th Edition - PSI€¦ · for your organisation please contact our Duty Consultant on: 01483 752900 7 Customised Exercises If you would like any of our off-the-shelf Exercises to better

AC-EXS® Assessment & Development Centre Exercises

8th Edition

2 [email protected] www.ac-exs.com

The AC-EXS® range of Assessment &

Development Centre Exercises is the

world’s largest library of off-the-shelf business

simulations. AC-EXS is recognised as the first

choice for high-quality behavioural assessment.

The AC-EXS portfolio includes Exercises for

all work situations, covering multiple Criteria,

Industry Sectors, Business Functions and

Career Levels.

Organisations worldwide use AC-EXS to

discover talent, both inside and outside

their organisation, at graduate, specialist,

managerial and executive level.

AC-EXS – The world’s widest range of Assessment & Development Centre Exercises

Quick key

Generic – Exercises that could be considered for use in many Sectors or Functions

Industry Sectors Energy/Utilities

Engineering/Construction

Financial Services/ Insurance/Banking

Health

Hotel/Catering

IT/Telecom

Manufacturing/Production/ Warehousing/Publishing

Pharmaceutical

Professional Services

Public/Local Government

Retail

Transport/Logistics

Business Functions

Administration

Customer Service

Finance

General Management

Management

Marketing

Personnel/HR

Production/Manufacturing

Purchasing/Procurement

Sales

Translated – Available in alternative languages

Dual Task

A Day in the Life

This is your easy to use key to all the Exercise icons used within this Catalogue.

If you have any questions please talk to our Client Services Team on:01483 752900

3

Contents

Search and buy

Exercises online:

www.adc.uk.com

Introduction

Using AC-EXS

The components of AC-EXS

Bespoke and Customised Exercises

Exercises designed for you

Selecting Your Exercises

What are you measuring?

How do you want to measure these skills?

What level is the role?

What is the Exercise setting?

The Criteria-Exercise Matrix

Exercise Index

Exercises

Non-Assigned Role Group Discussions

Assigned Role Group Discussions

Interview Simulations – Internal

Interview Simulations – External

Fact Find Exercises

Analysis Exercises

In-Basket Exercises

Inbox™

Oral Presentation Exercises

Scheduling Exercises

A Day in the Life

The Validity of AC-EXS

The question of validation

Assessment & Development Centre Training Courses

Essential Assessment skills

Ordering Your AC-EXS

a&dc's Registered User policy

Placing an 0rder

Your Copyright Responsibilities

Copyright

a&dc Around the World

Client List

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Introduction

With over 20 years’ experience a&dc is an authority in the field of assessment, combining expertise in business psychology and behavioural change. We offer the very best tools and processes to support your recruitment, promotion and selection activities.

AC-EXS offer HR professionals

the widest choice of reliable,

off-the-shelf, tailored, or

fully bespoke Assessment &

Development Centre Exercises

anywhere in the World. We set

the standard for best practice

assessment solutions.

The AC-EXS Catalogue of

business simulations, now

also available online at

www.ac-exs.com, offers the

widest choice of reliable

products that deliver the

predictive power to help you

discover the right people for

your organisation.

Place your order online for on demand printing

or print and post at:

www.adc.uk.com/store

5

To use AC-EXS you must be Registered with a&dc.

REGISTER NOW

www.adc.uk.com

Using AC-EXS

The components of AC-EXS

AC-EXS are business simulation exercises designed to generate

behavioural evidence of the required competencies for a particular

job role.

The Exercises in this Catalogue are intended for off-the-shelf use in

an Assessment or Development Centre setting. Every Exercise

consists of a number of different documents, which are important

in the implementation of the Exercise.

Some of the Exercise components are for one-time use only, ie

they must be destroyed or archived for reference after a single

administration, but never used again for any other purpose. Some are

reusable, ie they can be used repeatedly by the same person.

These components are available separately so you can purchase the

exact quantities you require.

One-time Use

IFP Instructions For Participant

One document is required for each Participant who is expected to

complete the Exercise and is a component for all Exercise types.

PRF Participant Report Form

Each Participant should be given a copy for each Exercise they complete

so that they can comment on how they approached the task.

ARF Assessor Report Form

One Assessor Report Form is required per Participant per Exercise so

that each Assessor can record any ratings and write a summary of the

Participant’s performance in the Exercise. This is an optional purchase.

RFF Roleplayer Report Form

One Roleplayer Report Form is required for each Participant so that the

Roleplayer can record their perceptions of the interview. This form is

provided free with the Participant Pack for Interview Simulations only.

Reusable

GFA Guide For Assessor

Each Assessor needs to have a GFA for their personal use. This is a

component for all Exercise types.

AI Administrator’s Instructions

Instructions are required for the person responsible for administering each

Exercise.

IFR Instructions For Roleplayer or Resource Person

One set of instructions is required for each Roleplayer or Resource

Person involved in an Interview Simulation or Fact Find Exercise.

None of our ready-to-use Exercise components or substantial parts of them may be reproduced, copied, varied or adapted by any means or in any way whatsoever.

6

Bespoke and Customised Exercises

Exercises designed for you

Whilst our off-the-shelf Exercises cover a wide range of realistic

business scenarios across a variety of industry sectors and

business functions, we know how beneficial it can be to more

closely reflect your organisation’s specific challenges and

environment.

Our team of experienced Consultants can design bespoke, hybrid,

or customised Exercises to enable your Assessment & Development

process to more closely reflect your business needs.

Bespoke ExercisesIn situations where you require a very high level of realism it is often better

to use a specifically designed bespoke Exercise to meet your needs. This

ensures that Participants perceive the simulations to be a true reflection of

your organisation and the job role in question. This has clear benefits for

both Assessment and Development initiatives.

Bespoke Exercises can be designed and licensed exclusively for your

organisation and are based on your specific business situation, using your

language, terminology and competency framework.

Bespoke Exercises bring the

following benefits:

• Relevance – and therefore

credibility in the eyes of

Participant

• Realism – the Exercises

reflect the vision, culture

and environment of your

organisation

• Cost-effective – Materials can

be used repeatedly within your

organisation with no ongoing

costs

• Unique – since you own the

Materials, they cannot be used

by other organisations. They

therefore remain unique to your

process

Bespoke Exercises can follow

a&dc’s standard Exercise formats

or be designed as a fusion of

Exercise types, such as:

A Day in the Life Exercises

Exercises within an Assessment

or Development Centre do not

have to be used in isolation.

To maximise realism you may

wish your Centre to simulate a

‘typical working day’ (or week,

or month) using a series of

interlinked Exercises with a

common underlying context. By

maintaining continuity, this format

allows you to assess Participants

across a wider range of situations

and more accurately reflects your

business context, with appropriate

simulations relating to the target

role within your organisation.

Assessors or Observers can also

follow Participants between

Exercises to see whether or not

they stand by the commitments

they have made.

Impact Action Exercises

Impact Action Exercises go

one-step further than ‘A Day in

the Life’. Using a similar ‘linked

exercise’ format, Impact Action

Exercises are continuing scenarios

that use information identified in

one Exercise and make it relevant

in subsequent Exercises. This

gives even greater realism to the

simulation, requiring Participants

to make use of the information

provided in multiple situations

throughout the day. This sense of

realism can be further increased

by introducing ‘fly in’ information,

which has a direct impact on

the current scenario, requiring

Participants to take action.

An Impact Action Exercise makes

your Centre more exciting,

challenging and enhances your

employer brand through its

uniqueness.

Hybrid Exercises

This is the integration of different

Exercises to increase the realism

of the experience.

For example, when assessing sales

focused roles you could use a case

study or written exercise format

to represent the background

sales research, but replace the

report or presentation with an

Interview Simulation. This makes

the simulation more relevant to

the target job role and provides

a more genuine representation

for the Participant. Similarly, it

might be more realistic to include

an element of report writing and

project management (typically a

Scheduling Exercise) within an

In-Basket Exercise format.

For further information on developing bespoke or customised Exercises specifically for your organisation please contact our Duty Consultant on:

01483 752900

7

Customised ExercisesIf you would like any of our off-the-shelf Exercises to better reflect

your organisation’s business environment or Competencies, but don’t

require our comprehensive bespoke service, we can simply customise

certain elements of the Exercise to suit your needs.

Customised Exercises represent a halfway house between off-the-shelf

and bespoke solutions. We can customise any off-the-shelf Exercise

from our Catalogue range by:

• Tailoring the Guide For Assessor to match your organisation’s chosen

Criteria/Competencies

• Including your own terminology in the Exercise, such as names of

people, places, business functions or job titles

• Amending details such as Exercise timings to suit your particular

requirements

• Amending the marking framework to map to your Competencies

• Including your company logo or other branding

Minor customisation work can usually be carried out quickly, given

the experience that our Consultants and support team have in making

these routine but valuable changes.

By offering you a number of flexible options with regard to the supply

of our Exercises, we are confident that we can provide a simulation

Exercise to meet your requirements.

Bureau Exercise Marking ServiceDuring your Centres, you might want to take the strain off your

own Assessors by sending us your completed written Exercises

to mark. We can accurately mark Analysis Exercises, In-Baskets

and Scheduling Exercises and return these to you within

guaranteed response times. We can even mark proprietary

psychometrics if it helps you.

8

Working alone

Working one-to-one

Working in a group

People generally work in three ways. Our Exercises are grouped by working environment and take a variety of forms.


A step-by-step guide to selecting your Exercises

What are you measuring?

Your organisation may have

existing Criteria or Competencies

for your target role and if not, you

will need to establish these before

you proceed to Step 2.

We suggest that you keep to a

practical number of criteria,

maybe around 8, and ensure they

are clearly related to the target

job role.

You need to identify the skills required to be effective in the target role. Begin by clarifying the Criteria for measuring a person’s performance – these are the skills or behaviours required for the role you have in mind, eg Teamwork, Problem Analysis, Leadership, etc.

How do you want to measure these skills?

Working AloneIn-Basket/Inbox Exercises

Participants work through the

contents of an in-tray.

Analysis Exercises

Participants analyse and interpret

information, then report back .


Participants create a schedule

based on varied information.

Working One-to-OneInterview Simulations

Internal – a meeting with another

member of staff.

External – a meeting with a person

external to the organisation.

Fact Find Exercises

Participants elicit relevant

information on which to base a

decision.

Oral Presentations

Participants present information

based on information analysis.

Working in a GroupNon-Assigned Role Group Discussions

Participants are given the same

information for review and

discussion and work together to

arrive at recommendations.


Participants have different roles

and information and are required

to represent different views at the

meeting.

For a more detailed description of each of these Exercise types, please see each Exercise section introduction page or visit

www.adc.uk.com

If your Criteria differ from ours, you can map yours with one or more from our list. Call our Duty Consultant for advice on:

01483 752900

9

Drive

Commitment

Tenacity

Work Motivation

Initiative

Quality Standards

If you are looking to stretch your people, a higher level Exercise may be necessary. All Exercises can be used for the next role level up or down the hierarchy.

Whatever the setting, it is the tasks and Criteria that are most important as these two elements will be elicited regardless of the context of the Exercise.

Your Exercises must accurately reflect the variety and demands of your target role. From the 5 levels given below, determine which is most suited to the role you have in mind.

Our Exercises are set in the environment of fictitious but credible organisations, in particular industry settings and within specific business functions.

Level A Non-Management

Level B Graduate

Level C First-Line Management

Level D Middle Management

Level E Executive & Senior Management

What level is the role?

Industry Sectors

Energy/Utilities

Engineering/Construction

Financial Services/ Insurance/Banking

Health

Hotel/Catering

IT/Telecom

Manufacturing/Production/ Warehousing/Publishing

Pharmaceutical

Professional Services

Public/Local Government

Retail

Transport/Logistics

Business Functions

Administration

Customer Service

Finance

General Management

Management

Marketing

Personnel/HR

Production/Manufacturing

Purchasing/Procurement

Sales

GenericExercises that could be considered for use in many Sectors or Functions

What is the Exercise setting?

10

Alone GroupOne-to-One

a&dc works with an extensive list of 35 Behavioural Criteria. Each Criterion has been carefully designed to minimise overlap and to ensure there is an understanding of what is meant by its title and definition.

The Criteria-Exercise Matrix is designed to help you select the most appropriate Exercise types for measuring your chosen Criteria.

The Criteria-Exercise Matrix

Individual Traits

Stress Tolerance: Stability of performance under pressure and/or opposition. Makes controlled responses in stressful situations.

Flexibility: Ability to modify own behaviour, ie adopt a different style or approach, to reach a goal.

Openness To Change: Proactively supports change and effectively adapts own approach to suit changing circumstances or requirements.

Tenacity: Ability to persevere with an issue or a problem until the matter is settled or the objective is no longer reasonably attainable.

Independence: Actions based on own convictions rather than on a desire to please others. Is prepared to challenge others and has the courage to stand up for own belief in what is right.

Integrity: Ability to maintain social, organisational and ethical norms in job related activities.

Attention to Detail: Total task accomplishment through concern for all areas involved, no matter how small.

Planning & Organising: Ability to establish efficiently an appropriate course of action for self and/or others to accomplish a goal.

Management Control: Appreciation of need for controls and maintenance of control over processes, people and tasks, and actions taken to ensure this.

Delegation: Effective allocation of decision making and other responsibilities to the appropriate person, inside or outside the team.

Leadership: Motivates, enables and inspires others to succeed, utilising appropriate styles. Has a clear vision of what is required and acts as a positive role model.

People Development: Develops the skills and competencies of others through training, coaching and other development activities related to current and future roles.

Organisational Sensitivity: Capacity to perceive the impact and implications of decisions and activities on other parts of the organisation.

Judgement: Ability to evaluate data and courses of action and to reach logical decisions. An unbiased, rational approach.

Problem Analysis: Effectiveness in identifying problems, seeking pertinent data, recognising important information and identifying possible causes of problems.

Decisiveness: Readiness to make decisions, state opinions, take action or commit oneself.

Creativity: Ability to generate original and innovative ideas in order to provide imaginative perspectives on organisational issues.

Numerical Analysis: Ability to analyse, organise and present numerical data, eg financial and statistical.

Commercial Awareness: Ability to understand the key business issues that affect the profitability and growth of an enterprise and takes appropriate action to maximise success.

Strategic Perspective: Takes account of a wide range of longer-term issues, opportunities and contingencies. Identifies the means of implementing plans in line with the vision and direction.

In-Basket/Inbox

Exercise

Analysis Exercise or S

cheduling Exercise

Fact Find Exercise

Competency/Criteria

Based Interview

Oral

Presentation

Interview

Sim

ulation

Assigned Role G

roup Discussion

Non-Assigned Role

Group D

iscussion

Managerial S

killsD

ecision Making S

kills


Alone GroupOne-to-One

11

Listening: Ability to pick out important information in oral communication. Questioning and general reactions indicate ‘active’ listening.

Persuasive Oral Communication: Ability to express ideas or facts in a clear and persuasive manner. Convince others to own expressed point of view.

Written Communication: Ability to express ideas clearly in writing, in good grammatical form, in such a way as to be clearly understood.

Interpersonal Sensitivity: Awareness of other people and environment and own impact on these. Actions indicate a consideration for the feelings and needs of others, (but not to be confused with ‘sympathy’).

Impact: Makes a good first impression on other people and maintains that impression over time.

Diversity Awareness: Treats all individuals with respect, responds sensitively to differences and encourages others to do likewise.

Networking: Willingness and ability to mix easily with other people, builds relationships and establishes useful contacts.

Teamwork: Willingness to participate as a full member of a team of which he/she is not necessarily leader; effective contributor even when team is working on something of no direct personal interest.

Initiative: Actively influencing events rather than passively accepting, sees opportunities and acts on them. Originates action.

Resilience: Ability to maintain effectiveness in situations of disappointment and/or rejection.

Drive: Ability to create and maintain a high level of appropriately directed activity. Shows determination and the capacity to work hard.

Quality Standards: Setting of high goals or standards of performance for self, others and the organisation. Dissatisfied with average performance.

Commitment: Belief in own job or role and its value to the organisation, makes the extra effort for the company even though it may not always be in own self interest.

Work Motivation: Importance of work in attaining personal satisfaction. High need to achieve success.

Customer Service: Exceeding customer expectations by displaying a total commitment to identifying and providing solutions of the highest possible standards aimed at addressing customer needs.

Interpersonal Skills

In-Basket/Inbox

Exercise

Analysis Exercise or S

cheduling Exercise

Fact Find Exercise

Competency/Criteria

Based Interview

Oral

Presentation

Interview

Sim

ulation

Assigned Role G

roup Discussion

Non-Assigned Role

Group D

iscussion

Motivational B

ehaviours

Indicates that this type of Exercise is particularly well-suited to generating this behaviour

Indicates that this type of Exercise normally elicits behavioural evidence of this Criterion

Indicates that this Criterion may be elicited in the Analysis Exercise presentation

Exercise Index

12

PLUS!

New exercises in our supplement catalogue!Request now from [email protected]



Interview Simulation – Internal

Interview Simulation – External

Fact Find Exercise

Analysis Exercise

In-Basket / Inbox Exercise

Oral Presentation

Scheduling Exercise

Code Page

The Apprentice NAR-TA 18 Jackson Manufacturing NAR-JM 18 Jonah’s Cross NAR-JC 18District Dilemmas NAR-DD 18Deltron Engineering NAR-DE 19

Hi-Tech Engineering AR-HTE 28

The Administration Team AR-TAT 28Sports & Social Club AR-SSC 28

Castle Works Plant IS-I-CWP 36Delta Assurance IS-I-DA 36Customer Facing Challenges IS-I-CFC 36

Business Advice Centre – NEW IS-E-BAC 46Call Centre Operative IS-E-CCO 46Aquasoft Sales IS-E-AS 46The Customer Complaint IS-E-TCC 46Sentinel Office Supplies IS-E-SOS 47Rabbit-Net plc IS-E-RNP 47Direct Insurance Services IS-E-DIS 47

MP Pumps FF-MPP 54Country Road Homeworks FF-CRH 54

Home Repair Stores AE-HRS 60Somersby Books Ltd AE-SBL 60First Line Finance AE-FLF 60Financial Advisor’s Business Plan AE-FAB 60

The Finance Assistant – NEW INB-TFA 70Low-Fare Air – NEW INB-LFA 70The Office Assistant INB-TOA 70The Support Officer INB-TSO 70The Administrative Assistant INB-TAA 71

National Clerical Society OP-NCS 80

Team Leader’s Challenge SE-TLC 82The Company Conference SE-TCC 82The Annual Appraisal Cycle SE-TAA 82

Non-Management

Exercise Index

13

Graduate

Code Page

The Operational Challenge – NEW NAR-TOC 19 Troubleshooting Team NAR-TST 19 Team Problem Solving NAR-TPS 19Meditech NAR-MED 20International Marketing Services NAR-IMS 20Management Trainee Committee NAR-MTC 20

Wellbeing Review Meeting NAR-WRM 20EuroBargain’s Quarterly Review NAR-EQR 21

European Transport Bid – NEW AR-ETB 28

Innovation Fund AR-IF 29

Samuel Brothers AR-SB 29

Career Development Committee AR-CDC 29Meal-Deal Sports Diner AR-MDS 29Climate Change Taskforce AR-CCT 30

Line Manager Briefing IS-I-LMB 36

McKay Project Planning IS-I-MPP 37

Swain Auto Dealers IS-I-SAD 37Peter Masons IS-I-PM 37EuroBargain’s Performance Problem IS-I-EPP 38Wellbeing Performance Issue IS-I-WPI 38

Resource Negotiation Meeting IS-E-RNM 47EuroBargain’s Dissatisfied Customer IS-E-EDC 48Wellbeing Unhappy End-user IS-E-WUE 48Sweet Solution IS-E-SS 48

Caring World FF-CW 54The Kipling Dilemma FF-TKD 55Gourmet Catering Services FF-GCS 55

EnerGenius Advertising Campaign – NEW AE-EAC 61The Research Officer – NEW AE-TRO 61The Analyst AE-TA 61Wakeham Financial Services AE-WFS 61Bel-Smith Ltd AE-BSL 62Wellbeing ‘Swim a s-Mile’ AE-WSS 62Personal Care Products AE-PCP 62EuroBargain’s Seasonal Promotion AE-ESP 62

Bear Capital Banking – NEW INB-BCB 71SuperStores INB-SS 71Wellbeing Agency INB-WA 71Management Trainee Scheme INB-MTS 72Midshires Consulting INB-MC 72EuroBargain INB-EB 72

Rutledge and Paul OP-RP 80

The Publicity Brochure SE-TPB 82The Product Launch SE-TPL 83The Customer Survey SE-TCS 83





Fact Find Exercise

Analysis Exercise


Oral Presentation

Scheduling Exercise

14

Exercise Index First Line Management

Code Page

Bright Ideas NAR-BI 21 Smethwick Brewers NAR-SB 21 Event Co-ordination Meeting NAR-ECM 22Area Sales Manager Meeting NAR-ASM 22Super Shades NAR-SS 22Rainforest and Kerr Ltd NAR-RKL 22

The Diversity Panel NAR-TDP 23

Product Promotion Meeting – NEW AR-PPM 30Business Rationalisation Project AR-BRP 30

Seltec Management Meeting AR-SMM 30

Mitoo International AR-MI 31Project Managers’ Meeting AR-PMM 31Cost Savings AR-CS 31

Installation Update IS-I-IU 38Mid Year Review IS-I-MYR 39The Harassment Problem IS-I-THP 39BandTech Telecommunications IS-I-BTT 39SoftWorld Solutions IS-I-SWS 39Jay Hyde IS-I-JH 40Europa Finance IS-I-EF 40Internet Errors IS-I-IE 40

Initiative Negotiation Meeting IS-E-INM 48 Churchill Motors IS-E-CM 49Urbane Darcy IS-E-UD 49International Computing Solutions IS-E-ICS 49Procuring Services IS-E-PS 50Brand New IS-E-BN 50

Socrates Systems FF-SS 55Hermitage FF-HER 56New Market Ventures FF-NMV 56

The New Directive – NEW AE-TND 63Organisational Change Project AE-OCP 63Chemical Solutions AE-CS 63Competitive Analysis AE-CA 63Jules & Rich’s Jewellers AE-JRJ 64The Restructuring Challenge AE-TRC 64David Rugg Chemists AE-DRC 64

Transport Project Launch – NEW INB-TPL 72Lowesdon Health Authority INB-LHA 73Neptune Life INB-NL 73Regal Bank plc INB-RBP 73Factory Personnel Manager INB-FPM 73Haven Housing Association INB-HHA 74

Supreme Cuisine OP-SC 80

International Office Move – NEW SE-IOM 83The Recruitment Campaign SE-TRC 83The Company Relocation SE-TCR 84The Project Manager SE-TPM 84The Company Event SE-TCE 84





Fact Find Exercise

Analysis Exercise


Oral Presentation

Scheduling Exercise

Exercise Index Middle Management

15

Code Page

Business Strategy Meeting NAR-BSM 23 NHS Trust NAR-NHS 23 Household Products Ltd NAR-HPL 24Moloney & Walker NAR-MW 24Branch Managers’ Meeting NAR-BMM 24Leisure Hotels NAR-LH 25

Public Health Service NAR-PHS 25

Business Acquisition Team – NEW AR-BAR 32Utilities Agency AR-UA 32

Salesperson’s Discretionary Award AR-SDA 32

New Investment Award AR-NIA 33Brand Promotion Opportunities AR-BPO 33Grigston Lacey AR-GL 33

Tackling Performance Problems IS-I-TPP 40

The Coaching Meeting IS-I-TCM 41

Paradise Restaurants IS-I-PR 41

Elysian Banks plc IS-I-EBP 41

Regional Personnel Manager IS-I-RPM 42Project Agreement Meeting IS-I-PAM 42Town Planning Surveyors IS-I-TPS 42The Internal Consultant IS-I-TIC 43Performance Review Meeting IS-I-PRM 43

Outsourcing Issues IS-E-OSI 50The Recruitment Sale IS-E-TRS 50The Contract Negotiation IS-E-TCN 51Key Account Meeting IS-E-KAM 51Contract Review Meeting IS-E-CRM 51

Premier Business Systems FF-PBS 57Kingsmead Shopping Centre FF-KSC 57The Expatriate Manager FF-TEM 57Kavanah Hawley FF-KH 58

Energy Market Diversification – NEW AE-EMD 65The Marketing Manager – NEW AE-TMM 65Global Expansion Project AE-GEP 65KC Switches AE-KCS 65Benchmarking for Superior Service AE-BSS 66EsTeal Resource Allocation AE-ERA 66Hallbrooke Review AE-HR 66The Financial Review AE-TFR 66Public-Private Partnership AE-PPP 67

Regional Brand Manager – NEW INB-RBM 74International Business Expansion INB-IBE 74Wholesome Foods INB-WF 74Mega Models INB-MM 75Public Sector Agency INB-PSA 75





Fact Find Exercise

Analysis Exercise


16

New exercises in our supplement catalogue!Request now from [email protected]

Code Page

Executive Decisions NAR-ED 25 Cultural Mergers NAR-CM 25 The Board Meeting NAR-TBM 26Strategic Action Committee NAR-SAC 26Stiebel Leverkusen NAR-SL 26

Strategic Initiatives Meeting – NEW AR-SIM 33Profits Warning Meeting AR-PWM 34

International Electronics Group AR-IEG 34

Electron’s European Challenge AR-EEC 34Director of Change AR-DOC 34

Corporate Mentor Meeting – NEW IS-I-CMM 43Business Development Manager IS-I-BDM 44The Efficiency Review IS-I-TER 44HomePack Frozen Foods IS-I-HFF 44Dealing with Discrimination IS-I-DWD 44

Regulatory Meeting – NEW IS-E-RM 52The Contract Resolution IS-E-TCR 52Meet the Press IS-E-MTP 52

Pharmcare Technology FF-PT 58Research Project FF-RP 58

Redisso’s Strategic Re-Alignment – NEW AE-RSR 67Porion Acquisition AE-PA 67Image Graphics AE-IG 68Resoniq’s Strategic Development AE-RSD 68Kashai’s Organisational Change AE-KOC 68The Pension Problem AE-TPP 68

Department for Personal Data – NEW INB-DPD 75Mega Toys and Games INB-MTG 75Chameleon Corporation – Manufacturing INB-CCM 76Chameleon Corporation – Sales INB-CCS 76Chameleon Corporation – Personnel INB-CCP 76Chameleon Corporation – Finance INB-CCF 76

Exercise Index Executive andSenior Management





Fact Find Exercise

Analysis Exercise


Non-Assigned Role Group Discussions Group

In Non-Assigned Role Group Discussions,

Participants are all given the same brief, which in

most instances consists of a number of different

work-related issues requiring prompt action. They

are suffi ciently straightforward that no preparation

time is necessary. However, in some instances

the task before the group is more complex, in

which case some preparation time has been

built into the Exercise.

In any event, the nature of the

group is essentially co-operative

and the discussion unstructured.

Generally speaking, there are

no right or wrong outcomes as

the focus is upon the way the

Participants interact with each

other in a team environment,

offering them the opportunity

to show skills such as teamwork

and leadership.

Many Centres start with this type

of Group Discussion as it is less

daunting than some of the other

Exercises, giving the Participants

the chance to settle into the

activities.

The recommended number of

Participants for this Exercise can

vary from four to six. However,

with a 4-person group it is

possible to assign the role of

Chairperson to each Participant

for one of the four scenarios

typically presented within these

Exercises.

18


Timing AI Administrator’s Instructions 5IFP Discussion 45PRF Participant Review 10

60mins


60mins


60mins

Non- Management

Jackson Manufacturing

CriteriaFlexibility

Openness to Change

Leadership

People Development

Judgement

Problem Analysis

Decisiveness

Creativity

Listening

Persuasive Oral Communication

Interpersonal Sensitivity

Teamwork

Initiative

Participants assume the role of employees at Jackson Manufacturing who produce a range of tractors and fork-lift trucks. They are members of a self-directed work team, who have responsibility for a particular ‘cell’ on a production assembly line. The team is about to have one of its regular meetings to review five production-related issues in order to prepare recommendations for the Production Supervisor. Issues include meeting deadlines, team leader management, overtime remuneration, Health & Safety and personnel management.

Code: NAR-JM

Non- Management

District Dilemmas

CriteriaFlexibility

Integrity

Planning & Organising

Leadership

Organisational Sensitivity

Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Customer Service

Participants meet as members of a quality circle team within a District Council Office. As a panel they have collective responsibility to assist a wider group of colleagues, namely helping to resolve pressing office problems. Their specific task is to make recommendations for handling: a neighbourhood dispute, a planning permission request, the use of an open public space and the rescheduling of waste services. A team approach is required for final recommendations.

Code: NAR-DD

Non- Management

Jonah’s Cross

CriteriaFlexibility

Leadership

Judgement

Problem Analysis

Creativity



Teamwork

Initiative

Customer Service

Participants assume the role of employees of a large department store chain called Jonah’s Cross. They are part of a quality circle team given the task of improving customer service within the store. The team is about to have one of its regular meetings to review four service-related issues in order to prepare a set of recommendations for the Customer Service Manager.

Code: NAR-JC

Non- Management

The Apprentice

CriteriaFlexibility


Judgement

Problem Analysis

Listening



Teamwork

Initiative

Customer Service

Participants assume the role of Apprentice Motor Mechanics working for William Scott, a garage franchise. Participants are gathering for their monthly meeting to discuss how they can overcome current issues affecting their roles. They are faced with four key items which they are required to discuss and make recommendations for their managers. The issues include Health & Safety, meeting targets, handling customer problems and internal working relationships.

Code: NAR-TA


60mins

mins


60

Group

Non- Management

Deltron Engineering

CriteriaFlexibility

Leadership

Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Participants play the role of consultants advising a manufacturing organisation on four manufacturing related problems. The issues include Health & Safety, the commissioning of plant, working relationships and the introduction of multi-skilling. Participants are expected to discuss each of the issues and to make recommendations.

Code: NAR-DE

Timing AI Administrator’s Instructions 5IFP Preparation 30

Discussion 45PRF Participant Review 10

90mins

Graduate

Troubleshooting Team

CriteriaLeadership

Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Participants assume the role of members of a troubleshooting team from a manufacturing company who have been tasked with investigating a production problem which has arisen. In this unusual Exercise all team members are given a detailed brief explaining the nature of the problem and additional specific information only known to each person. Participants are given 30 minutes to write an individual synopsis of the problem and are invited to put forward explanations as to the root cause before going into the team meeting. In reality, it is impossible to prove what is causing the problem until all of the information is shared amongst the team members, so a team approach is required to produce a definitive conclusion.

Code: NAR-TST


75mins

Graduate

The Operational Challenge – NEW

CriteriaPlanning and Organising

Leadership

Judgement

Problem Analysis

Creativity

Commercial Awareness

Listening



Teamwork

Initiative

Customer Service

Participants assume the role of Operations Officers working for a Pharmaceutical company – RBL. The Director of Operations has requested that the Participant and their colleagues meet to discuss four pressing issues currently within the organisation. The group must agree appropriate solutions to each of the issues and prioritise which they feel should be implemented in order to preserve the image and reputation of RBL. The issues to discuss include site and individual performance, the market release of a controversial drug, ways to enhance corporate social responsibility and a breach of health and safety regulations.

Code: NAR-TOC



90mins

Graduate

Team Problem Solving

CriteriaLeadership

Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Participants take the role of members of a troubleshooting team within a medium-sized insurance company specialising in the life and pensions market. The team’s remit is to investigate and resolve key problems as part of the organisation’s push for continuous quality improvement. In this unusual Exercise all team members are given a detailed brief explaining the nature of the problem and additional specific information only known to that Participant. This Exercise differs from others of this type because the Participants are given 30 minutes to write an individual synopsis of the problem and are invited to put forward explanations as to the root cause before going into the team meeting. In reality, it is impossible to prove what is causing the problem until all of the information is shared amongst the team members, so a team approach is required to produce a definitive conclusion.

Code: NAR-TPS

19

20



60mins

Graduate

International Marketing Services

CriteriaFlexibility

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Customer Service

Participants meet together as a group of graduates in the European Marketing Division of a US multi-national organisation. The organisation specialises in providing services to the air transport industry worldwide. The areas under discussion are marketing scenarios which include brand positioning, distribution and logistics, a new service launch and the selection and retention of agencies in the Middle East.

Code: NAR-IMS


60mins

Graduate

Management Trainee Committee

CriteriaFlexibility

Tenacity

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Customer Service

Participants sit on a Management Trainee Committee which is asked to review various issues so that senior management can gauge views from the junior management population. The issues to be reviewed by the committee include opportunities for training and career development, the launch of a company-wide customer service award scheme, flexitime working and a suggestion for cutting costs.

Code: NAR-MTC


60mins

Graduate

Wellbeing Review Meeting

CriteriaFlexibility


Leadership


Judgement

Creativity

Listening



Teamwork

Quality Standards

Customer Service

The Participant assumes the role of a Trainee Manager working for a new public sector agency, the ‘Wellbeing Agency’. Participants are coming together for a management review meeting which has four main issues on the agenda. Issues include a financial review of particular projects against budget, a discussion regarding a new ‘Wellbeing Advice Line’, a debate dealing with tailoring messages to suit different target audiences and generating ideas on how to deal with recent negative stories in the press.

Code: NAR-WRM


60mins

Graduate

Meditech

CriteriaFlexibility

Tenacity

Integrity

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Participants meet together as a group of managers to discuss a number of issues. The topics raised by the scenarios address different aspects of general management including staff motivation, quality, Health & Safety issues, disciplinary procedures and equality. At the end of each discussion the group records brief written recommendations for action to address the issues, which must be agreed by all.

Code: NAR-MED

Group


60mins

Graduate

EuroBargain’s Quarterly Review

CriteriaFlexibility


Leadership

Judgement

Problem Analysis

Decisiveness

Creativity

Listening



Teamwork

Customer Service

Participants assume the role of Trainee Store Managers working for a major international retailer, EuroBargain, which has numerous hypermarkets across Europe. Participants are meeting for a quarterly review and strategy meeting. Faced with four key agenda items, they are required to discuss the issues arising and make recommendations for the future. Issues include customer incentives, personnel management, transport facilities and the introduction of new products.

Code: NAR-EQR


60mins

First-Line Management

Bright Ideas

CriteriaFlexibility

Integrity

Leadership


Judgement

Problem Analysis

Creativity




Teamwork

Initiative

Faced with four different scenarios, the Participants, as a group of work colleagues, are briefed to make recommendations for the way forward. The scenarios raise issues of integrity, employee relations, commercial awareness, organisational and interpersonal sensitivity. The process itself, in addition to the issues being discussed, manifests evidence of interpersonal skills which can also be evaluated.

Code: NAR-BI


60mins


Smethwick Brewers

CriteriaFlexibility

Leadership


Judgement

Problem Analysis



Teamwork

Initiative

The Finance Director has been unable to attend a meeting of the team who represent different trade lines of a brewery. Faced with the need to make urgent progress on a number of fronts the team needs to discuss and agree a way forward on a number of finance/general management issues. The items of discussion include cost reductions, cash control, inter-company trading and budgetary allocations.

Code: NAR-SB

21

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22



60mins


Area Sales Manager Meeting

CriteriaFlexibility

Leadership

People Development

Judgement

Problem Analysis

Decisiveness


Listening



Teamwork

Initiative

Customer Service

The Regional Sales Manager has asked his team of Area Sales Managers to meet to discuss a number of typical sales issues and to make recommendations on how these issues should be handled. The issues include problems to do with customer service, sales administration, sales performance and general sales policies.

Code: NAR-ASM



75mins


Super Shades

CriteriaFlexibility


Leadership

Judgement

Problem Analysis

Decisiveness




Teamwork

Initiative

Customer Service

Participants are members of a buying team for a large retail department store, responsible for the selection and buying of a popular and profitable range of sunglasses sold in their store. Due to the current supplier becoming bankrupt, the buyers have to decide which one of the four other possible suppliers they are going to place their urgent order with. The Participants need to discuss all the pros and cons for each supplier and come to a considered decision by the end of the meeting.

Code: NAR-SS


60mins


Rainforest and Kerr Ltd

CriteriaFlexibility

Integrity

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity




Teamwork

Initiative

Customer Service

The Participants meet as colleagues in the management of a large multi-national to discuss four different issues. The topics under discussion relate to Health & Safety, employee integrity, a confidential appraisal and the inappropriate behaviour of a key customer. The group must work together to generate recommendations as to how they should proceed with each issue.

Code: NAR-RKL


60mins


Event Co-ordination Meeting

CriteriaAttention to Detail


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity

Numerical Analysis



Teamwork

Initiative

Customer Service

Participants meet as a team of managers tasked with co-ordinating an event for a national insurance company. Presented with information relating to logistics, content & format, co-ordination & communication and marketing, they must arrange a seminar to promote a new tax planning scheme to individuals. Tight deadlines and fixed budgets must be adhered to if the event is to be successful.

Code: NAR-ECM

Group


60mins


The DiversityPanel

CriteriaPlanning & Organising

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity

Strategic Perspective

Listening



Teamwork

Participants meet as members of a Diversity Panel working for a local authority. Findings from a recent diversity survey have shown that most employees do not feel valued by the organisation and some individuals feel they have been discriminated against. Furthermore, there is concern that the workforce is not reflective of the population as a whole. The Participants have to discuss issues relating to the survey findings and decide on the best way to implement a series of new government initiatives in accordance with changes in Equal Opportunities legislation.

Code: NAR-TDP


60mins

Middle Management

Business Strategy Meeting

CriteriaFlexibility

Leadership

Judgement

Problem Analysis

Decisiveness


Listening



Teamwork

Initiative

Participants assume the role of Business Managers for a large organic food business which has grown significantly over the last 5 years. The Board has asked them to review some key issues that the organisation is facing and put forward recommendations for progressing them. The issues include increasing competition from new organic businesses and supermarkets offering more competitive prices, internal personnel issues such as sickness and inappropriate behaviour, a supplier problem, a situation regarding negative publicity in the media and also the need to diversify what the business is offering.

Code: NAR-BSM


60mins

Middle Management

NHS Trust

CriteriaFlexibility

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Customer Service

Acting as a group of consultants, the Participants are requested to make recommendations concerning a number of issues facing an NHS Trust. The group is presented with four agenda items each requiring a prompt solution. The issues addressed include managing performance problems, changing shift patterns, public relations and access to services for all sections of the community.

Code: NAR-NHS

23

24



60mins

Middle Management

Branch Managers’ Meeting

CriteriaFlexibility

Leadership

Judgement

Problem Analysis

Creativity



Teamwork

Initiative

Customer Service

As Branch Managers of an insurance company Participants meet to discuss several sales-related issues. These include strategies for targeting key markets, the analysis of performance figures, the introduction of a customer service charter which goes beyond meeting compliance regulations and ideas for improving the effectiveness of the recruitment of Financial Advisors. The group is expected to prepare recommendations for subsequent review by the Regional Director.

Code: NAR-BMM


60mins

Middle Management

Household Products Ltd

CriteriaFlexibility

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness




Teamwork

Initiative

Participants meet together as a group of senior managers who sit on a strategic review committee with responsibility for recommending policy changes for consideration by the Board. In this instance the committee is meeting to review issues relating to lost customer agreements, a new packaging initiative, joint venture plans and quality control infringements.

Code: NAR-HPL


60mins

Middle Management

Moloney & Walker

CriteriaFlexibility

Tenacity

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Listening



Teamwork

Initiative

Customer Service

Faced with four different scenarios, each Participant sits on the Executive Committee as a Head of Department within the law firm Moloney & Walker. The scenarios raise issues such as client management, re-branding, performance monitoring and the threat of litigation against the firm. The Participants must discuss each issue and agree upon the most appropriate ways to proceed.

Code: NAR-MW


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Group


60mins

Middle Management

Leisure Hotels

CriteriaFlexibility


Leadership

Judgement

Problem Analysis

Decisiveness





Teamwork

Initiative

Customer Service

Participants meet as general managers of an hotel group, who meet regularly to discuss operational issues. As a panel they have collective responsibility to assist a group of colleagues, namely helping them to resolve the current problems they face. Their task is to provide recommendations for handling the threatened loss of a service contract, a publicity initiative, a security review and pricing flexibility.

Code: NAR-LH


60mins

Middle Management

Public Health Service

CriteriaFlexibility

Openness to Change

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Commitment

Customer Service

Participants assume the roles of senior managers who sit on a committee charged with driving forward a number of change initiatives. The group is meeting to discuss issues relating to organisational change within the Public Health Service arising from Government initiatives. The issues cover matters concerning restructuring and cultural, partnership working, the provision of services and communications.

Code: NAR-PHS


75mins

Executive and Senior Management

Executive Decisions

CriteriaFlexibility

Leadership


Judgement

Problem Analysis

Decisiveness

Creativity





Teamwork

Initiative

Participants assume the role of Directors of the Board of a medium-sized recruitment consultancy who are meeting to discuss issues arising from the recent acquisition of a smaller competitor. These issues cover matters to do with organisational re-structuring, alignment of packages and policies, improving profitability and operational continuity. The Board is expected to prepare recommendations for the CEO who cannot be present at the meeting.

Code: NAR-ED


75mins


Cultural Mergers

CriteriaFlexibility

Independence

Leadership


Judgement

Problem Analysis

Decisiveness





Teamwork

Initiative

Participants assume the role of Directors of the Board of a leading UK furniture design company, which has recently acquired 3 European furniture manufacturing and sales companies. The merger of these companies and their respective cultures is complex and strategically important to future business success. Participants are provided with information relating to finance, marketing strategies and production issues and are required to jointly prepare recommendations for the CEO.

Code: NAR-CM

25

26



75mins


The Board Meeting

CriteriaFlexibility


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity





Teamwork

Initiative

Participants assume the role of Directors of the Board of a large IT company who are meeting to discuss several issues that have arisen as the result of an employee opinion survey. The Participants are provided with information about employee satisfaction in relation to productivity and efficiency, training, pay and conditions, communication and the organisation’s strategy. The Board is expected to prepare recommendations that can be presented to the CEO at a later date.

Code: NAR-TBM


75mins


Strategic Action Committee

CriteriaFlexibility


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity




Teamwork

Initiative

Participants take the role of senior managers of a nationwide firm of accountants who have been invited to sit on a Strategic Action Committee. Charged with deciding on the most advantageous plan for expansion they must review a variety of issues in order to ensure the business maintains a clear strategic focus. The options to consider include an acquisition, developing new services and a specific marketing campaign. The choice has to be made in line with the Company’s mission statement and core objectives.

Code: NAR-SAC


75mins


Stiebel Leverkusen

CriteriaFlexibility

Independence


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity





Teamwork

Participants assume the role of the Board of the UK operation of a large wholesale distribution company. The Company has grown rapidly as a result of acquisition and now has six large subsidiaries in Europe. The holding company, Stiebel Leverkusen, has asked them to look at four critical areas of the business, namely Distribution, IT, Finance & Accounting and Branding. Participants must come up with initial recommendations to address problems in each of the four areas.

Code: NAR-SL

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Assigned Role Group Discussions Group

Participants in Assigned Role Group Discussions

are allocated different roles often representing

different functions in the organisation. They also

have competing interests, making decisions for

their own department as well as the overall good

of the organisation.

As each Participant has their

own objective there will be more

opportunity than in the Non-

Assigned Role Group Discussion

for the Participant to persuade

others towards their own point

of view. Given the confl icting

objectives they face, Participants

may sometimes choose to

concentrate on securing the

most favourable outcome either

for them, or for the organisation

as a whole.

Although there are no right

or wrong outcomes and each

brief is written to ensure equal

chances of success, an Assigned

Role Group Discussion will

often elicit a more dynamic

interchange, a faster pace and

more competitive behaviour

than a Non-Assigned Role Group

Discussion. As before, you

should determine which style of

discussion is most relevant for

the target role, or whether both

should be considered.

This type of Exercise contains six

different briefs but the discussion

may be conducted with a

minimum of four individuals,

although this may require a

modifi cation to the Instructions

For Participant, as indicated in

the Administrator’s Instructions.

28




90mins

Non- Management

Hi-TechEngineering

CriteriaFlexibility


Leadership


Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Customer Service

Participants are part of a project team responsible for the design and manufacture of products for a major new customer. The team is made up of internal representatives from different functions. The new customer has identified some concerns which need to be resolved and the team has to agree what will be done and by whom, as they were all partly responsible for the concerns arising.

Code: AR-HTE



95mins

Non- Management

The Administration Team

CriteriaFlexibility


Leadership


Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Each of the six Participants assumes the role of Administrator for various functions in IT Applications Ltd. The firm is expanding and all departments are stretched to meet their workloads, so each of the Administrators would welcome some assistance. However, as things currently stand, the HR Department has only one temporary worker available, so the group must decide between them how to make the best use of this person until a permanent solution is found.

Code: AR-TAT



90mins

Non- Management

Sports & Social Club

CriteriaOpenness to Change


Leadership



Teamwork

Initiative

Participants are members of a sports & social club, each representing a location of a multi-site company. Following a successful fund-raising event, the club has a significant surplus and the Marketing Manager of the Company has agreed to match this pound for pound if the club can organise an event or a sponsorship which will also give publicity to the Company. Each member has looked for an opportunity to promote a good cause at their own location and as a team they are meeting to decide on the best allocation of the money.

Code: AR-SSC



95mins

Graduate

European Transport Bid – NEW

CriteriaTenacity


Leadership

Judgement

Problem Analysis


Listening



Diversity Awareness

Teamwork

Customer Service

Participants play the role of a Graduate Trainee in Riktor Ltd, a Construction and Engineering Consultancy. Riktor Ltd currently has the opportunity to bid for a transport construction project with a previous customer. The Participants are meeting together to discuss the six available projects and decide which two to bid for. Participants are expected to consider company reputation, commercial factors, environmental impact and the local community needs and requirements when making a decision.

Code: AR-ETB



80mins

Group



90mins

Graduate

InnovationFund

CriteriaTenacity

Integrity


Leadership

Judgement

Problem Analysis


Listening



Teamwork

Customer Service

Participants assume the role of Trainee Managers working for six different utilities companies who have been asked to sit on a Governmental Advisory Committee. Participants are meeting to discuss how a fund, which the Government has set aside for innovative projects, intended to advance solutions to supply and quality problems, could be allocated. Participants are provided with information about their own company’s short-listed innovative project that will efficiently recycle, produce, deliver, reuse or conserve energy resources. Collectively, the Participants need to review the relative merits of each project and agree on the best use of the fund.

Code: AR-IF



95mins

Graduate

SamuelBrothers

CriteriaFlexibility


Leadership


Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Participants represent a group of six managers, each of whom has prepared three research projects to give to Business Studies students at a local college. The Managing Director has tasked the group with finalising which research projects should be put forward. The group must now discuss and agree which three assignments are the most important for the Company as a whole.

Code: AR-SB

Graduate

Career Development Committee

CriteriaStress Tolerance

Flexibility

Openness to Change

Tenacity


Leadership


Decisiveness



Teamwork

Initiative

Participants are members of a Career Development Committee, which has been asked to review details on a group of potential candidates applying for a one year sabbatical and funding for an MBA. Department Heads have approved each of the candidates for the sabbatical, and each of the six Participants has been asked to recommend a different candidate. Collectively, the Participants need to review the relative merit of each candidate and to decide how to allocate available funds.

Code: AR-CDC

Graduate

Meal-Deal Sports Diner


Flexibility

Openness to Change

Tenacity


Leadership


Decisiveness




Teamwork

Initiative

Meal-Deal, a well-known fast food chain, has decided to branch out into themed Sports Diners. Participants take the role of Management Trainees for Meal-Deal and each have been asked to consider details of one of six possible locations for the first Diner. The Management Trainees must meet and decide amongst themselves which is the most suitable location. The group must reach a decision by the end of the meeting otherwise the Business Development Director will decide himself.

Code: AR-MDS



80mins

29

30


Graduate

Climate Change Taskforce


Flexibility


Leadership

Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Participants are representatives of six different government departments, who are part of an inter-departmental taskforce formed to consider various solutions aimed at minimising the impact of global warming. The International Climate Change Research Council (ICCRC) has agreed in principle to award a research grant of £70 million, subject to the submission of a sufficiently effective and convincing proposal. Each departmental representative has a project proposal that they need to advocate, so that collectively they can decide which project will be nominated to receive the research grant.

Code: AR-CCT



95 mins



95mins


Business Rationalisation Project

CriteriaTenacity


Leadership

Judgement

Problem Analysis

Listening


Teamwork

Participants are managers in a Financial Management and Human Capital Consultancy, Foster & Meyer. The organisation has not met its growth targets for the last two financial years. It is widely believed that Foster & Meyer has priced itself out of the market. The organisation needs to reduce internal costs and possibly as a result headcount, with the merger of two of the internal divisions. The group of managers must make a recommendation to the Board of Directors as to which two of six divisions are to be merged and provide a reasoned case.

Code: AR-BRP



95mins


Product Promotion Meeting – NEW

CriteriaFlexibility

Tenacity


Leadership

Judgement

Problem Analysis


Listening



Teamwork

Customer Service

Participants are to take on the role of Sales & Marketing Executives in the South-West region of business insurer Peasmarsh Direct Business (PDB). The organisation is looking to expand its customer base by giving regions more flexibility in the way they promote their products. The Executives each represent their own product area and all report to the South- West Sales & Marketing Director. The Executives are meeting to negotiate which of their product areas will receive a share of the South-West budget for product promotion. The group must decide on a maximum of two product areas to promote to enhance the sales and reputation of PDB.

Code: AR-PPM


Seltec Management Meeting

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership


Judgement

Problem Analysis

Listening


Teamwork

Initiative

Six Participants are each given functional roles representing Production, Personnel, IT, Sales & Marketing, R&D, and Finance. Each role has competing interests with respect as to how to allocate a monetary sum awarded to Seltec for winning the ‘Leadership in Europe’ Award. Mutual agreement must be reached on the allocation of the money or else it will be distributed at the discretion of Americorp, an American organisation which has recently acquired Seltec.

Code: AR-SMM



90mins

Group


Project Managers’ Meeting

CriteriaFlexibility

Openness to Change

Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness


Listening


Teamwork

Stemtech Ltd, a leading IT microchip manufacturer and researcher, needs to move into a larger office whilst maintaining its operational capability. Six sites are available and each Participant favours a different one on the basis of project management or commercial information. As a group, Participants must select an appropriate site that satisfies both their own goals and the Company’s overall objectives.

Code: AR-PMM



95mins


Mitoo International

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership

Judgement

Problem Analysis


Listening


Teamwork

Initiative

Participants are asked to assume the role of managers in the product design department of a large multi-national stationery company. Each Participant is responsible for a particular area of product design. They are meeting to negotiate for their share of a budgetary allocation for the development of new market-leading products. Mutual agreement must be reached on distribution of these funds otherwise the Finance Director will decide who is to be awarded them.

Code: AR-MI



95mins



95mins


Cost Savings



Leadership

Judgement

Problem Analysis

Creativity




Teamwork

Initiative

The Participants assume the role of managers representing different units within a large government agency. As a result of a recent Government decision to cut the Agency’s budget by a significant amount, they have to meet to discuss a number of cost saving initiatives, eg relocation or merger of units, early retirement schemes, training cuts etc. In doing so they have to balance the potential savings each initiative could represent against the implications they will have on their people and work standards.

Code: AR-CS

31

32


Middle Management

Salesperson’s Discretionary Award


Flexibility

Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness



Teamwork

Initiative

Each Participant represents a nominee from a different sales region who has excelled in his/her job and is therefore a candidate for a special discretionary award. Participants are supplied with salary, commission and general performance data about their nominee. They are expected to prepare a case to argue in favour of their nominee and to discuss the relative merits of each of the nominated candidates.

Code: AR-SDA



95 mins

Middle Management

Utilities Agency

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership


Judgement

Problem Analysis

Listening


Teamwork

Initiative

Each Participant is given the role of Divisional Manager of a different section. Participants are meeting to bid for their share of the divisional budget and must submit their recommendation at the end of the meeting to the Head of Finance, who is unable to attend. Each Participant is supplied with a budget breakdown and supporting material as to why their projects should be funded. Consensus needs to be reached by the end of the meeting or the Head of Finance will decide.

Code: AR-UA



95mins

Middle Management

Business Acquisition Team – NEW

CriteriaFlexibility

Tenacity


Leadership

Judgement

Problem Analysis


Listening



Teamwork

Each Participant assumes the role of a Senior Manager within the Acquisitions team for WLP International (WLP), a company operating within the logistics and transportation industry. WLP has recently acquired a similar organisation. The Participants must decide as a group which countries WLP should retain a presence in and which businesses should be sold off to raise capital for reinvestment. Each Participant has information about one of the six different countries and is provided with quantitative and qualitative information including; company background, financial data, staffing and customer issues, competitor information and future business opportunities.

Code: AR-BAT



95mins

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Group

Middle Management

New Investment Award

CriteriaFlexibility


Leadership





Teamwork

Initiative

Within the context of a technological investment programme to support and sustain future growth, each Participant must present the case for a particular proposal for technological improvement. Each brief contains product information, application details, associated benefits, company information, its future and the results of a recent survey into the use of technology. Participants are given time to consider their brief and then to agree the best use of the available funds.

Code: AR-NIA



90mins

Middle Management

Brand Promotion Opportunities

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership


Judgement

Problem Analysis


Listening


Teamwork

Initiative

Participants assume the role of Senior Brand Manager in a FMCG company specialising in personal care and household products. The Company has recently sold a subsidiary as it was not regarded as a core business. The Board now has £25 million for reinvestment which has been given to the Marketing Director for promotion and development of existing UK brands. The Marketing Director has asked the Senior Brand Managers to meet and decide how best to use this money. Each Senior Brand Manager has different product briefs containing sales performance data, figures on advertising spend and information on market share in comparison with competitors and is expected to negotiate and agree the best use of the available funds.

Code: AR-BPO



95mins

Middle Management

Grigston Lacey

CriteriaFlexibility

Openness to Change

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness




Teamwork

Initiative

Participants assume the role of Project Managers in a large European based manufacturing organisation, Grigston Lacey. Due to cut backs the Project Managers must meet to decide how best to allocate the available resources. Each Participant has parameters within which they can negotiate to achieve the most favourable allocation of resources, whilst trying to ensure that each of the projects is able to run successfully. Projects range from quality testing new products, relocating sites, IT upgrades and process re-engineering.

Code: AR-GL



95mins


Strategic Initiatives Meeting – NEW

CriteriaFlexibility

Tenacity


Leadership


Judgement

Problem Analysis


Listening



Teamwork

Participants assume the role of Regional Directors in a government body responsible for co-ordinating regional initiatives to deliver environmental change. An independent review has raised significant concerns about the Agency’s performance. The Regional Directors must now meet to decide a strategy of major new initiatives for the next three years. Each Director is given two initiatives suggested by their regional team, some of which could also be used in other regions. Directors have to maximise the amount invested in initiatives that will benefit their region, while reaching agreement with other Directors on the Agency’s overall plan of action. In evaluating initiatives, Directors will have to identify the best strategy for achieving the Agency’s objectives, taking account of factors such as cost of initiatives, likely impact and relative priority.

Code: AR-SIM



95mins

33

34



Director of Change



Leadership


Judgement

Problem Analysis

Decisiveness




Teamwork

Initiative

Commitment

Customer Service

Participants are members of the Board of a public sector organisation which is undergoing a period of substantial change following the Government’s drive for modernisation. As a result, a new position, a Director of Change, is required. Six candidates have been short-listed for the position and the Board must now select the most appropriate candidate. Each Participant has a profile of one of the six candidates and must argue as to why their’s should be appointed.

Code: AR-DOC



95 mins


Electron’s European Challenge

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership


Judgement

Problem Analysis

Listening


Teamwork

Initiative

The European Division of Electron plc, an international IT products, services and business solutions provider, is facing financial difficulty. A meeting is being held to evaluate possible Division cut backs in order to secure the future of the organisation. Participants take the role of Regional Sales & Marketing Directors and must each compete to safeguard the welfare of their region. An agreement must be reached so that a recommendation can be presented to the European Sales & Marketing Director.

Code: AR-EEC



95mins


International Electronics Group

CriteriaFlexibility

Openness to Change

Attention to Detail


Leadership


Judgement

Problem Analysis

Listening


Teamwork

Initiative

Participants assume the role of UK Board members of a large multi-national organisation which manufactures a wide range of electronic goods such as CD and DVD players and televisions. Due to a drop in retail sales resulting in a difficult financial year, there is a need to cut the operating expenditure budget for the forthcoming year. The Directors are meeting to agree how to meet the necessary budget reduction from their individual budgets and each is expected to defend their position.

Code: AR-IEG



90mins


Profits Warning Meeting

CriteriaFlexibility

Openness to Change

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Listening



Teamwork

Participants assume the role of Divisional CEOs of a UK Leisure Group which includes businesses operating hotels, motels, restaurants and holidays. Participants are meeting to agree a range of recommendations for action that will reassure the stock market after recent press rumours of a likely half year profits warning. Participants each have ongoing projects or plans for their own Divisions and they have to bear these in mind while seeking to reach agreement on the best recommendations for the group.

Code: AR-PWM



95mins

Interview Simulations - Internal One-to-One

This type of Exercise simulates an internal,

one-to-one meeting between a Participant and

a Roleplayer, such as a performance review,

counselling, disciplinary or grievance interview.

Due to the nature of this Exercise

there are two briefs, one for

the Participant and one for the

Roleplayer.

36

Interview Simulations - Internal


Interview 20PRF Participant Review 10

50mins



75mins



60mins



75mins

Non- Management

Castle Works Plant

CriteriaFlexibility

Openness to Change

Leadership

Decisiveness



Quality Standards

The Participant assumes the role of a shop floor Team Leader in a manufacturing plant, who has to discuss a major performance problem with a normally reliable hourly-paid employee. The problem has led to the need for a significant amount of re-work on a job and an inevitable delay to the customer. The Participant needs to establish how best to deal with the problem as well as the individual operator.

Code: IS-I-CWP

Non- Management

Delta Assurance

CriteriaFlexibility

Tenacity


Management Control

Leadership

People Development

Judgement



Initiative

Customer Service

As a Team Leader in a call centre, the Participant is asked to interview a member of staff regarding a dramatic fall in their recent performance. During the Exercise the Participant has to find out exactly why the team member is not meeting their targets and decide how the problem should be resolved. This Exercise requires the Participant to use their interpersonal and management skills and to establish an appropriate course of action.

Code: IS-I-DA

Non- Management

Customer Facing Challenges

CriteriaFlexibility

Tenacity

People Development


Listening



Teamwork

Initiative

Quality Standards

Customer Service

Working in the restaurant of a hotel, the Participant has to meet with a colleague to discuss their recent performance at work. The individual has not been pulling their weight within the team, resulting in other team members becoming de-motivated and resentful. This has had a significant impact on the team’s performance as a whole and as a result, the Participant has to try and move things forward without damaging their relationship with their peer.

Code: IS-I-CFC

Graduate

Line Manager Briefing


Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness


Listening



The Participant assumes the role of a Graduate Trainee at a large international building and construction company, Thornton Croft. The Participant is currently placed in the Retail Division delivering a full range of design, feasibility, shop fitting and construction services. The Participant is provided with information relating to a ‘live project’ and has been tasked with briefing their Line Manager. The Participant is informed that their Line Manager is not available and is now required to brief the Director. The Participant is required to present their assessment of the current status of the project.

Code: IS-I-LMB



75mins



55mins

One-to-One



55mins

Graduate

McKay Project Planning


Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness


Listening



The Participant has recently been recruited to a Graduate Trainee scheme by McKay World Wide Financial Services. The Participant has been given a small project to manage which sits within the context of a larger assignment. The Participant is given background information on the larger assignment and detailed information on their component project. The Participant is required to meet with one of their peers, with whom they will be working on the project, and gain their colleague’s acceptance to a high level project plan. The Participant must use planning and project management skills to deliver the assignment.

Code: IS-I-MPP

Graduate

Swain Auto Dealers

CriteriaFlexibility

Tenacity


Management Control

Leadership

Judgement



Initiative

As a Trainee Manager in a motor manufacturer, the Participant is currently on secondment to one of its larger dealerships. The Participant is asked to interview one of the sales team following a written complaint. The Roleplayer’s brief is designed to challenge the Participant’s interpersonal and management skills.

Code: IS-I-SAD

Graduate

Peter Masons

CriteriaFlexibility

Tenacity


Management Control

Leadership

Judgement



Initiative

Customer Service

The Participant is a graduate who has recently been appointed by Peter Masons, a large department store chain, as a Management Trainee. The Participant has been placed on a 3-month assignment in the Customer Service Department as part of a rotational programme designed to provide broad exposure to business operations. The Participant has been asked to interview one of the Customer Service staff who has recently been the subject of a number of complaints regarding customer handling. The Roleplayer’s brief is designed to challenge the Participant’s skills of managing others, creating increased motivation and dealing effectively with performance related problems.

Code: IS-I-PM

37


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38




75mins

Graduate

Wellbeing Performance Issue

CriteriaLeadership

People Development


Judgement

Problem Analysis


Listening


Quality Standards

Customer Service

The Participant assumes the role of a Trainee Manager working for a new public sector agency, the ‘Wellbeing Agency’. They are tasked with talking to a staff member who has apparently not been adequately fulfilling their duties, has had a lot of days off sick and against whom a number of complaints have been lodged by both colleagues and external stakeholders. The Participant must therefore use their interpersonal and management skills in order to effectively explore and address these issues.

Code: IS-I-WPI



75mins


Installation Update

CriteriaFlexibility

Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

Customer Service

The Participant assumes the role of an internal Project Manager in a business services company, Biz-Data and is responsible for managing the timely delivery of a new IT software installation. The Participant is required to conduct a project update meeting with the external Project Manager from an IT software company to resolve current project issues which have impacted on the Company’s external clients. The external Project Manager seems to have lost control of the project and the Participant needs to work with them to deliver their requirements whilst not jeopardising other internal projects.

Code: IS-I-IU

mins



75

Graduate

EuroBargain’s Performance Problem

CriteriaLeadership

People Development


Judgement

Problem Analysis


Listening


Customer Service

The Participant assumes the role of a Trainee Store Manager working for a major international retailer, EuroBargain, which has numerous hypermarkets across Europe. They are tasked with talking to a member of staff who has not been adequately fulfilling their duties and against whom a number of complaints have been lodged by both colleagues and customers. The Participant must therefore use their interpersonal and management skills in order to effectively address the performance issue.

Code: IS-I-EPP

One-to-One



75mins


Mid Year Review


Tenacity


Leadership

People Development

Judgement

Problem Analysis

Listening



Customer Service

The Participant assumes the role of a Middle Manager within a public sector agency and is required to meet with one of their Team Leaders to discuss a decline in the team’s performance. The Participant needs to investigate the reasons for the decline, offer support and agree a solution. The Participant must consider how to develop the Team Leader’s skills, improve team performance and to provide a high standard of customer service. In preparation, the Participant is given information about the organisation, impending changes and the team’s performance.

Code: IS-I-MYR



75mins


The Harassment Problem



Management Control

Leadership


Judgement

Listening



Initiative

The Participant plays the role of a manager who has to deal with a supervisor who reports to them and is alleged to have harassed another member of staff. The Participant brief contains details of the complaint, which has come to them through the normal grievance procedure, together with guidance notes on company policy from the Human Resources Department. The objective of the interview is to come to an understanding of the supervisor’s position and develop a suitable course of action in response to the complaint.

Code: IS-I-THP



75mins


BandTech Telecommunications



Leadership


Judgement

Listening



Impact

Initiative

Commitment

The Participant plays the role of an HR Manager in BandTech Telecommunications who is due to meet with an HR Assistant who is one of their direct reports. The HR Assistant has responsibility for a number of tasks, which include sending out joining instructions and filling places on courses. It has become apparent that various aspects of this have not been fulfilled and the Participant has received some complaints. It is therefore down to the Participant to tackle these issues and to persuade the HR Assistant to deliver on all such matters in future.

Code: IS-I-BTT



55mins


SoftWorld Solutions

CriteriaFlexibility

Tenacity


Management Control

Leadership

Judgement



Initiative

The Participant assumes the role of a newly appointed Area Sales Manager for SoftWorld Solutions, a medium-sized software and services supplier. They are required to conduct a review meeting with a member of their sales team regarding productivity and performance issues. The Exercise requires the Participant to use management skills such as providing direction, encouragement and motivation, as well as establishing the causes of any performance problems.

Code: IS-I-SWS

39

40




75mins


Internet Errors



Management Control

Leadership

Judgement

Problem Analysis

Decisiveness

Listening



Initiative

The Participant assumes the role of a newly appointed manager within a professional services organisation. They have been asked to meet with a member of their team to talk about recent changes in the individual’s performance and to explore recent behaviour relating to email misuse. The Participant needs to raise sensitive issues in a professional manner and this will require a balance between maintaining a focus on the business issues as well as demonstrating an understanding for the team member’s situation.

Code: IS-I-IE



75mins

Middle Management

Tackling Performance Problems

CriteriaTenacity


Leadership

Judgement

Problem Analysis

Listening



Optional

Stress Tolerance

Customer Service

The Participant plays the role of the HR Manager in CoolCustomers, a medium-sized firm which supplies and installs air conditioning equipment and systems for commercial and domestic applications. The performance of one of the four Regional HR Business Partners has been declining on a number of different fronts. There are concerns around the individual’s attitude to change, their relationship with peers and the quality of their work. The Participant has called a meeting to try and resolve these performance problems with their team member.

Code: IS-I-TPP



75mins


Jay Hyde

CriteriaFlexibility


Management Control

Leadership

People Development

Judgement


Listening



Initiative

Customer Service

The Participant plays the role of a Production Manager who has to deal with an individual whose performance has changed notably from what was previously an acceptable level. The brief contains information about the team member’s past performance, details of a customer complaint and some inter-departmental difficulties. The Participant is required to tackle the decline in performance but is unaware of a personal problem, which is impacting on the team member’s performance. The challenge for the Participant is to strike an effective balance in handling all of the issues that arise and getting the individual back on track.

Code: IS-I-JH



75mins


Europa Finance


Tenacity


Management Control

Leadership


Judgement


Listening



Initiative

Quality Standards

Commitment

The Participant plays the role of a newly appointed manager with Europa Finance. They have been asked to meet with a fellow manager to discuss their poor performance and lack of motivation and enthusiasm. Europa Finance has recently been the subject of a takeover by a multi-national company and a great deal of organisational change has followed. This has contributed to the manager’s recent performance decline. The Participant’s task is to address the performance issue, restore their colleague’s motivation and encourage them to embrace the organisational change.

Code: IS-I-EF

One-to-One

mins

Middle Management

The Coaching Meeting

CriteriaTenacity


Leadership

People Development

Judgement

Problem Analysis

Listening



Diversity Awareness

The Participant plays the role of a Senior Manager within a public sector organisation. The organisation runs a ‘buddying’ system and the Participant has been asked by an individual that they ‘buddy’ to meet up. The individual is a Senior Technical Specialist who wants to talk over some upcoming decisions about an internal career move. The challenge for the Participant is to ‘coach’ the individual (who is at the same level in the organisation structure as them) to make the best decision. During the discussion further information arises around personal issues outside of work and conflict with another employee.

Code: IS-I-TCM



75mins mins

Middle Management

Paradise Restaurants


Flexibility

Integrity


Management Control

Leadership

People Development


Judgement

Listening



As the Regional Manager of Paradise Restaurants Ltd, the Participant is required to conduct a performance review with one of their team, due to a performance problem. As well as the workplace issues arising from the job, the Roleplayer’s brief contains personal and emotive material which require listening, interpersonal sensitivity and integrity on the part of the Participant.

Code: IS-I-PR



75

Middle Management

Elysian Banks plc

CriteriaIntegrity


Leadership

People Development


Judgement

Problem Analysis

Decisiveness

Listening



Impact

Quality Standards

Adopting the role of newly appointed Area Director for Elysian Banks plc, the Participant conducts a one-to-one interview with one of their team, working as a Case Director chasing defaulting bank customers. This person is seemingly using the Bank’s power in an inappropriate manner and questions have been raised about their management style. They also appear to be losing enthusiasm for their work. Several issues need to be addressed as the Participant must coach this individual towards an agreed standard of behaviour.

Code: IS-I-EBP



75mins

41


01483 752900

42


75mins

Middle Management

Town Planning Surveyors



Management Control

Leadership

People Development



Initiative

Following a recent organisational change which involved the merger of two departments, the Participant, as Head of the Section, is to interview one of the department heads, who was an unsuccessful applicant for the Head of Section job. Since the selection procedure was open, that fact is known to them both. The Participant’s task is to gain agreement to improving performance on a project that is falling seriously behind target delivery dates.

Code: IS-I-TPS



75mins

Middle Management

Regional Personnel Manager



Leadership

People Development


Judgement

Listening



Customer Service

The Participant plays the part of a Regional Personnel Manager in a large clothes retailer who has been asked by their Regional Manager to conduct a performance interview with a Store Manager whose performance is substandard. The situation needs to be handled with care and diplomacy, as there are non-work related issues to be dealt with and the Participant also needs to consider the relationship between the Regional Manager and the Store Manager.

Code: IS-I-RPM



75mins

Middle Management

Project Agreement Meeting

CriteriaFlexibility

Tenacity


Leadership


Judgement

Decisiveness


Listening



Initiative

Customer Service

The Participant plays the role of a Senior Manager in a utilities organisation. They are representing their Head of Department who is unable to attend a meeting with the Head of Sales & Marketing. Each department has two projects they propose to run this year, but with limited funds available, it is not possible to support all four. The Participant and the Head of Sales & Marketing must agree which two are put forward for approval by the Board who will otherwise allocate the funds arbitrarily. The Participant is only provided with details about the projects their manager would like to put forward.

Code: IS-I-PAM



One-to-One

75mins

Middle Management

The Internal Consultant


Tenacity


Leadership


Judgement

Problem Analysis

Decisiveness




Impact

Commitment

The Participant plays the role of an Internal Consultant responsible for driving forward a new internal change programme. The Participant is required to meet with a senior manager who has been making negative comments about the changes and has expressed their unwillingness to co-operate. Unbeknown to the Participant, the senior manager has encountered similar initiatives in the past which have not been successful and is also feeling vulnerable due to the redundancy rumours circulating around the Company. The Participant needs to turn the situation around with the disillusioned senior manager.

Code: IS-I-TIC



75mins

Middle Management

Performance Review Meeting


Management Control

Leadership

People Development

Judgement

Problem Analysis

Listening



The Participant assumes the role of a newly appointed Manager within the educational services sector. They are required to meet with a team member who was asked to undertake a task for another manager. Due to insufficient guidance and a lack of the necessary skills and knowledge to complete the task, they missed an important deadline which resulted in the team member being publicly criticised. The Exercise requires Participants to motivate the individual in order to rebuild their confidence and to identify appropriate development opportunities.

Code: IS-I-PRM



75mins


Corporate Mentor Meeting – NEW

CriteriaTenacity


Leadership

People Development

Judgement

Problem Analysis


Listening



The Participant plays the role of a Group Head within a professional services firm. The firm has introduced a corporate mentor programme and the Participant has been asked to act as the Mentor by the individual they are to meet with. The individual wants to meet with their new Mentor to discuss an exciting business proposition and how to successfully gain acceptance from the Board for this new idea. The challenge for the Participant is to act as a Mentor, ie giving advice, whilst listening to the Roleplayer and guiding their enthusiasm to achieve their overall objective.

Code: IS-I-CMM



43


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44



HomePack Frozen Foods

CriteriaFlexibility

Tenacity


Management Control

Leadership

Judgement



Initiative

The Company is a well established manufacturer and wholesaler of frozen food products. The performance of its newest division, Ice Cream and Desserts, which was recently acquired, has slumped alarmingly. As the Director for Manufacturing Operations (UK), it is the Participant’s task to interview the Divisional Plant Manager in order to clearly identify and resolve the problem.

Code: IS-I-HFF



75mins


Dealing with Discrimination

CriteriaFlexibility


Management Control

Leadership

People Development


Judgement

Listening



Diversity Awareness

Initiative

The Participant plays the role of a newly appointed Managing Director of a manufacturing company who has to confront a colleague, the Production Director, about their performance, which has recently markedly declined. The Participant has also received a written complaint from the Company Trade Union representative at one site, threatening to refer recent events to ACAS (the Advisory, Conciliation and Arbitration Service), highlighting the potential threat of industrial action, and questioning the Production Director’s behaviour and the Company’s policy toward ethnic minorities. The Participant’s task is to gain agreement on an outline improvement plan.

Code: IS-I-DWD



75mins


The Efficiency Review


Tenacity

Independence


Leadership


Judgement

Problem Analysis


Listening



The Participant is the Director of Change within a large government department and is about to meet with the Head of Information Services to communicate the new Efficiency Review that the Board has agreed. The Review will mean that over the next 5 years, a number of departments will be restructured and inevitably there will be staff losses and an outsourcing of some support functions. The Participant will need to communicate the reasons for change to the Head and gain their buy-in to the change.

Code: IS-I-TER



75mins

90mins


Business DevelopmentManager


Flexibility

Tenacity


Leadership


Judgement

Problem Analysis


Listening



Customer Service

The Participant assumes the role of Strategic Development Director in a large retail plc. The Company has been experiencing a downturn in its performance and the Participant is told that they have been appointed to provide a clear sense of direction and to improve the performance of the Group. The Business Development Manager in their team appears to have become less committed and less enthusiastic over time and the Participant has received some highly critical feedback about this member of their team. As a result, the Participant has been asked to meet with the manager to review their performance and to agree a way forward.

Code: IS-I-BDM



Interview Simulations - External One-to-One

This type of Exercise simulates an external

one-to-one meeting between a Participant and

a Roleplayer, such as a sales call, a negotiation

or a customer service situation.

Most of these situations are set

in a face-to-face context, whilst

some are designed to operate

over the telephone, such as in a

call centre environment.

Due to the nature of this Exercise

there are two briefs, one for


Roleplayer.

46

Interview Simulations - External

65mins

Non- Management

Call Centre Operative


Tenacity


Judgement

Problem Analysis


Listening



Customer Service

The Participant assumes the role of a Call Centre Operative in the Customer Support Centre of Stenham Bank. The Bank provides a range of services including credit cards, holiday insurance, current accounts and on-line banking. The Participant will be asked to answer the telephone to a customer who has queries regarding: a claim on their insurance policy; the range of services available; and a complaint about the service. The Participant must ensure that the outcome of the call is positive for the customer and that the action they agree is within the Company’s specifications.

Code: IS-E-CCO



55mins

Non- Management

Business Advice Centre – NEW


Flexibility

Tenacity


Judgement

Problem Analysis

Listening



Customer Service

The Participant assumes the role of a Business Start-Up Advisor working for the Business Advice Centre (BAC). The BAC’s purpose is to provide assistance and advice to customers who are planning to start, or have already started, their own business. The Participant must meet with a customer who is interested in starting their own catering business. During the appointment, the Participant should gather as much information about the customer’s business as they can, provide advice where appropriate, and make referrals where required to specialist departments within the BAC. The appointment can take place either face-to-face or over the telephone.

Code: IS-E-BAC



75mins

Non- Management

Aquasoft Sales

CriteriaFlexibility


Judgement

Problem Analysis

Decisiveness

Listening


Impact

Resilience

The Participant takes on the role of a Sales Representative for Aquasoft, a supplier of water purifiers and softeners, which are usually sold directly to the public. During this Exercise the Participant has to make a sales call to a prospective customer and is expected to close a sale. Participants are supplied with an adequate amount of product information, associated costs and main selling points. No specific technical knowledge is necessary for this Exercise.

Code: IS-E-AS



75mins

Non- Management

The Customer Complaint


Flexibility


Judgement

Problem Analysis

Decisiveness

Listening



Customer Service

The Participant plays the part of a Customer Service Representative for an IT/Telecoms services provider, who has to deal face-to-face with a customer complaint. The situation arises after the customer has written to complain about the poor service they received. The Participant is provided with the background information relating to the situation and has the opportunity to prepare for the face-to-face encounter. Although the Exercise is set in the context of an IT/Telecoms environment, the skills needed to handle the situation are the same as for any customer complaint and no specialist knowledge is required.

Code: IS-E-TCC



One-to-One

85mins

Non- Management

Sentinel Office Supplies

CriteriaFlexibility

Tenacity


Judgement

Problem Analysis

Decisiveness


Listening



Impact

Initiative

Resilience

The Participant plays the role of a Sales Representative for an executive office equipment and services supplier. The Participant is calling on the Purchasing Manager of a prospective customer, who has expressed an interest in their range of photocopiers. The Participant, who does not need any specialist knowledge of photocopiers, needs to undertake a standard sales approach, which if successful, will result in a sale. However, the size of the sale will vary depending upon the skill level of the Participant.

Code: IS-E-SOS



55mins

Non- Management

Rabbit-Net plc

CriteriaFlexibility

Tenacity

Judgement

Problem Analysis

Listening



Resilience

Customer Service

As a Customer Service Agent at a call centre for Rabbit-Net, an Internet Service Provider, the Participant has to deal with a customer complaint. The customer is unhappy about the level of service that they have received and has several issues that they want the Customer Service Agent to resolve. The Exercise requires Participants to deal with the customer in an appropriate manner and to focus on their needs as well as providing solutions to their problems. Participants are supplied with adequate information and knowledge of this industry is not required.

Code: IS-E-RNP



65mins

Non- Management

Direct Insurance Services

CriteriaFlexibility

Tenacity

Judgement

Problem Analysis



Resilience

Quality Standards

Customer Service

The Participant plays the role of an Agent at Direct Insurance Services, a company which sells insurance over the telephone. On this occasion the Participant has to sell their product to a difficult customer who is annoyed about being disturbed at home. Participants are supplied with detailed information about the product they are selling, so no specialist knowledge is required. The outcome of the telephone conversation is dependent on the customer handling skills of the Participant.

Code: IS-E-DIS



75mins

Graduate

Resource Negotiation Meeting


Tenacity


Leadership

Judgement

Problem Analysis


Listening



The Participant assumes the role of a Team Leader at Siagem, a gas, oil and petrochemical company. Siagem are partnering with Natura Source a private environmental agency to research new energy sources. It is the Participant’s responsibility to meet with a representative from Natura Source to negotiate on a number of issues surrounding the research including deadlines, investment of money, allocation of resources, intellectual property and branding. The Participant must ensure that the outcome of the meeting is positive for Siagem.

Code: IS-E-RNM



47

48


35mins

Graduate

EuroBargain’s Dissatisfied Customer


Judgement

Problem Analysis

Decisiveness


Listening



Customer Service

The Participant assumes the role of a Trainee Store Manager working for a major international retailer, EuroBargain, which has numerous hypermarkets across Europe. In this Exercise the Participant is required to meet with a customer who has had negative experiences of both the store’s products and services. The Participant must address the issues raised by the customer in order to ensure that the customer’s faith in EuroBargain is restored.

Code: IS-E-EDC



55mins

Graduate

Wellbeing Unhappy End-user


Judgement

Problem Analysis

Decisiveness


Listening



Quality Standards

Customer Service

The Participant assumes the role of a Trainee Manager working for a new public sector agency, the ‘Wellbeing Agency’. The Participant is required to meet with an end-user who wrote to complain about a negative experience they have had with the level and quality of information available from one of the information services maintained by the Agency. The Participant must address the issues raised by the end-user in order to protect the good reputation of the Agency.

Code: IS-E-WUE



75mins

Graduate

Sweet Solution

CriteriaFlexibility

Judgement

Problem Analysis

Decisiveness


Listening



Impact

Customer Service

A newly appointed Key Account Manager for a confectionery supplier is due to meet with an Assistant Merchandising & Display Manager for a large general merchandise retailer, who is also new to the role. They share some common aims: to understand each others needs and to establish a working relationship which is mutually beneficial. They are also tasked to secure agreement from the other party to a number of commercial objectives. A basic understanding of commercial measures, eg market shares, are required. The Exercise has been designed so that the role of each can be assumed by the Participants. A Participant Brief and Roleplay Instructions are available for each role. Only one Participant would be assessed at a time with a Roleplayer taking the other part.

Code: IS-E-SS



75mins


Initiative Negotiation Meeting


Tenacity


Leadership


Judgement

Problem Analysis


Listening



Customer Service

Participants assume the role of an Area Manager for Choice Airways. Choice Airways is one of five transport and travel companies owned by a large international organisation called One Choice Travel. One Choice Travel is keen to increase synergies between operating companies and is therefore introducing an initiative to encourage working together. The Participant is due to meet with the Area Manager for First Rail Link, One Choice Travel’s rail company, in order to agree or negotiate terms as to how this initiative should be rolled out in their area to ensure success.

Code: IS-E-INM



One-to-One

75mins


Churchill Motors

CriteriaFlexibility

Tenacity


Judgement

Problem Analysis

Decisiveness


Listening



Resilience

The Participant plays the role of a Financial Controller for Churchill Motors Ltd, a medium-sized garage offering the full range of garage services including buying and selling cars. The Participant needs to agree or negotiate terms with the Sales Director, who is keen to close a reasonably large sale with a prospective customer. This entails establishing the parameters of the deal, so as to protect the garage’s financial position.

Code: IS-E-CM



75mins


Urbane Darcy


Problem Analysis


Listening



Impact

Initiative

Quality Standards

Customer Service

The Participant assumes the role of a Project Leader in the consulting division of Urbane Darcy, a major accountancy practice. They are about to have a meeting with the Chief Executive of a client who is dissatisfied with certain aspects of an ongoing assignment and is looking for a plan to rectify the situation. The Roleplayer’s brief contains a hidden issue requiring the Participant to show commercial awareness and good interpersonal skills to ensure a successful outcome.

Code: IS-E-UD



75mins


International Computing Solutions

CriteriaIntegrity


Judgement

Problem Analysis

Decisiveness


Listening



Impact

Initiative

Resilience

Customer Service

The Participant assumes the role of a Consultant with International Computing Solutions (ICS). They are required to meet with an extremely upset and dissatisfied customer who feels that they have been badly treated and significantly let down by ICS. Whilst the Participant is not the technician accountable for the problem, they are responsible for the contract and must reassure the client and convince them that ICS will be able to come up with a viable solution to resolve the situation. The Participant must ensure that the client is satisfied otherwise an important contract will be lost.

Code: IS-E-ICS



49

Questions?Talk to our Client

Services Team :

01483 752900

50


75mins


Brand New

CriteriaFlexibility

Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness

Listening



Impact

Customer Service

The Participant assumes the role of a newly appointed Public Relations (PR) Account Manager and is asked to meet with a client in the white goods sector to discuss spend on the client’s products over the coming year. They have a target for securing business, but the client has their own budget constraints and their own ideas about what PR policy should be pursued, so negotiation is needed. There is also the opportunity to build a good working relationship for the future. The Participant does not require any prior knowledge of PR to complete this Exercise.

Code: IS-E-BN



75mins

Middle Management

Outsourcing Issues


Tenacity


Leadership

Judgement

Problem Analysis

Decisiveness


Listening



Diversity Awareness

Quality Standards

Customer Service

The Participant assumes the role of an HR Business Partner in a pharmaceutical company with Head Offices in the UK and satellite offices in Denmark and Australia. The Company has outsourced many of its global HR processes to Employment Plus. However, different approaches and standards are being applied by the outsource supplier, especially in terms of selection and development of staff. The Participant is required to attend a meeting with the Employment Plus Account Manager to investigate some recent complaints and to set in place foundations for a more cohesive approach to the services that are being provided.

Code: IS-E-OSI



Middle Management

The Recruitment Sale

CriteriaFlexibility

Tenacity


Leadership

Judgement

Problem Analysis


Listening



Impact

Customer Service

The Participant plays the role of an Account Manager in a recruitment consultancy. A meeting has been arranged with Consec Logistics, an existing client that has until now been managed by a colleague. This colleague has resigned to join a competitor and the Participant must prepare for the meeting with Consec Logistics by reviewing records obtained from the Company’s internal Client Relationship Management database. These records suggest that the client has an urgent need to fill a number of vacancies in Operations and Customer Services. The Participant’s task is to build rapport, confirm the client’s needs, identify other sales opportunities and close the sale.

Code: IS-E-TRS



75mins

75mins


Procuring Services

CriteriaFlexibility

Tenacity


Judgement

Decisiveness




Initiative

Customer Service

The Participant plays the role of a Procurement Manager who has to negotiate a deal with a potential supplier of IT Training Services. The scenario is that the Company has recently invested in a significant upgrade of its computer hardware and has also chosen to standardise all of its PC workstations. The Procurement Manager has therefore been asked to identify an appropriate supplier for associated training and to negotiate a favourable deal.

Code: IS-E-PS



One-to-One

Middle Management

The Contract Negotiation

CriteriaFlexibility

Tenacity


Judgement

Decisiveness




Initiative

Customer Service

The Participant plays the role of a General Manager in a civil engineering company who wishes to negotiate a contract with a potential subcontractor. The General Manager is under pressure to secure favourable terms with the subcontractor, as the margin in the primary contract is small and there is little room to manoeuvre. The Participant is provided with details about the primary contract, the client, the requirements of the subcontract and information on competitive tenders.

Code: IS-E-TCN



75mins

Middle Management

Key Account Meeting


Tenacity

Independence

Judgement

Problem Analysis

Decisiveness

Creativity


Listening



Impact

Resilience

Customer Service

The Participant is asked to play the part of an Account Manager for a supplier of paints and coatings. The Participant is scheduled to visit a customer who produces volume car components. There has been a quality failure with one of the products which threatens to disrupt what has previously been an excellent long-term relationship. The task is to deal with the complaints, discuss ways of avoiding a recurrence and build a better partnership for the future.

Code: IS-E-KAM



75mins

Middle Management

Contract Review Meeting


Leadership


Judgement

Decisiveness


Listening



Impact

Initiative

Customer Service

The Participant plays the role of a newly appointed Project Manager within a company providing bespoke software and software support. They are due to meet a client for whom they provide on-site support, for the first annual review of the contract. The Participant is provided with information about the contract and the progress to date. Their aim is to discuss any issues that the client raises to ensure the effective relationship between the two companies continues. These issues relate to both operational and personnel matters. The Participant does not require any prior knowledge of IT or software, as the Exercise focuses on the ability to develop an effective working relationship with the client.

Code: IS-E-CRM



75mins

51

52


75mins


Meet the Press


Flexibility


Judgement

Problem Analysis

Decisiveness



Impact

Customer Service

The Participant plays the role of a Chief Executive of a contract services company, where a senior member of staff has had a difficult encounter with an important customer in the Midlands. It has taken some time to try and resolve this disagreement at a local level, and from time to time both parties have leaked some aspects of the dispute to the papers. The Participant is now faced with the prospect of going to record a radio interview for a national network, which could go out on the national news. To prepare for the interview, the Participant is provided with details of the existing contract and some information about the background to the dispute.

Code: IS-E-MTP



75mins


The Contract Resolution


Tenacity



Judgement

Problem Analysis



Listening


Impact

Customer Service

The Participant plays the role of a Senior Director of an IT solutions company, accredited by a global software supplier. The Participant’s company has entered into a contract with a major client to implement an information sharing environment. As a result of a recent technological innovation, the client has changed their position with regard to some of their requirements within the agreed contact. The Participant is meeting a member of the client’s senior management team to resolve the situation. The Participant’s aim for the meeting is to preserve the integrity of their business strategy and accreditation with the global software supplier whilst also minimising financial exposure.

Code: IS-E-TCR



75mins


Regulatory Meeting – NEW


Tenacity

Integrity


Judgement

Problem Analysis



Listening



Impact

The Participant assumes the role of UK General Manager of a pharmaceutical company. They have received reports of a number of cases in which packs of their medicines have been incorrectly labelled. They have informed the Regulatory Authorities, who have requested an immediate meeting. The Participant is given background information regarding the extent and likely cause of the problem, as well as some possible ways of ensuring a repetition and also cost and profitability information. Their task is to meet with the Regulator to explain what has happened. They must also agree an action plan to deal with the problem and to guarantee patient safety in the future. They must also try to limit the damage to the Company’s reputation.

Code: IS-E-RM




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Fact Find Exercises One-to-One

In this type of Exercise the Participant is

given a very short summary of the immediate

circumstances surrounding an incident.

After a brief planning period,

the Participant needs to display

effective analytical skills by

asking specifi c questions of

the Resource Person who has a

database of relevant information.

During this tight time schedule,

the Participant is required

to make a decision based on

the information gathered and

to recommend the action to

be taken.

The Participant then presents

the decision to the Resource

Person who challenges their

recommendation encouraging

the Participant to re-evaluate it.

Given the nature of the Exercise,

two briefs are required: one for


Resource Person. It should be

noted that the Resource Person

does not play a role in the

Exercise, but instead is a provider

of information and also has

responsibility for managing the

whole of the Exercise procedure.

54

Fact Find Exercises

50mins

50mins

Non- Management

MP Pumps


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness

Listening



Initiative

The Participant has been asked by their manager to go and see the company Production Manager who is concerned about their inability to meet the production schedule. The Participant needs to gather all the available information to accurately assess the situation before recommending next steps.

Code: FF-MPP

Non- Management

Country Road Homeworks


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness

Listening



Initiative

Customer Service

The Participant is asked by their manager to see the Customer Services Manager about the need to contact an unhappy customer on an issue related to the service given during the purchase of a lounge room suite. The Participant needs to gather all the available information to accurately assess the situation before they contact the disgruntled customer.

Code: FF-CRH

50mins



Graduate

Caring World


Openness to Change

Tenacity


Judgement

Problem Analysis

Decisiveness

Listening



Initiative

As an employee of Caring World, the Participant has been asked to make a recommendation as to whether or not the company should continue to accept funds donated by a charity. The Resource Person has a brief containing information on Caring World and relevant issues, which the Participant can access and use to make a recommendation.

Code: FF-CW





One-to-One


Socrates Systems

CriteriaFlexibility

Openness to Change


People Development

Judgement

Problem Analysis

Decisiveness

Listening



The Participant assumes the role of a recently appointed Sales Manager of Socrates Systems, a medium-sized software company specialising in Financial Accounting packages. The Participant is asked to investigate a situation in which a customer has requested that a Sales Executive should be dismissed. There are a number of pertinent facts to be unearthed and the Participant is required to make a decision based on the information they have gathered.

Code: FF-SS



50mins

Graduate

The Kipling Dilemma


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

The Participant assumes the role of a recently appointed Management Trainee who has been asked to investigate a particular situation. The situation poses the dilemma of whether or not to continue running a crèche facility at one of the company’s regional offices. There are a number of significant factors that need to be investigated in order for the Participant to be able to make a considered recommendation.

Code: FF-TKD



50mins

Graduate

Gourmet Catering Services


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

Customer Service

As a new Management Trainee at a leading ‘white goods manufacturer’, the Participant has been asked to investigate and recommend whether or not to renew the existing catering contract with Gourmet Catering Services. Their specific task is to weigh up the relative pros and cons of staying with the current supplier versus alternatives. In particular, quality, value and customer satisfaction need to be considered along with the preferences of the various company departments.

Code: FF-GCS



50mins

55


01483 752900

56

Fact Find Exercises


New Market Ventures


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

The Participant assumes the role of an external Marketing Consultant who has been asked to conduct a preliminary investigation into the feasibility of launching an existing product into a new market. The Resource Person is in possession of a great deal of information about the scenario, including the four ‘P’s’ of marketing, namely Product, Price, Promotion and Place, amongst other things.

Code: FF-NMV



50mins


Hermitage


Tenacity


Judgement

Problem Analysis

Decisiveness



Initiative

The Participant takes on the role of a newly appointed Production Manager of Hermitage Office Furniture Ltd, responsible for production, warehousing and distribution. The issue for investigation is whether or not performance of the Warehouse Foreman justifies disciplinary action. The Participant must ask questions to elicit information on the events surrounding the situation and on company policy to help them make a decision.

Code: FF-HER



50mins

One-to-One

Middle Management

Premier Business Systems



Judgement

Problem Analysis

Decisiveness

Listening


The Participant, in the role of a Management Consultant, has been asked to collect information about the prospective relocation of a business to new premises. Premier Business Systems is a relatively small software company and the Participant is required to identify relevant issues, consider relocation options and make an appropriate recommendation.

Code: FF-PBS



50mins

Middle Management

Kingsmead Shopping Centre

CriteriaFlexibility


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

Customer Service

The Participant assumes the role of a newly appointed Project Director for a large civil engineering/construction company called Centurion Design & Construction. The Participant is asked to investigate a request for a Project Manager working for a subcontractor to be dismissed from the Kingsmead Shopping Centre Project. There are a number of significant factors that need to be identified and considered in order for the Participant to be able to make their decision regarding the request.

Code: FF-KSC



50mins

Middle Management

The Expatriate Manager


Flexibility


Judgement

Problem Analysis

Decisiveness

Listening



Initiative

Diversity Awareness

The Participant, in the role of a General Manager, is asked to make a decision about a prospective repatriation of a Senior Expatriate Manager. Although this looks a relatively straightforward decision, there are much wider issues to be discovered in relation to the commercial risks of a joint venture.

Code: FF-TEM



50mins

57


01483 752900

58

Fact Find Exercises


Pharmcare Technology



Judgement

Problem Analysis

Decisiveness

Listening


The Participant assumes the role of Operations Director in Pharmcare Technology, a large pharmaceutical company. They are asked to make a recommendation as to whether or not a division of the Company should be closed down. This Exercise reflects the sort of strategic decisions that often need to be taken at an Executive level.

Code: FF-PT



50mins


Research Project


Flexibility

Openness to Change


Judgement

Problem Analysis

Decisiveness


Listening



Initiative

As a newly-appointed Director, the Participant faces an appeal for support from a senior member of staff, relating to a research project that the previous incumbent had not supported. The issue that is reflected by the research has strategic significance for the future of the Company.

Code: FF-RP



50mins

Middle Management

Kavanah Hawley

CriteriaTenacity

Attention to Detail



Judgement

Problem Analysis

Decisiveness


Listening



Initiative

The Participant takes on the role of a newly appointed Compensation and Benefits Manager for Kavanah Hawley, a manufacturer of exclusive beauty products. The Participant is tasked with deciding whether or not Kavanah Hawley should withdraw company cars from its staff benefits package. This Exercise requires the Participants to consider both the needs of the business and the people who work in it, in order to make a reasoned decision.

Code: FF-KH



50mins


REGISTER NOW

www.adc.uk.com

Analysis Exercises

This type of written Exercise presents the Participant

with a large amount of information, both verbal

and numerical, relating to a specifi c work situation.

The Participant is required to analyse the data and

is then asked to communicate his/her conclusions

and recommendations.

Alone

Two options are now available in terms of how the Participant

communicates their analysis. Each option relates to a different set

of documents and must be specifi ed at the time of ordering.

Option 1: Analysis Exercise

Report (and Optional Briefi ng)

The Participant presents their

analysis primarily in a written

report. This is benefi cial where

Written Communication is

key and where the job role is

likely to involve writing reports

and similar documentation.

A ‘briefi ng’ can also follow

the completion of the report,

allowing for some assessment of

additional criteria and to clarify

any outstanding points.

Option 2: Analysis Exercise

Presentation

The Participant presents his/her

analysis solely as a presentation.

This option is benefi cial for

roles where Persuasive Oral

Communication is important.

The presentation is twice as

long as the optional briefi ng

that follows a report. This is to

ensure that the Participant can

fully communicate their analysis

and recommendations, as no

written report will be produced to

support them.

Dual Task Some of our new Exercises introduce a new Dual Task format, which

have a greater focus on creativity. Task 1 requires the Participant to

generate ideas in line with the brief, whilst Task 2 gives more detailed

information for the Participant to analyse and then recommend which

ideas to pursue.

60

Analysis Exercises

90mins

90-135mins

90-135mins

Non- Management

Home Repair Stores

CriteriaJudgement

Numerical Analysis

The Participant assumes the role of a Department Head in a DIY retail store. They are provided with a large amount of information regarding a variety of product lines, stock levels, delivery schedules and promotions. Their task is to analyse the data presented and to generate a plan to cope with anticipated delivery shortages.

Code: AE-HRS

Non- Management

Somersby Books Ltd


Judgement

Problem Analysis

Decisiveness

Initiative

Optional

Flexibility

Openness to Change

Listening


Written Communication


Impact

Participants assume the role of an Administrative Assistant in the Marketing Department of Somersby Books Ltd, a medium-sized publishers. Having been with the company for 6 months, and keen to make their mark, the Participant is producing a sales analysis for the Marketing Manager in time for the forthcoming product catalogue meeting. The Participant is required to analyse data and make a recommendation as to which titles to exclude from the catalogue and which alternative titles to incorporate.

Code: AE-SBL

Non- Management

First Line Finance


Judgement

Problem Analysis

Decisiveness

Creativity

Quality Standards

Customer Service

Optional

Flexibility

Openness to Change

Listening




Impact

Participants assume the role of a call centre Team Leader at First Line Finance, a financial services provider. They are presented with detailed information including the quality of the team members’ telephone calls, sales figures and future targets. Their task is to analyse the information and devise a plan for use as a brief at the next team meeting in order to increase the motivation and performance of their team.

Code: AE-FLF

Non- Management

Financial Advisor’s Business Plan


Judgement

Numerical Analysis

Drive

Optional

Openness to Change



Participants assume the role of a recently recruited Financial Advisor in an insurance company. Having completed their technical training and obtained their Financial Planning Certificates, they are able to start actively selling without such a high level of supervision as they had before. They have been asked by their Sales Manager to compile a business plan based upon the sales target they have been given, which shows the nature and volume of the activities they must undertake to achieve their target. The Participant is provided with data about target markets, sales procedures and conversion ratios and is expected to analyse this data in order to produce a workable project plan.

Code: AE-FAB

Timing AI Administrator’s Instructions 5IFP Exercise 75PRF Participant Review 10

Timing AI Administrator’s Instructions 5IFP Option 1: Written Report

Analysis & report writing 75Optional briefing 45

IFP Option 2: Presentation Only Analysis & preparation 75Presentation 40

PRF Participant Review 10





75-120mins





Alone

105-150mins

Graduate

The Analyst



Judgement

Problem Analysis

Decisiveness


Optional

Flexibility

Openness to Change

Listening



Impact

Participants assume the role of a Trainee Business Analyst working for a global consultancy, Tanzecure, which specialises in providing financial data and market intelligence to their clients. A client has asked for information on five different products to be analysed in order to decide which product to invest in and launch. Participants are presented with comprehensive information about the market, customers, competitors and the five products in question and must make recommendations having analysed all available information.

Code: AE-TA





Graduate

The Research Officer – NEW


Planning and Organising

Judgement

Problem Analysis

Decisiveness

Numerical Analysis


Diversity Awareness

Optional

Flexibility

Openness to Change

Listening



The Participant assumes the role of a Research Officer working for the Education and Self-Improvement Group, a public body which provides training initiatives for adults and young people. The Participant must analyse four different training courses and make recommendations to the Head of Procurement as to how to reduce costs. The Participant is provided with a range of quantitative and qualitative data and is expected to consider all of the information provided in order to make a reasoned and objective decision to the Head of Procurement.

Code: AE-TRO

mins105-150





135-180mins

Graduate

EnerGenius Advertising Campaign – NEW



Creativity

Judgement

Problem Analysis

Decisiveness



Customer Service

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of a recently appointed Marketing Executive in a UK Energy company. They are responsible for developing ideas for an advertising campaign for a new range of renewable energy products. The Participant must analyse various pieces of information, suggest creative ideas, arrive at considered recommendations, outline an implementation plan and convey this information clearly to the Marketing Manager. They are also provided with information regarding their company, competitor activity, internal stakeholders, consumer preferences and advertising channels.

Code: AE-EAC





135-180mins

Graduate

Wakeham Financial Services


Judgement

Problem Analysis

Decisiveness

Creativity


Initiative

Optional

Flexibility

Openness to Change

Listening


Impact

As a Senior Consultant to the Board of Wakeham Financial Services, the Participant is asked to advise on the re-organisation of the Company in an effort to reduce costs and improve their speed of service. Detailed information is supplied on the Company’s formation, its technical services and the organisation of its cost structure. The Participant is required to make a recommendation on whether and how to re-organise.

Code: AE-WFS





61

62

Analysis Exercises

Graduate

Wellbeing ‘Swim a s-Mile’


Judgement

Problem Analysis

Decisiveness

Creativity


Optional

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of a Trainee Manager working for a new public sector agency, the ‘Wellbeing Agency’. Participants are presented with a range of qualitative and quantitative information relating to a possible promotion the Agency may launch called ‘Swim a s-Mile’. Participants must make recommendations relating to the content and medium of the promotion, the nature of any risks and the costs associated with such an event and make recommendations regarding how best to proceed.

Code: AE-WSS

mins105-150





Graduate

Personal Care Products


Judgement

Problem Analysis

Decisiveness

Creativity

Numerical Analysis


Optional

Flexibility

Openness to Change

Listening



Impact

As a Graduate Trainee, the Participant is responsible for doing some research into the varying success of one of the Company’s premier brands in the marketplace. Detailed qualitative and quantitative information on trends is provided for analysis. The Participant is required to provide a succinct summary of the salient points together with recommendations for future action.

Code: AE-PCP

mins105-150





Graduate

EuroBargain’s Seasonal Promotion


Judgement

Problem Analysis

Decisiveness

Creativity


Optional

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of a Trainee Store Manager working for a major international retailer, EuroBargain, which has numerous hypermarkets across Europe. They are presented with a range of qualitative and quantitative information relating to past store performance and current retail trends and their task is to analyse the data in order to plan for the upcoming season. The Participant must make recommendations regarding products, staffing and profit in order to maximise one particular store’s market position.

Code: AE-ESP

mins105-150





mins

Graduate

Bel-Smith Ltd


Judgement

Problem Analysis

Decisiveness

Creativity


Initiative

Optional

Flexibility

Openness to Change

Listening




Impact

As a Personnel Officer in Bel-Smith Ltd, a pharmaceutical company, the Participant is required to analyse the results of an Employee Survey and Training Needs Analysis conducted by an outside consultancy. The Participant is also provided with a report by the consultants containing recommendations. The Participant must analyse all documentation and decide on the suitability of the recommendations and provide their own conclusions.

Code: AE-BSL

105-150





Alone


Organisational Change Project



Judgement

Problem Analysis

Decisiveness

Numerical Analysis



Customer Service

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of Project Manager at Arion Capital, a leading provider of life insurance, pensions and asset management services. The company, which was formed following a merger, is currently going through consider-able change. The Participant’s role is to manage the implementation of a new e-learning system. They must analyse information and make recommendations as to which supplier or suppliers should be chosen to undertake the system implementation. The information provided is both qualitative and quantitative and includes company details, financial and cost data and associated risks and benefits.

Code: AE-OCP

mins105-150






The New Directive – NEW




Judgement

Problem Analysis

Decisiveness


Diversity Awareness

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of a newly appointed manager for Forthton Borough Council and is responsible for transport implementation. Central Government has recently cascaded a new directive. The Participant is provided with a range of qualitative and quantitative information. Their role is to analyse the information provided and make recommendations as to how they will implement the Central Government’s Directive at a local level.

Code: AE-TND

mins105-150






CompetitiveAnalysis




Judgement

Problem Analysis

Decisiveness



Optional

Flexibility

Openness to Change

Listening



Impact

The Participant plays the part of an external Consultant asked to conduct a benchmark analysis of a client’s competitive standing in the marketplace. The Participant is presented with a range of numerical and textual data, including financial performance, market share, staff headcount, budget expenditure profiles, market locations and much more. Participants do not need any knowledge of benchmarking procedures in order to do this Exercise.

Code: AE-CA

mins105-150






Chemical Solutions


Judgement

Problem Analysis

Decisiveness


Initiative

Optional

Flexibility

Openness to Change

Listening




Impact

The Participant is required to act as a partner of Chemical Solutions Ltd, a small software house specialising in the design and installation of information systems for the chemical industry. The Company has been invited to tender for a number of contracts, but does not have the resources to undertake all of them. The task is to analyse the enclosed information and provide a recommendation to the Management Committee on which contract option(s) to tender for.

Code: AE-CS

135-180mins





63

64

Analysis Exercises


Jules & Rich’s Jewellers


Judgement

Problem Analysis

Decisiveness

Creativity



Initiative

Optional

Flexibility

Openness to Change

Listening


Impact

The Participant assumes the role of a Jewellery Store Manager who has been appointed as a Store Development Manager, responsible for identifying and reporting the development requirements of a number of stores. The Participant must investigate the reasons underlying the poor sales performance of one of these stores. There are a number of factors that need to be reviewed in order for the Participant to be able to provide a recommendation to their Managing Director.

Code: AE-JRJ

mins105-150






The Restructuring Challenge


Judgement

Problem Analysis

Decisiveness

Creativity

Numerical Analysis



Optional

Listening



Impact

The Participant plays the role of a Regional Manager of a recently amalgamated pharmaceutical company. Due to the merger, the manager must re-organise their sales region. Written and graphical information is provided, including; product sales and potential, competitor information, sales representatives’ performance and logistical and cultural considerations. The aim is to supply the Business Development Manager with a recommendation as to how the objectives can be achieved.

Code: AE-TRC

mins105-150






David Rugg Chemists


Judgement

Problem Analysis

Decisiveness


Customer Service

Optional

Flexibility

Openness to Change

Listening



The Participant plays the role of Business Development Manager for David Rugg, a pharmacy chain who are in the process of identifying a suitable location for a new chemist. Detailed written information is provided about the town, transport, customers, past and future developments, as well as a town plan. The Participant is required to communicate to the Managing Director which of the six possible sites has been chosen, as well as detailing the reasons for rejecting the other sites.

Code: AE-DRC

mins105-150





Middle Management

The Marketing Manager – NEW



Judgement

Problem Analysis

Decisiveness

Creativity


Customer Service

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening




Impact

The Participant assumes the role of a recently appointed Brand Marketing Manager in a global confectionery company. They are responsible for developing and proposing strategies and marketing plans for their assigned Brand Portfolio. The Participant is asked to analyse a variety of information, suggest creative ideas, develop recommendations, create a plan and convey this information clearly. They are provided with information regarding the Company, product range, marketing legislation, target market, competitors, market research and stakeholders.

Code: AE-TMM





135-180mins

Middle Management

Energy Market Diversification – NEW

CriteriaPlanning and Organising


Judgement

Problem Analysis

Decisiveness



Customer Service

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening




Impact

The Participant assumes the role of Head of Energy for GEM plc, a UK-based international retailer. The Board has expressed the desire to proceed with a new initiative to diversify into the lucrative Energy market. The New Business Department has been in negotiation with four Energy suppliers who have been shortlisted as potential commercial partners. The Participant is provided with a range of quantitative and qualitative data about these suppliers and the market place. The Participant is expected to analyse this data, to make a clear recommendation on a commercial partner and to draft a business implementation plan.

Code: AE-EMD

mins105-150





Alone

Middle Management

KC Switches


Judgement

Problem Analysis

Decisiveness

Creativity



Impact

Initiative

Optional

Flexibility

Openness to Change

Listening


As a consultant to the Managing Director of KC Switches, the Participant is asked to advise on the production strategy for a new type of switch. Also, more generally, recommendations are requested concerning the business and organisation of KC Switches Ltd. Detailed information is supplied on the current product mix and market influences. The Participant is required to communicate their recommendations and supporting reasons.

Code: AE-KCS

mins105-150





Middle Management

Global Expansion Project


People Development


Judgement

Problem Analysis

Decisiveness


Optional

Stress Tolerance

Openness to Change

Leadership

Listening




Impact

The Participant assumes the role of Head of Development at Alpha Plastics, a global manufacturing company. Alpha Plastics is looking to expand into Asia and must choose between two possible sites. The Participant’s role is to analyse the information presented, recommend which site should be chosen and then resource the project. Information provided includes company details, CSR policies, industry trends and local area data. The Participant is also required to recommend a team to manage and deliver the project taking into account expertise, individual development needs and budget constraints.

Code: AE-GEP

mins105-150





65

66

Analysis Exercises

Middle Management

Hallbrooke Review


Leadership


Judgement

Problem Analysis

Decisiveness

Creativity



Teamwork

Initiative

Customer Service

Optional

Flexibility

Openness to Change

Listening



Impact

The Participant is asked to assume the role of a Regional Manager for a national retailer. Following the announcement of a new organisational vision, a number of audits were commissioned. The Participant is required to analyse a range of numerical and textual information gathered in the audits, including sales, financial performance and customer feedback. Their task is to provide the Board of Directors with a summary of performance and recommendations for how and where performance could be improved.

Code: AE-HR

mins105-150





Middle Management

The Financial Review



Judgement

Problem Analysis

Numerical Analysis



Initiative

Optional

Flexibility

Openness to Change

Listening



Impact

The Participant is asked to assume the role of a Financial Controller for an international Management Consultancy. They are presented with financial information about the recent performance of a number of business units and are required to provide a summary of their findings and recommendations to the Board. The Exercise places a large amount of emphasis on numerical analysis in a commercial setting as the Participant is given a range of numerical and textual information including a number of balance sheets and profit & loss accounts.

Code: AE-TFR

135-180mins





Middle Management

EsTeal Resource Allocation


Judgement

Problem Analysis

Decisiveness

Creativity

Numerical Analysis



Initiative

Optional

Flexibility

Openness to Change

Listening



Impact

The Participant is asked to take on the role of a Project Manager within EsTeal plc, a multi-national organisation. They are presented with information relating to two projects but have limited resources with which to complete them. They are asked to analyse the information and recommend a division of resources. Participants do not require any knowledge of Project Management in order to complete this Exercise.

Code: AE-ERA

mins105-150





Middle Management

Benchmarking for Superior Service



Judgement

Problem Analysis

Decisiveness

Creativity



Quality Standards

Optional

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of a General Manager within a service organisation, who has been asked by the Marketing Director to analyse the level of service provided compared with competitors. The Participant is provided with a large amount of quantitative and qualitative information relating to feedback from customers and reports on general industry trends. The Marketing Director has asked the Participant to highlight appropriate conclusions and recommendations for action.

Code: AE-BSS

mins105-150





Alone

Middle Management

Public – Private Partnership




Judgement

Problem Analysis

Decisiveness

Numerical Analysis


Initiative

Optional

Flexibility

Openness to Change

Listening



Impact

The Participant assumes the role of Procurement Manager for a Public Health Service Trust. The Trust is re-developing one of its hospitals and aims to achieve better service and ‘value for money’ through partnership with a private organisation. The Participant is required to analyse a range of numerical and textual information, including a risk allocation matrix, to assess the appropriateness of submissions from potential partners. Participants must provide a proposal, making recommendations as to which submissions will be short-listed. No prior knowledge of procurement procedures is required in order to complete this Exercise.

Code: AE-PPP

mins105-150






Redisso’s Strategic Re-Alignment – NEW


Judgement

Problem Analysis

Decisiveness





Creativity

Openness to Change

Flexibility

Customer Service

Quality Standards

Optional

Listening



Stress Tolerance

Impact

The Participant assumes the role of Head of Commercial Operations at Redisso, a medium-sized software solutions business. A Non-Executive Director on Redisso’s Board has voiced concerns about declining profit margins and highlighted a need to re-structure the business and realign its growth strategy. The Participant must carry out a detailed review of Redisso’s financial and commercial performance and set out recommendations for how this might be improved in the short, medium and long term.

Code: AE-RSR

135-180mins






Porion Acquisition



Judgement

Problem Analysis

Decisiveness

Creativity



Customer Service

Optional

Stress Tolerance

Flexibility

Openness to Change

Listening




Impact

Participants assume the role of Operations Director of Porion Group, an international Market Research Company. Porion is considering acquiring one of three smaller companies to further continue its growth strategy and global expansion. Participants must analyse quantitative and qualitative data, choose one option and justify their recommendation to the CEO. Participants must also consider any practicalities to ensure the acquisition proceeds smoothly.

Code: AE-PA

135-180mins





67

Questions?

Talk to our Client Services Team:

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68

Analysis Exercises


The Pension Problem



Judgement

Problem Analysis

Decisiveness

Creativity

Numerical Analysis



Customer Service

Optional

Flexibility

Openness to Change

Listening



Impact

Participants assume the role of a Government Analyst. The task is to provide reasoned advice on policy regarding state pensions. Detailed information is provided for projected effects of changes in tax and demographics and values of the organisation to which the Participant belongs. The information is presented in various forms, graphs, tables, Government Papers, advisory documents and newspaper articles. Content is highly complex, but specialist knowledge of financial services or past Government policy is not required. There is no simple ‘right answer’, the Participant must provide a reasoned solution.

Code: AE-TPP

mins105-150






Kashai’s Organisational Change




Judgement

Problem Analysis

Decisiveness

Creativity




Initiative

Optional

Flexibility

Openness to Change

Listening



Impact

Participants assume the role of a Senior Consultant in a large consulting group, who, as part of a bid process for a consulting assignment, must submit recommendations to the Board of Kashai Inc, regarding an organisation-wide Change Programme. Having acquired several new subsidiaries, the business must re-evaluate its position in the marketplace, primarily to maximise customer value and profit margins. The Participant receives all the necessary information for analysis, in order to provide the Board with comprehensive recommendations.

Code: AE-KOC

135-180mins






Image Graphics


Judgement

Problem Analysis

Decisiveness

Creativity


Optional

Flexibility

Openness to Change

Listening




Impact

Participants assume the role of a Management Consultant who has been asked to provide recommendations to the Managing Director of a small printing business with several regional offices. Although the business is relatively small in size, there are a number of strategic issues to be considered in terms of how the business can continue to develop. This Exercise places an emphasis on business planning.

Code: AE-IG

mins105-150






Resoniq’s Strategic Development



Judgement

Problem Analysis

Decisiveness

Creativity



Optional

Flexibility

Openness to Change

Listening



Impact

After successful penetration into the European market 3 years ago, Resoniq, an audio-electrical manufacturer, wishes to follow this with a launch into the wider international market. The Participant plays the role of the Marketing Director and must ascertain which of the strategies available would prove to be the most advantageous. They must provide the Board with their analysis and recommendations.

Code: AE-RSD

135-180mins





In-Basket Exercises Alone

In this popular type of paper-based Exercise, the

Participant is given the in-tray of a predecessor

which must be managed within a specifi c length

of time. The contents typify issues often found in

the in-tray at the specifi ed role level in terms of

variety, complexity and volume. They can include

email printouts and letters relating to customer

complaints, staffi ng issues, products, health

& safety projects, administrative and personal

organisation issues.

Although initially it appears easy to evaluate an individual’s performance on this task, Assessor training is crucial. This is because Participant responses can vary signifi cantly, making it diffi cult for Assessors to know how to evaluate what Participants have or have not done.

The Guide For Assessor clearly outlines alternative ways of managing each item and how these would be evaluated against the Criteria.

The Participant Report Form is an ideal vehicle in this Exercise for the Participant to explain why, for example, certain items were not dealt with. This could avoid false assumptions being made on the part of the Assessor.

It may also be desirable to schedule an optional In-Basket Interview after the Assessor has marked the In-Basket, during which the Assessor should aim to clarify any further ambiguities.

70

In-Basket Exercises

80mins

Timing AI Administrator’s Instructions 5IFP In-Basket 60PRF Participant Review 15

Non- Management

The Office Assistant



Judgement

Problem Analysis

Decisiveness



Initiative

Customer Service

The Participant assumes the role of an Office Assistant who has been sent by a Recruitment Agency to the Council Tax Office of Lowborough County Council. Due to the last Office Assistant leaving the job without giving notice, there is no handover period. The Participant is required to deal with issues such as arranging meetings for the Council Tax Office Managers, co-ordinating their diaries, ordering stationery supplies, dealing with queries and responding to customer complaints.

Code: INB-TOA

95mins


Non- Management

The Finance Assistant – NEW



Problem Analysis

Decisiveness

Numerical Analysis



Initiative

The Participant assumes the role of the Finance Assistant covering maternity leave in the Finance Department of a small firm of solicitors. For health reasons their predecessor has had to leave suddenly and so there has been no handover period. The Participant is required to deal with issues such as invoice coding, bank reconciliations, summarising the budget position to date, checking commission payments and invoices and completing journal transfers for the year end reconciliation. This Exercise is suitable for Participants working in a Finance Department at Trainee Accounts Clerk or Purchase Sales Ledger Clerk level.

Code: INB-TFA

80mins


Non- Management

Low-Fare Air – NEW



Judgement

Problem Analysis



Initiative

Customer Service

The Participant assumes the role of a Customer Service Agent working for a small low cost airline. It is the Participant’s first day having taken over from their predecessor who has transferred to another department within the airline. Due to an urgent offsite meeting, no other members of the organisation are available. The Participant is required to deal with internal and external customer issues and complaints such as damaged baggage, complaints against staff, reservation errors, rota checking and policy document checking.

Code: INB-LFA

80mins


Non- Management

The Support Officer



Judgement

Problem Analysis

Decisiveness



Initiative

Customer Service

The Participant assumes the role of a newly appointed Support Officer for a group of Sales Managers working for the software supplier, Burgundy Solutions Ltd. Due to unforeseeable circumstances, there is no handover period. The Participant is required to deal with issues such as identifying, allocating and co-ordinating the managers’ schedules to fulfill internal and external demands, to request goods and services and to monitor associated internal procedures, for example, querying customer contracts and invoices.

Code: INB-TSO

Alone

95mins


Non- Management

The Administrative Assistant



Problem Analysis

Decisiveness

Numerical Analysis



Initiative

The Participant is asked to assume the role of an Administrative Assistant who has been called in to replace an employee who has suddenly been taken ill. The Participant is required to deal with a number of important issues such as the organisation of an international conference, the co-ordination of a selection interview schedule and various other general administrative matters. The Participant is required to act decisively, prioritise and display good planning and organising ability.

Code: INB-TAA

80mins


Graduate

SuperStores



Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant assumes the role of Relief Manager in the branch of a typical national supermarket chain. Aimed at trainee or potential managers, the scenario includes more immediate, tactical issues in the areas of Personnel, Health & Safety and Administration and requires that the individual gives careful consideration to the prioritisation of the items.

Code: INB-SS

95mins


Graduate

Bear Capital Banking – NEW



Judgement

Problem Analysis

Decisiveness

Numerical Analysis




Initiative

The Participant assumes the role of a new recruit, working within the Trade Support department of a leading Investment Bank. The department is responsible for providing day-to-day operational support to the trading desks. Within this role they have to deal with a number of important issues that arise. These include investigating failed trades, ensuring timely payments are made and dealing with queries from internal and external customers. No prior experience of Investment Banking or related financial services is required.

Code: INB-BCB

110mins


Graduate

Wellbeing Agency



Delegation


Judgement

Problem Analysis

Decisiveness



Initiative

Quality Standards

The Participant assumes the role of a Trainee Manager working for a new public sector agency, the ‘Wellbeing Agency’. The Participant is asked to deal with a range of typical public sector issues and stakeholders. Issues include standard day-to-day management and administrative tasks relating to budgets, purchasing, staffing challenges and liaising with various external and internal stakeholders.

Code: INB-WA

71

72

In-Basket Exercises

110mins

Graduate

EuroBargain



Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant assumes the role of a Trainee Store Manager working for a major international retailer, EuroBargain, which has numerous hypermarkets across Europe. The Participant is asked to deal with a range of issues typical of those faced in a retail environment. Issues include standard day-to-day management tasks relating to sales figures, stock levels, staffing challenges and customer liaison, as well as a number of non-standard tasks.

Code: INB-EB



Transport Project Launch – NEW


Delegation

Judgement

Problem Analysis

Decisiveness

Numerical Analysis



Diversity Awareness

Customer Service

The Participant assumes the role of a Project Manager at Brevet Transportation Authority. The Participant is responsible for the launch of a new range of buses throughout the City of Brevet. Their role is to ensure smooth role out of a number of bus routes and launch events. The In-basket contains issues relating to the projected budget, safety of the buses, accessibility to the public, liaison with the community and internal team issues.

Code: INB-TPL


110mins

95mins


Graduate

Management Trainee Scheme



Judgement

Problem Analysis

Decisiveness



Initiative

The Participant takes on the role of a recently recruited graduate who is on the company’s Management Trainee Scheme. The scheme is comprised of a series of 3-month placements working on a series of special projects, aimed at giving the individual a broad understanding of the organisation. The Exercise scenario involves the Participant managing a range of issues related to a new set of projects. Items within the In-Basket include emails, circulars and correspondence and the Participant has to process these items within the allotted time.

Code: INB-MTS

110mins


Graduate

Midshires Consulting


Delegation

Judgement

Problem Analysis

Decisiveness


Initiative

The Participant is asked to imagine themselves as a Graduate Trainee at Midshires Consulting, a large accountancy and professional services firm. The scenario involves the Participant returning from a training course to find that their in-tray is full of emails, circulars and reports as well as information regarding future meetings and presentations. The object of the Exercise is to prioritise and organise the items in a structured and considered way.

Code: INB-MC

Alone


Lowesdon Health Authority


Management Control

Delegation

Judgement

Problem Analysis

Decisiveness


Initiative

The Participant takes on the role of an acting Unit Manager for a Psychiatric Unit situated in the grounds of the regional general hospital. The Participant is asked to deputise for the previous Unit Manager who has been taken seriously ill. Whilst their day-to-day responsibilities do not include patient care, they do need to liaise with medical staff and are responsible for ensuring the smooth running of the Unit, through the provision of effective clerical support and other services. As such, the Participant is expected to deal with a wide range of typical issues that have arisen.

Code: INB-LHA


110mins


Neptune Life


Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant is asked to step into the role of a Sales Manager in the direct sales force of a life assurance company. The Exercise requires them to deal with a range of issues such as the performance of some of the Financial Advisors in their sales team, marketing initiatives, personnel problems, training requirements and the need to comply with regulatory standards.

Code: INB-NL


110mins mins


Regal Bank plc


Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant is asked to imagine that they are the manager of a branch of a retail bank. Within this role they have major responsibilities for the people in the branch, for developing sales of banking and associated products, and for the supervision/efficiency of all the day-to-day processes. The items within the In-Basket relate to all of these major accountabilities, which are typical of the work of a first-line manager.

Code: INB-RBP


110mins


Factory Personnel Manager


Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant assumes the role of a Factory Personnel Manager of a leading motor components manufacturer. Supported by a small team, the Factory Personnel Manager is responsible for all HR matters at several sites and this entails managing a wide range of correspondence from various levels within the organisation. The issues raised relate to selection, appraisal, training & development, internal communications, rewards and disciplinary matters. Participants are not required to display specific knowledge of HR practices or legal principles, beyond what would be expected of any line manager.

Code: INB-FPM


110 73

74

In-Basket Exercises

Middle Management

Wholesome Foods



Management Control

Delegation

Judgement

Problem Analysis

Decisiveness


Initiative

The Participant is asked to assume the role of acting General Manager of Wholesome Foods Ltd, a market leader in the manufacture of ready-made meals. The items to be faced in this In-Basket typify those which would normally face a middle manager. Examples include personnel, administrative, general management, Health & Safety and financial issues.

Code: INB-WF


110mins

Middle Management

International Business Expansion


Delegation

Judgement

Problem Analysis

Decisiveness





Initiative

The Participant assumes the role of an International Business Development Manager with a remit to grow the EMEA region for DentaGlo, a US manufacturer of a tooth whitening system. Although DentaGlo is well established within the US, it has only started to move into overseas markets in the last few years. The Participant’s role requires them to expand the sales channels within the region through a combination of direct sales activity and third party distributors. Items relate to sourcing and evaluating potential new distributors, managing performance issues and devising sales and marketing strategies for the different territories within their region.

Code: INB-IBE


110mins

Middle Management

Regional Brand Manager – NEW


Delegation


Judgement

Problem Analysis

Decisiveness




Initiative

The Participant assumes the role of a Regional Brand Manager within Polar Soft Drinks, a global FMCG company. The Participant is responsible for one of the key brands within the EU Region and their role is to provide guidance to individual markets/regions, ensure sustained growth and ensure that the brand supports the company strategy. The In-Basket contains issues relating to the development and placement of advertisements, alignment with other business functions, competitor activity, brand strategy and wider issues around regional working.

Code: INB-RBM


110mins


Haven Housing Association


Delegation

Leadership

Judgement

Problem Analysis

Decisiveness


Customer Service

Working within an organisation which is committed to building sustainable communities and better lives, the Participant will assume the role of a newly appointed Branch Manager within Haven Housing Association. The issues included in this In-Basket are typical of a first-line management role and include managing services to customers, team motivation, maximising income and performance management. No prior experience of Housing Associations or related services is assumed.

Code: INB-HHA


110mins

Alone

Middle Management

Mega Models


Management Control

Delegation

Judgement

Problem Analysis

Decisiveness


Initiative

The Participant assumes the role of the General Manager of Mega Models Ltd, a subsidiary of Mega Toys and Games. Mega Models manufactures a range of toys and models, which span age groups from nursery to adult. The In-Basket contains issues relating to sales & marketing, production, finance and human resources. As such, they typify issues likely to be faced by a middle manager.

Code: INB-MM


110mins

Middle Management

Public Sector Agency


Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant assumes the role of a Regional Director of a Public Sector Agency responsible for the collation and ongoing analysis of demographic data within the UK. The In-Basket contains issues relating to staff, such as recruitment, staff development and the results of a recent Employee Opinion Survey, as well as some issues with direct reports. It also contains items regarding the use of new technology for data analysis, commercial opportunities for the use of their data and various other strategic initiatives.

Code: INB-PSA


110mins


Mega Toys and Games


Delegation

Judgement

Problem Analysis

Decisiveness



Initiative

The Participant assumes the role of Managing Director of International Operations within Mega Toys and Games. This role is highly strategic, having overall responsibility for international sales and marketing, as well as product sourcing. It does not, however, include manufacturing. Items to be handled in the In-Basket relate to strategic issues about divisional responsibilities, headcount, potential mergers and other executive decisions.

Code: INB-MTG


110mins


Department for Personal Data – NEW


Management Control

Delegation

Judgement

Problem Analysis

Decisiveness




Diversity Awareness

The Participant assumes the role of the Director of Corporate Support and Shared Services for the Department of Personal Data, which is responsible for the collection, co-ordination and dissemination of all personal data for use by other government departments. The In-Basket contains issues relating to the preparation of ministerial briefings regarding the security and abuse of personal data and the need to provide public reassurance and respond to legal challenges. There are also some issues relating to staff performance and implications for the Department’s policy on diversity awareness and budgetary planning, as well as other strategic matters.

Code: INB-DPD


110mins

75

76

In-Basket Exercises

110mins



Chameleon Corporation – Finance


Delegation

Judgement

Problem Analysis

Decisiveness




Initiative

As the Finance Director of Chameleon Corporation UK, the Participant has to deal with a wide range of strategic and operational matters. Current strategic challenges include a potential acquisition and a collaboration agreement. Operational matters relate to ensuring adherence to accounting standards, managing pension and treasury issues, preparing the annual Shareholders Report and various other day-to-day issues to do with staff management and resourcing requirements.

Code: INB-CCF

110mins



Chameleon Corporation – Sales


Delegation

Judgement

Problem Analysis

Decisiveness




Initiative

As the Sales Director of Chameleon Corporation UK, the Participant is required to deal with a wide range of sales-related issues, to do with performance, targets, recruitment, awards, conferences and business opportunities, amongst other things. The Participant is also expected to take a strategic view across the business in their capacity as a Director and a number of the items reflect this requirement.

Code: INB-CCS

110mins



Chameleon Corporation – Personnel


Delegation

Judgement

Problem Analysis

Decisiveness




Initiative

The Participant takes on the role of a Personnel Director of Chameleon Corporation UK and is required to handle a number of complex strategic issues relating to personnel policies on pay and reward mechanisms, succession planning and the future development of the Human Resource Department and other executive decisions.

Code: INB-CCP


110mins


Chameleon Corporation – Manufacturing


Delegation

Judgement

Problem Analysis

Decisiveness




Initiative

As the Production Director of Chameleon Corporation UK, the Participant has to deal with a number of issues related to product quality, technological development and innovation, major capital expenditure projects, product development and the interface between production and all other aspects of the Company’s operations. At this level much of the content is future oriented. Current issues have an impact across the whole organisation.

Code: INB-CCM

77

Inbox offers the widest range of ready-to-use In-Basket exercises anywhere in the world.

Introducing Inbox™

An Authentic Simulation ExperienceInbox comes in a format that truly refl ects the daily reality of a modern workplace, requiring participants to work through a number of emails – spotting links, addressing problems, making decisions and prioritising issues within time constraints. Participants are able to read and respond to emails, schedule meetings in their calendar and review and edit documents and spreadsheets.

The Widest Choice of ExercisesWe have 29 ready-to-use exercises available for immediate use in the Inbox assessment environment. These popular exercises measure critical work-related competencies including Planning & Organising, Judgement, Problem Analysis, Decisiveness and Delegation. View all of these exercises at www.ac-exs.com

Fast and Simple AdministrationOur simple registration process allows your practitioners to quickly set up and invite participants via our Apollo™ online test platform. Alternatively, can set up and manage the process on your behalf, including marking participants’ responses and preparing reports according to the agreed timescale.

Inbox is an innovative online assessment environment within which participants must effectively deal with tasks and situations communicated via a simulated email system.

78

Feature Rich Assessment Tool

• Online participant access – Inbox can be delivered from our Apollo™ online assessment platform directly to participants via their Internet browser.

• a&dc Inbox exercises – Inbox administers all of our ready-to-use In-Basket exercises, from non-management, to graduate and through to executive level.• Email interface – with a look and feel familiar to business

users and similar to Microsoft Outlook®.• Built-in offi ce software – exercises use Inbox specifi c word

processing and spreadsheet programs resembling typical offi ce applications.

• Marking system – Inbox features a semi-automated marking system, with an item by item behavioural checklist format and automatic collation of behaviours by competency. This online system can reduce marking time by up to 30% compared to that required for conventional paper and pencil exercises.

• Reporting functionality – generates PDF reports for a participant on demand, providing a summary of assessor scores and the participant’s full exercise output.

• Interactive onboard tutorial – to guide participants through the program before they commence an exercise.

• Flexible purchase – any number of our ready-to-use exercises can be purchased using credits. Please see our price list for more information.

One-to-OneOral Presentation Exercises

The Participant is asked to prepare for and

make a formal presentation that is consistent

with the demands of the target role. If it is more

appropriate, the Participant can be asked to make

a more informal briefi ng.

As the presentation should be

consistent with the demands

of the role, Oral Presentation

Exercises are usually bespoke

and designed for specifi c

Centres. However, we have

these Off-the-Shelf Exercises,

which can be used as they are,

or might form the basis for a

customised version.

Additionally, our Analysis

Exercises also include an

Oral Presentation component.

80

Oral Presentation Exercises

80mins

85mins

70mins


Presentation and Q & A’s 20PRF Participant Review 10





Non- Management

National Clerical Society

CriteriaFlexibility

Openness to Change


Judgement

Listening



Impact

Initiative

As a Team Leader of a group in a large clerical department, the Participant has been asked to gather data on the way records are processed in the department and to make a presentation to their line manager on a potential efficiency improvement. The brief contains background information on the existing process, results of a method study and some comments from team members which in total suggest a way forward.

Code: OP-NCS

Graduate

Rutledge and Paul

CriteriaFlexibility

Openness to Change


Judgement

Listening



Impact

Initiative

As a graduate, the Participant has been assigned to gather data on a potential office move for the Managing Director of a subsidiary of a larger organisation. The brief contains a variety of background data on the two most likely choices and the Participant is required to prepare a presentation to brief the Managing Director on these choices.

Code: OP-RP


Supreme Cuisine

CriteriaFlexibility

Openness to Change


Leadership

Judgement

Problem Analysis

Listening



Impact

Initiative

As an Area Sales Manager for a large food and beverage company, the Participant has been tasked with launching a new product into a test market. Using the information provided, they must prepare a presentation for the National Sales Manager, outlining their launch strategy in terms of who they intend to target and exactly how they will promote and market the new product effectively.

Code: OP-SC

For more Presentation options see our Analysis Exercises section

Scheduling Exercises Alone

In these Exercises the Participant is provided with

background information describing a situation that

requires the scheduling of limited resources.

The Participant must analyse

the data provided and prepare

a plan indicating how the

resources will be deployed to

achieve a specifi c objective.

Although this sounds quite

simple, it can often be a complex

procedure. The Participant must

determine the order in which

tasks should take place, identify

tasks that are contingent upon

others and determine those that

are able to run in parallel. Diary-

based schedules are provided for

Participants to work on.

A model answer is provided

for Assessors although it is not

necessarily a defi nitive answer.

82


75mins

75mins

75mins

75mins

Non- Management

Team Leader’s Challenge

CriteriaFlexibility

Attention to Detail


Judgement

Problem Analysis

The Participant is asked to assume the role of a Team Leader heading up a team of shop floor operatives. Their challenge is based on the need to meet an extremely tight deadline for a very important contract recently secured from a new customer. The task involves planning how to utilise the available labour whilst working within certain constraints.

Code: SE-TLC

Non- Management

The Company Conference



Judgement

Problem Analysis

The Participant assumes the role of an Administrative Assistant working in a small company, who has been tasked with organising a conference. Among the items to be scheduled are the booking of the venue, arrangements for audio-visual aids, travel arrangements, guest speakers, and transportation to the venue. The objective is to work out a schedule so that all of the components are completed in time for the conference.

Code: SE-TCC

Non- Management

The Annual Appraisal Cycle



Judgement

Problem Analysis

As a Human Resources Administrator, the Participant is given the task of planning and implementing a new appraisal system. The objective is to schedule the whole process including the design of the appraisal, training of staff, delivery and collection of materials and paperwork. The deadline is tight because the results of the appraisals are linked to pay awards. The challenge is to work out a schedule that will ensure the appraisal process is completed by the given date.

Code: SE-TAA

Graduate

The Publicity Brochure



Judgement

Problem Analysis

As a Management Trainee, the Participant is tasked with completing the production of a publicity brochure in readiness to attend a trade fair. The task is to develop a plan to co-ordinate all the necessary activities including liaison with internal departments, copywriters, graphic designers and printers. Because the budget has only been recently approved, this has to be completed within a tight timeframe.

Code: SE-TPB

Timing AI Administrator’s Instructions 5IFP Exercise 40

Optional presentation and Q & A’s 20





55mins

75mins

Alone

Graduate

The Product Launch



Judgement

Problem Analysis

The Participant is asked to assume the role of a Marketing Executive in an FMCG company. Their challenge is to meet a launch date for a new product to respond to a competitor initiative. The task involves developing a plan to co-ordinate the activities of production, technical support, warehousing and distribution and sales, together with all the necessary external agencies.

Code: SE-TPL

Graduate

The Customer Survey



Judgement

Problem Analysis

The Participant assumes the role of a Graduate Trainee in the Customer Service Department of a publishing company. They have been given the task of planning and organising a customer survey regarding one of their magazines that is losing readers. The challenge is to co-ordinate the design, content and production of the survey as well as the members of staff involved in the project. The Participant’s manager has asked to see a schedule, demonstrating their ability to gather all the relevant information, as the results of the survey are to be included in the anniversary issue of the magazine.

Code: SE-TCS



100mins


International Office Move – NEW



Judgement

Problem Analysis

The Participant assumes the role of a Project Manager working for an international investment bank. The Bank is expanding its Malaysian office and the Participant has been tasked with coordinating the recruitment of new staff, ordering new office equipment and relocating the existing staff to a new premises. The Participant is provided with the timings and staff requirements for the recruitment activities, costs and constraints associated with the relocation of equipment and timeframes for ordering new office equipment. In addition to producing a schedule to deliver the project, the Participant is also asked to produce a table of costs, and to identify key risks with the project and how these might be mitigated.

Code: SE-IOM


55mins


The Recruitment Campaign



Judgement

Problem Analysis

The Participant is asked to assume the role of a newly appointed Personnel Manager recruiting a variety of staff for positions in a hospital in Saudi Arabia. The challenge is to co-ordinate all the necessary advertising, interviewing, approval of short-listed candidates, booking medical examinations, arranging visas and assuring travel arrangements, so the staff arrive on site according to an agreed schedule.

Code: SE-TRC


83

84


55mins


The Company Relocation



Judgement

Problem Analysis

As a Manager, the Participant is charged with the responsibility of moving this small but expanding company into new premises on a defined date. This will involve allocating space to named individuals, arranging furniture supplies, carpeting, partitioning, cabling for computing networks and ensuring that all the services are switched on in time. Naturally all the existing staff, files, computers etc, will have to be moved with minimum disruption. The objective of the Exercise is to design a schedule to ensure that the move takes place over a weekend, enabling the Company to open for business on the following Monday.

Code: SE-TCR


75 mins


The Project Manager



Judgement

Problem Analysis

The Participant assumes the role of a Project Manager who is responsible for managing a company-wide computer systems upgrade. Their challenge is to produce a project plan, to schedule the necessary tasks for the initial requirements stage through to final installation. A focus on efficiency is sought. The successful Participant will complete all tasks to time, budget and within regulatory constraints.

Code: SE-TPM


75mins


The Company Event



Judgement

Problem Analysis

As a Public Relations Manager, the Participant is given the task of planning and organising a 25-Year Anniversary Party. The task involves designing a schedule to ensure that all of the necessary actions, for example logistics and invites, are co-ordinated within certain constraints and a tight timescale. Although this appears straightforward, there are a number of requirements which have to be understood before a plan can be produced.

Code: SE-TCE



www.adc.uk.com

‘A Day in the Life…’ Assessment Exercises

Exercises within an Assessment Centre do not have to stand alone

as single entities. To maximise face validity you may wish to run

a Centre which simulates a ‘typical working day’ as closely as

possible and is therefore based upon interlinked Exercises which

maintain continuity throughout the Assessment day.

We currently have two different ‘Day in the Life…’ sets of interlinked Exercises:

Bespoke ‘A Day in the Life …’ scenariosWhatever your Assessment & Development needs, we can design a

bespoke ‘A Day in the Life …’ scenario, which accurately reflects the

business context with appropriate situations relating to a target role

within your organisation.

‘A Day in the Life' of a Graduate in Retail

In this unique range of interlinked off-the-shelf Exercises, the

Participant assumes the role of a recent graduate working as a

Trainee Store Manager for a major international retailer, EuroBargain,

which has numerous hypermarkets across Europe. How the day

runs is dependent on the Exercises selected from the range of five.

Participants are free to manage their own workload throughout the

day, although some meetings may be scheduled according to the

Exercises chosen. The five interlinked Exercises are listed below with

appropriate page numbers for the respective pen portraits.

• Non-Assigned Role Group Discussion EuroBargain’s Quarterly Review Code: NAR-EQR Page 21

• Interview Simulation – Internal EuroBargain’s Performance Problem Code: IS-I-EPP Page 38

• Interview Simulation – External EuroBargain’s Dissatisfied Customer Code: IS-E-EDC Page 48

• Analysis Exercise EuroBargain’s Seasonal Promotion Code: AE-ESP Page 62

• In-Basket/Inbox Exercise EuroBargain Code: INB-EB Page 72

‘A Day in the Life’ of a Public Sector Trainee Manager

The Participant assumes the role of a Trainee Manager working for

a new Public Sector Agency, the ‘Wellbeing Agency’. Participants

are asked to undertake a variety of tasks, typical of those they

might face in the Public Sector. These include completing an

In-Basket, taking part in meetings, dealing with an unhappy

end-user, exploring performance issues with staff, and lastly

analysing and making recommendations regarding a planned

promotional campaign.

• Non-Assigned Role Group Discussion Wellbeing Review Meeting Code: NAR-WRM Page 20

• Interview Simulation – Internal Wellbeing Performance Issue Code: IS-I-WPI Page 38

• Interview Simulation – External Wellbeing Unhappy End-user Code: IS-E-WEU Page 48

• Analysis Exercise Wellbeing ‘Swim a s-Mile’ Code: AE-WSS Page 62

• In-Basket/Inbox Exercise Wellbeing Agency Code: INB-WA Page 71

85

The question of validation

We are sometimes asked about the validation of our Exercises, often

due to people drawing parallels with the way in which psychometric

instruments are validated. However, it is important to recognise

that the nature of Assessment & Development Centre Exercises and

the many ways in which they can be used is very different to the

highly standardised way in which psychometrics are used. Whilst

psychometrics lend themselves to normative comparisons of the

performance of individuals from different organisations, the same

is not true for Assessment & Development Centre Exercises. Indeed

the very nature of off-the-shelf Exercises is such that they are used

by a wide range of organisations in many different ways, without

any involvement from a&dc, so it is difficult to provide meaningful

validation data, as the following points explain:

Variations in what an

Exercise is used to measure

(different Criteria and

different standards)

Some clients will use some or

all of the Criteria recommended

within the Guide For Assessors,

whilst others will use a different

subset of our recommended

Criteria. However, some clients

choose to replace these Criteria

with their own. Consequently, no

two organisations may seek to

use an Exercise to measure the

same Criteria, but even if they did,

they may be looking for different

standards of performance on

those Criteria, as dictated by

the demands of the job against

which people are being assessed.

Furthermore, as organisations

will also be using different

rating scales with different scale

definitions, the results cannot be

reliably compared across (or even

sometimes within) organisations

for any particular Exercise.

Variations in how an Exercise

is administered

Some organisations will adhere

strictly to the recommended

timings of an Exercise, whilst

others will adjust the timing to

suit the requirements of the

Assessment Centre timetable.

Different organisations may run

the same Group Exercise with

different numbers of Participants,

thus creating different group

dynamics. Some will decide to

allow some pre-reading time,

whilst others may not. Some

organisations will use highly

trained and skilful Roleplayers

in One-to-One Exercises,

whilst others may choose to

use less experienced staff in

such a role. All of these factors

inevitably undermine the value

of comparing the performance of

Participants across organisations

as there are too many variables

to take into account. Indeed it

is often challenging enough to

adhere to the best practice of

ensuring a fair and consistent

basis of assessment within the

organisation.

Variations in

Assessor standards

Given that Assessment &

Development Centre Exercises,

unlike psychometrics, rely

on the skills of the Assessors

to accurately assess a Participant’s

performance, there is an inevitable

risk of inconsistencies due to

a lack of Assessor reliability.

Thus variations in the level of

experience amongst Assessors

and the quality and duration of

their training will strongly impact

on the reliability and validity of the

results.

Variations in Exercise and

Participant Level

An Exercise may be used to

assess potential and may

therefore be set at a higher level

than the Participant, or it may

be used by another client to

identify development needs in

Participants operating at that

level. Again so many variations

make direct comparison

meaningless.

All of these considerations make

it very difficult to provide reliable

validation evidence for a particular

Exercise. Even if an organisation

provided us with their validation

of an Exercise, it would only

show that it was valid for that

organisation and for that explicit

purpose, not that it was valid for

your own, given all of the reasons

above.

So how can we reassure you?

Fortunately, the lack of hard

validation data should not be a

cause for concern as the following

points highlight:

• We know that the format of

our Exercises work effectively

as they have been used

successfully for well over a

decade in many hundreds

of organisations, who often

comment on the increased

objectivity gained through the

use of our Materials.

• Many of our clients have a

long history of purchasing our

products. We would be happy

to supply you with references

for you to ascertain their

satisfaction with the reliability,

quality and professionalism.

• We recommend that if you

wish to ascertain how suitable

the Exercises are for your

organisation, you should carry

out a trial with some of your

current staff. This will give you

the opportunity to ensure the

Exercises measure the Criteria

required and it will also provide

you with an internal benchmark.

a&dc will be happy to assist

you with this trial if required.

• Finally, if you do decide to

use our Materials but are

still concerned about the

question of validation, then

we strongly suggest that

you follow best practice and

undertake an internal validation

study to establish the validity

of the Exercises for your

explicit purpose within your

organisation. We would be

delighted to help you with this

if required.

The Validity of AC-EXS

86

Essential Assessment skills

Assessor Skills Designed for anyone who wishes

to become an Assessor on an

Assessment or Development

Centre. Suitable for novices,

those who have limited

experience of assessing or those

who just want to brush up on

their skills and techniques.

These courses cover the

following:

• Key Principles of Assessment

& Development Centres

• The Behavioural Assessment

Process

• Practical application of the

Behavioural Assessment

Process with different

Exercises

• An introduction to feedback

Feedback Skills Teaches Participants to give

constructive, developmental

feedback to successful or

unsuccessful candidates

following an Assessment or

Development Centre.

The course covers the

following:

• Planning and structure

of feedback

• Essential skills of listening,

summarising, questioning and

showing empathy

• Handling difficult

feedback sessions

Competency Design

Designed for HR professionals

and consultants to develop

the skills required to carry out

job analysis and design,

evaluate, or adapt competency

frameworks.

The course covers:

• Job analysis techniques

• Using behavioural evidence to

design discrete Competencies

• Designing behavioural

indicators

This module is recommended

before attending the Centre

Design and Management

Module.

Centre Design and Management Enables Participants to

design and run their own

Assessment or Development

Centre, from creating an

internal policy through to

validating the outcomes of

the Centre itself.

The course covers:

• Selecting and designing

appropriate Exercises

• Designing timetables and

identifying the resources

required for implementation

• Organising and training

Assessors

• Quality control and

consistency in the Assessor

Discussion (Wash-up)

• Trialling, Piloting, Diversity

and Validation

Introduction to Competency Based Interviewing Enables Participants to

conduct effective Competency

Based Interviews, equipping

them to make better recruitment

decisions.

The course covers:

• The principles of Competency

Based Interviewing

• Interview preparation and

effective questioning

Professional Competency Based Interviewing Providing greater opportunity for

interaction, this course includes

question design and coaching

in Competency Based Interview

(CBI) techniques, enabling

Participants to effectively design

and conduct CBIs.

The course covers:

• The principles of Competency

Based Interviewing

• Competency Based question

design

• Fairness, Adverse Impact and

Equal Opportunities

Centre Administrator Skills Prepares Participants to act as

Administrator at and Assessment

or Development Centre.

The course typically covers:

• Key Principles of Assessment

& Development Centre

• The Centre Administrator’s role

• How to administer Exercises

Assessment & Development Centre Training Courses

Our popular range of interactive training courses embrace the

major elements of Assessment Centre practice, giving you the skills

and expertise you need to design and run your own Centres.

We offer the following courses:

• Assessor Skills Core/Advanced 1/2 days

• Feedback Skills 1 day

• Competency Design 1 day

• Centre Design and Management 2 days

• Introduction to Competency Based Interviewing 1 day

• Professional Competency Based Interviewing 2 days

• Centre Administrator Skills 1 day

Our modular approach offers the flexibility to choose those elements best

suited to your specific requirements.

Our courses run a number of times a year at venues across the South East

of England and all of our courses can be customised for in-house delivery

at a time and location convenient to you.

Our 2-day courses are endorsed

by the Institute of Leadership &

Management.

For further information on our range of courses visit: www.adc.uk.com/training

To book your place on one of these courses please visit:

www.adc.uk.com

87 87

a&dc’s Registered User policy

a&dc are keen to ensure that the AC-EXS Materials shown in this

Catalogue are available to as wide an audience as possible.

Ordering Your AC-EXS

88

Placing an order

Once your registration has been approved and you have a Registered

User number, you are entitled to use any of our AC-EXS Materials.

Exercises can be ordered on the website or by calling our Client Services Team

on +44 (0)1483 752900.

Specialist Exercises We have a number of more

specialised Assessment &

Development Centre Exercises.

You can contact us for more

detailed information regarding

the development of Exercises for

specialist roles where there are

specific technical or professional

requirements.

Translated Exercises Many of our Exercises have been

translated into other languages.

We are always adding to our

portfolio of translated Exercises,

so please contact us for details

of availability. We would of

course be pleased to translate

any Exercise into any language

should you have a specific need.

Large print & Braille Exercisesa&dc are happy to provide any

of our Exercises in large print,

however advance notification

will be required. For further

information on this service

please contact us.

PricingPricing information can be found

on the pricing bookmark.

Prices are exclusive of Carriage

& Handling and VAT, both of

which are subject to amendment.

Materials ordered require VAT to

be added at the prevailing UK rate.

a&dc accepts payment in British

Sterling Pounds by Cheque, Bank

Transfer, Visa or MasterCard.

Payments in other currencies can

be made by arrangement. Clients

will be expected to pay all charges

in relation to Bank Transfers and

Currency transactions.

DeliveryAC-EXS materials are normally

dispatched within 2 working days

of receipt of an order, subject to

availability. a&dc will not be held

responsible for goods once they

have been despatched.

UK Mainland Handling & Carriage

(excludes Northern Ireland) is

currently charged at 6% on orders

up to £1000, with a minimum

charge of £8.50, maximum £75.

Please phone for a quotation on

orders over £1000 and for overseas

delivery. There will be an additional

charge for pre-9am deliveries.

Terms and ConditionsFull details of our Terms and

Conditions can be found on our

website, www.adc.uk.com

We are dedicated to ensuring that our products are used by fellow

professionals to the highest standards of integrity and with a

commitment to following best practice. We therefore require potential

users of our products to register with us so that we can evaluate their

relevant experience and levels of expertise in this field.

We do not wish to oblige anyone to undertake a training course

where they are clearly able to demonstrate acceptable levels of

training and experience.

The following will be acceptable without further training:

• Training by a&dc and other established practitioners in the design

and administration of Assessment Centres.

• The ability to demonstrate a reasonable level of experience of

organising and running Assessment or Development Centres over the

last 5 years.

To become a Registered User of AC-EXS please visit our website:

www.adc.uk.com/store/buying

Please note

You will be registered with a&dc as an individual. This does not confer

any transferable right to an organisation, but you will be able to transfer

your individual rights.

We reserve the right to refuse the supply of materials to users who, in

our opinion, have insufficient knowledge to use them proficiently.

Remember

Should you change role or move to a new organisation please ensure that you contact us to update your details.

Centre Exercises. We are pleased

to say that any rare occurrences

of breach of copyright have been

settled very amicably.

We have, however, encountered a

few instances where clients have

inadvertently broken copyright

law by photocopying or re-using

our Exercises in breach of our

Terms and Conditions.

In response to these

infringements, we have

therefore produced some simple

guidelines on copyright and

published these on our website

at www.adc.uk.com. Please

read these guidelines as soon

as you can.

It can be very easy to

inadvertently infringe copyright

and the consequences for all

involved can be just as serious as

when it is done deliberately.

So don’t let it happen to you!

89

Your Copyright Responsibilities

Copyright

For all owners of intellectual

property enforcing copyright

is a challenge. For a&dc, it is

an issue that we simply cannot

afford to walk away from

because copyright infringement

costs money and ultimately, it

can cost jobs.

We count ourselves very fortunate

that the vast majority of our loyal

customers act responsibly when

using our products, especially our

Assessment and Development

If you are in any doubt about your responsibilities regarding a&dc’s copyright of AC-EXS please call us on

01483 752900before acting, as we will be more than happy to clarify your position.

90 90 [email protected]

a&dc around the World

For details of our global coverage and the partners that provide AC-EXS, visit:

www.adc.uk.com/about/global-reach

AC-EXS are available to purchase and download fromour website anywhere in the world:www.adc.uk.com/store

We also have a truly global reach through our ever increasing number

of professional partners, enabling us to deliver

Assessment & Development Exercises and

Services throughout the world.

3i plc

3M UK Plc

ABN Amro Bank

Accenture

Access Self Storage

Adidas UK Ltd

Admiral Group plc

ADT Fire & Security plc

Aggreko Ltd

Akzo Nobel

Alexander Mann Solutions

Allianz Insurance plc

Allied Irish Bank

Alstom

Aon Ltd

Arriva Group

Arval

AstraZeneca UK Ltd

Audit Scotland

Automobile Association

Avery Berkel

Avis Europe

Avon Cosmetics Ltd

AXA Insurance plc

BAA plc

Baker Tilly

Bank of Scotland

Barnardo’s

BBC

BDO Stoy Hayward

Bentley Motors

Birds Eye Ltd

Boots plc

BP plc

BPI Group

Bristol Myers Squibb

British Airways plc

British Red Cross

Harvey Nichols

Hays

HBOS plc

Health Protection Agency

HM Treasury

Home Office

Honeywell Control Systems

House of Fraser

HSBC Bank Ltd

Hudson Global Resources Ltd

IKEA

Imperial Tobacco plc

Kerry Foods Ltd

Kingfisher plc

KPMG

Lafarge Aggregates

Laing O’Rourke

Leaseplan UK

Legal & General

Lloyds TSB plc

London Ambulance Service

Marie Curie Cancer Care

Marks & Spencer

Masterlease

Matalan Retail Ltd

Medical Research Council

Meteorological Office

Mouchel Limited

National School of Government

Nationwide Building Society

Nestlé UK Ltd

Network Rail

Next Retail Ltd

NFU Mutual

NHS

Nokia UK Ltd

Norman Broadbent

Npower

Many organisations worldwide trust AC-EXS to help them discover the right people.

BSkyB Ltd

BT Group

Caffe Nero

Capgemini UK Plc

Capita Group plc

Carnival UK

Carphone Warehouse

Ceridian UK Ltd

Ciba plc

Citigroup

City Link Ltd

Claires Accessories

Clarks International

Clifford Chance LLP

CMS Cameron McKenna

Communisis

Corus plc

Cranfield University

Croda International plc

Croydon Council

Debenhams plc

Deloitte

Diageo plc

Department for Work and Pensions

Dyson Ltd

E.ON UK plc

Environment Agency

Experian Ltd

First Choice Holidays

Fortis Insurance

Friends Provident plc

Fujitsu Services

Gala Group Ltd

GE Aviation Systems Ltd

General Medical Council

Greater Manchester Police

Greggs plc

Halfords Ltd

Omron Electronics Ltd

Orange

PDSA

Penna Barkers

Pfizer

Philip Morris International

PHS Group plc

Premier Foods

PriceWaterHouseCoopers

Reed Consulting

Renault UK Ltd

RNLI

Rolls Royce plc

Royal Bank of Scotland

Royal London Group

Royal Mail

RWE npower

Saint-Gobain

Scott Wilson Holdings Ltd

Scottish & Newcastle Retail

Screwfix Direct

Severn Trent Water Ltd

Skandia Group

Specsavers

Syngenta Ltd

Tesco

The Coca-Cola Company

The Co-operative Group

T-Mobile

Transport for London

UBS

UK Fire & Rescue Service

Unilever

United Utilities

Virgin Mobile

Visa International

Vodafone

Waitrose Ltd

Client List

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Documents

th Edition - PSI€¦ · for your organisation please contact our Duty Consultant on: 01483 752900 7 Customised Exercises If you would like any of our off-the-shelf Exercises to better