Boston Business School in Switzerland

Executive Education ProgramsMunich I Lucerne I Boston Zurich I London I Fort Myers I Frankfurt

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Course Language English

20092010

Editorial

THE BEST OF TIMES AND THE WORST OF TIMES

We are now experiencing a period of great economicuncertainty. When asked about their predictions for thenext 12-24 months, many executives wisely declined tospeculate and gave little guidance.

We will follow suit. And like most of these executives,we are working with several scenarios, trying to balancethe short with the long term and trying to make the mostof this period of uncertainty. This includes reviewingstrategies, retooling, or reequipping personnel for thechallenges to come. Let's not forget that companiessuch as Oracle or Microsoft were born in times of crisisand a lot of companies will gain market share when thegood times return.

We feel that this can be the best of times for premier ex-ecutive education providers. Boston Business School isnot cutting back on its product offerings and is doingeverything to maintain quality and exceed expectations.To this end, we continue to work actively with you, ourvalued customer, by offering both the depth and rangeof seminars to meet your executive education needs.We know that satisfied customers stay with BostonBusiness School.

In 2010 we are offering a complete range of seminarsand programs to achieve your professional goals. In ad-dition to our highly rated core set of seminars, we areproud that this year’s catalog has been expanded to of-fer an even larger stimulating selection of programs,such as our «International Mini-MBA Program» or our«Boston Diploma in General Management BBS».

Once you have made your program selection, you willrealize that executive education at Boston BusinessSchool is more than a mere collection of excellent semi-nars. It is an exciting learning experience with network-ing opportunities, cutting-edge knowledge transfer, andpractical tools for real-world challenges and opportuni-ties.

The success and uniqueness of our seminars can be at-tributed in large part to our excellent instructors. Partici-pants especially value our instructors’ known ability togive concrete and practical answers to participants’ de-manding questions, drawing on their practical and con-ceptual knowledge. All our seminars address the ques-tions, topics and challenges which participants currentlyface.

If you are thinking about taking part in one of our execu-tive education programs, you are in good company. Youare among those people who prefer the extraordinary,and who desire an executive seminar that is more thanjust a required educational event. At Boston BusinessSchool we are committed to the extraordinary, and arecertain that you will feel our passion for executive edu-cation in each one of our programs worldwide.

Do not hesitate to contact us for additional information.We will gladly answer all your questions, not just aboutexecutive education, but also any inquiry about our cor-porate education or consulting services. We are morethan happy to offer you a variety of customized in-houseprograms and specialized workshops.

Sincerely,

Michael Rabbat, MBAMember of the Management Board

Boston Business SchoolKlausstrasse 43CH-8008 ZurichSwitzerland

Phone +41 (0)43 499 40 20Fax +41 (0)43 499 40 21E-Mail [email protected]

www.bostonprograms.com/english

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GENERAL MANAGEMENT FOR EXECUTIVES

Advanced General Management Program

General Management for Executives

International Executive Program

GENERAL MANAGEMENT FOR EMERGING LEADERS

High Potentials General Management Program

International Mini-MBA Program

Developing Business and Leadership Skills

General Management for Emerging Leaders

STRATEGIC MANAGEMENT

Strategy for Executives

Competitive Strategy

Profitable Growth Strategies

Strategy & Corporate Finance for Executives

LEADERSHIP AND CHANGE

Leadership for High Potentials

Leadership Excellence

MARKETING, SALES AND SERVICES

Essentials of Marketing

Best Practices in Service Management

FINANCIAL MANAGEMENT

Finance for Executives

Essentials of Finance & Controlling

Strategy & Finance for Emerging Leaders

DIPLOMA & E-LEARNING

Boston Diploma in General Management BBS

E-Learning Certificates

REGISTRATION

Terms, Conditions & Registration Form

Contents

CONCEPT

This two part, 10-day intensive program prepares exec-utives for new and greater responsibilities, or reinforcestheir existing skills by keeping them abreast of the latestdevelopments in managerial practice and research. Thefirst part of the program concentrates on the essentialsof advanced general management and the importanceof strategic direction. The second part builds on this bydelving into the nuances of leadership and its impact onculture, processes, and change. The participants learnto lay the groundwork for success, and achieve resultsby moving the organization using effective leadership.

KEY BENEFITS

What you will gain from the program: � An understanding of advanced modern general

manage ment practices� A systems-perspective of organizations to ensure that

you are managing its complexities to generate valuefor your company

� Sharpened skills in evaluating strategic options andidentifying impediments to performance

� The ability to identify and take action on profitabilityand operating performance issues

� An improvement in leadership skills by discoveringand tapping your potential

� A widened peer network

WHO SHOULD ATTEND

� Senior-level managers who are preparing for responsi-bilities requiring decisive action

� Executives and managers who are looking for addi-tional input to create value for their organizations

� Managers moving into the highest organizational lev-els who are looking for an update of their generalmanagement skills

� Experienced functional specialists and other profes-sionals who are seeking career advancement

AREAS OF FOCUS

Part I: General Management

A Systems Perspective of Core Functional Compe-tencies� The evolving corporate environment� Organizations as dynamic systems� Achieving organizational efficiency and effectiveness

Corporate Goals as Organizational Alignment Tools � Effective goal setting and goal management� Understanding stakeholder expectations and ethical

responsibilities� The relationship between CEO, board and senior

management� Measuring performance

Strategic Management Concepts and Practices In today’s business environment, having the right strat-egy is crucial. We will show how successful strategiescreate value and present new perspectives on howprofit is created. Some other topics we will cover, are: � Market share growth and new market development� Competitive strategies: cost leadership, differentia-

tion, focus or niche � Mergers and acquisitions as growth options� Strategic in and out-sourcing� Time-based strategies

Marketing� Potent product portfolio management and distribution

portfolios� Aligning marketing resources with strategic goals� Effective approaches to communication

Brand Management� Distilling a brand’s essence � How to maintain and build brand equity� Managing brand trajectory in the market� Steps required for successful branding

Profitable Customer Relationships� Building value for the customer� Key account management� Marshalling customer proximity and e-business

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Advanced General Management Program

This is an intensive general management program that prepares executives for new and greater responsibilities, or reinforces their existing skills by keeping them abreast of the latest develop-ments in managerial practice and research. 2 � 5 days.

Financial Aspects of Strategy� Managing for sustainable profitability � Evaluating the profit potential of a business� Defining the value chain and identifying its

profitable steps� Abandoning unprofitable businesses � Reducing capital intensity to improve profitability� Pricing strategies for improved returns

New Business Development and Innovation� Generating new business and product ideas� Business models for disruptive technologies and

products� Changing competitive positions in established

markets� Navigating successful market entry

Refining Structures and ProcessesSuccessful market operations are underpinned by internal structures, processes and incentive systemsthat permit effective action. Participants learn how tocreate customer-oriented organizational structures, streamline business processes that allow both qualityand timebased strategies, and realigning them to servestrategic goals.

Part II: Leadership

What Good Leadership Accomplishes� Good leadership as a performance multiplier� How good motivators improve the effectiveness of

their organizations� The key traits of effective leaders� How leadership develops in practice� Avoiding typical leadership mistakes

Core Attributes and Skills of Leadership � Inspiring others to perform� Communication and negotiation skills� Making smart decisions� Feedback and coaching� Empowerment through delegation� Developing a personal action plan� Conflict management� Tolerating ambiguity, lending vision, giving clarity, and

attaining fairness

Developing Your Leadership Style� Understand the importance of leadership style for

imparting direction� Comprehend how leadership influences people� Don’t manage – lead� Discover your authentic leadership style� Adapting your leadership style to the situation

Role of Leadership within Organizations� Achieving performance through people: from leading

a team to effectuating organizational change� Seizing leadership opportunities within the company � Learning to be a transformational leader

Implementing Change� Transformational vs. incremental change� Changing attitudes, assumptions, and beliefs� Translating transformational change into reality� Cultivating leadership within an organization

No. Date Location Hotel

EP1059 September 21 – 25, 2009 Boston, USA Boston College ClubSept. 28 – Oct. 02, 2009 Boston, USA Boston College Club

EP1069 October 05 – 09, 2009 Tegernsee, GER Egerner HöfeMarch 15 – 19, 2010 Davos, CH Waldhuus

EP1010 February 22 – 26, 2010 Zurich, CH Top of ZurichMarch 15 – 19, 2010 Davos, CH Waldhuus

EP1020 February 22 – 26, 2010 Zurich, CH Top of ZurichSept. 27 – Oct. 01, 2010 Boston, USA Boston College Club

EP1030 October 04 – 08, 2010 Boston, USA Boston College ClubDecember 06 – 10, 2010 Cologne, GER Stadtpalais

Fees: EUR 7.000.– | CHF 9.800.– | US $ 10.100.–*If you wish, you can combine parts 1 and 2 individually. For example, you can attend part 1 in spring and part 2 in fall or next year.

DATES* & FEES [2�5 DAYS]

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CONCEPT

The question of how to turn ideas and concepts into results is crucial for executives. Over the course of fivedays we will explore the three essential management requisites for achieving sustainable results:� Development of an effective strategy� Future success based on growth and innovation� Excellence in the core business

WHO SHOULD ATTEND

� Senior-level managers preparing for responsibilitiesrequiring thoughtful analysis and decisive action

� Executives such as business unit heads, managers ofmajor profit centers and executives in training, whoare looking for additional input to create value for theirorganizations

� Experienced functional specialists and other profes-sionals who are seeking career advancement

AREAS OF FOCUS

Setting the Course: Imparting Organizational Direction� Strategic boundaries and their implications� Defining core values and communicating a clear vision� Meeting stakeholder expectations

Corporate Goals as Organizational Alignment Tools In order to establish a framework for decisions and ac-tions within an organization, we show executives how toset objectives for the company in the following respects:� How to establish specific, measurable and time-tar-

geted objectives � Making clear demands on the organizational structure� Optimization of the core business� Defining objectives for establishing new businesses

Results-oriented General Management� Company value and market capitalization� Developing market share� Customer satisfaction and quality control� Efficient capital deployment� Core competencies and know-how

Strategic Management Concepts and PracticesIn today’s business environment, having the right strategyis crucial. We will demonstrate how successful strate-gies create value and present new perspectives on howprofit is created. Among these topics are:� The process of strategic management� Market share growth and new market development� Competitive strategies: cost leadership, differentiation,

focus, or niche� Mergers and acquisitions as growth options� Strategic in- and out-sourcing� Restructuring and portfolio evaluation

Marketing and Innovation� Marketing as an organizational philosophy: the mar-

keting concept, various definitions of «customer», newtechnologies, and e-business

� Managing your brand and creating brand equity� Principles of successful innovation management� Avoiding common pitfalls during business development� New business models

Structures, Processes and Incentive Systems� Profitable customer relationships: building value for

the customer� Quality and time-based strategies� Empowerment through leadership and incentive

systems

Profitability and Value Management � The role of finance in supporting corporate strategy

and growth� Key profit drivers, key performance indicators� Launching initiatives to improve profitability� Identifying value in the chain: revealing profit potential� Modern controlling and cost management


EP1749 September 21 – 25, 2009 Boston, USA Boston College Club

EP1759 October 05 – 09, 2009 Tegernsee, GER Egerner Höfe

EP1710 February 22 – 26, 2010 Zurich, CH Top of Zurich

EP1720 October 04 – 08, 2010 Boston, USA Boston College Club

Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.–

DATES & FEES [5 DAYS]

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General Management for Executives

Turning ideas and concepts into results: this systematic, information-packed 5 day seminar updatesexecutives and managers on all the important underlying principles of general management.


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CONCEPT

This executive-level general management program is anexcellent preparation and update for general managementresponsibilities. It is designed to equip managers with the knowledge, skills, attitudes and values necessary forhandling a complex and changing reality. 3 sessionsemphasize a thorough understanding of all major businessdisciplines and the leadership skills that are required forsuccessful implementation. In the first session, the programchallenges and questions personal concepts and behav-iors with a focus on leadership. In the second session,the focus is on strategic management topics with a special emphasis on growth, business development andinternational best practices. Last but not least, the finalsession focuses on financial management.

KEY BENEFITS

During the program, you will:� Gain an understanding of leadership theory and the

dimensions of effective leadership� Explore your strategic leadership potential through

interactive learning and practical skill building� Learn skills to achieve a sustainable competitive

advantage for your company� Identify opportunities for improving operating

performance and financial results� Experience how successful business ventures are

launched and existing businesses can grow

WHO SHOULD ATTEND

� Executives seeking to refine their leadership abilitieswhile broadening their strategic perspective

� Prospective executives who want to prepare them-selves for the rapidly changing business world

� Experienced professionals wishing to move into senior management positions

AREAS OF FOCUS

Strategic Leadership� Leading oneself� Leading teams and departments� Leading businesses and larger organizational units

Core Attributes and Skills of Leadership� What makes effective leaders stand out� Successful communication� Solution-focused dialogue, conflict management� Public speaking, appearance and body language

Achieving Desirable Corporate Dynamics� Programs to energize managers and employees � Launching such programs� Real-life experiences with such programs

Effective Roadmaps for Change� Inspiring employees toward common goals� Developing implementation skills

Strategic Management to Define Direction� Crafting and implementing profitable strategies� Developing competitive insights� Tailoring organizational structures

Driving Corporate Value Creation� Identifying, creating and capturing value drivers� Tools to manage value drivers� New business models

Financial Management for Executives � The role of finance in supporting corporate strategy� Capital markets: strategies, products, and services� Mergers & acquisitions as a competitive tool� Cost reduction and control � Balanced scorecard and key performance indicators � Corporate governance and financial accountability


EP1239 November 09 – 13, 2009 Tegernsee, GER Egerner HöfeJune 07 – 10, 2010 Cologne, GER StadtpalaisJune 28 – July 02, 2010 London, UK Novotel

EP1210 March 15 – 19, 2010 Davos, CH WaldhuusOctober 05 – 08, 2010 Boston, USA Boston College ClubDecember 06 – 10, 2010 Cologne, GER Stadtpalais

EP1220 Sept. 27 – Oct. 01, 2010 Boston, USA Boston College ClubNovember 08 – 11, 2010 Cologne, GER StadtpalaisDecember 06 – 10, 2010 Cologne, GER Stadtpalais

Fees: EUR 8.400.– | CHF 11.800.– | US $ 12.200.–

DATES & FEES [5�4�5 DAYS]

International Executive Program

This executive-level general management program is an excellent preparation and update for current or future general management responsibilities. 14 days in 3 sessions.


CONCEPT

Young managers and executives-in-training are full ofideas and want to initiate change. They want to makeimprovements and optimize processes. Their zeal foraction is admired. Their inexperience is benignly smiledupon because they lack the collective knowledge thatan organization has acquired, often at a steep price.Distinguishing good management from bad manage-ment is also a matter of experience. Knowing whichtypes of management, instruments and methods arebest suited to tackle a challenge in a coherent and results-oriented way is a question of experience. In addition, it requires experience to practice integratedmanagement. Through practical experiences, interviewswith CEOs and top managers, and staying on the cut-ting edge of research in management, Boston BusinessSchool researchers and instructors have worked fornumerous years to consolidate and crystallize the tenantsof effective management. By distilling the essence ofprofessional management, they have been able to makethem readily accessible and learnable. In brief, this 3-part,15-day program imparts the management methodologyneeded to close the knowledge gap between high potentials and corporate leaders. Part I covers generalmanagement; part II explores the elements and impact ofleadership; part III gives participants the financial toolsand knowledge they need to make well-founded holisticdecisions.

KEY BENEFITS

What you will gain from the program:� An understanding of the current shifting environment

and its effects on business� The facility to recognize the interdependencies

between the market, functional business units, keystakeholders, and your team

� Further your professional development by acquiring aresults-oriented business mindset

� Be able to apply the range of managerial, financial,and planning tools

� Improvement in your ability to lead cross-functionalprojects and initiatives

� The ability to see opportunities for increasing operatingperformance and financial results

� Broadened prospects and an expanded peer network

WHO SHOULD ATTEND

The «High Potentials General Management Program» isespecially suited for young managers, executives intraining, junior managers and functional specialists whowant to acquire the skills of good management. It is anideal course for managers aged 28 to 45 years seekingcareer advancement. In general, participants are aboutto take on more important management and leadershippositions. They are often regarded as experts in theirfunctional area – motivated, action-driven and account-able for achieving results. We help them reach the nextlevel of leadership by giving them a cross-functional andintegrated approach towards solving business problems.

AREAS OF FOCUS

Part I: General Management

Systems Thinking: A Modern Management Approach � Cutting through complexity to achieve results� Dealing with turbulent environments� Failure due to departmental thinking

Strategic Frameworks and Thinking� Concepts, tools, and instruments of strategic

management� Formulating and communicating strategies� Developing a strategic action plan

Marketing Concepts and Practices� New paradigms in marketing� Essentials of a convincing marketing concept� How to put customers and customer value at the

center of marketing efforts� Achieving marketing success within budget

Driving Performance� Identifying profit opportunities within a business� How to spot low value or even dangerous business

opportunities� Knowing the mechanisms for improved profit margins� Creating the conditions for superior profit margins

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High Potentials General Management Program

This three-part program focuses on developing a cross-functional, integrated perspective on management, finance and leadership. For young managers and executives in training. 3 � 5 days.

Part II: Leadership

Essential Concepts of Leadership� Good leadership as a performance multiplier� The key traits of effective leaders� How leadership improves the effectiveness of organi-

zations� Avoiding typical leadership mistakes

Personal Effectiveness � The art of setting priorities� How to delegate tasks� Techniques of good time management

Persuasive Communication� How to communicate goals clearly� Opening channels for feedback and monitoring� Motivating language and empowering action

Social Competence� Social skills as prerequisites for successful

management� Evaluating your social strengths and weaknesses � Developing and capitalizing on your social competen-

cies

Managing Others� Instruments and methods for leading others� Management by objective rather than task� Coaching and mentoring to bring out employee

potential

Getting Things Done: The Management Process� Problem solving in daily management� Reducing the time between decision and action� Optimizing your decision making process� Learning from others’ mistakes and your own

Part III: Financial Management

Developing Financial Acumen� Interrelations between shareholder, stakeholder and

customer value� The impact of finance on strategy and operations� Objectives and instruments of financial management� Importance of the cost of capital

Tools of Financial Analysis� Understanding financial statements

� Principles of break-even analysis� Financial insight into «make or buy» decisions� Interpreting and calculating key performance indica-

tors, such as: ROI, EBIT, ROE, WAG, cash flow, etc.� Frameworks for valuation

Creating a Convincing Business Plan � The structure and content of a business plan� Developing and refining a business plan� How to make plausible assumptions for credibility and

defensibility

Planning and Budgeting� The budget cycle and steps to create a budget� Early detection of deviations from a business plan� Competent handling of management reports� Tools for correcting deviations to meet fiscal

objectives

Cost Management and Containment� Cost accounting and understanding cost drivers� Approaches to cost reduction� The benefits of variable cost structures

«Not only did I learn a lot about leader ship, but alsoabout how I can work on my weaknesses andstrengths in order to make my team feel more competent in our daily environment.»

T. Keller, Wincor-Nixdorf (Germany)

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EP3010 January 18 – 22, 2010 Engelberg, CH RamadaMarch 08 – 12, 2010 Lucerne, CH AstoriaMay 03 – 07, 2010 Frankfurt, GER KTC

EP3020 August 23 – 27, 2010 Frankfurt, GER KTCSeptember 20 – 24, 2010 Frankfurt, GER KTCNov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick

Fees: EUR 8.000.– | CHF 11.300.– | US $ 11.700.–*If you wish, you can combine parts 1, 2 and 3 individually. For example, you can attend part 1 in spring, part 2 in summer and part 3 in fall or next year.

DATES & FEES [3�5 DAYS]


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CONCEPT

How does one become a successful manager? Even if amanager can only partially «control» success, the neces-sary skills for success can certainly be acquired. Asidefrom expertise and personal commitment, it is the solidmastery of leadership and management skills which makethe difference. Only those who can lead are in a positionto implement their ideas and plans effectively and topush through results-oriented decisions. Those who canlead also need the managerial knowledge to developstrategies, market effectively, finance business plans, or cut costs. The goal of this multi-session program istherefore both to improve personal leadership behavior,and to impart the general management knowledge andskills required for effective strategic management, mar-keting, and finance.

WHO SHOULD ATTEND

Participants are ambitious managers, specialists, execu-tives in training, high potentials and managers on thepromotion ladder from all company departments. Whatthey all have in common is that they are designated for ahigher management role, or if they are already in such arole, simply want to refresh the essentials of managementand leadership in a systematic fashion.

STRUCTURE

The «International Mini-MBA»-Program consists of fourmodules:� Module 1 (5 days): Leadership and Social Compe-

tence – self-management, social competence, andleading employees as sine qua non for managementsuccess.

� Module 2 (4 days): Strategic Management – Meth-ods and tools of strategic management and their ap-plication.

� Module 3 (4 days): Marketing – the interdependenceof market position, customer value, and marketingsuccess.

� Module 4 (5 days): Finance – the most important as-pects of finance and controlling

The order of Modules 2-4 may be changed. A few daysafter the end of the last seminar session, participantswill receive a detailed case study, which they work onindependently and where they will apply all the mainconcepts from the seminars. The solution to this finalcase study documents active participation and permitsa detailed appraisal of the knowledge acquired. This de-tailed evaluation is provided, along with a certificate ofcompletion.

KEY BENEFITS

During the program participants will:� Recognize the relation between securing the com-

pany’s future and optimizing the present� Understand and train the principles, tools, and mech-

anisms of strategic management� Understand the key aspects of modern marketing,

and those factors which contribute to marketing success

� Acquire insight into the relationship between financeand accounting

� Enhance their social competence and improve theircommunication

� Train how to resolve conflicts, handle negotiations,and deal with colleagues at all levels

After completing the program, the participants will be ina position to:� Develop business models that take markets, cus-

tomers, technologies, competition, and industry dynamics into account

� Make their own significant contributions towardsstrategic goals, and give important impulse to the or-ganization

� Create marketing programs for improving customersatisfaction, retention, and to tap into latent customerpotential

� Make substantial contributions to achieve financialgoals through competent use of profit managementtools

� Create the conditions that enable effective and goal-oriented performance and efficiency.

� Lead employees and themselves to meet challenginggoals

International Mini-MBA Program

Our most comprehensive development program for up-and-coming managers, specialists, andexecutives in training, covering all leadership and general management topics, with a final casestudy for practical knowledge transfer.

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AREAS OF FOCUS

Leadership and Social Competence� Knowing oneself: managing your own person� Your own leadership style� Balance between personal and professional life� Elements of social competence� What makes good leadership� Various leadership styles, situational leadership� Management by objectives� How to delegate effectively� Leading teams� Intercultural competence� Employee review, development, and coaching� Mastering difficult leadership circumstances� Navigating critical discussion� Dealing with conflict

Strategic Management� Holistic strategic management� The business and its environment� Stakeholder interests� Strategic thinking� Strategic analysis� The strategy process� Employing strategic tools� Culture and strategy� International strategy� Resourcing strategies� Implementing strategies successfully

Marketing � Marketing: fundamentals and rules of the game� What good marketing can achieve� Importance of customer value� Marketing and profitability� Marketing strategy� International marketing� Branding and innovation� Sales and market communication� Price policy� Distribution strategies and logistics� Customer relationship management

Finance� An overview of finance and accounting� Understanding the balance sheet and financing op-

tions� Cash flow and liquidity� New and novel types of financing� Cost of capital and capital structure� Understanding financial goals and interpreting KPIs� Cost accounting, contribution margins, unit costing,

and pricing� Investments, value creation, economic viability� Profit management and its applications� Controlling


EP3510 March 08 – 12, 2010 Lucerne, CH AstoriaMay 03 – 07, 2010 Frankfurt, GER KTCJune 07 – 10, 2010 Cologne, GER Dom HotelJune 21 – 24, 2010 Arosa, CH Kulm

EP3520 March 08 – 12, 2010 Lucerne, CH AstoriaJune 07 – 10, 2010 Cologne, GER Dom HotelNovember 15 – 18, 2010 Cologne, GER StadtpalaisNov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick

EP3530 September 20 – 24, 2010 Frankfurt, GER KTCOctober 05 – 08, 2010 Boston, USA Boston College ClubNovember 15 – 18, 2010 Cologne, GER StadtpalaisNov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick

EP3540 September 20 – 24, 2010 Frankfurt, GER KTCNovember 08 – 11, 2010 Cologne, GER StadtpalaisNovember 15 – 18, 2010 Cologne, GER StadtpalaisNov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick

Fees: EUR 9.800.– | CHF 13.800.– | US $ 14.200.–

DATES & FEES [5 + 4 + 4 + 5 DAYS]


CONCEPT

This general management program for emerging leadersfocuses on strategy, marketing, organizational culture,self-management, and effective leader ship. Participantswill be able to comprehend the whole, and create valueby grasping the interrelations between the parts. Over-all, the program is designed to provide valuable tools fordeveloping the skills necessary to ensure future successon both the individual and organizational levels.

KEY BENEFITS

� Improve your look at the bigger picture� Deepen your understanding of key business functions � Take advantage of key management tools� Translate solid strategy and marketing concepts into

effective action� Gain an understanding of your own leadership

strengths and weaknesses� Lead and manage with the requisite personal and

social skills

WHO SHOULD ATTEND

� Emerging leaders such as up-and-coming managers,specialists, and executives in training, who want tocomplete an up-to-date and highly practical manage-ment and leadership program to improve their ownmanagerial and leadership competencies

� Promising mid-level managers who are being groomedfor more managerial responsibility

� Specialists and professionals from all business fieldswho are on the fast track to take on additional mana-gerial and leadership responsibilities and want to workon their general management skills

AREAS OF FOCUS

Systems-based Leadership and Management� Complexity as an inherent part of the business reality� Shareholder vs. stakeholder, value vs. customer value� Viewing and understanding a company from all angles� Mechanisms of value creation� Results orientation and implementation capability

Corporate Goals as Organizational Alignment Tools � The significance of vision, mission, and objectives� Creating synergies between strategies, processes,

structures, and people� Task prioritization through effective goal setting

Nature of Strategy and Strategic Decisions� Strategic management in practice� Fundamental concepts of strategic decision making� Tools for formulating and developing successful

strategies

Customer Focus� The perennial search for novel customer value� Creating profitable customer relationships

Market and Sales Success� Understanding the elements of effective marketing� Achieving the right marketing mix

Exploring Leadership� Discovering your authentic leadership style� Instruments and methods for leading others� Finding and being a mentor

Leadership and Communication� Presentation techniques and appearance� Opening channels for feedback� Avoiding common communication mistakes

Personal Effectiveness and Social Competence� The art of setting priorities� The importance of time management� Delegation as an important tool for effectiveness� Developing a personal action plan

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EP3110 January 18 – 22, 2010 Engelberg, CH RamadaMarch 08 – 12, 2010 Lucerne, CH Astoria

EP3120 August 23 – 27, 2010 Frankfurt, GER KTCSeptember 20 – 24, 2010 Frankfurt, GER KTC



Developing Business and Leadership Skills

This two-part general management program for emerging leaders focuses on strategy, processes, organizational culture and leadership.


CONCEPT

The «General Management for Emerging Leaders»course conveys management know-how, which is indispensable for any managerial position or function.The program is designed for participants who have notyet acquired experience in advanced management.During the program’s 5 days, experienced instructorswill systematically deal with core management topics,including strategy, marketing and finance. Using realworld examples, participants will learn about the key principles, tools and methods that companies use to attain success through management excellence. Thecourse is based on both an integrated and systems- based approach to management. All instructors presentin their area of expertise holistically with concrete appli-cations.

WHO SHOULD ATTEND

� Up and coming young managers, who are today orwill, in the near future, be held accountable for resultsand profit goals and want to acquire the tools andmindset to achieve them

� Managers of profit centers, business units, and divisions who do not have a formal management education

� Specialists and professionals from all business fieldswho are looking for a systematic introduction to gen-eral management

AREAS OF FOCUS

A Systems-oriented Approach to Leadership and Management� Viewing and understanding a company from all angles� Profit mechanisms and the principle of cause and

effect

Principles of Effective Management� What it takes to manage corporations, divisions and

departments effectively� Leading individuals, teams, departments and net-

works

Strategic Management Concepts and Practices� Effective goal setting and goal management� Understanding stakeholder expectations and ethical

responsibilities� A process view of strategy� Competitive strategies: cost leadership, differentiation,

focus or niche

Customer Focus� The permanent search for new customer value� What customer focus really means� How profitable customer relationships are built and

used� Conditions for marketing success� Determining the right market position

Marketing Concepts and Practices� New paradigms in marketing� Essentials of a convincing marketing concept� How to put customers and customer value at the

center of marketing efforts� Achieving marketing success within budget

Driving Performance� Identifying profit opportunities within a business� How to spot low value or even dangerous business

opportunities� Knowing the mechanisms for improved profit margins� Creating the conditions for superior profit margins

Principles of Modern Finance� The time value of money� Interest rates and the cost of capital� Risk and return� Measuring corporate performance

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EP3310 January 18 – 22, 2010 Engelberg, CH Ramada

EP3320 August 23 – 27, 2010 Frankfurt, GER KTC

Fees: EUR 3.500.– | CHF 4.900.– | US $ 5.120.–


General Management for Emerging Leaders

This course conveys the management know-how that is indispensable for every management position and function. The program’s focus is on participants who have not yet completed an advanced management education.


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CONCEPT

This strategy program for executives provides an in-depth and integrated overview of strategic management(4 days) and leadership (5 days), its tools, applications,and methods. Participants will acquire the latest knowl-edge for developing innovative and competitive strate-gies. They will learn how to position a business even inthe most competitive of environments and how tolaunch programs that will increase a company’s value,profitability, and performance. They will be able to re-view their own strategic concepts critically and returnwith new insights for shaping their company’s future.They will explore how strategy can be valued and howleadership can achieve it.

WHO SHOULD ATTEND

� Senior managers who develop and implement strategy� Middle and senior managers who shape strategic

decision-making within their organizational unit� Executives who want to re-evaluate and optimize their

strategies� Executives who are looking for new input on the future

direction of their division or business unit� Business planners, internal consultants and strategists,

who are responsible for the design of strategic man-agement systems

KEY BENEFITS

Cutting edge research combined with real-life problemsolving make this program extraordinarily useful for designing and implementing strategy. An important aspect of the program is mutual exchange amongst executives who have encountered similar issues in theirown organization. Another key feature of this programis the in-depth knowledge of Boston Business School’sinstructors. They combine research, teaching, and real-life consulting to produce a valuable treasure ofmanagement knowledge that has proven its worth inreal-life situations.

AREAS OF FOCUS

Dimensions of StrategyExecutives aim for success. Success has many dimen-sions: enterprise value, cash flow, profitability, customervalue, market share, customer satisfaction, innovation,employee satisfaction, corporate culture, and customertrust. Superior strategic management permits good per-formance in multiple dimensions simultaneously, in boththe short and long term, and most importantly con-tributes to the profitability from customer value, whichultimately results in shareholder value. The aspect ofstrategic performance management covered here are: � The role of strategy in an integrated approach to man-

agement� Essential factors for survival and success� How to use analytic tools for strategy development

Strategy within a Changing EnvironmentManagers face increasing pressures. This programshows executives how to navigate competing and con-flicting demands on management’s priorities. Investorsexpect ever-increasing shareholder value, the public desires social accountability, customers demand betterproducts and services, suppliers want a larger slice ofthe value chain, employees need a vision and want toparticipate in profits. Dealing successfully with this typeof complex environment is one of the main challengesfor executives, and is specifically addressed in this seminar.� Reconciling stakeholder demands� Sizing up the business environment and future devel-

opments

Strategic DirectionDealing successfully with complexity requires both di-rection and boundaries, which bridge the gap betweenwhat is desirable and what is feasible. They describe thestrategic corridor where the company should tread. Ourprogram shows managers how to take the initiative, andproactively design structures to establish boundariesand provide direction. � Understanding core competencies and strategic ca-

pabilities� Setting the strategic direction and developing a

shared vision� Establishing a framework for strategic development

processes

Strategy for Executives

The latest insights about the success factors of strategic leadership, coupled with a hands-on,well structured approach to modern strategy doctrine and leadership: this 4+5 day program is forexecutives with responsibility for bottom-line success.

15

Analyzing the Strategic SituationStrategic decisions are best taken on the basis of solidanalysis and good information. We show managers howto avoid faulty decisions by:� Collecting relevant information and data� Employing strategy tools to evaluate risk and opportu-

nity

Spectrum of Strategic ChoicesBased on strategic analysis, managers need to makespecific choices about how to move in the desired di-rection. Participants will examine a range of tactical op-tions to achieve their desired ends: � Positioning the company vis-à-vis its competitors� Making key strategic decisions about the company’s

product portfolio� Assessing corporate alliances, acquisitions, and

mergers� Determining what type of innovation and product de-

velopment should be invested in

Strategic DecisionsManagers will understand how strategic decisions de-termine the future path of a company, and learn how totake influence on that path by making good decisions:� Using the most current tools for strategic decision-

making� Discerning between good and bad strategic choices� Deciding on which core competencies to develop or

which unique value proposition to make� Anticipating how competitors may react

Implementation: Strategy in ActionAfter having decided on a course of action, managersneed to come up with a concrete series of steps to real-ize the strategy - in short, implementation. Executiveswill learn about requisite elements of implementation:� Organizational and structural alignment� Managing resources to support strategic decisions� Strategic adaption and change based on organiza-

tional and competitive responses

Leadership and Achieving ResultsThe quality of leadership determines the success of acorporation. In the second part of this program, wedelve into the elements of strategic and operationalleadership. Specifically, we will address both the pur-pose and methods of leadership:� What good leadership accomplishes� Good leadership as a performance multiplier

� How to structure the company for results� The key traits of effective leaders� Avoiding typical leadership mistakes

Leadership and CommunicationTop managers communicate with company insiders andoutsiders. What they say and how they say it creates alasting image of the company. Using many examples,we show what distinguishes good communication frombad communication.� How good motivators improve the effectiveness of

their organizations� Core skills of leadership� Conflict and change management� Communication and negotiation skills� Inspiring others to perform


EP2610 June 07 – 10, 2010 Cologne, GER Dom HotelSept. 27 – Oct. 01, 2010 Boston, USA Boston College Club



DATES* & FEES [4 + 5 DAYS]


16

CONCEPT

Ultimately, the companies, divisions, business units thatsucceed are those, which have the best strategy inplace. For many years, we have researched the ele-ments of successful strategy – we pass this knowledgeonto you during the four-day «Competitive Strategy»program. The course covers all those concepts of strat-egy, which fuel high-powered corporate performance.This course is intentionally intense, specially conceivedto create breakthrough strategies, and facilitate strategydevelopment through a rich and interactive learning environment.

WHO SHOULD ATTEND

The program is aimed at executives from a range of disciplines and backgrounds who:� Wish to expand their understanding of cutting edge

strategic concepts and best practices� Expect a well-structured and comprehensive overview

of modern strategic management� Are facing an impending strategic challenge� Have, or will have, responsibility for the strategic

decisions of their firms

AREAS OF FOCUS

Corporate Goals as Organizational Alignment Tools� Defining core values and communicating a clear vision� Effective goal setting and goal management� Meeting stakeholder expectations� Navigating the CEO – board – senior management

relationship� Assessing performance in relation to goals

Strategic Management Concepts and Practices � Market share growth and new market development� Types of competitive strategies: cost leadership,

product differentiation, and niche strategies� Scrutinizing the business model and building a

stronger one� In and outsourcing steps in the value chain

The Corporate Environment: Markets and Industriesin Flux� The implications of globalization for strategy� Assessing the corporate environment

� Responding to dynamic industry forces� Exploiting industry realignments� Opportunities in the digital economy

Strategic Positioning� Evaluating the corporate strategic position: from

tenable to vulnerable� Assessment of core competencies as potential basis

for profitable growth� Being different: a cornerstone of strategy� Creating and capturing value throughout the value

chain

Avoiding and Escaping the Stagnation Trap � Pushing the limits of market growth� Consolidation: yes; stagnation: no� Deriving growth from marketing� Pursuing innovation with a conducive environment� Guiding new strategic ventures

The Key to Successful Strategy Implementation: Executive Leadership� Systematic strategic and company culture alignment� Achieving operational excellence � Effective implementation based on trust


EP2210 June 07 – 10, 2010 Cologne, GER Dom Hotel


EP2230 November 08 – 11, 2010 Cologne, GER Stadtpalais

Fees: EUR 3.300.– | CHF 4.650.– | US $ 4.800.–


«Very practical with the right materialto come back home and apply whathas been learned.»

J. Gervis, FM Logistic (France)

Competitive Strategy

During this 4-day program you will learn how cutting-edge strategic concepts and best practicescan help you direct your organization, business unit or departement toward success.


CONCEPT

Companies are successful when management under-stands how to constantly reinvigorate growth. There aremany examples of this, but there are also many counterexamples: not just a few companies or business unitshave gone under because they were trying to grow toofast, leading to liquidity problems, downturns in profits,or to organizational chaos. Growth alone is thus in andof itself not a goal. The art of a successful management lies in «profitablegrowth» that contributes to sustainable improvement inresults and optimization of competitiveness. Profitablegrowth should create value for customers, owners, andemployees. Based on numerous studies, we show thatprofitable growth can be attained in all sectors and in allmarket situations, provided that management developsan appropriate business model and carefully implementsit. At the same time, we provide the newest insights,methods, and instruments for assessing and improvingthe strategic situation.

WHO SHOULD ATTEND

� Executive leaders who wish to investigate the possi-bility of transforming their organizations by unleashingprofitable growth strategies

� Senior managers who want to combine the neweststrategic know-how with ideas on boosting profitability

� Those responsible for business units, large depart-ments, and specialists, who are looking for new inputand ideas on exactly how to develop and implementgrowth strategies

AREAS OF FOCUS

Growth as a Strategic Concept� The importance of growth for the survival of a firm� How growth can be achieved� How growth can be managed

Analyzing the Potential for Growth Strategically� The growth portfolio� Evaluating business models for profitable growth� Growth-accelerating business models

Tapping into the Potential for Growth� Solving unsolved customer problems� Creating new customer benefits� Taking advantage of the existing client base� Utilizing unused business capacity

Advanced Strategic Concepts and Tools� Assessing the strategic situation� Determining the quality of strategic options

Managing Growth and Profit Drivers� The true drivers of growth: brand, product, competi-

tive position, and innovation� The most important profit drivers� Active management of growth and profitability


EP1429 October 12 – 14, 2009 Zurich, CH Top of Zurich


Fees: EUR 2.750.– | CHF 3.900.– | US $ 4.100.–

17


Only sustainable and profitable growth is healthy growth. This three-day intensive seminar showsyou how you can breathe new life into your strategy by sparking exciting ideas on how break-through strategies can be discovered, measured and implemented.

Profitable Growth Strategies


CONCEPT

This two-part, 9-day program emphasizes the relationbetween corporate value drivers and sound strategy.Part 1 of the seminar centers on strategy, and its impor-tance and applications. Part 2 looks at the financial sideof strategy. It examines those key financial concepts,which are crucial to strategic decision-making, e.g. costof capital, return on investment, risk, and valuation. Animportant aspect of the program is examining the partic-ipants’ real world experiences, and evaluating them us-ing the concepts of strategic management. This ensuresthat participants can readily implement what has beenlearned.

KEY BENEFITS

� You will learn how to evaluate and devise strategies,identify impediments to profitability, and create valuefor key stakeholders, including suppliers, employees,customers, and shareholders.

� You will gain an ability to identify and develop a sus-tainable competitive advantage using the best prac-tices in strategic and financial management to boostbusiness performance.

WHO SHOULD ATTEND

� Executives and managers whose businesses are facing an impending strategic challenge

� Promising managers who will contribute to the futurefinancial and strategic direction of their organization

� Managers in sales, or other functional disciplines, whoneed broader financial and strategic knowledge

AREAS OF FOCUS

Part I: Strategic Thinking and Action � Exploring corporate strategy� Understanding the strategic context and the use of

strategic tools� Reconciling stakeholder demands � Thinking in terms of strategic options � Aligning structure, culture, and processes to strategy� International strategy� Resourcing strategies� Implementing strategies successfully

Part II: Modern Financial Management for Value Creation � The role of finance in supporting corporate strategy� Ensuring profitable growth� Cash flow and liquidity� New and novel types of financing� Cost of capital and capital structure� Understanding financial goals and interpreting KPIs� Cost accounting, contribution margins, unit costing,

and pricing� Investments, value creation, economic viability� Profit management and its applications� Controlling� Capital markets: strategies, products, and services� Mergers & acquisitions as a competitive tool� Cost reduction and control � Balanced scorecard and key performance indicators � Corporate governance and financial accountability

«Excellent speakers with vast andinteresting experiences.»

A.N., Merz Pharmaceuticals (Germany)

18


EP2110 June 07 – 10, 2010 Cologne, GER Dom HotelJune 28 – July 02, 2010 London, UK Novotel

EP2120 June 07 – 10, 2010 Cologne, GER Dom HotelOctober 11 – 15, 2010 Boston, USA Boston College Club


EP2140 November 08 – 11, 2010 Cologne, GER StadtpalaisDecember 06 – 10, 2010 Cologne, GER Stadtpalais


DATES* & FEES [4 + 5 DAYS]

A two-part program with focus on developing a strategic mindset and financial acumen in order tobuild and maintain a sustainable competitive advantage and corporate value. 4 + 5 days.

Strategy & Corporate Finance for Executives


CONCEPT

This intensive and compact leadership program system-atically demonstrates the applications of modern leader-ship research. During the program participants will learnabout leadership theories and their applications, andpractice the skills necessary to successfully hold leader-ship positions. They will also have the opportunity todiscuss their own leadership challenges with the instruc-tors. The objective is for participants to explore theirleadership potential and abilities through interactivelearning and practical skill building.

KEY BENEFITS

During the program, participants will:� Practice the skills necessary to excel in leadership

positions� Gain an understanding of leadership theory and the

dimensions of effective leadership� Explore their leadership potential and abilities through

interactive learning and practical skill building

WHO SHOULD ATTEND

� Promising middle managers who are being groomedfor more managerial responsibility and want to upgradetheir leadership skills

� Emerging leaders such as up-and-coming managers,specialists, and executives in training, who want toimprove their own leadership competencies,

� Specialists and professionals from all business fieldswho are looking for a systematic introduction to leader-ship

AREAS OF FOCUS

Self-Management and Social Competence� The art of setting priorities� How to delegate tasks� The importance of time management� Social skills as a prerequisite for success

Characteristics of Successful Leaders� What recent research has to say about leadership� Principles of self-management

� Managing employees and teams� Distinguishing characteristics of successful leaders� Continually cultivating the qualities of a leader

Discovering One’s Authentic Leadership Style� The contingent opportunities view of leadership� Different leadership styles

Team Leadership and Employee Management � Observing your own leadership behavior� Instruments of effective employee management� The laws of group dynamics� Team building, team development, team leadership� When things go wrong: resolving conflict and taking

corrective action

Speaking and Appearance� Optimally employing one’s communication skills� Empathy and humanity as an alternative to rhetorical

brilliance� The importance of non-verbal communication

Credibility as an Emerging Leader� The meaning of authenticity� Why credibility is so important� Understanding yourself and behavioral change

Conversation and Negotiation Skills� Preparing for and rehearsing for tough conversations� Preparing for negotiations� The best approaches to negotiation

19


EP6329 September 21 – 25, 2009 Frankfurt, GER KTC

EP6310 March 08 – 12, 2010 Lucerne, CH Astoria

EP6320 September 20 – 24, 2010 Frankfurt, GER KTC

Fees: EUR 3.500.– | CHF 4.900.– | US $ 5.120.–


Leadership for High Potentials

An intensive and highly interactive 5-day seminar focusing on the core elements of successfulleadership.


«I never took a leadership course like this one! Completely different, very interesting. It will lead to quick results!»

Ahmed Naguib, Teradata (Egypt)

20

CONCEPT

Activating leadership is one of the pillars of effectivemanagement. While decisive for desirable outcomes, it often remains a vague concept to most people.

In this 5-day program we elucidate the concept of leader-ship by showing those personal characteristics, skills,and abilities that sustain excellent leadership in a practi-cal and interactive way. In a similar vein, we demon-strate the use of leadership as an instrument to tap intothe latent potential of an organization. We show howgreat leadership balances the strategic needs of thecompany with the practical human dimension, everpresent in business, to achieve results.

KEY BENEFITS

After the 5-day program, participants will have:� Built a solid foundation, and received new insights

into the principles behind performance and results-oriented leadership

� Practiced the essential techniques of leadership behavior

� Improved their leadership skills and abilities� Explored their own roles as leaders, motivators, and

coaches� Become agents of change within their organization

WHO SHOULD ATTEND

The program is designed for executives and managersat all levels who have depth of experience in managingpeople and desire to:� Excel in daily leadership situations and want to

reassess their leadership style� Develop an environment that fosters synergy,

creativity, and performance� Adapt their behavior to a wider range of constituents

and multiple stakeholders for more effective leader-ship

� Face an impending leadership challenge, such as restructuring, promotion decisions, or merging suc-cesfully

� Update their leadership skills with tools and techniquebased on the latest behavioral and organizational research

AREAS OF FOCUS

Leadership Excellence: an Indispensable Componentof Achievement� Fundamental questions of leadership� Power and the right to lead� The performance multiplier of good leadership� Key traits of effective leaders� The appropriate use of power in leading and influenc-

ing people

Principles and Findings of Current Leadership Research� Evolution of thought on leadership� Useful aspects of leadership models� What exceptional leaders actually do

Core Leadership Skills� Building relationships� Inspiring and influencing others to perform� Communication and negotiation skills� Smart decision-making� Social competence and character� Feedback and coaching� Empowerment through delegation

Leadership Excellence

Successful executives develop their leadership style - as well as the way they lead their staff - onestep further. Examining your own leadership profile and developing ways to improve it is the aim ofthis 5 day seminar which uses the latest observations about leadership principles - and puts theminto practice.

21

Developing one’s own Style of Leadership� Assessing your motivation, attitudes, and preferences� Discovering your leadership capacities and talents� Understanding others’ personality types and your own� Developing a personal action plan: reinventing your-

self as a leader

Social Competence and Character� Important personality attributes� Trust, power and responsibility� Increasing one’s social competence� Discovering areas for personal improvement

Executive Decision-Making� Decision making techniques and tools� When to use your intuition� Knowing you cognitive and personal biases� How to communicate your decisions effectively

Cross Cultural Leadership� Effective leadership across cultures: theories, values

and attitudes� Understanding and appreciation of cultural differ-

ences, and the important role these differences play� A central leadership task: improving international col-

laboration and communication

One on-One Leadership� Motivate, communicate and influence !� Identifying a promising employee� The key management task – to lead and coach � Avoiding typical leadership mistakes

Leading Teams� Building teams� Getting commitment� Agreeing on objectives� Strengths and weaknesses of team members� Leading teams to results� Dealing with conflicts

Performance and Motivation� How to motivate and not to demotivate� Creating win-win situations� Identifying and recognizing success� Trust as an element of productivity

Managing Transition and Change� Laying the groundwork for a culture adaptive to

change� The self-management aspect of change� Learning to be a transformational leader� Effective change implementation � Overcoming obstacles to change� Real-life examples of best practices in dealing with

change



EP6239 Sept. 28 – Okt. 02, 2009 Boston, USA Boston College Club

EP6249 November 09 – 13, 2009 Tegernsee, GER Egerner Höfe

EP6210 March 15 – 19, 2010 Davos, CH Waldhuus

EP6220 Sept. 27 – Oct. 01, 2010 Boston, USA Boston College Club

EP6230 December 06 – 10, 2010 Cologne, GER Stadtpalais

Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.–


«Very inspiring, very competent speakers, overall veryhigh practical relevance for me. My high expectationswere fulfilled!»

C.B., Berliner Sparkasse (Germany)

22

CONCEPT

Marketing is the primary interface between the customerand the business, and as such it impacts everything fromstrategy to profits. Yet, marketing often remains amongthe least optimized operations within a firm. «Essentialsof Marketing» presents «must-have» information for exec-utives, managers, and specialists who already offer greatproducts and services, but who want to significantly im-prove their marketing performance. Furthermore, it ex-plores the crucial strategic and tactical elements of mar-keting, be it in sales, customer service, or advertising.

KEY BENEFITS

Upon completion of the program, you will have the abil-ity to: � Understand and recognize the sources of customer

value in your markets� Determine the most lucrative market segments to tar-

get a strong competitive position� Use marketing tools effectively� Integrate marketing into the organization’s overall

business strategy� Assess marketing’s effects on the financial perform-

ance of the company

WHO SHOULD ATTEND

The program is designed for the following groups:� Executives and managers who are looking for a holistic

marketing perspective and tested marketing tools� Professionals in sales, customer relations, distribution,

marketing, and market research who want to updatetheir marketing know-how

� Specialists and high potentials who are about to takeon a management role in marketing

AREAS OF FOCUS

Making Marketing an Integral Part of the Business� Becoming a market-driven company� The concept of customer value� The ultimate goal of marketing: sustainable and prof-

itable customer relationships� Leveraging marketing research

Effective Market Segmentation and Targeting� Approaches to market segmentation� Selecting target markets� Marketing to the targeted segment

Choosing the Optimal Marketing Strategy� Providing customer value through differentiation� Marketing strategy essentials: the 4 P’s and SWOT� Analyzing your competitors’ approach to marketing

Product and Service Marketing� Defining customer, product, and distribution portfolios� Adopting the right distribution and sales approach� New business development

Building Brand Equity� Distilling and conveying a brand’s essence � The laws of brand management� Building brand awareness and value

Integrated Marketing Communication� Forms of internal and external communications� Developing an effective communication strategy for

products and services � Budgeting and media selection

Profitable Customer Relationships� The process of building customer value� Boosting revenue and profits with pricing strategies� Customer life-time value� Key account management

Efficient Marketing Processes and Controlling � Measuring the tangible benefits of a marketing strategy� Employing the right marketing metrics



EP5139 November 16 – 20, 2009 Cologne, GER Dom Hotel

EP5110 June 21 – 24, 2010 Arosa, CH Kulm

EP5120 November 15 – 18, 2010 Cologne, GER Stadtpalais

Fees: EUR 3.300.– | CHF 4.650.– | US $ 4.800.–

Essentials of Marketing

This 4-day marketing program focuses on «must-have» information for executives, managers, andspecialists who want to improve their marketing and sales performance.


23

CONCEPT

Customers do not buy just a service, they buy an expe-rience. Getting the customer experience right is essentialfor success in all industries, especially service industries.One of the best places to learn about managing for superior customer experience is at Walt Disney World inFlorida, known for its great customer service, creativity,employee loyalty, and outstanding financial results.Walt Disney World’s business performance and that ofany successful service company is the product of afinely tuned organization that has put the right systems,people, and service concepts into place. In this seminar,current and former Disney executives will explain Disney’s management, its philosophy and the principlesand strategies that go into customer experience andservice standards. In addition, the first-rate instructorswill highlight the best service practices from other com-panies, such as Southwest Airlines, Dell, and Home De-pot. In the morning, participants learn about the man-agement tools and techniques that go into superiorservice. In the afternoon, this program lets participantsexperience those management practices first-handthrough guided tours that show how they translate intoa superior customer experience. The program is anamalgam of case studies, interviews, discussions, lec-tures and onsite reviews. It is highly interactive, and par-ticipants are encouraged to be prepared to elaboratetheir own personal action plan.

BENEFITS

This in-depth program will demonstrate the best prac-tices in service management. It inspires participants toput better service initiatives into place. Moreover, it provides strategic criteria for evaluating and expandingthose projects that create profitable service operations,which sustain and improve overall corporate perform-ance and stakeholder value. Participants will learn howto set the tone and foster a creative atmosphere in theirorganization.

WHO SHOULD ATTEND

The program is designed for executives from Europeancompanies. In the past 15 years, more than 5,000 par-ticipants from companies such as SAS, Deutsche Tele-com, Ikea, Helsana, and Skandia have attended the pro

gram. The seminar thus is open to participants from alltypes of businesses and industries. After all, which company can survive without excellence in service anda great customer experience?

AREAS OF FOCUS

The seminar demonstrates and discusses how some ofthe world’s most successful service-oriented companiesdeveloped their superior customer experience and man-age quality. Participants will gain, not just insight on howto improve their service performance, but also newideas on how to improve productivity and creativity for their own organization’s services. Program topics include:� Creating value, customer loyalty, and differentiation

through customer experience� Anchoring a service mentality in your organization’s

corporate culture� Innovation by learning from other industries’

approaches to customer experience� Leadership styles and their impact on service

performance� Choosing, training, and motivating employees to

provide superior service� Implementing service-based strategies that improve

profit margins� Maintaining and improving customer loyalty� Putting quality control and the right systems into

place


EP4849 November 08 – 13, 2009 Orlando, USA Caribe Royal

EP4810 April 11 – 16, 2010 Orlando, USA Caribe Royal

EP4820 November 07 – 12, 2010 Orlando, USA Caribe Royal

Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.–


Best Practices in Service Management

This exciting program lets participants experience best practices in service management using real-world examples at Walt Disney World.


24

CONCEPT

Businesses have to generate profits, which is what adroitexecutives have to achieve. To do so, executives needto be armed with the right financial knowledge, and becapable of using the right financial tools and analyticalinstruments in a given situation. In addition, as executivesthey are especially concerned with the financial implica-tions of their decisions and make decisions that improvethe profitability, risk profile and share price of their or-ganizations. Unsurprisingly, poor financial management isan all too common culprit of corporate crisis which iswhy understanding the implications of financial manage-ment is critical, even for nonspecialists. Through a com-bination of lectures, discussion and case studies, this 5-day program will equip you with the necessary under-standing to contribute to the company’s bottom line.

WHO SHOULD ATTEND

� Executives accountable for profits in their companies,divisions, business units or important profit centers

� Senior managers who want to update their knowledgeof financial management and controlling

� Managers on the promotion ladder who want to addfinancial management to their management repertoire

� Middle and senior management who want to reviewhow their decisions impact shareholder value

� Entrepreneurs who want to improve their financialskills and explore the latest developments in finance

KEY BENEFITS

This exciting program at Boston Business School willprovide participants with an integrated overview ofmodern financial management. During the program,they will learn to:� Clarify and guide financial policy in their area of

responsibility� Use best practices in financial management to im-

prove profit planning and strategic profitability � Evaluate corporate financial performance, strategies

and investment opportunities� Use control and feedback mechanisms to improve

resource allocation and cost controls� Create a culture of cost discipline and sustainable

profitability within their area of responsibility

AREAS OF FOCUS

The Management Function of Finance� The relationship between shareholder, stakeholder

and customer value� Implications of financial decision-making on strategy

and operations� Financial analysis tools such as cash flow, valuation,

and risk analysis and their links to strategy and opera-tions

� Key performance indicators: earnings, cash flow, freecash flow, ROS, ROCE, EBIT, EBITA, ROI, EVA, MVA

Managing for Sustainable Profitability� Valuing businesses, investments, and projects� Using break even scenarios to detect opportunities

for profit improvement� Determining the cost of capital� Reducing capital intensity to increase earnings

Active Management of Value Drivers� Taking advantage of the value chain� Innovation as a long-term value driver� Pricing strategies for improved returns� Earnings growth based on new business models� Creating value through restructuring

Finance for Executives

Effective financial management is an integrated part of results orientated management. Resultsdriven managers from all sectors will extend and deepen their financial know-how in this five dayintensive seminar.

25

Working with Financial Markets and Capital Institutions� Overview of financial markets and their participants:

banks, hedge funds, private equity, and major in-vestors

� Recent developments in financial instruments� Selecting appropriate financial instruments in order to

secure funds and optimize risks

Corporate Treasury and Cash Management� What financial metrics and ratios don’t tell the user� Cash: how much is too much?� Optimizing working capital� Instruments for managing the cash balance

Risk Management� Identifying components of risk� Financial engineering and risk management

Mergers and Acquisitions� Internal vs. external growth strategies� Criteria for buying and selling businesses� Key elements of the M&A process� Critical aspects of due diligence

Restructuring and Portfolio Evaluation� Early detection of a restructuring situation� Recognizing profitable and unprofitable businesses� Closing/selling non-viable businesses� Developing a sustainable restructuring concept� Turnaround strategies� Portfolio evaluation and adjustment

Analyzing Projects and Investment Opportunities� Forecasting cash flows� Choosing the appropriate cost of capital� Projecting future funding requirements

Cost Management and Control� Understanding cost drivers� Variable cost structures as a survival strategy� The budget cycle and steps for creating a sensible

budget

Modern Capital Budgeting� Comparing the cost of capital and required returns� Payback, return on investment, and net present value� Managing the capital structure

Effective Management Reporting and Controlling� Understanding and evaluating controlling reports� Translating controlling into decision-making� Formulating your own reporting requirements

Key Performance Indicators and Performance Scorecards� Aligning measures of financial performance with

strategy� Industry benchmarks

Using Financial Incentives Successfully� Why use financial incentives?� Profit-sharing and employee shareholding� Stock options: advantages and pitfalls� Alternative incentive approaches

Corporate Governance and Accountability� Requirements of a modern corporate governance

system� What corporations can do to effectively govern

themselves� Understanding the nuances of successful governance


EP8449 December 07 – 11, 2009 Tegernsee, GER Egerner Höfe

EP8410 June 28 – July 02, 2010 London, UK Novotel


EP8430 December 06 – 10, 2010 Cologne, GER Stadtpalais

Fees: EUR 3.850.– | CHF 5.400.– | US $ 5.600.–



CONCEPT

In today’s world, up and coming managers and func-tional specialists require a systematic overview and un-derstanding of finance and managerial accounting, andhow these contribute to superior management. Every manager must understand financial decisions,and as his or her level of responsibility increases, mustdirect those decisions competently.

KEY BENEFITS

This program provides managers from a non-financialbackground with familiarity and understanding of essen-tial financial termino logy, concepts, and applications. Itwill enable them to analyze and interpret commonlyused financial information in making business decisionsand to work more effectively with the financial managersof their organizations.

WHO SHOULD ATTEND

� Up and coming managers who are today or will, in thenear future, be held accountable for results, costs,contribution margins or profit goals

� Managers of profit centers, business units, and divi-sions who do not come from a financial background

� Specialists and professionals from all business fieldswho are looking for a systematic introduction to finance

This program is not designed for financial specialists.CFOs, Financial Directors, and COOs. They may want toconsider our «Finance for Executives» (p. 24).

AREAS OF FOCUS

Foundations of Financial Management � Systematic overview of results-oriented financial

management � What managers need to know about finance � The financial tool box

Financial Statement Analysis � Importance of financial statements � Limitations and structure of financial statements � Financial ratios, including risk and economic profit

analysis

Modern Financial Instruments � Overview of financial markets � Alternative sources of capital � Recognizing capital and financing requirements

Evaluating Investment Opportunities � Evaluating new projects and investments � Choosing the right hurdle rate � Determining the return on investment

Managing Costs and Cost Accounting � Overview of modern cost accounting � Recognizing and allocating true costs

Performance-based Budgeting � The planning and budgeting process � Forecasting cash flows and cash requirements� Budgets focused on accomplishing corporate objec-

tives

Effective Management Reporting and Controlling � Understanding and evaluating controlling reports � Formulating one’s own reporting requirements

Financial Performance Measures � Choosing the right financial indicators � Aligning financial performance measures with strategy

Increasing Enterprise Value � Assessing the financial strength of an organization � Various approaches to valuation

Understanding Stakeholders’ Expectations � Shareholder vs. stakeholder vs. customer value � What managers need to know about investors and

capital markets


EP8229 November 09 – 13, 2009 Frankfurt, GER Mövenpick

EP8210 May 03 – 07, 2010 Frankfurt, GER KTC

EP8220 Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick

Fees: EUR 3.500.– | CHF 4.900.– | US $ 5.120.–


26

Essentials of Finance & Controlling

A 5-day program that provides a systematic overview of finance and managerial accounting andhow they relate to effective management.


27

CONCEPT

The «Strategy & Finance for Emerging Leaders» programis an intensive training course for young executives, executives in training and functional specialists. In twoblocks of 5 days each, we will cover the important areasof management in an integrated and results-focused way.In each area, we will present both tried-and-tested andcutting-edge management knowledge and train partici-pants to make use of their newly learned knowhow.

KEY BENEFITS

During this two-part program, participants will learn to: � Understand general management and finance man-

agement comprehensively and systematically� Use effective management tools in their daily

management practice� Evaluate strategies and analyze the financial impact� Communicate more effectively with financial

executives in their organization

WHO SHOULD ATTEND

� Young executives who are moving rapidly into positions of increasing responsibility

� Management trainees and executives-in-training whoare preparing themselves for more advanced taskswhich require additional knowledge of financial management

� Departmental managers, functional managers andmanagers who are not yet held accountable for profitsand losses but who nonetheless have fundamentallymana gerial roles

AREAS OF FOCUS

The Concept of Strategic Management � Strategy as turning point for the future� The most important strategic questions� The process of strategy formulation and implementation

Structures and Processes� Customer-focused organizational structures� Business processes that permit for quality and

timebased strategies

� Optimal structures project� The importance of processes

Market Success with Marketing � The rules of market success� The marketing approach� Components of a marketing concept � The optimal marketing mix

Overview of Financial Management� Financial management as part of an integrated man-

agement approach� Shareholder, stakeholder and customer value� Financial objectives: earnings, cash flow, free cash

flow, ROS, ROCE, EBIT, EBITA, ROI, EVA, MVA

Developing Financial Acumen� Identifying profitability drivers� Key management ratios, key performance indicators � Cash: how much is too much?� Active management of fixed and variable costs

Planning and Budgeting� Early detection of deviations from the plan� Competent handling of management reports� Options to correct deviations in order to reach annual

objectives

Creating a Convincing Business Plan� The structure and content of a business plan� Developing and refining a business plan� Plausible assumptions to ensure credibility and

defensibility

Strategy & Finance for Emerging Leaders

The «Strategy & Finance for Emerging Leaders» program is an intensive training course for youngexecutives, managers in training and functional specialists. 2 � 5 days.



EP3210 Part 1 January 18 – 22, 2010 Engelberg, CH RamadaPart 2 May 03 – 07, 2010 Frankfurt, GER KTC

EP3220 Part 1 August 23 – 27, 2010 Frankfurt, GER KTCPart 2 Nov. 29 – Dec. 03, 2010 Frankfurt, GER Mövenpick



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CONCEPT

The first part of this foundational course in general man-agement teaches the systematic and holistic knowledgeof a general manager in a compact form and the secondpart permits specialization in individually chosen areas offocus, such as finance, strategy, or marketing. Thecourse of study, with its individually tailored curriculum, issuited for managers, specialists, and executives in train-ing who are deemed especially worthy of promotion orparticipants who want to demonstrate their general man-agement proficiency.

Part-time, the «Boston Diploma in General ManagementBBS» usually takes 12-18 months to complete.

CURRICULUM

The course of study is split into two parts:� Foundational Program, months 1 through 6 � Specialized Program, months 7 through 18The foundational program is similar for all participants; it runs for the first 6 months, includes 10 seminar days(general management and leadership), and is accompa-nied by 3 E-learning modules. From the 7th month onward, participants concentrate on their chosen area of specialization. This includes the remaining 4-8 seminar days that cover material from the desiredsubject of specialization.

INDIVIDUALIZED PLAN OF STUDY

The part-time study can be started at any time. After wehave received your application, we invite you to an initialinterview, which can also be conducted via telephone,to establish an individualized course of study. In thisplan, the individual elements of your study program aredefined. In doing so, we take your previous knowledge,practical experience, current work situation, and timerestrictions into account. The study plan is structuredsuch that this program can be completed in conjunctionwith your full-time workload, and tailored so as to ex-hibit a high degree of usefulness for your current func-tional role.

CONTENTS

The diploma program comprises the following elements:

Seminar ProgramOver the course of the 12-18 months, part-time pro-gram, participants attend 14-18 seminar days. Togetherwith the student advisor you define your course ofstudy; you can choose from the entire range of seminarsfrom Boston Business School. Boston BusinessSchool’s seminars generally take place in Germany,Switzerland, Austria, or the United States.

E-Learning and Distance Education The distance education component features threemonth-long E-learning modules with our university part-ner, Florida Gulf Coast University (see page 30 for moreinformation). During the specialized part of the program(months 7-18), Boston Business School provides litera-ture, case studies, and tools for in chosen topic of spe-cialization in the form of bimonthly self-study.

Seminar PaperAfter 6-9 months, you will compose a 20 to 30-pageseminar paper about a topic assigned to you by thehead of studies. In writing it, you will gain deeper insightinto your field of specialization. The topic is chosensuch that you can derive the highest practical benefit foryour daily business. You will have 4 weeks time to writethe paper between the assignment of the topic and itsdue date.

1-2 topical seminars (finance, marketing, strategy)

�Bimonthly self-study modules

�Supporting literature relevant to chosen topic

�Seminar paper (20-30 pages)

�Final paper in chosentopic (40-60 pages)

General Management Seminar

Leadership Seminar

�Finance (E-Learning)

�Marketing (E-Learning)

�Strategy (E-Learning)

Months 1 through 6 Months 7 through 18

Foundational Program Specialized Program

Boston Diploma in General Management BBS

Up-and-coming managers, specialists, and executives in training, who are deemed especiallyworthy of promotion, complete an individualized and part-time foundational course in general management topics over 12 to 18 months, to accelerate their careers.

29

Final PaperTowards the end of the program, you will write a 40 to60-page final paper; you will have 2 months’ time towrite it. It should have a concrete connection to yourprofessional environment and course of study, and alsogenerate real benefit for your employer. The paper canbuild upon your seminar paper.

Help-LineIf at any time you have questions or feel uncertain, ourstudy advisors are at your disposal.

DIPLOMA

Those who actively participate in the 14-18 seminardays, work through the distance education content,write the seminar paper, and satisfactorily complete thefinal paper, receive the «Boston Diploma in GeneralManagement BBS» certificate. The diploma ceremonyand reception take place two times per year.

DATES & REGISTRATION

After the initial contact, where the course of study willbe individualized together with you, has taken place, theprogram starts at the beginning of any month.� 14-18 seminar days to be attended according to

individualized study plan� Part-time distance education, based on E-learning

and bimonthly modules� 1 seminar paper (20–30 pages)� Practical final paper (40–60 pages)

� Tuition: EUR 10.900.–CHF 15.300.–US $ 15.800.–

� Registration number: EP9000

Study Advisor For any questions and/or a consultation, we are morethan ready at any time at: +41 (0)43 499 40 20.You can also sit down any time with our head of studiesin Zurich.

RegistrationTo register, please use the registration card at the backof the brochure.

Initial InterviewAdmissionStudy plan

3 E-Learning Modules

Seminars (determinedon an individual basis)

Bimonthly self-studymodules (distanceeducation)

Seminar paper(20-30 pages)

Final paper (40-60 pages)

Diploma ceremony

ElementMonth

01

Month

02

Month

03

Month

04

Month

05

Month

06

Month

07

Month

08

Month

09

Month

10

Month

11

Month

12

Illustration: Timeline for Boston Business School’s «Boston Diploma in General Management BBS»

Seminar 1 Seminar 2 Seminar 3


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CONCEPT

The need for management skills has never been greater,and the demand is high for innovative approaches tomanagement development, in both educational contentand delivery. That’s why Boston Business School has partnered with Florida Gulf Coast University, anAACSB-accredited university with well-established online learning programs that include a wide range ofcourses and learning modules. Our partnership deliversyou three one-month courses in strategy, finance andmarketing. It is part of our commitment to use techno-logy in management education.

BUSINESS STRATEGY CERTIFICATE

Duration: One-month online module; asynchronous delivery

Description: This course explores the differences between the vari-ous types of business models and systems. Participantswill learn that organizations can achieve the scale,scope, and efficiency that come from being large andthe flexibility, speed, and responsiveness of being smallby using strategic systems and other techniques. In addition, the course discusses Harvard University Pro-fessor Michael Porter’s Industry and Competitive Analy-sis Framework; the importance of core competencies;and analysis of the value chain for finding business opportunities. Instructor will provide notes. Instructor: Professor Dr. Walter Rodriguez

FINANCIAL MANAGEMENT CERTIFICATE


Description: The purpose of this course is to provide the student witha foundation to make economically sound decisions regarding financial management. Topics to be coveredinclude the time value of money, risk and return, cashflow principles and capital budgeting decision tech-niques. Students completing this course componentshould have the tools and prospective needed to accu-rately analyze capital investment decisions.Instructor will provide notes. No Textbook required. Instructor: Professor Dr. Brad Hobbs

MARKETING CERTIFICATE


Description: This course is concerned with the adaptation of re-sources and objectives to outside market opportunity. Itcovers planning, segmentation, positioning, marketingmix deve lopment, and relationship marketing amongother topics. Notes and discussion questions will sup-plement slide presentations. Cases will be analyzed anddiscussed in an asynchronous format. The cases address topics in segmentation, sales, advertising, andthe Internet, as well as many other strategic areas. Thiscourse will enable the student to conceptualize market-ing issues and to make viable marketing recommenda-tions. Instructor will provide notes. No Textbook required. Two weeks before the start, we will mail fourcases as follows: Sealed Air, Iridium, Yoplait and Avon. Instructor: Professor Dr. Stuart Van Auken

Code Course Start

EP9200 Business Strategy May 1 or October 1

EP9300 Financial Management June 1 or November 1

EP9400 Marketing Management July 1 or December 1

Fees: EUR 1.175.– | CHF 1.650.– | US $ 1.750.–Duration: 1 Month / 4 Hours per Week

DATES & FEES

Boston Business School has partnered with Florida Gulf Coast University to bring you several one-month long distance learning certificates. They are compact, intensive and bring you a credentialfrom an AACSB-accredited university.

E-Learning Certificates


REGISTRATION AND CONFIRMATIONYou can register via mail, fax, our website or e-mail.Once you have registered, you receive written confirma-tion including detailed information on the seminar loca-tion, directions, hotel accommodations, and an invoicefor the program fees. We notify you immediately, if theprogram is fully booked. Upon completion of the pro-gram, participants receive a certificate of attendance.

Please note that the program curriculum, instructorsand hotels are subject to change and amendment.

CHANGE OF REGISTRATIONIf you need to change your registration, please notify usat least 6 weeks before the program starts. A change ofregistration entails fees of Euro 200.–. In some rare cir-cumstances, a program or parts of a program may haveto be postponed or modified. We will notify you immedi-ately to ensure that you can attend an alternative pro-gram with similar content.

CANCELLATIONYou may cancel your registration without charge 4months before the program starts. Between 4 monthsand 6 weeks before the start date, you will be reim-bursed 40% of the program’s fees. For cancellationswithin 6 weeks of the program start date, the full pro-gram fees will be charged. You can arrange to havesomeone take your place up to 3 days prior to the pro-gram start date.

PROGRAM FEESProgram fees for our seminars include the instructors’fees and educational materials associated with the pro-gram (V.A.T. is not included). Accommodation and mealsare not included. If only parts of a program are at-tended, missed parts may not be made up. The pro-gram fees for our master’s and diploma programs in-clude all the required courses, seminars and seminardocumentation. Payment is accepted in either Euros,Swiss Francs or US Dollars. Reference currency: Euro.

ACCOMMODATION AND MEALSOur programs are held in high-quality hotels and semi-nar centers. Participants are not obligated to stay at theseminar hotel. However, Boston Business School cus-tomarily negotiates a special room rate with the seminarhotel. Unless it’s included in the accommodation rate,participants will incur an additional daily seminar servicefee for mineral water, coffee, etc. For rooms at the semi-nar hotel, participants make their own reservationsbased on instructions provided by Boston BusinessSchool, and pay the hotel bill on the final day of theseminar.

INSURANCE AND DISCLAIMERBoston Business School does not offer insurance toparticipants. Therefore, participants must carry theirown insurance policies to protect them from damagesdue to accidents, disease, theft, and so on. BostonBusiness School cannot be held liable for such dam-ages. Terms, conditions, and course content are subjectto change, and/or amendment.

General Information

BBS DM IP 08/2009 HBM

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Prefix � Ms. � Mr. Title

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RegistrationFormI wish to participate in the following program:

Please complete and print this registration form and mail or fax it to:

Address: Boston Business SchoolKlausstrasse 43CH-8008 ZurichSwitzerland

Internet:www.bostonprograms.comE-mail: [email protected]: +41 (0)43 499 40 21

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Boston Business SchoolKlausstrasse 43CH-8008 ZurichSwitzerland

Phone +41 (0)43 499 40 20Fax +41 (0)43 499 40 [email protected]

www.bostonprograms.com/english