead team briefings This programme is specifically designed to empower you

• Identify team strengths and opportunities for improvement to do just that! The course will equip businesswomen with
• Identify, quantify and request appropriate resources needed the practical tools of an effective leader, whilst also raising
by a team to achieve work objectives awareness of the issues surrounding women in business and
• Apply and manage the resources used to achieve work leadership.
objectives in a cost-effective way
• Anticipate, identify and prevent (or reduce) resource wastage
Course Content
• Women with careers
Who Should Attend • Female professionals in the Middle East
This course is ideal for Team Leaders and Managers who have • Leaders to admire
been trusted with responsibility to manage corporate resources. • Understanding leadership
It would also be relevant for senior staff who are preparing for • Management and leadership
higher levels of responsibility. • Self-awareness and leading yourself
• Understanding motivation
Benefits of Attending • Building trust in teams
1. Identify, request and manage resources needed by a team to • Coaching and mentoring
achieve objectives • Managing change
2. Understand the role of communication and team briefings • Performance management
3. Plan and implement induction for your new team member • Feedback fundamentals
4. Identify and plan the training needs of your team members

Who Should Attend
This course is designed for established and emerging female
professionals seeking to move forward in their career and to
advance and excel in a leadership role in the future.
Additionally, the course is ideal if you would like to:
• Accelerate your goals as a woman in leadership
• Remove boundaries and increase your Social Intelligence
• Become a more visible, confident, and assertive leader within
your organisation
1. Define your expectations and goals as a leader to navigate
your career path for success
2. Identify the challenges that may be holding you back as
a leader and prepare an action plan to overcome possible
barriers
3. Respond assertively and confidently to challenging
situations and achieve win-win results
4. Explore the fundamentals of effectively building a team to
establish capabilities and develop talent

Legal
+971 4 408 2864

www.informa-mea.com
Legal
Table of Contents
Advanced Contract Drafting for Non-Lawyers.............................................................................................................................................186

Common Law for UAE Lawyers.........................................................................................................................................................................186
Contract Drafting for Non-Lawyers.................................................................................................................................................................187
Effective Legal & Business Writing..................................................................................................................................................................187
Immigration & Labour Law in Bahrain...........................................................................................................................................................188
Immigration & Labour Law in Saudi Arabia..................................................................................................................................................188
Labour & Employment Law in the UAE..........................................................................................................................................................189
Legal Due Diligence...............................................................................................................................................................................................189
Litigation & Dispute Resolution in the UAE..................................................................................................................................................190
Understanding Commercial Law in Bahrain................................................................................................................................................190
Understanding Commercial Law in the UAE............................................................................................................................................... 191
LEGAL
185
Advanced Contract Drafting for Common Law for UAE Lawyers
Non-Lawyers

This informative course is designed for Managers who need to In this course, you will: be introduced to the common law
negotiate contracts, terms and discounts with outside suppliers system; learn the key structural differences between the
of goods and services or manage contractor performance. common law system and other legal systems (including the civil
The course will be hands-on, guiding you through a step-by- law system that prevails in continental Europe and the Arabic
step process to understand, draft and negotiate a successful speaking countries); and learn about key common principles of
contract. You will also ensure that the interests of your contract law, tort law and evidence law.
organisation are well protected and strengthen your expertise to
build sound contractual relationships. Course Content
• Introduction – overview of the common law
Course Content • Distinguish the “common law” from other legal systems
• Framework for sound contractual relationships • Sources and methods of the common law
• Review, understand and negotiate effective contracts • The DIFC Court
• Hands-on collective review, mark-up and correction of draft • Common law principles of contract law
contracts • Common law principles of tort law
• Common law principles of evidence law
Who Should Attend
This informative course is designed for Managers who need Who Should Attend
to negotiate contracts, terms and conditions with customers, This course has been specially designed for Corporate In-House
vendors or suppliers of goods and services, or Managers who Lawyers, Solicitors and Partners from law firms and legal
frequently enter into management, licensing or joint venture Practices, including professionals with the following job titles:
relationships. This will include Purchasing, Sales or Marketing Lawyers, Senior Lawyers, Solicitors, Senior Solicitors, Attorneys,
Managers, and supervisors and staff with moderate experience Legal Counsels and Counsellors, Advocates, Arbitrators,
in contracts, negotiation or purchasing. It will also be of benefit Notaries, Legal Advisors, Consultants, and Partners – in fields
LEGAL
to those who have previously participated in Contract Drafting including: mergers and acquisitions, commercial law, real estate
for Non-Lawyers and who wish to enhance their experience with and construction law, employment law, and tax law.
an advanced-level course.
Benefits of Attending 1. Learn what the “common law” is and how it differs from
1. Understand the meaning and significance of common other legal systems
contract clauses 2. Understand how a common law court differs from a UAE
2. Recognise the impact of different legal systems on contract Court
drafting and interpretation 3. Identify the role of the DIFC Court in the UAE legal system
3. Identify essential contract clauses, terms and conditions
186 Tel: +971 4 408 2864

Contract Drafting for Non-Lawyers Effective Legal & Business Writing
Certificate Partner : PMI

Credits: 24 PDUs

As the business world gets more complex, ensuring smooth and In this course, delegates will learn: how to decipher legal jargon;
uninterrupted operations coupled with long-term relationships how and when to use or avoid legal jargon in their own writing;
with all parties is extremely critical. Contracts are now how to recognise and better understand legal documents
considered vital as they not only instil high levels of confidence written by others; and how to enhance their own legal writing
in the organisation one deals with, but also save the time and skills through techniques that result in clearer and more
effort one might face in dealing with unpredictable concerns effective writing.
and arguments. This course will guide you through a step-by-
step process to understand, draft and negotiate a successful Course Content
contract, and at the same time ensure that the interests of your • Introduction to legal writing
organisation are well-protected. You will also strengthen your • Understanding legal writing: how non-lawyers can become
expertise to build sound contractual relationships. better consumers of documents written by lawyers
• How non-lawyers can become better legal writers
Course Content
• General principles of contract drafting Who Should Attend
• Taking the mystery out of contracts: Specific parts of the • Professionals who are responsible for drafting or editing
contract and what they mean documents that have legal implications
• Focus on important clauses • People who want hands-on training in improving their skills
• Types of contracts and special considerations in drafting/editing contracts, including Contract Officers and
• Standard terms and conditions Managers
• E-commerce
• Model and template contracts
1. Improve your understanding of the legal documents you
Who Should Attend encounter in your workplace
LEGAL
This course is designed for Managers who need to negotiate 2. Enhance your writing confidence by using practical
contracts, terms and discounts with outside suppliers of goods techniques to improve the clarity of your legal writing
and services or manage contractor performance. This will 3. Apply correct templates and layout guidelines to streamline
include Purchasing, Sales or Marketing Managers/Supervisors your writing process
and staff taking up such appointments for the first time. It will 4. Learn how to structure different types of legal writing and
also be of benefit to those who have had little formal training avoid common errors
in contracts, purchasing and negotiation and who wish to 5. Improve your internal and external communication abilities
consolidate their experience.
1. Understand the meaning and significance of common
contract clauses by identifying essential contract clauses,
terms and conditions
2. Learn to establish the right framework for sound contractual
relationships
3. Achieve the confidence and skills to properly review,
understand and negotiate effective contracts

Immigration & Labour Law in Bahrain Immigration & Labour Law in
Saudi Arabia

Immigration & Labour Law in Bahrain is an intensive This course will provide delegates with a solid knowledge
course which will provide delegates with solid knowledge of the Kingdom of Saudi Arabia’s (KSA’s) labour law and an
of immigration and labour laws in Bahrain, including recent employer’s obligation towards employees. By attending the
updates to the laws, regulatory trends, and issues that often course, delegates will learn the framework for employing and
arise in the employment context. terminating employees as well as the potential liability arising
out of termination.
Professionals who are new to the region, including those in a
Human Resources role, will also learn the implications of the Course Content
2012 Bahrain labour law on recruitment, development and • Introduction to employment law
allocation of human capital in their respective companies. • Recruitment and sponsorship
• The employment relationship and employment contracts
Course Content • Pay and working time
• Overview of Bahrain labour regulations • Grievances and disciplinary procedures
• Employee mobility • Post-termination issues
• Lawful termination • Health and safety
• Employment disputes • Current trends and developments

This course will be highly beneficial for those who have had This course will be highly beneficial for those who have had
minimal formal training in labour law in the Kingdom of Bahrain minimal formal training in labour law and wish to consolidate
and offshore entities and for those who wish to consolidate their experience in Saudi Arabia, as well as professionals who
their experience in the region. In addition, professionals who have recently transferred to this region, including:
have recently transferred to this region and wish to establish or • Administrative Managers
expand their presence in Bahrain will benefit from the course, • HR/Recruitment Managers
LEGAL
including: • Training/Talent Managers

• Administrative Managers • Immigration/Benefits Managers
• HR/Recruitment Managers • Company Secretaries
• Training/Talent Managers • Paralegals/Legal Executives
• Immigration/Benefits Managers • Lawyers (in-house and private practice)
• Company Secretaries
• Paralegals/Legal Executives
• Lawyers (in-house and private practice) Benefits of Attending
1. Gain an overview of KSA’s labour and employment laws
2. Understand recruitment, sponsorship, working times, and
Benefits of Attending disciplinary and benefits frameworks utilised in KSA
1. Gain an overview of the Kingdom of Bahrain labour laws, and 3. Implement employment contracts in your organisation which
recent updates, through comparative analysis adhere to KSA laws
2. Understand employee mobility rights and how they can 4. Manage and fulfil the requirements to hire KSA nationals
affect your business 5. Learn the process for lawful termination of employment
3. Manage lawful termination of the employment relationship
4. Successfully protect against employment claims and avoid
pitfalls when disputes arise

188 Tel: +971 4 408 2864

Labour & Employment Law in the UAE Legal Due Diligence

This course will provide a recap of UAE labour laws for This course will help you understand the concepts and practices
attendees to gain a better understanding of current practices in of due diligence: the art of evaluating a purchase or potential
the region. It will also offer an update on the regulatory trends borrower so that you can get what you pay for. Due diligence is
and an insight into how to address issues that often arise in the critical for a whole range of business transactions including:
employment context in the new economic landscape. • Acquiring companies
• Granting loans
Course Content • Entering into franchises and other long-term commercial
• Overview and review of key statutory enactments and the relationships
sponsorship system of the UAE labour law
• Who is covered by the labour law? Who is not covered? The course will discuss the role and relationship of due
• Employment contracts diligence to financial crises that affected markets throughout
• Recruitment the world. The course will also introduce you to terminology
• Special issues for cross-border employees and techniques for due diligence, and will help you understand,
• Emiratisation and the recruitment of host country national identify and evaluate risk.
employees
• Handling employee benefit issues during a merger/ Course Content
acquisition • Introduction to due diligence
• Identifying other restructuring benefits • Mergers and acquisitions (M&A) and other transactions as
• Employee benefits during the term of employment contracts
• Holding employee passports • How is due diligence related to the underlying transaction?
• Health and safety obligations • The role of representations and warranties
• Employee resignation • The dynamic relationship between due diligence and the
• Termination representations and warranties section
• Notice periods and garden leave • Recognising and classifying problems identified during due
• Employee entitlements upon termination diligence
LEGAL
• Employment disputes • “What if” scenarios
• The Ministry of Labour process • Special due diligence scenarios
• Labour and employment disputes in the local courts
• Protecting employer data and confidential information Who Should Attend
• Interplay between employment status and visa status for This course is designed primarily for Managers and Supervisors
terminated employees responsible for evaluating potential merger/ acquisition
transactions, lending decisions and investment transactions.
Who Should Attend
This course has been developed for all HR professionals within It will also benefit Lawyers, Paralegals and other professionals
the UAE industry sectors. It would also be highly beneficial for interested in learning how to perform due diligence tasks.
those working as Company Secretaries or legal heads that
have had minimal formal training in labour law and wish to Benefits of Attending
consolidate their experience in the region, as well as Lawyers 1. Understand the purpose and goals of due diligence
(in-house and private practice) who have recently transferred to 2. Understand the relationship of the due diligence phase to the
the UAE. underlying transaction
3. Recognise common pitfalls that signal risk or unreliable
Benefits of Attending information
1. Understand key principles of the labour laws of the UAE and 4. Learn how to effectively review documents
the regulatory and enforcement trends at the Ministry of 5. Recognise special challenges arising in developing countries
Labour
2. Manage the legal requirements organisations must fulfil in
relation to salaries, end of service gratuity, and other benefits
3. Comprehend employment disputes and the dispute
resolution process from the Ministry of Labour through the
local courts
4. Adhere to the labour law when recruiting, and learn how to
handle downsizing and redundancies
5. Identify the special considerations involving terminations/
redundancies of senior professionals, including severance
pay and protecting confidential company data

Litigation & Dispute Resolution in the Understanding Commercial Law in
UAE Bahrain

The global economic meltdown has dramatically increased the This course would be highly beneficial for Business Owners
number of disputes in the region. If the laws and procedures that and Managers in the Kingdom of Bahrain and offshore entities
govern disputes are unclear and unpredictable, it can be quite a seeking to establish or expand their presence in Bahrain.
complicated situation to deal with.
The course will help you successfully protect your business
Informa’s Litigation and Dispute Resolution in the UAE course ventures through proper corporate structuring and legal advice.
will equip you with appropriate solutions to handle corporate
disputes. It will provide the right techniques that you would Course Content
need in your work place and will guide you through a process • Overview of the legal system in Bahrain – rule of law, basic
to understand the full range of legal issues related to disputes. themes, major legal concepts
Having mapped the course content directly to the stated course • Major legislation and treaties
objectives, we are confident that you will leave this course with • Constitution of 2002
comprehensive insights and a balanced perspective. • The Bahrain court system
• Principles of contract law
Course Content • Principles of employment law
• The role and purpose of a formal dispute resolution process • Principles of property law
• Practical exercises in dispute resolution • Doing business in Bahrain: structuring, company formation,
• Dispute resolution concepts in the UAE and elsewhere commercial agency
• Important litigation concepts in the UAE legal system
• Important concepts in the Anglo-American legal system Who Should Attend
• Introduction to arbitration This course is for Business Owners and Managers in the
• Introduction to conciliation and mediation Kingdom of Bahrain and offshore entities seeking to establish or
• Other dispute resolution concepts expand their presence in Bahrain. Corporate Executives and
In-House Counsel should view this course as an opportunity
Who Should Attend to understand the structuring ideas to increase efficiency of
LEGAL
This course will highly benefit professionals working in the operations, while decreasing costs and liability risks.
real estate, project management, construction, trading, supply
chain and logistics sectors with the responsibility for their Benefits of Attending
organisations’ exposure under disputes. While this may include 1. Explore the Bahrain legal system in relation to commercial
In-House Counsel and Legal Advisors, it also includes Senior endeavours, labour law and property
Managers and decision makers responsible for the practical 2. Understand key concepts in forming contracts and doing
and operational management of contractual relationships and business in Bahrain
the disputes that may arise from them. It will also be useful 3. Manage employment of citizens and expatriates to build
to those who negotiate contracts, terms and discounts with your business
outside suppliers of goods and services or manage contractor
performance.
1. Develop strategies for resolving disputes without resorting to
costly litigation
2. Explore the technical details of dispute resolution and
advanced negotiation
3. Understand the international and regional legal structures for
dispute resolution

190 Tel: +971 4 408 2864

Understanding Commercial Law in
the UAE
Course Overview
Working within the legal department of a company can be very
challenging in the current economic climate. The Understanding
Commercial Law in the UAE course will help you understand the
laws that affect your business.
This course will help you to better equip yourself in handling

unforeseen situations that could arise within your workplace.
The Course Director will guide you through a step-by-step
discussion of the UAE legal system to understand a wide range
of legal topics relating to commercial law.
Course Content
• The legal system in the United Arab Emirates
• Major federal statutes in the United Arab Emirates
• Overview of legal concepts
• Background
• Different views on contracts
• What makes a good contract?
• Key contract issues
• Translation: advantages and disadvantages
• The UAE labour law
• Employment contracts
• Verifying status and credentials: background checks
• Interplay between employment status and visa status
• Special issues for foreign countries: interplay between local
LEGAL
law and home-country law
• Special issues for cross-border employees
• Employee benefits during the term of employment
• Health and safety obligations
• Employee resignation and termination
• Employee entitlements upon termination
• Protecting employer data and confidential information
• Property ownership: the elements of the right of ownership
• Evolution of property law in the UAE
• Formation under the Companies Law
• Formation in the various free zones
Who Should Attend

This course is designed for those working within legal
departments. It would also be highly beneficial for those
working as Company Secretaries, Legal Heads of government
offices and medium to large businesses who have had minimal
formal training in commercial law and wish to consolidate their
experience in the region. In addition, it would also benefit In-
House Counsel and Lawyers who recently have been transferred
to the UAE.
1. Explore the similarities and differences between the UAE
legal system and other legal systems
2. Comprehend key concepts in UAE company and contract
law
3. Gain an overview of property and labour law in the UAE

Marketing, Sales
& Communications
+971 4 408 2864

www.informa-mea.com
Marketing, Sales
& Communications
Table of Contents
Certificate in Corporate Communications ...................................................................................................................................................196

Certificate in Crisis Management & Communications .............................................................................................................................196
Certificate in Digital Marketing........................................................................................................................................................................197
Certificate in Key Account Management ......................................................................................................................................................197
Certificate in Marketing Planning ..................................................................................................................................................................198
Certificate in Measuring, Monitoring & Improving the Customer Experience..................................................................................198
Certificate in Public Relations Practice ........................................................................................................................................................199
Certificate in Reputation Management .........................................................................................................................................................199
Certificate in Strategic Internal Communications ..................................................................................................................................200
Certificate in Strategic Marketing .................................................................................................................................................................200
Certified Brand Manager® ..................................................................................................................................................................................201
Certified Innovation Leader® (CIL®) ................................................................................................................................................................201
Certified Product Manager® ..............................................................................................................................................................................202
MARKETING, SALES & COMMUNICATIONS

Certified Product Marketing Manager® ........................................................................................................................................................202
Channel Management.........................................................................................................................................................................................203
Commercial Negotiation ...................................................................................................................................................................................203
Customer Service Excellence with Social Media.......................................................................................................................................204
Developing & Implementing a Social Media Strategy .............................................................................................................................204
Developing & Managing Marketing Teams.................................................................................................................................................. 205
Digital Marketing for the Board....................................................................................................................................................................... 205
Effective Marketing Executive.........................................................................................................................................................................206
Facebook & Instagram Marketing Masterclass..........................................................................................................................................206
Helping Clients Succeed....................................................................................................................................................................................207
ILM Endorsed Customer Service Manager ..................................................................................................................................................207
ILM Endorsed Sales Management Programme .........................................................................................................................................208
Marketing Masterclass ......................................................................................................................................................................................208
Market Research, Evaluation & Analysis .....................................................................................................................................................209
Measuring ROI for Social Media......................................................................................................................................................................209
Planning & Running Successful PR Campaigns..........................................................................................................................................210
Sales Management ...............................................................................................................................................................................................210
Sales Territory Mapping ..................................................................................................................................................................................... 211
Social Media Marketing Masterclass.............................................................................................................................................................. 211
Successful Product Launching & Brand Positioning ................................................................................................................................212
195
Certificate in Corporate Certificate in Crisis Management &
Communications Communications

Using a range of highly interactive workshops, case studies and This course focuses on preventing and/or minimising
exercises, this course will help you articulate the business case reputational damage caused from a crisis by providing you
for building an effective Corporate Communications function, so with a complete understanding of the levels of crises, the
that it becomes integral to the success of your organisation. potential damage to the organisation, how to develop a crisis
communication action plan, with all the templates provided.
It will focus on developing the competencies needed to
formulate and deliver a cohesive Corporate Communications You will have the opportunity to participate in a number of
strategy and plan, to protect and enhance your organisation’s workshops; view DVDs, review case studies and start completing
brand and reputation. your crisis communication action plan for your organisation.
After attending this course, you will have the knowledge to
It will help you to understand and account for the needs of all of structure your communication crisis nerve centre and set it up.
your stakeholders, both internal and external. You will be able to identify all the front-liners in your organisation
and brief them on how to effectively play their role.
It will introduce you to best practice case studies from across
a range of industries, while providing you with tried and tested This course will also provide the know-how on developing
tools, techniques and templates that will help you to make a different levels of messaging to send out over a variety
positive impact on the way your organisation is perceived. of channels, for the duration of a crisis, as well as, an
understanding of how to do a post-crisis review. Subsequent
Through practical exercises and working in teams, you will also communication that may be needed to reduce or restore
learn how to assess your organisation’s current capabilities and reputational damage will also be provided.
future needs for corporate communications.
Course Content
Course Content • Definition and levels of a crisis
• The business case for corporate communications • Guiding principles for crisis communication
• Building the foundations of an effective corporate • Understand the roles and responsibilities of the crisis
communications function communication team
• Developing your corporate communications strategy • Crisis Communication Action Steps
• Turning strategy into action – building your corporate • Review video, web and teleconferencing guidelines
communications plan • Communication Messaging
• Managing difficult messages • Prepare for media interviews and/or press conferences
• Your role as a trusted advisor to the business • Develop a prioritisation matrix for the relevant stakeholders
• Understand online and social media guidelines
Who Should Attend
• This is an intermediate/advanced course designed for Who Should Attend
executives, senior managers and middle managers • This course is aimed at all industries and is a must attend for
interested in improving the way their organisation all in communications – Corporate communication directors,
communicates, both internally and externally. communication managers and all communication team
• It will appeal to communications professionals members
and practitioners currently working in a Corporate • It would also be beneficial for the Human Resource
Communications department and who want to improve Managers and Directors to attend this programme to
their contribution to the success of the business, or to those understand what is addressed during a crisis and the
tasked with setting up a new Communications function. role that HR is required to play by providing relevant and
• Equally, this course would benefit professionals in other immediate information on employees that may be affected
disciplines, including HR, PR, CSR and Marketing, who • Crises sometimes affect the premises, or the various
recognise the role of Corporate Communications in engaging locations that an organisation is situated in. For this reason
with customers, employees and the wider community. it is beneficial for the key members of the security team to
attend the course to understand the type of information
Benefits of Attending required for communication – Heads and Managers of
1. Set up an effective Corporate Communications function security teams.
(including internal communications, media relations and
external communications), to ensure it adds value to your Benefits of Attending
organisation 1. Increase your knowledge and develop your skills to
2. Identify, map and meet your stakeholders’ needs for anticipate, prepare, analyse, manage and respond to a crisis.
Corporate Communications 2. Identify stakeholders and establish a matrix
3. Conduct a Communications Audit to capture current 3. Be able to review post-crises communication and determine
capabilities and future needs an effective way forward
196 Tel: +971 4 408 2864

Certificate in Digital Marketing Certificate in Key Account
Management

This practical course covers key aspects of digital marketing, This internationally recognised course, endorsed by the UK
showing you how to integrate and reach customers, grow based ISMM, provides delegates with the strategies and skills
revenues and will help you to understand how to maximise needed to ensure that key account relationships are nurtured
online strategies and the performance of your online marketing into highly valued partnerships.
investments.
Delegates will use best practice principles to complete the
It will also provide you with insights on how digital marketing is individual assessments, account audits and account plans
approached from both, a client and an agency perspective. needed to maximise opportunities and to protect your key
accounts from competitor attack.
Course Content
• Digital display advertising and remarketing Course Content
• Keyword research • Determining the fundamentals of key account management
• Search engine optimisation basic and advanced concepts • Understanding key account relationships
• Pay per click advertising • Profiling effective key account managers
• Mobile marketing SoMoLo, web and apps • Developing a key account strategy

• Website analytics • Key account strategies – retention
• Digital marketing strategy and planning • Key account strategies – acquisition
• Key account strategies – growth
Who Should Attend • Account planning tools
• This course is suitable for a variety of professions and • Practical planning session
for all levels of marketing and business experience. It is • Relationship based communication
designed for those with the responsibility of developing or • Planning to influence
implementing an organisation’s online marketing strategy, • Managing customer expectations
such as:
• Senior management Who Should Attend
• Marketing and business development managers This course is designed for:
• Marketing executives • Existing account managers
• Small business owners • Directors and managers responsible for introducing or
• IT managers implementing key account strategies
• Anyone who would like to pursue a career in digital • Senior sales staff and sales staff being trained to take on a
marketing key account management role
• Customer focused managers from other departments who
Benefits of Attending have responsibility for interfacing with customers as part of
1. Incorporate digital marketing as a vital component of your an account management team
marketing strategy and your business goals
2. Drive new visitor traffic to your website and improve Benefits of Attending
conversion rates 1. Develop winning key account strategies and explore the
3. Create and manage online advertising and marketing concepts behind the Key Account Matrix
campaigns 2. Recognise the stages of a key account relationship
4. Effectively develop targeted PPC and mobile marketing 3. Complete business relationship audits for your own
campaigns accounts and develop strategic key account plans
5. Measure and analyse visitor traffic to your website for 4. Develop acquisition, growth and retention strategies
optimised customer retention 5. Explore buyers’ roles and motivation within decision making
units
6. Examine the advanced communication skills needed to build
lasting relationships

Certificate in Marketing Planning Certificate in Measuring, Monitoring &
Improving the Customer Experience

Marketing planning is central to the business planning process Every business assumed that the keys to success were the
and crucially important to all senior management. In fact highest quality product, the best value for money, and the best
marketing planning is too important to be left to the marketing customer service. Now all we hear about is providing the best
department and the strategic planning, product development, “customer experience.” This course will undoubtedly help you
finance, sales and manufacturing/operations management improve the capability of your processes and of your employees
should be involved. to deliver superior customer service.
This course provides the tools and techniques and a chance to With a strong focus on developing strategies for delivering
practice your Marketing Planning and the decisions you make superior customer service, the course content leads on closing
more powerful. You will realise the importance of marketing the gap between customer expectations of service and their
in getting the organisation to understand and recognise the perceptions of that experience. A prime benefit of attending
vital elements needed to produce an effective and powerful this training involves designing, developing and deploying
marketing strategy while implementing the resulting plans. customer feedback systems, including survey questionnaires,
a customer satisfaction index and the net promoter score and
The key outcome is to use the marketing planning process to using customer complaints to turn customers from detractors
become a more profitable organisation that is better equipped to to promoters.

deal with the competitive environment that we are working in.
Course Content
Course Content • The business case
• Reviewing the marketing contribution to a business plan • Developing a customer-centric view
• Emerging Middle East marketing trends and styles • Measuring and monitoring the quality of process outputs
• Situation audit – Analysing the status quo • Measuring and monitoring the capability of the
• Principles of designing an Integrated Strategic Plan transformation process
• Market segmentation • Measuring and monitoring outcomes
• Situation analysis • Using gap analysis to identify improvement priorities
• How to carry out a practical analysis of competition • Measuring and monitoring customer satisfaction
• How to define your target audience • Analysing and interpreting the results of a customer survey
• Portfolio management • Complaints and complaint management
• Effective marketing communications • Developing insights into the drivers of customer satisfaction
• Activities from strategies: developing strong tactics
• Digital and social media strategy Who Should Attend
• Measuring success This course is designed for you if you work in customer
services, customer relations, marketing, sales, service quality,
Who Should Attend client relations, collections, operations, complaints handling
• As marketing planning is central to the business planning and customer support roles in both the manufacturing and the
process this course is suitable for all senior management, service sectors.
not just those involved in marketing and sales.
• Experienced managers, from a marketing or non-marketing Benefits of Attending
background, involved with their business planning and 1. Explain how to develop customer-centric culture based on a
strategy development and/or who have authority to develop comprehensive understanding of customer expectations
and implement marketing plans and strategy will benefit 2. Describe an approach for influencing and positioning
from this course. customer expectations
• E.g. Finance Directors, Operations Directors, who need an 3. Demonstrate an ability to analyse the gap between customer
insight into linking marketing strategies to financials. expectations and customer experience
4. Outline a strategy for closing the gaps between customer
Benefits of Attending expectations and customer experience
1. Challenge your current thinking and approach to Marketing 5. Explain how to motivate employees to deliver superior
Planning customer service
2. Apply fresh thinking to reflect the benefits of Marketing 6. Outline a strategy for obtaining regular customer feedback
Planning on the whole business
3. Grow your business by reacting to market changes, threats
and opportunities
4. Increase profitability and market share
198 Tel: +971 4 408 2864

Certificate in Public Relations Practice Certificate in Reputation Management

This course will touch on the latest trends and techniques used Certificate in Reputation Management will touch on how to
today in the public relations industry while highlighting the shifts understand, control and manage the reputation of a brand,
in the practice. Throughout the four days sessions you will learn individual or company. Throughout the three-day course we
the “how to”, “when” and “what” constitute a successful public will work on techniques to enhance and sharpen your skills in
relations campaign. crafting and implementing successful strategic communications
plans to protect the reputation of individuals or entities, while
The applications of influence in communications and public learning how to create compelling, quality content, how to
relations will be explained along with focus group centred monitor, prepare and create rapid response to any negative
exercises and case studies based on the instructor’s own information online and offline.
experience with world leaders amidst conflict.
Exercises, focus groups and videos will be explained and shared
Digital strategies and current best practice in social media will based on the instructor’s own experience with world leaders
be discussed and studied. and VIPs to better prepare, assess, craft and manage winning
strategic communication and relevant reputation management
You will have an opportunity to use practical tools such as campaigns.

crafting key messaging around the “diamond” technique and the
art of listening to persuade and influence. You will have an opportunity to use practical tools such as
crafting key messaging and the art of monitoring and quick
Course Content reaction responses to protect, persuade and influence.
• The power of communications today – trends and statistics
• Social media monitoring tools and benefits Course Content
• Principles of communications • The power of communications today
• Essential elements for a successful public relations program • Principles of reputation management
• Key elements of a public relations campaign • Mainstream and social media monitoring tools and benefits
• Understanding and managing risk – crisis communications • Essential elements for a successful reputation management
• Essential skills to manage public relations plans energy and campaign
personality • Key steps to creating compelling content
• Presentation skills – best practice • Understanding and managing risk for your reputation/brand
– crisis communications
Who Should Attend • Top skills to manage reputation campaigns
• Executives who wish to sharpen their public speaking skills
• Managers that need to get a fresh outlook on latest trends Who Should Attend
in PR • Executives who wish to protect their or their company’s
• Mid-Management Staff who are tasked with handling reputation
content and promotional collateral for company social media • Managers/lawyers that need to get a fresh outlook on
platforms reputation management
• Executives in charge of decision-making and crisis • Mid-management staff who are tasked to handle content
communications planning for their organisations and promotional collateral for company social media
platforms
Benefits of Attending • Executives in charge of decision making and crisis
1. Understand and utilise the latest trends in social media communications planning for their organisations
practices
2. Enhance and sharpen your skills in crafting and Benefits of Attending
implementing successful strategic communications plans 1. Understand and successfully manage the reputation of a
3. Prepare, assess, craft and manage winning crisis brand, individual or company
communications and relevant Public Relations (PR) 2. Craft and implement successful strategic communications
campaigns plans to protect the reputation of individuals or entities
4. Learn the power of non-verbal communications and active 3. Create compelling, quality content online and offline
listening 4. Monitor, prepare and create rapid response to any negative
5. Apply persuasion and influence through PR techniques information online
6. Understand, analyse and devise the essential concepts of PR 5. Prepare, assess, craft and manage winning crisis
in order to successfully train future practitioners communications and relevant reputation management
campaigns

Certificate in Strategic Internal Certificate in Strategic Marketing
Communications

The Certificate in Strategic Internal Communications course will This course provides the tools and techniques and a chance
cover important internal communications challenges you face to practice to make your strategic marketing planning and the
and give you the critical solutions and best practice examples decisions you make more powerful.
that can assist you in the future. It will provide you with the basis
to apply this information within your business environment to You will see examples from a range of industries internationally
achieve the results you need. and have the chance to practice some key techniques on case
examples presented in the workshop. The sessions cover all the
The course will also guide you in designing a streamlined and elements of marketing; from customer and brand understanding
effective internal communications strategy for your organisation via objective and strategy development through to managing
and teach you how to improve organisational performance implementation and evaluation.
through an understanding of key topics.
Course Content
Course Content • Strategic marketing
• An introduction to strategy • Market assessment
• The strategic environment • Strategy management
• Strategic analysis – a communications perspective • Understanding customers

• Strategy implementation • The power of the Brand
• Formulating strategic action plans • Product and market development strategy
• Determine what you want to communicate • Digital and social media strategy
• Establish your target audience • Activation implementation
• Formulate the best means of reaching your audience • Judging and measuring strategies
• Evaluate if your messages are reaching your audience
• Review proven methods to identify your internal Customers Who Should Attend
• Understand your role as an internal consultant within your This course has been designed specifically for executives, senior
organisation managers, managers and team leaders who want to improve
• Overcoming common problems and critical success factors their management and business performance. It is aimed at
• Questioning and listening for best results anyone responsible for producing strategic marketing plans
• Attitude, communications and awareness surveys to identify together with their marketing teams from different marketing
your communications objectives levels and specialisms.
• Assessing the effectiveness of internal communications
• Utilise specific assessing skills and support systems Directors and other senior personnel responsible for overall
required to carry out your strategy effectively strategy and an organisation’s future performance and growth
• Develop and enter into Service Level Agreements (SLAs) with would also benefit from this course, for the marketing and
your internal customers to support strategy execution customer orientation it offers.
• Methods to improve the perception of your department
• Developing a communications framework and an internal It is particularly useful for:
communications strategic plan • Managers who are about to move out of a specialist role into
a broader general management role
Who Should Attend • Managers or department heads with cross-functional
This cutting edge course is created for professionals interested responsibilities who need to develop a customer focus
in maximising internal communications in their companies. • Managers who are looking to develop and broaden their
From Department Heads and HR Directors to Internal general marketing skills
Communications Managers and PR Managers, this course is for
everyone interested in engaging their employees and creating an It is suitable for all those involved in marketing strategy, planning
ambassadorial workforce. and its implementation, but also those in areas of sales and
finance who want to gain an understanding of the role of
marketing. It is intended to help give you more control over
Benefits of Attending your own organisation’s marketplace performance and future
1. Learn how to identify critical criteria that assist you in success.
formulating a successful internal communications strategy
2. Acquire the necessary tools and techniques to assess your
current internal communications processes Benefits of Attending
3. Tailor your messages to ensure they get noticed by your 1. Understand best practice approaches to Strategic Marketing
target groups Planning, their benefits and risks, and gain from examples
4. Adopt effective methods to continuously improve your from a range of industries
communications strategy 2. Apply leading edge techniques to improve your Marketing
Strategy and better achieve your objectives in your markets
3. Develop the ability to influence the marketing agenda and
know how to make it happen
200 Tel: +971 4 408 2864

Certified Brand Manager® Certified Innovation Leader® (CIL®)
Certificate Partner: AIPMM Certificate Partner: AIPMM

Certified Brand Manager covers the roles and responsibilities Learn the skills, strategies, and techniques to give yourself
of brand management, the key organisational interfaces, and and your product a competitive advantage. With this AIPMM
the use of the classical marketing “Ps” to strengthen your accredited certification, you will walk away with a toolbox of best
brand. You will explore the different levels of your brand (e.g., practices and proven methodologies that will help you establish
elements, attributes, personality and core values), and how each and then lead a culture of innovation for your company. You will
plays an important role in developing and maintaining strong craft a workable real-time process to build new, effective revenue
relationships with your customers. streams.
The course will provide insights into achieving the ultimate You will re-learn the entire product life cycle from the perspective
payoff by maximising brand equity and brand value. The exam at of innovation; from goods and services early ideation to the
the end of the course will help you meet all the prerequisites to retirement of past innovations. The entire learning process is
become a “Certified Brand Manager®”. designed to prepare you to take the Certified Innovation Leader
exam.
Course Content This AIPMM ProdBOK® Approved training also prepares
• Benefits of the brand to the brand-holder and the customer
• Trends in the relationship between customers and brands candidates for the Certified Innovation Leader (CIL®) exam.

• How brand management fits into the company
• The key organisational interfaces Course Content
• The components of the brand identity The AIPMM Innovation Body of Knowledge explored in this
• Core values workshop includes:
• Brand personality, attributes and elements • •Innovation Strategic Alignment
• Positioning your brand • Ideation Management
• Uses of social media in strengthening brands and reinforcing • Business Case Development
brand identity • Knowledge Creation
• Measuring and optimizing brand equity • Project Planning
• Developing and maintaining the brand • Innovation Development
• Innovation Qualification
Who Should Attend • Product Launch
• Brand Managers and those responsible for managing the
function Who Should Attend
• Marketing Managers Innovation crosses the entire enterprise and is designed for a
• Product Managers, Product Marketing Managers and others wide range of departments such as:
responsible for marketing products • Product Management Teams: Product Managers, Product
• Business Managers and others wanting to become more Marketing Managers, Brand Managers, Marketing Managers
knowledgeable about the role of their brand • Product Development Teams: Project Managers, Program
Managers, Technology Managers, Business Analysts, Design
Benefits of Attending Engineers, Application Developers
1. Increase your effectiveness as a brand manager and receive • Technology/Infrastructure Teams: IT/Project professionals,
the industry certification, “Certified Brand Manager” from Enterprise-wide information specialists, Solution Architects
AIPMM • Also, well-suited for experienced cross-functional managers
2. Strengthen your brand to develop and maintain deeper, who want to understand proven methodologies for defining
longer lasting relationships with your customers and implementing an innovation process within their
3. Position your brand to make it relevant, distinct and engaging organizations.
for your target customers
1. Transform new knowledge about your field into creative
ideas for products or processes to give your business an
edge over competitors
2. Purposefully create an innovation culture in your business
and employees through management skills and tools
3. Harness innovative ideas to design value-added products
that are successful in any marketplace
4. Maintain operational effectiveness throughout each stage of
the innovation process

Certified Product Manager® Certified Product Marketing Manager®
Certificate Partner: AIPMM Certificate Partner: AIPMM

Product management refers to the function that champions Product marketing refers to the function of ensuring the success
new products throughout the front end of the product lifecycle – of the product in the marketplace. It starts with a successful
from inception to launch. launch and continues as the product moves through its lifecycle.
In this course, we will discuss “best practice” in product In this course, we will review the typical roles and
management that you can apply to improve your efficiency and responsibilities of product marketing, as well as the key
effectiveness as a product manager. We also will review the organisational interfaces. We discuss “best practice” that you
typical roles and responsibilities of product management as can apply to improve your efficiency and effectiveness as
well as key organisational interfaces. The course will be highly a product marketing manager. You will also learn tools and
interactive and will include numerous exercises that reinforce techniques you can begin applying immediately. The course will
the key points. be highly interactive and will include numerous exercises that
reinforce the key points.
In addition to providing valuable training, the course will help
prepare you to take the exam to become a “Certified Product In addition to providing valuable training, the course will help
Manager®”, a professional credential that is recognised prepare you to take the exam to become a “Certified
worldwide. Product Marketing Manager®”, a professional credential that is
recognised worldwide.
Course Content
• The product lifecycle and product management Course Content
• Understanding goods and services • Overview of the product and product lifecycle management
• Key product decisions • The product lifecycle
• Product line and product mix • Branding
• Market segmentation • Product/market expansion
• Product positioning • Competitive strategy
• Strategic planning and portfolio management • Customer buying behaviour
• The product lifecycle: inception through launch • Overview of the marketing mix
• Preparing for the launch • Pricing
• The extended value chain • Promotion (communicating with the target customer
• Product management tools • Integrated marketing communications
• International considerations
Who Should Attend • Managing the marketing process
This course is designed for anyone involved in the product • Place (distribution)
management function: working with internal resources to ensure
successful product/service definition, design, development and Who Should Attend
launch. These people may have responsibility for goods and/or This course is designed for anyone involved in the product
services, in any industry, and include: marketing function, working with internal and external resources
• Product Managers and Product Specialists to launch the product and ensure its success in the marketplace.
• Senior Product Managers and Product Line Managers These people may have responsibility for goods and/or services,
• Solutions Managers and Segment Managers in any industry, and include:
• Others who work closely with the product management • Product Marketing Managers
function including Product Marketing Managers, Product • Product Managers and Product Specialists
Development Managers and Business Analysts • Marketing Managers and Marketing Coordinators
• Solutions Managers and Segment Managers
Benefits of Attending • Business Development Executives
1. Understand best practice in product management and how • Others who work closely with the product marketing function
you can apply them to be more effective or who are otherwise responsible for marketing products
2. Develop a robust strategy for your products and product
lines, to increase market share and fight off competition Benefits of Attending
3. Design products that match target customer needs and 1. Understand best practice in product marketing and how to
desires, both functional and emotional, to ensure maximum apply it in your organisation
market penetration 2. Manage the commercialisation phase (launch, growth,
4. Manage the front end (idea, concept, development, test, maturity, decline) of the product lifecycle more effectively to
launch) of the product lifecycle more effectively to produce produce better outcomes in the marketplace
better outcomes in the marketplace 3. Gain an important professional credential by taking the exam
5. Gain an important professional credential by taking the exam to become an AIPMM Certified Product Marketing Manager®
to become an AIPMM Certified Product Manager®

202 Tel: +971 4 408 2864

Channel Management Commercial Negotiation

Every organisation requires a clear strategy for developing, The art of negotiation is to aim for a win-win outcome. This
aligning channel marketing objectives of its respective category course covers the three-phase model, establishing and using
and brands within each of the channels that it operates in with trading currencies, fall back options and your settlement range,
the correct knowledge of its channels, insight into consumer and signalling and proposing, gaining commitment and tactical team
shopper research, together with a channel vision for the Point of roles.
Purchase (POP) to develop the best strategies for developing its
overall presence in the retail trade. Course Content
• Definition of negotiation and the 3 Stage Model
This course will provide delegates with the strategies and • Negotiating styles and characteristics of effective
essential skills required to select the best channels/outlet types negotiators
to drive overall category development. • 4 levels of communication
• Verbal behavioural analysis –Ttheory and practical exercises
Course Content • Advanced questioning techniques
• Demand management and insight platforms • 10 key negotiating lessons
• Key channel drivers • Combating power ploys, tactics and establishing rapport
• Roles and importance of channels • Proposing planning guide/making the first offer

• Route-to-market • Using, recognising and rewarding signalling behaviours to
• Channel definition process and segmentation move forward
• Channel attractiveness • Dealing with objections and pricing issues
• Consumer/shopper – definitions and understanding the • Movement and concessions checklist
differences • Negotiating across cultural boundaries – the SPECIES model
• Consumer/shopper insights • Using creative thinking to get to win-win
• Channel prioritisation and varying investment levels • Paired negation
• Channel attractiveness = channel strategies
• Conducting a 3D swot analysis Who Should Attend
• Smart objectives • Business Development Managers
• Senior executives/Entrepreneurs
Who Should Attend • Sales Managers/Sales Negotiators/Key Account Managers
Although predominantly focused and orientated towards the • Sales/Marketing Consultants/ Marketing Managers
FMCG trade, the programme would be applicable to operational • Channel Managers / Buyers, purchasing staff
personnel within other industries that trade across different • HR Staff/Recruiters
retail channels. i.e. Telecoms, electronic accessories, small • Government Officials
electrical appliance and white goods suppliers etc.
Sales and Marketing personnel, Activation Managers, Sales

1. Gain an understanding of the communications skills,
Capability Managers and personnel, Go-to-Market Managers, characteristics and behaviours used worldwide by the most
Route-to-Market personnel, Senior Merchandising Managers, successful negotiators
Managers that are members of a channel segmentation or 2. Practice the key planning elements including determining
Route-to-market project team. both parties trading currencies, setting tactical roles, setting
objectives, setting your settlement range, setting backstops,
Benefits of Attending and identifying common ground
1. Drive organisational growth through effective Channel 3. Understand and gain hands on experience of when and how
Management to use, proposing, signalling, “if – then” trading and gaining
2. Apply the Channel Definition process, based on the commitment
‘Consumer Activity Clustering’ model
3. Develop channel specific promotional strategies and
evaluate them
4. Work with the 14-step Channel Planning Process tool
5. Establish Channel-specific action plans
6. Learn how to use the Channel Management toolkits

Customer Service Excellence with Developing & Implementing a Social
Social Media Media Strategy

Increasingly, customers are giving feedback, reviews and voicing The course will share the marketing strategies that will help
their frustrations online. This can lead to a range of new and your business grow dramatically using social media. You will
challenging circumstances in which to deal with customer explore selling to the new generation of online buyers and the
service. This course will help you to identify and engage with importance of aligning your content, social media and online
your customers online using social media in a risk managed technology to your sales and marketing strategy.
way.
Learn new ways to promote and brand your business online
You will learn how to use social media effectively, making best using social media. You will use new, low-cost strategies for
use of the wide range of tools available. This will include use of boosting your business with the minimum of effort and at the
social media monitoring tools to fully understand your audience, minimum of risk. Learn the power of the big four: YouTube,
as well as social customer service tools to manage workflow LinkedIn, Facebook and Twitter, and where and how they fit into
and engagement. your marketing strategy.
Course Content Assess your website and discover how to own the first page
• Social media and customer service in perspective of Google for your chosen phrase. The course also includes
• The key social channels in perspective practical video strategies where you will be involved in creating
• Using social media monitoring tools videos and getting instant views from YouTube.
• Challenges of social customer service
• Social media measurement approach Course Content
• Social measurement ratios • Your online strategy
• Analytics and customer service • Search engines
• Social media and customer service management tools • Google
• Social customer service – policy and process • Your website
• Workshop – building your social media customer service • Blogs
plan • YouTube
• Videos
Who Should Attend • Success with videos on YouTube
The course is designed for anyone with responsibility for • Audio-video communication
customer service or digital marketing within an organisation. It • LinkedIn
will also be highly relevant for those with responsibility for an • Twitter
overall customer satisfaction as well as those involved in PR and • Facebook
brand management. • Other social media

1. Understand how social media can be used for customer This course is designed for anyone involved in marketing or
service and use the key social channels effectively responsible for the online strategy for their business. It is
2. Use social media monitoring tools to manage feedback as particularly relevant to entrepreneurs and small business owners
well as social customer service management tools who want to build their brand and online presence.
3. Monitor, engage and delight your customers using social
media Benefits of Attending
1. Learn how to dominate the first page of Google and
understand the power of article marketing
2. Apply business strategies using blogs, Facebook, Twitter
and LinkedIn
3. Understand how and where to use video marketing
4. Understand mobile media and its marketing strategies in
business
204 Tel: +971 4 408 2864

Developing & Managing Marketing Digital Marketing for the Board
Teams

This course provides insight into the online business, social This training has been designed to help understand how to plan,
networking, collaboration, portal technology and content budget and manage a comprehensive digital marketing strategy
management for implementing your business strategy on the for your organisation. This two-day theoretical and practical
web. digital marketing course covers key aspects of digital marketing,
with a highlight on using digital marketing strategies to reach
Course Content more customers, promote revenue growth, increase market
• Business plan share and measure ROI.
• Essential elements of portals
• Web value chain versus traditional commerce value chain This course will help you to understand how to maximise ROI
• Branding through online strategies. It will also provide you with insights
• Virtual communities as to how digital is approached from both a client and an
• Requirements agency perspective. You will benefit from real life examples and
• Defining and designing your portal case studies based on global and regional online marketing
• Researching customers practices. At the end of this course, you will understand the
• Running marketing campaigns and tracking performance various channels and activities required to prepare, implement
and manage a comprehensive digital marketing plan for your

• Architecture
• Governance organisation.
Who Should Attend Course Content

This course has been designed for managers and executives • Digital Marketing Mix
in government and corporates who need to acquire a high • Website Analytics
competency in portal solutions, development and content • Digital Marketing Strategy and Planning
management tools, processes and governance. It is also • Digital Display Advertising, Search Engine Optimisation
relevant for web and IT professionals associated with (SEO), Pay Per Click Advertising
e-business, collaboration and content management initiatives. • Social Media
• Mobile Marketing and SoMoLo, Video Marketing
Benefits of Attending • Remarketing and advanced strategies
1. Gain insights into your business, web, portals and content • Create an effective digital marketing team
management to implement your internet channel strategy • Chose and manage agencies
and provide a unique customer experience • Action plans
2. Explore global best practice for creating web portals and
managing your brand identity
3. Build online brands and implement a successful strategy to Who Should Attend
enhance overall customer experience and loyalty This course is suitable for Board Members, CEOs, CMOs and
COOs, senior managers from all levels of marketing, business
owners.
1. Understand the value and importance of digital marketing
and why it is a vital component of your business strategy
plan
2. Learn from practical real-life examples how digital marketing
can help significantly grow your business, domestically and
internationally
3. Get an overview of every Digital Marketing strategy, with pro
and cons of each digital channel
4. Create and effectively manage a team, capable of launching
display, search marketing, online advertising and digital
marketing campaigns


Effective Marketing Executive Facebook & Instagram Marketing
Masterclass

This course focuses on those areas of marketing which all This deep-dive course provides a clear understanding of how to
marketing personnel should understand. It introduces the major use Facebook and Instagram as tools to maximise engagement
marketing tools and the role of marketing within the wider and drive business results.
organisation.
Whether you are a relative newcomer to social or a seasoned
pro, you will take away actionable steps to drive business growth
Course Content by leveraging the power of the platforms – Facebook and
• What is the role of marketing? Instagram.
• The marketing mix
• Market analysis – situation audit
• Market intelligence Course Content
• Market segmentation • State of Facebook in the region
• Positioning • Platform basics
• Market analysis • Facebook pages
• Marketing communications • Facebook content best practice
• Maximising the use of agencies • Facebook advertising
• Selection of marcoms • Direct response best practice

• Implementing pricing policies • Facebook targeting
• Managing customer relationships • Facebook measurement
• Marketing planning • Instagram marketing

This course is ideal for those who are in support positions in • Advertising Agency Executives
marketing or who are just starting in their marketing careers. • Digital Marketing Executives/Managers
It is also useful for anyone who wishes to develop a better • Media Planners and Buyers
understanding of the marketing process and for those who • Ecommerce Marketers
interact with the marketing department. • Community Managers
• Small-Business Owners
1. Boost business performance by ensuring that your Benefits of Attending
marketing role and activities contribute to corporate 1. Build a go-to marketing community using best practice of
objectives managing brand pages and reach new customers using
2. Ensure that your marketing messages are consistent and Facebook’s targeting options effectively
aligned by developing and implementing an integrated 2. Monitor brand performance and gain marketing intelligence
communications strategy through the insights dashboard
3. Assist in delivering superior service by effectively managing 3. Capture your audience’s attention in the newsfeed by using
customer relationships and improving customer care to gain the power of content
loyalty and to retain customers

206 Tel: +971 4 408 2864

Helping Clients Succeed ILM Endorsed Customer Service
Manager
Certificate Partner: FranklinCovey Middle East Certificate Partner: ILM

Over the past 15 years, FranklinCovey has worked with This course addresses the process of designing and
thousands of sales teams all over the world, and studied what implementing a customer service system as a major
the top performing sales professionals do as a matter of habit. competitive tool. It deals with determining the service
expectations of different customer groups and developing
Designed to help sales teams consciously replicate these best a service strategy around their needs. It will address the
practices in order to achieve superior results. importance of client relationships, how to write standards and
how to develop top quality customer service teams.
Recognised globally as one of the ‘Top 20’ sales trainings, this
award winning methodology provides comprehensive training Social media is revolutionising customer service. Customers
on the entire sales cycle, from prospecting new clients to closing are now controlling the conversation around customer service!
the deal, in three days. Social media outlets have given customers big megaphones to
voice their admiration and frustrations of service experiences.
Course Content In addition to the ever-popular and critical inclusions in this
• Acquire new and effective ways to prospecting course, we are now exploring how to ‘connect the dots’ with
• Transform the sales funnel service delivery, and how to bring some of the ethos of social

• Qualifying opportunities media inside the value chain.
• Identify client needs
• Enable decisions
• Offer solutions to generate shorter sales cycles Course Content
• Increased client satisfaction and more wins • Customer service in a global economy
• Closing the Sale • Establishing service packages for each of your key customer
groups
• How to determine the degree of need/solution complexity for
Who Should Attend your clients
This intensive programme is designed to help all sales • Measuring client satisfaction
professionals seeking cut-throat practice to master the • Determining desired clients of choice
mindsets, skillsets and toolsets for a significant, measurable, • Social media and its impact on customer service
and sustained performance improvement. • The service triangle and customer focus
• Developing service strategies
Benefits of Attending • Creating a culture of customer service excellence
1. Acquire new and effective ways to fill your pipeline • Developing top quality customer service teams
2. Identify client needs and offer solutions to generate shorter • Coaching staff for improved customer service performance
sales cycles, increased client satisfaction and more wins • Gain specific input on initiatives that worked in organisations
3. Design and deliver efficient presentations to help clients to • Finding positive solutions to customer complaints
make quick decisions • Service – an attitude, an art and a process
Who Should Attend

This course is specifically designed for all employees who are
actively involved with providing customer service excellence, and
those employees who are charged with setting up the strategies
that support the corporate customer service initiatives in their
organisations.
1. Identify your customers, what they expect and the sources
of customer power, and use this information to develop and
target your customer service strategy effectively
2. Create quality service standards to benchmark your
provision of products and services and use customer
feedback to improve your service
3. Develop positive solutions to customer complaints and
transform your most challenging customers into champions
by recognising their personality types, what they value and
their needs

ILM Endorsed Sales Management Marketing Masterclass
Programme

Over four days the course includes seminar modules, proactive This course will cover both the theory and the practice of
workshops, case studies, video interviews, role plays and the marketing, equipping delegates with the skills and knowledge
opportunity to discuss examples from other companies in case to be able to contribute effectively to the marketing initiatives
study formats. The course maintains the balance between in their organisation. The course will cover the roles and
customers, sales, business and operational needs. responsibilities of brand management and the use of the
marketing mix to strengthen brands. Using latest and best
Course Content practice, delegates will learn how to grow and defend your
• Know your business – identify and satisfy its needs market position and maximise investment return.
• Understanding the role of sales professionals
• Implement a sales programme – competitive advantage, You will learn how to be fully effective and efficient in all aspects
features and benefits of marketing. This is the most comprehensive coverage of the
• Building customer confidence for success marketing function that can be provided.
• Managing relationships with your customer
• Resolve any conflict to gain a win-win advantage
• Business planning for high performance sales organisations Course Content
• Setting challenging and realistic targets • Marketing organisation

• Handling the workload • The product lifecycle
• Strategy planning and implementation • Marketing strategy
• Leading and managing people • Marketing planning
• Economic value of a customer focused organisation • Customer understanding
• The four pillars of negotiation wisdom • Brands and brand building
• Team building and development focus • Innovation and new product development (npd)
• Role of salesman as consultant • Pricing strategies and customer driven marketing strategies
• Action planning and personal development • Brand communication
• Measurement
• Marketing effectiveness and analysis
Who Should Attend
The course focus is on sales professionals and their need
to ensure that their teams perform to maximum efficiency. Who Should Attend
However, other personnel within the company, who are involved This intermediate level workshop is aimed at individuals who are
in developing and improving sales and the relationship with familiar with, or are working in, the marketing function; as well as
customers and whose actions can influence the customer’s anyone who needs to be aware of the principles of marketing.
decisions will also benefit from this course.
This training is also a useful course for anyone who wishes to
develop a better understanding of the marketing process and for
Benefits of Attending those who interact with the marketing department and would
1. Understand your business clearly and identify the salesman’s like a better grasp of all that is involved in the marketing process.
contribution to the bottom line
2. Identify the competitive advantages, features and benefits in The course will also benefit individuals who manage businesses
your sales programme and need to review their marketing strategy or decide on and
3. Learn how to build customer confidence for success through implement key tactics and marketing activity.
a strong dialogue
4. Manage relationships with your customers, resolving any
conflict towards win-win situations Benefits of Attending
5. Set challenging and realistic targets, remembering that it all 1. Maximise your marketing performance and create a
starts with the customer marketing plan for your organisation
6. Absorb best practice negotiation skill sets and strategies for 2. Apply techniques to segment your marketplace and identify
sales management your key target audience
7. Lead team building and development with innovation and 3. Create clear and measurable objectives and tools to
creativity measure and refine results
4. Use best practice methods to maximise the effectiveness of
marketing mix and establish a competitive advantage
5. Strengthen your brand for deeper, longer lasting relationships
with your customers
6. Understand best practice in product management and apply
it in your organisation
208 Tel: +971 4 408 2864

Market Research, Evaluation & Measuring ROI for Social Media
Analysis

This course covers the basics of market research and introduces In this course, we will address all of your needs, from your social
several advanced techniques to gain real and in-depth insight to media strategy and goal setting, to identifying which metrics
help make better business decisions. Explaining how to write a you should be tracking and monitoring. You should leave this
good brief and choose the best agency, it doesn’t stop there, it course with a clear understanding of social media ROI and a
helps you see how observations from research get crafted into Measurement Framework for your social media activities.
insights and how this can then be measured simply via NPS
along a customer experience map. This comprehensive course explains how to plan and set
appropriate social media objectives, track and measure the
The course is very practical, and rich in case studies and real-life effectiveness of activities and apply learning to improve overall
examples that should serve as inspiration for you to go back to corporate performance. The course will cover all of the primary
your day job complete with new skills, reference templates and social media channels, including Facebook, Twitter, LinkedIn and
inspirational stories to drive your business forward. YouTube, and will include practical exercises and topical case
studies.
Course Content
• The need for research to answer business questions Course Content

• Qualitative & Quantitative Research • Application of best practice management – Acquisition and
• The changing relationship between consumers brands and engagement
companies • Social media planning
• Big data models and how they work • How to set appropriate social media objectives and targets
• Influencer research • Setting up monitoring and crisis management systems
• The principles of design thinking and dynamic insight • Choosing the most appropriate social media monitoring
• Selecting the Right Agency tools for your organisation
• Measurement and Evaluation • Using and measuring campaign hash-tags
• Customer Experience Framework • Understanding social media reach, engagement and impact
• Net Promoter Score (NPS) metrics
• Writing a Market Research Brief • How to measure success on Facebook, Twitter, Instagram,
YouTube and other social media platforms
Who Should Attend • How to use Google Analytics
Market Research applies across all categories (Service and • Social media planning and measurement implications
Product – category and country agnostic) and across a diverse • Creating a social media dashboard
range of job titles, not just limiting the learning for Marketing • Influence and influencers
Professionals. • How to package and present social media results to senior
This Intermediate to Advanced level course is well-suited for, and management
will benefit: • How to identify and leverage insights from social media
• Market Research Professionals such as Associates, analysis to aid future decision making and investments
Managers and Senior Managers
• Sales Professionals Who Should Attend
• Business Leaders such as Entrepreneurs, Business Analysts This course is designed for:
and Business Development Managers, Business Modelling • Social Media Managers and Directors
Managers and Statisticians • Marketing Managers and Directors
• Agency Account Managers and Account Planners • PR/Communication Managers and Directors
• Social Media Executives
Benefits of Attending • Senior managers who need to get on top of social media
1. Meet your business needs by using advanced and new
research methods such as Behavioural economics, Benefits of Attending
Heuristics, Emotional resonance, Influencer research, 1. Learn how to align social media measurement with
Semiotics and Design Thinking corporate objectives
2. Build your Research and insight around the core business 2. Understand how to measure success in all of the primary
motivator – the customer experience and purchase funnel social media channels
3. Construct a great Market Research Brief/Insight Brief 3. Gain practical, hands-on experience of a range of monitoring
4. Apply your learning to create an agency selection criterion to and measurement tools
meet your brief and choose the best partner 4. Benefit from analysing current best practice in social media
and measurement
5. Develop a social media framework for your own organisation


Planning & Running Successful PR Sales Management
Campaigns

This course will guide you through all the essential factors in By the end of the course, you will have the confidence to take on
planning and running public relations programmes that will win one of the most demanding of management roles: Structure and
the maximum corporate and marketing success. lead successful sales teams

• Campaign aims and objectives • The foundations of modern sales management
• Policies and strategies • Understanding and adapting your management style
• Audiences and messages • Transactional and transformational leadership
• Performance measures • Measuring and managing high impact sales activities
• The issues audit • The 8 habits of failed sales managers
• Crises and crisis management • Creating high performance sales teams
• Supporting and engaging management • Setting motivational sales targets and high impact sales
• Public relations resources • Role based compensation and commission schemes
• Communications activities • Running productive sales meetings
• Feedback and fine-tuning • Accurate sales forecasting
• Media relations • 7 stages of effective delegation

• Media management • The key principals of motivating individuals and teams
• Using field accompaniment to improve performance
Who Should Attend • Taking corrective action
This course is designed specifically for middle to senior level • Conducting effective counselling and appraisal
public relations professionals who wish to further develop • Team & individual development
their PR and communications skills including PR directors and • The GROW model of coaching
managers, corporate communications managers and directors • Recruiting and keeping top performers
of government relations and government affairs.
Who Should Attend
Benefits of Attending • Sales Managers/Directors/Team Leaders
1. Discover the essential steps to take your organisation’s • Marketing Managers / Directors
public relations to the highest performance levels • Key Account Managers/Sales Negotiators/Telesales
2. Understand the key factors that will make your public Managers/Supervisor
relations build reputation and business success, especially • Business Development Managers
when budgets are tight • Sales/Marketing Consultants/Channel Managers
3. Double the impact of your public relations activities on your
organisation’s reputation, its relationships, goodwill and Benefits of Attending
performance 1. Understand how to recruit, motivate and manage your sales
team in today’s challenging environment
2. Learn how to tailor reward and incentive packages to
maximise profitability and meet corporate objectives
3. Explore a range of sales management tools including sales
forecasting, CRM and PRM strategies
210 Tel: +971 4 408 2864

Sales Territory Mapping Social Media Marketing Masterclass

Mapping and establishing effective and efficient territory This course is designed to bring you up to date with what’s
routes is a multi-functional process requiring a structured and happening in the world of social media, get you up to speed with
disciplined approach. Therefore, this course has been designed the tools and platforms available and allow you to communicate
in a modular format covering each element of the subject. effectively with your target audience, on the channel of their
choice in their favourite form of media.
The course is packed with action-orientated modules which have
specific outputs and are immediately applicable and transferable Using a combination of case studies, workshop sessions,
in the work situation. Each day’s learning will consist of lectures, knowledge share and group discussions, this course provides an
presentations, a case study, and group discussions followed by interactive approach to knowledge transfer and will allow you to
group or individual exercises and workshops. tailor the topics to your organisations requirements.

• Understanding market-driven distribution systems • Social Media landscape and strategy
• Mapping and setting up territories, routes and route books • Fundamental marketing shift (Socialnomics)
• Analysing routes and applying standards • Holistic digital marketing approach
• Improving route efficiencies • Social Media health check - workshop session

• Use of technology in ensuring effective and efficient territory • How do various channels fit into the equation?
routes • Twitter, YouTube and Google+
• The conducting of Every Dealer Survey (EDS) • Facebook, Instagram and Snapchat
• The ‘cleaning’ of the customer data base • LinkedIn and Social Media management tools
• The conducting of a time and motion study • Exploring your LinkedIn content creation strategy
• Identifying non-value add activities • Online Reputation Management (ORM)
• Ensuring route plan compliance
• Monitoring and evaluating performance with Key Who Should Attend
Performance Indicators (KPIs) This course is aimed at those that classify themselves as
• Ensuring skills capability of personnel intermediate to advanced social media managers/users in
the professional sense. The course will not go through how to
Who Should Attend setup any accounts. It is assumed that delegates attending the
This course is predominantly focused and orientated towards course are looking to build upon an existing knowledge of their
the FMCG trade. It would also be relevant for sales and knowledge of Social Media Marketing.
distribution operational personnel from other industries that
trade across different retail channels such as Sales Supervisors This course is suitable for Marketing Managers,
and Managers, Route-to-Market/Go-to-Market personnel, Communications Specialists, PR Executives, Managers and
Distribution and Routing Managers, Activation Managers, Consultants, and anyone interested in learning how to make sure
Sales Capability Managers and personnel, managers that are social media works for their organisation rather than a drain on
members of a channel segmentation or Route-to-market project resources.
team
Benefits of Attending 1. Understand how important the social media landscape is
1. Establish and manage a set of territory sales/distribution to your organisation now and in the future – the difference
routes that are efficient and effective between ROI and COI
2. Build market-driven sales and distribution systems 2. Establish your content creation strategy to ensure social
3. Use Key Performance Indicators (KPIs) and standards to media is driving the business in a unified direction with
improve performance and minimise expenses holistic marketing activity
4. Identify and solve routing problems, affecting improvement 3. Identify your customer personas and which platform they
in overall sales and distribution route performance want to hear from you on
4. Explore the idea that social media is no longer a free
advertising platform – A deep dive into social media
advertising
5. Evaluate tools and technology to successfully manage and
optimise your social media marketing process

Successful Product Launching &
Brand Positioning
Course Overview
This highly interactive four-day course will help you overcome
these issues via the application of proven product launch and
brand management techniques to your organisation.
The four days are structured around a Successful Product

Launching and Brand Positioning Canvas. The Canvas takes you,
step-by-step, through the process of successful product launch
and brand positioning using a range of practical and easy to
apply best practice tools.
Each session is based on expert Course Director’s input,

application of content to your organisation and facilitated group
discussion. Case material from a broad range of industries are
explored and evaluated to share best practice. This approach
helps you obtain new and novel insights based on other
industries you may not have previously encountered, and whose
principles can be applied to your organisation.
Course Content
• The product launch marketing and brand positioning canvas
• Profiling your target customer
• Developing focus: clarifying your value proposition
• An introduction to insight
• Product and new product development: definition and scope
• Strategic product marketing models and insight generation
– exploration, application, analysis and evaluation
• Understanding innovation in your organisation
• Applying creativity techniques that drive innovation in your
organisation
• Strategic product branding – defining your products brand,
brand enablers, and building a holistic brand experience
• Product marketing strategy – segmentation, targeting and
positioning
• Launching your product to market
Who Should Attend

Product launch and brand positioning are strategic management
activities. This course is suited to “C” level marketing executives,
senior marketing executives or senior marketing managers who
play an active role in product launch and brand strategy. It is
not suitable for entry level or junior marketers or those with no
marketing experience. The course is equally applicable to those
who market “tangible” goods, deliver services or even manage
places or destinations.
1. Identify the factors which are critical to product launch and
brand positioning success at your organisation
2. Learn how to launch products that customers don’t know
they currently need
3. Understand why brands positioned around strong feelings
win in today’s markets
4. Ensure your brand engages in meaningful conversations with
customers using social media and mobile to drive product
launch success and support desired brand positioning
212 Tel: +971 4 408 2864

Procurement
& Supply
+971 4 408 2864

www.informa-mea.com
Procurement
& Supply
Table of Contents
APICS – Certified Supply Chain Professional (CSCP) Exam Preparation...........................................................................................216

APICS – Principles of Inventory Management............................................................................................................................................216
Best Practice in Warehouse Operations & Management .........................................................................................................................217
Best Practice Procurement.................................................................................................................................................................................217
Certificate in Finance for Procurement Professionals..............................................................................................................................218
Certificate in Inventory Management, Demand Planning & Forecasting ..........................................................................................218
Certificate in Risk Management & Supply Chain Vulnerability ............................................................................................................219
Chartered Institute of Procurement & Supply (CIPS) – Diploma in Procurement & Supply Exam Preparation.....................219
Unit 1 – Contexts of Procurement & Supply ................................................................................................................................... 220
Unit 2 – Business Needs in Procurement & Supply .................................................................................................................... 220
Unit 3 – Sourcing in Procurement & Supply ...................................................................................................................................221
Unit 4 – Negotiating & Contracting in Procurement & Supply .................................................................................................221
Unit 5 – Managing Contracts & Relationships in Procurement & Supply ........................................................................... 222
Global Supply Chain Leadership Programme............................................................................................................................................. 222
Materials Management & Inventory Planning............................................................................................................................................ 223
PROCUREMENT & SUPPLY

Measuring & Managing Suppliers’ Performance........................................................................................................................................ 223
Optimising Supplier Performance & Relationships .................................................................................................................................224
Road Fleet Management.....................................................................................................................................................................................224
Tender Preparation & Evaluation..................................................................................................................................................................... 225
The Effective Buyer.............................................................................................................................................................................................. 225
215
APICS – Certified Supply Chain APICS – Principles of Inventory
Professional (CSCP) Exam Preparation Management

Understanding and implementing the latest best practice and Managing inventories is a very important task. Failure to
trends is the key to success in global supply chain management. effectively manage inventories can result in excess costs that
The APICS Certified Supply Chain Professional (CSCP) drag down company profitability. This course will focus on the
programme is the first and only supply chain certification that purpose and function of inventory and inventory replenishment
encompasses the end-to-end global supply chain. APICS CSCP management.
certification holders are equipped with the skills to effectively
manage global supply chain activities that involve suppliers, The emphasis will be on improving your company’s inventory
plants, distributors and customers located around the world. management, demand planning, forecasting, and S&OP methods
and processes will have an immediate impact on your company.
By attending this course, you will expand your supply chain
knowledge and prepare yourself for the APICS Certified Supply Course Content
Chain Professional (CSCP) certification exam. • Operations management foundations
• Fundamentals of inventory management
Course Content • Purpose and function of inventory
Module One: Supply Chain Design • Inventory replenishment management
• Accounting and financial reporting information, strategic • Inventory replenishment techniques and inventory
analysis tools, and economic considerations performance
• Designing the supply chain and fulfilment strategies and • Lean inventory – theory and practice
products • Fundamentals of purchasing
• Understanding electronic business considerations, • Sourcing strategies

technology applications and implementation tools • Purchase order management and performance
Module Two: Supply Chain Planning And Execution measurement
• Demand management, forecasting and prioritisation
• Planning and scheduling, and Sales and Operations Planning Who Should Attend
(S&OP) • Supply Chain/Procurement/Logistics/Warehousing/Store
• Managing, planning, and controlling inventory Managers
• Monetary, regulatory and trade conditions • Materials/Inventory/Stock Managers
• Supplier Relationship Management (SRM) and Customer
Relationship Management (CRM)
• Managing reverse logistics and waste Benefits of Attending
Module Three: Supply Chain Improvement And Best Practices 1. Fundamentals of Inventory Management: Recognise the role
• International standards, accreditations and certifications of inventory management, basic inventory flows, classes of
for import/export, intellectual property, licensing, tax, inventory, and overview of the inventory planning process
accounting, labour laws, quality, environment, social, and 2. Purpose and Function of Inventory: Define the purpose and
safety functions of inventory, inventory management challenges,
• Corporate social responsibility for sustainability, UN global costing and valuation, and obsolete and excess inventory
compact, and GRI initiatives management
• Identifying, assessing, classifying and responding to risks 3. Inventory Replenishment Management: Practice basic
• Supply chain metrics for continuous improvement and ordering techniques such as the Economic Order Quantity
change management (EOQ), lot sizing rules, concept of stock replenishment,
measuring demand uncertainty, order point concepts, and
understand the role of safety stock
Who Should Attend 4. Inventory Replenishment Techniques and Inventory
• Supply Chain Managers Performance: Understand concepts of ordering with supplier
• Project Managers lead time uncertainty, the Time Phased Order Point (TPOP),
• Supply Chain Analyst replenishment by class, ABC classification, inventory
• Logistics Managers accuracy, physical inventory and cycle counting
• Business Analyst 5. Lean Inventory Theory and Practice: Explore the lean
• Consultants philosophy, inventory waste elimination strategies, lean
inventory practice techniques, quality management, and
Benefits of Attending continuous improvement
1. Remain current with supply chain trends and developments
and strategically streamline operations while bringing new
ideas to your workplace
2. Increase your professional credibility and influence as a
supply chain expert
3. Prepare yourself for the APICS Certified Supply Chain
Professional (CSCP) certification exam

216 Tel: +971 4 408 2864

Best Practice in Warehouse Best Practice Procurement
Operations & Management

This interactive course will help you capitalise on the economic This course will provide delegates with low cost solutions
recovery by critically reviewing all of the key elements within for excellence in procurement. Delegates will be able to
your warehousing and logistics operations. You will get a implement world world-class procurement strategies into their
complete checklist of ‘what needs to be done and how to select organisations whilst mastering price management techniques,
the right solutions for your business’ by taking a holistic view of and using best practice negotiation and supplier relationship
your operations along with interactive group involvement. management strategies.

• Developing your logistics strategy • The evolution of procurement
• The role of the warehouse • Best practice procurement
• What is its function and how cost efficient is it? • Assessing your organisation against best practice
• Steps to create a productive warehouse layout and improve • Strategic sourcing and transactional sourcing
product flows • The strategic sourcing process
• Materials handling equipment options to maximise efficiency • The Cigar Box case study
within the warehouse • Category management
• What to look for in a Warehouse Management System • The seller’s view of price
(WMS)? • The top ten price management tools and techniques
• Radio-frequency identification (RFID), bar-coding and voice • The price management business simulation
activated systems • Is negotiating in the souk the same as negotiating with

• Storage options – Traditional vs. new technology suppliers?
• Processes for monitoring and reporting performance within • What win-win really looks and feels like
warehouse operations • Negotiating with different cultures
• Rapidly identifying areas for improvement and cost reduction • Outsourcing
• Is outsourcing an option for you? • Information systems
• How to develop a ‘needs specification document’ in the
growth phase? Who Should Attend
• Develop cost reduction strategies to optimise your This course is aimed at managers and staff working in
operations procurement, or those who have responsibility for the
• Accurately determine your operations and costs using procurement function. It will benefit staff at all levels, from
industry benchmarking Buyers to Purchasing Managers and Directors.
• Managing change in the supply chain

1. Maximise benefits achieved from procurement by using best
• Logistics Managers practice procurement strategies and information systems
• Warehouse Managers that work for you
• Supply Chain Managers 2. Play a strategic role in best practice sourcing and category
• Strategic Planning Managers management by displaying a critical understanding of the
• Inventory Managers, Project Managers and others who procurement function
would like a practical overview of logistics operations 3. Get the results you want by negotiating powerfully with
• Business Development Managers suppliers, agents and distributors from different regions
• Other experienced managers or supervisors looking for a
fresh perspective and ways to reduce supply chain costs
1. Value the supply chain as an integrated whole and be part of
the new breed of logistics professionals
2. Identify the tools and techniques to reduce costs throughout
your operations, and prepare a complete operating budget
for your warehouse
3. Maximise the opportunities offered by new warehousing
technologies, and review materials handling and storage
equipment solutions

Certificate in Finance for Procurement Certificate in Inventory Management,
Professionals Demand Planning & Forecasting

This course is designed to underline the importance of finance This course is designed to enable delegates to undertake a
and how it impacts upon supply chains. By nature, it helps proactive approach to improving forecasting and avoiding
enhance the role of supply chain and procurement activities errors. On completion of this workshop, delegates will be
within an organisation. able to appraise a variety of tools and techniques to forecast
with greater accuracy and recommend ways of planning and
It is essential that all managers develop high levels of managing inventory to gain improvements in efficiency leading
professionalism and increase their knowledge base of finance to more effective business processes.
and how it impacts upon competitive advantage.
With reference to finance, it is no longer acceptable to hide

Course Content
• Approaches for managing inventory levels
behind the finance department. As restructuring is leading • Dependent and independent demand
to separation of both supply and financial activities, it is a • Stock segmentation approaches
prerequisite that professionals can successfully contribute to • Dealing with highly volatile and relatively stable items
cross-functional teams and be considered as a knowledgeable • Commonly available software packages and tools to
and essential partner. consider
• The evolution of supply chain management
Course Content • Sales and Operations Planning (S&OP) processes
• Financial Management Tools • Determining what level of maturity your organisation

• Financial And Non-Financial Factors In Decision-Making possesses
• Sources Of Finance Available For Business And Major • Obstacles to demand planning
• Capital Acquisitions And Projects • Replenishment
• Effective Capital Purchasing Plans • Forecasting myths, mistakes, dos, don’ts and design errors
• Financial Risk In Procurement • Alternative approaches to forecasting
• Statistical tools and software packages
Who Should Attend • Consensus forecasting
• Supply Chain Managers • Intelligent use of business analytics
• Procurement Managers
• Senior Buyers Who Should Attend
• Contract Managers Supply Chain Managers, Planning and Forecasting Managers,
Inventory Managers and anyone wishing to enhance their
Benefits of Attending understanding of the techniques to mitigate the negative impact
1. Understand the scope, methodology and language of the of poor planning and inventory management on their enterprise.
finance function
2. Use financial tools to help you make appropriate buying Benefits of Attending
decisions 1. Ensure effective stock management to save time and cut
3. Select and apply appropriate figures for different purposes, costs, and increase employee efficiency and customer
such as appraisal of suppliers, capital projects and decision- satisfaction
making 2. Convert data into actionable plans to ensure accurate,
4. Present yourself and your decisions more credibly to your detailed and timely demand planning and forecasting
colleagues 3. Overcome challenges in organisational forecasting using
latest forecasting methods

218 Tel: +971 4 408 2864

Certificate in Risk Management & Chartered Institute of Procurement
Supply Chain Vulnerability & Supply (CIPS) – Diploma in
Procurement & Supply Exam
Preparation

Risk in supply chains has attracted attention in recent years. On completion of this series of five units, students will have
Factors such as supplier reduction, closer relationships and received assistance to gain their Diploma. This is a highly
the development of lean or agile supply chains have increased intensive training to prepare you to pass all five compulsory
dependency within the supply network. The considerable units of the Diploma in Procurement and Supply.
management of supply chain risk and vulnerability is an
increasing requirement and discipline for contemporary Course Content
businesses. Unit 1 – Contexts of Procurement & Supply
Unit 2 – Business Needs in Procurement & Supply
This course helps you appraise tools and techniques to establish Unit 3 – Sourcing in Procurement & supply
the level of risk in supply chains and recommend ways of Unit 4 – Negotiating and Contracting in Procurement & Supply
avoiding, mitigating or managing them. Unit 5 – Managing Contracts & Relationships in Procurement &
Supply
Course Content
• The main risks in supply chains that impact CSR and Who Should Attend
sustainability standards Procurement and supply chain professionals who would like
• Eliminating corruption and fraud in supply chains

to significantly increase their credibility through their working
• How effective project management can mitigate risks in knowledge of various aspects of the supply chain will benefit
supply chains from attending the five units and attempting the CIPS exam for
• The use of contractual remedies for managing risks in the Diploma.
supply chains
• Using outsourced third parties in risk management in supply
chains Benefits of Attending
• The role of insurance for protection against risks 1. Plan, prepare and carry out effective negotiations and assess
• Contingency plans to overcome risks their effectiveness
• Probability and impact assessments to manage risks 2. Apply a range of contractual terms and tenders with a
• Developing a risk assessment and a risk register to mitigate strong understanding of how they affect direct and indirect
supply chain risks expenditure
3. Use techniques to manage relationships and understand
how to exploit opportunities to maximise the effectiveness of
Who Should Attend the supply chain
• Supply Chain Managers/Procurement Managers
• Risk Managers
• Senior Buyers
• Contract Managers
• Supplier/Vendor Relationship Managers
• Project Managers
1. Understand supply risk and its impact on sustainable
business
2. Undertake supply chain risk analysis and apply risk
management tools
3. Appraise tools and techniques to establish the level of risk in
supply chains
4. Recommend ways of avoiding, mitigating or managing
supply chain risks

Unit 1 – Contexts of Procurement & Unit 2 – Business Needs in
Supply Procurement & Supply
Certificate Partner: CIPS Certificate Partner: CIPS

This course will help you understand the added value that This course will help you devise a business case for
can be achieved through procurement and supply chain requirements to be sourced from external suppliers. You
management. You will explore the stages of sourcing processes will understand the fundamentals of specifications and Key
and appreciate the main aspects of organisational infrastructure Performance Indicators (KPIs) that are included in contractual
that shape the scope of a procurement or supply chain function. arrangements made with suppliers.
Course Content You will appreciate the main implications of outsourced work or
• Explain the categories of spend that an organisation may outsourced services for procurement, and adopt practices that
purchase help achieve value for money solutions in procurement.
• Analyse the different sources of added value in procurement
and supply Course Content
• Compare the concepts of procurement and supply chain • Analyse how business needs influence procurement
management decisions
• Differentiate the stakeholders that a procurement or supply • Explain how costs and prices can be estimated for
chain function may have procurement activities
• Explain the main aspects of sourcing processes • Explain the criteria that can be applied in the creation of a
• Analyse the main stages of a sourcing process business case
• Explain how electronic systems can be used at different • Explain the operation of financial budgets for the control of
stages of the sourcing process procurements

• Analyse the relationship between achieving compliance with • Assess different types of specifications used in
processes and the achievement of outcomes procurements of products or services
• Explain the main aspects of corporate governance of a • Explain the content of specifications for procurements
procurement or supply chain function • Develop examples of KPIs in contractual agreements
• Analyse the impact of organisational policies and procedures • Explain sources of contractual terms for contracts that are
on procurement created with external organisations
• Compare the different structures of a procurement or supply • Interpret examples of contractual terms typically
chain function incorporated into contracts that are created with external
• Explain the common IT systems that can be used by a organisations
procurement or supply chain function • Assess the main types of pricing arrangements in
• Identify different economic and industrial sectors commercial agreements
• Analyse the impact of the public sector on procurement or • Differentiate outsourcing from other types of procurement
supply chain roles • Assess how outsourcing can impact procurement
• Analyse the impact of the private sector on procurement or • Develop a plan for procuring outsourced work or services
supply chain roles
• Analyse the impact of the not for profit or third sector on Who Should Attend
procurement or supply chain roles Procurement and supply chain professionals who would like to
adopt practices that help achieve value for money solutions in
Who Should Attend procurement will benefit from attending.
Procurement and supply chain professionals who would like to
understand the scope of procurement or supply chain functions Benefits of Attending
will benefit from attending. 1. Devise a business case for requirements to be sourced from
external suppliers
Benefits of Attending 2. Understand the fundamentals of specifications and KPIs
1. Understand the added value that can be achieved through that are included in contractual arrangements made with
procurement and supply chain management suppliers
2. Explore the stages of sourcing processes in creating added 3. Explore the main clauses that are included in formal
value outcomes that can be achieved with suppliers contracts
3. Appreciate the main aspects of organisational infrastructure 4. Appreciate the main implications of outsourced work or
that shape the scope of a procurement or supply chain outsourced services for procurement
function 5. Adopt practices that help achieve value for money solutions
4. Understand the need for compliance with requirements in procurement
when undertaking procurement activities in different sectors
5. Offer advice and guidance to main stakeholders on the
application of the sourcing process
220 Tel: +971 4 408 2864

Unit 3 – Sourcing in Procurement & Unit 4 – Negotiating & Contracting in
Supply Procurement & Supply
Certificate Partner: CIPS Certificate Partner: CIPS

In this course, you will understand the main options for sourcing Understand the legal issues that relate to the formation of
of requirements from suppliers and develop a plan for sourcing contracts. Adopt the main approaches in the negotiation of
goods or services from external suppliers. You will learn how to commercial agreements with external organisations. Prepare
assess the financial stability of potential suppliers and adopt for negotiations with external organisations. Understand how
the main processes that can be applied to the sourcing of commercial negotiations should be undertaken. Recognise the
requirements from external suppliers. use of legal terms that should regulate commercial agreements.

• Explain the sourcing process in relation to procurement • Explain the documentation that can comprise a commercial
• Compare the main approaches to the sourcing of agreement for the supply of goods or services
requirements from suppliers • Assess the legal issues that relate to the creation of
• Develop selection and award criteria that can be commonly commercial agreements with customers or suppliers
applied when sourcing requirements from external suppliers • Explain the main types of contractual agreements made
• Explain the main consequences on supply chains when between customers and suppliers
sourcing requirements from suppliers • Analyse the application of commercial negotiations in the
• Choose appropriate selection criteria to inform the work of procurement and supply
identification of appropriate external suppliers in the • Compare the types of approaches that can be pursued in
sourcing plan commercial negotiations

• Choose a balance of commercial and technical award criteria • Explain how the balance of power in commercial
in the sourcing plan negotiations can affect outcomes
• Produce a plan for the sourcing of goods or services from • Analyse the different types of relationships that impact on
external suppliers commercial negotiations
• Identify the main sources of information on potential • Evaluate costs and prices in commercial negotiations
suppliers’ financial performance • Explain the economic factors that impact on commercial
• Calculate measures of liquidity, profitability, gearing and negotiations
investment from relevant financial data on potential • Explain the main variables that can be used in a commercial
suppliers negotiation
• Evaluate the financial performance of potential suppliers • Analyse the resources required for a negotiation
using relevant financial data • Explain the stages of a commercial negotiation
• Assess commonly used sources of information on market • Evaluate the main methods that can influence the
data that can impact on the sourcing of requirements from achievement of desired outcomes
external suppliers • Evaluate the main communication skills that help achieve
• Explain the main processes used for obtaining quotations desired outcomes
and tenders • Explain how to analyse the process and outcomes of the
• Evaluate the criteria that can be commonly applied to the negotiations to inform future practice
assessment of quotations or tenders
• Explain how electronic systems can be used to help the Who Should Attend
sourcing of requirements from external suppliers Procurement and supply chain professionals who would
• Analyse the main legislative, regulatory and organisational like to recognise the use of legal terms that should regulate
requirements when sourcing in the not for profit, private and commercial agreements will benefit from attending.
public sectors, and from international suppliers

1. Understand the legal issues that relate to the formation of
Procurement and supply chain professionals who would like to contracts
understand compliance issues when sourcing from suppliers 2. Adopt the main approaches in the negotiation of commercial
will benefit from attending. agreements with external organisations
3. Understand how commercial negotiations should be
Benefits of Attending undertaken and prepare for negotiations with external
1. Understand the main options for sourcing of requirements organisations
from suppliers
2. Assess the financial stability of potential suppliers
3. Understand compliance issues when sourcing from
suppliers


Unit 5 – Managing Contracts & Global Supply Chain Leadership
Relationships in Procurement & Programme
Supply
Certificate Partner: CIPS

This course will give you an understanding of the dynamics This programme is aimed at middle managers and heads of
of relationships in supply chains. You will appreciate the legal departments who are responsible for supply chain and logistics
aspects relating to the performance of contracts, and explore management. The programme provides an overview of the key
the main approaches to achieve the management of contracts. issues and drivers involved when viewing supply chains from a
logistics/demand point of view. It examines what logistics and
Course Content supply chain management are fundamentally about.
• Classify types of commercial relationships in supply chains
• Apply portfolio analysis techniques to assess relationships in Throughout the programme, the rules for effective supply chain
supply chains management are identified and discussed along with relevant
• Classify the competitive forces that impact on relationships case studies and best practice guidelines. It is designed to
in supply chains address the key strategic considerations for the application
• Evaluate the elements of a legally binding agreement and implementation of integrated supply chain management
• Compare implied and express terms that affect performance practices.
issues
• Explain the recourses for non-performances in contracts Course Content
• Analyse the sources of added value that can be achieved • Understanding supply chain and logistics management
through supply chain relationships • Key aspects of supply chain management
• Explain the main approaches to conflict resolution in • The benefits of adopting a supply chain strategy
commercial contracts • Impacts to the supplier/customer relationships
• Assess the main types of contractual risk • Implementing a logistics/supply chain management
• Interpret financial, technical and performance data relating approach
to the performance of contracts
• Compare contract management and supplier relationship
management Who Should Attend
• Explain the main techniques for supplier relationship This course has been specifically designed for Procurement,
management Supply Chain, Logistics, and Materials Managers and Directors
• Explain the main techniques for supplier development who wish to broaden and update their skills and knowledge. It
• Explain the main responsibilities of a contract manager is also beneficial for procurement and supply chain personnel
• Discuss techniques for relationship improvement seeking supply chain integration or who need to understand
the impact of supply chain decisions upon their company’s
performance.
Who Should Attend
Procurement and supply chain professionals who would like
to adopt the main approaches and techniques to achieve the Benefits of Attending
management of contracts and suppliers will benefit from 1. Gain in-depth knowledge of effective logistics and supply
attending. chain management practices and use them to improve your
own operations
2. Explore the key aspects of supply chain management and
Benefits of Attending discover the opportunities for improving efficiency and
1. Apply methods to improve supplier performance effectiveness
2. Recognise the need for a structured approach when dealing 3. Use supply chain analysis and examination of current
with performance and relationship issues operations to adopt a suitable supply chain strategy
3. Understand the dynamics of relationships in supply chains 4. Create competitive advantage and eliminate internal and
4. Understand the legal aspects relating to the performance of external barriers to adopt a more flexible supply chain
contracts

222 Tel: +971 4 408 2864

Materials Management & Inventory Measuring & Managing Suppliers’
Planning Performance

Just keeping pace is a constant battle in the fast-moving Poor performance by a supplier or contractor can have
profession of inventory and materials management planning. disastrous effects on an organisation. Manufacturing
Managers and supervisors must understand all of the key organisations may have to delay delivery to their customers;
elements of the planning process, set the appropriate objectives poor quality goods or services may have a negative effect on
and standards, and then utilise a very broad range of skills to an organisation’s efficiency and effectiveness; as services are
achieve a profitable outcome for their organisations. outsourced the effects of poor supplier performance can include
loss of reputation, additional costs, and may even threaten the
Their knowledge base needs to cover many aspects of the existence of a company. This course is designed to address the
supply chain, logistics, purchasing, inventory and warehouse key practical considerations for applying effective supplier and
management, as all of them impact the bottom line and overall contract management practices.
supply chain performance. This training has been designed to
cover the most important aspects of inventory and materials You will address the key strategic considerations for applying
management planning. and implementing integrated procurement and supply chain
management practices. This will incorporate the use of the
This intensive course is for those who want to understand latest business process models and their relationship with
and implement the essential tools for planning of material and segmentation and demand planning. At the end of the course
controlling inventory in the supply chain. Delegates will be able you will be able to develop your own integrated supplier

to evaluate the procedures and make changes to the methods management strategy using the latest tools and techniques.
of improving customer service whilst achieving reductions in
inventory, eliminate wasteful costs, avoid internal problems that Course Content
limit performance and obtain added value for money. • World-class procurement and supply chain management
(SCM)
Course Content • Diagnosing process capability
• The supply chain • Developing a procurement and SCM strategy
• The supply chain definitions, history and key aspects • Forecasting and planning
• Inventory and purchasing • Considerations for logistics and distribution
• Managing supplier contract and performance • Supplier partnering
• Relationships and material flows in the chain • The value chain model
• Overview and evolution of material planning • Lead times
• Forecasting and stock control • Inventory decisions
• Stock coding • Category management
• Stock recording • Aligning procurement and SCM with suppliers
• Benchmarking operations • Procurement business management
• Warehouse planning and systems • Strategic sourcing
• Products and stock • Exploring price and cost
• Inventory costs and service • Managing resources
• Improvements – Model for planning inventory • Develop your own strategic roadmap
• Managing people, resources, and health and safety • Developing a negotiation strategy

This course is for those who are new to managing inventory, • Procurement practitioners and others who are involved in
non-inventory staff who need to gain an awareness of the managing suppliers and contractors
issues and key drivers of stock control operations. • Managers and staff from other functions who work closely
with suppliers or who are heavily reliant on suppliers’
Inventory, Stock, Supply Chain, Logistics, Warehouse, and performance
Distribution Supervisors/Officers and Owners, and directors of • Legal staff who are responsible for drafting contracts with
companies who hold stock and inventory will also benefit from suppliers and who need to include deliverables, outcomes
this course. and obligations in the contracts

1. Introduce and discuss the key elements of integrated 1. Recognise the most commonly made supplier management
inventory and materials management planning mistakes and learn how they can be avoided
2. Identify and manage your best customers and suppliers 2. Develop a focused approach to creating and implementing
3. Manage supplier performance and set appropriate customer supplier management strategies
service standards 3. Learn how to classify suppliers as key, strategic or preferred
suppliers and what the requirements are for managing them

Optimising Supplier Performance & Road Fleet Management
Relationships

As our reliance on external supply arrangements has increased Public and private-sector organisations of many types and
and the commercial environment has become more complex, sizes operate fleets of vehicles and motorised equipment
effective supplier performance management has become to fulfil their missions. Whether to meet the mobility needs
critical to the delivery of organisational objectives. This of employees or customers; facilitate the delivery of goods
course is designed to provide you with a range of practical and materials; underpin law enforcement or national defence
tools and techniques for developing, implementing, managing missions; or support manufacturing, construction, utility, public
and continually improving effective supplier performance works, or other services, fleet management is a vital but often
management practices for your organisation. As you seek to underappreciated area for many organisations.
drive further value from your commercial supply arrangements
to achieve your own competitiveness and efficiency goals, this This course will give you the body of knowledge necessary
course will give you the opportunity to learn about and share to improve your current fleet planning, maintenance and
best practice and develop your understanding of process and management thinking. It will provide you with comprehensive
skills gaps. and detailed information, coupled with an opportunity to discuss
common challenges with your peer group of fleet management
Course Content professionals.
• Quality assurance approach to your procurement lifecycle
• Risk and opportunity management Course Content
• Best practice supplier performance and contract • Reality check – Internal
management • How do we manage road fleet today?
• Supplier due diligence as a key risk management process • What qualifications are required for doing the job and how
• Negotiation stance does that match up to reality?

• KPIs and incentives used to motivate performance • What are the training needs and how do you establish them?
• Use of technology • How does IT support contribute to road fleet management?
• Monitoring and auditing • Reality check – External
• Supplier performance reviews • Legal requirements of load, equipment and people
• Managing exit and transition arrangements • Government rules and policies on fuel, traffic, borders,
• Supply problem solving techniques to support root cause equipment, labour law and others
analysis • HSSE as a national initiative
• Understanding the commercial value levers • Possibilities today and tomorrow
• Fleet management systems
Who Should Attend • Vehicle tracking systems
This course is designed for those involved in developing, • Qualifying and training people
implementing, managing or improving supplier contracts, • Planning as a tool
relationships and performance. This could include:
• Those involved in sourcing and procurement who want Who Should Attend
further insight into contract management This course is designed for professionals within transport
• Contract managers or supplier managers seeking to perfect companies, warehousing providers, companies with transport
their supplier performance results needs as well as freight forwarders. This will be highly beneficial
• Service users reliant on, and may have involvement in, the for:
performance of suppliers and/or contracts • Logistics Managers
• Line managers responsible for developing supplier • Transport Managers
performance processes and driving value for their • Supervisors and Dispatchers
organisation • Planners and Route Managers
• Supplier personnel (internal sales/operations staff) • Outsourcing Managers
responsible for delivering goods and/or services to
customers, to learn more about what customers need Benefits of Attending
1. Examine the link between and the role of transport in your
Benefits of Attending company’s operations and activities
1. Assess your supplier performance processes and results 2. Identify and understand key performance indicators
against best practice, and develop action plans for essential to making your road fleet operations a success
improvement 3. Manage, recall and apply effective initiatives for
2. Understand the supplier relationship lifecycle and how improvement of work-based applications
getting things right pre-contract award will maximise the
potential for success post-contract award
3. Apply performance measurement techniques and overcome
the challenges of implementation

224 Tel: +971 4 408 2864

Tender Preparation & Evaluation The Effective Buyer

In today’s business environment the drive to obtain value The role of the buyer has become more important to
and cut costs is overwhelming. Many organisations believe organisations as the need to manage expenditure has grown in
that tendering is the key to achieving this. This is partly led importance. Both private and public sector organisations need
by government guidelines in the public sector, and policy in to be able to ensure that purchasing staff and others responsible
the private sector. Inevitably, the process is not always fully for spending company money are following practices which are
understood by those charged with the duty to implement it. effective and which demonstrate value for money.
If the tender is incorrectly prepared or executed, it will lead to This course will provide delegates with practical examples
buying the wrong goods or services and therefore creating of developing the right strategies for procurement so that
high levels of risk and additional costs. This course is designed they effectively reduce costs and increase quality. Delegates
to develop the necessary understanding and skills to gain the will develop an insight into measuring and improving their
advantages of tendering and avoid the pitfalls. purchasing performance.

• An overview of the processes and procedures • Becoming an effective buyer
• Understanding procurement and purchasing • The role of the buyer
• Strategic tools and how they impact on tendering • Influencing the specification
• Definitions: bid, tender, quote, RFPs, RFIs, RFQs, RFTs • Finding and assessing suppliers
• Planning the tender • Price management tools
• The importance of specification • Cost reduction tools

• Using terms of contract • Managing supplier quality and lead time performance
• Designing evaluation methods • Alternative approaches to negotiation
• Selecting the best method • The characteristics of successful negotiators
• Supplier sourcing and appraisal • Planning for negotiations with suppliers
• Methods of sourcing • A negotiation simulation
• What and how to appraise • Reviewing the negotiation simulation
• Tender procedures and evaluation • Using the negotiation software tool provided
• Best practice for tendering procedures • The most commonly made negotiating mistakes

This course is designed for Managers, Coordinators, • Buyers
Supervisors, Engineers, Assistants, Officers and Administrators • Assistant Buyers and others in procurement who can
responsible for tenders, contracts, procurement, purchasing, potentially have an impact on purchasing performance
supply, projects/project management, planning, operations, • Staff outside of purchasing who are responsible for
construction, and technical support. It will be invaluable to managing suppliers, contracts or outsourced arrangements
salespeople wishing to understand the buyer’s mindset.
Benefits of Attending 1. Become a capable negotiator equipped with a repertoire of
1. Equip yourself with the tools to assess procurement tools and approaches
objectives for the tender process, and successfully predict 2. Appreciate the difference between being an administrative
future risks or conflicts buyer and an effective buyer
2. Learn the skills to ensure robust governance throughout the 3. Understand the scope and application of the full range of
tender process, and combat potential probity issues while tools and approaches to guarantee best value for money in
guaranteeing a high response rate the buying process
3. Confidently construct a bid and tender evaluation process
that will ensure the selection of the best and most salient
offer for the good of your organisation
4. Diagnose which particular approach to the market will be
the right one to achieve your procurement objectives, and
draft the appropriate documents to ensure a successful
outcome


226 Tel: +971 4 408 2864

Professional
Development
+971 4 408 2864

www.informa-mea.com
Professional
Development
Table of Contents
Advanced Business Communications........................................................................................................................................................... 230

Business Writing for Administrative Professionals.................................................................................................................................. 230
Certified Administration Manager (CAM).....................................................................................................................................................231
Certified Executive Secretary............................................................................................................................................................................231
Effective Business Writing................................................................................................................................................................................ 232
Effective Legal & Business Writing................................................................................................................................................................. 232
Emotional Intelligence Masterclass............................................................................................................................................................... 233
Employee Engagement for Managers & Leaders........................................................................................................................................ 233
Function Leadership............................................................................................................................................................................................234
Influencing & Persuasion Skills.......................................................................................................................................................................234
International Business Etiquette & Protocol................................................................................................................................................ 235
Leadership Skills for the Public Sector ........................................................................................................................................................ 235
Management Skills for Administrative Professionals............................................................................................................................. 236
Office Manager...................................................................................................................................................................................................... 236
PROFESSIONAL DEVELOPMENT
People Management Skills................................................................................................................................................................................ 237
Powerful Business Presentations.................................................................................................................................................................... 237
Professional Certificate in Negotiation Skills............................................................................................................................................. 238
Project EssentialsTM for the Unofficial Project Manager.......................................................................................................................... 238
Project Management for Administrative Professionals.......................................................................................................................... 239
Project Management for Non-Project Managers........................................................................................................................................ 239
Public Speaking Masterclass............................................................................................................................................................................240
Report Writing.......................................................................................................................................................................................................240
Self Leadership.......................................................................................................................................................................................................241
Soft Skills Masterclass.........................................................................................................................................................................................241
Solving Problems & Making Decisions..........................................................................................................................................................242
Strategic Business Acumen..............................................................................................................................................................................242
Team Leading.........................................................................................................................................................................................................243
Technical Report Writing Workshop..............................................................................................................................................................243
The 5 Choices® ......................................................................................................................................................................................................244
The 7 Habits of Highly Effective People® .....................................................................................................................................................244
The Science of Storytelling .............................................................................................................................................................................. 245
Women’s Leadership Development Programme........................................................................................................................................ 245
229
Advanced Business Communications Business Writing for Administrative
Professionals

The skills used by professionals who attend this course can This course will help administrative professionals develop their
be used in every business situation you can think of. Use writing skills and learn how to write more effectively. They will
the advanced communication skills that specialists employ discover how to structure effective emails and letters, and there
and increase your chances of success in all of your business will be a session on writing tasks such as writing agendas and
interactions. minutes for meetings.
In the Advanced Business Communications Masterclass, Course Content
you will develop your skill set and the ability to shift from • The ABC of good business writing
‘unconscious competence’ to ‘conscious excellence’ whenever • Barriers to good writing
you need a result. • Writing for your reader
• Writing in plain English
Course Content • Using plural forms effectively
• Breaking down the myths of communication • How to structure your sentences
• Conversation encouragers • Paragraphs
• Communication/conversation rules • Punctuation
• Social rules • The clarity index
• Learning the core skills used by great communicators • Using the correct tense
• Listening – The first part of great communication • Style and tone
• The power of language and effective questioning – The • Structuring the message logically
second part of great communication • Guidelines and templates for business e-mails
• Preparation and planning • Producing business letters
• Communications Clinic – Your challenges diagnosed and • Email etiquette
treated • Researching information and gathering material for reports
• Logical sequencing of information
Who Should Attend • Planning an informative report
This advanced skills development masterclass is designed • Planning a persuasive report
for people who want to dramatically improve their workplace • Writing job descriptions
communication, taking it to a level they didn’t know existed. • Writing short training sessions for new staff
It will benefit everyone involved in negotiations, interviewing, • Preparing a PowerPoint presentation for your Manager
managing staff and selling. The core communication skills that • Producing agendas and minutes of meetings
you will learn can be applied in any situation. • Writing project management reports
• Layout
• Proofreading
1. Increase your interpersonal effectiveness in every business
situation by using advanced communication skills that build Who Should Attend
trust and rapport This course is designed for administrative professionals
2. Deepen your understanding of your customers’ needs and (Executive Assistants, Personal Assistants, Administrators,
achieve improved business results by discovering powerful etc.) who would like to refine their writing skills and acquire a
listening and language skills which uncover people’s portfolio of techniques to enhance their professional written
underlying values and beliefs communication in a variety of formats and business situations.
3. Get the results you want every time you negotiate, interview,
manage staff or sell, through deep understanding of the Benefits of Attending
other party’s needs 1. Improve the readability of your documents by using clear
4. Increase employee engagement by improving your and concise vocabulary, simple sentences, logical flow of
communication skills and learn how to deal effectively with thought, dynamic layouts and proofreading
the full range of staff management situations – both formal 2. Ensure your writing meets the needs of your audience by
and informal clarifying your brief before you start to write
3. Produce documents quickly by using standard templates

230 Tel: +971 4 408 2864

Certified Administration Manager Certified Executive Secretary
(CAM)


The science of Administrative Management (AM) provides a This course focuses on equipping you with the necessary
powerful tool with which to understand organisations and to professional skills required to do your job effectively –
create effective environments to process information. contributing to your own, your boss’s and your organisation’s
success. During this course, you will work through a series of
This practical, interactive course is designed to increase your discussions, demonstrations and case studies that will enhance
understanding of the role of the professional Administrator in your learning experience and show in detail how to optimise
your organisation. You will examine, through theory and practical your ‘best practice’ PA management skills.
examples, the different structures that organisations adopt
and how these affect the systems, procedures, culture and the Course Content
people who work in organisations. Using group workshops and • The role of the Executive Secretary/PA
activities, you will exchange knowledge with other delegates and • Leadership and office management
your Course Leader to improve your understanding of your role • Communicating for results
as a professional Administrator in support of your organisation’s • Interpersonal relations and motivation
aims and objectives. • Effective presentation skills
• Managing work, change, and conflict
Course Content • Problem-solving and decision-making in the modern office
• Understanding your organisation • Effective selection and recruitment techniques
• Managing in administrative environments
• Leadership in organisations Who Should Attend
• Key management theories and how these have shaped the The course is suitable for administrative professionals in all
modern organisation industries who lend secretarial support or manage an office
• Systems view of the organisation environment, including:
• Working with people; working in teams • Office Managers and Administrators
• Dealing with change • Personal Assistants
• Information, knowledge, and time management • Executive PAs
• Professionalism, communication and the administrative • Senior Office Administrators and Secretaries
professional • Management/Executive Secretaries and Assistants
• Improving administrative practice • Department Co-ordinators
• Creativity and innovation • Project Managers and Secretaries

This course is suitable for anyone with an administrative role 1. Discover practical tools and techniques that will help you
in an organisation, or anyone responsible for the processing manage your workload and relationships more successfully
of information. It is also highly recommended for those and improve productivity
with – or wishing to achieve – higher management and 2. Explore strategies to reduce conflict and learn to deal
board responsibilities in developing strategies to achieve effectively with difficult situations and people
organisational success through the application of Administrative 3. Provide a high level of administrative support by enhancing
Management techniques: your ability to manage change, plan and coordinate workflow,
• Administrators, Administrative Assistants, and Senior and build an effective team
Assistant Co-ordinators 4. Understand how Emotional Intelligence underlies our self-
• Department/Office Administrators, Co-ordinators, Managers, awareness, empathy, leadership and resilience
and Supervisors 5. ‘Do more with less’ – adopt continuous change and
• Personal Assistants and Secretaries effectively collaborate to transform and optimise individual
• Management/Executive Secretaries and Assistants and team performance
• HR and Finance professionals
1. Develop your ability to understand organisations, and apply
fundamental Administrative Management techniques to
improve strategic capabilities
2. Learn how to influence those around you through
understanding motivation, teams and people
3. Reflect on your own administrative practices and contribute
to improving the performance of systems and resources,
using powerful development frameworks
4. Maximise your own personal development, and equip
yourself for promotion and further study options

Effective Business Writing Effective Legal & Business Writing
Certificate Partner: ILM Certificate Partner: CPD UK

Credits: 24 CPDs

Many professionals spend up to three hours each day trying to Many employees and managers encounter a wide variety
express themselves in writing only to produce reports, memos of legal documents in their work. Legal documents include
and other correspondence that have little impact. The success contracts, legal advice and legal opinions that are prepared by
of your business relies on getting your message across to your Attorneys or Government Regulators, but can also also include
audience – whether they are your customers or the people who email, letters and other correspondence that may be written by
work for you. Attorneys or non-Lawyers. Employees and managers must be
able to recognise the different types of legal writing and their
This course will help you to develop your skills further and learn purposes and understand how to interpret what these legal
how to write more effectively. The first part of the course will documents say. In addition, many employees are responsible for
help you structure successful emails and letters that you will drafting or editing documents that have legal implications.
find valuable and useful in your professional life. The course then
moves into tackling more advanced report writing skills. This is In this course, delegates will learn how to decipher legal jargon,
your best opportunity to develop your writing skills and make how and when to use or avoid legal jargon in their own writing,
sure that your message is getting through accurately, clearly and how to recognise and better understand legal documents written
simply. by others, and how to enhance their legal writing skills through
techniques that result in clearer and more effective writing.
With interesting case studies to practise on, you will find the
ideas and inspiration to raise your written communication to the Course Content
next level. • Introduction to legal writing
• Distinguish legal writing from other writing styles

Course Content • Distinguish between and identify the goals of different legal
• The ABC of good business writing writing formats
• Your barriers to good writing • When to use “legalese” and when to use so-called plain
• Writing for your reader English
• How to structure your sentences • Effective legal writing in the Middle East
• Paragraphs and punctuation • Special considerations in a multi-cultural environment
• The clarity index • Identify and understand commonly used legal terms and
• Style and tone phrases
• Using the correct tense • How to “sound like a Lawyer” – and the risks of doing so
• Structuring your message logically • Understanding legal writing: How non-Lawyers can become
• Producing business letters better consumers of documents written by Lawyers
• Email etiquette • Introduction to the legal method
• Researching information and gathering material for reports • General principles for how to review a contract
• Logical sequencing of information • General principles for how to review laws, regulations, cases
• Planning a persuasive report – A suggested template and court judgments
• Technical writing • How non-Lawyers can become better legal writers
• The different types of technical reports • The importance of structure and organisation
• How to write business cases, agendas for meetings, and • Techniques for clearer and more effective writing
minutes of meetings • Understanding how to use templates and forms, and the
• How to present financial reports limits of cutting and pasting
• Project management reports • Guidelines and techniques for the bilingual writer
• Proofreading • Meta-information
• Proofreading
Who Should Attend
This cutting-edge training course has been tailor-made for Who Should Attend
Managers and staff who would like to develop their writing skills • Professionals who are responsible for drafting or editing
and learn new techniques. documents that have legal implications
• People who want hands-on training to improve their skills for
Benefits of Attending drafting and editing contracts
1. Learn how to get your audience involved and interested
2. Use grammar effectively and simply for quick access to your Benefits of Attending
messages 1. Improve your understanding of the legal documents you
3. Structure your writing logically using mind maps to create encounter in your workplace
flow 2. Enhance your writing confidence by using practical
4. Strip away the clutter and concentrate on what really techniques to improve the clarity of your legal writing
matters 3. Improve your internal and external communication abilities
232 Tel: +971 4 408 2864

Emotional Intelligence Masterclass Employee Engagement for Managers
& Leaders

Top performers are distinguished by a unique characteristic; Many organisations in the UAE are becoming mindful of
they can maintain emotional balance, even in incredibly stressful performance and are implementing KPIs and monitoring and
situations. This allows them to constantly rise above challenges, measuring performance to get ahead of the competition coming
achieve results, and manage complex situations, especially into the region. However, it is important that Managers and
under pressure. Leaders have the motivational and coaching skills to engage the
workforce in such a way that can make the day job meaningful
Still, many professionals are unaware of the stress building up and purposeful for the employees.
because of constant and growing challenges. These individuals
are often highly talented, experienced and knowledgeable, This course provides a full understanding of employee
but as they rise higher in their careers, their stress levels and engagement theory and practice, and focuses on how to
emotional drain also rise, eventually affecting their work, launch projects and programmes throughout your business to
decision-making, creativity, productivity and relationship with bring about a change in behaviours. We will look extensively at
others. In this course, award-winning Master Trainer and Master coaching as a change management intervention and how to
Hypnotherapist Basem Al Attar will help you take responsibility have regular performance discussions that enable individuals to
for your emotional wellbeing, will balance your stress levels, and achieve their goals and deliver results.
will empower you to influence others positively so you and your
team can perform at your best. Managers and Leaders are also responsible for implementing
change in an emotionally intelligent way so that people feel both
supported and challenged to think and behave in a new way.
It’s this combination of self-management and positive social
influence – or Emotional Intelligence – that allows you to This course provides the skills to go away and create employee
develop and grow into an effective, trusted and influential engagement initiatives across your organisation, as well a
leader and that’s why Emotional Intelligence is one of the most framework for coaching conversations, so that you can become
important skills required for personal and professional success. an agent of change and inspire new ways of working.
We will also look at how to sustain change and how Leaders

Course Content can monitor, measure and ensure that change is embedded
• Understanding emotions long term within your organisation.
• Developing Emotional Intelligence
• Learning to relax
• Lifestyle Changes that will help balance your life and remove Course Content
unwanted stress • Introduction to performance management
• State management skills • Managing and motivating through change
• Social Intelligence and adopting diverse perceptions • What is employee engagement?
• Developing an inspiring vision for the future • Performance management strategy for teams and
individuals
• High impact 1-2-1
Who Should Attend • Coaching: Make it a habit!
This essential course will be of value to all professionals • Coaching as a change management intervention
aiming to maximise their performance and utilise their talents • Engaging across departments to influence culture
through the effective management of their emotional wellbeing. • Talent management
Furthermore, those working in challenging or stressful • Sustaining engagement strategies
environments will develop the skills required to optimise • Review
their performance, while maintaining a positive outlook and
collaborative relationships. Managers and Team Leaders are
especially required to master Emotional Intelligence to ensure Who Should Attend
homogeneity and productivity among their team members, and This course is for Managers and Leaders working in an
are advised to attend this course.. organisation that is going through change and for those who
want to inspire their workforce. This course is also ideal for all
members of the HR profession who are looking to implement
Benefits of Attending engagement techniques.
1. Understand the impact of emotions on our behaviour and
decisions
2. Recognise disabling beliefs and negative emotions that may Benefits of Attending
hold you back 1. Successfully implement performance management tools to
3. Learn to handle stressful confrontations and challenges get results
4. Inspire trust, respect and cooperation to achieve results 2. Understand employee engagement theory and case studies
3. Coach with Emotional Intelligence


Function Leadership Influencing & Persuasion Skills

Delegates will focus on developing functional and team Persuasiveness is one of the most important skills and when
leadership skills including: thinking skills, planning, people applied correctly, can be of an extreme advantage in every
development, and quality management. aspect of life; be it a matter of business or even a social issue.
In this course, you will review the research conducted by experts
Course Content on influencing and persuasion and learn how to use their work to
• Developing customer focus improve your persuasive powers to become better negotiators
• Identify the end user for each project within the workforce. You will have the opportunity to practise
• Learn to clarify what your customer expectations are creating a positive first impression, and discuss essential
• Discuss the universal success formula techniques used to persuade your colleagues, your clients and
• System thinking, conceptual and analytical thinking even your boss.
• Innovation, creativity and problem-solving
• Strategic planning Empowered with high-impact negotiation skills, this course will
enable you to immediately put your newly-improved persuasive
techniques to practice upon returning to work. This practical and
Who Should Attend interactive workshop will send you home full of ideas to try and
If you currently lead others or are expected to do so in the the confidence to succeed.
foreseeable future, this course is for you. Experienced Managers
will find this a great opportunity to expand on their current style
of leadership and explore solutions to challenging situations, Course Content
while upcoming Managers or those with recent advancement to • Establishing credibility
a management position will go through comprehensive training • Elevator pitch

on skills and knowledge required to lead others effectively. • Communicating and persuading using the right media
• World experts in persuasion and influence
• Cialdini’s Six Laws of Influence and Persuasion
Benefits of Attending • Knowing yourself – Persuading others
1. Review your job purpose, KPIs and the projects you are • Creative thinking
currently working on • Persuasive presentations
2. Explore creative thinking techniques, practise thinking • Selling yourself – Elevator pitch
outside the box and develop solutions for current challenges
3. Learn how you can gain support for innovative solutions
within your organisation Who Should Attend
This course is targeted at a broad audience who wishes to
improve personal powers of influence and persuasion. It is ideal
for all Managers, newly-appointed Team Leaders or Supervisors
and Senior Managers who have operational responsibility
for a defined area of activity. This course is applicable for
organisations from any sector: service, commercial, industrial,
manufacturing or hospitality.
1. Apply the six key rules of persuasion effectively when dealing
with teams, departments, clients and all the people you
interact with
2. Adopt persuasion techniques used by world experts to suit
your needs
3. Raise performance levels within your team/organisation
4. Influence your boss/senior management with your improved
communication style and non-verbal communication skills
5. Advocate persuasive messages when using the correct
media: face-to-face, telephone or email
234 Tel: +971 4 408 2864

International Business Etiquette & Leadership Skills for the Public Sector
Protocol

As global business continues to expand and bring everyone Effective leadership can help government organisations make
closer, the critical element of a successful business outcome the critical transition from intention to implementation, potential
may be the appreciation and respect for regional, country, and to performance, and policy to practice. This is a new and unique
cultural differences (known as cultural diversity), and requires course combining all elements of public leadership and the
good inter-cultural communication. necessary skills needed to lead the public service organisations
of the future.
Organisations, associations, individuals, colleges and
universities call upon International Business Etiquette & Protocol Course Content
to add the polish that builds profits and to develop the skills that • Organisational leadership
build lasting business relationships. • Understanding public leadership
• Understanding the public leadership environment
Course Content • Strengthening leadership in government organisations
• Etiquette • Developing New Public Leadership (NPL)
• Manners • The service-leadership profit chain in public organisations
• The art of communication • Building public service leadership capacity
• Strategies for you • Leaders in the public service – Today and tomorrow
• Etiquette in the office • Creating tomorrow’s government leaders
• Business entertainment • The Millennium Development Goals (MDGs)
• Manners that sell • The public sector Change Leaders
• Etiquette for leaders
• International protocol Who Should Attend
People who can benefit from this course are, but not limited to:
Who Should Attend Chief Executive Officers, Directors, Deputies, Vice Presidents,
• New hires General Managers, Branch Chiefs, Strategic Planners, Senior
• Sales professionals and customer service representatives Executives, Human Resources Directors and Managers, Project
• Leaders and Managers Managers, Programme Managers, Performance Managers,
• Seasoned professionals and Senior Managers Finance Directors and Managers, and Chiefs of Staff.
• Inter-generational workforces
Benefits of Attending 1. Equip yourself with all necessary tools to develop leadership
1. Acquire impressive international business etiquette and traits and skills that are needed to lead the change and
manners needed for your international travels and overseas overcome the challenges of the new world order
assignments 2. Build greater public service leadership by learning more
2. Build effective cross-cultural communication skills and about your served customers and their changing needs,
master the techniques necessary to attract more customers while committing a high level of services that respect the
to outclass the competition social values and the community
3. Gain knowledge of diplomatic norms, etiquette and protocol 3. Acquire understanding of the role of public leaders in the
related to the various forms of interaction to cover a wide MDGs and how to meet those goals
range of international business relations and business
entertainment

Management Skills for Administrative Office Manager
Professionals


The role of the Administrative Manager can sometimes As the world of business is infinitely complex, the rules change
be overlooked by senior leaders as being integral to the from day-to-day, and all professionals must be prepared for
organisation achieving its strategic goals and objectives. The those changes.
reality is that the Administrative Manager role has a hugely
important part to play in any organisation, with their teams This learning event is aimed at building, or re-building, the
providing essential services to both internal and external foundations for your managerial career by helping hone the
customers alike. On this course, you will gain the practical skills concepts and skills you need to effectively manage yourself and
and enhanced awareness which are needed when moving into a others.
more senior role with managerial or supervisory responsibilities.
These skills and self-awareness will ultimately help you

Course Content
• Introduction – The fundamentals of office management
accomplish your business objectives. You will also be better • Office leadership
equipped to understand your team and the dynamics within it, • Managing change in the office
and to also support your staff with their individual development • Office communication, personal influence skills and
and career goals. assertiveness
• Managing the performance of others as an Office Manager
Course Content • Creating high-performance teams
• What it means to be a Manager • Emotional Intelligence (EI)
• Management styles • Managing work priorities/time management
• Communication and Emotional Intelligence (EI) • Resolving conflict in the modern office
• Managing your time • Summary, review and action planning
• People manager vs. project manager
• Personal branding – Projection vs. perception Who Should Attend
• Introduction to team dynamics Whether you are a new Office Manager searching for ways
• Building trust and respect to enhance your skills and knowledge, an administrative
• Making time for your team professional with office management responsibilities, a small
• Team motivation and challenging conversations Business Owner looking to expand your office management
• The importance of performance management capabilities, or a seasoned Office Manager looking for a
• Performance improvement planning and talent identification thorough refresher, this course is a perfect overview of the
• The successful coach essential tools, strategies and techniques you can use as soon
• Presenting with impact as you return to the office.
• Understanding and managing change
• Taking ownership for continued professional development
for you and your team Benefits of Attending
1. Learn how to think as a Manager – from planning and
controlling to guiding and leading
Who Should Attend 2. Gain an understanding of why one’s “Emotional Quotient”
This intermediate-level course is for administrative (EQ) is a greater factor of success in today’s workplace than
professionals who will be moving into more senior, supervisory, one’s “Intellectual Quotient” (IQ)
or management roles, as well as experienced or senior 3. Boost communication skills, especially the ability to listen,
administrative professionals, including: mediate conflicts, express assertion and deal with all types
• Administrative Assistants, Coordinators, Managers, and of personalities in the workplace
Officers 4. Appreciate the importance of positive working relationships
• Office Assistants, Administrators, Managers and Supervisors within the office environment and gain skills to enhance
• Project/Team/Department Assistants, Coordinators, Officers, those relationships
and Leaders 5. Master a wealth of techniques for handling diverse
• Personal Assistants and Secretaries requirements in a fast-paced office environment
• Executive/Management Secretaries, Assistants, and PAs
1. Understand the responsibilities and challenges you will face
in your role and gain the knowledge, skills and techniques to
deal with them confidently
2. Develop the communication skills that are key to building
trust and lasting professional relationships
3. Recognise your own management style and learn how to
adapt it to influence others effectively and credibly
236 Tel: +971 4 408 2864

People Management Skills Powerful Business Presentations

This in-depth workshop experience is geared to both the newly- Sales and effective presentations are the life-blood of any
appointed Manager/Supervisor and also to those individuals successful company. You need to make sure that your offline
who are already in a management role and want to review and strategy can generate as much buzz in front of a live (and often
enhance their skills and knowledge. This learning opportunity difficult to please) audience as your online advertising does
is aimed at building, or rebuilding, the foundations for your to a prospective client. You must also create a life-changing
managerial career by helping hone the concepts and skills you experience with fascinating content and an effective call-to-
need in order to effectively manage yourself and others. action.
Course Content Presenting powerful presentations to both large and small

• Evaluate current and future requirements of your work role audiences gives you a showcase for sharing your vision,
• The role of a Manager/Team Leader/Supervisor influencing others and gaining support for your ideas. This
• How to communicate like a professional – personal transformational course is designed to allow you to deliver
influence skills, assertiveness and the management of effective presentations to suit every audience and industry. You
emotions will also learn how to deliver presentations in real-time settings
• Recruitment, selection and retention with the ability to react and adapt to new data and end with a
• Building effective high-performance teams call-to-action which will monetise and justify the audience’s time.
• Managing diversity
• Emotional Intelligence Attendees will learn how to deliver incredible presentations
• Performance management to audiences and make the experience so memorable that
• Change management audiences will want to follow up with meetings, orders,
• Conflict resolution partnerships and other ROI activities. This course is perfect for
any professional who needs to make internal presentations,
as well as those who represent (and sell) their organisations in
Who Should Attend external meetings – both offline and online.
• Team Leaders and Supervisors who are preparing for
advancement
• Staff who are preparing for management/leadership Course Content
responsibilities • Setting objectives
• Managers who wish to strengthen and update their • Understanding the processes
management and business skills • Public speaking mastery
• Line Managers • Content generation
• Project Leaders • Sales presentations
• Shift Leaders • Extra presentation notes
• Assistant Managers • Checklist of skills
• Any Executives without formal management training • Presentations and feedback
• Moving forward
1. Increase your business effectiveness by updating and
upgrading your business and management skills All professionals looking to enhance their presentation
2. Improve your communication skills to ensure that you development and delivery will find tremendous value in attending
are maximising your impact and are able to influence and this course. This includes, but is not limited to, the following:
persuade appropriately in the business context • Professionals working in competitive roles (such as Sales,
3. Enhance your understanding of your own strengths and Marketing, Finance, etc.)
learn how to build on them for continued success • Not-for-profit and non-profit organisations
• Those who are responsible for professional development
within their team or organisation
• Entrepreneurs and small-to-medium enterprise (SME)
owners
1. Enhance your influence in front of professional audiences,
engaging them completely from the beginning until the end
of your presentation
2. Create your own credible, personalised presenting style
3. Learn the most proven successful ways to use all the
presentation tools available to drive change and acceptance

Professional Certificate in Project EssentialsTM for the Unofficial
Negotiation Skills Project Manager
Certificate Partner: CPD UK Certificate Partner: FranklinCovey Middle East
Credits: 24 CPDs

Negotiation is an essential skill for today’s business executive. People + Process = Success
Effective negotiation requires a combination of tactics and
psychology while remaining clear about your objective. Project management isn’t just about managing logistics and
hoping the project team is ready to play to win. The skills of
Professional Certificate in Negotiation Skills is a highly practical “informal authority” are more important than ever before, so
and interactive programme consisting of intensive learning team members are inspired to contribute to project success!
which builds on participants’ existing experience.
Today’s knowledge workers have quietly slipped into the role of
This course will provide you with a set of practical skills and the unofficial project manager. Stakeholders, scope creep, a lack
tools to help you become a highly effective negotiator who of formal training, and an absence of processes all combine to
delivers improved results for your organisation, whilst creating raise the probability of project failure costing organisations time,
superior business relationships and remaining true to your money, and employee morale.
principles.
This course will help participants consistently complete projects
Course Content successfully by teaching them to implement a disciplined
• Introduction to the PACE performance framework process to execute projects and to master informal authority.
• Managing attitude, mindset, and emotions`
• Planning and managing negotiations Course Content
• Personalities and behavioural styles • Foundation

• Effective conversations • Initiate
• Tactical negotiation approaches: Win-win vs. hardball • Plan
• Agile negotiations – Using Agile/Scrum approaches • Execute
• Redlines and Best Alternatives to a Negotiated Agreement • Monitor and control
(BATNA) • Close and commitments
• Dealing with difficult people
• Multi-party negotiations Who Should Attend
• High conflict situations This innovative course has been specifically designed for
• How to walk away with integrity professionals across all industry sectors working as Supervisors
• Action planning of small projects or team members providing administrative
support or specialised procedure support.
Who Should Attend
This course will greatly benefit professionals at all levels and This includes professionals working in Administrative, Event,
productively enhance their negotiation skills with customers, Marketing, Operational, and Technical roles, such as Assistants,
colleagues, partners, suppliers, and other parties. Coordinators, Executives, PAs/Secretaries, Analysts, Supervisors,
and Project Administrators.
Experienced Business Managers and Commercial Negotiators
will also be able to develop their negotiation skills in complex Benefits of Attending
negotiations. 1. Understand that consistent project success depends on
processes and people
Benefits of Attending 2. Implement four foundational behaviours that inspire their
1. Conduct highly effective conversations that uncover team members to execute with excellence
the maximum opportunity for a win-win outcome to 3. Identify a project’s stakeholders
negotiations 4. Establish clear and measurable project outcomes
2. “Read” other people and identify how they prefer to receive 5. Create a well-defined project scope statement
information and make decisions 6. Identify, assess, and manage project risks
3. Deliver information in the most effective manner, using 7. Create a realistic and well-defined project schedule
ethical procedures 8. Hold team members accountable to project plans
4. Manage and plan a complex, high-level negotiation and how 9. Conduct consistent team-accountability sessions
to work in a team 10. Create a clear communication plan around their project that
includes regular project status reports and project changes
11. Reward and recognise the contributions of project team
members
12. Formally close a project by documenting lessons learned
238 Tel: +971 4 408 2864

Project Management for Project Management for Non-Project
Administrative Professionals Managers

The tools and techniques associated with project management This course goes over the key concepts of project management
will give you the confidence you need to get the job done – on in a gentle and fun way. It walks you through all the key steps:
time and on budget. from when the project is first initiated or requested, to how it
is planned, executed, monitored and then finally delivered and
During this highly practical course, you will learn scheduling, closed.
budgeting and planning skills that will take your project
successfully from conception to completion. Course Content
• The project organisation and you
Whether it’s purchasing office equipment, planning a meeting or • Initiating the project
special event, or creating a presentation, the skills that you will • Planning your project scope, schedule and budget
gain by attending this course will ensure that you are equipped • Developing your project communications, quality and risk
to take on the challenges of your role. plans
• Implementing your project
Course Content • Closing the project
• Understanding the basic principles of project management
• The five key stages of a project Who Should Attend
• The key players in project management and their roles This innovative course has been specifically designed for
• Identifying the essentials for project success professionals across all industry sectors working as Supervisors
• Effective time management of small projects or team members providing administrative
• Setting clear objectives to meet your business needs support or specialised procedure support.
• Listing and grouping your activities
• Committing your resources This includes Event Managers, Coordinators, Marketing
• Understanding project costing Executives, Administrative Professionals, Supervisors,
• Creating a commitment matrix Assistants, Project Administrators, Systems Analysts or
• Project management tools Technical Coordinators.
• Managing information flow
• How to develop trust and build rapport at the beginning of
the project Benefits of Attending
• Creating flow within the project team 1. Develop project planning and execution skills
• Active problem-solving in project management 2. Effectively understand how project management works for
• Resolving conflict and difficult situations you and your role
• Negotiating and influencing 3. Learn how to monitor and control your projects for success
• Running review meetings
• How to write project documentation
• Developing and presenting the project

Who Should Attend
This course is for all admin professionals who want to gain new
techniques to help them in their role. It is also a necessity for
all Assistants working in Project Management teams and those
new to the Project Management function.
1. Understand the five stages of project management, and the
role of project management in your organisation
2. Identify how to maximise the administrative support you
provide
3. Manage multiple priorities and conflicting demands
4. Introduce systems and documentation to effectively manage
projects
5. Monitor and send updates on project performance, and
present updates with confidence

Public Speaking Masterclass Report Writing

Presenting to large audiences provides a great platform to Being a good writer involves being clear on exactly what you
share your vision, influence others and gain support for your want to achieve and understanding your audience so you can
ideas. This course will provide an exclusive opportunity for make your communication memorable, and mastering the
senior professionals who need to deliver presentations to large, technology to get your message across. You will learn how to
high-level audiences the chance to engage in simulated public write more effectively and build documents that do exactly what
speaking scenarios, such as conferences, panels and one-to-one you need them to do.
discussions in front of a live audience, annual meetings, and
media events. You will also build more sophisticated writing skills to achieve
your strategic business objectives. During the course, we will
Speaking in front of a high-powered audience can seem cover the writing process, writing for specific purposes and
intimidating, but confidence is essential for success. audiences, writing with clarity and precision, editing so that
Accordingly, the Course Director uses Emotional Freedom your report meets the needs of your reader, and controlling for
Techniques (EFTs) and Neuro-Linguistic Programming (NLP), as quality. You job as a writer is to understand how to target the key
well as breathing and visualisation, to help presenters eliminate messages your readers will relate to, and to make your writing
unconscious roadblocks to public speaking. as clear and easy as possible to understand.
In order for course attendees to prepare for public speaking Course Content
engagements, such as media interviews and recorded • What does it take to be a great communicator?
speeches, exercises are video recorded and then reviewed for • The writing process – Stages and timing
feedback. At the end of the course, you will receive all your • Understanding your audience
video presentations, which will serve as a reference for how • Developing key messages and staying on message
much you’ve developed and an inspiration for your future • Report sections and section key messages
presentations. • Style and tone in reports
• Keeping your brand in focus
Course Content • Drafting and editing
• Getting rid of fear; special speaking situations • Proofreading
• Planning your presentation; preparing for presenting • Making your finished document look good
• Delivering your presentation; powerful presenting language • Publishing your finished document
• Self-evaluation • Putting it all into practice
• Setting your action plans for the future
Who Should Attend
C-level Executives, Organisational Change Leaders, and Senior Who Should Attend
Managers will find this course extremely valuable to broaden This advanced writing course is designed for writers with a good
their influence and persuasion. command of English and will help you develop from an everyday
writer into a strategic writer. It is an ideal course for:
Public Relations and Media Officers responsible for presenting • Managers responsible for high level reports, plans and
about their organisation via different mediums will also benefit proposals
from the practical and varied preparation to respond to press • Individuals moving into more senior roles
conferences, Q&As, and other situations where they must
present on their feet. Benefits of Attending
1. Get the right message across to your reader in a way that is
Additionally, Marketing and Sales Executives who are clear and memorable
responsible for crafting their organisation’s brand and message 2. Create a truly professional impression with your reports by
will leave with guidelines and ideas that they can share with preparing and managing the writing process effectively
others in their organisation. 3. Address your audience appropriately by changing your
content and tone for different purposes and readers
1. Grow your confidence and feel comfortable presenting to
large-scale audiences of high seniority
2. Gain support for your vision and persuade others to put your
ideas into action
3. Discover a simple yet powerful presentation formula that
keeps your audience focused and engaged
4. Use powerful language patterns that move people to action
and increase the influence and persuasion of your message
5. Develop your unique presenting style using your own
personality, natural traits and talents
240 Tel: +971 4 408 2864

Self Leadership Soft Skills Masterclass

This course focuses on the development of self leadership The Soft Skills Masterclass is an investment in you as a leader
qualities. Participants are evaluated for attitude and personal or future leader and it has been designed specifically for
drive, and trained on essential skills and personal habits of great professionals in the Middle East. It provides a comprehensive
Leaders. and experiential dive into important interpersonal skills such
as assertiveness, emotional intelligence, influencing skills,
Course Content communication skills and managing teams. The purpose of this
• Exploring leadership styles and concepts course is to improve your confidence so that you can return to
• Analyse your natural leadership style your role with practical tools and techniques to apply each day
• Emotional Intelligence so that you become outstanding in your role.
• Effective communication
• Developing human relations The first half of the training will focus on building your character
• Learn how to help others develop themselves and providing you with the skills to improve your personal
• Time and priority management impact at work. The second stage is about giving you tools to
• Drawing on the renowned Getting Things Done (GTD) build lasting relationships and empower your colleagues through
techniques, this course will change your perception of time coaching and team building.
and productivity
• Presenting effectively Course Content
• Communicating with impact to a diverse audience
Who Should Attend • Dynamic presentations, assertiveness and magic meetings
• Managing people, time and relationships
If you currently lead others or are expected to do so in the
foreseeable future, this course is for you. Experienced Managers • Coaching, influencing and delivering proposals
will find this a great opportunity to expand on their current style • Leading a team with emotional intelligence and action
of leadership and explore solutions to challenging situations, planning
while upcoming Managers or those with recent advancement to
a management position will go through comprehensive training Who Should Attend
on skills and knowledge required to lead others effectively. This programme is suitable for anyone working in a business
environment wishing to build their own character and improve
Benefits of Attending personal impact in working relationships.
1. Review your career, strengths and future areas of
development Benefits of Attending
2. Formulate a Personal Development Plan to include long-term 1. Gain all the communication and organisational skills required
goals, ambitions and career aspirations to work in a fast-paced corporate environment so that you
3. Understand the Situational Leadership Model stand out in your organisation
2. Develop your self-awareness, confidence and ability to raise
your own profile and become a high-performer
3. Understand the necessity of planning and time management,
coping with pressure and demonstrating high levels of
emotional intelligence in challenging situations
4. Apply key tools and methodologies to cope with relationship
dynamics and the impact of change
5. Discover how to lead, motivate and inspire a team to deliver
optimum results
6. Experience a structure for proposal delivery for selling ideas
and influencing upwards
7. Learn strategies for demonstrating excellence from leading
professionals

Solving Problems & Making Decisions Strategic Business Acumen

Presented in modules, this course maintains the balance “Business acumen.” A term commonly used within the modern
between problem solving, analytical skills, decision making and business environment. But what does it truly mean and how can
operational issues. It is informative, searching and includes you develop it?
several highly interactive case studies and workshops for all
the participants. In addition, there is the opportunity to learn, Those who want to recognise and achieve their full potential
discuss and present in case study format how other companies as professionals and then support their company in the most
have been successful and identify through a series of video efficient and effective way possible, whilst finding answers to
interviews how business leaders present their high performance some of their own professional problems, will greatly benefit
leadership. from this course.
This advanced course will motivate delegates to raise their The programme will provide you with the skills and insights to
own personal level of skills and understanding. It will generate develop your business acumen, by developing your leadership,
the enthusiasm and the attitude to successfully utilise some strategy and organisational capabilities, whilst extending your
new techniques and to advance and develop the competencies broader view on commercial issues. In addition, you will learn
and success of the organisation. Each participant will receive a the importance of flexibility, focus, empathy, encouragement and
unique and comprehensive workbook providing detailed notes a well-balanced approach to working in the modern business
from the course together with case studies and other reference context. You will leave this course on the path to creating smart
materials. people and people-smart strategies.

• Problem solving in the business process • What is business acumen and why is it important?
• Creative and critical thinking and the right mindset • From business awareness to strong business acumen
• Step-by-step guidelines for problem solving • Strategy planning and strategic thinking towards project
• Extensive framework of analysis techniques implementation
• Identifying and assessing key decision areas • Setting challenging and realistic targets
• Analysis in problem solving • Focus on inspirational leadership and evolution
• Impact of solutions and performance issues • Leading and managing people and human resources
• Action planning and personal development • Leadership beyond command and control
• Linking finance parameters with business planning
Who Should Attend • Organisation performance improvement
This highly interactive and case study-driven course is ideal • Commercial thinking for problems and decision-making
for Middle Managers, Supervisors, Specialists, Engineers, and • Economic value of a customer-focused organisation
Administrators who want to enhance their business awareness,
their personal focus and business skills. In aspiring to manage
problem solving, analytical skills and decision making issues, Who Should Attend
they will find the key to success. • Directors, Senior and Middle Managers, Section Heads,
Strategists and Analysts who have high levels of capability
This unique, interactive and comprehensive management and accountability in the organisation and wish to strengthen
course is designed for those who want to recognise and achieve and focus their business acumen
their full professional potential and support their organisation in • Fast-tracked leaders with growing responsibility, who wish
the most efficient and effective way possible. to strengthen their business acumen, strategic thinking and
decision-making skills
• Managers of a functional area who are preparing for
Benefits of Attending advancement into positions where a business-wide
1. Gain the practical ability to manage and complete problem perspective is required
solving tasks • New and talented Managers who have recently entered into
2. Understand how to identify the issues surrounding problems leadership positions and want to increase their range of
and decisions expertise and experience with broader industry exposure
3. Complete practical workshops on problem solving and
decision making in business and learn from actual case
studies how other companies approach business problems Benefits of Attending
4. Experiment with an extensive framework of analysis 1. Play an extended and strategic role in leading your
techniques management team by enhancing your business intelligence
5. Use a bespoke step-by-step guideline for solving problems and organisational skills
and making decisions 2. Be the positive force in developing yourself, your people, your
company and its future towards commercial success
3. Maintain a strong awareness of finance, marketing, your
business environment and the wider economy, in order to
adapt to changes in the market and remain ahead of the
competition
242 Tel: +971 4 408 2864

Team Leading Technical Report Writing Workshop

Credits: 17 PDUs

This programme focuses on the practical application of For many, writing a good report may turn out to be an even more
management and leadership theory and principles at the difficult task than conducting the technical assignment itself.
operational level within an organisation. This may be especially true for most Technicians, Engineers,
Scientists and similar professionals.
It includes three highly informative and practical modules:
• Team Development This course will lead delegates to effectively write reports that
• Team Communications reflect the outcome from their technical assignments. We shall
• Controlling Resources look into building a structured approach into our reports, without
the undue stress this may bring. We attempt to mitigate the risk
Course Content of breaking the communication link through poor reporting.
• Identify and plan learning needs to create a high
performance team Course Content
• Plan and implement induction for a new team member to • Communication and process waste – What is the link?
maximise their performance from the outset • Introduction to technical report writing – The goal: your
• Train a team member to carry out a task audience
• Describe the teambuilding process (Tuckman’s Model) • Basic writing skills
• Understand the role of communication in leading a team • Developing the report
• Demonstrate effective listening skills • Layouts and formats – Make it flow!
• How to organise and lead team briefings • Generating the report
• Identify team strengths and opportunities for improvement • Value and quality – Not quantity
• Identify, quantify and request appropriate resources needed • Who should read my report?
by a team to achieve work objectives • Following up and further action
• Apply and manage the resources used to achieve work • Presenting the report
objectives in a cost-effective way • Let’s hear you present the case
• Anticipate, identify and prevent (or reduce) resource wastage
Who Should Attend
Who Should Attend This course is suitable for professionals from both the
This course is ideal for Team Leaders and Managers who have industrial as well as the services sectors. Technical personnel
been trusted with responsibility to manage corporate resources. (such as Science, Technology, Engineering, and Mathematics
It would also be relevant for senior staff who are preparing for professionals) will benefit from this course, as they regularly
higher levels of responsibility. need to write reports to provide and communicate the results of
their research, lab activities, assignments, field tests and other
Benefits of Attending exercises. Such reports may need to be distributed to various
1. Identify, request and manage resources needed by a team to personnel who are not necessarily experts in the topic.
achieve objectives
2. Understand the role of communication and team briefings Attendees may include both anticipated authors as well as
3. Plan and implement induction for your new team member reviewers and readers of such reports, including:
4. Identify and plan the training needs of your team members • Technicians and Engineers
• Lab Officers/Technicians/Managers
• R&D Technicians/Scientists
• Technical Supervisors and Managers
• Maintenance Technicians and Engineers
• IT Specialists
• Quality Technicians and Inspectors
Additionally, delegates from non-technical backgrounds will also

find this to be an incredibly valuable training opportunity.
1. Structure and compose sound technical reports that convey
your message to your intended audience
2. Communicate effectively through the use of graphical
means, avoiding ambiguity in interpretation of complex
statements
3. Express the outcome of your research, analysis or findings in
a clear manner – present concluding statements in written
and spoken presentations

The 5 Choices® The 7 Habits of Highly Effective
People®
Certificate Partner: FranklinCovey Middle East Certificate Partner: FranklinCovey Middle East

The barrage of information coming at us from multiple sources Renowned as the world’s premier personal leadership
(e.g. texts, email, tweets, blogs, and alerts), coupled with the development offering, the new 7 Habits of Highly Effective
demands of our careers, are overwhelming and distracting. The People Signature Edition 4.0 aligns timeless principles of
sheer volume of information threatens our ability to think clearly effectiveness with modern technology and practices.
and make wise decisions about what’s important. If we react to
these stimuli without clear discernment, we fail to accomplish No matter how competent a person is, they will not have
the goals that matter most in our professional and personal sustained and lasting success unless they are able to effectively
lives. lead themselves, influence, engage and collaborate with others
and continuously improve and renew their capabilities. These
FranklinCovey’s 5 Choices to Extraordinary Productivity® solution elements are at the heart of personal, team and organisational
inspires participants to apply a process that will dramatically effectiveness.
increase their ability to achieve life’s most important outcomes.
Supported by science and years of experience, this solution not Course Content
only produces a measurable increase in productivity, but also • Paradigms and principles of effectiveness
provides a renewed sense of engagement and accomplishment. • Habit 1: Be proactive®
The content can be delivered online via a virtual classroom or in • Habit 2: Begin with the end in mind®
a traditional classroom setting. • Habit 3: Put first things first®
• Private victory® to public victory®
Course Content • Habit 4: Think win-win®

• Act on the important; don’t react to the urgent • Habit 5: Seek first to understand, then to be understood®
• Go for extraordinary; don’t settle for ordinary • Habit 6: Synergise®
• Schedule the big rocks; don’t sort gravel • Habit 7: Sharpen the saw®
• Rule your technology; don’t let it rule you • Living the 7 habits
• Fuel your fire; don’t burn out
• Plan and closing Who Should Attend
This leadership and self-development course is suitable for
Who Should Attend everyone as it develops leadership effectiveness at three levels:
This self-development course is suitable for everyone as it the individual, the team and the organisation.
develops productivity at three levels: the individual, the team and
the organisation. Benefits of Attending
1. Increases trust and teamwork and strengthens relationships
Benefits of Attending at all levels
1. Articulate the language and methodology of “discerning” 2. Brings projects to completion and unites teams and
important from less important organisations under a shared vision, mission and purpose
2. Structure what extraordinary looks like in their current, most 3. Promotes getting the most important things done first and
important roles encourages direct effectiveness
3. Implement weekly and daily Q2 planning processes to 4. Encourages conflict resolution and helps individuals seek
identify, schedule, and execute on high-impact priorities mutual benefit, increasing group momentum
4. Explore how to manage appointments, tasks, contacts, 5. Ensures greater “buy-in” from team members and leverages
notes, and documents the diversity of individuals to increase levels of success
5. Apply demonstrated Outlook® or Lotus Notes® “Master 6. Helps people understand problems, resulting in targeted
Moves” and planning systems to align your technology solutions; and promotes better communications, leading to
6. Understand the impact of brain health and the 5 Energy successful problem solving
Drivers on day-to-day performance 7. Promotes continuous improvements and safeguards against
7. Put together a process for implementing the 5 Choices “burn-out” and subsequent non-productivity
8. Reduces turnover rates through an increase in the ability
of employees to see the “big picture” and commit to the
organisation’s strategy and vision
9. Heightens ability to cope with change
244 Tel: +971 4 408 2864

The Science of Storytelling Women’s Leadership Development
Programme

Storytelling is an age-old art which has become a key skill in the Female professionals working in the Middle East often face
modern world. In today’s world, stories have evolved to a variety additional challenges in comparison to those outside the region,
of mediums; moving from the fireplace and verbal delivery of including:
yesteryear to the digital screens of movies, vlogs, memos, social • Visible barriers (e.g. lack of role models)
updates and so much more. • Hidden barriers (e.g. male professionals being unaware of
the specific challenges their female colleagues face)
With all the noise evading our daily lives – whether at the • Balancing the local and international cultural/social norms
workplace or in our homes – we cannot afford to not make our
ideas stick in the minds of our listeners and drive the future Studies in the GCC have proven there is no shortage of highly
forward. However, driving the future forward means connecting talented female executives in the region, and yet the number of
with our internal and external clients at the deepest of levels. women in prominent or senior roles is still low. Women are often
overlooked or underrated for their strengths and abilities in the
The deeper the connection, the stronger the result. Storytelling workplace. Progress and results are not achieved by accident.
bridges the gap between the mission, vision and objectives Women need to:
of the company/department and the team or individual that • Take accountability of their professional decisions to be able
is responsible for its implementation. With storytelling, you to influence others
can shift beliefs, engineer the culture, engage employees, • Confidently ask for what they want
drive performance, and cure inefficiency and fear within an • Proactively map their career path to success
organisation and in the market.
This programme is specifically designed to empower you
Course Content to do just that! The course will equip businesswomen with
• Fundamentals the practical tools of an effective leader, whilst also raising
• Present your story awareness of the issues surrounding women in business and
• Dealing with delivery leadership.
• Neurotransmitters – “the secret sauce”
• How stories stick Course Content
• “The secret culprit” • Women with careers
• Psycholinguists • Female professionals in the Middle East
• Inspire us • Leaders to admire
• Lessons from NAC • Understanding leadership
• Stories to inspire • Management and leadership
• Stories to simulate action • Self-awareness and leading yourself
• Be ready for the unexpected • Communication essentials
• Getting a guaranteed result • Assertiveness skills and self-confidence
• Understanding motivation
Who Should Attend • Building trust in teams
This course is designed for any individual who is specifically
required to communicate effectively to a person or group of Who Should Attend
people within any organisation or public setting. Key positions This course is designed for established and emerging female
that will deeply benefit from this workshop are Entrepreneurs, professionals seeking to move forward in their career and to
C-Suite Executives, Heads of Departments, Project advance and excel in a leadership role in the future.
Managers, in addition to professionals involved in Marketing,
Communications, Sales, PR, Customer Service, and HR. Additionally, the course is ideal if you would like to:
• Accelerate your goals as a woman in leadership
Benefits of Attending • Remove boundaries and increase your Social Intelligence
1. Connect with your clients and employees like never before by • Develop your skills as a coach and mentor to your team
syncing with their deepest emotions members
2. Lead more powerfully by forging stronger relationships • Become a more visible, confident, and assertive leader within
through the power of stories your organisation
3. Drive people to action and move them towards the objectives
you want as a company or individual Benefits of Attending
4. Excite and delight your target market or audience with 1. Define your expectations and goals as a leader to navigate
content that finds its way into their permanent memories your career path for success
5. Keep them wanting more – build a hunger and thirst for your 2. Respond assertively and confidently to challenging
brand or mission situations and achieve win-win results
3. Explore the fundamentals of effectively building a team to
establish capabilities and develop talent


246
Tel: +971 4 408 2864
Project
Management
+971 4 408 2864

www.informa-mea.com
Project
Management
Table of Contents
Associate’s & Master’s Certificate in Project Management..................................................................................................................... 250

Managing Projects................................................................................................................................................................................... 250
Quality for Project Managers................................................................................................................................................................251
Scheduling & Cost Control.....................................................................................................................................................................251
Project Leadership, Management & Communications................................................................................................................ 252
Contract Management Principles & Practices............................................................................................................................... 252
Project Risk Management..................................................................................................................................................................... 253
Project Management Applications.................................................................................................................................................... 253
Negotiation for Project Managers...................................................................................................................................................... 254
Auditing of Projects & Contracts...................................................................................................................................................................... 254
Certified Associate in Project Management (CAPM®).............................................................................................................................. 255
Dispute Management in Projects.................................................................................................................................................................... 255
Earned Value Management............................................................................................................................................................................... 256
Effective Project Coordinator............................................................................................................................................................................ 256
Event Safety & Security Management............................................................................................................................................................ 257
Executive Certificate in Festival & Event Management........................................................................................................................... 257
PROJECT MANAGEMENT
Financial Budgeting & Monitoring for Projects.......................................................................................................................................... 258
IT Project Management....................................................................................................................................................................................... 258
Key Project Management Principles.............................................................................................................................................................. 259
Managing & Leading Project Managers......................................................................................................................................................... 259
Managing Complex Projects.............................................................................................................................................................................260
Managing Programmes......................................................................................................................................................................................260
PMI – Agile Certified Practitioner (PMI-ACP)® Exam Preparation......................................................................................................261
PMP® Exam Preparation......................................................................................................................................................................................261
Programme Management Professional (PgMP) ......................................................................................................................................... 262
Project & Risk Management for Events......................................................................................................................................................... 262
Project Feasibility Studies................................................................................................................................................................................. 263
Project Leadership & Stakeholder Communication.................................................................................................................................. 263
Project Management for Non-Project Managers........................................................................................................................................264
Project Portfolio Management (PPM).............................................................................................................................................................264
Project Quality & Risk Management............................................................................................................................................................... 265
Regaining Control of Projects........................................................................................................................................................................... 265
Risk Management Professional (PMI-RMP®)............................................................................................................................................... 266
Strategic Project Management.........................................................................................................................................................................266
The Project Management Office ..................................................................................................................................................................... 267

Associate’s & Master’s Certificate in Managing Projects
Project Management
Credits: 18 PDUs
Programme Overview Course Overview

This programme is comprised of several courses which will As the flagship course in the ESI/GW Master’s Certificate in
enable delegates to efficiently implement projects. Delegates Project Management, this course opens the door to more
will gain a solid understanding of project management methods, efficient project implementation. Delegates will gain a solid
tools and techniques to manage each stage of the project life understanding of project management methods with this
cycle, work within organisational and cost constraints, set comprehensive introductory course.
goals tied directly to stakeholder needs, get the most from their
project management team and utilise state-of-the-art project This course provides the foundation, techniques and tools
management tools to get work done on time and within budget. to manage each stage of the project life cycle, work within
organisational and cost constraints, set goals tied directly to
Courses stakeholder needs, get the most from their project management
• Managing Projects team and utilise state-of-the-art project management tools to
• Quality for Project Managers get work done on time and within budget.
• Scheduling and Cost Control
• Project Leadership, Management and Communications Course Content
• Contract Management Principles and Practices • Introduction to project management
• Project Risk Management • Why use project management?
• Project Management Applications • The project life cycle
• Negotiation for Project Managers • Project Manager responsibilities
• Project initiation
Who Should Attend • Needs assessment
PROJECT MANAGEMENT
This programme is ideal for Project Leaders, Project Team • Building SMART objectives
Members, Project Assistants, new Project Managers, • Project planning
professionals from other areas who work with Project Managers • Schedule, cost, risk, and procurement planning
or anyone seeking career development in project management. • Responsibility matrix
• Project implementation
• Developing the project team
Benefits of Attending • Managing risk and change
1. Master fundamental project management skills, concepts • Project closeout
and techniques, and lead and motivate teams to set realistic, • Administrative and contractual closure
measurable objectives to ensure positive results
2. Apply project quality management tools and techniques to
“real world” project management situations Who Should Attend
3. Deliver projects on time, on spec, on budget This course is ideal for Project Leaders, Project Team Members,
Project Assistants, new Project Managers, professionals from
other areas who work with Project Managers or anyone seeking
career development in project management.

1. Master fundamental project management skills, concepts
and techniques to set realistic, measurable objectives and
ensure positive results
2. Link project goals and objectives to clear, compelling
stakeholder needs
3. Estimate project costs and schedules using simple, proven
techniques

250 Tel: +971 4 408 2864

Quality for Project Managers Scheduling & Cost Control


This course applies quality principles to project management Develop effective measures for scheduling and controlling
itself, as well as to the products and services resulting from projects as you put the tools of project management to work. In
projects. It brings to the forefront the essentials of project this course, you’ll focus on managing the constraints you face in
quality management and its vital link to business success, any project: limits on time, human resources, materials, budget
with a focus on the tools and essentials of effective quality and specifications. Discover proven ways to work within your
management that work for your organisation, regardless of your identified constraints without letting predefined limits curtail
industry. creativity or innovation.
The course prepares the Project Manager to be a positive force You will gain hands-on experience, practising your skills in
in using project quality management to help ensure project and building project requirements and the work breakdown structure.
business success. You’ll learn a sound, logical framework for scheduling and
controlling project activities.
Course Content You’ll also master techniques for estimating, forecasting,
• Managing project quality
• What is quality? budgeting, monitoring, controlling, analysing and reporting costs
• The three processes of project quality management and interpreting the meaning of earned-value data.
• Planning project quality
• What is Quality Planning (QP)? Course Content
• QP inputs, tools and techniques • Essential background
• Project quality requirements • Estimating
PROJECT MANAGEMENT
• Assuring project quality • Scheduling
• Developing Quality Assurance (QA) activities • The baseline
• Investigating QA capabilities including gap analysis, • Managing change within the project
flowchart, and SWOT analysis • Evaluation and forecasting
• Controlling project quality • The exit strategy
• Basic quality control toolkit, e.g. histograms, cause-and-
effect diagrams, check sheets
• Putting project quality to work Who Should Attend
This course is ideal for Project Leaders, Project Team Members,
Who Should Attend other areas who work with Project Managers or anyone seeking
This course is ideal for Project Leaders, Project Team Members, career development in project management.
career development in project management. Benefits of Attending
1. Use the work breakdown structure to develop a network
diagram
Benefits of Attending 2. Calculate schedules using PERT/CPM
1. Integrate project quality management into the entire project 3. Predict costs and work time using specific levels and
life cycle estimate types, and plan for contingencies and anticipate
2. Plan effectively for project quality management, and assess variations
and improve your organisation’s current quality capabilities
to ensure that projects will meet specified quality standards
3. Ensure customer satisfaction by monitoring results using
project quality control tools


Project Leadership, Management & Contract Management Principles &
Communications Practices

This is an interactive course designed to provide a solid Gain an overview of all phases of contracting, from requirements
foundation in key leadership competencies and to provide you development to closeout. See how incentives can be used to
with the opportunity for a truly transformational leadership improve contract results. This course explores these vital issues
experience. from the Project Manager's perspective, highlighting your roles
and responsibilities to give you greater influence over how work
As a participant, you will complete a self-assessment of your is performed.
leadership skills, then master the basics of these leadership
competencies: setting direction, aligning people, motivating and You will also discuss actions that can be taken to help ensure
inspiring, leading teams, communicating, building relationships, that contractors or subcontractors perform as required under
facilitating ethical conduct, negotiating, and leading change. the contract.

• Leadership and management • Understand the contract management process
• Assess your leadership competencies and developmental • Teamwork – roles and responsibilities
needs • Concepts and principles of contract law
• Articulate your leadership vision • Contracting methods
• Leading effective teams • Developing contract pricing agreements
• The stages of team development • Pre-award phase
• Evaluate team progress and coach team members as • Award phase
necessary • Contract administration
PROJECT MANAGEMENT
• Building relationships
• Identify your motivational patterns using the Strength
Deployment Inventory (SDI®) Who Should Attend
• How individual differences affect your ability to lead This course is ideal for Project Leaders, Project Team Members,
• Ethics and leadership Project Assistants, new Project Managers, professionals from
• Negotiating conflict other areas who work with Project Managers or anyone seeking
• Major sources of conflict on project teams career development in project management.
• Power bases used in typical organisations
• Leading change Benefits of Attending
• Developing a change management plan 1. Identify contract components and understand the process
from start to finish
Who Should Attend 2. Select the right contract type for your project and decipher
This course is ideal for Project Leaders, Project Team Members, contract ‘legalese’
Project Assistants, new Project Managers, professionals from 3. Negotiate favourable terms and make revisions to the
other areas who work with Project Managers or anyone seeking contract and apply the “10 rules of contract interpretation” in
career development in project management. project disputes
1. Lead project teams through more effective communication
and create a Leadership Development Plan to implement
when you return to work
2. Describe predictable change stages and identify appropriate
leadership strategies for each stage
3. Utilise a powerful four-stage collaborative negotiation
process
252 Tel: +971 4 408 2864

Project Risk Management Project Management Applications


In this course, you will work through the proactive approach to Watch basic concepts come to life in this course: a
threat and opportunity – based on a clear understanding of the comprehensive synthesis of core project management
powerful nature of both qualitative and quantitative approaches principles designed to reinforce skills learned throughout the
to risk management. core curriculum. Build on your new competencies and test your
skills as you work in teams to complete an extensive, realistic
You will also examine threat and opportunity from both a top- project case study.
down and bottom-up perspective, using TwentyEighty Strategy
Execution’s proven eight-step risk management process. Using You will propose, plan and execute a full-scale project under
effective tools, including TwentyEighty Strategy Execution’s typical organisational constraints. Follow your project through
highly regarded risk assessment model, you will learn how to the life cycle, resolving issues of performance, scheduling
evaluate and respond to risk at the project and task levels. and control as you address questions of leadership and
management.
Course Content
• The basic foundations of project risk management Course Content
• Elements and factors of risk • Team building
• Components of risk management • Project assignment
• Risk management planning and identifying risks • Pre-proposal analysis and planning
• Analysis fundamentals • Analysing the market
• Probability and impact • Building the team and reviewing roles
• Presenting risk • Proposal kick-off and preparation
PROJECT MANAGEMENT
• Analysing and prioritising risk • Evaluating the requirement, and evaluating bid contracts
• Determining risk tolerances • Writing the winning proposal
• Risk based financial tools and techniques • Post-award planning
• Expected-value analysis • Negotiation/agreement
• Planning for risk • Four steps of pre-negotiation preparation
• Acceptance, avoidance, and mitigation of risk • Implementation
• Execution, evaluation and update • Measuring performance
• Managing risk and uncertainty
• Closeout
Who Should Attend
Project Assistants, new Project Managers, professionals from Who Should Attend
other areas who work with Project Managers or anyone seeking This course is ideal for Project Leaders, Project Team Members,
career development in project management. Project Assistants, new Project Managers, professionals from
career development in project management.
1. Use a practical, eight-step process to manage project risk
2. Identify threats and opportunities and weigh their relative Benefits of Attending
value in your project 1. Select the level of staffing, resources and management
3. Make risk and opportunity integral components of your next support required for a project
project plan 2. Assign tasks based on work breakdown structure
3. Estimate time and costs and present a project plan to team
members and stakeholders

Negotiation for Project Managers Auditing of Projects & Contracts


Negotiation is an invaluable skill for any Project Manager. Not This training course is designed to be interactive and to give
only do you negotiate agreements with vendors and contractors, delegates the opportunity to discuss their particular issues in an
but you must effectively negotiate with stakeholders, customers open atmosphere. The course includes exercises, discussions
and team members throughout the life of a project. This highly and case studies to reinforce the messages.
interactive experience covers the dynamics, processes and
techniques of internal and external negotiation situations faced
by Project Managers. Short on lecture and long on practice, this Course Content
course provides you with the opportunity to experience one-on- • Understanding project risk
one negotiations. • What is risk?
• The Top 10 mistakes in project management
• The major project risks
Course Content • The 10 golden rules of project risk management
• Negotiation in the project environment • The risk based audit approach
• Natural tendencies in negotiation • Risk identification and evaluation
• Developing the Best Alternative to Negotiated Agreement • What is project audit?
(BATNA) • Risk and project audit
• The two major schools of negotiation: competitive and • The project Risk Based Audit (RBA) approach
collaborative • Auditing contracts
• Competitive negotiation • The contract management framework
• Understanding and developing your negotiation style • Auditing of procurement
PROJECT MANAGEMENT
• Collaborative negotiation: creating win–win by exploring • Auditing joint ventures (JVs) and partnership contracts
differences • Audit of major projects
• Negotiating within the team • The business perspective
• Negotiating between teams • The project in progress
• Preparing to negotiate your project • Cost control and accounting
• Dealing with conflict in negotiations • Handover and post audit
• Breakthrough strategies to get past “no” • Audit of other projects
• Maintaining and building your new skills • IT projects
• Auditing outsourced IT contracts
• Auditing Business Continuity Management (BCM)
Who Should Attend
Project Assistants, new Project Managers, professionals from Who Should Attend
other areas who work with Project Managers or anyone seeking • Heads of Audit, Audit Managers and Senior Auditors
career development in project management. • Project Managers and Programme Managers
• Auditors responsible for undertaking project audits
assignments
Benefits of Attending • Other professionals who need to understand the risks
1. Develop an efficient and effective methodology for preparing impacting complex projects
and conducting a negotiation • Managers and Directors of business functions – to aid their
2. Explore negotiation in the context of project management knowledge of a risk based audit approach to projects
3. Identify your negotiating competencies to improve your
strengths and minimise weaknesses
4. Better manage yourself, your emotions, and your relationship Benefits of Attending
with the other party in order to obtain sound agreements 1. Apply the concepts and practical application of a risk based
5. Increase knowledge and skills for complex and difficult approach to project review
negotiation situations 2. Identify, mitigate and control project risks effectively
3. Separate the key risks from the lesser threats and manage
the priorities
4. Sell the benefits of proactive risk based audit of key projects
5. Audit major projects including JVs with confidence
6. Deliver proven techniques to ensure that more projects meet
their agreed objectives

254 Tel: +971 4 408 2864

Certified Associate in Project Dispute Management in Projects
Management (CAPM®)

The Project Management Body of Knowledge (PMBOK®), 5th This course focuses on the key relationship and
edition identifies 10 areas of knowledge in which all Project communications skills needed to manage disputes in project
Managers must be competent. This course covers all 10 areas expectations and succeed in conflict situations. You will learn
and acts as basic preparation for the Certified Associate in how to create and sustain commitment and mutual trust by
Project Management (CAPM®) certification exam. using influence rather than authority to achieve project and
business goals.
While many of the CAPM® exam preparation courses
concentrate on tips and techniques to answer exam questions,
this course does not do so. The course builds a solid mental Course Content
process of project management in the mind of delegates, by • Managing expectations
covering the requirements in chronological order for Scope, Time • The Project Manager's relationships
and Cost knowledge areas, then by knowledge area approach for • Expectation management
the other seven areas. This enables delegates to become better • Stakeholders and scope change management
Project Managers and reason out correct answers during the • Relationship strategies in project management
exam. • Analysis of the Project Manager's authority and responsibility
• Identifying areas of strengths and weaknesses
• Networking for results: leveraging from sponsors and key
Course Content stakeholders
• Introduction to project management • Special considerations for contractors and suppliers
• Organisation structures in regards to project management • Leveraging from communication strengths
• The guide to the Project Management Body Of Knowledge
PROJECT MANAGEMENT
• Application in different project situations
(PMBOK®) • Dispute and conflict management
• Project management and product lifecycles • Sources of conflicts in projects
• Role of project management in overall organisational • Understanding the power model
effectiveness • Managing disputes in projects
• Project initiation • Effective communications for dispute and conflict
• Project planning management
• Project time planning • The principles of influence for dealing with conflicts
• Project quality planning • Dealing with conflicts
• Project risk planning • The obstacles due to resistance
• Project procurement planning
• Integrating project plans
• The project baseline Who Should Attend
• Project execution This course is invaluable to Programme and Project Managers,
• Project monitoring and control Senior Managers, Executives, Line Managers, Project Team
• Overall integration and ethics Members and Consultants who seek to apply potent conflict
management techniques to mitigate disputes and meet
expectations in a multi-functional organisational projects
Who Should Attend environment.
• Project Managers, Project Planners/Schedulers, Cost
Engineers, Quality Assurance/Quality Control Professionals,
Event Managers and Coordinators, Procurement Officers, Benefits of Attending
and anyone who is a beginner in the project world will benefit 1. Engage stakeholders and manage their expectations
from this course and its credential 2. Proactively and reactively manage disputes and use
• New project practitioners who have not accumulated 1500 powerful conflict management techniques
hours of experience (or one year) can simply take this course 3. Develop key relationship management skills and multiple
to be equipped with everything they need to know to pass communication techniques to build a comprehensive
the exam relationship map and establish widespread commitment
1. Develop complete familiarity with the structure of the
PMBOK® Guide, and PMI’s project management best practice
2. Apply processes, tools and techniques that increase
probability of project success
3. Pave the road for becoming a Certified Associate in Project
Management (CAPM®), one of the most sought after
certifications in the world

Earned Value Management Effective Project Coordinator
Credits: 30 PDUs

The concept of management has always required solid, precise, Project Coordinators are an integral part of the project
numerical measurement of both desired outcomes and actual management world. They are the Project Managers’ right hand
progress. Obtaining such measurements has always eluded on large projects, or they even manage smaller projects on
project management practitioners, due to the sheer diversity of their own. This course is designed to provide the current and
work types on a project. prospective Project Coordinators with the essential knowledge
and tools required to fulfil their role effectively.
Faced with this challenge, the world’s biggest project and
contract manager, the US Department of Defence, set out to Whether you are new to the project management field, or an
leverage the huge experience of its staff to take this challenge experienced practitioner, this course is designed to help you gain
on. Their efforts were rewarded by the introduction of Earned a better understanding of the principles of project management,
Value Management (EVM), which has since become the primary, combined with hands-on exercises that enforce the principles.
logical tool for monitoring and controlling projects. It also introduces the tools and techniques required to enhance
your effectiveness.
This course will help you visualise and understand the concepts
behind EVM. Delegates will be introduced to the terms used in
this technique, the foundation indicators, and deduce higher Course Content
level, future-looking indicators. • Project management overview
• The project management life cycle
• Project planning
The contents of this course also constitute an essential • Project constraints
component in the knowledge required for project management • Project scope planning
certification. • Project time planning
PROJECT MANAGEMENT
• Project Network Diagram (PND)

Course Content • Estimating duration and resources
• Project management overview • The Critical Path (CP)
• Initiation phase and outputs • Determining the schedule
• Summary of planning phase and outputs • Compressing the schedule
• Fundamentals of estimation • Cost planning
• Building the “S” curve • Introduction to risk
• Origins of EVM • Creating the project baseline
• The concept of “value” • The concept of value
• The relationship between earned project value and schedule • Introduction to earned value management
• The relationship between earned project value and cost • Project performance reporting
• EVM basic parameters • Project close-out
• EVM level one indicators
• EVM indices Who Should Attend
• Forecasting the future • Current Project Coordinators
• Integrating multi-project results • Team Leaders and Supervisors interfacing with projects
• Infrastructure required for EVM implementation • Individuals interested in entering the project management
field
Who Should Attend • Functional Managers commonly interfacing with projects
• Executives and Senior Managers seeking better reporting • Administrative Staff seeking understanding of the Project
and improvement to project performance Coordinator role
• Current Project Managers/Coordinators
• Team Leaders and Supervisors executing project work Benefits of Attending
• Financial Managers commonly interfacing with projects 1. Gain solid understanding of global best practice in project
management
Benefits of Attending 2. Apply tools and techniques needed for effective project
1. Apply your project management knowledge in building the coordination
definitive framework for managing projects 3. Learn how to monitor, evaluate, forecast and report project
2. Identify the importance of each part of the framework in performance
managing projects
3. Understand why EVM is an indispensable tool for project
monitoring and control
4. Become familiar with EVM indicators and proficient with the
significance of those indicators
256 Tel: +971 4 408 2864

Event Safety & Security Management Executive Certificate in Festival &
Event Management
Certificate Partner: Edinburgh Napier University Certificate Partner: Edinburgh Napier University

One real issue for everyone attending an academic course is The Executive Certificate in Festival and Event Management
to apply what they have learned to a practical situation. On this (ECFEM) is a three-day intensive training course designed to
course every theoretical concept explored will then be applied provide a foundation of key skills and knowledge associated
through scenario-based learning. As the course is taught by a with the creation and delivery of corporate (e.g. conferences
hybrid academic/practitioner, these activities have all been part and exhibitions), private (e.g. weddings) and public events (e.g.
of his workplace activity for the past 20 to 40 years. festivals, sporting events).The course contents international
industry best practices in event planning, project management,
This course will focus on a range of planning frameworks for an marketing and PR, human resources planning and management
event and how these work in practice, and how the security and and the conduct and evaluation of events.
crowd management elements are fundamental to the success
of an event. The focus of the ECFEM is on developing an understanding
of the theory and practice of creating and delivering various
types of events. The course content is based on the result of
Course Content an extensive survey of event management professionals. All
• Introduction to risk assessment students who undertake the course will receive a certificate from
• Managing risk the Edinburgh Institute: Festivals, Events and Tourism (EIFET),
• The risk assessment matrix Edinburgh Napier University.
• Working in anti-social environments
• Cause and effect
• Negotiation Course Content
PROJECT MANAGEMENT
• Risk communication • Festival and event introduction, planning and initiation
• Issues • Human resource management for festivals and events
• Audience profiling • Designing and creating festival and event concepts and
• Crowd management planning experiences
• Applying a holistic approach • Workshop: devise an HR strategy for an event; practical
• Testing the planning assumptions implementation of project management tools
• Partnerships • Festival and event financial and risk management, control
• Roles and responsibilities and evaluation
• The plan in practice • Financial management for festivals and events
• Festival and event safety and security
• Workshop: produce a risk management plan; examine event
Who Should Attend budgets
• Event Managers
• Security Managers, Supervisors and Operatives
• Promoters Who Should Attend
• Venue Managers This course is mainly designed for event, communication and
• Site Managers marketing professionals who need to improve their skills and
• Health and Safety Operatives and Managers knowledge about event organisation, planning and management:
• Event Management Students and Lecturers • Festival Organisers
• Crowd Management Operatives, Supervisors and Managers • Conference/Meeting and Exhibition Planners
• Leisure Managers • Public Event Officers/Coordinators and Managers
• Local Government Officers • Sport Event Organiser
Also communications and marketing staff: Communication/

Benefits of Attending Marketing Assistants, Coordinators and Managers that will be in
1. Formulate crowd occupancy, flow rates and exit charge for planning events for their company.
requirements of an event
2. Identify and utilise risk assessment methodologies relevant
to your own work place environment Benefits of Attending
3. Deliver effective solutions to simple and moderate problems 1. Understand the theory and practice of event planning,
within challenging working contexts promotion and implementation
4. Outline and account for decisions at supervisory and 2. Identify marketing, public relations and sponsorship
managerial levels to anti-social working environments in the strategies that will help to optimise your events
event space 3. Develop knowledge and skills in human resources planning
and management in event organisation

Financial Budgeting & Monitoring for IT Project Management
Projects

This course places an emphasis on a variety of tools and The IT Project Management course focuses on the practical
techniques used for the purpose of preparing a financial budget approach to managing projects within your business. Projects
for projects and monitoring variances over a period of time in do not operate within a vacuum and therefore need to be linked
the process. to the objectives of your business. This course therefore focuses
on doing the right thing rather than just doing things right!
This course begins with defining the project and the various
elements involved through the Work Breakdown Structure. It This is a practical based course where delegates will be
provides a walkthrough of the process in developing a project encouraged to bring real life projects or plans to the course and
plan and a milestone plan which determine the project budget. work on improving them during the course. In addition there is a
realisation that people make projects successful, not software
The content expands further and delves into the complexities and processes, therefore there is added emphasis on people and
of formulating the project budget using the time and material performance within the course.
system leading to the creation of a capital budget. Once the
budget is determined, the course focuses on a variety of
methods that could be deployed in raising project financing Course Content
including the basic concepts of Angel and Venture Capital • Project management background
Financing, as well as aspects associated with Public Private • Projects and strategy
Partnerships. The course further undertakes a walkthrough of • The project team and people
the process involved in carrying out a basic capital investment • The project charter
appraisal of the project and considers basic aspects of risk • Initial planning
• Detailed planning
PROJECT MANAGEMENT
and sensitivities associated with the actual project results. The

course concludes with an overview on monitoring the actual • Risk management
financial performance of the project with reference to the Stage • Resource allocation
of Completion Method and how variances are determined and • Project implementation
reported to senior management in the process. • Project close and review
Course Content Who Should Attend

• Budgeting a project This course is designed for Managers and Executives who are
• Evaluating the feasibility of a project directly involved in planning and implementing IT projects or
• Deriving the cost of capital setting up a Project Management Office and those requiring
• Accounting for project risk an advance set of IT tools to assist in cost estimation, cost
• Financing a project tracking, procurement, contracting, risk assessment and
• Monitoring the financial performance of a project management, quality control and scope verification.

• Financial Directors and Financial Managers 1. Understand project management processes and
• Banks, Lenders and Project Investors successfully link them to business strategy
• Government Officials involved in PPP initiatives 2. Use effective planning, implementation and measurement
• Programme Directors and Project Managers tools to increase the likelihood of project success
• Programme Sponsors 3. Manage tools and techniques for project management and
understand when, and when not, to use them
4. Identify and control risk and issue management by
Benefits of Attending implementing simple to use techniques within the project
1. Gain insight on how to appraise the attractiveness of environment
investments in projects 5. Create a project library and easy to understand
2. Determine the weighted average cost of capital of a project documentation in a project life cycle
3. Understand key forms of Public Private Partnerships in
project finance initiatives
4. Learn to manage and account for financial risk of projects
258 Tel: +971 4 408 2864

Key Project Management Principles Managing & Leading Project Managers


This course has been especially designed to not only train you Programme Managers or Line Managers of Project Managers
in project management but to also ensure your knowledge and know that they are accountable and responsible for the
understanding of project management is thoroughly reinforced individual project results. Achieving these results from Project
for effective recall and application after the training. The course Managers requires leadership, effective communication, and
has been designed and prepared in alignment with principles relationship skills. Managers who know how to influence people,
of project management as defined in the PMBOK® guide of the are able to make things happen. They are able to ensure the
internationally respected Project Management Institute, and co-operation of others and maintain efficient and harmonious
helps you earn PDUs from PMI. working relationships. This course explores key management,
leadership, communication and relationship skills that will
enhance the Manager's ability to succeed in effectively and
Course Content efficiently managing Project Managers.
• Project scope – requirements management
• The work breakdown structure
• Project cost management and project schedule Course Content
management • The Manager of Project Managers’ (MPM) role
• Managing in a multi-project environment
• Leading and managing Project Managers
Who Should Attend • The MPM’s role in project planning and delivery
• Project Managers • Managing relationships
• Programme Managers • Dealing with conflicts
• Portfolio Managers • Obstacles due to resistance
• Engineers
PROJECT MANAGEMENT
• Team Leaders
• Office Managers Who Should Attend
• Designers and Architects This course is particularly suitable for Managers, Programme
• IT professionals Managers and Project Managers who wish to improve their
• Business Planners wanting to better understand project communication and relationship skills in technical and non-
management technical environments. In particular, Senior Executives
• Operations Managers wanting to understand project with business planning responsibilities, new and Functional
management Managers, and Systems, Technology and Research Managers
• Those planning to take graduate or post-graduate will benefit from attending.
professional studies in project management and/or related
fields
• Those professionals seeking to take their project Benefits of Attending
management skills to the level required for effective 1. Take on full accountability and responsibility for project
contribution to the management of a wide range of project results
types 2. Influence Project Managers to guarantee positive results
3. Ensure the co-operation of others and maintain efficient
working relationships
Benefits of Attending 4. Develop strong communication and relationship skills
1. Learn how projects run effectively contribute significantly to 5. Use conflict management techniques confidently, and be
successful achievement of business/organisational strategy able to address resistance effectively
2. Discover why project management is the key to releasing
innovation in your organisation
3. Understand how effective project management delivers
increased corporate relevance and sustainability in any
market place

Managing Complex Projects Managing Programmes


Project complexity is a measure of the inherent difficulty of Organisations seeking to accomplish their strategic goals
delivering a project, which varies widely not only in the overall can best achieve their objectives by placing a strong focus on
level of complexity but also in what drives that level. Project the “management of programmes”. This interactive course
failures usually occur when organisations undertake projects will explain how to position programme management in the
of a much higher or different type of complexity than normal. corporate strategy and how to ensure that business benefits are
Knowledge of a systematic understanding of project complexity fulfilled.
is of foremost importance. Project Managers must be equipped
to assess and manage complexity in projects. The key focus and the workshop format of the course will help
you use techniques and tools to achieve your organisation’s
Course Content strategic intents, and to internalise a solid understanding of
• Overview of complexity in projects managing multiple projects and work teams required to address
• How complex adaptive systems operate the complexity of programme management.
• Managing complexity in projects
• Leadership focus in managing complexity Course Content
• The assessment of project complexity • Strategic intents and business benefits
• When should you evaluate project complexity? • How organisations formulate strategic intents
• Applying the complexity assessment questionnaire • Understanding the themes of programme management
• Complex project management techniques • Linking programmes to strategic goals
• Complex project leadership • Understanding the multiple project environment
• Approach for leading complex projects • Programme planning
PROJECT MANAGEMENT
• Structuring and designing for complexity • Foundational considerations

• The planning tasks • Stakeholder management
• Development of systemic structures • Programme merging of projects
• Identify and communicate complexity • Categorising projects by size and type
• Planning for project execution • Using tools and templates to manage multiple project ripples
• Adapting baselines to complexity • Delivering business benefits and project deliverables
• Managing and leading complexity in projects • Understanding the implications of different milestones and
• Considerations in leading complex projects deadlines
• Complexity assessment model during implementation • Prioritising projects/tasks in line with deliverables and
• Types of tools for managing and leading complex projects benefits
• Close-out of individual projects and programmes
Who Should Attend • Communicate to key stakeholders
This course is particularly suitable for decision makers, Project • Challenges in managing multiple projects
Managers, Leaders, and team members who wish to acquire
the most effective techniques for the management of complex Who Should Attend
projects in the solutions and project business. • Project Managers seeking additional techniques to manage
multiple projects
Benefits of Attending • New and Functional Managers
1. Manage project complexity in today’s world of uncertainties • Senior Executives with business planning responsibilities
2. Measure how components of a complex system interact and • Systems, manufacturing and operations personnel
produce outcomes that are unpredictable and non-linear • Engineering professionals
3. Learn industry-recognised techniques and best practice to • Technology Managers
manage complex projects • Research Managers
4. Practise these techniques in a workshop environment in
readiness for immediate use in your workplace Benefits of Attending
1. Appreciate your organisation’s strategic intents
2. Analyse multiple project situations, and create master
schedules
3. Assess and manage stakeholders
4. Prioritise and manage resources across projects, and
prevent adverse effects between projects
5. Actualise your organisation’s business benefits
260 Tel: +971 4 408 2864

PMI – Agile Certified Practitioner PMP® Exam Preparation
(PMI-ACP)® Exam Preparation

Gain a solid foundation of the PMI-ACP® exam and demonstrate Delegates will significantly improve their chances of passing the
your knowledge of and commitment to this rapidly growing gruelling Project Management Professional (PMP®) certification
approach to project management. This course is aligned with exam in the first attempt with this well-proven and successful
the latest PMI® guidelines and is designed to help you prepare course. As well as learning where you need to focus your study
for and pass your PMI-ACP® exam in the first attempt. The efforts, you will learn valuable practical exam techniques which
course covers Agile methodologies and tools and techniques will help you when you sit the exam. You will find out exactly
extensively. what components of your project management background will
be tested so you know where to focus your attention during the
The course covers the seven domains in the same sequence as vital weeks of preparation.
specified in the PMI exam content outline, including:
1. Agile Principles and Mindset
2. Value-Driven Delivery Course Content
3. Stakeholder Engagement • Project management process groups
4. Team Performance • Project integration management
5. Adaptive Planning • Project scope management
6. Problem Detection and Resolution • Project quality management
7. Continuous Improvement • Project time management
• Project cost management
• Project risk management
Course Content • Project human resource management
• Introducing the PMI-ACP® exam
PROJECT MANAGEMENT
• Project procurement management
• Agile principles and mindset • Project communications management
• Value-driven delivery • Professional responsibility
• Stakeholder engagement
• Team performance
• Adaptive planning Who Should Attend
• Problem detection and resolution Project management professionals from all industries including
• Continuous improvement engineering and construction, IT, telecommunications,
maintenance and operations, manufacturing, power, oil and gas,
communications and marketing who wish to prepare for the
Who Should Attend PMP® certification exam.
This course is designed for project management roles globally.
This certification is best suited for:
• Project Managers Benefits of Attending
• Project Management Professional (PMP)® credential holders 1. Review the essential project management skills and
• Agile team members techniques required for successful projects and how they
• Associate/Assistant Managers of projects relate to PMP® certification
• Team Leads/Managers 2. Gain an in-depth understanding of each component of the
• Project Executives/Engineers PMP® certification examination and significantly improve
• Software Developers your chances of passing the gruelling PMP® exam at the first
• Professionals aspiring to be Project Managers attempt!
3. Develop complete familiarity with the structure of the Project
Benefits of Attending Management Body of Knowledge (PMBOK® Guide), its 39
1. Understand the history of Agile, including founding, evolution, processes, five process groups and nine knowledge areas,
core concepts and principles and find out exactly which components of your project
2. Gain working knowledge of the Agile principles of Scrum, management background will be tested so that you plan
Kanban, Extreme Programming (XP) and Test-Driven your study time to make the most of it
Development (TDD)
3. Develop the expertise of implementing multi-iterative
development models for any scale of projects
4. Deliver high velocity stories and epics
5. Familiarise yourself with the PMI-ACP® certification exam
application process and acquire the knowledge, strategies,
tools, tips and tricks to clear the exam along with the
requisite 21 PDUs

Programme Management Professional Project & Risk Management for Events
(PgMP)
Certificate Partner: PMI Certificate Partner: ILM
Credits: 30 PDUs

An organisation’s existence is based on its capability to move This course caters to the dynamic Middle East events
towards its stated vision via selecting the correct strategies management industry and is applicable to a wide range of
and executing them. One of the main links in that capability occasions including conferences, product launches, corporate
chain is programme management. It acts as a tie between the hospitality, sporting occasions, shopping festivals, exhibitions
organisational portfolio, strategy and the project work. and much more; and most importantly, maintains a strong focus
on the challenges that are important to you.
This course, based on global best practice identified by PMI,
will introduce delegates to the structure, components, and skills
required to initiate and manage programmes. It also delineates Course Content
the differences between a project management approach, and • Practical special event preparation
a programme management approach. Project management • Event project management
expert level knowledge is not required for this course, but that • Project management and the management system
knowledge will help programme managers better understand • Contracts and reporting
challenges faced by Project Managers so as to be able to • Financing management and follow through
support them better. • Event finance
• Staging and shutdown
• Best practice in staging events in the Gulf
Course Content
• Programme definition
• PMI approach to programme management Who Should Attend
• Strategy alignment If you are an events professional working in this challenging
PROJECT MANAGEMENT
• Pre-programme activities environment or someone who occasionally organises special

• Programme definition events, this course will keep you competitive, efficient, effective
• Programme structuring and innovative. This will include, but not be limited to:
• Programme closure • Corporate and Independent Event Planners
• Event Producers
• PR and Communications Managers
Who Should Attend • Brand Managers
• CEOs, SVPs, VPs and Senior Executives accountable for • Sales and Marketing Managers
organisational strategy setting and execution • Project Managers
• Middle to Senior Managers either involved in programme • Exhibition Organisers
management, or are identified to progress into that role • Festival and Public Event Organisers
• Entrepreneurs establishing new organisations • Fundraising Managers
• Sponsorship Managers
• Tourism Authorities
1. Understand the meaning of a programme, and how it fits
within the organisation management structure Benefits of Attending
2. Learn the different mind-set required for managing 1. Apply the science of project management to an event to set
programmes vs managing projects clear objectives and measure success
3. Gain a clear picture of the best models for programme 2. Understand and improve event finance, sponsorship and
management as per PMI’s standards cost control
4. Identify programme components and lifecycle 3. Take away key documents from the course that can be used
immediately for your next event
262 Tel: +971 4 408 2864

Project Feasibility Studies Project Leadership & Stakeholder
Communication

The most important step of any new project regardless of This course has been especially designed to not only train you
its size, is the one you take even before you begin. In today’s in project management but to also ensure your knowledge and
business environment, feasibility studies are strategic understanding of project management is thoroughly reinforced
documents prepared and executed by managers who focus on for effective recall and application after the training. The course
the best resource allocations and aim at consistently delivering has been designed and prepared in alignment with principles
projects on target. of project management as defined in the PMBOK® guide of the
internationally respected Project Management Institute, and
At this course, you will understand how to effectively place helps you earn PDUs from PMI.
feasibility studies within your project lifecycles and conduct
consistent feasibility studies for your projects.
Course Content
• Project human resource management – leadership
Course Content • Basic leadership psychology for Project Managers
• Introduction to feasibility studies • Communication in the projects environment
• Strategic importance of feasibility studies
• Working with stakeholders
• Perform an options analysis Who Should Attend
• Applying risk management to feasibility studies • Project Managers
• Prepare the feasibility study • Programme Managers
• Writing the feasibility report • Portfolio Managers
• Business processes after writing the feasibility report • Engineers
PROJECT MANAGEMENT
• Team Leaders
• Office Managers
Who Should Attend • Designers and Architects
This course is designed for anyone involved with projects, • IT professionals
business ventures or new business ideas. If you need to • Business Planners wanting to better understand project
understand how to streamline the process of evaluating a management
feasibility study’s outcomes to aid towards solid decision- • Operations Managers wanting to understand project
making, you will benefit from attending. For those who are in management
positions where they are required to review feasibility studies • Those planning to take graduate or post-graduate
for further corporate decision-making, they will benefit from the professional studies in project management and/or related
presentation of business process methods based on agile and fields
lean theories as additional resources together with traditional • Those professionals seeking to take their project
business plan modelling. management skills to the level required for effective
contribution to the management of a wide range of project
types
1. Understand how to effectively place feasibility studies within
your project lifecycles Benefits of Attending
2. Evaluate different models for the best fit to plan and execute 1. Discover how important leadership and communication
feasibility studies are at project levels, and how they impact commercial and
3. Learn how to involve stakeholders in the process of your strategic outcomes
feasibility study 2. Understand that if we want ‘results, and no excuses’, we
4. Work efficiently within a team with a focus on leadership, need leadership and communication, and not just luck and
engagement and ownership confidence in our Project Managers
5. Apply your newly acquired knowledge to outline an array of 3. Effectively manage across and down the organisation, and
options to conduct consistent feasibility studies for your within your team; plus, manage upwards to deal with the
projects issues of the modern matrix structure

Project Management for Non-Project Project Portfolio Management (PPM)
Managers
Certificate Partner: PMI Certificate Partner: PMI/CPD UK
Credits: 30 PDUs Credits: 24 CPD Points and 23.5 PDUs

This course provides the groundwork for organisations’ This highly practical seminar will provide you with the tools
execution teams to start applying project management and knowledge to implement a Project Portfolio Management
methodology. It is a first step in transforming the culture in the (PPM) approach within your organisation. During the course,
organisation to a project management one. you will have the opportunity to work on a range of interactive
exercises, including building a portfolio priority sorting tool, as
The course introduces non-project management professionals well as a graphic dashboard – both of which you will be able to
to the project management discipline to be able to support re-use after the seminar. As well as this, you will see examples of
project efforts in their organisation. commercial apps that automate PPM. You will also gain insights
into the interactions between PPM and the Project Management
This course will also help interested delegates to start studying Office (PMO).
for the CAPM® examination by the Project Management
Institute.
Course Content
• PPM – An overview
Course Content • Strategy and strategic management
• What is a project? • Roles in PPM
• Project management success factors • Portfolio steering committee
• Responsibilities of Project Managers • The 12-step PPM process
• PMI approach to project management • Defining and managing the pipeline
• PMBOK® knowledge areas and process groups • Categorising work and defining requirements
• Project management standards and governing bodies • Developing value propositions and business cases
PROJECT MANAGEMENT
• Project initiation • Selecting projects

• Potential project sources • Prioritising/balancing the portfolio
• Project selection and charter • Authorising and planning work
• Planning scope, time and cost • Developing the portfolio
• Identifying the project scope • Reporting and portfolio dashboards
• Identifying and allocating resources required
• Creating schedules
• Estimating resource costs Who Should Attend
• Planning other project areas All professionals involved in working on or managing projects,
• Quality planning programmes and portfolios in an organisation will benefit from
• Project integration planning this course. If you are a manager responsible for evaluation,
• HR, communications and stakeholder management planning selection, and termination of projects; or PMO staff responsible
• Project execution for initiating or streamlining portfolio management processes;
• Project monitoring and control or a decision maker involved in authorising projects or phases of
projects, you will benefit from attending this course.
Who Should Attend
This innovative course has been specifically designed for Benefits of Attending
professionals across all industry sectors working as supervisors 1. Articulate the key roles in portfolio management
of small projects or team members providing administrative 2. Explain how to setup a portfolio and choose potential
support or specialised procedure support. projects to charter
3. Show how to categorise work in line with business
This includes Event Managers, Coordinators, Marketing requirements
Executives, Administrative Professionals, Supervisors, 4. Describe how to balance the portfolio and align with
Assistants, Project Administrators, Systems Analysts or strategic plans
Technical Coordinators. 5. Demonstrate how to create a portfolio, using a decision
hierarchy and graphical techniques
1. Understand the advantage of having a project management
methodology based on PMI best practice
2. Acquire tools and techniques required for successful project
management
3. Recognise the most common project pitfalls
4. Use project management vocabulary
264 Tel: +971 4 408 2864

Project Quality & Risk Management Regaining Control of Projects


This course has been especially designed to not only train you A large majority of projects enter criticality; however, this state
in project management but to also ensure your knowledge and is recognised too late. Furthermore, patching up a weak project
understanding of project management is thoroughly reinforced is never the answer. Organisations need to declare when a
for effective recall and application after the training. The course project is in crisis and act rapidly using a formal and structured
has been designed and prepared in alignment with principles assessment and recovery process. This course explains in detail
of project management as defined in the PMBOK® guide of the the project assessment and recovery process and provides the
internationally respected Project Management Institute, and most pertinent tools and techniques to lead a project out of
helps you earn PDUs from PMI. crisis.

• Managing project quality • Introduction to the project assessment and recovery process
• Managing project risk • Characteristics of projects in crisis
• Declaring a project in crisis
• Variances – key indicators to crisis
Who Should Attend • Importance of the project assessment charter
• Project Managers • Develop the project assessment plan
• Programme Managers • Build the project assessment planning team
• Portfolio Managers • Tools for assessment planning
• Engineers • Obtain project assessment plan approvals
• Team Leaders • Performance of the project assessment plan
• Office Managers
PROJECT MANAGEMENT
• Collect project information and data
• Designers and Architects • Collate preliminary findings
• IT professionals • Establishing priorities and ranking
• Business Planners wanting to better understand project • Development of the project recovery plan
management • Project recovery strategies
• Operations Managers wanting to understand project • Develop and plan for high-ranking responses
management • Prepare the project “Inchstone” recovery plan
• Those planning to take graduate or post-graduate • Implement control processes
professional studies in project management and/or related • Implement the project recovery
fields • Prevention guidelines
• Those professionals seeking to take their project • Preventing troubled and failed projects
management skills to the level required for effective • Classic errors related to project issues
contribution to the management of a wide range of project
types
Who Should Attend
This course is particularly suitable for decision makers, Project
Benefits of Attending Managers, Leaders, and Team Members who wish to acquire the
1. Discover how project Quality Assurance (QA) is not most effective techniques for the assessment and recovery of
just about delivery standards – it is at the very heart of projects in crisis.
stakeholder identification and management
2. Gain a thorough comprehension of why risk management is
becoming the significant technical skill in advanced project Benefits of Attending
management 1. Rapidly address projects deemed in crisis
3. Understand the theory of quality and risk management 2. Conduct a formal and structured assessment and recovery
and how you can practically apply it in your organisation process for a project in crisis
immediately after the course 3. Assess the root causes of identified problems, develop
recommendations, and implement project recovery
4. Apply key guidelines that address the causes for projects in
crisis
5. Practise these techniques in a workshop environment in
readiness for immediate use in your workplace

Risk Management Professional Strategic Project Management
(PMI-RMP ®)

This course is designed based on the Practice Standard for Organisations face constant social, political, economic,
Project Risk Management, issued by PMI. This standard technological and competitive changes. Effective management
was developed based on vast experience of professionals of programmes/projects is recognised as a principal strategy
accountable for project risk management, and delineates the and process to deal with the inevitable change organisations
best known process for managing risks on a project. face. These changes compel organisations to resolve business
issues of strategic growth and operational effectiveness by
Delegates will become familiar with the practice standard improving, re-designing or re-engineering their business models
approach to project risk management, understand the to meet company goals.
processes, tools and techniques required for competency in the
area. Strategic project management draws upon project management
techniques, methods and tools to address areas such as
In addition, the course familiarises the delegates with the realising business benefits, growth, profitability and competitive
requirements to earn the RMP® professional designation advantage. All these address the key concerns of stakeholders
via introduction to the exam development basis, and the for the increase of shareholder value and long-term business
requirements to pass the exam. competitiveness.

• Introduction to risk concepts • Management of change by projects
• Definition and concept of risk • Business drivers of change
• Risk components • Impacts to the organisation, infrastructure, processes and
PROJECT MANAGEMENT
• Risk impact and probability systems

• Risk management processes • Responses to change transition
• Planning risk management • Communication about change
• Qualitative and quantitative tools and techniques for • Projects as agents of change
estimation • Role of the Project Manager during change
• Specialised risk analysis • Strategic planning and Project Portfolio Management (PPM)
• Risk response strategy planning • Converting strategy into projects
• Prioritising potential strategies • The Project Managers framework
• Critical success factors for the plan risk management • Project portfolio reporting
process • Stakeholder management
• Identify and address barriers to successful project risk • Establishing and managing stakeholder expectations
management • Stakeholder communication
• Engaging stakeholders • Managing Project Managers
• Executing risk management plans • Project managing organisational challenges
• Monitoring and controlling risks • Managing in a multi-project environment
• Leadership skills
Who Should Attend
• Project professionals seeking advancement in the area of Who Should Attend
project risk management This course is invaluable to Senior Managers, Executives,
• Management staff working for departments involved with Line Managers, Programme and Project Managers, project
risk management office staff and Consultants who seek to apply solid industry-
• Change agents tasked with improving organisational recognised techniques for the successful management of
performance via better risk management strategic change by programmes and the realisation of business
• Support staff involved with project and risk management value.

1. Understand the general concepts, and the specifics of risk as 1. Identify the key approaches and tools required to develop
it pertains to projects a “management of projects strategy” to achieve corporate
2. Recognise critical success factors for risk management business goals
3. Improve accuracy of project estimates and ability to specify 2. Gain knowledge of strategic project management for use in
and achieve project targets your strategic and business related positions
4. Achieve more efficient cost estimates through leveraging 3. Discover practical techniques to support successful
opportunities and minimising threats strategic project management

266 Tel: +971 4 408 2864

The Project Management Office

Credits: 30 PDUs
Course Overview
The Project Management Office – Successful Implementation
and Operation training course focuses on WHAT to establish
and HOW to implement and operate a successful Project
Management Office (PMO) that will contribute to the effective
management of projects and the achievement of business
benefits.
The course strongly focuses on the challenges that are

important to you and explores the latest best practice to
improve communication, cut costs and optimise functional
user involvement. You will learn how to prioritise projects, and
monitor progress and budgets on a continual basis.
Course Content
• Strategic planning and project portfolio management
• Purpose of a PMO
• Benefits of establishing a PMO
• PMO functions and organisation
• The PMO: promoter of project management excellence
PROJECT MANAGEMENT
• Planning for the introduction of a PMO
• Implementing the PMO roadmap
• Addressing PMO challenges
Who Should Attend

The course is designed for individuals who need to know
how to plan and implement an appropriate PMO within
their organisation, project and programme management
practitioners, Project and Portfolio Managers and individuals
who need to gain an understanding of the PMO.
1. Maximise project performance and realise your business
goals – Use the latest tools to analyse, assess and
implement the
2. PMO structure that best suits your organisation
3. Optimise the benefits of establishing your PMO by effectively
articulating and practising the PMO implementation
roadmap
4. Sustain successful PMOs across your organisation
by resolving challenges and focusing on continuous
improvement initiatives

Real Estate
+971 4 408 2864

www.informa-mea.com
Real Estate
Table of Contents
Advanced Real Estate Modelling & City Planning ................................................................................................................................... 272

Certificate in Real Estate Finance for Investment & Development (REFID)...................................................................................... 272
Certificate in Real Estate Process for Development & Investment (REPDI)...................................................................................... 273
Construction Commissioning .......................................................................................................................................................................... 273
Construction Project Management ................................................................................................................................................................274
Managing Building Services ............................................................................................................................................................................274
Optimising Facilities Management Performance .................................................................................................................................... 275
Real Estate Cashflow & Finance Modelling ............................................................................................................................................... 275
Real Estate Investment, Leasing & Management ...................................................................................................................................... 276
Real Estate Marketing Masterclass................................................................................................................................................................ 276
Real Estate Valuation ......................................................................................................................................................................................... 277
Understanding Facilities Management ....................................................................................................................................................... 277
REAL ESTATE
271
Advanced Real Estate Modelling & Certificate in Real Estate Finance for
City Planning Investment & Development (REFID)

Credits: 24 CPDs

All around the world, new cities and developments have sprung This course draws on global experience and is designed to
up, and population growth implies the need for many more. Yet provide you with a full background of the financial aspects
major mixed-use developments are probably the most difficult, of commercial and residential real estate investment and
as well as the most expensive, real estate development projects development. Important methodologies – including how
in the world. to calculate returns, how they are financed, and how to
successfully analyse development cashflows, leases and risk –
They frequently bring in governments and national development all aimed at understanding how to invest and sell profitably will
agencies, as well as the largest private sector developers. With be explored within this course.
rising populations, economic growth and the need to rejuvenate
tired old cities and to build entirely new ones, the Middle East You will gain a thorough understanding of the valuation process,
in particular has been the focus for an immense effort in city as well as explore the principles behind financing a project. This
planning, development and construction. will include a review of the different financial instruments, how
they can be used and their impact on the overall performance of
Yet all too often the results have been catastrophic losses. This the real estate project.
is the training course the region has been waiting for. Had this
course been available a decade ago, huge losses by real estate Course Content
developers could have been avoided. • Evaluating real estate cashflows
• Property analytics
Course Content • Commercial property: assessing income
• Introduction to the city planning process • Financial aspects of development
• EstateMaster as a planning and modelling tool • Financial management principles
• Building a new city in the Middle East • Risks and real estate
REAL ESTATE
• The strategic plan • Measuring property performance

• Regulatory constraints • Investment portfolio analysis
• The role of design and architecture • Ownership vehicles
• Sustainability and green building • Securitisation of real estate
• Transportation issues – The GIS dimension • Quoted Real Estate Investment Trusts (REITs)

• This course will benefit Managing Directors, Chief Executives, Real estate evaluation experience is not required, but delegates
and other Board Members of real estate development are expected to possess a basic understanding of principles of
companies who want hands-on experience to understand real estate finance and investment such as present value. This
what their teams are delivering course is designed for:
• It will also be useful for Real Estate Analysts, Development • Real Estate Managers
Executives, Lawyers and Accountants • Real Estate Planners and Developers
• Property Owners and Managers
Benefits of Attending • Government Officials and Regulators
1. Appreciate how master developments and entire cities are • Lawyers
designed, planned and built • Accountants
2. Model a wide range of real estate financial developments in a • Valuers
sophisticated risk-sensitive way • Mortgage Brokers, Bankers and Lenders
3. Understand the drivers of profitability in specific types of • Finance Managers and Analysts
development, including mixed-use • Investors, Lenders, Borrowers, Valuers, Property Developers,
4. Integrate legal, environmental, financial and strategic Financial Analysts, and Government Agents involved in real
objectives into a single business plan estate planning and financing decisions
5. Learn how to use EstateMaster to integrate separate
financial models into a single overall plan Benefits of Attending
1. Learn the key financial concepts, calculations and ratios
needed to analyse investment and development proposals
for real estate
2. Discover the most widely-practised property income and
capital valuation techniques
3. Understand the differences between real estate, corporate
and project finance models and applications
4. Analyse risks for real estate development and investment,
and apply them to spreadsheets and other real estate
software
272 Tel: +971 4 408 2864

Certificate in Real Estate Process for Construction Commissioning
Development & Investment (REPDI)

In all countries, real estate accounts for a vast proportion of non- An incredibly diverse range of commercial, industrial, education,
petroleum economic activity constitutes approximately one-third healthcare, transport, leisure and residential buildings are being
of all capital assets. You simply cannot ignore it as a business constructed around the world. The one thing these buildings all
opportunity. An understanding of how real estate properties have in common is that their clients need them to work correctly.
are conceptualised, designed, built, managed and marketed is
essential to making intelligent decisions to finance, manage, Commissioning is a quality assurance process which is used
sell or buy real estate assets. And in the Gulf region, the thriving in construction to check a structure and its subsystems
property market provides considerable opportunities for real (such as air conditioning, fire protection, electrical, lighting,
estate development and investment – but only for those who plumbing, heating, communication and security systems) to
are well-informed and make smart business decisions, which ensure the building meets the building owner’s/occupant’s
is exactly what this course is designed to help you become and expectations. It is part of project delivery and plays a crucial role,
achieve. as commissioning is the 1% that impacts the other 99% of the
building performance as required by the client.
The course will address all the actual elements of real
estate development, from research and planning through to This unique course will explain what commissioning is, why it is
development and marketing. It contains numerous case studies so important and how to put it into practice at each stage of a
from the Gulf and worldwide to focus on all the key issues real construction project – from pre-design to post-handover. On the
estate stakeholders need to know. course, delegates will be presented with best practice guidance
and tools to take back to their workplaces and improve how
buildings are commissioned.
Course Content
• The stages of the development and investment process
• Design, construction, building and business management Course Content
• Project delivery in the 21st century built environment
REAL ESTATE
• The land bank
• Site analysis and selection for development • The world of commissioning
• Highest and best use; project feasibility • A journey through the commissioning process: pre-design;
• Development simulations design; on-site; post-handover
• Property and conveyancing law; the regulatory process
• The contract and negotiation process Who Should Attend
• Property, operations, and facilities management This course has been developed for professionals involved in the
• Marketing strategies planning, design, construction, operation and maintenance of
• Identifying and managing risk the built environment. This includes:
• Coordinators, Agents, Technicians, Engineers, Managers,
Who Should Attend Supervisors in the following functions: Commissioning;
This course is designed for all property professionals who Quality Management; Pre-construction; Construction;
participate in the development process and those who finance, Building Services; Building/Premises; Estates; CAD; Site
manage, buy or sell real estate, including: Management; Facilities Management; Maintenance; Physical
• Architects and Urban Planners Asset Management; Procurement; Contracts/Commercial;
• Real Estate: Analysts, Managers, Investors, Planners, Bidding; and Project/Planning/Programme Management
Developers, and Valuers • Property Developers and Owners
• Property Owners and Managers • Cost Consultants/Estimators
• Government Officials and Regulators • (MEP) Contractors and Consultants
• Lawyers and Accountants • Architects/Design Engineers and LEED Designers
• Mortgage Brokers, Bankers and Lenders
• Investment Bankers/Managers, Venture Capitalists, and Benefits of Attending
Private Equity Specialists 1. Learn the seven outcomes that clients and construction
• Finance Managers and Analysts project teams should be looking to achieve
2. Acknowledge the crucial role that commissioning plays in
Benefits of Attending achieving these outcomes
1. Achieve a thorough understanding of the entire real estate 3. Identify the eight stages of the commissioning process for a
development and investment processes, as well as the roles construction project
of project stakeholders 4. Understand what key activities should take place at each
2. Appreciate the scope of marketing and sales for real estate stage of the commissioning process
development and investment 5. Discuss what documents should be used to put these
3. Gain extensive knowledge of the commercial and legal activities into practice
issues, risks, and opportunities for the property industry 6. Share international best practice about the commissioning
4. Develop the ability to identify and negotiate important of buildings
aspects of real estate contracts

Construction Project Management Managing Building Services

Credits: 12 CPDs

In order to satisfy the growth in demand and consistently Building services, such as heating, air conditioning, power,
deliver the types of project outcomes that its clients require, the lighting, water, fire protection, communication and security
construction industry needs to improve both the quantity and systems, bring a building to life, enable businesses to function
capability of its Project Managers. and allow people to conduct their lives on a daily basis.
The course presents an integrated project delivery process In addition to accounting for over 30% of the construction
that starts at project inception and continues into a building’s cost of a property, building services have a profound impact
operational life. A journey will then be taken through the different on different aspects of building performance such as end-user
project stages to present guidance and tools that delegates can satisfaction, environmental impact, maintenance and utilities
take back to their workplaces to help improve the management cost, and business continuity. In the modern built environment,
of their projects. the correct delivery of these building services is therefore
absolutely crucial.
Course Content This award-winning course starts by explaining the different
• Project delivery in the 21st century built environment
• The world of projects and project management building services systems that attendees will encounter during
• The delivery process for a construction project project delivery. It then explains the key activities related to
• A journey through the different stages of project delivery: building services that teams need to get right at each project
–– Pre-design stage.
–– Design
–– On site Course Content
–– Post-handover • Building services in the modern built environment
• Thinking about building services in a simplified way
• Different building services systems explained
REAL ESTATE
Who Should Attend • The delivery process for a construction project

This course is intended for built environment professionals.
Some job titles include: • Successful delivery of building services
• Project Manager
• Design Engineer/Architect/Manager Who Should Attend
• Cost Consultant/Estimator This course has been designed and developed for construction
• Planner/Programmer professionals, including:
• Maintenance Engineer • Coordinators, Agents, Technicians, Engineers, Managers,
• Facilities Manager/Site Supervisor/Site Engineer Supervisors in the following functions: Building Services;
• Property Developer Building/Premises; Commissioning; Quality Management;
• Pre-construction Manager/Construction Manager Pre-construction; Construction; Estates; CAD; Site
• Estates Manager/Bid Manager/Contracts Manager Management; Facilities Management; Maintenance; Physical
• Commercial Manager/Procurement Manager/Quality Asset Management; Procurement; Contracts/Commercial;
Manager Bidding; and Project/Planning/Programme Management
• Property Developers and Owners
Benefits of Attending • Cost Consultants/Estimators
1. Define the outcomes that all construction project teams and • (MEP) Contractors and Consultants
clients should aim for • Architects/Design Engineers and LEED Designers
2. Describe the characteristics of a project, project
management, the project team, the Project Manager and the Benefits of Attending
project process 1. Understand how crucial building services are in delivering the
3. Understand the key activities that should take place at each seven project outcomes of construction projects
stage of project delivery and explore the documents to be 2. Develop increased awareness of, and greater confidence in,
used to put these activities into practice the delivery of building services in construction projects
4. Recognise the key role that commissioning, training and 3. Identify the common elements that all mechanical and
asset documentation play in successful project delivery electrical building services systems share
5. Appreciate the need to provide post-handover support to 4. Classify the fourteen categories of building services you will
client stakeholders come across in a construction project
5. Understand what key activities relating to building services
need to take place at each project stage
6. Appreciate the need to provide post-handover support to
client stakeholders
7. Share international best practice about delivery of building
services
274 Tel: +971 4 408 2864

Optimising Facilities Management Real Estate Cashflow & Finance
Performance Modelling

In today’s tough economic climate, Facilities Managers have Real estate construction or investment requires a high level
a major role to play in ensuring that the business support of technical expertise in building and using financial models if
environment is as efficient and cost-effective as possible. To the building is to be profitable for its builder or owner. This has
meet increasingly demanding corporate performance targets, not always been available, with the result being that a large
Facilities Managers need to focus on understanding how their percentage of real estate has been built or bought without the
operations can add value at each stage in the business cycle. necessary understanding or planning to underpin
decision-making. The consequence of this lack of planning has
This course explores how the facilities management (FM) often been disastrous.
service can be shaped and delivered to maximise the use
of assets/resources and optimise performance for the This course provides a step-by-step guide to constructing
organisation, taking account of changing needs over time. financial models for real estate development and investment
Aimed at Middle and Senior Managers, the programme offers in Excel. Delegates first learn the skills and techniques they will
practical guidance on developing FM service strategies and need for real estate modelling. Then, using the construction of
building an effective delivery model and supply chain in the an office tower as the working project, delegates successively
support services area. build a ‘construct and sell’ (CS) and ‘buy and let’ model. Using
templates, delegates cover such issues as the role of debt and
Course Content equity, construction debt corkscrews, debt repayment waterfalls,
• What does your business do? How does FM help it to debt covenants, risk modelling, and the effect of taxation and
deliver? depreciation on debt and equity. The course also provides an
• Considering the FM services performance requirements overview of the bespoke real estate software alternatives to
• Performance improvement and commercial awareness Excel, EstateMaster and Argus.
• Corporate real estate performance improvement
REAL ESTATE
• FM service performance improvement Course Content
• Resource planning • Using Excel for modelling
• Setting up FM contracts • Equity valuation
• FM contract management • Fundamentals of real estate models
• Reassessing value: Cutting costs without cutting • Real estate development modelling issues
performance • Real estate investment modelling issues
• Making savings • Building a CS model
• Closing the loop • Building a Discounted Cash Flow (DCF) model
• Argus and EstateMaster – An alternative to Excel real estate
Who Should Attend models
This course is for professionals with prior knowledge and • @Risk® – Monte Carlo software
understanding of facilities management principles and practices
who are looking to expand their knowledge of strategic planning, Who Should Attend
including: This course is designed for delegates who are seeking to
• Facilities Directors and Managers improve their technical real estate modelling skills in Excel,
• Premises and Building Managers including:
• Property Owners and Operators • Bankers and Financiers involved in real estate
• Heads and Managers of Estates • Directors and Business Development Executives from
• Physical Asset Managers corporates, equity sponsors and consultancies
• Manufacturing Site/Plant Managers
• Maintenance Heads and Managers Benefits of Attending
• Contract Managers and Procurement professionals 1. Learn the techniques to develop a real estate financial model
• Financial Planners and Managers for construction and investment using Excel
2. Understand Excel real estate financial models and their
Benefits of Attending automated rivals
1. Understand the critical links between FM and core business 3. Be able to audit Excel real estate financial models
activities 4. Get step-by-step instruction on inputs, formulae and
2. Develop and manage an effective FM strategy techniques, to construct and manipulate a model using real
3. Appreciate the impact of changing customer and business estate finance principles
needs on FM operations 5. Use different valuation techniques to value any class of real
4. Share international best practice experience estate asset using your financial model

Real Estate Investment, Leasing & Real Estate Marketing Masterclass
Management

Property is the most important asset in the Gulf – in the world This course provides an understanding of the fundamental
– yet the process of how to invest profitably in real estate, and requirements associated with the marketing and selling
how to manage it to best effect, is quite poorly understood. of all types of real estate in the UAE, including: residential,
commercial, hotels, vacant land and large-scale investments.
This course gets to the nuts and bolts of property investing –
all the practical issues of how to select and manage tenants, It will outline the distinct differences in the approaches taken
risks, refurbishments, voids and void decks – and also all the by brokers and other stakeholders when selling specific types
financial aspects such as fund management, tax issues for of properties. General principles will be applied but investigated
those countries that have tax regimes, and accounting. If you in-depth depending on the type of property.
are managing real estate, either in a fund management role or in
a family office or for a company, this course is designed for you. Additionally, a thorough analysis of the laws and their
application will be studied to educate delegates on the real
Course Content estate and property laws in the UAE for both existing and off-
• Real estate as an investment plan properties. During the course, delegates will analyse the
• Financing property purchase general requirements of sales contracts and receive feedback
• Property and conveyancing law on the legal reasoning behind key requirements. The course also
• Tenant management/property management teaches delegates the fundamental terms and conditions of
• Advanced operations and facilities management standard form sales contracts and focuses on up-to-date market
• Occupational health and safety requirements and practices.
• Maintenance and structural preservation
• Procurement and supply chain management Course Content
• Property lifecycle planning • The laws
• Sustainability and real estate management • Marketing and selling properties off-plan and hotels/serviced
• Information technology apartments
REAL ESTATE
• Staffing/management • Marketing and selling shopping malls and commercial

• Contracts and outsourcing properties
• Financial management principles • Broker and sales agreements
• Real estate strategy
• Operational property portfolio planning/portfolio analysis
Who Should Attend
Individuals involved in the marketing and/or selling of real
Who Should Attend estate in the UAE will greatly benefit from attending this course.
This course is designed for property companies and developers, This includes, but is not limited to, the following professionals
Estate Managers, Fund and Investment Managers including working independently or within real estate companies, property
Private Investors and Private Equity Specialists, Bank Lenders development companies, investment companies, law firms, and
and Lawyers. It will also benefit non-finance professionals and large companies (with in-house legal teams):
Property Managers for real estate companies. • Real Estate Brokers/Managers/Agents
• Real Estate Management Executives
Benefits of Attending • Sales Administrators, Sales Associates/Managers
1. Develop a greater understanding of the role of property • Sales and Property Consultants
within the overall development and investment strategy of an • Key Account Managers
organisation • Business Development Managers/Heads
2. Gain detailed knowledge of the limitations and opportunities • Marketing Executives/Managers
for the property industry • Developers
3. Enhance your management and organisational skills • Lawyers, Business or Legal Secretaries
necessary for effective property management
1. Identify the key information that sellers need to be aware of
when selling off-plan properties, hotels, serviced apartments,
shopping malls and other special purpose properties
2. Protect yourself – the essential contract clauses for selling
off-plan properties, hotels, serviced apartments, shopping
malls and other special purpose properties
3. Understand how to analyse and collate the necessary real
estate information when selling property
4. Identify the sales strategy relevant to your property purpose
5. Learn how to adjust your sales technique to match the
property
276 Tel: +971 4 408 2864

Real Estate Valuation Understanding Facilities Management

This course covers the methods and concepts of real estate The objective of this course is to introduce new or junior
valuation. In this course, you will learn to value most typical employees to the principles and practices involved in facilities
forms of real estate using a variety of techniques and methods, management and maintenance in the Middle East. It will also
in the same way as a Chartered Surveyor. assist senior managers with overseas and local experience,
as it will enable them to update their FM best practice
The focus is on properties and market conditions in the Gulf, but methodologies, to understand current market trends, and to
with plenty of international examples, including land, properties acknowledge the impact of UAE laws on the management and
with development potential, and different classes of property maintenance of joint owned property laws.
such as residential, offices, retail, hotels, and warehouses.
Delegates will learn the procedures to prepare a service charge
Course Content budget. They will also familiarise themselves with government
• Real estate as an investment class requirements and understand when joint owned property laws
• Property performance analysis apply. The importance of capital expenditures and reserve fund
• Property in the investment portfolio studies will become a point of focus for attendees.
• Commercial property – Assessing income
• Residential property – Assessing capital value Course Content
• Discounted cashflow for real estate investments • What Is FM?
• Net Operating Income (NOI) • FM strategy
• Projecting cashflows • FM governance and interface with stakeholders
• Creating and using a detailed Discounted Cash Flow (DCF) • Conflict of interest
model • Effective risk management in FM
• Land prices • FM at design stage and space planning
• Alternative valuation techniques and highest and best use • Effective service delivery (hard, soft, and corporate services)
analysis (HBU) • Introduction to hard, soft, and corporate services
REAL ESTATE
• The cost approach • Methods of service delivery
• The sales comparison approach • Hard FM, soft FM, and health and safety
• Highest and best use approach • Contract management lifecycle
• The cost of capital and the real options • Deciding whether to outsource
• Valuation in practice • Procurement cycle
• Effective contract management and governance
Who Should Attend • Sustainable project development and management
Delegates are expected to possess a basic understanding of real
estate finance and investment principles. This course would be Who Should Attend
of interest to professionals who develop, finance, manage, buy • Facilities Managers/Co-ordinators
or sell real estate, and especially: • Operations Managers/Co-ordinators
• Real Estate Investors and Analysts • Building Managers/Property Owners
• Real Estate Developers • Maintenance Engineers/Managers
• Real Estate Managers • Building/General Services Managers
• Planning and development professionals in real estate • Site Managers/Co-ordinators
businesses • LEED Designers
• Mortgage Brokers • Architects/Design Engineers or Managers
• Property Owners • Manufacturing Site/Plant Managers
• Finance Managers and Analysts • (MEP) Contractors and Consultants
• Bankers and lenders • Quality Managers
• Security Professionals
Benefits of Attending • (Physical) Asset Managers
1. Understand the most widely-practised property income • Fire Protection Buyers
valuation techniques and be able to critically analyse a real • Health and Safety Officers
estate investment proposal • Real Estate Analysts
2. Identify the cost of capital for real estate and confidentially
implement discounted cashflow valuation frameworks Benefits of Attending
3. Be equipped to successfully negotiate terms of a real estate 1. Understand the pivotal role of FM in building and operations
transaction management, customer service, and the long-term value of a
property asset
2. Explore the software systems available in the marketplace
for management of the facilities
3. Discover the risks and pitfalls in managing facilities, and how
to minimise them and protect your company

Strategy
Management
+971 4 408 2864

www.informa-mea.com
Strategy
Management
Table of Contents
Balanced Scorecard Master Professional (BSMP) Certification Application Course .................................................................... 282
Balanced Scorecard Professional (BSP) Certification Boot Camp........................................................................................................ 282
Certificate in KPI Selection & Management ................................................................................................................................................ 283
Certificate in Strategic Business Planning ................................................................................................................................................. 283
Certificate in Strategic Thinking & Planning ............................................................................................................................................284
Certificate in Strategy Execution ...................................................................................................................................................................284
Key Performance Indicator Professional Certification (KPI-P)............................................................................................................. 285
Organisation Performance Improvement .................................................................................................................................................... 285
Strategic Management Performance System (SMPS) Certification Bootcamp............................................................................... 286
Strategic Planning for the Public Sector....................................................................................................................................................... 286
The Five Day MBA................................................................................................................................................................................................ 287
STRATEGY MANAGEMENT
281
Balanced Scorecard Master Balanced Scorecard Professional
Professional (BSMP) Certification (BSP) Certification Boot Camp
Application Course
Certificate Partner: Balanced Scorecard Institute Certificate Partner: Balanced Scorecard Institute

This is a required course for Balanced Scorecard practitioners The Institute’s Nine Steps to Success™, a framework, is the
who want to achieve the highest level of certification – Master basis of the course, where the emphasis is on shared participant
Professional Certification – from the Balanced Scorecard experiences, lessons learned, and best practice. Small-group
Institute. This course is designed for those who have already exercises are used for each step in the framework to reinforce
achieved the BSP certification and passed the exam. This the lectures, and you are encouraged to bring your organisation’s
course includes advanced Balanced Scorecard topics, mentoring strategic planning material to share with the class and receive
from a senior Institute certifying trainer, and the development of instructor feedback offline as time permits.
a student practical application.
This five-day course uses the Institute’s nine-step Balanced

Course Content
• Building the Balanced Scorecard
Scorecard framework: Building and Implementing a Balanced • Implementing the Balanced Scorecard
Scorecard: Nine Steps to Success™. • Getting your scorecard on track
• Evaluation to assessment
Course Content • Advanced strategic foundations development
• Overview of Balanced Scorecard principles • Advanced objective and strategy map development
• The Balanced Scorecard development process • Advanced performance management – measure what
• Creating a realistic scorecard development schedule matters
• Securing resources and getting people on-board • Measurement definition, implementation and visualisation
STRATEGY MANAGEMENT
• Developing a change management plan • Strategic initiative prioritisation and management

• Advanced scorecard development techniques • Advanced scorecard alignment and cascading
• Employee motivation rewards and incentives • Managing and sustaining a Balanced Scorecard
• Managing with the Balanced Scorecard
• Implementation issues Who Should Attend
• Strategic budgeting using the Balanced Scorecard This course is recommended for Executives, Managers, Planners
and Analysts who are part of a Balanced Scorecard development
Who Should Attend team, and are seeking the best practical ideas for improving
This application course is for Certified Balanced Scorecard organisational performance.
Professionals who want to achieve the highest level of
certification – Master Professional Certification – from the Benefits of Attending
Balanced Scorecard Institute. This course is a way to “upgrade” 1. Understand the key concepts of the Balanced Scorecard, and
their work to full BSMP certification. The programme is ideal for why it is gaining so much attention in corporate, non-profit,
participants charged with building, implementing, managing, and governmental organisations
and sustaining Balanced Scorecard planning and management 2. Learn a systematic, nine-step methodology for building
systems. It will benefit members of internal Balanced Scorecard and implementing the Balanced Scorecard, based on the
teams who want to learn how to build, deploy, and sustain performance management theory developed at Harvard
scorecard systems, and to help them incorporate lessons University and the Institute’s international Balanced
learned and best practice into a strategic management system. Scorecard consulting experience
3. Receive a Performance Scorecard Toolkit™ with worksheets
Benefits of Attending for each step of the methodology, and a CD with course and
1. Comprehensive approaches to strategic planning, strategic reference material
thinking, strategy mapping, strategic management,
performance measurement and target setting, initiative
prioritisation, performance information systems, and
programme evaluation
2. Communications strategy development and change
management aspects of the Balanced Scorecard journey
3. Select appropriate BSC software to collect and report
performance information throughout your organisation
282 Tel: +971 4 408 2864

Certificate in KPI Selection & Certificate in Strategic Business
Management Planning

Defining, agreeing and implementing Key Performance The course will provide you with the skills and insights to
Indicators (KPIs) for managers are essential for an organisation develop strategy and organisational issues, to understand them
to achieve its business strategy and objectives. Defining and and to expand and capitalise on the learned skills to operate
then managing these KPIs is often difficult for managers to do more effectively in your management teams.
and in particular defining KEY leading indicators that reflect the
strategic performance of an organisation. The problem is that You will learn the importance of flexibility, focus, empathy,
managers do not spend sufficient time thinking through their encouragement and a well balanced approach. That awareness,
KPIs, so there are often too many, they may not be focused thinking styles, problem solving skills, emotional intelligence
and as a result they often have limited impact on the business and cultural matters are important in guiding both yourself and
strategy. others towards success, creating smart people and people
smart strategies.
The effectiveness of KPIs can be directly related to the care
with which they are defined and implemented. The aim of this Course Content
course is to make sure you understand the role and benefits of • Strategic thinking and the right mindset
KPIs to an organisation’s success and provide you with practical • Strategic business focus and attention to detail
experience to define your KPIs for yourself and your employees. • What is strategy?
• Strategy and some of the core ideas behind it
Course Content • Strategic visioning to assess the future – Analysing
STRATEGY MANAGEMENT
• Importance of performance measures scenarios
• Importance of goals and objectives in driving business • Strategy maps and their impact
performance • Corporate value
• Types of performance measurement • Improving business performance
• The performance management cycle • Identifying and overcoming obstacles to implementation
• Building a performance management system • Developing winning business plans from strategy to
• Objectives and KPIs operational goals
• How to develop SMART objectives • Making it happen – Leveraging innovation
• The Balance Scorecard • Strategic personal and group planning
• Utilising other measurement frameworks such as business
excellence model, TQM, OSGM etc. Who Should Attend
• Defining targets, measures and timelines for KPIs This unique, interactive and comprehensive strategic
• How to manage KPIs, including formats and tools management master class has been designed with Directors,
• Linking KPIs back to business objectives and strategy Senior Executives, Senior Managers, Senior Administrators and
• Communicating goals and KPIs to employees and giving Middle Managers in mind. Those in fact, who want to recognise
feedback and achieve their full potential as leaders and professionals and
• Managing individual performance against KPIs then support the company in the most efficient and effective
way possible.
Who Should Attend
The course is designed for Executives, Operational Managers Benefits of Attending
and Analysts from both delivery and support functions such as 1. Develop an active role in your company’s strategy – planning
finance, accounting, project management, human resources, and decision-making
sales, marketing, logistics, quality control and improvement, 2. Focus on key strategic control areas in guiding others to
strategy/planning and operations. success
3. Take strategic responsibility for business development and
Benefits of Attending focus on customers
1. Monitor and manage progress against objectives and 4. Learn a ‘step-back’ approach to maximise profitability from
Key Performance Indicators (KPIs) at a department and new opportunities
individual basis 5. Generate a complete and comprehensive case for customer
2. Understand the critical role of measuring performance at a buy-in
department and individual level to ensure business success
3. Appreciate the Balanced Scorecard and other models where
defining and managing KPIs are critical

Certificate in Strategic Thinking & Certificate in Strategy Execution
Planning


This intensive course provides a well-structured and robust “Planning is relatively easy – the difficult bit is to deliver what we
toolset for executives and managers who need to participate in have planned” – this general theme is universally recognised by
strategic planning and management activities. business management. This carefully structured course, directly
addresses the underlying challenges of achieving successful
You will gain a clear view of the contemporary strategic strategy execution.
context, as well as see some of the management thinking that
has influenced the development of strategic thinking over the The programme is arranged around three main themes:
past 65 years or so, giving you the ability to interpret historical • The crucial importance of having a chosen business
strategy, as well as to analyse future options and to synthesise strategy that is clearly defined, facilitates ownership and
strategic themes and objectives. measurement, and is cascaded/aligned throughout the
organisation. Do you have a clear strategy?
The course also looks closely at how to develop an appropriate • The key processes necessary to support successful strategy
strategic position, including a comparison of ‘red’ and ‘blue’ implementation/execution
ocean thinking, as well as the classic generic strategies and • The key cultural/behavioural requirements to support (rather
five forces models. The course also examines the links between than to block) successful delivery of the chosen strategy.
creating and implementing strategies and includes techniques This is often the Number One area for improvement
to increase the probability of success.
Course Content
Course Content • Vision and goals
STRATEGY MANAGEMENT
• The strategic context • Defining the strategy

• The development of strategic management • Measuring and targeting strategic performance
• Environmental turbulence and emergent strategies • Cascading strategy and achieving an aligned organisation
• Applying strategic thinking techniques • Aligning projects and financial budgets to the organisation’s
• Internal analysis frameworks strategy
• External analysis frameworks • Strategy co-ordination and management: the “strategy office”
• Setting strategic objectives • Strategy focused organisation – how good are your
• Making strategic choices organisation’s processes?
• Developing strategic themes • Strategy management tools
• Plan to implement • Unexpected events: managing strategy in turbulent times
• Engaging stakeholders • Effective monitoring of strategic progress
• Managing risks • Strategic leadership
• Executing strategy • Change management and communication
• Performance culture and accountability
Who Should Attend • Managing scandals and ethical misbehaviour
This course is aimed at any executive, manager or professional
wishing to gain a good understanding of the strategic Who Should Attend
management process from A-Z. It will also benefit people This course is designed for anyone who is responsible for
wishing to have a ‘refresher’ in MBA style strategic management. preparing and implementing business plans and proposals.
The course covers from foundation through to intermediate It is ideal for people who have to propose new business
level, so is suitable for people with no prior experience, as well as ideas to people in their own company – at any level such
for people who have some experience. as planning, finance, accounts, development, operations,
business development, strategic planning, business process re-
People who have attended this course include Chief Executives, engineering and strategy.
Chief Financial Officers, Vice Presidents, Senior Managers,
Programme Managers, Marketing Managers, IT Managers and Benefits of Attending
HR Managers. 1. Understand the key components of a successful strategy
management system
Benefits of Attending 2. Develop an Execution Toolkit to take back to your
1. Use the strategic management lifecycle from start to end, organisation
improving your effectiveness as a business leader 3. Learn about the principal processes necessary to support
2. Recognise the impact of changing strategy on your making your strategy work
organisation and gain stakeholder engagement and support 4. Find out the key cultural/behavioural factors that
3. Plan for successful strategy implementation, to increase the require proactive management, and which frequently
probability of success act as the Number One blockage to successful strategy
implementation
284 Tel: +971 4 408 2864

Key Performance Indicator Organisation Performance
Professional Certification (KPI-P) Improvement
Certificate Partner: Balanced Scorecard Institute

KPI and performance measurement development is a discipline Leaders and professionals who have responsibility for directing
that involves articulating what an organisation is trying to and managing performance are concerned about getting
accomplish and then identifying the most meaningful and useful everyone focused on activities that really count. So a primary
indicators of success. Performance measures, or KPIs, are a key tool for them is a well-respected system of organisation
part of any strategic management system, as they are critical to performance management.
assessing the effectiveness of strategy implementation.
It is important to apply best practices so as to know why, where
Meaningful and strong KPIs provide insight into whether and how to change the level of performance. Organisational
strategies are working, whether programmes, projects and health is harmed if immature measurement and improvement
services are on schedule, on budget, and delivered effectively. procedures undermine employee engagement and obstruct the
organisation’s purpose.
Course Content Through fully grounded examples and collaborative exercises
• KPI development overview
• Creating the right performance measurement culture to build you will learn the secrets of highly effective organisation
buy-in performance improvement. You will also discover how to avoid
• Understanding strategic context (“Begin with the End in the missteps that lead some organisations to performance
Mind”) roadblocks, or worse.
• Understanding measurement’s purpose
STRATEGY MANAGEMENT
• Mapping measurable results Course Content
• Implementing measures • Understand the justification and context for successfully
• Interpreting signals from measures applying performance indicators in organisations
• KPI application and developing measures • Design steps and creating optimal KPIs, setting meaningful
• Developing measures for strategy execution, operations, targets
projects, programs and employee performance • The skills needed to move from KPIs to an understanding of
• KPI advanced topics and delegate presentations best possible improvement actions
• Creating KPI alignment by cascading objectives • Lead and review performance improvement in organisations
• KPI development application project for participant and find solutions to your questions
organisations
• Managing strategically with performance information Who Should Attend
This course is intended for those who already have performance
Who Should Attend indicators in place but are finding they are not being used to
• Teams or individuals with performance measurement/ their full potential.
management responsibility
• Senior Managers or leaders who are establishing, This course is suitable for executives, managers and analysts
leading, and managing performance management and/or whose work involves performance management – including
measurement programmes and systems Strategic performance, Sales and Marketing performance,
• Managers, Planners and Analysts who are part of a strategic Operations and Supply Chain performance as well as Support
planning and management team and are seeking the best performance for functions such as human resources, finance,
practical ideas for improving organisational performance project management, quality control and planning.
• Managers, Planners, or Analysts who are involved with
defining performance measures or complying with regulatory Benefits of Attending
and other reporting requirements 1. Revitalise your organisation’s performance improvement
• Budget Analysts who need performance information to journey
formulate budgets and evaluate programmes 2. Inject a solution orientation into your performance
management
Benefits of Attending 3. Strengthen your organisation’s ability to manage continuous
1. Learn best practice techniques to more effectively and improvement
efficiently develop, deploy and manage KPIs as part of a
strategic management system
2. Understand important business drivers that ensure
a successful performance measurement system
implementation
3. Contribute to organisational success by measuring what
matters most

Strategic Management Performance Strategic Planning for the Public
System (SMPS) Certification Sector
Bootcamp

The Strategic Management Performance System (SMPS) Strategic planning is a powerful tool for setting priorities and
Boot Camp is an intensive, hands-on interactive education making informed decisions about the future. Governments are
designed for professionals to build skills in strategy formulation, increasingly turning to strategic planning to help them use their
implementation and evaluation and control. resources wisely in a rapidly changing environment.
The course will help you understand the vital role performance This course is especially tuned to government institutions
management and communications play in strategy execution whose leadership wishes to improve and strengthen the
and change management, whilst selecting performance structure and performance of the organisation. It includes a
measures that matter most. complete set of practical guidelines applicable to different
countries and even within one and the same government
Course Content organisation.
• Strategic management overview and strategic assessment
–– Step 1: Assess strategic position Course Content
–– Step 2: Design and organise an appropriate start-up • About strategic planning
programme • Strategic planning in government organisations
–– Step 3: Conduct external strategic analyses • Government accountability framework
–– Step 4: Conduct internal strategic analyses • Preparing the path for strategic planning
–– Step 5: Develop a strategic information system • Structure of the strategic plan
• Strategy formulation • The financial plan
STRATEGY MANAGEMENT
–– Step 6: SWOT analysis/OTSW evaluation • Presentation and communication

–– Step 7: Define the strategic direction of the organisation • Implementing, monitoring and reviewing mechanisms
–– Step 8: Identify and compile strategy alternatives • Government performance management
• Strategic planning and strategic operating planning • The Private-Public Partnerships (PPP)
–– Step 9: Select core strategies • Government strategies within the new world
–– Step 10: Develop a comprehensive strategic plan • Strategic planning and e-government
–– Step 11: Develop a strategic operating plan • Next generation e-government
• Strategy implementation and performance management
–– Step 12: Implement strategic operating plan
–– Step 13: Strategic management as an ongoing process Who Should Attend
• Strategic thinking: Getting execution right This course will bring advanced knowledge and learning in the
area of strategic planning for all Strategic Planners, Strategic
Decision Makers, Senior Directors, Head of Government
Who Should Attend agencies and departments, Managers, Strategic Analysts,
The course is aimed at those who currently manage or lead Finance Planners and Managers, HR Managers within
strategic planning and implementation and who want to take on Government Organisations and Federal Agencies.
strategy management responsibilities.
Benefits of Attending 1. Learn about strategic planning, its conceptual issues, the
1. Develop strategic thinking competency and use tools contextual background and practical application in local
to assess and support your strategic and operating governments as well the benefits and characteristics of
environment a good strategic plan and how to make it functional and
2. Define your organisation’s strategic direction and strategic practical
operating plan 2. Learn about what strategic direction should be set for
3. Translate high level strategies into precise strategic the government agency or department; what outcome or
objectives and a visual strategy deployment map to reach performance measures would be appropriate; and how
your vision planning, budgeting and performance measures should be
integrated and presented
3. Discover the concept of the Government-Private
Partnerships and its convenience to the government goods
and services. Discover the next generation of e-government;
the transformation into smart government
286 Tel: +971 4 408 2864

The Five Day MBA
Course Overview
In five days, the world as you know it, will change. The course
will provide you with a language, framework and insight which
will put you well ahead of others in this highly competitive
environment. With this framework you will analyse world class
excellence in business, apply it to real situations, your own
situations and open up avenues closed to your competitors.
People who have completed this programme have gone on to
significant business and career success.
Learning happens with a lot of fun, practical sessions, group

interactions and direct feedback and input from the expert
trainer. It breaks down jargon and simplifies the techniques to be
meaningful, really applicable and transformational.
Course Content
• A framework for strategy development
• Exploring opportunities from the business environment
• Re-thinking marketing – a strategic viewpoint
• Where are our present and future markets/customers
• The marketing strategy
• Segmentation – the driver of business success
STRATEGY MANAGEMENT
• Getting marketing to work
• Finalising the business/strategic plan and implementing the
plan
• The role finance plays in business and decision-making
• Cash management
• Case study
• Market driven strategic business planning – budgets and
forecasts
• Interpreting corporate accounts
• Decision-making for profitability
• Investments – project approach
• Managing people
• Handling challenging management situations
• Understanding your personal leadership style, areas to build
on and to improve
• Upward management
Who Should Attend

This programme has been designed specifically for executives,
senior managers, managers and team leaders who want to
improve their management and business performance. It is
particularly suitable for:
• Managers who are about to move out of a specialist role into
a broader general management role
• Managers or department heads with cross-functional
responsibilities who need to develop a big picture outlook
• Managers who have been identified as having potential for
general management
• Managers who are looking to develop and broaden their
general management skills
1. Shape, structure and revolutionise your strategic thinking
and planning – be it the entire corporation, a function or even
a project
2. Generate business, personal growth and results beyond your
own comprehension of capabilities
3. Gain all the tools needed to be a high performance manager,
corporate head, leader and entrepreneur

Know more.
Do more.
Be more.
GET CONNECTED
informaMEA
Informa Middle East
informaMEA
informaMEA
+InformaMiddleEast
informa_mea
FOR DISCOUNTS AND INFORMATION
+971 4 408 2864
info-mea@informa.com
TO REGISTER
+971 4 408 2894
A Informa Middle East, PO Box 9428, Dubai, UAE

Know more.
Do more.
Be more.
+971 4 408 2864
www.informa-mea.com

Informa Middle East Course Catalogue 2019

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Informa Middle East Course Catalogue 2019

Uploaded by

Copyright:

Available Formats

Professional Development

Course Catalogue 2019

Informa acquires UBM

Informa enters FTSE 100

The Institute for International Research (IIR)

Taylor & Francis Publishers

13 Audit, Risk &

193 Marketing, Sales

121 Learning &

131 Talent Management

Welcome to Informa and our portfolio of programmes for 2019.

Divisional Director – Professional Development & Learning

OUR EXPERTISE COVERS:

• Audit, Risk & Governance • Marketing, Sales & Communications

WHO ATTENDS OUR TRAINING SEMINARS

40% CEO/ Vice President

OUR APPROACH INCLUDES:

Customised Training Blended Solutions

Consultancy 1-on-1 Coaching

+971 4 407 2624 cts@informa.com www.informa-mea.com/cts

Abu Dhabi Commercial Bank Du Mubadala

In support of these efforts, lnforma introduces the lnforma Select Programme.

YOUR ORGANISATION COULD BENEFIT FROM:

Discounts on published course prices - Save up to 40%

Tier 1 : 61 + learners per year

+971 4 407 2553 select@informa.com www.informa-mea.com/cts

ACCA - Association ATD - Association for Talent AIPMM - Association of

The Balanced Scorecard CIPS - The Chartered CPD - Continuing

CXO Transform Edinburgh Napier University FranklinCovey Middle East

The Global Academy of Finance ILM PMI - Project Management

SHRM - Society for Human Strategy Execution Strategy Management

Informa’s Business eLearning portal

+971 4 408 2864

Informa Middle East, PO Box 9428, Dubai, UAE

We are on Social Media

OF OUR Informa Middle East

+971 4 408 2864

Advanced Governance, Risk Management & Compliance (GRC).............................................................................................................16

AUDIT, RISK & GOVERNANCE

Course Overview Course Overview

16 Tel: +971 4 408 2864

Certificate Partner: PMI

Course Overview Course Overview

AUDIT, RISK & GOVERNANCE

Benefits of Attending Benefits of Attending

Course Overview Course Overview

18 Tel: +971 4 408 2864

Course Overview Course Overview

AUDIT, RISK & GOVERNANCE

Credits: 24 CPEs Credits: 24 CPEs

Course Overview Course Overview

20 Tel: +971 4 408 2864

Course Overview Course Overview

AUDIT, RISK & GOVERNANCE

Course Overview Course Overview

• Corporate ethical codes • Meeting management expectations

22 Tel: +971 4 408 2864

Credits: 24 CPEs Credits: 30 CPEs

Course Overview Course Overview

AUDIT, RISK & GOVERNANCE

Course Overview Course Overview

• Relationships with the board and Internal Audit (IA)

24 Tel: +971 4 408 2864