BUSINESS SEMINAR PLANNER CALENDRIER DES S ÉMINAIRES

S H A P I N G L E A D E R S& M A N A G E R ST O B E ATT H E I R B E S T

J A N U A R Y T O J U N E J A N V I E R À J U I N

F O R M AT I O N D E S D I R I G E A N T SE T D E S C A D R E S P O U RAT T E I N D R E L E U RM E I L L E U R N I V E A U

2007BUSINESSSEMINARPLANNER

CALENDRIERDESSÉMINAIRES

International

Executive Institute

Institut international

de formation des cadres

Ranked among the world’s top universities,McGill University is renowned for its high academicstandards and an international dimension that isunsurpassed in North America.

Founded in 1956, the McGill InternationalExecutive Institute offers results-oriented seminarsand custom executive education designed to suitevery level of corporate, governmental andnon-profit organizations.

Our objective is to help managers and leadersprepare for tomorrow’s business challenges,sharpen their competitive edge and network withpeers by offering:

Innovative, research-based business education World-class faculty State-of-the-art seminar facilities Convenient location at McGill’s downtown campusDiverse industry knowledgeLearning design, delivery & consulting projects

FUNCTIONALBUSINESS

COMPETENCIES

CUSTOMIZEDSOLUTIONS

MANAGINGOTHERS &YOURSELF

LEADERSHIP& STRATEGIC

CHANGE

CORE THEMESOFFERED

Classée parmi les meilleures universités du monde, l’UniversitéMcGill est reconnue pour ses critères universitaires élevés etsa dimension internationale inégalée en Amérique du Nord.

Fondé en 1956, l’Institut international de formation descadres propose des séminaires axés sur les résultats ainsiqu’une formation sur mesure aux entreprises, aux servicesgouvernementaux et aux organismes à but non-lucratif.

Notre objectif est d’aider les cadres et les dirigeantsà s'adapter rapidement aux évolutions de leur marché,à actualiser leurs connaissances et à construire un réseaude contacts. Nous proposons :

Une formation innovante, basée sur la rechercheUne faculté de renommée internationaleDes installations modernes et bien équipéesUn emplacement privilégié sur le campuscentre-ville de McGillDes connaissances approfondies sur denombreuses industriesLa prise en compte de vos impératifs professionnels

McGILL INTERNATIONALEXECUTIVE INSTITUTE

BEYOND BUSINESSAS USUAL

AU DELÀ DESAFFAIRES QUOTID IENNES

Advanced Leadership Program (ALP)A path-breaking program to transform companies

Creative Thinking & InnovationTools to achieve breakthrough ideas

Effective LeadershipLead with agility and integrity

Strategic Planning & ExecutionTurn strategy into action and results

Achieving Personal Success Key drivers to fulfill your potential

Coaching & Mentoring Enhance your abilities as a coach and change agent

Essential Management Skills (EMS)Vital knowledge to succeed as a manager

Managing Your Time & Workload Gain control to optimize productivity

Accounting & Finance for Non-Financial ManagersSharpen your financial know-how

Advanced Interpersonal Business CommunicationCommunicate decisively and effectively

Breakthrough SellingExecutive sales practices for top-line growth

Competitive IntelligenceFind and analyze key market/competitor info

Lawyers Interpreting Financial InformationFundamental tools to make better decisions

Negotiating for Success Conclude win-win agreements

New Marketing PracticesExperiential and internet marketing to drive success

Presentation Skills Discover your hidden strengths as a speaker

Principles of PersuasionBecome a more influential person

Project ManagementBoost project performance and results

May 23-November 15

March 14-16

April 24-25

March 20-22

March 27-28

April 11-13

April 3-4

April 4-5

March 9-10

April 18-20

May 10-11

April 12-13

March 29-30

DATES FEES/FRAIS

Functional Business Competencies Managing Others & Yourself Leadership and Strategic Change Compétences fonctionnelles Gestion de soi et des autres Leadership et stratégie

Call for details

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07 BUSINESS SEMINAR PLANNER (JANUARY - JUNE 2007)

CALENDRIER DES SÉMINAIRES (JANVIER - JUIN 2007)

SEMINARS/SÉMINAIRES

March 5-8May 28-31

April 17-18June 12-13

February 19-23May 28-June 1

May 10-11August 23-24

March 14-16June 12-14

Accounting & Finance for Non-Financial ManagersAdvance your career by mastering the tools for making smart financial decisions.

www.executive.mcgill.ca

Management Development ProgramsProgrammes de perfectionnement

OverviewThrough this highly successful program,managers with little or no financialtraining or experience can learn to usethe language and tools of finance.Complex accounting and financeprinciples are presented in practical,understandable terms in a friendly,supportive environment. You will be ableto return to your organization with theconfidence to analyze financialinformation and participate fully inmaking business decisions.

Key Benefits & TakeawaysAfter only four days you will be able to:

• Read and analyze financial reports toassess customer, competitor, supplier andcompany performance

• Use discounted cash flow, internal rate ofreturn, Economic Value Added, paybackand break-even analysis to make betterinvestment decisions

• Maximize shareholder value

• Understand and evaluate financingstrategies

• Apply the principles of Activity-BasedCosting, Target Costing and Open BookManagement

• Prepare and present business cases

• Use critical numbers and the BalancedScorecard to create a high performanceorganization

This was one of the

best courses I have

taken. I feel like I

learned so much in

four days. The leaders

were great and

communicated the

material very well.

Derbhla Dunne –

Canadian National

Railway Company

Day OneFinancial Literacy

• Defining accounting and finance terms

• Understanding the complete accounting cycle,from recording transactions to reportingresults

• Interpreting the balance sheet, incomestatement and cash flow statements

• Applying Generally Accepted AccountingPrinciples

Analyzing Financial Statements

• Reading annual reports

• Calculating and interpreting financial ratios

• Understanding financial and operating leverage

• Appreciating the role of the auditor

Day TwoManaging Financial Risk

• Understanding the role of finance and financestaff in an organization

• Evaluating and managing financial risk

• Using the Capital Asset Pricing Model andBeta to assess cost of equity

• Understanding the fundamentals of financialderivatives such as options, swaps andfutures

Pricing and Costing

• Understanding the rationale and pitfalls ofcost allocations and cost-plus pricing

• Using Activity-Based Costing, Activity-BasedManagement and Target-Costing

• Applying the Cost-Volume-Profit model tobusiness decisions

• Evaluating the contracting-out option

Day Three• Using multi-attribute, accounting and financial

models to analyze investment decisions

• Identifying and managing structural costdrivers and life cycle costs

• Understanding Risk, Inflation and Opportunityand Weighted Average Cost of Capital

• Calculating and interpreting Net PresentValue, Internal Rate of Return, payback, anddiscounted cash payback

• Applying sensitivity analysis

Shareholder Value

• Calculating and interpreting Economic ValueAdded

• Estimating the value of companies

• Maximizing shareholder value

• Linking strategy and finance

Day FourBudgets and Business Cases

• Understanding the fundamentals of budgeting

• Preparing and presenting business cases

• Analyzing critical issues in business cases

Strategic Control Systems and Wrap-Up

• Using the Criteria-of-Control model to assessan organization’s ability to achieve itsstrategic objectives

• Defining and applying critical numbers andthe Balanced Scorecard

• Applying the principles of Open BookManagement

• Adding a financial dimension to generalmanagement

Angela BurltonAngela Burlton, CA, is a professor of

entrepreneurship at McGill’s Dobson

Centre for Entrepreneurial Studies at

Desautels Faculty of Management. She

combines a strong academic background

with extensive experience running her own

business and offering consulting services to

the business community.

Dr. Susan ChristoffersenDr. Susan Christoffersen joined McGills

Desautels Faculty of Management in 1998

and is a thought leader in the area of

finance. She has taught courses on Capital

Markets, Institutions and Corporate Finance

and has also produced award winning

research recognized by the Bank of Canada

and numerous foundations. She received her

PhD from Wharton.

Philippe LevyPhilippe Levy, CA, is the Director of

McGill’s Chartered Accountancy Program

and has been the recipient of the

Desautels Faculty of Management of McGill

University’s Distinguished Teaching Award.

He develops and leads customized seminars

in financial management and provides

consulting in mergers and acquisitions and

business planning to small and large

multinational corporations. He often acts as

an expert witness in criminal and civil law

suits.

Danny SebagDanny Sebag has been teaching

accounting at McGill University for the

past seven years. His areas of expertise

include cost management and financial

reporting systems. He is also a certified

accountant and has served as a consultant

on many projects for clients such as

Bombardier, Ericsson and Transat AT.

Seminar Leaders

Contacts

T 1 514 398 3970or 1 888 419 0707F 1 514 398 7443or 1 888 421 0303E [email protected]

McGill International Executive Institute1001 Sherbrooke St. West, 6th floorMontreal QC Canada H3A 1G5

The seminar leaders use lectures, group exercises and class discussions to create an effectiveenvironment for learning financial tools and concepts.

This program will benefit managers at all levels including engineers, lawyers, small-businessowners, entrepreneurs, consultants and professionals in government and non-profit organizations.This diversity is one of the program’s strengths: it addresses the needs and builds on theexperiences of participants from all types of organizations.

Course Outline

Who Should Attend?


Program Content

Achieving Personal SuccessKey drivers to fulfil your potential



Key Benefits & Takeaways• Fully diagnose your own personal

situation, your work-life balanceobjectives and ambitions

• Prioritize the important elements of yourlife

• Create a clear vision of the life you wouldlike to build over the coming years

• Discover actions to help you live afulfilling life right now

• Prepare a Life-map and form a network ofsupport

• Get over your internal barriers whenputting your goals in action

• Examine existing paradigms aboutsuccess and happiness

• Be able to better balance the demands ofyour professional and private lives

• Let go of troublesome, self-defeatinghabits and reactions

OverviewThe building blocks for successful organizationsare successful individuals. Employee surveysreveal that having enriching careers whilemaintaining satisfying personal lives is a hugechallenge for many employees and achievingwork-life balance is the biggest single issue ofworking professionals today.This two-day seminar is about transformation –enabling participants to step back and re-evaluate their direction and objectives, both ona professional and personal level. You will learnwhich actions are positively or negativelyimpacting your goals and how to determine themost realistic and effective Action Plan toachieve the life you want. The relaxed, yetstimulating format, allows participants the time,space, exchanges and exercises to establishclear work and non-work related objectives.

A vital opportunity

to reflect on your

“well-being” and

find levers to

achieve success in

your professional

and personal life.

Day One• Defining Success

• Self-management: Your “Big Rocks”

• The doctrine of “Enough”

• Lunch: A “world café” on work-life balance (I): Our Shared Issues

• Defining your 6Ls

• Our Axes of Development: where am I today?

• Our Roles and Relationships

• Identifying our personal “stressors”

Day Two• Finalizing our “Stressors”

• Creating a vision of the future

• Development of personal Life-maps

• Lunch: A “world café” on work-life balance (II): Discussing Solutions:

• Creating indicators of change

• Identifying Barriers to Change

• Finding Balloons and Baskets

• Commitment to future action

Mark HollingworthSince 2000, Mark Hollingworth has

lectured at McGill in Strategic

Management/Leadership, Technological

Entrepreneurship and Technology Impact

Assessment in several different faculties. He

is the author of the book “Growing People,

Growing Companies: Achieving Individual &

Organizational Success in the Knowledge

Economy” and has also had articles

published in the Globe & Mail and the Ivey

Business Journal. Mark has a Masters in

Engineering and an EMBA.

Seminar Leaders

Contacts



The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you solve work-life balance issues in your life.

This seminar will appeal to new and experienced managers who feel they could contribute muchmore to their lives by understanding key personal growth techniques. Vital for those seeking abetter work-life balance.

Course Outline

Who Should Attend?


Program Content

Advanced Interpersonal Business CommunicationsCommunicate decisively and effectively.



OverviewThe most successful leaders are expertsat communication. Learn how to uselanguage skills that motivate andinfluence others and strengthen yourability to influence other people bychanging their behaviour, thoughtsand/or feelings. This seminar will helpyou to achieve these goals, build betterrelationships and manage your career.The latest socio-psychological researchon effective communication techniqueswill be presented. Participants will havenumerous opportunities to practice andto refine their communication skills.

Key Benefits & TakeawaysImprove your ability to influence yoursupervisors, peers and/or employees bylearning how to:

• Initiate and manage difficult conversations

• Control your nonverbal communication

• Listen attentively and give constructivefeedback

• Build relationships with people from othercultures

• Lead inspiring meetings and deliverexciting oral presentations

• Communicate a public image so that otherssee you as you would like to be seen

The facilitators were

very knowledgeable

in the subject matter

and put everyone at

ease. The course

merged theory and

real-life well. I did not

see the time go by!

Carmela Ciccia

Standard Life

Day OneThe communication process

• Defining effective communication

• Nonverbal communication: Channels forsending messages without words

• Barriers to effective communication

Difficult conversations

• The three simultaneous conversations that areembedded in a difficult conversation

• Strategies for managing difficultconversations

Listening as black ice: The dangerously ignoredaspect of communication

• Self-assessment: How well do you reallylisten?

• The three components of listening

• Strategies for effective listening

Cross-cultural communication

• Four barriers to communicating effectively across cultures

• Strategies for better communication across cultures

Electronic communications

• Assessing the quality of electronic messages

• Modern etiquette

Day TwoInfluencing up, down, and across organizations

• The science of changing the behaviour,thoughts, and/or feelings of other people

• Six proven principles that work, even whenyou do not have formal power

• Upward influence: Managing your boss

Communicating a public image so that other people see you as you would like to be seen

• Managing impressions

• Two self-assessments: Your personal goalsand a self-monitoring scale

• Five proven tactics to make you look good

• Three proven tactics to avoid looking bad

Leading a useful meeting

• To meet or not to meet?

• Making meetings useful

• Strategies for addressing common problemsin meetings

• Types of conflict

• Strategies for resolving different types ofconflict

Delivering a dynamic oral presentation

• Preparing the presentation

• Nonverbal and verbal strategies for deliveringa presentation

• Dynamic voice techniques

Program Content

Sandra E. ChaProfessor Cha teaches in the MBA, Ph.D.,

and executive programs at McGill. Her

courses include the core MBA course in

Organizational Behavior, a Ph.D. seminar on

Group Behavior in Organizations, Advanced

Interpersonal Business Communications in

the McGill International Executive Institute,

and Professional Image Construction in the

McGill International Masters Program in

Practicing Management. Professor Cha

earned a Ph.D. in Organizational Behavior

from Harvard Business School and the

Harvard Psychology Department.

Chantal WestgateChantal Westgate, MBA McMaster

University, is a member of the

Organizational Behaviour Area of McGill’s

Faculty of Management and teaches human

resources management and union

management relations in Canada for the

faculty. Chantal worked 14 years at FedEx as

an Employee Relation Advisor, where she

consulted with management on Best People

Practices.

Seminar Leaders

Contacts



This program is for professionals and managers at any level, including executives, projectmanagers, and team leaders. It is particularly useful for anyone moving into a new position andindispensable for human resource professionals.

The seminar’s comprehensive exercises will help you master techniques that will enhance your businesscommunication skills. By means of self-scoring behavioural assessments, you will gain insight into yourpersonal communication style and learn how to adapt it to deal effectively with others.

Course Outline

Who Should Attend?


Advanced Management CourseA hands-on management program to achieve productive results



OverviewThe Advanced Management Course willappeal to executives who need toimprove effectiveness or revitalize formalmanagement training and gain astrategic leadership perspective. Thishighly interactive and cross-functionalmanagement learning experience givesyou the opportunity to renew contactswith leading management decision-makers, expand on knowledge gainedfrom other academic or businessexperience and develop an advancedlevel of integrated business thinking.

Key Benefits & Takeaways• Enhance skills in operational finance,

strategic pricing, marketing andnegotiations

• Integrate management thinking with ourinteractive Business Game

• Learn how to build an organizationalstructure that promotes leadership

• Build on your skills in strategic thinkingand how to create strategic change in yourorganization

• Address advanced and integratedmarketing topics

• Understand the most effective techniquesused to analyze your firm’s financialoperations

• Explore and challenge opportunities inyour organization in a consulting sessionwith McGill course leaders

I consider this to

be the top general

management course

in Montreal.

Louis GialloretoLouis Gialloreto, just recently appointed

Director at the McGill International

Executive Institute and is also the Director of

the Executive Training Program, is a Faculty

Lecturer in the Faculty of Management and

Adjunct Professor in the Faculty of Law. He has

taught at the undergraduate, graduate,

continuing education and executive training

levels for over thirteen years.

Danny SebagDanny Sebag has been teaching accounting at

McGill University for the past seven years. His

areas of expertise include cost management

and financial reporting systems. Danny is also a

certified accountant and has completed many

consulting projects for a number of clients

including Bombardier, Ericsson and Transat AT.

Hugh Mitchell A long-standing member of the Executive

Institute faculty, Hugh is an authority in

Human Resources issues. He has run his

own organizational development firm and

worked with CAE Electronics, Massey-Ferguson,

Coopers and Lybrand, and McGill University.

Richard Donovan Richard has taught executives at both the

International Masters Program in Practicing

Management and the McGill International

Executive Institute. A specialist in IS and

strategy, he served as passed Associate Dean

of the Undergraduate Program and area

coordinator for the Information Systems area.

Gregory Vit Dr. Vit joined the Faculty of Management in

2001. He teaches Strategy, Managing

Innovation and International Business to

undergraduates and MBAs. He was made an

honorary member of the Golden Key

International Honour Society in recognition of

his academic contribution to teaching at McGill.

Seminar Leaders

Contacts

T 1 514 398 3970 or 1 888 419 0707F 1 514 398 7443 or 1 888 421 0303E [email protected]


Consistent with McGill’s reputation for innovative teaching methods, the seminar leaders use abusiness simulation, in-class consultation, presentations and group work to enhance communicationskills and decision-making abilities.

This program is designed for experienced managers, supervisors and senior executives with strongbusiness experience and/or an MBA academic background. This program also provides anoutstanding next step for participants of our Executive Development Course.

Course Outline

Who Should Attend?


Program Content

Business Game

The Business Game is a market simulation usedto integrate, apply and test the conceptsdeveloped during the course. The computersimulated competition allows you and your teamto work together to develop strategies andcompete with “virtual companies” run by otherteams. The simulation enhances skills inoperational finance, strategic pricing, marketingand negotiations.

In-Class Consultation

This feature provides for a session whereparticipants can discuss specific problems andchallenges in their organization. Challengeideas, and explore opportunities in yourorganization with McGill Management courseleaders. This session provides an opportunity tointegrate and apply the tools and strategiesdiscussed in the program to your own business.

Managerial Accounting & Control

Explore powerful concepts managers need tointegrate financial data with operations. Gain anunderstanding of the most effective techniquesused to analyze your firm’s financial operationsand to make effective decisions.

• Activity-Based Management

• Life-Cycle and Target-Costing

• Financial and Non-Financial PerformanceIndicators

• Capital Investments

• Organizational Capabilities

• Financial Module to optimize learning for the business game

Key concepts, case-application methods

Human Resource Management

Examine the strategic impact of human resourcesmanagement on the organization from the point ofview of the line manager. Learn to build anorganizational structure that promotes leadership.

• Building the human resources strategy and linking it with the business plan of the organization

• Competency-based human resources management and its impact on staff development, recruitment, and compensation

• Recruitment and retention techniques to maintain a continuous flow of competent motivated business leaders

• Use your team’s business game performance as alive HR learning lab

Key concepts, case-application methods, group work

Strategic Management

Building on your skills in strategic thinking, learn tocreate strategic change in your organization. Examinestrategic issues raised by the process of globalizationthat characterizes the Canadian business environment.

• Creating competitive advantage in global markets

• Initiating strategic change in large, matureorganizations

• Managing innovation, balancing market risk andtechnological uncertainty

• Leadership styles vs. organizational approachesto strategic change

Key concepts, case studies

Marketing

This section will cover advanced and integratedmarketing topics that build on the basics covered inEDC with a focus on strategic considerations you mustaddress when planning your tactical approaches.

• Competing to Win

• B2B Markerting

• e-Marketing

• Mass Customization

• Effective Differentiation

• Targeted Communications

• Build Market Leadership

Key concepts, case-application methods

Breakthrough SellingComfortable, easy to use and logical “step by step” method of selling that works for my own individual style



OverviewMany managers or professionals withnon-sales backgrounds get an uneasyfeeling when they are asked to developnew business for their company or helpclose a deal. Yet, this seminar showsthat selling products, services or evencomplex solutions can be easy, fun andprofitable once the right techniquesand processes are understood. The seminar offers real-worldtechniques to help companies gainmore sales at better margins.Participants learn “what works andwhat mistakes to avoid” in order toeffectively design and execute salesstrategies to dramatically improvebusiness performance. The program ispacked with productive trainingexercises that can be implementedimmediately back on the job.

Key Benefits & Takeaways• Understand each step of the selling process

from identifying prospects to retainingcustomers over the long term

• Have the comfort of using time proven andsafe selling methods

• Build a “do it now” mindset to sales

• Effectively manage sales opportunities

• Generate more leads through referrals

• Learn strategies to gain appointments with the VITO (Very Important Top Officer)

• Have far more power and control over yourbusiness

• Learn how to uniquely and successfullyposition yourself as a problem-solver

• Craft memorable and convincing presentations

• Formulate truly achievable sales plans

• Overcome obstacles to effectively close the sale

• Discover best practices in customerappreciation programs

Using skills learned in the

class Dave accomplished the

following in less than three

months: made 77 outside sales

calls, added 25 new customers,

added $37,000 of service sales

per month. Sales went from

$45,000 to $82,000 in three

months. An 82% increase.

R.L. Chapman,

Director of Education

Paccar Corporation

Day OneThe Philosophy of Selling

• “What must my beliefs be about selling inorder for me to comfortably and confidentlybe successful?”

The Psychologies of Selling

• “What must my ‘mind set’ be in order to bemotivated ‘day in and day out’ in one of themost challenging professions in the world?

• How do I practically accomplish that?”

Time Management

• “Time is my only asset in sales. So, how can Imaximize its’ use to gain control over one ofthe fastest and complicated roles in thebusiness world?”

Communicating Effectively

• “The first and most important sale I mustmake is selling myself. So, just how do I doboth that and then make the sale?”

The Four Kinds of Buyers

• “There are four distinctly different kinds ofbuyers and they all use different buyingcriteria to decide to go ahead or not.

• Who are they?

• What are their buying criteria?

• How can I successfully and confidently goforward by meeting the ‘must’ criteria – being‘my kind of person’ to all of them?”

The Five Selling Methods

• “Since there are only 5 known selling methodin the world, which ones do I use and when?”

The Seven Steps of Selling

• “Doing business is a process. So, what is thelogical, proven, and ‘step by step’ process ofselling that will comfortably work for me?”

Day TwoHow to Differentiate Myself from MyCompetition

• How do I positively and confidentlydifferentiate myself from all the othersalespeople calling on them?”

Value Add Propositions

• “I have heard of them and their crucialimportance to successful selling. So, what arethey and how can I successfully use them toovercome one of the biggest barriers to thesale - not being believed?”

Customer Relations After the Sale• “Once I do gain a customer, how do I keep

them as a repeat buyer, a reference, and a richsource of referrals?”

Selling to a Major Account or Selling to ‘VITO’(Very Important Top Officer)• “How do approach, what do I say, and how do

I close ‘VITO’ who can be both intimidatingand demanding?”

Planning and Executing for My Future andOngoing Sales Success

• “I have attended courses like this in the pastand have not maximized my results fromthem. How do I make sure that I cansuccessfully implement what I have learnedand build on that?”

• Follow-up support from seminar leaders andlifetime membership in the McGill ExecutiveClub will ensure that you have help,assistance, and collaboration when needed.

Bob CoffeyBob Coffey is a Management Consultant,

Advisor and Coach. He is the retired vice

chair and head coach of KPMG. Mr. Coffey is

the founder of The Canadian Association for

Corporate Growth and the founder of the

Toronto Chapter of The Turnaround

Management Association. After retirement

from KPMG as an active partner where he

was responsible for marketing and the

leadership of Industry Specialists and

Practices. He also is Vice Chair and Head

Coach of Townson & Alexander, a sales

management consulting company.

Harry AlexanderHarry Alexander is a Montreal-based

management consultant, a frequent public

speaker at business conferences, and a

Kiwanian working with children. He conducts

management seminars across North America

specializing in sales, operations, and finance.

He has been interviewed by the business

media at national conferences and trade

associations regarding his unique and profit

generating business Programs.

Seminar Leaders

Contacts



The learning framework is composed of case examples, lectures, class discussion and numerousindividual and group exercises for immediate action back in the workplace.

Managers and professionals who are moving into a sales role including business development andclient relationships.

Course Outline

Who Should Attend?


Program Content

Coaching and MentoringEnhance your abilities as a coach and change agent.



Key Benefits & TakeawaysThrough experiential exercises, case studies,tools and practice sessions you will learnabout your own approach to coaching and howto coach others – for triple the impact.

• Be more decisive and effective

• Practice coaching using the Triple ImpactCoaching model, tools and techniques

• Learn through story-telling and through casestudies that illustrate how Triple ImpactCoaching can enhance the implementation ofchange and result in benefits at the individual,team and organizational levels

• Develop a learning plan that is supported bytools and strategies so you can promotelearning and development in your workplace.

OverviewThis three-day course will familiarize youwith a cascading or layered approach tocoaching that will enhance your abilities asa coach, leader or change agent. Assessyour own coaching style and understand theimpact you have on others and identifyopportunities for improvement, learn how touse your coaching style to coach individualsand teams and practice the sound coachingtechniques for coaching others to coach.The coaching model used in this seminar isalso being used by many companies todevelop coaching as a leadershipcompetency. The model helps them toaddress the challenges involved in buildingand sustaining high performance teams,especially during mergers, acquisitions andorganizational restructuring.

They both taught the

course in a way that made

the whole concept appear

doable. I appreciated

their knowledge and

humour. I have learned a

lot about myself and my

unconscious impact on

others. Thank you.

Diane Tucci, Director

Human Relations, Costco

Day OneLevel 1: Understanding My Self as Coach

• The Triple Impact Coaching Model

• The difference between coaching andmentoring

• What you need to be your best as a coach

• Understanding your coaching style and theimpact you have on others

• Identifying your strengths and theopportunities for improvement

• How helping others to be their best will helpyou to be at your best

Day TwoLevel 2: Coaching Others

• How to build effective coaching relationshipsat the one-to-one, team and organizationallevels

• The role of power in the coaching relationship

• The components of effective coachingconversations

• How you can be more successful coachingothers

Day ThreeLevel 3: Coaching Others to Coach

• The connections required to coachindividuals and teams

• Practice and obtain feedback on your own

personal coaching scenario

• Stories and case studies that illustrate howTriple Impact Coaching helps organizations toachieve changes in culture, leadership andteamwork

• Develop a learning plan to help youimplement Triple Impact Coaching in yourworkplace.

Beverley PatwellBeverley Patwell is an organizational

development practitioner with over 20

years of experience in developing and

implementing organizational development

and change management solutions. Some of

her past clients include the Province of

Ontario, the City of Ottawa, Ogilvy Renault,

Transcontinental Media, and Via Rail.

Edie SeashoreEdie Seashore is a social psychologist and

organization development specialist

concerned with organizational change,

team building, strategic planning and

building multicultural organizations. Her

specialties include change management,

conflict resolution, and leadership. She has

worked with Mitel Corporation, Nortel

Networks, Chase Manhattan Bank, The World

Bank, The American Red Cross, and Sun

Micro Systems Inc.

Seminar Leaders

Contacts



Participants will receive a preparatory work package that includes assessment tools, a guide topreparing their workplace coaching scenario and some readings. The preparatory work will notexceed two hours. The coaching model will be supported by brief lectures, skill practice sessions,feedback, group discussions and reflection tools.

This program will be useful for leaders, managers and change agents in profit and not-for-profitorganizations to support training and development, knowledge transfer, skill development and/orto implement a change in the corporate culture.

Course Outline

Who Should Attend?


Program Content

Competitive IntelligenceBecome an expert at pinpointing key info on companies, industries and trends.



OverviewHow Intelligent is Your Company? When it comes to bringing customers thevalue they expect, nothing is more criticalthan being able to know your markets, pre-empt competitors' moves and anticipatetrends. What new markets has yourcompetition identified? What emergingtechnologies or trends will impact yourmarketing, R& D or long-term businessstrategies? This interactive and intensivetwo-day seminar will help you discoveroutstanding internet techniques, tips andsearches to collect and analyze business-related information to make informeddecisions. Complete course material andhands-on practice set the stage forcontinued learning back in the workplace.

Key Benefits & Takeaways• Walk away with an action plan to find valuable

information on companies and theirorganizations

• Reach sources your competitors would neverhave thought of to obtain more information faster.

• Pre-empt competitors' moves byunderstanding and mastering the use ofdirectories, search engines, meta-engines, andintelligent agents

• Gain insider knowledge to the “Invisible Web”and hidden pools of free information

• Detect emerging technologies or trends andtheir applications weeks before any publicannouncement

• Target people and learn about their profiles,personal interests and decision-making patterns

• Screen new product developments in themarket and anticipate their launch date

Estelle Métayer

generates such a

desire to take action

on competitive

intelligence that

some participants

actually leave the

room to call their

team about a new

tactic.

Estelle MétayerEstelle Métayer is a popular leader and

keynote speaker at the McGill

International Executive Institute. A former

consultant at the international strategic

consulting firm McKinsey & Company,

Estelle has written and lectured widely on

the process involved in turning the

intelligence gained into actions. She is also

president of Competia, a leading

consultancy for senior executives and

analysts in Strategic Planning and

Competitive Intelligence.

Seminar Leader

Contacts



The learning framework provides a mix of hands-on exercises and application work, lectures, groupdiscussions, best practices illustrations and recap key learning points.

Professionals and analysts from public and private organizations with some knowledge of Internetwith responsibilities such as Competitive Intelligence – Strategic Analysis – Market Research –Marketing – Document Management- Business Development – Strategic Planning – Market Analysis– Librarians – Human Resources- Recruiting firms – Consultants – Financial analysts.

Who Should Attend?


Course Outline

Day OneWhat is Competitive and Market Intelligence?

• What you must know about your company,your industry, and your competitors

Beyond Google

• Understand directories, search engines, meta-engines and intelligent agents.

• Choice of search tools depending on yourobjectives

• Discover new interesting sources andfunctionalities

• New search engines (reputation-based;human-based etc.)

Company information at the tip of your fingers

• Obtain financial information, analysts reports,profile of key people, description of activities,patents, trademarks

• Registering domain names

• Strategies for both private and publiccompanies worldwide

The Invisible Web

• Finding databases that are not indexed bysearch engines

• Tapping into new sources for company andpeople information.

• Techniques for due diligence, companyprofiling and management profiles

Day TwoThe Informal Web: how useful is it?

• Distribution lists, discussion group archives

• Deciphering competitor strategies fromemployee public postings

• Finding your competitors’ non-official sites.

Harvest blogs

• Obtaining information about consumerperception and feedback

• Future technology trends

• Takeaways from CEO’s personal blogs.

Identify industry experts

• Learn about sites where experts can be foundon the Web

• Understand tips to approach an expert

Anticipating future technology and consumertrends

• Best sites and resources available to pinpointkey trends

• Software and tools that map out weak andstrong signals in your industry

Automate news screening and press clipping

• Use intelligent agents

• Copy your competitor’s entire site and analyze it

• Understand “push” and “pull” sources

• Follow-up automatically changes in yourcompetitors web pages

• Build your own electronic press clipping

• Navigate graphically in large amounts ofinformation.

Building a search methodology: a practicalCase study

• Using a case study, you will practice what youhave learned in this intense seminar,providing you with a solid methodology toincrease your effectiveness.

Process to keep your knowledge updated

Program Content

Creative Thinking & InnovationTools to achieve breakthrough ideas and improve decision-making and problem-solving



OverviewThis highly successful program willhelp you discover that creativity is askill that can be learned. You will alsoexplore the thinking techniques thatenhance the creative potential ofworkgroups that spur innovation, theability to think on your feet and gain acompetitive edge. You will developskills to find practical and profitablesolutions to everyday businesschallenges – whether minor problems,like diverging goals betweendepartments, or major crises, like theloss of a key customer account or amajor source of revenue.

Key Benefits & TakeawaysYou will learn creative insights andtechniques that will help you to:

• Solve minor and major problems in yourorganization

• Challenge assumptions, generatealternatives and change perceptions

• Apply creative thinking to new productdevelopment, marketing strategies,quality programs, customer service andorganizational conflicts

• Promote efficiency and effectiveness instrategy meetings

• Create a business group or organizationthat fosters innovation

This was one of the best

courses I have taken.

I feel like I learned so

much in four days.

The leaders were great

and communicated

the material very well.

Derbhla Dunne

Canadian National

Railway Company

Day OneThe Nuts and Bolts of Creative ManagementThinking

• The fundamental principles of creativity

• Why do our brain processes make creativitydifficult?

• The Immune System of the Mind© (IFTD) –learn how to stop censoring new ideas

• Overcome the ten obstacles that preventorganizations from having new ideas

• “Right-brain” and “left-brain” thinking

• Different types of thinking and theirapplications

• How logical and creative thinking enhanceeach other

• Creativity for effective management

• The benefits of improved thinking inmanagement

Think Better, Manage Better

• Thinking as a skill – maximize your greatestmanagerial asset

• Essential types of thinking

• Drawbacks of conventional thinking and thepitfalls of intelligence

• Multiple intelligences – the eight types ofintelligence and their importance

• Emotional IQ: how emotions affect ourperceptions, thinking, and actions

• The stages of the creative thinking process

• Mental mapping techniques for note-takingand planning and for developing andorganizing ideas

• The A-B-C-D-E Process© (IFTD) – a flow chartfor problem-solving and generating new ideas

Day TwoProblem-Solving and Thinking Outside the Box

• The MindRange™ Program – “software for themind” to improve planning, decision-making,problem-solving, and creativity

• Process ideas, generate options, considereffects and incorporate others’ perspectives

• Uncover and challenge assumptions, generatealternatives and change perceptions

• The Spectrum technique – move beyondjudgment

• Alternatives to the brain’s “accept/reject”system

Brainstorming

• Rules for effective brainstorming

• Focused, targeted brainstorming

• MindRange™ techniques to improve teamthinking in less time

Day ThreeImplement Creativity and Thinking Skills in theWorkplace

• Methods for translating creative managementinto action

• Organizing creativity in the organization

• Allocating time for creativity

• Creating, nurturing and applying new ideas

• Creativity and the entrepreneurial executive

• Creativity training to enhance quality andexcellence programs

• Planning and adapting creativity to individualneeds or those of the organization

Preparation of Action Plans

• Generate an action plan to put newly acquiredthinking skills into practice.

Program Content

Fred RosenzveigFred Rosenzveig, MA Communications

McGill, offers over 20 years experience

leading one of North America’s first, but

continuously updated, management

seminars in Creative Thinking. Most recently

partnered with “Just For Laughs International

Comedy Festival”, Fred conducts programs

specializing in innovative thinking systems

worldwide. Some of Fred’s clients include

Pfizer, Alcan, Air Canada, and IBM.

Seminar Leaders

Contacts



Learn creative management thinking techniques that are effective and current. Individual and groupexercises will enable you to understand how to apply creative thinking skills and implement this newknowledge at your work place.

This program will benefit anyone in finance, production, marketing, sales, human resources orinformation technology.

Course Outline

Who Should Attend?


Effective LeadershipLeading with agility and integrity to align people and implement strategy.



Key Benefits & Takeaways• Leadership styles – understand three key

styles/behaviors and in which situations touse them

• Implementing situational leadership skills forpositive results

• Leader values – putting your values to workfor success

• Leadership skills which align people tosupport core strategies in your company,division or department

• Understand how integrity can advance yourleadership impact

• Enhance others’ perception of you as a leaderwith integrity

• Gain the knowledge to continue your self-development in your own work environment

• Bring lasting results leading to increasedemployee satisfaction with their jobs andcommitments to leaders and organizations.

OverviewToday, organizations are focusing onleadership as a role rather than as afunction, demanding a high degree ofagility, adaptiveness and integrity fromtheir leaders. This powerful two-dayseminar is designed to help both aspiringleaders and those already in leadershippositions to become more effective andcapable of creating breakthrough resultswhile upholding a strong sense of ethics -professionally and personally.

McGill’s high ranking is

due largely to two key

factors: small class sizes

and the emphasis it

places on getting top

faculty to teach.

Day OneIntroduction

• What is effective leadership

• Redefining assumptions about leadership

Ethics and integrity in leadership

• Inner voyage that links performance tomorality

• How leaders harness integrity to achievegreatness

Leadership style

• Three styles of exemplary leadership

• Positioning yourself as a leader with anyaudience

• Applying different mixes of leadership indifferent settings

• Achieving strategic alignment with yourteam and organization

Leading from the core

• Determining your own values as a leader

• Personal discovery and insight about yourleadership performance

• Heightened awareness necessary forpersonal and organizationaltransformation

Day TwoSustainability as a leader

• Self-development of the leader (SDL)

• Habits and processes to continuallyimprove as a leader

Four competencies required for effectiveleadership

• How these competencies relate to yourwork environment

• Gaining commitment from employees

• Creating a vision to sweep awaymediocrity

• Preparing for your personal SDL plan

Taking action - a personal plan for yourleadership challenge

• Working with a ‘council of advisors’ toclarify your leadership competencies

• Fine tuning and testing your vision

• Finalize your action plan to implement onthe job

Dr. Edward AronsonDr. Edward Aronson is an Adjunct

Professor at McGill University. He has

thirty years of hands-on business experience

as an organizational leader, as well as a

distinguished academic background with a

PhD from McGill in leadership and integrity.

Dr. Aronson strives for research-based

executive development and can converse in

six languages.

Seminar Leader

Contacts



The learning framework is composed of case examples, lectures, class discussion, individualexercises, dyad exercises and group exercises leading toward a personalized self-development planfor each participant.

This program is designed for current leaders at all levels as well as those aspiring to becomeleaders. The content applies to all types of organizations – small business to multi-nationals.

Course Outline

Who Should Attend?


Program Content

Essential Management SkillsAcquire the fundamentals skills you need to be a successful manager.



OverviewKeep up with today’s growingdemands and change. Learn how tomanage effectively, acquire leadershipskills, communicate persuasively, gainemployee commitment, cultivate teamspirit, and motivate employees. Findout how to select and retain toppersonnel and explore innovativeapproaches to managing performance.

Key Benefits & TakeawaysYou will find solutions to your everydaymanagement challenges including how to:

• Communicate mission and values

• Manage priorities and make effectivedecisions

• Exercise leadership and develop yourpeople

• Set performance expectations and take corrective measures

• Select and retain top talent

• Manage collaboration and teamwork

This seminar gave me an

excellent overview of what

is required to be a manager.

The real-world examples

and peer discussions

throughout the course

were a big plus.

Jonathan Kelly

Julien Inc.

Day OneYour Role as a Manager

• Management Defined • Making the transition from doing to managing• Understand the contribution people make

to results• Common errors in management• Defining your learning goals• Management and leadership

Interpersonal Communications

• Principles of good communications• Managing the communication process• Barriers to effective communication• Three strategies for improving your

communications• Know your communications style• Communicating with a diverse workforce

Day TwoManagement and Motivation

• Understanding motivation• Delegating to increase job enrichment and

motivation• Leading and motivation• Recognizing, rewarding and performance• Motivation and the managerial “axis of evil”

Measuring and Managing Performance

• The perils of performance appraisal• Performance planning• Developing performance standards, objectives

and work plans• Managing performance day-to-day • Conducting successful reviews• Building a balanced scorecard• Work practices for high performance

Day ThreeDealing with Performance Problems and Administering Discipline

• Diagnosing and dealing with performance problems• The role of discipline and when to use it• The economic value-added of performance

management

Developing Employees through Coaching and Mentoring

• Coaching as a development tool• Creating a coaching culture• Key coaching skills• Coaching upward• Mentoring: Process, benefits, skills• Create your coaching plan: Finding a coach

Day FourCreating and Maintaining Effective Teams

• Team basics: Purpose, people and processes• Types of teams and their challenges• Developing high performance teams • Measuriing team effectiveness• Conducting effective meetings• Group problem solving and building consensus• How to manage conflict

Day FiveEmployee Selection

• Selection ratio • The high cost of high turnover • Sourcing talent

Interviewing Techniques

• Stages of the interview • Behavioural-based interview techniques• Interview evaluation forms• Barriers to effective interviewing

Retain Valued Employees

• Why people stay• Career and job options• Identify employees’ values

Your Continuing Development: Putting It All Together

Program Content

Mark AlexanderMark Alexander, MBA University of

Western Ontario, is a Certified Human

Resources Professional with over 25 years

experience in human resources and labour

relations management. He has consulted for

organizations such as Westons, Alcoa, CIBC

and Nova Scotia Power Corporation. He is

also a former vice president of John Labatt.

Jennie ConstantinidesJennie Constantinides is a seasoned

trainer in leadership, teamwork,

communications, performance

management and managing change. As a

coach to managers, she develops strategies

to improve organizational and individual

effectiveness. She works in the areas of

dispute management, mediation and

workplace harassment.

Paul LoftusPaul Loftus, BCom. University College,

Dublin, Ireland and BA Psychology

Concordia University, Montreal, is a

Montreal-based industrial psychologist,

an international management development

consultant and a freelance journalist. He

conducts management seminars across

North America, Europe, the Middle East and

Asia.

Chantal WestgateChantal Westgate, MBA McMaster

University, is a member of the

Organizational Behaviour Area of McGill’s

Faculty of Management and teaches

human resources management and union

management relations in Canada for the

faculty. Chantal worked 14 years at FedEx as

an Employee Relation Advisor, where she

consulted with management on Best People

Practices.

Seminar Leaders

Contacts



This program will benefit anyone in finance, production, marketing, sales, human resources orinformation technology.

Course Outline

Who Should Attend?


Executive Development Course (EDC)The essence of an MBA



OverviewA dynamic program that gives you asolid foundation in all essentialmanagement skills and introduces youto leading-edge strategic managementtopics. Regarded as a mini-MBA, theExecutive Development Course (EDC)will appeal to managers looking todevelop cross-functional businessknowledge required for GeneralManagement positions. The EDCincorporates essential fundamentals inkey disciplines with the latestmanagement strategies andtechniques.

Key Benefits & Takeaways• Gain exposure to core management

skills and responsibilities

• Develop the vital ability to useaccounting as a tool for better decision-making.

• Discover the elements that are essentialto successful marketing practice,

• Learn current methods used by themanagers of leading companies tostrategically position their companies.

• Learn the strategic framework andspecific skills required to secure highquality agreements and build strongbusiness relationships.

• Equip yourself with innovative andeffective tools to motivate yourself andyour team members to improveperformance

What surprises me, three

years later, is the quantity

of information I still

remember from your

course. This serves me on

a daily basis in my work.

André Besner

Chef expertise

Hydro-Québec

Key Themes

Accounting & Finance

• Forms of Business Enterprise - AccountingConcepts - Financial Statements

• The Balance Sheet: Assets, Liabilities, Equity- Income & Retained Earnings Statements

• Statement of Changes in Financial Position -Financial Statement Analysis

• Behaviour of Direct, Indirect, Fixed, VariableCosts

• Break-Even Analysis - Allocation of Costs -Relevant Costs for Decision-Making

• Economic Value-Added - Capital Budgeting(long-term investment decisions)

Marketing

• Segmentation – Positioning - MarketingResearch

• Competing on Customer Service - WinningCustomer Service

• Marketing Effects of Size of Firm - ProductLine Management

• New Product Development - MarketingMyopia - Product Life Cycle

• Market Pricing Briefing - Market Distribution- Promotion Briefing

• e-Marketing - Branding & BrandDevelopment

Strategic Analysis

• Learn to perform industry analysis

• How to think about future trends in yourindustry

• Building competitive advantage

• Internal alignments within your organization

• Competing for the future

Managerial Negotiations

• Fundamental tools and approaches ofsuccessful negotiations

• When and how to share strategic information

• How to prepare for negotiations

• Negotiating in teams

Human Resources Skills

• Team-Building and Networking Skills

• Managing for High Performance

• Coaching and Mentoring Skills

• Managing Conflicts

• Leadership Effectiveness

Program Content

Louis GialloretoLouis Gialloreto is Director of the McGill

International Executive Institute, Faculty

Lecturer in the Faculty of Management and

Adjunct Professor in the Faculty of Law. His

expertise covers a variety of legal, commercial

and marketing areas. Louis has nineteen years

of professional corporate experience in a

variety of positions with both regional and

trunk airlines, tour wholesalers, financial

services and in management consultancy. He

is also President of Stowe & Breton

Consulting Ltd.

Jennie ConstantinidesJennie Constantinides is a member of the

McGill International Executive Institute’s

faculty and consults in the areas of

performance management, conflict resolution,

customer service, communication skills and

organizational and individual effectiveness. As

Vice President of a Montreal-based consulting

firm, her clients include CN Rail, FPAC, Matrox,

Rolls-Royce, Softimage and STS Systems.

Pietro MartucciPietro Martucci, CA, is Director of

Professional Studies at McGill University’s

Center for Continuing Education. His

professional background includes eleven

years spent with KPMG, involved in

consulting projects for both small

enterprises and multinational organizations.

Gregory Vit Dr. Vit joined the Faculty of Management in

2001. He teaches Strategy, Managing

Innovation and International Business to

undergraduates and MBAs. He was made an

honorary member of the Golden Key

International Honour Society in recognition of

his academic contribution to teaching at McGill.

Seminar Leaders

Contacts



This workshop is designed for individuals from all types and size of organizations, projects andteams and who wish to understand the the latest management strategies and techniques. The program also represents a low-risk first step for individuals considering an MBA.

The learning framework is composed of key concepts, case studies, individual exercises, roleplaying, group exercises and games. The Executive Development Course is designed to meet busyschedules by taking place over a series of evening and weekend sessions (Friday and Saturday) aswell as a Closing Dinner (please see schedule or call for details).

Who Should Attend?


Lawyers Interpreting Financial Information: Fundamental Tools An intensive introduction to accounting and finance designed for members of the legal profession



Key Benefits & Takeaways• Learn how to read and understand

financial statements – the balancesheet, income statement and cash flow statement

• Acquire the financial literacy toaccurately interpret commercialcontracts

• Discover the deficiencies of accountinginformation and how to uncover“hidden” assets

• Gain the confidence to provide basicbusiness advice to your clients

OverviewIn only two days you will learn how toread and analyze financial reports,assess their quality and reliability (howdoes Enron happen?) and understand therelevant accounting concepts forbusiness valuations. No previous financial training isnecessary. Complex principles arepresented in simple, understandableterms in a relaxed and friendlyatmosphere. After successfullycompleting the program, you and yourassociates will be better equipped tonavigate financial information and giveinformed legal advice.

One of the best seminar

leaders I’ve ever had. This

program helped me better

understand financial

statements. The casual

atmosphere was conducive

to asking questions and

learning from my peers.

The material was presented

in a very relaxed, clear and

understandable manner.

Highly recommended.

Day One Continental breakfast

Module 1: How to Interpret Financial Data

• Introduction to financial accounting

• Accounting as a financial information system

• Financial Statements - the balance sheet,income statement and cash flow statement

• Demystifying financial terminology

Networking luncheon

Module 2: The Quality and Reliability of FinancialStatements (How does Enron happen?)

• The financial reporting process

• In-depth review of Generally AcceptedAccounting Principles (GAAP)

• The “law” of financial reporting and itslimitations

• Players in the financial reporting process -users (readers), management and the auditor

• The flexibility of accounting relative toreporting discretion under GAAP

• Discretion as it relates to business practices

Day Two Continental breakfast

Module 3: Crunching the Numbers

• Understand the business through thenumbers and the numbers through thebusiness

• Determine key ratios (liquidity, solvency,profitability, market)

• Analyze the financial statements of a publiccompany

• Understand key business issues, such as:

– financial leverage

– goodwill

– return on investments

– book value versus market value

Networking luncheon

Module 4: Financial Analysis in The Real World

• Financial analysis comparison of two similarcompanies

• Business Valuations

• Synthesis and recap of the concepts and theirapplications in a real business environment

Philippe LevyPhilippe Levy, CA, is the Director of

McGill’s Chartered Accountancy Program

and has been the recipient of the Desautels

Faculty of Management of McGill University’s

Distinguished Teaching Award. He develops

and leads customized seminars in financial

management and provides consulting in

mergers and acquisitions and business

planning to small and large multinational

corporations. He often acts as an expert

witness in criminal and civil law suits.

Seminar Leaders

Contacts



The learning framework is composed of case examples, lectures, class discussion and cutting-edgeexercises to help you live the new way of marketing.

This program is custom-designed for lawyers in private firms, corporations and governmentorganizations who need to understand financial information for the purposes of litigation,negotiating contracts or structuring commercial partnerships and alliances. It will also benefitsingle practitioners and people who sit on governing boards or audit committees.

Course Outline

Who Should Attend?


Program Content

Managing Your Time and WorkloadGain control to optimize productivity.



OverviewWhen we talk about resources in anorganization we usually refer to thephysical, financial and humanresources and leave out the oneresource that we never seem to haveenough of – time. If your hectic work schedule has youthinking that you’ve lost control oftime, make sure to take advantage ofthis eye-opening program. In just twodays, you’ll discover how to squeezemore out of every working hour, how torid yourself of costly distractions andtime-wasters, and how to make surethat your time is really your own. You’lllearn why most TO DO lists don’t workand you’ll develop one that will.

Key Benefits & Takeaways• Increase your productivity by up to two hours

per day

• Prevent burnout

• Overcome the time wasters that lead to yourafter-hour and weekend work

• Practical and powerful time saving techniquesfor both work and home

• Be able to manage multiple demands and tasks

• Have far more power and control over your business

• Improve your delegation skills

• Effectively set priorities and organize actions toachieve goals

• Run more effective meetings

• Formulate plans to assist staff on improving theirwork performance as well

• Group exercises to meet new people anddiscover best practices

This seminar should be

attended by all

management personnel.

It has opened my eyes

to what I need to

improve on. It will also

enable me to assist my

staff on improving their

work performance.

Thanks for a great

seminar.

Day OneNature and Value of Time

• Effectiveness of hours worked (activity vs productivity

• Efficiency vs effectiveness

• Cost of time

• Management functions and time

Time Logs

• Analyze your present time use

• Comparing your actual time use to intended use

• Use of time logs in managing effectiveness

• Diagnosis – what areas can be improved

Identification of Time Wasters

• Identifying your own time wasters

• Developing a personal and team profile

• Using profiles for analysis

Priority Management

• Making “TO DO” lists effective

• Urgent vs important

• Introducing “NOT TO DO” lists

• Vital few vs trivial many

Day TwoProductivity

• White collar productivity

• Measurement

• Barriers

Delegation

• Understand the what, when and how

• Why managers don’t delegate

• Upward (reverse) delegation and lateraldelegation

• Practical exercises – using delegation charts

The Impact of Electronics

• Effective email management

• Voicemail tips and techniques

Solutions to Time Wasters

• Suggested solutions and best practices

• Obtaining cooperation

• Overcoming problems

Implementing a Time Management Plan

• How to get started

• Dealing with personal timewasters on anincremental basis

• Wrap-up video

Program Content

Paul LoftusPaul Loftus has been a member of the

McGill International Executive Institute’s

visiting faculty for more than twenty years.

He is a Montreal-based industrial

psychologist and an international

management development consultant

delivering management seminars across

North America, Europe, the Middle East and

Asia. Paul is frequently interviewed by the

media and has been cited in publications

such as The Globe and Mail, Executive PA of

London, England; Canada Hong Kong

Business, The Star, Malaysia and Bisnis

Indonesia.

Seminar Leaders

Contacts



Individual exercises, small group tasks, case studies and brainstorming sessions will allow you toparticipate and learn in a stimulating environment. The focus throughout will be on experientiallearning and how you can apply these concepts to your own work setting. Short but powerful pre-and post-seminar assignments will reinforce the material.

All levels of executives, managers, team leaders and supervisor who wish to make more effectiveuse of their time.

Course Outline

Who Should Attend?


Negotiating for SuccessConclude win-win agreements with collaborative negotiations.



OverviewImprove your bargaining power. Thishands-on program familiarizes youwith collaborative negotiationprinciples and techniques. You willbecome acquainted with a variety ofpractical strategies and tactics thatallow you to achieve successfuloutcomes for both negotiating parties.

Key Benefits & TakeawaysYou will improve your negotiationtechniques and learn how to:

• Gather information and plannegotiations that succeed

• Adapt your negotiation style to anysituation

• Know when an agreement can bereached and when to walk away

• Negotiate one-on-one, in teams, andwith multiple partners and issues

• Use your negotiating ability to influenceothers

• Improve your decision-making skills

• Apply the Negotiation SituationAnalysis Tool to your own negotiations

Morna is a first class

communicator, great

teacher, has very good

interaction with students,

funny and engaging and

most important, very

PERCEPTIVE.”

Joanna Szkiela

Autodesk Canada Inc.

Day OneIntroduction

• Why negotiate?

• With whom?

• What defines successful negotiation?

Know Yourself, Your Team and the Other Side

• Individual negotiating styles

• Assess your team’s skills and resources,strengths and weaknesses

• Assess your counterpart’s profile and style

• The characteristics of successful negotiators

• Negotiation of Case 1: Focus on styles

Elements of Negotiation

• Five key elements in the negotiation process

• Focus on values and needs: yours and theirs

• Prepare for negotiations using the NegotiationSituation Analysis Tool

• Negotiation of Case 2: Planning tools andelements

Day TwoNegotiation Tactics

• The tactics of win-win negotiation

• Identify the behavioural tactics used innegotiating

• Choose the most effective tactics for eachsituation

• Identify issues and concerns

• Negotiate by phone, fax and e-mail

• Tactics exercise and scenarios

Stages of Negotiation

• Focus on the relationship between thenegotiators

• Identify the issues

• Reframe the issues and find common ground

• Match the tactics to negotiation stages

Day Three An Integrated Approach

• The strategy of win-win negotiation

• Manage competitive and cooperativedimensions of bargaining

• Integrate your negotiating profile, elements,tactics and stages

Multi-Party Multi-Issue Negotiation

• Strategies and tactics of multi-partynegotiation

• Formulate a multi-party, multi-issueagreement

• Team Negotiation of Case 3: Using theintegrated approach

Negotiating in Difficult Situations

• Dealing with difficult people

• How to defuse and manage attacks

• Dealing with participants’ specific challenges

Preparation of Action Plans

• Transferring skills to the work environment

• Plans for continuous improvement using theNegotiation Situation Analysis Tool.

Program Content

Dr. Morna Flood ConsedineDr. Morna Flood Consedine works

throughout North and South America,

Europe, South Asia and Africa with leaders in

aerospace, telecommunications,

pharmaceuticals and finance. Morna trains

corporations and government organizations

to negotiate partnerships and joint ventures.

She has completed assignments at Pratt &

Whitney, La Banque Nationale, Ericsson,

Novartis, Alcan, the United Nations and The

International Federation of Red Cross.

Seminar Leaders

Contacts



This program is for all negotiators – from neophytes to veteran negotiators, including managers,executives, entrepreneurs, lawyers and professionals who work in business development, sales,purchasing, marketing, fundraising, labour relations, or project or product management.

Through videotaping, debriefing, self-analysis and coaching, you will learn to analyze your style andbecome a more effective negotiator.

Course Outline

Who Should Attend?


New Marketing PracticesExperiential & internet marketing to drive success



Key Benefits & Takeaways• Help time-crunched execs to get a crash course in pop

culture and the happenings on the Internet and in theblogosphere.

• Understand how to bypass broken marketing modelsand better focus investments that create the highestreturn for your company.

• Learn to execute new and effective internet marketingstrategies

• Give consumers experiences that are personallyrelevant, memorable, and meaningful

• Learn how the world of marketing is radically changingand how to successfully make that transition

• Re-connect with their customers through creating newand exciting experiences

• Drive successful strategies and tactics for products inan increasingly cluttered marketplace

• Spend your marketing budget more cost effectively

• Dramatically improve customer awareness and loyalty

• Develop strategic marketing alternatives applicable toany business circumstance

OverviewHow does Apple connect one-on-one withcustomers and drive sales? How doesToyota activate their products at thegrassroots level to drive buzz andpurchase? How are upstart banks likeWachovia and Commerce Bank redefiningthe customer experience? This actionoriented seminar takes you beyond theusual market planning concepts to cutting-edge practices that your organizationshould be using to gain a competitive edge.It reveals crucial new methods in InternetMarketing as well as Experiential Marketing- customer experiences with thebrand/product/service that drive sales andincrease brand image and awareness. Whendone right, these techniques can offer yourcompany the most powerful tools out thereto win market share, boost sales andsolidify customer loyalty.

Consumers want

more than mass-

media clutter

targeting their

eyeballs.

Day OneThe New Customer

• Who is on line, what are they doing and whatdo they need?

• How are their actions changing the waymarketers communicate to them?

• What is the role of technology is playing inthe equation?

Web marketing, Strategic Planning and You

• Web Marketing Mix: Capture your targetmarket’s attention, harness their imagination

• On-line marketing tactics and channels

• Defining IM and the strategic planningprocess

• The Interactive Marketing Plan

• The New Marketing Manager

Internet Business models:

• Evolution from “Mass-market” models (Web 1.0)to “Customer-centric” models (Web 2.0)

Day TwoIntroduction

• A new way of marketing - ExperientialMarketing

• What is it? What does it mean?

• The Experience Economy

Redefining the customer experience

• Best cases - breakthrough campaigns thatare memorable and relevant

• Connecting one-on-one with customers

• Taking Customer Relationship Managementto the next level take

• Using consumers to co-create marketingcampaigns and becoming the company'sevangelists

• Grassroots marketing to drive buzz and purchase

Experiential marketing tactics

• Multi-media marketing

• Lifestyle marketing

• Event marketing

• Guerilla marketing

• Consumer promotions

• Retail-tainment, Adver-gaming

Experience it for yourself

• Walk-about to an experiential venue in Montreal

Put it to work

• Create a spec campaign for a well-known brand

Karl MooreDr. Karl Moore is Associate Professor

(Strategy and Organization) at McGill

University, as well as Associate Director

Advanced Leadership Program (Director -

Henry Mintzberg). He currently teaches

graduate courses in globalization and high

tech marketing. He was on the faculty of

Oxford University for 5 years from 1995-2000

where he taught executive education at

Templeton College, and on the MBA and

doctoral programs at the Saïd Business

School. Karl worked for 12 years in sales and

marketing management positions with IBM,

Bull and Hitachi. He consults widely in high

tech with firms including: Nokia, HP and IBM

and a number of high tech start-ups. The

winter 2006 issue of Business Strategy

Review, published by the London Business

School, identified Karl among a group of

world’s greatest business thinkers.

Max LendermanMax Lenderman is a sought-after authority

on experiential marketing and alternative

marketing strategies. He is the Executive

Creative Director at GMR Marketing, the largest

“live” marketing company in North America.

His book, called "Experience the Message:

How Experiential Marketing is Changing the

Brand World," was a finalist for the Canadian

National Business Book Award in 2006. He has

led successful guerilla team forays for Tommy

Hilfiger, Procter & Gamble, Unilever, The Bay,

Alliance Atlantis, Absolut, DaimlerChrysler, Bell

Canada, and Virgin Mobile.

Niketh Pareek Niketh Pareek is an expert in the field of

Internet Marketing, drawing from both

academic and business world experience.

Co-author of The Basics: Marketing, he is

currently a Strategic Planning Consultant at

Bell Web Solution, designing interactive

marketing solutions for the 2010 Winter

Olympics, Pratt & Whitney, and Bell Canada.

He holds a Bachelor’s degree in Finance and

a Graduate Diploma in Journalism.

Seminar Leaders

Contacts




Participants from any organizational size or industry sector including General Managers, Product Managers, Executives and Managers responsible for planning the marketing function or brand management.

Course Outline

Who Should Attend?


Program Content

Presentation SkillsMaster the art of making dynamic and engaging presentations.



Key Benefits & TakeawaysDiscover your strengths, develop your ownspeaking style and learn how to:

• Look and sound like a leader

• Listen effectively

• Eliminate unconscious negative words,mannerisms and gestures

• Learn to open and close a talk

• Master the art of the Q&A

• Organize your ideas more effectively

• Speak without notes

OverviewDiscover your hidden strengths as aspeaker. There is no better way ofcommunicating your message than theage-old method of getting up on yourfeet and talking to people face to face.You will walk away from this high-energy seminar with the confidenceyou need to speak persuasively toaudiences large and small.

Over the years, I’ve worked

with various people to

improve my skills, but the

breakthrough came when I

worked with Michael.

Robert Fritz

Best-selling author of “The

Path of Least Resistance”

Day OneThe Basics: Characteristics of EffectiveCommunication

• What leaders do

• How leaders speak

• Leadership styles

• Video: “Communicating like a Pro”

De-Mystifying Public Speaking

• Myths of business presentations

• The number one fear

• The 55-38-7 rule

Planning for Success

• Setting personal objectives

• Planning a presentation: know where you’re going

– Purpose

– Audience

– Message

Developing Tools to Find Your Voice as a Leader

• Three tools

• Opening moves

• Storyboarding ideas

• Closing techniques

The First Presentation: Learning in Action

• Shining a positive light on yourself, yourbusiness or your company

• Planning and organizing the talk

• Identifying your strengths

• Effective delivery

Day TwoBuilding on the Basics: Developing YourListening Skills

• Listening and memory skills

• Listening power: An exercise

Delivery skills: The Speaker’s Voice

• Say what you mean, mean what you say

• Reading a script: An exercise

Facilitation Skills

• Handling conflict & difficult questions

• How to introduce a speaker

The Second Presentation: Learning in Action

• Making a proposal, product, policy or serviceeasily understandable

• Refining your delivery

• Dealing with the Q&A

• Handling visuals

Resources for Better Leading and Speaking

• A discussion

Michael HintonMichael Hinton offers more than 10 years

experience helping thousands of

managers – from sales reps to CEOs - create

and deliver great presentations. He is a

distinguished Toastmaster and he has

received the highest recognition for

excellence in leadership and speaking

awarded by Toastmasters International.

Some of Michael’s clients include Alcan,

National Bank of Canada, Bombardier, Cirque

du Soleil, and IATA.

Seminar Leaders

Contacts



To accelerate the learning process, you will have frequent opportunities to practice presentations andwill receive constructive, hands-on coaching. The seminar leader uses dynamic practical exercises aspart of your learning experience to strengthen your skills and to better understand how others seeyou. A two-minute talk will be videotaped and reviewed in a personal session with the seminar leader.

This program will benefit leaders at all levels, including managers, executives, team leaders, projectmanagers and sales managers, as well as anyone acceding to a leadership position. This seminar isalso beneficial to anyone looking to refine their English presentation skills.

Course Outline

Who Should Attend?


Program Content

Principles of PersuasionBy drawing on a wide range of real-world examples, this workshop will give you a solid grasp of the basic rules of persuasion.



OverviewThis intensive two day course willhelp you and your staff become moreadept at influencing the peoplearound you. You will become familiarwith the most effective techniques ofpersuasion researched by behaviouralscientists around the globe. ThePrinciples of Persuasion (POP)workshop will provide you withverifiable, current, and usableknowledge about how to gaincompliance ethically, while improvingyour relationships with the peopleyou influence.

Key Benefits & TakeawaysIn this seminar, you will learn to:

• Recognize and construct elusive“moments of influence”

• Understand how to effectively employ thesix fundamental principles of influence

• Distinguish between ethical and unethicaluses of influence to build long-termrelationships

• Understand how to use the principles ofinfluence during interaction with co-workers

• Predict behaviour more effectively

• Practice new persuasive skills insimulations

• Recognize and manage attempts toinfluence you

• Apply your knowledge about influence tothe problems that you face each day

• Give your staff a common language

This program will help

executives make better

decisions and use their

influence wisely... the

seminar has had a great

impact on my thinking

on this topic.

Charles T. Munger

Vice Chairman

Berkshire-Hathaway Inc.

Los Angeles

California

Day OneIntroduction

• Modern life and persuasion

• Decision triggers: shortcuts to thought

Ethical Influence

• Bunglers, smugglers & sleuths

A Context for Compliance

• Pre-persuasion

• The contrast principle

Reciprocity

• Giving, receiving, and repaying: the law of the humans

• Gifts vs. rewards: which is better?

Scarcity

• For the love of freedom

• Losing and gaining

• Competition & reaction

Day TwoAuthority

• Titles and trappings: triggers of influence

• Expertise: credibility 101

• Trustworthiness: credibility 102

Consistency

• The VAP model for gaining adherence tocommitments

• Pre-existing alignments

Liking

• Similarity

• Praise: how to mean it when you say it

• Cooperation: the superordinate goal

Consensus

• Gaining critical mass

• Similarity and consensus

• In times of uncertainty

Program Content

Heath Slawner, CMCTHeath Slawner is a Management and

Training Consultant at Hart Resource

Development who specializes in designing

and delivering soft skills training workshops

for clients around the world, including the

United Nations. He is the only one certified in

Canada to deliver the POP workshop.

Seminar Leaders

Contacts



This program will appeal to executives, managers, and salespeople who wish to create and sustainpositive change in others and need to understand how the influence process works. Skills acquired inthis program are directly applicable to leadership, management, negotiation, and sales challenges.

Course Outline

Who Should Attend?


Project ManagementAcquire the practical skills to complete projects on time and on budget in this comprehensive three-day seminar.



OverviewMaster the proven techniques thatenable you to create effective projectteams, meet critical deadlines andavoid cost overruns! Equip yourself toset realistic budgets and schedules inthe project-planning stage. Learn theimportance of human relations andcommunications throughout theproject life cycle.

Key Benefits & TakeawaysThis seminar covers all the fundamentals ofproject management, including how to:

• Develop a plan and a charter

• Identify the stakeholders and meet theirexpectations

• Define the scope through workbreakdown structures

• Produce all the required information toinput to any scheduling softwareprogram

• Develop realistic budgets and managerisk

• Communicate effectively with allstakeholders

• Motivate team members and manageconflict

This seminar delivers

extremely useful content

and the instructor’s

extensive experience

was very beneficial in

illustrating the

presented concepts.

Isabelle Tremblay

Johnson & Johnson Inc.

Introduction/Project Integration

• What is a project?

• The role of the project manager

• Management principles, keys and milestones

• The project life cycle

• Mechanisms of control

• The plan and charter

• The Project Management Body of Knowledge

Scope Definition & Control

• Determining the stakeholders

• Defining and documenting stakeholders’requirements

• Work breakdown structures

• Scope evolution and control

• Scope and design changes

Quality Management

• Meeting stakeholders’ expectations

• Total quality and quality management tools

• Costs of nonconformance

• Convergence with scope control

Time Control

• Techniques and steps in planning andscheduling

• Putting logic on paper

• How to use networks and precedencediagrams

• Using milestones and milestone networks

• Project management software

• Critical chain scheduling

Day TwoBudgeting & Cost control

• Setting realistic budgets

• Cost control during design

• Project contingencies

• Keys to cost control

• Simplified cost reporting

• Earned Value Reporting

Risk Management

• Identifying sources of risk

• Risk assessment

• Risk containment

• Risk response

Organization

• Business vs. project organization

• Separate the owners from the users

• Responsibilities of owner, user, projectmanager, designer and sponsor

• Matrix organizations - project vs. function

• Managing change

Day ThreeCommunications

• Communications planning: a powerful tool

• Plan checklist

• Startup & information

• Influence vs. authority

• The communication process

• Understanding and improving communication

• How to improve project meetings

• Project reporting

Managing Teams

• Indicators of effective teams

• Inspiring people and performance

• Motivation – turn-offs and turn-ons

• Making change easier

• Conflict management

• Crisis management

Program Content

Kathleen LeitchKathleen Leitch is a Project Manager at

Pratt & Whitney. She has lectured in the

Information Systems area of McGill’s Faculty

of Management, where she has developed

and taught Project Management, Object

Orient Design, Systems Analysis and

Modeling, Information Systems Design and

Information Systems for Managers. Ms.

Leitch also worked as a Year 2000 testing

consultant in the pharmaceuticals and

publishing industries and as a Systems

Engineer at IBM Canada Ltd.

E. Barry SmytheE. Barry Smythe, P.Eng., MBA, PMP, has

managed numerous multi-million-dollar

projects, including the billion-dollar-plus

Vancouver Sky Train and the Toronto MAPP

project, in which he took five major plants

from concept to construction in five years,

within budget. He was a senior partner with

the management consulting firm of Woods

Gordon.

Seminar Leaders

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This program is for all managers, professionals and administrators, particularly technicalprofessionals working in a multi-project environment such as IT, marketing, aerospace, constructionor financial and insurance specialists.

Each component in the project management process is illustrated through integrated case studyworkshops. Participants are encouraged to share their own experiences and ideas throughout the course.

Course Outline

Who Should Attend?


Strategic Planning and ExecutionTurn strategy into action and results



Key Benefits & Takeaways• Gain a better understanding of the big

picture of strategic decision-making

• Improve your organization’s strategicplanning process

• Learn the VIP model of strategicleadership

• Understand and apply the 5is ofstrategic planning

• Improve your ability to diagnose anyorganizational situation

• Generate challenging yet realisticscenarios for many different situations

• Improve your organization’s capabilityto deal with upcoming change drivers

• Be more proactive in decision-making

• Create more value in your interactionswith others

OverviewIn these days of uncertainty, rapid and oftenradical changes, it is no longer adequate for afew members of a company’s leadership team toundertake a strategic planning exercise once peryear. This seminar provides you with anadvanced strategic leadership model, frameworkand “tool kit” and a process for turning optimumstrategic decisions into improved performanceand results. It will enable you to accuratelydiagnose your current situation, generate somechallenging yet feasible scenarios for your unitand build a common vision of where you need togo and how to get there.This seminar will give you a process by whichyou can ask the right questions, find the rightanswers and ensure that those decisions areimplemented. It will enhance your capability tothink strategically and lead your organization,department or team to achieve your carefullyand rigourously-crafted strategic objectives.

Having attended executive

development programs at

the McGill International

Executive Institute, I find

them to be as good and

often better than programs

I have attended from other

internationally acclaimed

business schools.

Koenraad Blot

Pfizer Canada Inc.

Day One• The limits of today’s strategic-decision

making process

• The VIP Model of Strategic Leadership

• Creating a Sense of Mission

• The 5 “I”s of Strategic planning

• Identifying the 1st “I”: Defining our StrategicIssues

• Use of a selection of strategic managementdiagnostic tools

Day Two• Using the 2rd “I”: Imagination

• An introduction to Scenario Theory

• Generating and Analyzing Scenarios

• The 3rd “I”: Defining our Strategic Intent

Day Three• The 4th “I”: Innovation

• Preparing a strategic map

• The 5th “I”: Impact

• Defining Key Performance Indicators (KPIs) &Targets

• Monitoring Performance

• Understanding and dealing with resistance tochange

• Generation of a “To do” list

Mark HollingworthSince 2000, Mark Hollingworth has

lectured at McGill in Strategic

Management/Leadership, Technological

Entrepreneurship and Technology Impact

Assessment in several different faculties. He

is the author of the book “Growing People,

Growing Companies: Achieving Individual &

Organizational Success in the Knowledge

Economy” and has also had articles

published in the Globe & Mail and the Ivey

Business Journal. Mark has a Masters in

Engineering and an EMBA.

Seminar Leaders

Contacts




This workshop is designed for individuals who manage all types and size of organizations, projectsand teams and who wish to improve their strategic decision–making capabilities. It is designed forparticipants seeking to Fast-track their career.

Course Outline

Who Should Attend?


Program Content