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Management Development Programmes (2012-13)

, NEW DELHI

FORE School of Management, New DelhiCalendar of Management Development Programmes (April 2012 - March 2013)

Sl. Programme Title Fees (Rs.)* Programme Director (s)

No. Dates Non- ResidentialResidential

1. Financial Intelligence and Financial Planning for Women Executives May 10-11 2012 10,000 20,500 Prof. Vinay Dutta/Dr. Shalini Kalra Sahi

2. Gaining Competitive Advantage through Effective People Management May 21-25, 2012 20,000 41,000 Prof. Neeraj Kumar/Dr. Anita Tripathy Lal

3. Effective Selling Skills July 5-6, 2012 10,000 20,500 Dr. Asif Zameer/Dr. Anupam Narula

4. Behavioral Finance and Investment Decisions July 9-10, 2012 10,000 20,500 Dr. Shalini Kalra Sahi

5. Improving Interpersonal Effectiveness and Team Building July 12-13, 2012 10,000 20,500 Dr. Neetu Jain/Prof. Neeraj Kumar

6. CSR Practices in Indian Companies July 16-17, 2012 10,000 20,500 Prof. Shallini Taneja

7. Work Life Balance for Women Executives July 23-24, 2012 10,000 20,500 Dr. Sanghamitra Buddhapriya

8. Spread Sheet Modeling for Business Valuations July 26-27, 2012 10,000 20,500 Dr. Himanshu Joshi/Prof. Vandana Gupta

9. Developing Communication Competency July 30-31, 2012 10,000 20,500 Dr. Reeta Raina

10. Developing Emotional Intelligence for Effective Leadership August 1-3, 2012 15,000 29,000 Dr. Sanghamitra Buddhapriya

11. Financial Derivatives - Risk Hedging Strategies August 6-8, 2012 15,000 29,000 Dr. Kanhaiya Singh

12. Research Techniques for Effective Marketing Decisions August 13-14, 2012 10,000 20,500 Dr. Asif Zameer

13. Effective Spares Management: Winning in the Aftermarket August 16-17, 2012 10,000 20,500 Dr. Mohita G.Sharma

14. Managing Stress at Work August 21-22, 2012 10,000 20,500 Dr. Neetu Jain

15. Export Marketing & Freight Logistics August 23-24, 2012 10,000 20,500 Prof. Pradip Chakraborty

16. Training of Trainers August 27-29, 2012 15,000 29,000 Prof. Neeraj Kumar/Dr. Neetu Jain

17. Reinventing Marketing for Marketing Managers: New Age Strategies August 27-31, 2012 20,000 41,000 Dr. Jitendra K. Das/Prof. Freda J. Swaminathan

18. Effective Negotiation Skills September 3-5, 2012 15,000 29,000 Prof. Neeraj Kumar/Dr. Prachi Bhatt

19. Project Management Excellence September 6-7, 2012 10,000 20,500 Dr. V.M. Mathur

20. Finance for Non-Finance Executives: From Basics to Key Areas of Managerial Finance September 10-14, 2012 20,000 41,000 Prof. Vinay Dutta

21. Integrated Marketing Communications & Brand Management September 13-14, 2012 10,000 20,500 Prof. Freda J. Swaminathan

22. Managerial Leadership and Team Building September 17-19, 2012 15,000 29,000 Dr. Sanghamitra Buddhapriya

23. Effective Purchasing Skills September 20-21, 2012 10,000 20,500 Dr. Mohita G.Sharma

24. Foreign Exchange Risk Management September 24-25, 2012 10,000 20,500 Dr. Himanshu Joshi

25. HRM for Line Managers September 26-28, 2012 15,000 29,000 Prof. Neeraj Kumar/Dr. Neetu Jain

26. Enhancing Managerial Effectiveness through Self-Awareness October 3-5, 2012 15,000 29,000 Dr. Neetu Jain

27. Effective Communication and Presentation Skills October 8-10, 2012 15,000 29,000 Dr. Anita Tripathy Lal

28. Psychometric Testing & Applications October 11-12, 2012 10,000 20,500 Dr. Sanghamitra Buddhapriya/Dr. Prachi Bhatt

29. Effective Supply Chain Management October 15-17, 2012 15,000 29,000 Dr. Upendra Kachru/Dr.Mohita G.Sharma/Dr.Neeta Gupta

30. Enhancing Leadership Dimensions October 18-19, 2012 10,000 20,500 Dr. Anita Tripathy Lal

31. Strategic Financial Management October 29-30, 2012 10,000 20,500 Dr. Himanshu Joshi

32. Selection & Interviewing Skills November 1-2, 2012 10,000 20,500 Prof. Neeraj Kumar/Dr. Reeta Raina

33. Effective Customer and Client Management Techniques November 19-20, 2012 10,000 20,500 Prof. Freda J. Swaminathan

34. Enhancing Assertiveness & Positive Attitude November 21-23, 2012 15,000 29,000 Dr. Anita Tripathy Lal

35. E-Governance: Concepts and Challenges November 26-27, 2012 10,000 20,500 Dr. V.M. Mathur

36. Strategic Human Resource Management November 29-30, 2012 10,000 20,500 Dr. Sanghamitra Buddhapriya

37. Understanding CRM for Developing Winning Strategies December 3-4, 2012 10,000 20,500 Dr. Jitendra K. Das

38. Advanced Corporate Finance December 5-7, 2012 15,000 29,000 Prof. Vinay Dutta

39. Competency Mapping for Performance Management December 10-11, 2012 10,000 20,500 Dr. Prachi Bhatt/Dr. Sumeet Kaur

40. Shipping Logistics for International Traders December 13-14, 2012 10,000 20,500 Prof. Pradip Chakraborty

41. Sales and Distribution Management December 17-19, 2012 15,000 29,000 Dr. Asif Zameer

42. Coaching & Mentoring for Personal and Professional Excellence December 20-21, 2012 10,000 20,500 Dr. Sanghamitra Buddhapriya

43. Behavioral Approach to Wealth Management January 10-11, 2013 10,000 20,500 Prof. Vinay Dutta/Dr. Shalini Kalra Sahi

44. Personal Branding Inside Out January 14-15, 2013 10,000 20,500 Prof. Freda J. Swaminathan

45. Improving Interpersonal Skills at Workplace January 17-18, 2013 10,000 20,500 Dr. Sanghamitra Buddhapriya/Dr. Anita Tripathy Lal

46. Consumer Behavior Based Business Strategies: Tools & Techniques January 21-22, 2013 10,000 20,500 Dr. Asif Zameer/Dr. Anupam Narula

47. Finance for Non-Finance Executives January 23-25, 2013 15,000 29,000 Prof. Vinay Dutta

48. Competency Building for Leadership Roles January 28-30, 2013 15,000 29,000 Dr. Sanghamitra Buddhapriya/Prof. Neeraj Kumar

49. Decision Making Techniques for Managers Jan.31-Feb. 1, 2013 10,000 20,500 Dr. Hitesh Arora

50. Disciplinary Proceedings and Domestic Enquiry February 4-6, 2013 15,000 29,000 Prof. Neeraj Kumar

51. Effective Service Management: People, Operations and Strategy February 7-8, 2013 10,000 20,500 Dr. Anupam Narula/Prof. Mohita G.Sharma

52. Enterprise Risk Management for Creating Risk Intelligent Organization February 11-12, 2013 10,000 20,500 Prof. Vinay Dutta

53. Enhancing Managerial Effectiveness February 13-15, 2013 15,000 29,000 Prof. Neeraj Kumar

54. Total Quality Management February 18-19, 2013 10,000 20,500 Dr. Mohita G.Sharma/Dr. Neeta Gupta

55. Communicating with Impact February 20-22, 2013 15,000 29,000 Dr. Reeta Raina

56. Emerging Trends in IT February 25-26, 2013 10,000 20,500 Dr. V.M. Mathur

57. Effective Negotiation Skills February 25-27, 2013 15,000 29,000 Prof. Neeraj Kumar/Dr. Prachi Bhatt

Venue: FORE Campus, New Delhi *Service Tax @ 12.36% on fee amount, as applicable, is payable extra

Notes: 1. Detailed information on each programme (introduction, objective, contents, methodology and who should attend) as well as faculty profile is available at FORE website (www.fsm.ac.in).

2. The dates, venue, fee etc are indicative and subject to change. Detailed brochures for individual programmes will be available roughly 2 months before the start of each programme.

3. Organizations concerned must obtain confirmation of acceptance of nomination from FORE before sending participants to programme venue.

MissionTo achieve and sustain Leadership in Management

Education, Research, Consultancy and Development

FORE School of Management

Foundation for Organizational Research and Education (FORE) is committed to the advancement of

Management Education, Research, Training and Consultancy. Established in 1981 as a non-profit

institution, FORE has been working closely with industry and academia for developing contemporary

new domains of managerial thought and education and contributing to the process of building leaders in

today's global business environment. FORE has been setting benchmarks in management education

for the last 20 years. This is aptly reflected in the Top rankings by leading B Schools surveys of the

country and in the recent survey conducted by CRISIL a leading Ratings, Research, Risk and

Policy Advisory Company in India - has awarded A*** grading (the highest rating level) for the

Delhi-NCR region to both our 2-year PGDM and IBM programs at FORE. Located in the heart of

South Delhi, FORE provides contextual learning and helps in the development of students as thinking

professionals, who have the ability to meet the upcoming challenges for tomorrow's corporate leaders.

The programmes offered at the FORE aim at developing multiple skills including managerial decision-

making, problem solving, analytical reasoning, communications, creativity and innovation. The Institute

has a Board of Directors with representatives from Government, academic institutions and industry.

The Institute has also an Academic Council consisting of eminent professionals from industry,

government and other academic institutions. FORE takes pride in its professional and high-quality

faculty in the fields of General Management, Ogranization Behaviour & Human Resource

Management, Finance, Operations, Marketing, Information Technology, Economics and International

Business. The faculty are drawn from leading national and international institutions and industries who

are engaged in extensive research and consultancy, and possess myriad management skills. Eminent

personalities and senior corporate professionals are invited from time to time to share their experiences

and discuss real world managerial practices and market opportunities and challenges.

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THE EXECUTIVE BOARD AT FORE

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Mr. R.C. Sharma PresidentFormer Director - CBI, Govt. of India

Dr. G.V.G. Krishnamurty Chief Patron Former Election Commissioner of India

Mr. R.P. Billimoria President Emeritus Former Chairman - Public Enterprises Selection Board

Govt. of India and Former Chairman- Steel Authority of India Limited (SAIL)

Dr. B.B.L. Madhukar Vice President (Finance) & TreasurerFormer CMD MMTC

Ms. Omita Paul Vice President (Academics)Advisor to Hon'ble Finance Minister of IndiaFormer Additional Director General (Doordarshan)

Col. (Dr.) S.P. Wahi MemberFormer Chairman- Oil & Natural Gas Corporation (ONGC)

Dr. Vinayshil Gautam MemberA Al_Sagar Chair Emeritus ProfessorDMS, IIT Delhi

Ms. Shibani Varma MemberTrustee, Dr. Gopal Das R.D. Varma Charitable Trust

Industrialist

Dr. Yasho V. Verma MemberChief Operating OfficerLG Electronics India Pvt. Ltd.

Mr. T.C. Venkat Subramanian MemberFormer Chairman & Managing Director, Export- Import Bank of India

Dr. Jitendra K. Das SecretaryDirector - FORE Ex-Officio Member

Output file

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From the Chairperson (MDP)’s DeskFrom the Director’s Desk

The contemporary scenario of the Corporate

Olympiad is fiercely competitive with uncertainties

and ambiguities in the business environment.

Corporate Renaissance – revival and rebirth – is the

key mantra for organizations to participate and win

the race. It is also about excitement and adventurous

exploration which throws up opportunities and

challenges that test human ingenuity and

endurance. We at FORE School of Management see

this as a corporate movement and want to take this

further through our own action plans. Indian

organizations need leaders with a world vision,

resolve and mindset to win. They must instill new

dreams and hopes among organizational members,

trigger creativity, activate release of collective

energy of people in their respective organizations

and initiate corporate transformation. FORE School

of Management is embarking on this path to build

corporate transformational leaders through its

carefully designed Management Development

Programmes.

I invite you to join the movement of FORE School of

Management for building globally competitive

organization lead by transformational leaders.

Best Wishes

Dr. Jitendra K. Das

I am happy to introduce to you the' FORE Way' of conducting MDP's.

FORE MDP's do not only train your employees in a specific subject, but develop concepts that create a future for your organization. This happens because our highly qualified and experienced faculty believe that to deliver contemporary management development programs, they must have an appreciation of the business challenges faced by the Company, and the specific training objectives. Our MDP's therefore are strategic in nature and become outcomes of detailed discussions with key Company personnel .

Since we have been driving management education since more than 30 years, we believe that MDP's are essential for the overall development of management education in India. Organizations that participate in FORE's MDP efforts therefore are able to not only train their employees, but also contribute to the overall concepts of management education.

We look forward to working with you in customized management development programs so that our faculty and your executives can have meaningful sessions of learning from each other and in the process, develop new perspectives in the different fields of management and the growth of your organization.

Best Wishes

Prof. Freda J. Swaminathan

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Management Development Programmes

FORE School of Management has been designing, developing and conducting innovative Management

Development Programmes (MDPs) for professionalizing management for working executives in India for

over 30 years. The globalized business environment demands that managers leverage the most advanced

approaches to keep abreast of changes. Hence, it becomes essential for managers to continuously update

themselves about the changes in business management practices to enhance the thinking process for better

quality decision-making. Due to this growing need of training and development for corporate executives,

FORE has been consistently imparting training on the current areas of interest to corporate executives at all

levels through MDPs, customized in-house programmes. The programs are designed to provide innovative

and practical solutions to critical management challenges.

Customized In-House Training Programmes

FORE conducts customized In-House training programmes for a large number of organizations for their

executives at different levels, and offers unique programmes to suit the business and developmental needs of

client organizations. Standard Modules from regular MDPs are also combined and adapted, wherever

necessary, to suit the requirements of client organizations.

A customized programme benefits organisations directly by injecting new skills and insights. It also develops

executives for world-class business opportunities, career growth and helps to :

Develop and retain talent pool: retain most valuable employees by helping them fulfill their

potential and increase their contribution to the future success of the organization.

Create and implement strategy: give executives the skills to make sense of the future, make

difficult decisions and build an execution culture to implement these new initiatives.

Accelerate management innovation: in line with company's management principles, and

challenge traditional management beliefs about change, motivation, leadership and organizational

behavior.

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Organizational Behaviour & Human Resource

Gaining Competitive Advantage through

Effective People Management

Duration : 5 days

Dates : May 21-25, 2012

Programme Directors : Prof. Neeraj Kumar/Dr. Anita Tripathy Lal

Fees : Rs. 20,000 (Non-Residential)

Rs. 41,000 (Residential)

INTRODUCTION

OBJECTIVES

Organizations have come to realize, over the years that improving technology

and cutting costs, enhance performance only up to a level and it is the skilled,

motivated and empowered manpower that is central to the operation of any

organization that wishes to gain competitive advantage in this information-based,

knowledge-driven and service-intensive global scenario. Managers have

traditionally tended to focus on what is wrong with the employees and how to fix

their weaknesses and dysfunctional behavior. The emerging positive psychology

movement has broadened the perspective beyond what is wrong with people

towards optimal functioning, flourishing and reaching human potential. Building

upon this movement this five-day course would concentrate on a variety of

human-related aspects to gain competitive advantage.

The objective of this 5-day programme is to familiarize the participants with

some of the critical competencies and help them to enhance the same required

to gain and retain competitive advantage.

CONTENTS

� Understanding Self & others

� Leading Teams Effectively

� Managing Change

� Enhancing Emotional Intelligence

� Time and Stress Management

� Managing Conflict and Negotiation

� Coaching, Counseling and Mentoring

� Leadership and Decision Making

� Strategic HR

� Performance Management System

� Relevance of Communication and Barriers to Communication

� Developing Presentation Skills

METHODOLOGY

WHO SHOULD ATTEND

The methodology will be highly interactive and will involve a mix of Lectures,

Group Discussions, case discussion, role play, simulation game, and self-

assessment through psychometric questionnaires with feedback.

Executives at all levels in organizations such as government, public and privatesectors, MNCs and NGOs etc.

Duration : 2 days

Dates : July 12-13, 2012

Programme Directors : Dr. Neetu Jain/Prof. Neeraj Kumar



INTRODUCTION

OBJECTIVES

Today in the age of Information and Communication Technology, management

of people has become a challenge for all managers. The ability to relate with

people is a key factor that distinguishes successful managers. The individual's

success and growth in organizations depend significantly on his/her ability to

work well with others. The importance of team work has been recognized since

long. Therefore, this program is designed to help participants understand self,

knowing others, & learning to deal with complex interactions that arise from our

inherent differences.

The main objective of the programme is to enable the participants to enhance

their personal, interpersonal, and group effectiveness. The program is designed

to be both developmental & diagnostic, identifying areas with potential for

improvement & enhancing skills. The purpose of this program is to provide

participants with a set of essential human relation skills that will contribute to

their interpersonal effectiveness on the job. In order to enhance the effectiveness

of the program, the module will be included which may be more experiential in

nature providing the opportunity for introspection, reflection & action.

CONTENTS

The programme is designed to help the participants in:


� Understanding the importance and process of working together

� Developing a good insight into the behavioral dynamics of self and others

� Interpersonal Styles, Skills & Effectiveness

� Building effective relationship & work Culture

� Understanding, building & developing teams in new paradigm

� Organizational success through personal effectiveness and teamwork

� Managing conflict and building trust

� Recognizing self limiting behaviors & attitudes & act with more confidence

& self belief

METHODOLOGY

WHO SHOULD ATTEND

Training pedagogy would use a mix of experiential learning approaches,

simulation exercises, role plays, group activities and mind stilling

exercises.

This program has been designed for senior, middle and junior level executives,

managers, professionals, consultants, established and budding entrepreneurs,

academicians and trainers.

Improving Interpersonal Skills and Team

Building

The above programmes can also be customized according to the requirement of an organization.

"Live as if you were to die tomorrow. Learn as if you were to live forever." - Mahatma Gandhi

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"We are what our thoughts have made us; so take care about what you think. Works are secondary. Thoughts live; they travel

far." - Swami Vivekanand

Duration : 2 days

Dates : July 23-24, 2012

Programme Director : Dr. Sanghamitra Buddhapriya



INTRODUCTION

OBJECTIVES

As the number of dual career couples is gradually increasing and the support of

the joint family is going away men and women employees are struggling hard to

manage their professional and personal lives. Women professionals find it difficult

to fulfill demands of the family and society and at the same time do justice to the

demands of their profession at workplace. This issue becomes even more

pertinent in a country like India where most of the familial roles are gendered.

Research suggests that professionals are experiencing a time squeeze, and

demographics suggest that this is not going to go away.

Work-life balance is about people having a measure of control over when, where

and how they work. It is achieved when an individual's right to a fulfilled life inside

and outside paid work is accepted and respected as the norm, to the mutual

benefit of the individual, business and society.

� Helping the participants analyze the antecedents and consequences

of work-life conflict

� Making the participants understand the challenges associated with

managing professional life and personal life

CONTENTS

� Work and Life Conflict

� Assessing work-life conflict

� Self knowledge

� Integrating Work and Life

� Strategies for Work-Life Balance

METHODOLOGY

WHO SHOULD ATTEND

Training will be delivered through the use of interactive methods. These

will include -

� Self-assessment inventories and psychometric tests

� Case studies

� Group discussion

� Role play

� Lecture

The programme is suitable for Women Executives of Public Sector, Private

Sector, Multinational Organizations, and Government Departments.

� Enhancing self-awareness and developing capabilities to maintain a

healthy work-life balance

� Developing strategies to integrate work into overall life issues

effectively.

Work Life Balance for Women Executives

Duration : 2 days

Dates : July 30-31, 2012

Programme Director : Dr. Reeta Raina



INTRODUCTION

OBJECTIVES

If building harmonious relationships with people across the organizations,

connecting with people from diverse background, delivering efficiently and

effectively any task at hand and persuading people to join hands with you in

whatever endeavor you are involved with is something you aspire for, then this

programme is designed especially for you.

Our understanding and the related research has time and again proven that

Communication is not the only but certainly the most essential skill required

for upward mobility and for delivering excellent results. The research

indicates that the professionals who have demonstrated effectiveness

both in building relations and at work are competent in their Communication

skills.

This programme is designed to help managers at the middle level positions

to come and test themselves and further their communication skills in a

lab like environment through the use of carefully designed techniques:

film analysis, theater, experiential learning, cases and plethora of live

examples. This programme ensures a resounding success for enthusiastic

participants.

To enhance the knowledge, skill and the attitude related to human

communication.

CONTENTS

� Conflict management and problem solving techniques

� Essentials of Business writing skills

� Non-verbal &Listening skills

� Public Speaking

� Presentation skills

METHODOLOGY

WHO SHOULD ATTEND

The programme will be highly participative using live exercises, experiential

learning, role plays, film analysis, and cases will be used with intense discussion

on real life experiences.

The programme is especially designed for middle management and academicians

from educational institutions.

Developing Communication Competency


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Duration : 3 days

Dates : August 1-3, 2012




INTRODUCTION

OBJECTIVES

In a highly competitive business environment the role of a leader is pivotal for

organizational success and at the same time it is becoming increasingly

complex to lead a diverse and knowledge workforce. Leaders need to enhance

their influential power to bring about sustainable changes within the organizations

with the involvement of people. They also need to develop mechanisms of

developing and grooming people so that the organization has leaders at different

levels. Dealing with uncertainty, ambiguity and crisis is the order of the day

and it is here that the leader has to depend on his emotional intelligence to deal

with these unforeseen forces. Emotional Intelligence makes the difference

between average and star performers in leadership positions. Emotional

intelligence is relevant not only for individual growth but also for the organization's

expansion.

This training programme aims at developing awareness of the processes and

dynamics of working with people interpersonally, as well as within and across

groups and develop leadership competencies to work in different contexts. It

also provides an understanding of different competencies of emotional intelligence

to facilitate the process of developing a framework for the intelligent use of

emotions for leadership effectiveness.

CONTENTS

This three-day training programme is designed to focus on the following:

� From Managing to Leading

� Mapping and developing Emotional Intelligence

� Managing Self: A Holistic Perspective

� Managing Stress, health and emotions

� Developing Inter-personal skills

� Leading Teams

� Conflict Management


METHODOLOGY

WHO SHOULD ATTEND

The pedagogy will be highly interactive and will involve a mix of lectures,

group discussions, simulation exercises, gaining insights about self by

using psychometric tests, and case analysis.

The programme is designed for middle and senior level executives.

Developing Emotional Intelligence for

Effective LeadershipManaging Stress at Work

Duration : 5 days


Programme Director : Dr. Neetu Jain



INTRODUCTION

OBJECTIVES

Stress has become a major concern of modern times. It not only affects an

individual physically and mentally but also affects his performance at work.

Research has concluded that stressed out people are not good for their

organizations. In most cases, stress leads to reduced efficiency and effectiveness.

In fact, stress has been linked to 11 of the top 15 causes of death in Canada. It

is estimated that stress is a factor in up to 70% of visits to physicians. Therefore,

an important part of healthy living is to learn to bring stress to beneficial levels.

Somebody has rightly quoted, "While we cannot direct the wind, we can adjust

the sails."

Workplace stress can lead to stress spilling over into all aspects of life. Some

studies suggest that job stress may increase a person's risk for cardiovascular

disease, psychological disorders, workplace injury and other health problems.

High level of stress adversely affects physical health, psychological well being

and many aspects of task performance. Such evidence makes a strong case for

understanding and managing stress. Therefore, learning to master stress management

techniques can help prevent the counter effects of this urban malaise.

The programme aims to:

� Identify the potential sources of stress

� Understand the nature of organizational stress

� Analyze the adverse impact of stress on various parts of life

� Reduce Stress and burnout for better productivity

� Empower individuals to be in greater control of themselves for personal

growth

� Increase concentration and energy levels

� Rejuvenate body, mind and soul

� Increase overall sense of well being

CONTENTS

� Understanding Stress, various stressors and its consequences

� Managing Self for Stress Management

� Developing coping strategies to overcome stress

� Increasing awareness about our emotions

� Strengthening Stress Management Competencies

� Managing Professional Relationships

� Managing Time and Task

� Feeling good about yourself through Practical sessions on Contemplation,

Meditation & Mind Stilling Exercises

Training pedagogy would use a mix of experiential learning approaches, simulation

exercises, role plays, group activities and mind stilling exercises.

This course has been designed for senior, middle and junior level executives,managers, professionals, consultants, established and budding entrepreneurs,academicians and trainers.

WHO SHOULD ATTEND

METHODOLOGY


"Just as a candle cannot burn without fire, men cannot live without a spiritual life." - Gautam Buddha

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"He is truly rich who is fully contented. He has won the world who has won his mind." - Shankaracharya

Training of Trainers

Duration : 3 days


Programme Directors : Prof. Neeraj Kumar/Dr. Neetu Jain



INTRODUCTION

In the present era of globalization, competitive pressures are intensifying and

organizations are under tremendous pressure to enhance their performance.

Core competencies and expertise give the organizations an edge over their

competitors and training plays a pivotal role in developing and strengthening

these competencies. Modern organizations are spending almost 4 to 5% of their

annual gross turnover on training with an objective of providing the latest skills,

knowledge and a global outlook. Some statistics indicate that every dollar spent

on training delivers thirty dollars in productivity gains within three years.

No one doubts the positive contribution of training yet the benefits from training

is a question mark in many organizations. The training apparatus and its sustenance

costs have multiplied over the years. Nevertheless benefits accruing from training

are still suspect in the minds of many. How to make the training really result

oriented and how to reposition the training and development function as the

strategic business partner is a question that torments every training head.

The answer lies in integration of training objectives, policies with the business

plan of the organization. The HRD professionals and training specialist have to

handle training like any other business function and equip themselves with

competencies of systematically planning and executing training and development

interventions for enhancing effectiveness of the training.

OBJECTIVES

The three-day programme is designed to equip the HRD professionals and line

managers with necessary knowledge and skills to enable them to effectively

plan, design and manage staff learning and development function with a view to

enhance employee and organizational productivity.

CONTENTS

� Overview of current and emerging organization context of training and

development

� Systematic Approach to training

� Assessment of Training and Development Needs

� Designing a Learning Module

� Selection of appropriate Training Method

� Planning & Implementing Training and development

� Transfer of Learning

� Evaluating the Training effectiveness

� Devising training strategy in alignment with organizational strategy

� Creation and management of learning culture at work place

METHODOLOGY

WHO SHOULD ATTEND

The program will be a dynamic event where participants and faculty will

engage in discussion and debate and the programme contents would be

mainly delivered through experiential learning.

Trainers, Training Managers, Faculty of B-Schools, HR Managers, Line Managers,

Executives/ Managers from all functional disciplines.

Effective Negotiation Skills

Duration : 3 days

Dates : September 3-5, 2012 & February 25-27, 2013

Programme Directors : Prof. Neeraj Kumar/Dr. Prachi Bhatt



INTRODUCTION

OBJECTIVES

Business and management situations involve winning over friends and

influencing people. Whether internally with colleagues, subordinates and

boss or externally with suppliers, customers and competitors, one is faced

with negotiating challenges every day. Critical to the success in these

situations is the ability to prepare and undertake negotiation process to

mutual advantage.

This training programme has been designed with an aim to help participants

acquire skills of working through potentially problematic negotiations and

negotiators and develop their skills of negotiation to influence decisions in

various business situations.

CONTENTS

� Negotiation process and structure

� Preparation for negotiation

� Effectiveness of existing negotiation skills

� Use of power to influence in negotiation

� Negotiation and decision making and conflict resolution

� Impact of Cross-cultural environment on Negotiations

� Complexities of negotiating in teams

METHODOLOGY

WHO SHOULD ATTEND

Programme would be delivered through a combination of:

� Role plays

� Cases

� Industry interaction

The programme will be useful to entrepreneurs and managers in sales,

marketing, purchase and human relations functions in public and private

sector. All those who conduct negotiation within or outside the

organization will benefit most from the program.


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Managerial Leadership and Team Building

Duration : 3 days

Dates : September 17-19, 2012




INTRODUCTION

OBJECTIVES

Leadership is one of the most important aspects of managerial effectiveness.However, leadership development continues to be one of the most challengingand intriguing issues facing organizations. These days organizations need leaderswho can set vision for the organization and transform it with a view to achievehigh performance and provide opportunity for personal success. In other words,only leaders can build high performance organizations.The effectiveness of a leader depends on his followers. The more productivethey are, the more effective the leader is. Therefore, a leader has to devote agood deal of his time in building his team and developing team members. Heneeds to understand the dynamics of group behavior and use the same to boostemployees' productivity and increase business results. A leader also engageshis people in decision making and implementation by using different methodsdepending upon task and team member characteristics.The programme is focused on the role of team building and leadership in makingan organization effective. The organizations depend heavily on team work atvarious levels. It is important to understand the dynamics of team work forachieving the goals of the organization. The leadership skills in developing andcommunicating the vision throughout the organization have assumed highimportance in the highly competitive environment now.

The programme has been designed to:� provide an insight into team building and leadership skills through conceptual

and experiential learning sessions� help assessing the gap between self perception and group perception

regarding their team working� develop a plan of action for improving team building and leadership skills

CONTENTS

� Factors behind leadership effectiveness� Effective interpersonal relationship� Emotional intelligence and leadership� Leader-follower-situation interaction� Influence and power� Self knowledge� Roles in a team� Team building� Planning and Organizing Team work� Group decision making� Resolving conflict� The Role of a Team Leader� Managing Performance

METHODOLOGY

WHO SHOULD ATTEND

Our approach in the programme would be to help the participants gain insights byproviding hands-on real-life assistance through case studies, simulation exercises,worksheets, checklists, experiential sharing etc. besides lecture method.

The programme is suitable for senior and middle level managers of public andprivate sector organizations, MNCs, banks, financial institutions, GovernmentDepartments and other organizations/institutions.

HRM for Line Managers

Duration : 3 days


Programme Director : Prof. Neeraj Kumar/Dr. Neetu Jain



INTRODUCTION

OBJECTIVES

This programme would trace out the main tasks that an HR Manager performs

and, from this, glean the wide array of people related actions of a Line Manager.

The main focus, thereafter, will be to explore the underlying skill requirements for

all the people related competencies.

The programme aims at helping the participant explore ways of enhancingeffectiveness at managing people related processes through:

� Identifying the HRM functions that a line manager performs.

� Identify and practice the skills required for managing these functions

effectively.

CONTENTS

� HRM as a tool for competitive advantage

� Contemporary HRM and the Strategic Link

� Overview of sub-functions of HRM e.g. sourcing, development, managing

performance, motivating, disciplining and communicating

� Communication and effectiveness: in different work situations, one to one,

one to many, meetings, handling conflicts, facilitating team meetings and

reaching consensus, assertiveness in communication, giving and receiving

feedback

� Interviewing for selection, performance review, performance counseling,

inter-personal problem solving

� Systematic training and development, needs identification and on-the job

training and coaching; Development of people

� Performance Evaluation and Performance Management, understanding

'performance', identifying 'behavior' and 'results' for measurement, 'rater'

errors in evaluation, performance review and planning, state of the art in

PMS

METHODOLOGY

WHO SHOULD ATTEND

The programme methodology would be mainly experiential, using practical tasks,

video clips, instruments, peer feedback and interactive lecturettes. It is action

packed with a very high level of involvement of participants.

� Senior and middle management team members from a non-HR domain

with people management and general management responsibilities; possibleroles can be Heads of Business, Heads of Teams, Function Leaders

� Managers being groomed for general managerial roles

� Owner-managers of small businesses


"Be faithful in small things because it is in them that your strength lies." - Mother Teresa

11


"Many roads lead to the path, but basically there are only two: reason and practice." - Bodhidharma

Enhancing Managerial Effectiveness

through Self-Awareness

Duration : 3 days

Dates : October 3-5, 2012

Programme Director : Dr. Neetu Jain



INTRODUCTION

OBJECTIVES

Self awareness is central to being a successful leader. To be effective in an

organizational setting, a manager needs to know his strengths, weaknesses,

interpersonal styles and a deeper insight into his own behavioral patterns.

Controlling oneself is the key to commanding others effectively. Warren Bennis

called the "management of self" (knowing your skills and deploying them

effectively) a leadership commandment. "Management of self is critical," he

says, because "without it, leaders and managers can do more harm than good.

Like incompetent doctors, incompetent managers can make life worse; make

people sicker and less vital." Indeed an enlightened person can usher in optimal

productivity and thus can be instrumental to the growth and development of

the organization.

� Empower individuals to be in greater control of themselves for personal

growth

� Balancing emotions in interpersonal transactions

� Rejuvenate body, mind and soul

� Enable them to see opportunities for self growth in the new situations

� Spark reflection to change their mindset

� Empower them to believe in themselves

CONTENTS

� Understand self in relation to self

� Strengthening Self Management Competencies

� Enhancing Interpersonal Effectiveness

� Being positive and proactive in organizational activities

� Group Dynamics & Leadership

� Understand and recognize the person for better relationship

� Correcting misunderstanding & facilitating professional conversations

� Feeling good about yourself through Practical sessions on Visualization,

Contemplation, Mind Stilling Exercises & Meditation.

METHODOLOGY

WHO SHOULD ATTEND

Training pedagogy would use a mix of experiential learning approaches,

simulation exercises, role plays, group activities and mind stilling

exercises.

This program has been designed for senior, middle and junior level executives,

managers, professionals, consultants, established and budding entrepreneurs,

academicians and trainers.

The programme is designed in a systematic manner to proceed from basic toadvanced strategies and skills required by managers. The programme providesinsights through real-life experiences, case studies, interactive discussions,inspiring films, and simulation exercises. Individualized coaching and feedbackis offered through worksheets, checklists, and exercises. Presentation skillssession will be backed by video recording, playback and feedback.

Effective Communication and Presentation

Skills

Duration : 3 days


Programme Director : Dr. Anita Tripathy Lal



INTRODUCTION

OBJECTIVES

We live in an era when the written and the spoken word - and the gesture - have

become alarmingly important; they can make or break careers, contacts, and

credit in the market place. Good communication skills have always been

important in the workplace. They are even more vital today, when the changing

workplace has brought these communication challenges: advances in

technology, globalization, an increasing culturally diverse workforce, and the

adoption of team-based organizational structures. Fed by global competition

and global opportunities, contemporary organizations are making extensive

use of project management, continuous process improvement, and work teams

to encourage their employees to work and communicate collaboratively to

solve complex workplace problems. The impact of globalization is twofold -

multicultural workforce and global markets. Thus, competent communicators

need to develop high level interpersonal skills for working in small groups as

well as for writing and presenting collaboratively.

� Empower individuals to be in greater control of themselves for personal growth

� Maximize on leadership skills and personal credibility

� Deliver captivating business presentations

� Write clear, concise, audience centric business messages

� Improve persuasion and influencing skills for better negotiations

� Appreciate nuances of cross cultural values and communication

CONTENTS

� Communication to Lead and Excel

� Persuasive Communication Skills

� Influence through Written Analysis of Communication

� Characteristics and types of Nonverbal Communication

� Interpersonal communication at work place

� Public Speaking and Effective Presentation skills

� Cross Cultural Communication

The program will be useful for all those who want to improve their ability toinfluence, motivate, inspire and communicate with others. It will be of particularbenefit to: New Managers, Sales and Marketing Managers, Project Leaders,Team leaders, Senior Managers, Consultants from Public Sector, Private Sector,Multinational Organizations, Government Departments and other sectors likeTourism, Hotel and Hospitals etc.

METHODOLOGY

WHO SHOULD ATTEND


12


Psychometric Testing and Applications

Duration : 2 days


Programme Directors : Dr. Sanghamitra Buddhapriya/Dr. Prachi Bhatt



INTRODUCTION

OBJECTIVES

Knowing strengths and weaknesses of oneself and others, it becomes

easier to work out how to capitalize and/or improve them.

Competent people are asset to any successful organization and thus are of greatvalue. Here, an important research tool i.e. psychometric testing plays a crucialrole in enabling the identification and consequent development of the necessarycompetencies. Psychometric testing finds its implications for HR professionalsas part of HR endeavors like selection, training, promotion, counseling anddevelopment, etc. of job incumbents. Also, research-based understanding of thesame is beneficial to handle people related issues.

Understanding of psychometrics is concerned with the comprehension of theoryand technique of psychological measurement, which aids basically in themeasurement of knowledge, abilities, attitudes, and personality traits. The fieldis primarily concerned with the construction and validation of measurementinstruments and its administration.

The Workshop has been designed with an aim to familiarize participants withmeasurement concepts & tools and improve selection and application ofpsychometric tests. Enabling participants to identify situations for whichstandardized tests can be used and where tests need to be developed. Trainingin the effective administration and interpretation of psychometric tests is also theobjective of the program.

CONTENTS

� Significance of psychometric testing in Organizations

� Tests and Measurement principles

� Process of psychometric testing

� Instruments for assessing Cognitive Abilities and Personality

� Commonly used psychometric tests and their application in organizations

� Precautions while administering and interpreting tests

METHODOLOGY

WHO SHOULD ATTEND

Program would be delivered through a combination of:

� Interactive Lectures & Discussions

� Practice sessions

� Self Assessment and Feedback

All those who deal with psychometrics and testing within or outside theorganization will benefit most from the workshop. Thus, the workshop will beuseful for:

� HR Professionals

� Line managers & Departmental Heads

� Academicians, Researchers

� Trainers, Psychologists

� Professionals using psychometric-based development interventions

Enhancing Leadership Dimensions

Duration : 2 days





INTRODUCTION

OBJECTIVES

A leader who hands down orders or tries to solve every problem single-handedly

and unilaterally isn't really leading. After all, as one expert put it, solutions don't

solve anything unless they 'live' in People's behavior. This means leaders must

help others learn how to solve problems and solutions. In this age of flatter

organizational structures and localized decision making, the nature of leadership

has changed. Leadership is no longer wielding unilateral power. Rather it is about

mobilizing people to face challenges that require new habits, new values or

priorities, or new ways of doing business. Can a leader with a fierce resolve to

win, strike a chord with humility. Yes it is possible with the level 5 leader- 5th

dimension of leadership. Good to great transformations don't happen without

level 5 leaders at the helm.

� To analyze the different dimensions/ levels of leadership

� To understand the emotional level of oneself

� To be an empathetic listener

� To deliver captivating speeches

� To be able to nurture the seeds of level five leadership

CONTENTS

� Significance and importance of different dimensions/ levels of leadership-

Level 5 Leadership

� Managing the emotional self of a Leader and communicating during crises

� Understanding self and striking an emotional balance between IQ and

technical skills

� Managing multiple roles

� Creative Business Meetings through power sharing

� Listening, understanding and responding

� Communicating like a leader

METHODOLOGY

WHO SHOULD ATTEND

The methodology is going to be very interactive with lots of activity based

sessions. These will include self-assessment inventories, case studies, group

discussion, role-plays, presentations and theatre.

The participants are expected to be a good mix of senior level executives fromPublic Sector, Private Sector, Multinational Organizations, GovernmentDepartments and other sectors like Tourism, Hotel, BFSI, Advertising andHospitals etc.


"A nation's treasure is in its scholars." - Chinese Proverb

13


"An eye for an eye makes the whole world blind." - Mahatma Gandhi

Selection and Interviewing Skills

Duration : 2 days

Dates : November 1-2, 2012

Programme Directors : Prof. Neeraj Kumar/Dr. Reeta Raina



INTRODUCTION

OBJECTIVES

It is a recognized and acknowledged fact that manpower is the key factor for

the success of any organization. Organizations are continuously on the search

for this differentiator. Recruitment and retention has acquired strategic

importance. And in doing so, Interviews are used as one of the time-tested

methods for selection. However, over the years, Interviewing has taken the

shape of both art and skill. It is important for every professional involved in

recruitment to have a conceptual understanding and appreciation of skills

required to conduct a successful Interview. This two-day training programme

provides opportunity to professionals engaged in search for human resource to

examine their own approach to interviewing and acquire contemporary skills to

do the same even more effectively.

The objective of the training programme is to provide conceptual understanding

and hone up skills of the participants to effectively design and conduct interviews.

CONTENTS

� Understand the role of an effective interview in a selection process

� Identification of key competencies for each job and designing the interviewaccordingly

� Key steps in a successful interview

� Contemporary Interviewing techniques like Behavioral event Interviews,etc.

� To understand the various types of questions that can be asked to obtainreliable information about a candidate's past performance

� To manage expectations of prospective candidates to enhance chances ofthe candidates joining, post selection

� To leave a positive, lasting impression about the organization in the mindsof all

� Opportunity loss of an unstructured Interview

METHODOLOGY

WHO SHOULD ATTEND

The methodology will be highly interactive and will involve a mix of

Lectures, Group Discussions, case discussion, role play, simulation

game, and self-assessment through psychometric questionnaires with

feedback.

The programme is suitable for senior and middle level managers of Public

Sector, Private Sector, Multinational Organizations and Government

Departments. This programme will be highly beneficial to those who wish to

improve upon their Interviewing skills.

Enhancing Assertiveness and Positive

Attitude

Duration : 3 days





INTRODUCTION

OBJECTIVES

Are you invisible? Do they hear you? Do some of your best ideas hit the trash

can because nobody cares to even hear them?

If you are an employee, there is a good chance you may have faced situations

like the ones above. If you are a leader, it does not augur well for your organization

if some of the best ideas or people are not heard! During these uncertain times,

it's crucial that the precious commodities- Good ideas and Good People are

heard or noticed and used!

This behavioral intervention will ensure that you are seen and heard. You will

learn the ideal balance position between passivity and aggression. You will see

remarkable improvement in your relationships-personal and professional.

If you are a leader, you should encourage a positive attitude and assertiveness

within your organization.

� Learn the importance of attitude renewal

� Develop assertive behavior for better personal and professional life

� Help others around to grow by giving direct honest feedback

� Develop a positive self- image

CONTENTS

Assessing the different behavioral patterns

� Responsibilities and risks in each behavior pattern

� Assertive approach skills and techniques

� The power of positive beliefs and attitude

� The art of relaxation for reducing anxiety when changing your behavior

patterns

� Techniques to manage people who are not positive and assertive

� Developing an effective personal and professional action plan

METHODOLOGY

WHO SHOULD ATTEND

The training will be delivered through the use of interactive methods. These will

include self-assessment inventories, case studies, group discussion, role-plays

and lectures.

The participants are expected to be a good mix of the Sales and MarketingManagers, Project Leaders, Team leaders, Senior Managers, Consultants fromPublic Sector, Private Sector, Multinational Organizations, GovernmentDepartments and other sectors like Tourism, Hotel, BFSI, Advertising andHospitals etc.


14


The competitive advantage of a firm is no longer defined by the traditional factorsof success. Instead, a firm's success today is defined by how well it manages itshuman resources or how well it incorporates human resource management intoits business strategy. The role of Human Resource Management has undergonean enormous change and now it has been considered a strategic businesspartner. The two days workshop is an exciting experiential journey in the field ofStrategic Human Resource Management, which includes current issues andtrends. Managers often get engrossed in day-to -day operational issues. Thisworkshop would provide them with an opportunity to think strategically within aframework and use the learning effectively within their organizations.

Strategic Human Resource Management

Duration : 2 days


Programme Directors : Dr. Sanghamitra Buddhapriya



INTRODUCTION

OBJECTIVES

The basic objective of the programme is to help the participants appreciate thekey issues of Strategic Human Resource Management and to address HRMwithin the wider framework of organizational strategy.

CONTENTS

� Changing human resource environment� Strategic role of Human Resource Management� Developing a partnership role in the top management strategic planning process� Linking HR philosophy, policies and programs to the organizational strategic plan� Formulating Competitive Human Resource Strategies for the Acquisition

and Deployment of Human Resources� Linking various Human resource functions with the Business strategy.� Assessing and measuring the Human Resources Function� HR Manager as the Change Agent

KEY BENEFITS

WHO SHOULD ATTEND

By the end of the workshop, the participants would have a fair idea about:� Relevance and relationship of the Human Resource Strategy with the

Business strategy� Understand the specific aspects of a business driven Human Resource Management� Evaluate HR's contribution� Ability to diagnose the interventions required in the organization� Ability to understand the aspect of change and deal with change

All HR managers who want to use HR as strategic business partner, HR practitionersand line managers responsible for the design and implementation of HR planningand its integration with strategic business planning and Internal OD consultants willbenefit from this course immensely. Participation of teams of 2 or more personnelfrom the same organization would be encouraged to use each other as a soundingboard and to create a critical mass to assist in implementation.

METHODOLOGY

Training will be delivered through a highly interactive method. Case analysis,role plays and exercises will be conducted to make the sessions interesting andinteractive. Apart from the above, the journey of this workshop includes conceptualsessions and real life experiences by practioners and experts. Participants arerequired to analyze their organization's HR strategy and apply Strategic HRMtheories and concepts to bring organizational effectiveness.

Competency Mapping for Performance

Management

Duration : 2 days

Dates : December 10-11, 2012

Programme Directors : Dr. Prachi Bhatt/Dr. Sumeet Kaur



INTRODUCTION

OBJECTIVES

Competency is an underlying characteristic of an individual that is relatedto effective or superior performance in a job or situation.

Competence, especially human competence, is the most critical element forsuccess in business. Questions like 'how do you predict management successand advancement?' and 'what criteria do you use to measure these twophenomena?' are of fundamental importance both to managers and themanagement. It is well known that worker competence and a supportiveorganizational structure are necessary for any business to realize its strategicgoals as also to adapt to constant change. Competency mapping has thusbecome a reality. Despite endless talk about the need to develop "workplacecompetencies" and "mapping" them, most human resources professionals are stillstruggling to do this in a meaningful and systematic way. This is possible by matchingthe people to jobs and their potential thus making for a performing workforce.

To provide a definitive roadmap to understand, design and implement competencymodels in organization. Also, to understand the application of competencymapping in performance management ensuring to get the best out of people anddeliver a sustainable competitive advantage.

CONTENTS

� The conceptual foundations of competencies and how they work both in

people and in organizations

� Competency frameworks- design, development and implementation

� Research Methodology behind the framework development

� The role of competencies in an organization as a vital tool for performance

management

� Interplay between Key result areas and performance indicators and

competencies

� Potential Mapping through Assessment Centre

METHODOLOGY

WHO SHOULD ATTEND

The program would be delivered through a combination of methods to help the

participants gain insights by providing hands-on real-life assistance through

case-studies, worksheets, administration of tests, use of research methods,

experiential sharing etc. besides lectures/discussions.

The program has been designed for executives, managers, unit heads and HR

professionals of large public and private sector organizations, MNCs, banks,

financial institutions and other organizations/institutions, who are concerned with

enhancing individual and organizational effectiveness. Even those who do not

have any prior knowledge of the subject will find the program useful.


"There is no other teacher but your own soul." - Swami Vivekananda

15


"An idea that is developed and put into action is more important than an idea that exists only as an idea." - Gautam Buddha

Coaching and Mentoring for Personal and

Professional Excellence

Duration : 2 days


Programme Directors : Dr. Sanghamitra Buddhapriya



INTRODUCTION

OBJECTIVES

In today's competitive business environment, good coaching and mentoringschemes are deemed a highly effective way to help people, through talking,increase self-direction, self-esteem, self-efficacy, and accomplishments. Coachingand mentoring contribute to the development of personal and functionalcompetencies. Organizations can derive maximum benefits by meeting thegrowing need of the people to be guided in the work place, developing individualskill sets and achieving individual and organizational objectives. Mentors andcoaches in relationship not only develop themselves but also as role models helpenhance the growth and development of people around them in the organization.

Coaching and mentoring are processes that enable both individual and corporateclients to achieve their full potential. Coaching and mentoring can inspire andempower employees, build commitment, increase productivity, grow talent, andpromote success. They are now essential elements of modern managerialpractice.

� Understand the concept and purpose of management coaching and mentoring.� Be able to determine the use of management coaching and mentoring as a

tool in human resources development.� Understand the relationship between coaching and mentoring and

organizational objectives

WHO SHOULD ATTEND

The programme has been designed for senior executives and managers of large

public and private sector organizations, MNCs, banks, financial institutions and

other organizations/institutions.

METHODOLOGY

Training will be delivered through the use of interactive methods. These will

include:

� Self-assessment inventories and psychometric tests.

� Case studies

� Group discussion

� Role play

� Lecture

CONTENTS

� Coaching, Mentoring & Managing - An Overview

� Conceptual framework of mentoring

� Implementing mentoring schemes in organizations

� Administering the mentoring schemes

� Skill sets of a good mentor

� Executive Coaching

� Competencies of a Coach

� Coaching and organization development

Improving Interpersonal Skills at

Workplace

CONTENTS

� Self awareness

� Interpersonal styles

� Managing emotions

� Building positive relationship

� Responding to criticism

� Dealing with Different, Diverse and Difficult People

� Managing conflict and Problem Solving

METHODOLOGY

WHO SHOULD ATTEND

The training will be delivered through the use of interactive methods. These will

include self-assessment inventories and psychometric tests, case studies, group

discussion, role-plays and lectures. Counseling sessions can be organized in

case there is such requirement.

The programme is suitable for Executives of Public Sector, Private Sector,Multinational Organizations, and Government Departments.

Duration : 2 days

Dates : January 17-18, 2013

Programme Directors : Dr. Sanghamitra Buddhapriya/Dr. Anita Tripathy Lal



INTRODUCTION

OBJECTIVES

Because of the changes in the business as well as in the social environment, life

patterns and human relationships are becoming increasingly complex and

challenging, and the workplace is becoming more competitive. Pressures and

demands of work place as well as working in groups/teams put tremendous

strain on our ability to cope effectively. It is not only one's knowledge but one's

relationship with others that is becoming extremely important in bringing professional

success.

Interpersonal Skills Training is as an enabling and resilience-building process

which has tremendous significance in the context of the modern day world. This

training would be a helping tool for individuals to deal effectively with issues while

working with others. As a result, such training is imperative for enhancing the

personal effectiveness and quality of the work.

� To understand the importance, nature and types of Interpersonal Skills

� To develop essential qualities for enhanced personal and professional

effectiveness

� To effectively manage emotions of self and others

� To deal with criticism and resolve conflict


16


Disciplinary Proceedings and Domestic

Enquiry

Duration : 3 days

Dates : February 4-6, 2013

Programme Directors : Prof. Neeraj Kumar



INTRODUCTION

OBJECTIVES

"No one shall be condemned unheard" is one of the basic principles of natural

justice. This equally applies to domestic enquiry. To put this precept into

practice is, however, a difficult job. This problem arises because the rules and

laws for conducting domestic enquiry have to be garnered from myriad decisions

of High Courts and the Supreme Court. The principles of 'natural justice' and

incorporating these principles in any enquiry or investigation would stand a

manager (in any enterprises) in good stead, in as much as the outcome of such

enquiry would be perceived as fair and transparent. These would also withstand

legal scrutiny. In addition, for a PSU, there are a number of guidelines that have

to be adhered to scrupulously in carrying out disciplinary proceedings, right from

reporting of an alleged misconduct to final disposal after appeal. PSU Managers

are expected to be well versed with the procedures in the interest of speedy

justice and morale within the company.

After attending the programme the participants shall be able to demonstrate their

understanding of the principles and procedures relating to a domestic enquiry and

apply the same at workplace.

CONTENTS

� The constitutional and legal bases for disciplinary action in an organization

� The principles of 'Natural Justice' and its application in disciplinary proceedings

� Main provisions pertaining to discipline in the ID Act, IE (SO) Act, Shops& Establishment Act and applicability of each to the class of employees

� Main provisions of the CDA Rules in PSUs and the Standing Orders (if applicable)

� Essential safeguards in framing a flawless charge sheet/memorandum

� Role of DA, IO, PO and Defense Assistant; Preliminary Hearing, RegularHearing, Examination in Chief and Cross Examination; Evidence andEvidentiary Value

� Writing an enquiry report with findings of the enquiry; Imposition of Penalties

and Appeals; Role of Anti Corruption Agencies

METHODOLOGY

WHO SHOULD ATTEND

� Case studies

� Interactive lecture

� Syndicate discussions

� Multi-media presentation

All managers from PSUs, Private Sectors, MNCs, Academic Institutions, NGOsand Government Departments who, in the course of their duties, need to be apart of 'fact finding' in cases of alleged indiscipline and misconduct. HR Managers,Vigilance Managers, Heads of Departments with administrative responsibilitieswould benefit most from this course.

Competency Building for Leadership Roles

Duration : 3 days


Programme Director : Prof. Neeraj Kumar/Dr. Sanghamitra Buddhapriya



INTRODUCTION

OBJECTIVES

Preparing managers at the middle and senior levels for leadership roles is very

crucial as leadership is not confined to only the top and second levels of

management. Such an approach of leadership development will to a great extent

take care of the leadership crisis being faced by many organizations. Leadership

roles include developing competencies not only of managing but mentoring and

influencing others to help them achieve desired outcomes, having the ability to

see the bigger picture, having a clear vision in line with the company's strategic

plans and communicating it across the team, identifying individual strengths

and delegating accordingly, and monitoring progress towards pre-defined goals

and objectives, listening objectively and empathetically, being organized and the

ability to manage stress.

The objective of this 3-day programme is to prepare managers for leadership

roles by enhancing their competencies, both at the professional and personal

levels. This would help them to take a proactive approach to make the

best of the challenges thrown up by the present complex business

environment.

WHO SHOULD ATTEND

Executives at all levels in organizations such as government, public and private

sectors, MNCs, NGOs etc.

METHODOLOGY

The methodology will be highly interactive and will involve a mix of Lectures,

Group Discussions, case discussion, role play, simulation game, and self-

assessment through psychometric questionnaires with feedback.

CONTENTS


� Leading Teams Effectively

� Managing Change

� Enhancing Emotional Intelligence

� Time and Stress Management

� Managing Conflict and Negotiation



"Perform your obligatory duty, because action is indeed better than inaction" - Bhagavad Gita

17


"Reality can be experienced only with the eye of understanding, not just by a scholar. What the moon is like must be seen with

one's own eyes. How can others do it for you?". - Shankaracharya

Enhancing Managerial Effectiveness

Duration : 3 days


Programme Directors : Prof. Neeraj Kumar



INTRODUCTION

OBJECTIVES

Organizations in their continuous march towards excellence are striving to outdo

& outperform their competitors. Failing this they are under constant threat of

being wiped out. Managers are struggling to perform better & better lest they are

outwitted by their colleagues and competitors. Managerial effectiveness is a

'mahamantra' which managers cherish to possess.

This 3-day program is a high energy program, the underlying theme being that 'by

doing, one becomes'. That is, by doing what effective managers do, one becomes

an effective manager. This is a completely action-oriented programme where

learning comes through performing in simulated conditions and then receiving

peer feedback. The feedback is facilitated by the trainer and this becomes a very

powerful motivation for learning. The transfer of training to the workplace is high

because the participants accept the learning that comes through doing and

feedback.

The course aims at helping the participant explore ways of enhancing managerial

effectiveness through:

� Managing Self

� Managing Teams; and

� Managing Tasks

WHO SHOULD ATTEND

The programme is designed for middle and senior level managers of public and

private sector organizations, MNCs, banks, financial institutions, government

departments and other organizations/institutions.

METHODOLOGY

Our approach in the programme would be to help the participants gain insights by

providing hands-on real-life assistance through case studies, simulation exercises,

worksheets, checklists, experiential sharing etc. besides lecture method.

CONTENTS

� Understanding self and others

� Enhancing managerial effectiveness through setting objectives, maintaining

integrity and monitoring tasks completion

� Team Building and Leadership

� Enhancing interpersonal skills through experiencing learning

� Developing Emotional Intelligence

� Developing competencies for higher performance

INTRODUCTION

OBJECTIVES

When two people work together, there is bound to be miscommunication at timeswhich can lead to misunderstandings and other problems in the workplace . Thework gets affected adversely and the business suffers. Therefore, healthy andeffective communication is a must since it forms the basis for all relationshipsespecially business relationships. As teams are increasingly becoming global,the challenges to communication become all the more complicated. The presentprogramme aims at helping participants in understanding that the people wedeal with on a day to day basis are different and, therefore, they have to becommunicated in different ways. When there is a proper communication processtaking place then the productivity and efficiency of the employees increases.This is because the right information is dispelled and correct action executed.Thus the training trains you to understand your role as an enabler of dialogue/facilitator of conversations than being a mere distributor of messages.

� Observe and understand your own behavior

� Understand and effectively communicate with others

� Analyze conflicts and miscommunication

� Develop effective behavior and positive relationships

CONTENTS

� Building harmonious relationships by managing perceptions:

understanding perceptual errors that we suffer from, bringing objectivity inour evaluations, understanding our interpersonal needs and how to improvethe inter-personal relationships using transactional analysis

� Non-verbal communication and managing cultural differences: howto take care of one's body language and understanding the concept ofspacing, tone, volume, pitch etc.

� Listening with heart: Empathic listening and avoid being judgmental

� Learning to be Assertive: understanding different communication stylesand, learning to put across your views and get your needs fulfilled withoutencroaching on the personal space of others

� Influencing Team members: learning the art of moving people from thelatitude of rejection to latitude of acceptance by acknowledging, validatingand endorsing them

� Learning solving of problems conflicts creatively: understanding thesource of conflict - personal, communication or structural related and using

various identifiable responses to overcome the same

Communicating with Impact

METHODOLOGY

WHO SHOULD ATTEND

Movies, videos, role plays, case studies etc will be used to make the sessionsinteractive.

The program will be useful for all those who want to improve their ability toinfluence, motivate, inspire and communicate with others. It will be of particularbenefit to: New Managers, Sales and Marketing Managers, Project Leaders,Team leaders, Senior Managers, Consultants from Public Sector, Private Sector,Multinational Organizations, Government Departments and other sectors likeTourism, Hotel and Hospitals etc

Duration : 3 days


Programme Directors : Dr. Reeta Raina




20

Finance

Financial Intelligence and Financial

Planning for Women ExecutivesBehavioral Finance and Investment

Decisions

Duration : 2 days

Dates : May 10-11, 2012

Programme Directors : Prof. Vinay Dutta/ Dr. Shalini Kalra Sahi



INTRODUCTION

OBJECTIVES

Financial intelligence plays an important role in the lives of all executives.

The debatable question is why is it so essential for Indian women?

Better education is providing opportunities to the Indian women to enter

into corporate world as executives and/or to engage in money generating

ventures as entrepreneurs.

It is in this context that financial planning is inevitable for Indian women.

Financial planning would inculcate a sense of individual self-worth, and

also empower women executives to integrate financial prudence with

their respective fields of expertise on and off their work domains. This

would facilitate in recognizing women executives' contribution, in

boosting corporate performance.

The aim of the program is to enable the women participants to improve and

develop a deeper understanding of financial planning, through:

� Enhancing their present level of understanding of corporate finance and

personal finance

� Developing financial decision making skills and applying them to their

respective domains

� Providing an integrated framework of wealth management comprising of

wealth accumulation, wealth preservation and wealth distribution.

CONTENTS

� The Art of Corporate Finance and why it matters in decision making

� Understanding the basics of financial statements

� Appling financial intelligence in evaluating financial statements

and enhancing company performance

� Relevance of Cost Information and Cost Management

� Financial Well-being and work satisfaction

� Emotional and Psychological factors that affect the financial

decisions of the working women

� Assessment of attitude towards money and risk appetite

� Personal Financial Planning

WHO SHOULD ATTEND

Working women executives; Self-employed women entrepreneurs and womenpractitioners.

Duration : 2 days

Dates : July 9-10, 2012

Programme Director : Dr. Shalini Kalra Sahi



INTRODUCTION

OBJECTIVES

This program presents the field of Behavioral Finance which looks at financial

decision making behavior from a psychology perspective. The insights from this

course would enable a better understanding of what investors actually do in the

real circumstances. The program would also give insights as to how the financial

market responds to the tendencies of the investors. The program would present

the tools and applications of behavioral finance, which would enable a better

development of asset allocation strategies for the clients and furthering the

understanding of investor behavior.

The programme has been designed to provide an opportunity to:

� appreciate the limitations of 'rational' models of investment decision making

� identify the systematic behavioral factors that influence investment behavior

� understand how the behavioral factors influence the financial markets and

the corporate world

CONTENTS

� Behavioral finance and financial decision making, role of psychology,

systematic irrationalities

� The Psychology of Individual Investment decision making

� Behavioral Portfolio Theory

� The Psychology of Financial Markets, External environmental factors and

Investor Behavior

� Bubbles and stock market puzzles

� Behavioral explanations of anomalies and behavioral investing

� Behavioral Corporate Finance

� Neurofinance

METHODOLOGY

WHO SHOULD ATTEND

Interactive mode of teaching, including case studies, practical exercises

and group discussions involving the participants.

Middle level and senior decision makers in the investment and investment

advisory community; Portfolio and fund managers, insurance executives, financial

advisory service providers, senior executives of companies and High net worth

individuals.


"Always aim at complete harmony of thought and word and deed. Always aim at purifying your thoughts and everything

will be well." - Mahatma Gandhi

21

Finance

Spreadsheet Modeling for Business

Valuation

Financial Derivatives - Risk Hedging

Strategies

Duration : 3 days

Dates : Aug 6-8, 2012

Programme Director : Dr. Kanhaiya Singh



INTRODUCTION

OBJECTIVES

Most organizations face financial risk. Changes in stock market prices, interest

rates and exchange rates can have great significance. Adverse changes may

even threaten the survival of otherwise successful business. The financial

derivatives provide commitments to prices or rates for future dates or give

protection against adverse movements and thus reduce the extent of financial

risk. Conversely they also provide profit opportunities for those prepared to

accept risk. There has been lot of changes in the recent past to make these

instruments more acceptable and usable. Therefore this program is designed to

deal with relevant aspects of financial derivatives and how effectively use them

in minimizing the risk.

� To expose the participants to the derivative markets and products

� To make the participants appreciate the pricing and valuation of

derivative products

� To deliberate up on risk hedging strategies through derivatives

CONTENTS

� Impact of Globalization on financial decision making

� Scope and Genesis of Financial Risks

� Financial Derivatives - an Introduction

� Forward and futures- Features, trading, pricing and applications

� Forward rate agreement (FRA)

� Commodity Futures

� Financial Futures

� Index Futures

� Swaps- Forex, Interest rate and currency swaps

� Options-terminology, trading, pricing, application

� Risk Management using Financial Derivatives

� Financial Engineering and Value at Risk

METHODOLOGY

WHO SHOULD ATTEND

The course uses the lecture method, cases and directed assignments to achieve

the learning objective. However, significant learning is also expected through

classroom discussions and experience sharing. So participants are encouraged

to bring their problems to the course.

Senior and middle level Industry professionals, market players in derivative

market, bankers, financial services organizations, academicians and other related

professionals.

Duration : 2 days

Dates : July 26-27, 2012

Programme Directors : Dr. Himanshu Joshi/Prof. Vandana Gupta



INTRODUCTION

OBJECTIVES

The program covers the business valuation using MS-Excel. It starts with basic

concepts of Discounted Cash flow valuation and market comparable valuation

approaches. Program covers forecasting of earnings and calculation of cash

flows, calculation of appropriate discount rate for companies and projects, and

forecasting of growth rates in detail.

� Understanding the basics of Discounted Cash flow Techniques using MS

Excel

� Revenue and Cost Projection for companies

� Determination of projected cash flows

� Building appropriate equity valuation model using MS Excel.

CONTENTS

� Concept of Discounted Cash flow Valuation and Market Comparable

Valuation

� FCFF, FCFE, and EVA Valuation Model

� Estimating the discount rate

� Estimating the risk-free return

� Estimating equity premium

� Estimating beta both when the stock trades and when it does not

� Practical challenges in valuation of firms with negative earnings, no history

and high growth rate

� Adjustment for Cash

� Adjusting for Cross Holdings

� Adjusting for Investments

� Building a Spreadsheet Model for Valuation

� Understanding the spreadsheet Logic

� Building the revenue model

� Forecasting EBITDA, Net Income

� Closing the Valuation Model

� Sensitivity Analysis

METHODOLOGY

Mixed pedagogy will be used to train the participants in business valuation.

Lectures and Case Analysis will be used to discuss the basic concepts of

discounted cash flow valuation and market comparable techniques. Practical

Indian cases will be used to calculate beta, equity premium, discount rates and

cash flow estimation. MS-Excel will be used for business modeling and sensitivity

and scenario analysis.

"All knowledge that the world has ever received comes from the mind; the infinite library of the universe is in our own

mind." - Swami Vivekanand


22

Finance

Finance for Non-Finance Executives: From

Basics to Key Areas of Managerial FinanceForeign Exchange Risk Management

Duration : 5 days


Programme Director : Prof. Vinay Dutta



INTRODUCTION

OBJECTIVES

In the present competitive business environment profit generation and wealth

maximization require sustained efforts and appropriate decision skills on the part

of executives in all functions and departments.

� Gain a greater understanding of the financial objectives of the organization

and translate them into action in their respective functional areas

� Work out the financial implications of their day-to-day decisions, helping

take decisions that have a positive impact on financial objectives of the

business

� Make better use of resources allocated to their divisions

� Build up financial confidence

� Sharpen financial skills and competencies for business success

CONTENTS

� Understanding Finance and Financial Statements - Understanding Balance

sheet, Profit & loss and Cash flow statement, objectives of the firm-

shareholders wealth maximization vs. profit maximization, important

Accounting principles and terms

� Analysis of financial statements - Study of a company's financial statements,

Ratio analysis, Computation, Interpretation

� Cost leadership and competitive Advantage - Components of cost,

Understanding cost behavior with emphasis on Break-Even analysis, Use

of costing for product pricing decisions

� Budget and Budgetary Control - Importance & process of budgets &

budgetary control, Types of budgets - functional, fixed, flexible, zero based

budgets, Variance Analysis

� Capital budgeting decisions - Time value of money, Cost of Capital and

Economic Value Addition (EVA), Capital budgeting techniques

� Personal Wealth Management Techniques

METHODOLOGY

WHO SHOULD ATTEND

The course uses participative discussion, cases and practical assignments to

achieve the learning objective. Participants are encouraged to bring their problems

to the course with an objective to learn through discussion and experience

sharing.

This is a "fundamental" programme specially designed for:

� Middle level Managers.

� Heads of Divisions / Functions and Owner Managers

� Managers who wish to update their knowledge on basics of Finance andAccounts.

No prior knowledge or background in finance/ accounting required.

Duration : 2 days


Programme Director : Dr. Himanshu Joshi



INTRODUCTION

OBJECTIVES

The program will cover mechanism of Foreign Exchange (FX) Market and forward FX

market. It will discuss sophisticated techniques to measure FX exposures of a firm

including FX revenue exposure, FX cost exposure, FX operating Exposure, and FX

value Exposure. Program will also cover FX risk hedging strategies, which includes

operational hedging, foreign currency debt, and financial hedging using instruments like

forward contract, currency options and currency swaps. Real life cases will be used to

explain the complicated concepts of competitive FX exposure and compounded FX

exposures, which are difficult to measure but present serious threat to the business

model of the firm.

� Understanding the functioning of Spot and Forward FX market in India

� Developing skills to identify and measure FX exposure to firm's revenues,

operating cash flows and equity

� Developing skills to identify and apply suitable hedging strategy to manage

FX risk using operational hedging, foreign currency debt, forward contracts,

currency options and currency swaps

CONTENTS

� Understanding spot and forward foreign exchange rates and markets

� Foreign exchange and interest rates

� Measuring and hedging transactional FX Risk

� Measuring and hedging long term FX Risk. (FX operating risk, FX value

risk)

� Selection of appropriate hedging techniques

� Forward contracts on currencies

� Currency options

� Currency swaps

� Foreign currency debt

METHODOLOGY

WHO SHOULD ATTEND



Professionals, bankers, instructors, institutions and executives engaged in

public and private sector enterprises and officers working with export promotion

councils, commodity boards, chambers of commerce, export promotion

councils, foreign trade promotion agencies, trade associations, private and

consultant agencies.


"The aim of education is not to prepare a man to succeed in life and society, but to increase his perfectibility to its

utmost." - The Mother (Aurobindo Ashram)

23

Finance

Strategic Financial Management

Duration : 2 days


Programme Director : Dr. Himanshu Joshi



INTRODUCTION

OBJECTIVES

A great deal of the finance that is taught in the textbooks and classrooms

implicitly assumes that finance department functions in isolation from other

functional areas like marketing and operations. It also assumes that borders

do not exist. Yet, most real world financial decision makers struggle with the

realities of functional interdependence and realize importance of finance function

in corporate strategic decisions. The proposed MDP discusses Corporate

Finance functions under an integrated decision making framework for achieving

Strategic Objective of the corporate entity. It also aims to manage finance

function in cross border scenario, where understanding of FX risk, international

fund raising, and international investment is imperative.

Hands on practice sessions on assessing Financial Risk and Returns

� Understanding Corporate Finance functions of Capital Budgeting, Capital

Structure Decisions and Payout Policy Decisions as an integrated decision

making framework for achieving Strategic Objective of the Corporate entity;

� Quantifying and Managing FX exposure for corporate operating in global

competitive environment.

CONTENTS

Risk and Return

� Tools: Time Value of Money & Interest Rates and Investment Decision

Rules

� Portfolio Theory and CAPM

METHODOLOGY

WHO SHOULD ATTEND

A mix of pedagogical tools will be used - cases, lectures, discussions,

presentations, spreadsheet modeling and experiential exercises.

� Cost of Capital Estimation

Advanced Capital Budgeting

� Capital Budgeting Decisions

� Capital Budgeting Decisions - Relevant cash flows

� Strategic choices and flexibilities in capital projects

� Real Options in Capital Budgeting

Capital Structure and Payout Decisions

� Capital Structure in a Perfect Market, Debt & Taxes, Financial Distress,

and Managerial Incentives

� Capital Structure Decision and Corporate Strategy, Product Market, Product

Life Cycle

� Deciding Payout Policy & Financing Choices according to Corporate

Stakeholders

International Corporate Finance

� Estimating & managing long term Foreign Exchange Operating and

Economic Exposure

� Return on Foreign Assets

� Global Equity Beta and Cost of Equity

� Cost of Capital in Foreign Currency, Currency Swaps

The course is appropriate for Middle to Senior Level Corporate Finance Managers,

CFOs, GMs, Merchant Bankers and Financial Analysts, Senior Functional

Managers from Finance and Non Finance Functions, Consultants, and others

involved in corporate finance and Strategy Formulation having at least five years

of work experience.

"The highest education is that which does not merely give us information but makes our life in harmony with all existence."

- Rabindranath Tagore


24

Finance

Advanced Corporate Finance Behavioral Approach to Wealth

Management

Duration : 3 days





INTRODUCTION

OBJECTIVES

Finance and financial management occupy the center stage in all decision

making processes in an organization. This is because all strategic decisions in

a corporate involve considerations relating to returns. Accordingly, this programme

has been specifically designed around applying finance science in the design and

management of business enterprises, constituted as public or private, profit or

nonprofit, small, medium or large enterprises. The approach used is to understand

the changing role of finance in the context of decision making processes and new

financing options. Program also aims at the issues surrounding measuring and

managing risks. In the fast changing environment of the financial system, business

executives need to try their hand at predicting where things will be in the

impending future instead of focusing on where they are now.

The participants will not only appreciate the decision making processes better,

but also contribute significantly to these processes with a view to improve the

overall quality of the functioning of the organization.

� How to analyze financial information

� How to apply strategic thinking in the context of financial implications

� How to take financial decisions that are aligned with your strategic objectives

CONTENTS

� Evolving role of finance function and the path ahead

� Financial health of a business enterprise - analysis of financial

statements

� Interpreting financial news

� Total working capital management

� Total cost management

� Treasury operations and Corporate risk management

� New financing options: Securitization, Factoring, Commercial Bartering,

Financial Supply Chain Management

� Topical issues in finance

METHODOLOGY

WHO SHOULD ATTEND

The program will use experiential learning through case studies, exercises anddiscussions. The principles of finance will come alive in the participant's experiencethrough real time application of concepts and techniques. The programme will beconducted in a way that the learning lasts and expands over time.

� Middle and senior level managers

� Heads of Divisions/Functions and Owner Managers

� Managers who wish to update their knowledge on advanced topics in Finance

� How to communicate both strategic and financial information

� To understand role of risk management in corporate performance

� To provide an insight into financing options

Duration : 2 days


Programme Directors : Prof. Vinay Dutta/Dr. Shalini Kalra Sahi



INTRODUCTION

OBJECTIVES

The emergence of behavioral finance has brought with it new ways of

understanding how individuals make financial decisions and the important role of

emotions and other psychological factors in this regard. This goes contrary to the

popular belief that individuals make financial decisions only on the basis of

fundamental and utilitarian information.

Further, due to the plethora of investment options available, the individuals are

faced with the task of making informed decisions that would positively impact

their financial well-being. Hence, it is essential to understand the emotional

needs of the financial consumers and its integration with the financial planning

and wealth management process.

The aim of the program is to enable the participants to improve and develop

a deeper understanding of their financial planning and advisory competence

by:

� Extending their present knowledge with current insights from the

Behavioral Finance and Wealth Management research

� Empowering the participants to develop capabilities for assessing their

client's preferences

� Providing framework of wealth accumulation, wealth preservation and

wealth distribution

CONTENTS

� Financial Decision Making

� Distinguish rational from irrational decisions

� Use of descriptive models to better understand the view of the

client.

� Emotional and Psychological factors that affect the decisions of the

client and the advisors

� Personal Financial Planning

� Determining financial goals

� Developing , implementing and reviewing wealth management

strategy, right from the stage of gathering money, investing money,

preserving money (personal risk management and contingency

planning), to distributing wealth (estate planning)

METHODOLOGY

WHO SHOULD ATTEND

Interactive mode of teaching, including case studies, practical exercises andgroup discussions involving the participants.

Middle and senior level executives from corporates, financial institutions,

banks, insurance companies, asset management companies, entrepreneurial

firms and owner managers will find the program useful.


"The wise man should restrain his sense like the crane and acomplish his purpose with due knowledge of his place, time

and ability." - Chanakya

25

Finance

Finance for Non-Finance Executives Enterprise Risk Management for Creating

Risk Intelligent Organization

Duration : 3 days





INTRODUCTION

OBJECTIVES

In the present competitive business environment profit generation and wealth

maximization require sustained efforts and appropriate decision skills on the part

of executives in all functions and departments.

� Gain a greater understanding of the financial objectives of the organization

and translate them into action in their respective functional areas

� Work out the financial implications of their day-to-day decisions, helping

take decisions that have a positive impact on financial objectives of the

business

� Make better use of resources allocated to their divisions

� Build up financial confidence

� Sharpen financial skills and competencies for business success

CONTENTS

important Accounting principles and terms

� Analysis of financial statements - Study of a company's financial

statements, Ratio analysis, Computation, Interpretation

� Cost leadership and competitive Advantage - Components of cost,

Understanding cost behavior with emphasis on Break-Even analysis,

Use of costing for product pricing decisions

� Budget and Budgetary Control - Importance & process of budgets &

budgetary control, Types of budgets - functional, fixed, flexible, zero

based budgets, Variance Analysis

� Capital budgeting decisions - Time value of money, Cost of Capital and

Economic Value Addition (EVA), Capital budgeting techniques

� Personal Wealth Management Techniques

METHODOLOGY

WHO SHOULD ATTEND

The course uses participative discussion, cases and practical assignments toachieve the learning objective. Participants are encouraged to bring their problemsto the course with an objective to learn through discussion and experiencesharing.

This is a "fundamental" programme specially designed for:� Middle level Managers.� Heads of Divisions / Functions and Owner Managers� Managers who wish to update their knowledge on basics of Finance and

Accounts.No prior knowledge or background in finance/ accounting required.

� Understanding Finance and Financial Statements - Understanding

Balance sheet, Profit & loss and Cash flow statement, objectives of

the firm- shareholders wealth maximization vs. profit maximization,

Duration : 2 days





INTRODUCTION

Exposure of business enterprises to risks is moving up on the ladder due to rapidpace of change, expanding business arenas, resource constraints, growingopenness and accountability, continual organizational change, regulatorydevelopments and well-publicized debacles of companies like Lehman Brothers,Satyam Computers, Enron and WorldCom. These events are adding newdimensions for creating risk awareness and managing risks among present daymanagers versus their counterparts a decade ago. Stakeholders today aredemanding greater transparency on the subject of risks an enterprise faces andcommensurate level of assurance about the robustness of the organization'srisk-taking capabilities. That being the reality why is risk an unpleasant word?Why do businesses often interpret risk as impediment to growth and ignore risktaking? Why is risk not viewed as resource for value creation? Can businessenterprises, private or public, profit making or non-profits, established or start-ups re-look at risk positively to embrace it for achieving competitive advantageand sustained growth? And what exactly is the potential of using integrated riskmanagement in creating a risk-intelligent organization when the businessenvironment is going through a turbulent phase?

This two-day intensive case study based program has been especially designedto resolve risk management issues at strategic as well as operational level andseek out solutions for risk management at an enterprise level. Organizations thatcan systematically identify potential exposures, take corrective action early, andproactively learn from those actions to achieve corporate objectives.

OBJECTIVES

� Giving an insight into the fundamentals and framework of risk management.

� Examining the present status of risk management and interrelationships

between various risks assumed by businesses.

� Developing risk infrastructure and capabilities for managing business risks

at an enterprise wide level.

CONTENTS

� Meaning, objectives & evolution of risk management towards enterprise

risk management

� Money management versus risk management

� Identification of risks and developing risk registers

� Risk strategy and alignment of strategic decisions with operational

capabilities

� Financial risk management

� Operational risk management

� Human resource risk management

� Business disaster management and contingency planning

METHODOLOGY

WHO SHOULD ATTEND

The programme would be conducted in an experience-sharing mode, encouragingfree interaction amongst the participants and faculty.

This programme is interdisciplinary. It is recommended that senior and middle

level executives from cross-functional areas jointly attend the programme.

"The difference between what we do and what we are capable of doing would suffice to solve most of the world's

problems." - Mahatma Gandhi


28

Marketing

Effective Selling Skills Research Techniques for Effective

Marketing Decisions

Duration : 2 days

Dates : July 5-6, 2012

Programme Directors : Dr. Asif Zameer/ Dr. Anupam Narula



INTRODUCTION

OBJECTIVES

Sales force is the face of the organization at the front end of the

business. It is at the epicenter of the rapidly changing customers,

competitors, products, technologies and markets. This makes the job

of sales personnel more challenging than their counterparts in other

functions in the organization. A core challenge in front of a sales manager

is to enhance the sales force performance under demanding and rapidly

changing environment. This programme is designed for executives to

discuss and analyze the aspects of accelerating the sales force

performance.

� Explore the key issues in developing a go-to-market strategy

� Enhancing personal selling and prospecting skills

� Develop a framework for a sales force diagnosis

� Understand the nuances of structuring the sales force in an organization,

territorial design and quota allocations

� Explore key personnel issues like recruitment, selection and training ofsales forces

CONTENTS

� Market coverage

� Personal Selling Skills

� Prospecting for clients in International Business

� Structuring the Sales force

� Personnel issues in Sales force

� Motivating and leading the Sales force

� Technology and Sales force

� Building a potent Sales force culture

METHODOLOGY

Discussions, case studies, role plays and exercises are the key sources ofinteraction and learning. The programme is designed on the participant centriclearning approach.

� Develop better understanding on the motivational tools like compensation,

and performance management

� Understand how technology enhances sales force performance

� Assess the sales force culture

WHO SHOULD ATTEND

The programme is targeted at the sales executives and sales managers ofvarious industries who are actively involved in the sales function or planning ofthe sales function.

Duration : 2 days


Programme Director : Dr. Asif Zameer



INTRODUCTION

OBJECTIVES

Economic reforms and globalization of the Indian economy have brought

distinct changes in Indian markets. Markets have become competitive and

diverse. As consumers have more choices, they also have become choosier.

Consequently marketing decisions have become more complex.

On the other hand, more information is now available on Indian markets,

product offerings, and consumer preferences and choices so that marketing

decisions could be taken in the light of current market reality and future

trends.

Statistical tools for data analysis like regression analysis, factor analysis,

discriminant analysis, conjoint analysis, multidimensional scaling, data

mining approaches are becoming increasingly relevant for understanding

customers, segmenting them, and devising strategies to attract and retain

them.

The programme has been designed to help participants acquire skills in

using statistical tools in some of the key marketing decisions.

CONTENTS

� M a r k e t i n g D e c i s i o n s : C h o i c e o f M a r k e t s , M a r k e t

Segmentat ion, Product Posi t ion ing, Product /Of fer Design,

and Test Market ing

� Tools for Analyses: Forecasting Models, Multiple Regression,

Discriminant Analysis and Logistic Regression, Factor Analysis,

Cluster Analysis, Multi-dimensional Scaling, Conjoint Analysis,

Models for Pre-test marketing, Classification

METHODOLOGY

WHO SHOULD ATTEND

The programme methodology would be using case studies which will be

solved using softwares like SPSS. Also, in class discussion and hands

on practice sessions will provide an opportunity for participants to apply

newly learned tools and techniques which would help in gaining knowledge

and confidence.

Research and Consultancy firms, MIS departments of all types of organizations,

marketing faculty interested in Research etc.


"Education is the best friend. An educated person is respected everywhere. Education beats the beauty and the youth." - Chanakya

29

Marketing

Reinventing Marketing for Marketing

Managers: New Age Strategies

Integrated Marketing Communications &

Brand Management

Duration : 5 days


Programme Directors : Dr. Jitendra K. Das/Prof. Freda J. Swaminathan



OBJECTIVES

In an increasingly complex market place, marketing professionals need

to make quick decisions keeping in mind the latest marketing tools and

thinking. Value addition is the key for any marketing mix. It is critical

to have product that delivers on brand promise and set expectations,

pricing strategies that are value based and to understand the role of the

ever changing channel and distribution. The dynamic world of promotions,

be it the internet, social media or mobile phones - all within the challenges

of a clean environment - must be viewed in the new and ever changing

technological environment

This 5-day programme will provide appropriate concepts, theories, models

and other tools to get new insights and develop effective marketing

strategies for meeting the challenges of the new markets.

� To develop contemporary thinking in marketing strategy so that organizationscan drive markets

� To make marketing strategies more strategic, cross-functional and bottom-

line oriented

� To bring about meaningful change in the practice of marketing.

CONTENTS

� Developing a framework for competitive positioning and competitive

advantage

� Developing a strategy matrix for transforming the organization to

manage change

� Customer and market focus to achieve business results

� The strategic life-cycle and getting innovative thinking into the

organization

� Understanding new age internet based techniques for developing

marketing plans.

� The Challenges of Globalization.

METHODOLOGY

Content will be covered through lectures, cases, interactions andpresentations.

WHO SHOULD ATTEND

Managers and Executives who want to develop marketing strategies and to

manage customer relationships for business development, retention, penetration

and expansion will find this program very useful.

Duration : 2 days


Programme Director : Prof. Freda J. Swaminathan



INTRODUCTION

OBJECTIVES

Managing an integrated marketing communications strategy is the key to

Brand Management. This programme combines the two fascinating

worlds of Communications with Brand Management and will showcase

the new trends of the various branding and communication disciplines.

Specially developed for marketing communications professionals across

all industries, this 2-day programme will enable you to effectively harness

the various forms of communications in amplifying your brand message.

The programme will give you insights on delivering a synergistic brand

image across traditional and social media platforms.

Contemporary cases of brands that have undertaken an integrated

communications approach with both social and offline media will be

covered.

� To evaluate the drivers of change in integrated marketing

communications

� To build successful brands with the use of integrated marketing

communications

� To develop strategic communications and brand management plans -

from concept creation to managing program budgets

CONTENTS

� Best Practices in Defining and Delivering a consistent Brand

message for enhanced Brand image and experience

� Building Brand equity through IMC

� Implement Partnerships and Sponsorships with IMC

� Corporate Image and Reputation

� Social media

� Holistic Monitoring and Measurement

METHODOLOGY

WHO SHOULD ATTEND

Content will be covered through lectures, cases, interactions and

presentations.

Managers and Executives who manage brands and develop advertising,

promotions and other forms of communications.

INTRODUCTION

"The season of failure is the best time for sowing the seeds of success." - Paramahansa Yogananda


30

Marketing

Effective Customer and Client Management

TechniquesUnderstanding CRM for Developing Winning

Strategies

Duration : 2 days





INTRODUCTION

OBJECTIVES

Customer and Client Management is critical to the success of your total

sales efforts. It helps you to identify strategic accounts, gain entry, broaden

account penetration, maintain and protect accounts in competitive market

conditions and demanding expectations.

Winning and keeping "the right" customers is much more important for the

success of a business than maintaining a large number of clients.

Experienced consultants regularly f ind that their most attractive

opportunities come not from new prospects but from satisfied past clients

willing to reengage in new projects or make referrals to others needing

help.

This practical workshop is designed to arm you with the knowledge,

strategies and techniques of key client and account management which

not only sustains your corporate competitiveness but also helps you develop

your business.

Use effective customer analysis in order to uncover new opportunities andgenerate additional business for their practice:

CONTENTS

Strategy Strategic Importance of Effective Client Management. Why

market needs clients engage aligning to

Strategic Business calls and visits

Personal Branding

Creating an environment of mutual support, respect and 'win-win'

Initial rapport, expectations and salience

Relationship Building a relationship with your customer

Management Interpersonal Relationships & Trust

Social Networking

The skills of escalation and de-escalation

Customer Loyalty

Administrative Written communications for better client management Skills

Time Management

Non verbal communications

Monitoring the relationship

METHODOLOGY

Content will be covered through lectures, role play, cases, and interactions.

WHO SHOULD ATTEND

Managers and Executives who want to strategize and to manage clientrelationships for business development, retention, penetration andexpansion.

Duration : 2 days


Programme Director : Dr. Jitendra K. Das



INTRODUCTION

With the liberalization of the global economy markets have become ferociously

competitive. Companies now must work harder than ever before to gain and

keep customers, and at a competitive cost. The swelling investments in

various business process enhancement systems, leading to optimized

production methods and cost efficiencies would be available to all-sooner or

later-and thus, any such advantage would have a short life. For a sustainable

advantage and a firmer grip on the market, it is being understood that the

company must shift to a relationship model of business where competitive

advantage is measured by a company's ability to retain its customers. The

emerging technologies make it a faceless-to-faceless selling which also

means that most companies will know less and less about their customers

than they used to, unless they put their systems in place to better understand

their customers. The key lies in understanding the customer better than

competition. Companies that are able to holistically embrace the new

customer-centric approach and have placed customers at the core of their

business strategy are the ones that will survive in this competitive business

world.

OBJECTIVES

This program aims to broaden the grasp of participants about tools and techniquesto better understand their customers and develop strategies to acquire and keepcustomers loyal.

CONTENTS

� Understanding marketing from the customer's point of view

� Developing insights on customers

� Customer Relationship Management for B2B and B2C

� Modeling business relationships

� Customer Life Time Value and its implications

� Relating customer satisfaction to loyalty

� Case Studies for strategic insights

METHODOLOGY

WHO SHOULD ATTEND


presentations.

All business professionals with a concern for their customers and willing to

sharpen skills to develop customer centric business strategies would benefit

most from this program.


"Great work requires great and persistent effort for a long time..... Character has to be established through a

thousand stumbles." - Swami Vivekananda

31

Marketing

Sales and Distribution Management Personal Branding Inside Out

� To understand the dimensions of Personal Branding and develop one's

own Personal Brand

� To develop skills to influence others and make a noticeable positive change

in your life

� Develop confidence in communication and interpersonal skills

� Build a personal brand through contemporary media like the internet and

mobile phones

Duration : 3 days


Programme Director : Dr. Asif Zameer



INTRODUCTION

OBJECTIVES

Most producers do not sell their goods directly to final users. The marketingchannels, which act, as a strong interface, can be the reason behindcompetitive advantage thus facilitating industry leadership; by contraabsence of a good distribution network can also be a major fiasco intoday's cutthroat competitive world. Marketing channel decisions are themost critical ones facing the management today, the complexity of whichis compounded by the fact that they take time to build, usually years; theyare not owned by the company in most cases and hence designing thechannel strategy within the whole marketing effort becomes crucial towardsachieving organizational goals.

The program has been designed keeping in mind the following objectives� Understanding the elements constituting sales, distribution and Logistics management� Appreciating the dependence and inter-relationship amongst these elements� Understanding how sales and distribution fits into the big picture of marketing

and how these aspects can be combined to achieve organizational goals� To analyze decision alternatives and planning and implementation of Sales

and marketing programs� To analyze selection, motivation of channel members and managing conflict

CONTENTS

� Marketing Issues and Challenges in emerging Market Scenario� Place of Distribution Strategy in Marketing-mix� Role of Channel Members in Value Chain Perspective� Designing the Channel Structure� Distribution Strategy in IT environment� Logistics Management� Managing Finished Products Inventory Under Demand Uncertainty� Motivating and Building Partnering Channel Relationships� Evaluating Channel Member Performance� Personal Selling and Creativity� Role of First Line Sales Managers� Critical Study of Sales and Distribution Management in India

METHODOLOGY

A combination of multiple, conventional as well as non-conventional teachingmethodologies will be used to effectively enhance the learning experience. Thiswill include the following:� Real life case studies � Lectures � Role plays� Critical evaluation of established success stories in sales and distribution

Duration : 2 days





INTRODUCTION

OBJECTIVES

How does one build one's own personal brand that is unique and distinctive?

This program combines the principles of Brand Management, Communications

and Human Resource skills so that delegates can discover their own personal

brand that will be their key to success.

Everybody develops a Personal Brand. However is this a desirable brand

keeping in mind overall personal objectives? Personal branding is essentially the

way you markets yourself to the world. Branding happens from your interactions,

the way you present yourself, how you dress or eat, your e-mails and overall,

how you add value to your personal image.

The workshop will make you introspect about how you are 'positioned' in your

personal and official space, and what you can do to build a personal branding

strategy that gives you the results you desire.

CONTENTS

� The ability to assess at the perceptual level your own brand vis a vis yourdesired brand

� Understanding the basics of branding, communications and interpersonalskills

� Managing relationships and building positive energies

� Personal branding Plan

� Digital media and social networking

METHODOLOGY

WHO SHOULD ATTEND

Case s tud ies , ro le p lays , exerc ises and lec tures w i l l be the

pedagogy

Senior managers, self employed entrepreneurs and practitioners from different

professions.

WHO SHOULD ATTEND

This course has been designed keeping in mind the needs of the followingcategory of professionals:� Front line sales managers� Area sales managers� Branch sales managers� Regional sales managers� Entrepreneurs, who need to have an in-depth understanding of sales and distribution

"Your work is to discover your work and then with all your heart to give yourself to it." - Gautama Buddha


32

Marketing

Consumer Behavior Based Business

Strategies : Tools & TechniquesEffective Service Management: People,

Operations and Strategy

Duration : 2 days


Programme Directors : Dr. Asif Zameer/Dr. Anupam Narula



OBJECTIVES

CONTENTS

The two- day program will focus on processes for development of customer

centric and market focused business strategies and shifts the strategy

development process from "inside-out" to "outside-in". The scope has been

decided to include the basic understanding of consumer behavior in designing

of Customer-centric business strategies and to influence the consumer

behavior in order to uncover new opportunities and generate additional

business.

� Changing society and its understanding in business strategy

development

� Role of consumer/customer decision process insight and understanding

internal and external influences in business strategy development

� Quantitative and qualitative tools for understanding consumer behavior

and creating effective business strategy

� Understanding customer psychology and creating value in the eyes

of customers

� Changing context of business and its impact on buying behavior

� Integrating people, process and technology to leverage the insights

for developing business strategy

� Discuss the applicability of the above in diverse business contexts

market with Case Studies

METHODOLOGY

Content will be covered through mix of lectures, interactions, mini-cases and

video presentations.

Duration : 2 days


Programme Directors : Dr. Anupam Narula/ Prof. Mohita G. Sharma



INTRODUCTION

OBJECTIVES

The service sector contributes significantly to Indian economy. While the

service industries are growing fast, the manufacturers are using services to

differentiate their competitive offerings and create value for customers. This

increases the need for more and well-equipped service marketing managers to

address the issues related to management of services. As a result, the

demand for services marketing and management is increasing manifold in

coming years.

Anticipating the need for understanding the service economy, evolving service

expectations of customers, and finally securing a competitive edge over others,

the proposed management development program focuses on the people,

operations and winning strategies in service management.

The two- day program will focus on developing a clear understanding of serviceconcepts and acquiring skills in application of the service principles in differentcontexts and expose the participants to the operational aspect of thought. Thescope has been decided to include the basic understanding of services, ConsumerBehavior in services, Service Operations, strategy and its implementation.

CONTENTS

� Service Economies: Growth, factors and emerging trends

� Service Buying Behavior: Building relationships, involvement andservice encounter

� Designing the Service Product

� Service system Design: Service Blue printing, Yield Management

� Service marketing mix and handling customer dissonance

� Capac i ty Management , Serv ice Recovery , Per fo rmanceManagement

� Case Studies for strategic insights

METHODOLOGY

WHO SHOULD ATTEND


presentations.

All business professionals presently working in a service industry or wish

to enter into services. Consultants and Executives from any discipline.

Entrepreneurs desirous of setting up a service enterprise to achieve

business goals. Faculty members interested to understand service

experiences.

WHO SHOULD ATTEND

The programme is designed for heads of business units and middle

level executives in the Marketing or Sales department. Further, the

programme is relevant for entrepreneurs and individuals involved in

new start-ups in any type of market, be it services, FMCG, durable

consumer goods or industrial products. Faculty members interested to

understand strategic consumer based insights would greatly benefit

from this programme.


"God respects me when I work, but He loves me when I sing." - Rabindranath Tagore

Operations

34

Effective Spares Management-Winning in

the after MarketEffective Purchasing Skills

Duration : 2 days


Programme Director : Dr. Mohita G. Sharma



INTRODUCTION

OBJECTIVES

In most capital intensive industries, automotive, consumer electronics, home

appliances- the aftermarket is huge. Managing the aftermarket is much more

difficult than the regular manufacture of products because of the uncertainties

involved. It is said "Matching rivals in product performance and price only gets

you in the game. The Aftermarket prowess wins you the game."

With this backdrop, we at FORE have specially designed this two-day

programme to highlight the changed role of the aftermarket service function in

the modern operations and the immense potential. Aftermarket today is s not

just a support activity but forms the basis of competitive advantage.

� To understand the changing role of after sales function

� To learn the contemporary tools to tackle the aftermarket challenges

� To appreciate that aftermarket is a tool for competitive advantage

� To be able to measure the efficacy of this function.

CONTENTS

Aftermarket - Why?

� Understanding Spares Management

� Understanding the Service

� Understanding Service Contracts

� Efficacy of Contracts

� Strategy

METHODOLOGY

Training will be delivered through the use of interactive methods. These will

include:

� Case studies

� Interactive exercises

� Experience sharing

� Conceptual presentations

WHO SHOULD ATTEND

Decision makers, Senior and Middle level managers from cross-functional

areas would benefit from this programme.

Duration : 2 days


Programme Director : Dr. Mohita G. Sharma



INTRODUCTION

OBJECTIVES

Effective purchasing is important for any enterprise - manufacturing or service,

public or private. Over the last few decades, the nature of this function has

radically changed from just buying cheap to procuring right. From being just a

support function it has matured into a profit centre that plays a strategic role in

achievement of organizational objectives.

With this backdrop, we at FORE have specially designed this two-day programme

to highlight the changed role of the procurement function in the modern operations

and the immense potential Right Purchasing offers to the enterprise in improving

its operational performance. Purchasing today is not just a support activity but

binds together all the organs of the enterprise namely manufacturing, operations,

services, finance, stores besides the suppliers and customers.

To understand the changing role of purchase function

� To learn the contemporary tools related to the procurement function

� To appreciate that purchasing today is a strategic management tool

� To be able to measure the effectiveness of the existing purchase function.

CONTENTS

Purchasing - A Profession in transition

� Purchasing Organization

� Source identification, development and evaluation

� Reverse auction and e-purchasing

� International procurement

� Contract management

� Purchasing - A Profit Centre

METHODOLOGY

WHO SHOULD ATTEND

Training will be delivered through the use of interactive methods. These

will include:

� Case studies




Decision makers, Senior and Middle level managers from cross-functional areas

would benefit from this programme.


"We can do no great things, only small things with great love." - Mother Teresa

Operations

35

Effective Supply Chain Management Decision Making Techniques for Managers

Duration : 3 days


Programme Directors : Dr. Upendra Kachru/Dr. Mohita G. Sharma/

Dr. Neeta Gupta



INTRODUCTION

OBJECTIVES

Globalization has eroded the bottom lines of companies used to operating

in protected economies and brought into focus the importance of effective

supply chains to ensure survival, continued profitability and growth.

Tomorrow's business will not compete only on individual effectiveness

but the battle would be between the rival supply chains.

With this backdrop, we at FORE have specially designed this three-

days programme to help the decision makers understand the strategic

importance of supply chain and appreciate the immense potential offered

by it to boost organizational profitability. Supply chain here has been

projected as a binding force between all other management functions

namely manufacturing, marketing, finance, information systems and

HRD.

The programme has been designed to:

� explain the nature and meaning of supply chain

CONTENTS

� Supply Chain Management - its meaning and role

� Measuring the Supply Chain Costs

� Knowing the Right Supply Chain for your product

� Integrating the Lean and Agile paradigms in a Supply Chain

� Green and Transparent Supply Chains

� Reverse Logistics in a Supply Chain

� Global Business and Supply Chain Management - Role of

Outsourcing

� Managing Financial Supply Chain

� Role of Information Technology in Supply Chain Management

METHODOLOGY

� Case studies




WHO SHOULD ATTEND

Decision makers, Senior and Middle level managers from cross-functional areaswould benefit from this programme.

� uncover the profit enhancing potential of supply chain

� project supply chain management as a strategic management tool

� train the participants in techniques of measuring the effectiveness of theirexisting supply chain

Duration : 2 days

Dates : January 31-February 1, 2013

Programme Director : Dr. Hitesh Arora



INTRODUCTION

OBJECTIVES

Managers face decision making situations where the focus is to find the

best way to achieve the objectives of the firm, subject to the restrictions

placed on them by the operating environment. The objective of the firm

may be to maximize returns or to minimize cost while the restrictions

may take the form of limited resources, such as money, labor, time,

materials, efforts, etc. Moreover, the dynamic operating environment

makes decision-making a complex task. In the past, managers used

their experience, intuition and guess work to obtain solutions. But,

common sense and intuition are insufficient in complex problems. This is

where decision making techniques become useful. They can help solve

decision making problems confronted by managers by reaching optimum

decisions.

� The purpose of the MDP is to expose you to a variety of business

problems that can be solved successfully using Decision Making

Techniques and to give you an experience in modeling these problems

in the Excel spreadsheet package for solutions

CONTENTS

� Decision making techniques consisting of Linear Programming,

Assignment Model, Transportation Model, Project Management,

Multi Criteria Decision Making and Simulation

� Using Excel spreadsheet for solving managerial problems easily

without using difficult mathematical algorithms

� Outstanding Case Studies in an attempt to apply theory to real life

situations

METHODOLOGY

Basically, this MDP is designed to demonstrate how mathematical modeling can

be used for making managerial decisions. The primary objective of the MDP is to

equip the participants with the necessary skills needed in formulating and solving

decision making problems.

� The MDP caters to managers in all the functional areas of any modern

business, including operations management, logistics, finance, and marketing.

� This programme is ideal for managers looking for optimal solutions to their

decision making problems.

� Knowledge of basic Mathematics and MS-Excel will be an added advantage.

� The MDP consists of more than just a handful of decision making

techniques; it embodies a philosophy of approaching a decision making

problem in a logical manner. In short, this programme develops an in-

depth knowledge of how to use decision making techniques in the

world of management

"Put your heart, mind and soul into even your smallest acts. This is the secret of success." - Swami Sivananda

WHO SHOULD ATTEND


Operations

36

Total Quality Management

Duration : 2 days


Programme Directors : Dr. Mohita G. Sharma/Dr. Neeta Gupta



INTRODUCTION

OBJECTIVES

Total Quality Management (TQM) is a participative, systematic approach

to planning and implementing a continuous organizational improvement

process. Its approach is focused on satisfying customers' expectations,

identifying problems, building commitment, and promoting open decision-

making among workers. It is a combination of quality and management

tools aimed at increasing business and reducing losses due to wasteful

practices. Although originally applied to manufacturing operations, and for

a number of years only used in that area, TQM is now becoming recognized

as a generic management tool, just as applicable in service and public

sector organizations.

Quality is a key ingredient for business success. The objective of the programme

is to equip the participants with the concepts of TQM and various tools and

techniques that are required for successful implementation of TQM in their

organizations.

CONTENTS

� Dimensions of Quality

� Deming's 14 points for Management

� Statistical Process Control (using appropriate software tools)

� Robust Design and Taguchi Method

� Reliability & FMEA

� Quality Function Deployment

WHO SHOULD ATTEND

This programme is intended for business executives and senior managers

in manufacturing and service sectors who require an in-depth understanding

of quality management concepts and techniques as they have to initiate

the process of achieving superior quality in the long run for their

organizations.


"That one plant should be sown and another be produced cannot happen; whatever seed is sown, a plant of that kind even

comes forth." - Guru Nanak

37

Duration : 2 days


Programme Director : Dr. V.M. Mathur



INTRODUCTION

OBJECTIVES

Over the past decade or so there have been very serious and tremendous

efforts of e-governance initiatives in the country at the National and State

levels. Some these efforts have proved quite successful while majority of

them are still striving towards streamlining efficiencies in the e- governance

program to provide its benefits right up to the grassroot level. Many complications

have emerged but some solutions have also arrived on involving private sector

organizations under PPP model. This 2-day program is specifically designed

to appraise the participants to discuss these issues in detail, take first-hand

knowledge of this emerging field and take full advantage of opportunities

available with our competitive edge.

The programme aims at providing a brief overview of e-governance

initiatives covering areas of its architecture, infrastructure, policy

formulation, processes development and project management.

CONTENTS

Broadband Infrastructure for bandwidth management through state

level SWAN, SDC, CSC etc.

� Project Management and System Development Life Cycle in e-

government project

� Business Process Reengineering for e-government

� IT Infrastructure and Networking in e-government projects

� Cyber Laws and Accountability framework in e-governance

� Public Private Partnership models in e-governance

� Efficient Implementation issues in e-government projects through

NIC, ICT etc

� Mobile and Intelligent governance as emerging fields

� Case studies of successful e-governance projects

METHODOLOGY

WHO SHOULD ATTEND

Programme methodology includes audio-visual presentation of papers

by speakers. The methodology also includes knowledge sharing and

interactive exercises, role-plays and discussions about real life practical

experience of the speaker and the participants.

Middle and Senior level IT and IT related professionals from private corporate

and business houses, public sector, state and central government enterprises,

defense establishments, banks, insurance, telecom sector organizations.

� E-Governance: Introduction

� DIT's National e-Governance Plan (NeGP) its role of developing

Project Management Excellence E-Governance: Concepts and Challenges

Duration : 2 daysDates : September 6-7, 2012Programme Director : Dr. V.M. MathurFees : Rs. 10,000 (Non-Residential)


INTRODUCTION

OBJECTIVES

The buoyant industry growth and laudable performance of major private andcorporate giants has brought upswing in the Indian Economy. Today all prominentbusiness houses, public sector enterprises, state and central Govt. undertakingsand selected FORTUNE-500 companies as part of expansion are making massiveinvestments in India through mid and large value joint- venture projects to createbest of the infrastructural and state-of-the art facilities. India has been identifiedas Hub for technology and back office operations by many large domestic andinternational MNCs for their Software Development and BPO operations.Construction of All India Super-Corridor Highways (Quadrilateral), Delhi Rail-Metro, Up- gradation of International Airports, Several BPO (Call Centers) set-ups, E-Governance IT projects are few examples of our prestigious and largevalue projects. Computer-based Project Management, Cost-Monitoring andCustomized IT Software Development for various PM functional areas are beingimplemented in each one of them. It is a fact that no such projects can efficientlyand effectively be executed without using on-line, real time and latest IT, Telecomand eCRM related tools and technologies for their completion within time, costand resource constraints.This 2-day programme is specifically designed to appraise the participants aboutthese techniques, tools, technologies associated with computer-based ProjectManagement Systems.

To acquaint the participating Project Management professionals at all levelswith latest IT and Telecom related tools and Technologies like Web andSatellite-based Project Management, Applications Software Development,Integrated and On-Line Performance Monitoring & Cost Control Systems,Simulation and Network Applications, Data Security, Risk management andProject Crashing, Resource Optimization and Disaster Recovery applications.

CONTENTS

The programme has been designed after detailed discussions and interaction withvery senior and experienced Project Management, IT and Telecom, ConstructionManagement, Banks and Insurance Management professionals and will covervarious facets of Project Management and IT & Telecom applications as applicablein effective implementation of projects of varied nature. The topics include:� Project Management concepts as applicable to different industry

groups - an overview� Application Software packages for Project Management� On-line Project Performance Monitoring Systems� Project data security, disaster recovery management and audit issues� Knowledge Management tools� Stress Management effectiveness for project professionals through

self management� Data Communications & its Management issues in large remotely

located projects.

METHODOLOGY

Programme methodology includes audio-visual presentation of speaker's papers,knowledge sharing and interactive exercises, role-plays and discussions aboutreal life practical experience of the speaker and the participants.

WHO SHOULD ATTEND

Project and project related professionals in all Corporate & Business Houses,Public sector organizations, State and Central govt. establishments, ServiceSector professionals working in Banks, Insurance, and Telecom, Construction& Infrastructural, Architects & Consultants and Academic Institutions.

"If you first fortify yourself with the true knowledge of the Universal Self, and then live in the midst of wealth and worldliness,

surely they will in no way affect you." - Ramakrishna

Information Technology


38

Emerging Trends in IT

Duration : 2 days


Programme Director : Dr. V.M. Mathur



INTRODUCTION

OBJECTIVES

It has been hardcore fact that India has emerged as the most preferred destinationand outsourcing hub for various IT Software Development Services, ITES(BPO, Call Centre, eCRM, Back Office Operations, R&D), Bio-technology,ERP, Data Warehousing, Knowledge Management and other IT related customercare services.In view of our excellent International Communication connectivity (Bandwidth)facilities most global MNCs in UK, USA, Europe, Australia and other AsiaPacific countries are outsourcing various IT and IT related services to Indianreputed IT & BPO services companies. In order to preserve and build this lead,Indian IT organizations have restructured themselves to take on new emergingopportunities in above areas. There has been a drastic shift from core SoftwareDevelopment services to much faster IT Enabled Services which has becomethe main driver for our IT export growth. Despite slowdown in the world on ITspending, ITES have been growing at an average rate of 46% since 9/11September mishap.This 2-day programme is specifically designed to appraise the participants todiscuss these issues in detail, take firsthand knowledge of these emerging toolsand take full advantage of opportunities available with our competitive edge.There has been a major shift in thinking process of the top management of theorganizations in employing various IT tools to enhance and improve their businessoperations. They treat spending on IT as an investment and expect good returnthrough IT projects and IT infrastructure facilities. IT Heads have beenredesignated as Profit Centre Heads who focus on how IT as a strategy isbeneficial to the organization.

The programme aims at providing in-depth understanding of these

emerging IT tools the details of which are given in the programme content.

CONTENTS

� IT Strategic Management - its implementation and outsourcing� New look at Software Engineering & Development and Integration

tools� How to reduce cost of Software Development projects under stiff

competition� Business Intelligence, Knowledge Management & IT applications in

Bio-technology� IT as Investment and Return ( ROI ) on implementing IT Projects� Remote Area Data Communication for IT applications� IS System Audit, Data Security, Disaster and Recovery Management� ITES (BPO, Content Management, Customer Care and Technology

Support

METHODOLOGY

WHO SHOULD ATTEND

Programme methodology includes audio-visual presentation of speakers.

Knowledge sharing and interactive exercises, role-plays and discussions

about real life practical experience of the speaker and the participants.

Middle and Senior level IT and IT related professionals from private corporateand business houses, public sector, state and central government enterprises,defence establishments, banks, insurance, telecom, BPO, call centers andITES organizations.

Export Marketing & Freight Logistics

Duration : 2 days


Programme Director : Prof. Pradip Chakraborty



INTRODUCTION

Carrying out an export deal successfully hugely requires besides basic marketingskill, a sound appreciation of a variety of issues concerning the internationalhandling and transportation logistics like port matters, correct paperwork, shipmentclassification, shipping service, freight practice, containerization, sources ofloss & damage and a host of matters which are apparently small but that canpotentially ruin an organization in absence of a clear understanding. Managersoften take these issues for granted in their favor which unfortunately is not inconsonance with the reality. It is this gap which the programme is designed to fill.

The programme aims to equip marketers to understand the business world,

comprehend the clash of interests of diverse stake folders, analyze the

opportunities & threats, create the best balance among the alternatives, act to

generate value and profit in a competitive commercial environment.

CONTENTS

A) FOUNDATION:

Global Business Environment, International organizations & issues likeWTO, GATS, Trade Blocs, Currency Impact, Basic ManagerialEconomics, Maximizing Sale/Profits etc.

B) APPLICATION :

(i) Export Marketing:

(a) Buyer search

(b) Merchandising

(c) Customization

(d) Trade fairs

(ii) Trade Logistics:

(a) Structure of Shipping, Liner and Charter services, Conference systems,Unitization (Containerization), ICD, CFS, Port Operations

(b) Air Cargo, Prospects & Problems

(c) Rail, road and Multi-model transport (in detail)

(d) Freight Forwarding Procedure

(e) Payment System: L/C and other methods

(f) Documentation: Preparation of documents with regard to contract,payment, freight, customs etc.

OBJECTIVE

METHODOLOGY

WHO SHOULD ATTEND

Our approach would be to help the participants gain insights by providinghands-on real-life assistance through lectures/cases/practical sessions.

This programme is meant for aspiring, mature people with energy and effortwilling to launch themselves into exporting, importing, freight forwarding,commercial logistics, agency operation and all other services to trade either asan executive or an entrepreneur.

Information Technology & International Business Management


"The fragrance of flowers spreads only in the direction of the wind. But the goodness of a person spreads in all

directions." - Chanakya

39

Duration : 2 days


Programme Director : Prof. Pradip Chakraborty



INTRODUCTION

Carrying out an export deal successfully hugely requires a sound appreciation of

a variety of issues concerning the international handling and transportation logistics

like port matters, correct paperwork, shipment classification, shipping service,

freight practices, containerization, contamination, sources of loss & damage and

a host of matters apparently-small but can potentially ruin an organization in

absence of clear understanding. Managers often tend to take these issues for

granted in their favor which unfortunately is not the reality. It is this gap which

the programme is designed to fill.

Participants will learn to appreciate the importance of shipping logistics in

international trade, and how a sensible planning mix of the options can leverage

a decisive competitive edge.

CONTENTS

METHODOLOGY

WHO SHOULD ATTEND

Our approach would be to help the participants gain insights by

providing hands-on real-life assistance through lectures/cases/practical

sessions.

Senior executives like GMs, exporters, importers, entrepreneurs, officials from

shipping related services, aspiring traders, ICD, CFS, Economic Zones, people

connected with international trade.

� Role of shipping in international trade

� Modes and suitability of transports

� Liner & charter services, conference systems

� Statutory requirements

� Port operations (sea, air, dry)

� Warehousing needs

� Containerization

� Multi-modal transports

� ICD & CFS

� Movement between land-locked countries

� Insurance aspects

� Case studies

OBJECTIVE

Shipping Logistics for International Traders

"I have become my own version of an optimist. If I can't make it through one door, I'll go through another door-or I'll make a

door. Something terrific will come no matter how dark the present." - Rabindranath Tagore

CSR Practices in Indian Companies

Duration : 2 days

Dates : July 16-17, 2012

Programme Director : Prof. Shallini Taneja



INTRODUCTION

Corporate Social Responsibility (CSR) measures for both public and private

sector corporations in India have gathered a certain momentum due to

economic reforms and globalization pressures. CSR as a strategy is being

increasingly advocated for risk management and achieving competitive

advantage in mega corporations. While the public sector has formalized

CSR practices in the more recent times, barring a few large leading industry

houses the private corporate sector has yet to formalize CSR policies and

practices. Further, in both the private and public sector corporations, there

are vast knowledge gaps as well as expertise gaps for formulating and

implementing CSR policies.

� To elucidate and review the understanding of concepts and theories

of CSR among executives

� To deve lop approaches , too ls and techn iques fo r CSR

implementation

� To evaluate the stakeholder engagement practices of Indian industry

� To develop insights into appropriate disclosure and reporting systemsfor CSR and Sustainability

WHO SHOULD ATTEND

OBJECTIVE

CONTENTS

� CSR concepts, drivers and motivators

� CSR agenda formulation process and content

� CSR implementation process and issues

� Evaluation of CSR measures

� Disclosures and reporting issues

� Corporate governance, CSR, and business ethics

METHODOLOGY



Managers and executives from public, private and MNCs. Also other agencies

like government departments, Chambers of Commerce, NGOs, and organizations

associated with social sector projects are welcome to participate.

International Business Management & General Management


Faculty at FORE

41

Dr. Hitesh Arora, Associate Professor (Quantitative

Techniques/Operations Management): is a graduate

in Mathematics and a post graduate in Operational Research

from University of Delhi, he has published a number of

research papers on Mathematical Programming in national

and international journals of repute. He earned his

Doctorate in Mathematical Programming from University of Delhi. He

has also qualified CSIR & UGC-NET with JRF. His experience includes

teaching in University of Delhi. He has also worked as an Actuarial

Consultant with a UK based MNC. As an actuarial consultant, his work

involved Data Modeling and Reserving for Personal and Commercial

Lines of different UK-based insurance companies. In total, he has around

twelve years of teaching, research and industry experience. He can be

reached at <[email protected]>.

Dr. Prachi Bhatt, Assistant Professor (OB & HR): is

Ph.D and Masters in Human Resource Management (Gold

Medalist). Her Ph.D research deals with the Understanding

of HRD paradigm shift in High Performing Organizations.

She is Certified in Negotiation Research and Teaching from

one of the world's best B-Schools - Kellogg School of

Management, Northwestern University, Evanston, IL, USA. She is an

active participant in conferences & seminars and has papers to her

credit published in National and International refereed journals. Her

research experience and corporate association cover projects with Zydus

Cadila Healthcare Ltd, Ahmedabad, Gujarat Co-operative Milk Marketing

Federation Ltd, Anand, and Indraprastha Apollo Hospitals, New Delhi.

She has conducted MDPs for corporate executives in public and private

sector organizations like Idea Cellular Ltd, ONGC Videsh Ltd, Biltech

Building Elements Ltd, De La Rue Cash Processing Solutions India Pvt

Ltd, Apollo Tyres Ltd and Uttrakhand Power Corporation Ltd. She can

be reached at: <[email protected]>.

Dr. Sanghamitra Buddhapriya, Professor & Area

Chairperson (OB & HR): is a PhD from Faculty of

Management Studies, University of Delhi. She received the

prestigious Shastri Indo-Canadian Fellowship and did her

postdoctoral research from McMaster University, Canada.

She has authored two books and published many research

articles in referred journals. Her training interests include areas like

coaching & mentoring, work life balance, gender issues at work, stress

management, emotional intelligence, leadership, interpersonal

relationship, etc. and she conducts training programmes on these areas.

She can be reached at <[email protected]>.

Prof. Pradip Chakrabarty, Professor: brings with him

decades of experience in industry, trade & academics, in

public & private sectors, in India & abroad. He was Professor,

Indian Institute of Foreign Trade (IIFT), New Delhi, and

Manipal Instt. of Mgt., Karnataka. He is also a Visiting

Professor to University of Science & Technology Beijing, China, Al

Ghurair University, Dubai, Institute of Finance Mgt., Dar-es-salam,

Tanzania, and BITS, Pilani. For a long time he served State Trading

Corpn. of India Ltd. from Management Trainee to Chief Marketing

Manager in Delhi, Mumbai, Kolkata and as Regional Manager in their

London office. Widely travelled in Europe, Australia, Asia, Africa, he also

Profile of Programme Directors

served as General Manager/ Chief Manager in Escorts, Modipon, and

Khaitan group in the Pvt. Sector before moving to academics. His

expertise lies in International Business Operations, Trade Logistics,

Export Marketing, Commodity Trading, Doing Business in China,

International Marketing, and Supply Chain Management. He can be

reached at <[email protected]>.

Dr. Jitendra K. Das, Director, FORE School of

Management: has been a Professor of Marketing and

the founder Dean (Noida Campus) of the IIM Lucknow.

With a B.Tech. and M.Tech. both from the IIT, Delhi, and

a doctorate from the University of Toronto, he has to his

credit many national and international publications. He

has a wide-ranging experience in industry in the development of

customer interface and sales systems at WIPRO. He has been a

consultant to the World Bank, IDRC (Canada), GWB (for GTZ

Germany), etc. and member of a few policy committees of the

Government of India. In academics he has been associated with

teaching at IIM Ahmedabad, Kozhikode and Lucknow. He has

organized National Conferences and Management Development

Programs, and has addressed distinguished gatherings at national

and international forums. He has taught Marketing Management,

Advanced Marketing Research, Strategic Internet Marketing and

Customer Relationship Management courses at various IIMs. Through

research initiatives he actively contributes to the body of knowledge in

these fields. He can be reached at <[email protected]>.

Prof. Vinay Dutta, Professor, Area Chairperson

(Finance): Prof. Dutta is a banker turned academician.

He has over two decades of experience in Banking,

Corporate Sector, Teaching and Training. He is the

recipient of Dewang Mehta Business School Award for

Best Teacher in Financial Management. He has been associated with

over 240 MDPs conducted for executives of various reputed institutions.

He contributes articles to business magazines and has interest in

consulting and research. Prior to joining FORE, he worked with Bank

of India, Corporation Bank, IndusInd Bank, International Travel House

(An ITC Group Company) and National Institute of Banking and

Corporate Studies. His areas of interest are Enterprise Risk

Management, Management of Commercial Banks and Financial

Services, Personal Wealth Management and Export Finance. He can


Prof. Neeta Gupta, Adjunct Faculty at FORE School of

Management, is BE, University of Roorkee (IIT Roorkee),

and MBA. She has over 22 years work experience working

as faculty at IMT (Ghaziabad), IMS (Ghaziabad), Faculty of

Management Studies (New Delhi), Gujarat University

(Ahmedabad), IILM (New Delhi), ICFAI (New Delhi) and Al Ghurair

University (Dubai). She has undertaken a number of assignments in

the field of professional education. She has been teaching Business

Statistics, Operations Management and IT courses at post graduate

level and has been part of MDPs in Supply Chain and Purchase

Management. Her area of specialization is Quantitative Techniques and

Operations, Supply Chain Management. She can be reached at

<[email protected]>.

"Let us sacrifice our today so that our children can have a better tomorrow" - Abdul Kalam

42

Prof. Vandana Gupta, Adjunct Faculty at FORE Schoolof Management: has more than two decades of experiencewith leading corporates as Infosys, ICRA and Religare. Hasbeen a Visiting Faculty at MDI (Gurgaon), IMT (Ghaziabad) andIBS (ICFAI Business School). Has conducted training sessionsin Finance for corporates. Has recently published a paper on the

Global Meltdown (2008) with an International Journal. Her areas of interestinclude Corporate Restructuring, Corporate Valuations for Mergers &Acquisitions. She can be reached at: <[email protected]>.

Dr. Neetu Jain, Asst. Professor (OB /HRM): is MSc(Chem), MBA (HR) and has a doctoral degree fromUniversity of Banasthali. She holds Diploma in Training &Development from ISTD and has qualified UGC-NET.Recipient of 'AIMS International Outstanding Young

Management Researcher Award' and 'Rashtriya Gaurav Award' 2009,she has thirteen years of teaching experience in reputed managementinstitutes. She has also been an invited speaker in several forums ofsocial concerns and conducted several MDP's on Stress Management,Anger Management, Cognitive Reorientation, Meditation Sessions, &Mind Stilling Exercises. She teaches courses in organizational behaviorand human resource management at FORE School of Management.Having a consistently good academic record, she has presented severalpapers in national and international conferences & contributed researchpapers to well known journals and periodicals. Her research workpublished in the form of a book titled "New Spiritual Foundations ofManagement" was released by Dr. Bengt Gustavsson, StockholmUniversity, Sweden in an International conference organized by IndusBusiness Academy, Greater Noida, in 2008. Her academic areas ofinterest include Training and Development, Stress Management, SelfManagement and Indian Management Systems & Practices. Dr. NeetuJain can be reached at: <[email protected]>.

Dr. Himanshu Joshi, Assistant Professor: has beeninto teaching, training and research for more than 11 years.He has published several research papers in nationalresearch journals and presented research papers in reputednational and international conferences. He has conductedexecutive development programs for organizations like

Bharti Televentures, AstraZeneca and Directorate of Resettlement,Indian Army. He was also instrumental in conducting one internationaltraining program for women Entrepreneurs from Pakistan in the area ofMicro finance and Micro enterprise Management. His areas of interestinclude Fixed Income Securities, FOREX Risk Management andInvestment Analysis. He can be reached at: <[email protected]>.

Prof. Upendra Kachru, Professor (QuantitativeTechniques and Operations): has 38 years of workexperience in industry and academics. In industry he hashad multi-disciplinary exposure to the top Private & PublicSector Enterprises in the country and rose to the top. He

was the first CEO of Maruti Udyog Ltd. And was also Managing Directorof HP Pelzer (India) Ltd. He is also working in the field of sustainabledevelopment. As a scientist, he has attracted over Rs. 60 lakhs in grantsfor research work in energy and environment related areas. He washonored as the Environmental Fellow of "The Asia Foundation", USA in1994-95. He also was Member, Environmental Appraisal Committee,Ministry of Environment & Forests for new construction projects. He ison a short list of experts on Solar Passive Architecture, issued by theMinistry of Non-conventional Energy and Renewable Sources and hasa number of patents to his credit in building design. He is the Chairperson

of TAMS, a NGO working on sustainable development. In academics,he was Senior Research fellow at the TVB School for Habitat Studies,and Professor, at IILM Institute for Higher Education. He can be reachedat: <[email protected]>.

Prof. Sumeet Kaur, Assistant Professor (QuantitativeTechniques and Operations): has an academicexperience of more than 5 years in teaching and research.Prior to joining FORE, worked as an Assistant Professorwith Institute of Management, Nirma University, Ahmedabad

for approximately two years. Prior to that worked as Lecturer at ShriChimanbhai Patel Institute of Management and Research, Ahmedabadfor three years. She can be reached at: <[email protected]>.

Prof. Neeraj Kumar, Associate Professor (OB & HR):

is graduate in Physics from Delhi University, PG Diploma in

LSW from Calcutta University and PGDM (HRM & Finance)

from FORE School of Management, Professor Neeraj

Kumar has 28 years of Industry experience with 23 years in

Steel Authority of India Ltd in the HRM function and 4 years as a freelance

Consultant. His experience in industry includes all major functions of HR

like Industrial & Employee Relations, Performance Management, Strategic

HRM and Organization Development. He has handled large scale

systemic changes that have given him great insight into human behavior,

management of change and handling of resistance to change. A 'trained

trainer', Professor Neeraj Kumar has used his long experience in industry

to design and deliver management development programmes in leading

private and public enterprises like Xansa, SAIL, Bharti Airtel, BALCO,

HINDALCO, METSO Minerals, Punj Lloyd, Daewoo Motors, NTPC,

Motherson Sumi Systems, Capgemini, PGCIL, GAIL India, Engineers

India, Wockhardt, Maruti Udyog, Siemens, Perot Systems etc. He has

logged in more than 2000 hours training Managers from industry on

programmes relating to Leading, Teaming, Communicating and other

Soft Skills (like Inter and Intrapersonal Effectiveness, Handling Conflicts,

Managing Emotions, Negotiating, Adapting to Change) etc. He can be

reached at: <[email protected]>.

Dr. Anita Tripathy Lal, Associate Professor (OB&HR):

Dr. Lal is an Associate Professor at FORE School of

Management, New Delhi. Her expertise lies in the areas of

Business Communication, Leadership & Entrepreneurship.

She is a PhD from IIT Kanpur and has about 15 years of

work experience in the areas of teaching, training and research. She

also has the experience of teaching for three years as visiting faculty at

IIT Delhi and IIT Kanpur. She has conducted number of MDP's in the

areas of interpersonal relationship, communication, assertiveness,

positive attitude, leadership & entrepreneurship. She has national and

international research papers in the areas of Business Communication

and Entrepreneurship. She has keen interest in personality development

and research related activities. Recently she has received certification

on 'Mentor Development Program for Entrepreneurs' jointly from London

School of Business and National Entrepreneurship Network. Dr. Lal is

able to create an ideal blend of Leadership, Entrepreneurship and

Communication in her training programs, few of the most potential skills

critical to creating success stories for Organizations in today's

uncertain times. She can be reached at <[email protected]>.

Dr. V.M. Mathur, Professor (IT): has over 30-years

experience, which include 25 years practical experience in

Software development and IT applications in reputed Project

"Teachers open the door but you must enter by yourself." - Chinese Proverb

43

Management based organizations namely Engineering Projects India

Ltd., JP Industries and Aditya Birla Group's ECE Industries Ltd. Besides

fulltime faculty at FORE School, Mr. Mathur had been visiting faculty in

IT and Project Management area in few reputed Management Institutes.

Being very senior IT professional from Industry, Mr. Mathur had been IT

and Profit Centre Head for nearly 12-years in above group co's and has

good exposure of Application Software Development in areas like

Simulation, ERP, On-line Integrated MIS and Performance Monitoring

System, ITES, and India's E-Governance projects. Mr. Mathur also

carries on-site experience in IT and Project Management area while

worked in Kuwait, Iraq, Singapore and Australia. He can be reached at:


Dr. Anupam Narula, Associate Professor (Marketing):

has over 14 Years of experience in research, teaching

and industry. He successfully held various administrative

& academic responsibilities as Director, Dean, Officiating

HOD, Founder and Coordinator for many new

Management Education programs. He had undertaken various

institutional building activities with premier and upcoming B-Schools in

NCR. His current research areas of interest include Consumer Buying

Behavior, Service Marketing, Strategic Brand Management,

International Marketing, Textile Marketing and Educational Marketing.

He can be reached at <[email protected]>.

Dr. Reeta Raina, Associate Professor (OB & HR):

has over twenty four years of both teaching and training

experience. Her last assignment was with MDI, Gurgaon.

She has presented research papers in various International

and National conferences and has published in

International and National journals. She has a research book to her

credit titled "The Constitutive Role of Communication in Building

Effective Organizations" which was published by an International

publishing company. She has designed and held training for over 300

top, middle and management trainees. Her training and research

interests include: Intra & Interpersonal Communication, Inter-cultural

Communication, Organizational Communication etc. She has been a

visit ing faculty at IIFT, New Delhi. She can be reached at

<[email protected] >.

Prof. Shalini Kalra Sahi, Assistant Professor

(Finance): has around five years of teaching experience

and has taught at Department of Business Economics,

University of Delhi and ICFAI Business School, Gurgaon.

She has also taken classes for executive level course

conducted by IIT, Mumbai. She holds an MBE and M.Phil (Business

Economics)-both from University of Delhi and is a Fellow (FPM -

Doctoral Program) of MDI Gurgaon. She also has a NET Certification

from the University Grants Commission (UGC), New Delhi. Her areas

of specialization include Behavioral Finance, Investment Management,

Financial Accounting and Corporate Finance. She can be reached at:


Prof. Mohita Gangwar Sharma, Associate Professor

(Quantitative Techniques/Operations Management):

has around 15 years of experience in industry in BHEL

and Air India. She has had a brilliant academic record.

"The weak can never forgive. Forgiveness is the attribute of the strong." - Mahatma Gandhi

Her areas of interest are Supply Chain Management, Materials

Management, Procurement, Operations Strategy, Service Parts

Management, Service Operations and Quality Management. She can


Dr. Kanhaiya Singh, Professor (Finance): has nearly

three decades industry experience in Banking and

Financial services in the areas of project evaluation,

corporate planning, economic research and security

analysis. He has good number of research publications.

In addition he has 11 years teaching experience in reputed

management institutes. He can be reached at: <[email protected]>.

Prof. Freda J. Swaminathan, Professor (Marketing)

& Chairperson (MDP): Her areas of specialization include

Marketing, Brand Management, Advertising Management,

Integrated Marketing Communications and Consumer

Behavior. She is an MBA from IIM Ahmedabad and MS in

Communications from Illinois State University. She has 18 years ad

agency experience with LINTAS, JW Thompson, Advertising & Sales

Promotion (ASP) in the Client Service function and was Vice President

at ASP with profit center responsibility. She has conducted several

seminars in the Marketing area. She can be reached at:


Prof Shallini Taneja, Assistant Professor: has around

four years of teaching, research and Industry experience.

She has taught at Department of Economics, SDP College

for women, Ludhiana; Rai Business School, New Delhi.

She was also a guest faculty at ICFAI National College,

Ludhiana. She has also taken classes at Mount St. Mary's

University, USA on "Business Ethics and Corporate Social

Responsibility Practices in Indian companies". She has presented

research papers in various national and international conferences.

She has contributed chapters in edited books and published peer

review articles in national and international journals. Her Areas of

interest are Performance Measurement, Corporate Social

Performance, Corporate Social Responsibil i ty, Stakeholders

Management, Business Environment and Managerial Economics. She

can be reached at <[email protected]>.

Dr. Asif Zameer, Associate Professor (Marketing):

is BE (DCE), MBA (Jamia Millia Islamia) and Ph.D (Jamia

Hamdard University). He brings with him more than 16

years of rich industry exposure and 7 years of teaching

experience. He started his career as an Engineer at

BHEL, worked at responsible positions for diverse organizations like

Gillette, BHEL, Heatly & Gresham, Geep Torches and Amkette

Computer Peripherals, and moved to marketing and business

development areas. He has taught Sales and Distribution, Retailing,

Marketing Management, B2B Marketing, Mall Management, Supply

Chain & Logistics at leading Business Schools. His research interests

include Retailing, Sales & Distribution and Supply Chain Management

and he has published a number of articles in leading journals of the

country. He has conducted several seminars and MDPs in the area

of Retailing and Supply Chain/Logistics. He can be reached at


44

Partial List of Clients for Customized Programmes

� Aga Khan Foundation (India)

� Astrum Sercon Pvt. Ltd.

� Badarpur Thermal Power Station, NTPC

� BALCO, Korba

� Bharti Infotel Ltd.

� Bhilai Steel Plant, SAIL

� Bongaingaon Refinery & Petrochemicals, Dahligaon

� Central Statistical Organisation -GOI

� CSIR

� DFID

� Donaldson India Filter

� DRDO

� Engineers India Limited (EIL)

� GAIL

� GCM Worldwide

� Golden Peacock Overseas

� Group 4 Securitas

� Hindalco Industries Limited

� Hindustan Sanitaryware Pvt. Ltd.

� HPCL

� HSCC (India)

� Idea Cellular Limited

� IFFCO

� Indian Oil Corporation Limited

� ISGEC

� Jaypee Cement

� Jaypee Rewa Cement

� Jindal Stainless Ltd., Hissar

� Jindal Steel & Power Ltd., Raigarh

� JK Lakshmi Cement

� Kingfisher Airlines

� KRIBHCO, Surat

� Lanco Infratech Ltd.

� Maruti Suzuki India Ltd.

� Mathura Refinery

� Max Specialty Films

� Micromatic Grinding Technologies

� NACEN, Faridabad

� NALCO

� NDPL

� New Holland Tractors Pvt. Ltd.

� NFL, Naya Nangal

� NHPC

� NTPC

� NTPC - SAIL Co.

� NTPC, Korba

� Oberoi Group

� ONGC

� Parle, Neemrana

� Pearl Academy

� Pepsico India Holdings

� Petronet LNG

� Polyplex India Limited

� Power Grid Corporation

� Power HR Forum

� Royal Bank of Scotland

� Sony India Pvt. Ltd.

� SRF

� Star India Limited

� State Trading Corporation

� Taj Group of Hotels

� TERI

� TISCO, Jamshedpur

� Vodafone Essar, Mohali

� Watson Wyatt India

� YKK India

List of Participating Organizations

A2Z GroupAbhishek Industries Active Media TechnologyAdani EnterprisesAES India Aircel Amarpali GroupAndhra BankApollo Munich Health Ins CoApollo TyresAricent IndiaArtemis Medicare Services Asahi India Glass Assam Electronics Dev CorpnAVIVA Life InsuranceAxis BankAyurvet LtdBajaj Capital Bank of BarodaBank of IndiaBank of MaharashtraBarista Coffee CoBceom India Becton Dickinson India Benetton India Bergen SystemsBharti FoundationBiltech Building ElementsBiogen Idec Biotech IndiaBrahmos AerospaceBridgestone India British High CommissionBureau of Indian StandardsCapital IQ Information Systems India Central Bank of IndiaCentral UP GasChambal Fertilizers & ChemicalsCholamandalam MS Gen InsCincom Systems India Coffee BoardConsulting Engg Services (India) Continental Engines Corning SASCyber Media (India) DCM Engineering DCM Shriram Consolidated De La Rue Cash Processing Solutions (I)Dedicated Freight Corridor Corpn of IndiaDFID India Dhanuka Agritech DISH TVDorling Kindersley ((India) Dr. Lal Path LabsDRDO, MOD, GOIECGCEDAG Engg & Design IndiaEicher Motors Elixir Web SolutionsEngineers India ESICEvalueserveEXIM BankFamily Health InternationalFedders LloydFeedback VenturesFood Corporation of India

Foundation for MSME ClustersGAIL (India) GHCLGilat Satellite Networks India Golden Peakock Overseas Greater Noida Industrial Dev AuthorityGSPC Gas CompanyGujarat Energy Training Research InstituteGujarat State Petroleum CorpnGujarat State Petronet LtdHAFEDHay GroupHCL Technologies Hero ExportsHeroMoto CorpHGS (India) LtdHill & Associate IndiaHindalco Industries Hindustan Insecticides Hindustan Petroleum CorpnHindustan Sanitaryware & Industries Hindustan Tin WorksHMT Machine Tools Honda Motorcycle & Scooter India IDBI Idea Cellular LtdIFFCO IFFCO Chhattisgarh Power LtdIndia Today GroupIndian BankIndian Compressors LtdIndian Oil Corporation - R&DIndian Railway Finance CorpnIndo Canadian Consultancy ServicesIndraprastha Power Gen CoInterContinental Eros Nehru PlaceIRCON InterntionalIRCTCISGECJain Irrigation Systems LtdJindal StainlessJindal Steel & PowerJK Cement LtdJK Lakshmi CementJUSCO (A Tata Enterprise)Kingfisher AirlinesKotsons KRIBHCOKSS KazStroy ServiceLakshmi Vilas BankLease Plan India Leighton IndiaLemon Tree HotelMaFoi Management ConsultantsMaharashtra State Electricity Distribution Co Marubeni Itochu Steel IndiaMaruti Suzuki IndiaMax Bupa Health Insurance CoMax India LtdMax Neeman InternationalMAX New York Life Insurance CoMAX Speciality FilmsMentor Graphics (India)Minda IndustriesMinda Silca Engg

MMTCModi Arc Electrodes CoMohan Exports (India)Mondial Services (India) Motherson Sumi SystemsMRFMunish ForgeMusashi Auto Parts IndiaNABARDNainital BankNainital BankNALCONarmada Hydroelectric Dev CorpNational Backward Classes Fin & Dev CorpnNational Commodity & Derivatives ExchangeNational FertilizersNational Housing BankNational Skill Dev CorpnNCDCNHPCNIIT LtdNorth Eastern CouncilNorthern CoalfieldsNRDCNSICNTPCNTPC-SAIL Power CoNucleus Software ExportsNumaligarh RefineryOberoi IntercontinentalOKAYA Power LtdOmaxeONGC Petro-AdditionsONGC Videsh LtdOrissa Hydro Power CorpOrtel Group of CompaniesOTPC-ONGC Tripura Power CoOxfam GBPanalpina World Transport IndiaParamount GroupParle BiscuitsParsvanath DevelopersPawan Hans HelicoptersPCRA Pearson Education IndiaPenguin Books IndiaPepsico India HoldingsPetronet LNGPidilite IndustriesPNB Housing Finance LtdPower Finance CorporationPromed ExportsPulsar Knowledge CentrePunjab & Sind BankPunjab National BankQuest Diagnostics IndiaRadico KhaitanRadisson HotelRailtel Corporation of IndiaRanbaxy LaboratoriesRashtriya Chemicals & FertilizerREC Transmission Projects CoRelaxo FootwearsRio Tinto India

RITESRobert Bosch IndiaRockwell AutomationRockwin Flometer India Rohan MotorsRSWMRural Electrification CorpnSage PublicationsSara InternationalSatluj Jal Vidyut NigamSchenck RoTec IndiaSecloreSeco Tool IndiaSecure MetersSesa GoaShri Ram Pistons & RingsSIMON IndiaSingapore Tourism BoardSingareni Collieries CoSir Shadi Lal EnterprisesSKH MetalsSmart CubeSmile FoundationSMS IndiaSRF LtdSTCSteel Authority of IndiaStork Rubber ProductsStryker IndiaSubros LtdSun Pharmaceutical IndustriesSutra HandicraftsSyenergy EnvironicsSyndicate BankSynergy Corporate InteriorsTamil Nadu Police Housing CorpnTamilnad Mercantile BankTata Chemicals LtdTata Consultancy ServicesTATA PigmentsTata RyersonTechnip KT IndiaTehri Hydro Development CorpThe Bank of RajasthanThe Energy & Research InstituteThomsan DigitalTorrent Power LtdToshbro Medicals Pvt LtdTRFTricolite Electrical IndustriesUnion Bank of IndiaUniproducts (India)United BiotechUS EmbassyUsha Shriram (India)Uttam Galva SteelsUttarakhand Power CorpnUttaranchal Gramin BankUttaranchal Jal Vidyut NigamVatika GroupVijaya BankVisakhapatnam Steel PlantVodafone World Health Organization

For registration/enquiries, please contact: MDP Office

FORE School of Management Adhitam Kendra, B-18, Qutub Institutional Area, New Delhi 110016

Phone: (011) 2685 6301 (Direct), 4124 2424 (Extn.471 & 498) Fax: (011) 2652 0509, 2696 4229; E-mail: [email protected], Website: www.fsm.ac.in

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