Professional Documents
Culture Documents
Official Business Meeting
Official Business Meeting
Date:
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Meeting with :
Our BU s
•Training
•Consulting
•Recruitment
•Community Development
•SMART Academy
Our BU s
•Training Our Clients Success Methodology
•Consulting
•Recruitment
•Community Development
•SMART Academy
Our Trainingprograms :
InterpersonalSkills
Negotiation Skills
Stress Management
Speed reading
Decision making & problem solving
Mind Mapping &
Memory Enhancement
Creative thinking
Effective meeting
Program List
Communicationskills
PresentationSkills
NegotiationSkills
What will they learn?
Negotiation phases:
Preparation
Entry and exit points
Debating
Proposing and bargaining
Win-win negotiation
Tips during negotiation
Negotiation techniques
Dirty tricks in negotiation
Last minute grabs
Different countries, different styles
Topics Program List
Effective Timemanagement
•What will they learn?
•Generations of time management.
•Time management paradigm shift.
•Time matrix.
•Mission statement.
•Goals and goal setting.
•Planning and scheduling.
•Procrastination.
•Delegation.
•Handling interruptions.
•Handling paperwork.
Topics Program List
StressManagement
Effective TeamCommunication
What will they learn?
What is a team?
Team development stage
Effective teams and effective team work
Team conflicts
Team trust
Team communications:
Effective communication
(listening and speaking rings) and working
effectively with others
Communication process
Common barriers between communications
Communication styles
Options is communication
SMART model for expectation setting
The feedback process
Topics Program List
Leadership
What will they learn?
What is leadership?
Leadership levels
Characteristics of leaders
Self leadership
The other side of the coin (followers)
Nine ways to influence people
Five practices of leadership
Topics
SpeedReading
Program List
•Developing an Effective
Business Plan
•Business Etiquette
•Business strategy
•Strategic Thinking & Design
•Strategic Maps & The
Balanced Scorecard
•Strategic Decision Making
Developing an Effective Business Plan Program List
Topics
•Fundamentals of Management
•Coaching
•Leading a Healthy Relation With Your
Boss
•Delegation without losing control
•Direction setting & performance
management
•Project Management
•Change Management
•Crisis Management
•Business Planning
•Strategic Planning
•Diagnostic Study
Topics Program List
Fundamentals of Management
•Management definition
•Evaluation of the management theory
•Management levels, skills, and roles
•Management functions.
•Planning
•Organizing
•Leading
•Controlling
•Key management topics
Topics Program List
Coaching
•The rules of good coaching
•The coaching process
•Successful coaching process
•Attributes of a good coach
•Where and when to coach
•Coaching feedback model
•Role plays and participants`
presentations throughout the course
Topics Program List
Topics
•Why delegate? •Situational analysis
•To reduce one’s own workload •Telling
•To make sure that there is cover in the •Selling
•Consulting
•event of absence •Delegating
•To develop and broaden the skills in the team •How to delegate: the four methods
•To increase understanding within a team •Factors affecting the method chosen
•Barriers to effective delegation •Task difficulty
•Complexity of what is to be delegated •Task risk
•Lack of confidence in those to whom one is delegating •Individual ability
•Inexperience of those to whom one is delegating •Individual attitude
•Achieving the desired results
•Interference from above •Defining the goal
•Planning delegation •Giving the rationale
•Which tasks to delegate •Giving clear guidelines
•To whom they should be delegated •Checking understanding
•Human issues •Building confidence
•A reluctance to admit that someone else might •6 tips for effective delegation
•know more than you •Analysing the task realistically
•Being consistent
•A fear of being criticised or undermined •Giving support to those who report to you
•A fear of not getting the credit •Reinforcing the sense of responsibility to
•A fear of other team members advancing too quickly •those who report to you
•Jealousy, pettiness and narrow-mindedness •Handling mistakes constructively
•A feeling that they won’t do the job as well as you do
Topics Program List
ProjectManagement
•Module 1: what is project planning and management?
•Define key project management concepts
•The character / project statement
•Steps of project planning
•The basic five steps followed in order to develop a project schedule
•Project work breakdown structure (WBS)
•The elements of a statement of work
•The critical path method CPM and PERT techniques
•Using bar charts and GANTT charts
•Risk management
•Module 2: resources in project planning and budgeting
•Project organization
•Project implementation & follow up the baseline plan
•Monitoring and controlling process of the project
•What does the PM look at?
•The concept of earned value
•Extended demo on using
MS project 2000 in project planning and management
Topics Program List
ChangeManagement
•Defining change and transition
•Information versus knowledge
•Leadership versus management
•Leading change
•The challenge of change
•Human due diligence
•The journey of change leadership
•Managing change
•The nature of change
•The process of change
•The roles of change
•Resistance to change
•Commitment to change
•Culture and change
•Synergy and change
•Resilience
Topics Program List
Crisis Management
Business Planning
Strategic Planning
Diagnostic Study
Marketing Fundamentals
Customer Behavior
Understanding qualitative research
Developing an Effective Marketing Plans
Brand Equity
How to Develop a Marketing Plan
Advertising That Delivers Results
Brand building &development
Print Advertising
Public Relations
The Strategies & Tactics of Pricing
Marketing Research
Strategic Marketing
Marketing the Invisible
E-Marketing
Event Management & Sponsorship
Effective Merchandising
export & International Marketing
Topics Program List
MarketingFundamentals
•Modern marketing
•Laws of marketing
•The 4 Ps
•The 7 Ps
•Target markets
•E-marketing
•Marketing campaigns
•Evaluation and learning out
of marketing campaigns
Topics Program List
Customer Behavior
•What is consumer behavior?
•How consumers think?
•The mind of the market
•Learning and memory
•Perception versus attitude
•Needs versus wants
•Segmenting consumers
•Consumers as decision makers: the purchase
situation, evaluation, and disposal
•Factors influencing selection / decision making
•Age, income, class, culture, and lifestyle
influences on consumers
Topics Program List
BrandEquity
•Marketing strategy
•Segmentation
•Product / service differentiation
•Strategic view of the mix elements
•Brand equity
•What is brand equity?
•Assets underlying brand equity
•Brand extensions
•How to revitalize a brand?
•When to milk or liquidate a brand?
•The experience economy
How to Develop a Marketing Plan Topics Program List
•Gathering information:
•Defining needed information
•Avoiding unnecessary information
•Analyzing the present situation
•Segmentation
•Positioning
•Targeting
•Competition comparison
•SWOT analysis
•Setting objectives
•Selecting strategies
The action plan
•Spelling out the details & tactics to translate strategies
•Budgets
•The impact on the vital part of the company: the finance
•Control
•Define how to the implementation of the plan
• will be monitored & revised if needed
Topics Program List
Brands in practice
Differences between industries
What cross-industry brand usage is there?
Case Study: Value Added: The Armani Hotel Decision
Brand recognition technologies
State of brand management in industries
Case Study: Iconic Status: Market leader Futurebrand analyses
the branding of Dubai real estate
Interrelationship between brands and intellectual property
Brand issues in corporate finance transactions
Case Study: Cherry Picking: The significance of the brand in the
acquisition of Rover cars
Topics Program List
PrintAdvertising
•Characteristics of print advertising
•Types of print advertising
•Elements of print advertising
•Principles of print advertising
•The A, B, C, of great print advertising
•10 tips for successful print advertising
•Recall and persuasion
•Selling idea & selling line
•How to brief your advertising agency
•How to judge print advertising
•How to comment on print advertising
•How to add value to the printing process
•Tips to control print advertising cost
•Technical background on printing
•Visibility guidelines
Topics Program List
PublicRelations
•Public relations requirements for success
•Definition of public relations
•Ethics and professionalism
•Importance of public relations
•Cantor's traits for success
•Role of public relations
•An open system model of public relations
•Marketing versus public relations
•Communication and public opinion
•The public relations functions
•Individual orientation and coordination
•Work assignments in public relations
•Public relations strategic planning process
Topics Program List
MarketingResearch
• Role of market research
• Definition of market research
• Classification of market research
• The research process
• Types of research data
• Primary research methodologies
• Qualitative research
• Types of qualitative research
• Focus group discussions (FGD`s)
• Qualitative research techniques
• Concept testing
• Quantitative research
• Types of quantitative research
• Writing a research proposal
Topics Program List
StrategicMarketing
•Marketing strategies and planning
•to become an extraordinary marketer
•Marketing strategies
•Budgeting and marketing plans
•Marketing plan development
•market segmentation & targeting
•Segmentation background
•The essence of market segmentation
•Segmenting the market & customer
•Targeting definition
Concentrated marketing
•Differentiated marketing
•Undifferentiated marketing
•Position your brand above competition
•Marketing strategy definition
•The 3 C`s of strategic marketing
•The strategic marketing
Topics Program List
EffectiveMerchandising
•The link between merchandising and the marketing strategy
•The merchandising tools and principles of developing good point of selling
•POS materials
•The merchandising tools and work process
•Different tools used by merchandiser
•Preparation phase
•Execution phase
•Wrap-up phase
•Shelf management
•Background information on shelf management
•Consumer information
•Company / trade
•Features and benefits of good shelf arrangements
•Planning
•Shelf merchandising
•Answers to common objections on shelf resetting
•Special displays
•Brief description of Plano grams
Topics Program List
Sales
Human Resources
•HR Mini Diploma
•Fundamentals of H.R
•Find, Get, & Keep The Best
•Conducting Professional
Interviews
•Performance Management &
Direction Setting
•Performance Appraisal
•Corporate Culture
•Succession planning& career
development
•Train the Trainers
Topics Program List
HR Mini Diploma
•Today's competitive environment
•Organizations need to change (open discussion)
•Employee communication
•Job design and evaluation
•Recruitment and selection
•Performance appraisal
•Compensation and benefits
•Training and development
•Succession planning
•Operation review
Topics Program List
Fundamentals of H.R
Contents
•Understanding how the legal framework affects HR and individual issues and actions
•Defining the steps to be taken in successful recruitment
•Appreciating how good performance management benefits organisations
•Recognising the processes of grievance and disciplinary issues, discrimination and absence management
•Recognising the activities involved in exiting people, redundancy or movement of employees
•Exploring the possibilities of consultation and communication in reviewing or introducing new practices
•Discussing how current practice operates and its effectiveness
•Action planning for future developments back in the workplace
•Best Practice
•Reviewing policies and procedures to ensure best practice
•Identifying how employees should be treated
•Recognising the rights of employees and employers
•Understanding how organisational actions in dealing with people affect short and long term effectiveness
•Resources and information
•Understanding the role of HR within the organisation
•Acknowledging when specialist support is required
•Recognising sources of advice and information
•Measuring and evaluating the benefits of external support
Topics Program List
Performance Appraisal
•The appraisal process
•The supervisor's role in appraisal
•Steps in appraising performance
•How to clarify what performance to except
•The appraisal methods
•Graphic rating scale method
•Alternation ranking method
•Paired comparison method
•Critical incident method
•Narrative incident method
•Behaviorally anchored rating scale
•The management by objectives (MBO) method
•Mixing the methods
•Appraising performance problems and solutions
•Dealing with rating scale appraisal problems
•How to avoid appraisal problems
•Legal and ethical issues in performance appraisal
•Who should do the appraisal?
•The appraisal interview
•Types of interviews
•How to prepare for the appraisal interview
•How to conduct the in
Topics Program List
Corporate Culture
•Corporate culture definition
•The organization: age, size and culture
•The levels of organization culture
•The cultural web of an organization
•Vision … as a base for corporate culture
•Strong and weak cultures
•Changeable and non-changeable cultures
•Market-based and non market-based cultures
•Culture change: when?
•Strategies for change
•Strategy culture fit
•Corporate culture resistance to change
•How culture perpetuates itself
•Mechanism for embedding and reinforcing organization culture
Succession planning& career development Program List
Topics
•Introduction and objectives
•Why do I work? •Starting to make a decision
What do I expect from work? •Assessing the ‘attractiveness’ of each job
•Career planning •Reviewing constraints
•Why plan, or at least think about my career? •Assessing the realism of each choice
•Taking ownership •Taking the first steps
•Work preferences •Clarifying actions needed
•Types of work •Marketing yourself
•Exploring work preferences and •Preparing a CV
• personal values •Setting goals
•What am I good at? •Monitoring and adapting career
•Assessing skills, knowledge and experience plan as needed
•Identifying options •Psychometric profile
•What jobs are available? •Receive a personal behavioral profile to help
•What options do I have?
•Assessing options
•Creating a plan
•Gathering relevant information
•Mapping a path
•Conducting interviews to gain further insight
•
Topics Program List
•Getting started
•Preparing a training course
•Preparing yourself
•Delivering the training course
•Handling the audience
•Co-training
•closing
Topics
Finance
• Strategic planning
• Nature, objectives, and functions of strategic planning
• The relationship between strategic planning and strategic
management
• Types of strategic plans
• Steps of applying strategic planning
• Budgeting process
• Nature and objectives of budgeting process
• Types of budget
• Principles and rules of budget preparation
• The relationship between budgeting and strategic planning
• The role of master budget in business planning and control
• Operating budgets
• Sales budget
• Production budget
• Material budget
• Labor budget
• Overhead budget
• Forecasted income statement
• Cash budget
• Budgetary control techniques
• Using quantitative techniques in budget preparation
• Capital budget
Topics Program List
FeasibilityStudies
Nature, objectives, and steps of strategic planning
The relationships between strategic planning and feasibility studies
Nature, objectives, and importance of feasibility studies
How to prepare marketing feasibility studies
Product planning
Price planning
Promotion planning
Distribution planning
How to prepare technical feasibility studies
Location studies
Raw material studies
Labor studies
Fixed assets studies
How to prepare economic and financial feasibility studies
Capital budget techniques
Capital budget steps
Cost / benefits analysis
Investment evaluation models
Non-present value models
Present value models
Environment feasibility studies
Measuring and managing environment costs
Feasibility studies and post-audit analysis
Topics
Accounting
Activity-Based Costing
•ABC concepts and methods
•Comparing ABC to other cost systems
•Objectives of ABC
•Advantages of applying ABC systems
•Designing activity
•Identify activities
•Assign resources costs to activities
•Identify outputs
•Link activity costs to outputs
•Identify activities
•Unit level (volume-driven) activities
•Batch-level activities
•Product-sustaining activities
•Facility sustaining activities
•Activity centers
•Activity sorting
•Assign resources costs to outputs
•Direct charging
•Estimation
•Arbitrary allocation
•Link activity costs of outputs
•Cost driver concepts
Topics Program List
•Tax administration
•Mobile capital tax
•Commercial and industrial profits tax
•Salaries tax
•Non commercial professions profits
•Corporate tax
Program List
Cost Accounting
Quality Management
Secretarial
Communication
Mastering the art of questioning
Understanding audience
Effective proposal writing
Writing principles
Report format
Writing steps
Key components of a proposal
Key questions to answer
Business correspondence
Competitive communication
Methodology for evaluating and
preparing a sales proposal (QUEST)
Topics Program List
The ExecutiveSecretary
De Bono s CoRT
De Bono s Six Thinking Hats
Topics
De Bono s CoRT
Lesson 1: YES, NO AND PO. "Po," a device for showing that an idea is
being used creatively without any judgment or immediate evaluation.
Lesson 2: STEPPING STONE. The use of ideas not for their own sake but
because of other ideas they may lead to.
Lesson 3: RANDOM INPUT. The input of unrelated spurious ideas into a
situation may change the situation.
Lesson 4: CONCEPT CHALLENGE. The testing of the ' uniqueness" of
concepts may lead to other ways of doing things.
Lesson 5: DOMINANT IDEA. In most situations there is a dominant idea. In
order to be creative one must find and escape from it.
Adidas
Dreem (Unilever Mashreq)
ExxonMobil Pirrelli
Ghabbour
MIDOM
•ALO Tech
1 2 3
Corporate
Client Contact TNA
Presentation
Scheduled
Trainings 5 4
Customized Trainings
Program Design Prioritization
Customized
Trainings
8
Follow Up
6 7
Program
Training
Objectives
Implementation
Definition
9
Evaluation
الطريقة المتبعة في عمل التدريبات
Main
المتابعة
6 7
تعريف أهداف التدريب
عمل التدريب
بعناية للشركة
9
التقييم
Main
Skills TNA Methodology
1 2 3
Business Business Focus Areas
Understanding Challenges Definition
Managerial
Skills 5 4
Areas Needs Focus Areas
Definition Diagnosis
Interpersonal
Skills
6
Corporate
Training Needs
Main
1 2 3
Corporate Business
Client Contact
Presentation Diagnosis
6 5 4
Strategy Roadmap Priorities
Formulation Design Scoping
7 8 9
Implementation
Follow Up Evaluation
Support
Skills Recruitment Methodology Main
1 2 3
Corporate Recruitment
Client Contact
Presentation Needs
6 5 4
Primary Search & Recruitment
Filtration Collection Criteria Setting
Final Selection
7 8
Advanced Candidates
Filtration Recommendation
10
Employment