Designing Custom Executive Education Programs
Charlotte F. HughesGlobal Talent Development Consultant
Kimberly-ClarkFebruary 29, 2012
About the Presenter
• Global Talent Development Practitioner• 15+ years Experience in Fortune 500 Companies • Client Focused Strategic Partner• Executive Development Best Practices
Charlotte Hughes, [email protected]
Objectives
By the end of this session you will be able to: •Align custom executive education to reach business goals•Establish collaborative and effective partnerships•Use a strategic framework for developing custom executive education programs
Agenda
• Custom Executive Education Overview• Buyer-Seller Relationship• Building Effective Partnerships• Custom Program Design Process• Custom Executive Education Resources • Q & A
Custom Executive Education Overview
• Research Based Solutions• Real World Applications• Proven Thought Leadership • Expert Faculty• Innovative Instructional Design
Value of University Partnerships
Custom Executive Education Overview
Open EnrollmentSolve Business ProblemsSupport Strategy ExecutionDrive Strategic Change IndividualsStandard Content
Custom ProgramsSolve Business ProblemsSupport Strategy ExecutionDrive Strategic Change GroupTailored or Original Content
Custom Executive Education Overview
“Interbrand Revealing the Voice of the Client” Report UNICON, 2011
Popularity of Custom ProgramsTypes of Programs Invested in Select all that apply:
46%
Other was “distance learning”
Custom Executive Education Overview
From•General Management •Corporate University•Instructor-Led Program •Classroom Event•End of Program Evaluation
To•Company Specific Issues•Learning Environment •Multiple Learning Methods •Integrated Learning Platform•Measure Transfer of Learning
Custom Client Needs Are Evolving
“Investigating Our Custom Clients’ Evolving Needs” Report UNICON, 2009
Custom Executive Education Overview1. Top Management Sponsorship2. Alignment with Company Strategies3. Competency - based with link to Performance
Assessment and Measures of Desired Behaviors4. Integrated with other Leadership Development
Processes5. Effective Participant Selection Process6. Open Dialogue with Top Management During the
Program7. Participant’s bosses fully engaged8. Adult Learning Methods9. Multi-rater Feedback and Coaching10. Assessment of Program Impact11. Learning as a Process, not an Event12. Supportive Work Environment
“12 Requirements for Effective Custom
Programs” Dan McGurrin,
Director of Executive Programs
Buyer - Seller Relationship
Partnership Drives Buyer DemandBuyers are looking for…..•Openness & flexibility•Seller connected to buyer’s needs•Co-creation - buyer involvement•Continuity of relationship
“Interbrand Revealing the Voice of the Client“ Report UNICON, 2011
Buyer - Seller Relationship
Partnership as a Value PropositionSellers are looking to…..•Demonstrate knowledge of the business•Measure effectiveness and ROI•Prove capacity to co-create at all levels•Express sensitivity to intellectual property
“Interbrand Revealing the Voice of the Client“ Report UNICON, 2011
Buyer - Seller Relationship Partnership as a Value PropositionLearning Partner Model
“Thought Leadership Meets Business: How Business Schools Can Become More Successful”, Peter Lorange
Learning Partnership
Change accelerationSpecific tailored learning
inputs for adapting to change – partnership programs.
Ongoing learning developmentTo continuously improve knowledge development
in management thinking and practice – workshops, discovery events, benchmarking.
Idea generationOur commitment to develop new
knowledge research based discovery projects.
Perspectives broadeningBroad, general learning
inputs; current approaches to change – open programs.
Building Effective Custom Partnerships
10 Strategies for Building Trusted Client Partnerships
Building Effective Custom Partnerships
5 Seller Strategies - Individual 1.Become an agenda setter2.Develop relationship capital3.Engage new clients4.Institutionalize and grow5.Add multiple levels of value
“All For One” Andrew Sobel, 2009
Building Effective Custom Partnerships
“All For One” Andrew Sobel, 2009
Seller Strategy - Individual
Develop Relationship Capital
Identify Your Relationship Hubs
Former Current Prospective
Building Effective Custom Partnerships
“All For One” Andrew Sobel, 2009
Seller Strategy - Individual
Adding Multiple Layers of Value Foundations of Value
Factors that Influence a Client’s Perception of Value
1. Profit and Loss Impact
2. Risk Reduction
3. Perceived Substitute
4. Difficulty
5. Personal Impact
6. Organizational Improvement or Knowledge Transfer
Building Effective Custom Partnerships
“All For One” Andrew Sobel, 2009
Seller Strategy - Individual
Add Multiple Layers of Value
The Value Levers
Technology Leverage
Client ValueInstitutional and PersonalTangible and Intangible
Innovation Leverage
Relationship Leverage Organizational
Leverage
Market Leverage
NetworkLeverage
Building Effective Custom Partnerships
5 Seller Strategies - Firm (Business School)1.Target the right clients2.Build a client relationship pipeline3.Promote collaboration4.Systematic client listening5.Create a unique customer experience
BusinessGoals
LeadershipStrategy Define Measure Develop
Achieve BusinessResults
• Define successful executive performance and identify the capabilities needed to achieve it
• Measure executive capabilities and gaps
• Develop executive capabilities needed to be successful, now and in the future
• Revenue Growth
• Operating Margin
• Asset Efficiency
• Strategic Expectations
• Evaluate the impact• Adjust/realign
• Leadership Culture
• Leadership Pipeline
• Succession Management
• Leadership Retention
Custom Executive Education
Define Strategic Performance Modeling Leadership Competency ModelMeasure Leadership AssessmentsDevelop Formal Executive Education Coaching and Mentoring Action Learning Simulations Social Learning
Custom Executive Education Framework
Custom Executive Education Framework
“We are looking to drive profitable
growth our way!”
“We need to build our leadership bench strength
within our culture!”
“Our senior executives are challenged by globalization.”
Custom Executive Education Framework
Define
Define successful executive performance and identify the capabilities needed to achieve it
Define•Strategic Performance Modeling•Leadership Competency Model
Custom Executive Education Framework
Measure Leadership Assessments Multi-Rater Feedback
Measure executive capabilities and gaps
Custom Program Design Process
Custom Program Design Process
Custom Program Design Process
Step 1. Needs Assessment•Business issues •Desired program outcome•Interview program participants •Determine degree of customization•Program timeline and logistics
Custom Program Design Process
Step 2. Program Development•Letter of Agreement•Select faculty and form design team•Adult Learning theories and practices•Customization of curriculum•Pilot Evaluation - Optional
Custom Program Design Process
Step 2. Program DevelopmentEffective Adult Learning Activities
•Knowledge/Skills: (lecture, reading, cases, frameworks, etc.)•Personal/Social: (experience exchange, group discussions, coaching, etc.) •Action Based: (simulations, role-plays, games, projects, etc.)
“Mastering Executive Education: How to Combine Content with Context and Emotion” IMD Guide
Custom Program Design Process
Step 2. Program DevelopmentBlended Learning Methods•Online Communities and Networks•Web/mobile content delivery•Action Learning •Coaching and Mentoring •Learning Expeditions•Webcast Lectures•Simulations/Games Outside of Class
“Breaking the Mold on Blended Learning” Report UNICON, 2011
Custom Program Design Process
Step 3. Delivery•Program Management•Delivery Location and Venue•Participant Amenities•Maintain Learner Motivation
Custom Program Design Process
Step 4. Program Evaluation•Pilot evaluation•Program participant feedback•Proven evaluation methods•After Action Review (AAR)
Custom Program Design Process
Step 4. Program EvaluationEvaluating the ROI of Executive Education Study•University of Chicago - Booth•Study of custom program for Raytheon•Evaluation Framework
- Reaction: Did the participants like the program?- Learning: Did participants change their attitude, knowledge, or skills?- Transfer: Did participants change their behavior?- Results: Did participants become more productive?
“Evaluating the ROI for Executive Education” Study, 2011
Custom Program Design Process
Custom Program Design Process
Custom Executive Education Resources
• International Executive Development Programmes (IEDP)
• International University Consortium For Executive Education (UNICON)
• Financial Times Annual Executive Education Rankings
Custom Executive Education Resources
1. Duke Corporate Education2. HEC Paris3. Fundacoa Dom Cabral4. Harvard Business School5. Esade Business School6. IMD7. IESE Business School8. Boston University 9. INSEAD10. Center for Creative Leadership
11. University of PA Wharton12. Cranfield School of Management13. Ipade14. Essec Business School15. Babson Executive Education16. University of NC Kenan-Flagler17. Columbia Business School17. University of Oxford Said19. IE Business School20. Ashridge
2011 Global Rankings - Top 20 Custom Programs
Tie Score
Custom Executive Education Resources
• Thunderbird School of Global Management
• University of Chicago Booth• Wisconsin School of Business• Kelley Executive Partners at
Indiana University• University of Virginia Darden• Northwestern University Kellogg• Stanford Graduate School of
Business• UCLA Anderson
• University of Michigan Ross• University of Texas McCombs• MIT Sloan
2011 Other Leading Custom Programs - U.S.A.
BusinessGoals
LeadershipStrategy Define Measure Develop
Achieve BusinessResults
• Define successful executive performance and identify the capabilities needed to achieve it
• Measure executive capabilities & gaps
• Develop executive capabilities needed to be successful, now and in the future
• Revenue Growth
• Operating Margin
• Asset Efficiency
• Strategic Expectations
• Evaluate the impact• Adjust/realign
• Leadership Culture
• Leadership Pipeline
• Succession Management
• Leadership Retention
Custom Executive Education
Define Strategic Performance Modeling Leadership Competency ModelMeasure Leadership AssessmentsDevelop Formal Executive Education Coaching and Mentoring Action Learning Simulations Social Learning
Custom Executive Education Framework
Resources & References
The following professionals were consulted regarding this presentation content:Dan McGurrin, Director of Executive Programs - Poole College of Management, NC State UniversitySusan Smith, Director, Custom Programs - Terry College of Business, University of GeorgiaDan Stotz, Senior Director, Executive Education - Robinson College of Business, Georgia State University
References All For One: 10 Strategies for Building Trusted Client Partnerships, Andrew SobelMastering Executive Education: How to Combine Content with Context and Emotion, The IMD GuideThe Future of Leadership Development: Corporate Needs and the Role of Business Schools, IESE Business CollectionExecutive Education: The Role of Business Schools Research Report, Bersin & Associates http://www.bersin.com/ UNICON Research Reports http://uniconexed.org/“Investigating Our Custom Clients’ Evolving Needs”, Marie Eiter, 2009“INTERBRAND Revealing the Voice of the Client”, 2011“Breaking the Mold on Blended Learning”, Marie Eiter & Toby Woll, 2011 International Executive Development Programs (IEDP) http://www.iedp.com/Evaluating the ROI of Executive Education Study http://booth.chicagoexec.net/programs/custom2011.aspx