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Designing Custom Executive Education Programs Charlotte F. Hughes Global Talent Development Consultant Kimberly-Clark February 29, 2012

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Designing Custom Executive Education Programs

Charlotte F. HughesGlobal Talent Development Consultant

Kimberly-ClarkFebruary 29, 2012

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About the Presenter

• Global Talent Development Practitioner• 15+ years Experience in Fortune 500 Companies • Client Focused Strategic Partner• Executive Development Best Practices

Charlotte Hughes, [email protected]

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Objectives

By the end of this session you will be able to: •Align custom executive education to reach business goals•Establish collaborative and effective partnerships•Use a strategic framework for developing custom executive education programs

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Agenda

• Custom Executive Education Overview• Buyer-Seller Relationship• Building Effective Partnerships• Custom Program Design Process• Custom Executive Education Resources • Q & A

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Custom Executive Education Overview

• Research Based Solutions• Real World Applications• Proven Thought Leadership • Expert Faculty• Innovative Instructional Design

Value of University Partnerships

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Custom Executive Education Overview

Open EnrollmentSolve Business ProblemsSupport Strategy ExecutionDrive Strategic Change IndividualsStandard Content

Custom ProgramsSolve Business ProblemsSupport Strategy ExecutionDrive Strategic Change GroupTailored or Original Content

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Custom Executive Education Overview

“Interbrand Revealing the Voice of the Client” Report UNICON, 2011

Popularity of Custom ProgramsTypes of Programs Invested in Select all that apply:

46%

Other was “distance learning”

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Custom Executive Education Overview

From•General Management •Corporate University•Instructor-Led Program •Classroom Event•End of Program Evaluation

To•Company Specific Issues•Learning Environment •Multiple Learning Methods •Integrated Learning Platform•Measure Transfer of Learning

Custom Client Needs Are Evolving

“Investigating Our Custom Clients’ Evolving Needs” Report UNICON, 2009

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Custom Executive Education Overview1. Top Management Sponsorship2. Alignment with Company Strategies3. Competency - based with link to Performance

Assessment and Measures of Desired Behaviors4. Integrated with other Leadership Development

Processes5. Effective Participant Selection Process6. Open Dialogue with Top Management During the

Program7. Participant’s bosses fully engaged8. Adult Learning Methods9. Multi-rater Feedback and Coaching10. Assessment of Program Impact11. Learning as a Process, not an Event12. Supportive Work Environment

“12 Requirements for Effective Custom

Programs” Dan McGurrin,

Director of Executive Programs

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Buyer - Seller Relationship

Partnership Drives Buyer DemandBuyers are looking for…..•Openness & flexibility•Seller connected to buyer’s needs•Co-creation - buyer involvement•Continuity of relationship

“Interbrand Revealing the Voice of the Client“ Report UNICON, 2011

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Buyer - Seller Relationship

Partnership as a Value PropositionSellers are looking to…..•Demonstrate knowledge of the business•Measure effectiveness and ROI•Prove capacity to co-create at all levels•Express sensitivity to intellectual property

“Interbrand Revealing the Voice of the Client“ Report UNICON, 2011

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Buyer - Seller Relationship Partnership as a Value PropositionLearning Partner Model

“Thought Leadership Meets Business: How Business Schools Can Become More Successful”, Peter Lorange

Learning Partnership

Change accelerationSpecific tailored learning

inputs for adapting to change – partnership programs.

Ongoing learning developmentTo continuously improve knowledge development

in management thinking and practice – workshops, discovery events, benchmarking.

Idea generationOur commitment to develop new

knowledge research based discovery projects.

Perspectives broadeningBroad, general learning

inputs; current approaches to change – open programs.

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Building Effective Custom Partnerships

10 Strategies for Building Trusted Client Partnerships

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Building Effective Custom Partnerships

5 Seller Strategies - Individual 1.Become an agenda setter2.Develop relationship capital3.Engage new clients4.Institutionalize and grow5.Add multiple levels of value

“All For One” Andrew Sobel, 2009

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Building Effective Custom Partnerships

“All For One” Andrew Sobel, 2009

Seller Strategy - Individual

Develop Relationship Capital

Identify Your Relationship Hubs

Former Current Prospective

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Building Effective Custom Partnerships

“All For One” Andrew Sobel, 2009

Seller Strategy - Individual

Adding Multiple Layers of Value Foundations of Value

Factors that Influence a Client’s Perception of Value

1. Profit and Loss Impact

2. Risk Reduction

3. Perceived Substitute

4. Difficulty

5. Personal Impact

6. Organizational Improvement or Knowledge Transfer

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Building Effective Custom Partnerships

“All For One” Andrew Sobel, 2009

Seller Strategy - Individual

Add Multiple Layers of Value

The Value Levers

Technology Leverage

Client ValueInstitutional and PersonalTangible and Intangible

Innovation Leverage

Relationship Leverage Organizational

Leverage

Market Leverage

NetworkLeverage

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Building Effective Custom Partnerships

5 Seller Strategies - Firm (Business School)1.Target the right clients2.Build a client relationship pipeline3.Promote collaboration4.Systematic client listening5.Create a unique customer experience

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BusinessGoals

LeadershipStrategy Define Measure Develop

Achieve BusinessResults

• Define successful executive performance and identify the capabilities needed to achieve it

• Measure executive capabilities and gaps

• Develop executive capabilities needed to be successful, now and in the future

• Revenue Growth

• Operating Margin

• Asset Efficiency

• Strategic Expectations

• Evaluate the impact• Adjust/realign

• Leadership Culture

• Leadership Pipeline

• Succession Management

• Leadership Retention

Custom Executive Education

Define Strategic Performance Modeling Leadership Competency ModelMeasure Leadership AssessmentsDevelop Formal Executive Education Coaching and Mentoring Action Learning Simulations Social Learning

Custom Executive Education Framework

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Custom Executive Education Framework

“We are looking to drive profitable

growth our way!”

“We need to build our leadership bench strength

within our culture!”

“Our senior executives are challenged by globalization.”

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Custom Executive Education Framework

Define

Define successful executive performance and identify the capabilities needed to achieve it

Define•Strategic Performance Modeling•Leadership Competency Model

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Custom Executive Education Framework

Measure Leadership Assessments Multi-Rater Feedback

Measure executive capabilities and gaps

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Custom Program Design Process

Custom Program Design Process

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Custom Program Design Process

Step 1. Needs Assessment•Business issues •Desired program outcome•Interview program participants •Determine degree of customization•Program timeline and logistics

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Custom Program Design Process

Step 2. Program Development•Letter of Agreement•Select faculty and form design team•Adult Learning theories and practices•Customization of curriculum•Pilot Evaluation - Optional

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Custom Program Design Process

Step 2. Program DevelopmentEffective Adult Learning Activities

•Knowledge/Skills: (lecture, reading, cases, frameworks, etc.)•Personal/Social: (experience exchange, group discussions, coaching, etc.) •Action Based: (simulations, role-plays, games, projects, etc.)

“Mastering Executive Education: How to Combine Content with Context and Emotion” IMD Guide

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Custom Program Design Process

Step 2. Program DevelopmentBlended Learning Methods•Online Communities and Networks•Web/mobile content delivery•Action Learning •Coaching and Mentoring •Learning Expeditions•Webcast Lectures•Simulations/Games Outside of Class

“Breaking the Mold on Blended Learning” Report UNICON, 2011

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Custom Program Design Process

Step 3. Delivery•Program Management•Delivery Location and Venue•Participant Amenities•Maintain Learner Motivation

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Custom Program Design Process

Step 4. Program Evaluation•Pilot evaluation•Program participant feedback•Proven evaluation methods•After Action Review (AAR)

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Custom Program Design Process

Step 4. Program EvaluationEvaluating the ROI of Executive Education Study•University of Chicago - Booth•Study of custom program for Raytheon•Evaluation Framework

- Reaction: Did the participants like the program?- Learning: Did participants change their attitude, knowledge, or skills?- Transfer: Did participants change their behavior?- Results: Did participants become more productive?

“Evaluating the ROI for Executive Education” Study, 2011

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Custom Program Design Process

Custom Program Design Process

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Custom Executive Education Resources

• International Executive Development Programmes (IEDP)

• International University Consortium For Executive Education (UNICON)

• Financial Times Annual Executive Education Rankings

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Custom Executive Education Resources

1. Duke Corporate Education2. HEC Paris3. Fundacoa Dom Cabral4. Harvard Business School5. Esade Business School6. IMD7. IESE Business School8. Boston University 9. INSEAD10. Center for Creative Leadership

11. University of PA Wharton12. Cranfield School of Management13. Ipade14. Essec Business School15. Babson Executive Education16. University of NC Kenan-Flagler17. Columbia Business School17. University of Oxford Said19. IE Business School20. Ashridge

2011 Global Rankings - Top 20 Custom Programs

Tie Score

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Custom Executive Education Resources

• Thunderbird School of Global Management

• University of Chicago Booth• Wisconsin School of Business• Kelley Executive Partners at

Indiana University• University of Virginia Darden• Northwestern University Kellogg• Stanford Graduate School of

Business• UCLA Anderson

• University of Michigan Ross• University of Texas McCombs• MIT Sloan

2011 Other Leading Custom Programs - U.S.A.

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BusinessGoals

LeadershipStrategy Define Measure Develop

Achieve BusinessResults

• Define successful executive performance and identify the capabilities needed to achieve it

• Measure executive capabilities & gaps

• Develop executive capabilities needed to be successful, now and in the future

• Revenue Growth

• Operating Margin

• Asset Efficiency

• Strategic Expectations

• Evaluate the impact• Adjust/realign

• Leadership Culture

• Leadership Pipeline

• Succession Management

• Leadership Retention

Custom Executive Education

Define Strategic Performance Modeling Leadership Competency ModelMeasure Leadership AssessmentsDevelop Formal Executive Education Coaching and Mentoring Action Learning Simulations Social Learning

Custom Executive Education Framework

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Resources & References

The following professionals were consulted regarding this presentation content:Dan McGurrin, Director of Executive Programs - Poole College of Management, NC State UniversitySusan Smith, Director, Custom Programs - Terry College of Business, University of GeorgiaDan Stotz, Senior Director, Executive Education - Robinson College of Business, Georgia State University

References All For One: 10 Strategies for Building Trusted Client Partnerships, Andrew SobelMastering Executive Education: How to Combine Content with Context and Emotion, The IMD GuideThe Future of Leadership Development: Corporate Needs and the Role of Business Schools, IESE Business CollectionExecutive Education: The Role of Business Schools Research Report, Bersin & Associates http://www.bersin.com/ UNICON Research Reports http://uniconexed.org/“Investigating Our Custom Clients’ Evolving Needs”, Marie Eiter, 2009“INTERBRAND Revealing the Voice of the Client”, 2011“Breaking the Mold on Blended Learning”, Marie Eiter & Toby Woll, 2011 International Executive Development Programs (IEDP) http://www.iedp.com/Evaluating the ROI of Executive Education Study http://booth.chicagoexec.net/programs/custom2011.aspx