mdp calender book-1-fkaveri.iiml.ac.in/calander2012_13.pdfeffective communication strategies august...

Management Development Programmes

2012-13 (April-March)

MDP

Hkkjrh; izcU/k laLFkku y[kuÅINDIAN INSTITUTE OF MANAGEMENT LUCKNOW

Prabandh Nagar, Off Sitapur Road, Lucknow - 226 013, INDIAPhone : (0522-2734101-20, 3044980-89 (EPABX),

(0522) 2736282, 2736284, 2736285, 6696282, 6696284, 6696285 (Direct)Fax : (0522) 2734026, 2734025, E-mail : [email protected]; [email protected]

Noida Campus : Plot No. B-1, Sector 62, Noida-201307Website : http://www.iiml.ac.in

Director's Message

Vision and Innovation is vital for

meeting any challenge; be it facing the

dramatically changing economic

scenario around the globe and keeping

a pace with it or launching a new

product, or managing the Human

Resources with diverse culture and

background. Geographical boundaries

have virtually perished and therefore

strategic insights are of utmost

importance.

The Executive Education Programmes

at IIM Lucknow are designed for

professional development of Leaders,

Managers and Executives from

different areas and hierarchies, who

endeavor for professional and

personal growth and who have a desire

to have a niche above others to

accomplish operational excellence.

“Education”, therefore, as rightly said

by W B Yeats, “is not the filling of a pail,

but the lighting of a fire”.

Each fine crafted programme offered,

is designed to develop visionary

leaders who can become a driving force

for their organizations in obtaining

and achieving penultimate corporate

performance level and are capable

enough to sustain the same.

I, on behalf of IIM Lucknow, invite all to

join our endeavours in building great

leaders in various organizations in the

corporate world.

Dr. Devi Singh

In MDP

Chairman's Words

Since its inception in 1984, Indian Institute of Management Lucknow, through its diverse

range of Management Development Programmes (MDPs), has been influencing and shaping

leadership in the management of corporate and non-corporate sectors. The Institute has

carved a distinctive niche for itself in last over 25 years by exceeding the expectations of

participants and the industry. The basic objective of MDPs at IIM Lucknow is to build thought

leaders – the leaders who are capable of taking their organizations to greater heights even in

the highly turbulent and dynamic environment the world faces in the 21st century. These

programmes focus on equipping the participants to become problem solvers by developing

a mindset which can see patterns in chaotic and complex environments.

MDPs of IIM Lucknow are designed and delivered by its knowledgeable and experienced

faculty who have proven track record of executive education. The programmes are designed

keeping in view the contemporary challenges being faced by different industry sectors and

the public systems. Based on specific needs of an organization, we design and deliver

customized programmes too.

We take this opportunity to invite you to participate in these programmes. We are sure that

the MDPs at IIM Lucknow will provide thought provoking opportunity, and will help the

participants to unleash their potential for enhancing their personal as well as the

organizational growth.

Prof. Sushil Kumar

MDP Committee – IIM Lucknow

Prof. Vipul Prof. Pankaj Kumar

Prof. Neeraj Dwivedi Prof. Ashish Dube

Prof. Amit Agrahari

Prof. Sushil Kumar Prof. Punam Sahgal

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COMMUNICATIONCOMMUNICATION


EFFECTIVE COMMUNICATION STRATEGIES

August 23-25, 2012 and December 6-8, 2012

INTRODUCTION AND OBJECTIVES

The programme on Effective Communication Strategies prepares the participants for the accelerated pace of business communication both in the written and the oral form. The principal focus in written communication is on Analysis followed by Planning, Writing and Completing Reports and Proposals by attention to how the gathering, analyzing, and presenting of evidence and conclusions can be designed for specific purposes and audiences. On the other hand, the primary focus in oral communication is on presentation skills, persuasion, and effective speech. The programme strives to hone the cognitive and analytical abilities of the participants and teaches them to make informed and effective choices among myriad challenging business situations.

CONTENTS

Introduction to Communication

Decision Making and Analysis

Business Report Writing

Research Report Writing

The Art of Kinesthetic Speaking

Effective Speech and Persuasion

Cross Cultural Issues in Communication

METHODOLOGY

Measurement and Feedback, theory sensitization through discussions, case analysis, exercises, inputs from experts and coaching would form the dominant pedagogy for learning.

WHO SHOULD ATTEND

Senior and Middle Level Managers of organizations.

PROGRAMME DIRECTOR: Prof. Himanshu RaiPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

WRITTEN EXECUTIVE COMMUNICATIONNovember 22-24, 2012

INTRODUCTION

In the complex business environment of today, information, with a life-cycle of its own, has come to occupy a crucial role. Organizations feed on information. Documents in the corporate context are written to facilitate 'buying' or 'selling' of 'ideas'; 'products', and 'services'. Such documents will be 'winning' documents if the same are 'sincere', and 'persuasive', in their 'content' as well as 'presentation'.

OBJECTIVES

Keeping the above in mind, the major objective of this programme will be to sensitize the participants on the importance of 'knowledge' and 'information' management. Documents (letters, memos, e-mails, cases, plans, reports, proposals, etc.) will sell well if this important aspect is adequately addressed to and the same are:

l Crafted to fit the minds of the intended audiences

l Complete, concise, concrete, courteous, considerate, correct and clear; and

l In conformity with standard and accepted practices

CONTENTS

The programme will cover the following areas:

l Strategic communication model for effective document preparation

l Data research, organization, analysis, interpretation and documentation

l Writing and presenting persuasive documents (proposals and reports, in particular)

l Reporting a case analysis and writing a Business plan

METHODOLOGY

The programme will be conducted through the combination of interactive lectures, illustrative case studies, exercises and experience sharing sessions.

WHO SHOULD ATTEND

This programme is aimed at senior executives in industry, academics and government officers with decision making responsibilities, involved in writing and presenting persuasive documents.

COMMUNICATIONCOMMUNICATION COMMUNICATIONCOMMUNICATION

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EXCELLENCE THROUGH EFFECTIVE COMMUNICATIONSeptember 3-5, 2012

INTRODUCTION

Every serious study of managers at work comes to the same conclusion; what managers do more than anything else is communication—with suppliers, customers, colleagues and above all with their own staff. Improve communication and you improve performance. Effective Communication is fast becoming an area of core competence for all business managers and team leaders. In organizations, effective communication transforms a group into a team. It reduces effort, fatigue and struggle. Work is accomplished more accurately and efficiently, as conflict and stress give way to co-operation and satisfaction.

It is true that the managers derive authority and status from results — from productivity and profits. But in achieving results they rely heavily on their communication ability. In persuading and motivating people to produce the kind of results that are needed, their only tool is the written and spoken word.

OBEJCTIVES

In line with the above scenario, the programme on 'Excellence through Effective Communication' attempts to make the participants aware of time tested concepts and skill sets critical to hone communication competencies. Speaking with confidence, making and delivering winning presentations, listening actively, writing audience-centric positive and persuasive documents like reports, proposals, media communications, are the key components. The programme will focus on:

CONTENTSl The art and science of effective communicationl Interpersonal and group communication skillsl Active listening and non-verbal communicationl Communication trends and challenges in corporate contextl Effective document preparation based on sound research, organization and documentation l Writing winning messages, proposals and reports l Preparing and delivering winning presentations

METHODOLOGY

Conducted in a lab environment, the programme will follow a systematic approach to communication topics from basic skills and principles to more advanced strategies and techniques applied by managers' every day. With individualized coaching and constructive peer critique, the course content draws extensively on real-life experiences and focuses on case studies, discussions, inspiring films and practical application of communication skills. Besides helping the participants understand their communication profile, the course will also arm them with useful communication tips and tools such as worksheets, checklists and templates to help them implement what they have learned.

WHO SHOULD ATTEND

The programme is aimed at executives, middle-level managers, programme managers, engineers, bankers, architects, trainers and teachers interested in sharpening their communication skills.

PROGRAMME DIRECTOR: Prof. R L RainaPROGRAMME FEE: `30,000/- per participant (residential)VENUE: IIM Lucknow (Noida campus)

PROGRAMME DIRECTOR: Prof. R L RainaPROGRAMME FEE: `30,000/- per participant (residential)VENUE: IIM Lucknow

SUCCESSFUL COMMUNICATION AT WORK : PEOPLE, PROCESS, PRODUCTSFebruary 20-22, 2013

INTRODUCTION

Communication is the life's blood of an organization, vital at every level. An enterprise full of people who cannot communicate effectively with one another cannot communicate well with customers. Leaders must clearly articulate the organization's mission and its values. Managers must set clear expectations and give coherent and consistent directions. Executives must understand one another and pull together towards the same ends. Without this clarity, the organization becomes dysfunctional, directionless and disordered.

OBJECTIVES

This workshop offers effective, thought-provoking and interactive sessions that address specific and unique issues related to communication. It provides a mirror to the participants, as it is only through realistic self awareness that we can understand ourselves and others. The workshop also demonstrates the value of flexing or adapting to the person as well as situation for better communication and relationship results.

CONTENTS

The workshop would cover themes related to understanding communication, process, barriers, formal, and informal communications. Finer nuances of Interpersonal communications would also be discussed in the workshop. The workshop also includes modules on face to face communication scenarios, relating to organizational procedures such as Selection, Counseling, Appraisal, Discipline, Grievance, and Meetings. A module on persuasive presentation-both in written as well as spoken formats and cross cultural communication would be taken up in detail.

METHODOLOGY

Learners will explore and practice a wide variety of communication skills. Experiential learning activities, Role plays, Communication Games, and validated Survey instruments will be used to provide measurements and insights into the beliefs, attitudes and practices that influence communication at both individual and organizational levels. Personal Counseling and Feedback to each participant will be provided for self improvement

WHO SHOULD ATTEND

The workshop will help develop the skills of both managers and non managers, intact work teams, and front line customer service representatives. It is ideal for all professionals working in sectors like Manufacturing, Hospitality, IT and even the Education sector.

COMMUNICATIONCOMMUNICATION COMMUNICATIONCOMMUNICATION

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STRATEGIC CORPORATE COMMUNICATIONFebruary 11-13, 2013

INTRODUCTION

Managing and communicating about corporate brands, building corporate identity and enhancing corporate image and reputation are vital issues in the boardrooms of corporate – global and local, large and small, profit and non-profit. The programme will focus on the way Corporate Communication initiatives are built, maintained and enhanced in an organization. The programme emphasizes the importance of strategic communication, both in terms of how communication serves as an extension of an organization's strategy and how it can become more strategic than tactical when approached in a business setting. The programme will also offer perspectives on corporate level identity and image management as well as corporate level branding.

OBJECTIVES

A good Corporate Communication initiative needs two elements: (i) that it be a part of the corporate strategy, not just a public relations or advertising slogan; and (ii) that it be built for differentiating and sustaining activities of the organization. Addressing these concerns, the programme has been designed to achieve the following objectives:

Increase awareness about recent developments in the Corporate Communication initiatives

Identify and bridge gaps in successful implementation of Corporate Communication initiatives

Improve presentation skills for better Corporate Communication initiatives

Enhance organizational communication within and outside the organization.

CONTENTS

The programme will cover the following areas:

l Corporate Communication Tools

l Internal Communication

l Corporate Branding

l Investor Relations

l Managing Government Relations

l Crisis Communication

METHODOLOGY

The programme will be conducted through an appropriate mix of case studies, presentations, and discussions on frameworks, exercises, and mutual sharing.

WHO SHOULD ATTEND

The programme is aimed at executives, middle level managers, programme managers, trainers and teachers involved in Communication, Media Relations, PR & Knowledge/Information Management initiatives.

PROGRAMME DIRECTOR: Prof. R.L. RainaPROGRAMME FEE: `30,000/- per participant (residential). VENUE: IIM Lucknow (Noida Campus)

PROGRAMME DIRECTOR: Prof. Payal MehraPROGRAMME FEE: `30,000/- per participant (residential)VENUE: IIM Lucknow


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COMMUNICATION FOR LEADERSMarch 7-9, 2013


A leader's primary job is to influence people towards a vision which he carves out for them. Research has established that leadership can be inculcated through certain training interventions and the most important ingredient of transformational leadership is effective communication. The programme on Communication for Leaders hones the ability of its participants to influence, inspire and motivate others through effective communication and persuasive skills. The principal focus is self analysis, motivation, presentation skills, persuasion, and effective speech. The programme strives to hone the cognitive and analytical abilities of the participants and teaches them to lead and transform through communication.

CONTENTS

l Introduction to Communication

l Decision Making and Analysis

l Principles of Leadership

l The Art of Kinaesthetic Speaking

l Leading Change

l Effective Speech and Persuasion

l Cross Cultural Issues in Communication

METHODOLOGY

Measurement and Feedback, Role-Plays, Theory Sensitization through Discussions, Case Analysis, Exercises, Inputs from Experts and Coaching would form the dominant pedagogy for learning.

WHO SHOULD ATTEND

Senior and Middle Level Managers of Organizations.

DECISION SCIENCEDECISION SCIENCEPROGRAM DIRECTOR: Prof. Himanshu RaiPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

FINANCE AND ACCOUNTSFINANCE AND ACCOUNTS

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MANAGERIAL DECISION MAKING UNDER UNCERTAIN ENVIRONMENTDecember 10-12, 2012

INTRODUCTION

Management Decision Making, in general, is complicated and confusing. The progress of an organization can be profoundly affected by what a manager decides. Further, the decision stages, steps, platforms and phases are the important factors of the managerial decision making process. Therefore, there is a need to train the managers so as to enable them to make effective decisions for their organizations. This requirement is far more pronounced in the present economic scenario both in private and public industries. Knowledge of the environment, market and the social needs in a precise and flexible manner is a pre-requisite for a manager to arrive at an efficient decision.

Our emphasis here is on the situations consisting of Multiple Criteria Decision Making environments (MCDM). MCDM is applicable to a wide range of problems both in private and public sectors, non-profitable organizations and government administrations. To name a few, the fields of resource allocation, public investment, facility location, financial planning and policy formulation may be mentioned in the area of MCDM. In many MCDM environments, there are multiple conflicting objectives, and there is a need for trade-offs amongst the objectives. The need of trade-off is very common in managerial decision make-versus-buy, and between efficiency and environment impact when selecting certain manufacturing process. With the increasing uncertainty and complexities that a decision maker confronts such as above, even widely known management science tools have become inadequate in solving the problems. If some tools do capture the complexity of the decision situation, very often they lack in capacity to deal with the inherent flexibility of the system.

The fuzzy logic approach helps in handling the above mentioned difficulties by focusing the decision situation under uncertainty and simulating the intelligent information of human skills through computers. The real world decision making problems, which are normally expressed in fuzzy or vague manner, are systematically captured, modeled, solved and finally implemented in a meaningful way in order to arrive at an efficient decision. Fuzzy logic approaches have been successfully applied to many decision problems related to functional management areas such as; Information Technology, Marketing, Finance, Production Planning, etc.

OBJECTIVES

This three-day programme is aimed at sharing experiences in Fuzzy logic concepts with the following objectives:l To provide the participants with concepts, tools and techniques of decision making under

uncertainty.l To provide the necessary skills for implementing the modern decision making tools in their

respective organizations and help in solving the problems.l To help in Managerial Decision-Making through MS-Excel.

CONTENTSl Decision Making under Uncertainty – An Introductionl Information Technology as an aid for Decisionsl Group Decision – Formulation, Solution and its Implementation Proceduresl Managers and their Expertise in Decision Making - a Procedure for Implementation, through

MS-Excel.

WHO SHOULD ATTEND

This programme is meant for Senior and Middle Level Managers.

DECISION SCIENCEDECISION SCIENCE

PROGRAMME DIRECTOR: Prof. B K MohantyPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

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FINANCE AND ACCOUNTSFINANCE AND ACCOUNTSFINANCE AND ACCOUNTSFINANCE AND ACCOUNTS

PPP IN INDIAN INFRASTRUCTURE: CHALLENGES AND OPPORTUNITIESOctober 8-10, 2012

INTRODUCTIONProject Finance is large and rapidly growing sub-field of Finance. Project Finance through Public Private Partnership mode (PPP) provides an efficient way to finance certain assets – specifically large, tangible assets with limited lives. By creating a project company, sponsors can transfer risk to debt-holders and related parties who can bear the risk at lower costs and/or manage specific activities more effectively than they can themselves. To sustain GDP growth rate at 8 to 9% p.a. in the medium term, India would need about $1000 billion investment in various infrastructure sectors during the 12th Five Year Plan. The two challenges are that infrastructure has to be financed by user charges and share of private sector in infrastructure investment would have to rise substantially from current levels. Nevertheless, the long-term demand for capital and infrastructure investment remains large, which implies the long-term prospects for project finance remain strong. Public Private Partnership in Indian infrastructure has to play a very important role. Given the magnitude of current investment and prospects for future growth, financial managers, bankers, and government officials need to understand what Public Private Partnership is, why it creates value, and how to structure transactions that have a high probability of succeeding both operationally and financially.OBJECTIVESl Knowledge of how large projects are structured, analyzed, appraised, financed and managedl Understanding innovative financial products and structures such as take out financing and risk

participation facilities and financial modeling for quantifying viability-gap funding or management fees

l Understanding how risk management affects project value, describe a process of risk management, and present a framework of strategies for managing various kinds of project risks

l Understanding best practices in public-private partnerships in concession rights awards, contract design and negotiation

l Review options for credit enhancements to improve access to international bond markets, such as Bank Guarantee instruments, Export Credit Agency Programme and Political Risk Insurance

CONTENTSl Structuring Projects – why do firms use Off-Balance Sheet, Project Finance instead of On-Balance

Sheet, Corporate Finance;l Valuing Projects – what makes valuing highly leveraged firms difficultl Managing risky projects – How to Identify, Assess and Allocate Project Risks; andl Financing Projects through Innovative Financial Instrumentsl Social Cost Benefit Analysis of Projectsl Financial Modeling to quantify Viability-Gap Funding or Management FeesMETHODOLOGYThe programme is largely case driven. The participants would learn fundamentals of Project Finance and Public Private Partnership and best practices in action through an appropriate mix of classroom lectures, interactive discussions, case studies, class exercises, take home group assignments and experience sharing.WHO SHOULD ATTENDThe programme is best suited for professionals working in the infrastructure sector:l Project Finance Managersl Managers from Banks and Financial Institutionsl Investment Bankers, Private Equity Specialistsl Financial Analystsl Finance Professionalsl Government Officers from SIIDCsl Senior Officials of Regulatory bodies

FINANCE FOR NON-FINANCE EXECUTIVESJuly 9-13, 2012 and February 4-8, 2013


Finance impacts on all segments of organizational activity. It acquires funds, allocates resources, and tracks performance. It becomes the focal point for managerial attention, decision making, and accountability. Methods utilized by finance people in making financial decision are important and relevant to managers of other functional areas in all types of organizations. Thus the role of finance is all pervasive and has impact on the managerial decisions of non-finance executives. It is an extremely useful programme for management professionals for learning essentials of finance.

OBJECTIVES

Successful managers know that their decisions affect the profitability of the company, but are often puzzled by the numbers they deal with. The programme Finance for Non-Finance Executives empowers the non-finance managers with an understanding of the numbers. The programme provides the managers with a comprehensive working knowledge of critical financial principles in an easy to follow manner that will help them make better decisions in their organization. At the end of the course, the participants will be able to communicate finance related matters more effectively, understand the performance metrics of the organization, read and use company reports and comprehend other managerial accounting aspects. The participants learn to interpret crucial financial data in ways that enable them to improve their effectiveness and make a more productive corporate contribution for value creation.

CONTENTS

The programme will cover the following broad areas:l Understanding and Analysis of Financial Statementsl Cost Concepts and Costing Systeml Profit Planning and Short-term Decision Makingl Risk and Return in Financial Managementl Techniques of Capital Budgetingl Capital Structure Decisionl Dividend Decisionl Working Capital Managementl Financial Derivativesl Capital Marketl International Finance

METHODOLOGY

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class exercises, take home group assignments and experience sharing. Both academic and industry practices would be stressed upon throughout the programme.

WHO SHOULD ATTEND

This programme is designed for Heads of Divisions/Functions, Middle Level Managers and Managers, who are new to the concepts of Finance or those who wish to update their knowledge on basic Finance and Accounts.

PROGRAMME DIRECTORS: Prof. Prakash Singh and Prof. Ajay K Garg PROGRAMME FEE: ` 40,000/- per participant (residential)VENUE: July 9-13, 2012 at IIM Lucknow and February 4-8, 2013 at IIM Lucknow (Noida campus)

PROGRAMME DIRECTOR: Prof. Manoj AnandPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

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FINANCE FOR HR MANAGERSNovember 19-21, 2012

INTRODUCTION

To help HR managers in better understanding of the Finance function and its linkages with the Human Resource function. It is an extremely useful programme for management for learning essentials of finance for better decision making, planning and control.

OBJECTIVES

Successful HR Managers know and understand that their decisions affect the profitability of the company, but are often puzzled by the numbers they deal with. The Programme Finance for HR Managers empowers the Non-Finance Manager with an understanding of the numbers. The programme provides the managers with a comprehensive working knowledge of critical financial principles in an easy to follow manner that will help them make better decisions in their organization. At the end of the course the participants will be able to communicate finance related matters more effectively, understand the performance metrics of the organization, read and use company reports and comprehend other managerial accounting aspects. The participants learn to interpret crucial financial data in ways that enable them to improve their effectiveness and make a more productive corporate contribution for value creation.

CONTENTS

The programme will cover the following broad areas:

l The Finance Function and the Human Resource Manager

l The Balance Sheet and the Human Resource Manager

l The Interpretation and use of Financial Information for Human Resources

l Financial Implication of Human Resource Decisions

l Costing and Human Resources

l Budgets and Human Behavior

l Capital Budgeting and its Application to Human Resources

l Advances in Behavioral Finance

METHODOLOGY

The programme will be developed by various faculty members of the Finance and Accounting area at IIM, Lucknow and the pedagogy will largely involve case studies, presentation, lectures, exercises and discussion.

WHO SHOULD ATTEND

This programme is designed for Heads of Divisions/Functions, Middle Level Managers and Mangers, who are new to the concepts of Finance or those who wish to update their knowledge on basic Finance and Accounts.

FINANCE AND ACCOUNTSFINANCE AND ACCOUNTS

GENERAL MANAGEMENTGENERAL MANAGEMENTPROGRAMME DIRECTOR: Prof. Prakash SinghPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow (Noida campus)

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GENERAL MANAGEMENTGENERAL MANAGEMENTGENERAL MANAGEMENTGENERAL MANAGEMENT

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SELECTION PROCESSth

l Application Form, completed with self attested photocopies of Class 10 Mark sheet and Certificate, Graduation Mark sheets {all years/semesters}and Degree, Experience Certificates and DD of Rs.1000/- (non refundable), favoring “Indian Institute of Management Lucknow” payable at Lucknow, should reach the Programme Manager on or before Tuesday, March 20, 2012.

l Statement of purpose

l Two letters of recommendation

SELECTION CRITERIA

l Marks in Graduation

l Post Graduation Qualification/Degree

l No. of years of experience/Quality of Experience

FACULTY

The programme would be delivered by the Indian Institute of Management Lucknow faculty. Industry practitioners and entrepreneurs will be invited for few sessions for continuous industry interaction.

METHODOLOGY

A judicious mix of the following:

l Case method of learning

l Lectures

l Exercises , Assignments

l Group Projects and Presentations

l Peer Discussions

l Role Plays

EVALUATION SYSTEM

In addition to the Term-end final examinations, other evaluation instruments at the discretion of the faculty will include one or more of the following:

l Assignments/Quizzes

l Class Participation

SCHEDULE AND DURATION

l Classes will be conducted on Saturday to Sunday of the following week, making it 9 days

l Four learning Modules of 9 days each (240 hours) at IIM Lucknow.

PROGRAMME FEE

Description Fees

Application Fees ` 1000/-

Total Programme Fee (including board and lodging on double ` 3,50,000/-occupancy basis)

ONE YEAR PART-TIME GENERAL MANAGEMENT PROGRAMME FOR EXECUTIVES (GMPE)May 19, 2012 to April 21, 2013

INTRODUCTIONGeneral Management Programme for Executives (GMPE) is a 1 year part-time programme with Four On-Campus Modules of 9 days each, for working executives to prepare them for advanced career in management. This Management Development Programme has been meticulously designed to inculcate strong conceptual frameworks in Business and Management Skills, Communication Skills, Financial Management, Accounts, Human Resource Management, Quantitative Methods, Operations Management etc.GMPE will integrate Advanced Management Theory, Soft Skills and Quantitative Methods with real world business practices. It has 240 hours of teaching in Four "On Campus Modules" of 9 days each.On successful completion of the programme, the students will be awarded a Certificate of Part Time General Management Programme for Executives 2012-2013.OBJECTIVESl To understand macro-economic, socio-political, ecological and technological environment.l To develop analytical and innovative skills set in management to gauge change holistically

and to enhance efficiency and effectiveness of organizations.l To strengthen leadership and team building skills.l To develop values and proactive attitudes for societal well-being.

CONTENTS

Core Courses:

l Financial Accounting l Organizational Behaviorl Managerial Economics l Business Statisticsl Business Sustainability l Management Accountingl Marketing Management l Operations Researchl Human Resource Management l Business Communicationl Financial Management l Management Information Systeml Marketing Research l Advanced Data Analysisl Strategic Management l Consumer Behaviorl Business Environment l Supply Chain Managementl Business Ethics l Operations Management

INTEGRATIVE PROJECT

The integrative project is an important part of the programme. The student would identify the management problem, develop and evaluate alternative course of action and suggest the best option. Each student would present the findings of their study along with a written submission. The evaluation of the project report is to be done by IIML faculty.

ELIGIBILITY

Bachelor's Degree (or equivalent) in any discipline with minimum 50% aggregate marks in Graduation (or CGPA of 5 on a 10 point scale) or CA/ICWA/CS and a minimum of 5 years full-time post Bachelor's Degree (or equivalent) professional experience as on March 1, 2012.

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STRATEGIC SCHOOL LEADERSHIPMay 21-25, 2012

INTRODUCTION

The education environment in India is going through an unprecedented transition, today. Technological developments and large scale socio-economic changes in the society are impacting the teaching-learning processes and the teacher-taught relationship in the schools. These fast developments have resulted in an era which is full of contradictions and complexities. Today's students need learning which can help them making judicious decision in light of these contradictions and complexities. The old methods of imparting education need to undergo suitable modifications to meet the emerging challenges. In such a scenario, the school leadership also needs to be redefined to provide new vision. Program will help participants to change their perspective. They will be in a much better position to understand themselves and the world around them, thus enhancing their effectiveness.

OBJECTIVES

l To understand and appreciate the changing school education environment

l To understand the process of creating excellent learning institution

l To create understanding of changed leadership role and what it takes to become a great leader

l To provide tools and techniques that can be used by the participants to enhance their leadership capability

CONTENTS

l Leadership traits and what great leaders do

l Understanding and enhancing emotional quotient

l Role of creativity and innovations in school leadership

l Leadership in response to difficult situations/people

l Values and ethics in leadership effectiveness

l Changing school education paradigm and emerging leadership challenges

l Teaching-learning processes and need for leadership adjustments

METHODOLOGY

The programme objectives will be achieved using case discussion, lecture, games, role plays etc.

WHO SHOULD ATTEND

Directors of Schools, Trustees of Schools, Principals, Teachers, Education Policy Makers

FEE DETAILS

Date Amount

At the time of Application ` 1,000/-

At the time of Confirmation, latest by April 30, 2012 ` 50,000/-

May 19, 2012 (Beginning of Term I) ` 1,50,000/-

August 18, 2012 (Beginning of Term II) ` 50,000/-

December 15, 2012 (Beginning of Term III) ` 50,000/-

April 13, 2013 (Beginning of Term IV) ` 50,000/-

ADMISSION SCHEDULE

Activity Date

Last date for application form and Demand Draft March 20, 2012

Notification of short listed candidates April 10, 2012

Acceptance and payment of Confirmation Fee April 30, 2012

Term I May 19-27, 2012

Term II August 18-26, 2012

Term III December 15-23, 2012

Term IV April 13-21, 2013

The completed application form along with the Demand Draft of ` 1000/- (Rupees One Thousand) only, drawn in favor of “Indian Institute of Management Lucknow”, payable at Lucknow should reach, The Programme Manager, Indian Institute of Management, Prabandh Nagar, Off Sitapur Road, Lucknow - 226013, latest by Tuesday, March 20, 2012.

PROGRAMME DIRECTOR: Prof. Sushil KumarPROGRAMME FEE: ` 40,000 per participant (residential)VENUE: IIM Lucknow

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STRATEGIES FOR LOW CARBON MANAGEMENT AND BUSINESS SUSTAINABILITYSeptember 3-5, 2012

INTRODUCTION

While global society is witnessing unprecedented economic growth owing primarily to large-scale industrialization, the growing degradation of the natural environment and climate change is becoming a main threat to human survival in the long term. A major challenge confronting businesses is to retain their competitive advantage in view of increasing restrictions being imposed by the regulators as well as by the larger society. Many unforeseen costs and payable externalities are surfacing for which businesses need to plan now. Various stakeholders, irrespective of boundaries and borders, are pressuring the businesses to minimize their carbon and ecological footprints. In such a carbon constrained economy, companies need to move quickly to gain competitive advantage. So, sooner the companies integrate sustainability principles in their business practices the better placed they will be.

The programme focuses on sensitizing the participants about impacts of society's growing environmental concerns. It strives to develop a business mindset which can move beyond an approach that seeks simply to minimize the environmental impacts to strategies that seek to proactively manage these issues. In addition to exposing participants to working of Carbon Markets and their potentials, the course will describe various strategies many proactive companies all over the world are introducing to mitigate climate change and thrive in world where resources are becoming scarce.

OBJECTIVESl Understanding complex relationship of business with their countless external stakeholdersl Understanding the Concepts of Life Cycle Management and Life Cycle Analysisl Measuring Social and Environmental Impacts – Ecological and Carbon Footprintsl Discuss various Strategies for integrating Climate Change Mitigation Methods with Core

Business Practicesl Understanding of Externality Markets especially Carbon Markets

CONTENTSl Concept of business sustainabilityl Climate change and how it affects today's businessesl Possible business responses to the challenges posed by Climate Changel Low carbon management strategies including energy efficiency l Externalities in environmental management and Kyoto Protocoll Carbon markets and Emission Trading Schemes Fundamentalsl Global developments in carbon marketsWHO SHOULD ATTENDThe programme is designed for middle and senior level managers/professionals in corporate and non-corporate sectors who are connected in any way with managing their organizations on a sustainable basis. The programme will also appeal to consultants and non-governmental organizations.METHODOLOGYThe training will be conducted using lectures by IIML faculty and guest speakers using various case studies.

CREATIVITY AND INNOVATION FOR SUSTAINED BUSINESS PERFORMANCENovember 5-7, 2012

INTRODUCTION

Businesses today are operating in a highly turbulent and hyper-competitive environment. In such a business environment companies cannot sustain or enhance their performance just by cost-cutting or by focusing on core business. Today's competitive advantage will not last more than a few years. Companies have to recognize that transformation is a reality. In order to maintain a sustainable competitive advantage, the companies should not only be good at exploiting today's certainties but, at the same time, they need to possess abilities to explore new opportunities – they have to be ambidextrous. Effective management of creativity and innovations play a critical role in developing this trait. However, with many theories emerging both from academic and the corporate worlds, the world of innovations itself is undergoing transformation.

This programme will focus on some of the path-breaking works being done across the world in the field of creativity and innovation. The participants, through various tools and techniques, will get a chance to analyze their creative abilities. They will also be able to unlock their creativity and become innovators thus contributing to the company's innovativeness.

OBJECTIVES

l To make participants aware of the role of creativity and innovation in today's business environment

l To expose the participants to path-breaking innovations across the world

l To facilitate in unlocking creativity

l To help the participants in finding innovative solutions for real life challenges being faced.

CONTENTS

l Introduction to Creativity and Innovation

l Principles and Processes of Creativity

l Techniques for Developing Creativity

l Developing a Creative Organization

METHODOLOGY

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies and class exercises, etc.

WHO SHOULD ATTEND

Mid-career and senior executives who can contribute to enhancing innovativeness of organizations.



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CREATIVITY AND PROBLEM SOLVINGNovember 19-21, 2012 and February 11-13, 2012

INTRODUCTION

At times, the problems faced by the organizations may be unique, multifaceted and complex, calling for an applied critical thinking by the team to seek out the solution. This demands a higher level response from the managers and others involved in the process who, in turn, need to be innovative and creative to solve such problems.

This program blends the problem solving and creativity in a comprehensive approach to problem solving, decision making and planning.

OBJECTIVES

The programme aims at helping participants build problem solving and creative thinking skills. The participants would be exposed to the world of creativity and its impact on the problem solving process and decision making ability. Application of a wide variety of tools and techniques in the field of problem solving and creativity would be explicitly discussed and demonstrated during the course of the training.

The programme will enable the participants to :l Understand the problem solving and decision making processl Comprehend the realm of analytical and creative thinkingl Appreciate different perspectives of the problems, related decisions and their implicationsl Understand the lateral thinking process and its benefits in solving problemsl Identify and overcome the barriers in the decision-making processl Developing decision-making skillsl Learn proven problem solving tools and techniquesl Attain knowledge of the application of several creative thinking toolsl Value creative thinking as a profit generating tool

CONTENTSl Problem Solving and decision making processl Analytical and creative thinking l Brainstorming and lateral thinkingl Problem solving tools and techniquesl Enhancing decision making skillsl Human brain information processing and creativityl Barriers to creativity and how to overcome thosel Group creative problem solving

METHODOLOGY

A mixed pedagogy of involved lectures, videos, cases, exercises, and subject oriented games would be followed in an experiential learning environment.

WHO SHOULD ATTEND

Managers and personnel at middle management level who are going to be the change agents for those organizations which believe in the philosophy that the path of continuous improvement is the way ahead for the organization. Persons involved in problem solving, decision making and implementing those decisions will benefit from this programme.

GENERAL MANAGEMENT PROGRAMMEDecember 3-14, 2012

INTRODUCTION

In the context of economic liberalization and globalization of the Indian economy, managers today

have to deal with a variety of technical and managerial issues. Managers have to shift from a

functional mindset and capabilities to a more generic competence of managing business as well as

people issues together. Another significant trend in Indian businesses is the reduction of number of

layers (flat structures), emergence of interdependence and cross-functional team work.

Companies have also fostered internal career growth where they promote high performing

individuals to take up larger responsibilities. In such situations, people who have grown from the

ranks with a functional mindset need to acquire more generic competence – the ability to integrate

and complement knowledge and skills from various functional disciplines. It is therefore becoming

important that all the employees of the organization understand the significance of the business

strategy, rather than just the top management.

It is in this context that the General Management Programme (GMP) is offered. It is designed to

provide participants with a broader understanding of the Indian business context, business

strategies and the various functional disciplines of management as a unified whole. The modules and

sessions are designed to integrate the specific functional knowledge and managerial skills with the

appreciation of the immediate and long-term context of the business.

OBJECTIVES

The programme is intended to:

l Orient participants about the emerging Indian and International business environment

l Provide a basic understanding of the managerial systems and processes

l Provide basic functional inputs – Accounting and Finance, Decision Sciences, Organizational

Behavior, Human Resources Management, Communication Skills, Marketing, Strategy,

Information Technology, and Business Environment

l Familiarize participants with requisite analytical tools and techniques.

PROGRAMME DIRECTOR: Prof. Sushil KumarPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: November 19-21, 2012 at IIM Lucknow and February 11-13, 2013 at IIM Lucknow (Noida campus)

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CONTENTS

METHODOLOGY

The pedagogy adopted would be multi-pronged, ranging from case method, lectures, simulations and games, exercises and projects/ assignments.

WHO SHOULD ATTEND

The programme is designed for executives who have both people and business management responsibilities, and senior-middle executives grown from functional streams.

CORPORATE GOVERNANCE AND ETHICSJanuary 14-16, 2013

INTRODUCTION

Countless social and ethical issues frame relationship between business and various stakeholders including government and society. Recent rash of scandals involving major corporate giants throughout the world have brought to the attention of public and academia the need to analyze these issues. As corporate India struggles to finds its social and ethical identity in national and global business environment that grows increasingly complex, managers are confronted with exceedingly difficult challenges in balancing their economic, legal, ethical, and philanthropic responsibilities to the variety of stakeholder groups with which they interact. This course addresses these challenges from individual, organizational, managerial, and societal perspectives. The material covered in this course will enable participants to deal more effectively with pressures and demands companies experience from a range of stakeholders in their external business environment, such as local communities, governments, pressure groups, suppliers, and the media to name only a few.

OBJECTIVES

l Describe the stakeholder approach to business, society, and ethics

l Introduce the concept of values and ethics as an intangible assets

l Provide students with an opportunity to gain an understanding of the importance of socially responsible strategies in sustainable business management practices

l Develop an understanding of the current issues and developments in the corporate governance debate, including the changing role of investors, the CEO, and the board

l Develop an understanding of what makes a board effective.

CONTENTS

l Stakeholder approach of value creation

l Fundamentals of business ethics

l Values and ethics as competitive advantage

l Corporate Boards: Processes, Control and Independence

l Reporting Issues, Scandals and Regulatory Responses

METHODOLOGY

The programme objectives will be achieved using case discussion, lecture, games, role plays etc.

WHO SHOULD ATTEND

Senior and middle level managers, policy makers, NGOs etc.

PROGRAMME DIRECTOR: Prof. Archana ShuklaPROGRAMME FEE: ` 80,000/- per participant (residential)VENUE: IIM Lucknow

PROGRAMME DIRECTOR: Prof. Sushil KumarPROGRAMME DIRECTOR: ` 30,000 per participantVENUE: IIM Lucknow

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CORPORATE GREENING STRATEGIESFebruary 25-27, 2013

INTRODUCTION

Businesses all over the world are facing severe criticism for the large-scale degradation of environment. Global society has started accusing the businesses for promoting unsustainable use of natural resources and ever increasing pollution levels. In response, many proactive firms are attempting to integrate environmental concerns in their business strategies by redesigning products and services. These firms believe that environmental protection can possibly become a source of competitive advantage can also help to meet the challenges of stringent regulatory norms. Many business eexecutives now regard the environment as the socio-political issue that will attract the most attention, by far, from the public and politicians over the next five year (McKinsey Quarterly, March 2008). According to IBM survey, eco-friendly product launches increased by more than 500% from 2007 to 2009.

OBJECTIVES

l Provide an understanding of complex relationship between business and various components of its external environment

l Introduce the concept of sustainable business management and corporate social responsibility in new and dynamic economy

l Discuss various market and non-market greening strategies

l Understand the concept of life cycle analysis and computation of various footprints

l Provide participants with an opportunity to gain an understanding of the importance of environmentally responsible strategies in sustainable business management practices

CONTENTS

l Problem of Environmental Degradation in Post-industrial Era

l Competitive Analysis in the Carbon Constrained Economy

l Challenges of Integrating Greening Strategies with Core Corporate Strategy

l Eco-efficiency Analysis and Sustainable Product Development

l Product Life Cycle Management and Life Cycle Analysis

l Biomimicry, Natural Capitalism and Eco-Innovativeness

l Green Certification

l Green Branding and Positioning

METHODOLOGY

The program objectives will be achieved using case discussion, lecture, games, role plays etc.

WHO SHOULD ATTEND

Senior and middle level managers, policy makers, NGOs etc.

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GENERAL MANAGEMENTGENERAL MANAGEMENT GENERAL MANAGEMENTGENERAL MANAGEMENT

DEVELOPING STRATEGIC MINDSETJanuary 21-23, 2013

INTRODUCTION

Business managers are facing very challenging times. Understanding how to plan and execute complex strategies that meet the goals of the organization is now critical for both career and business success.

The programme helps translate strategic analysis into a highly interactive workshop. It is designed to help participants develop their understanding of where their job fits into the overall value creation process of the organization, and how to develop a personal action plan that meets the evolving goals of the organization.

OBJECTIVES

l Develop a complete strategic mindset to enhance your contribution to the organization

l Think forward – identify critical success factors for the future, both individually and organizationally

l Understand the key fundamentals of strategic planning and thinking

l Identify new ways to create value for the organization

l Use strategic evaluation tools to improve your abilities in the key areas of: problem solving, communications, conflict management and decision-making

l Learn to conduct an environmental scan to uncover strengths, weaknesses, opportunities, and threats

l Develop a personal vision statement and map to implement back at the office.

CONTENTS

l What is Strategy

l What is Strategic Thinking

l Exploring Different Styles

l Mapping your Style

l Techniques for Improvement

l Influencing your Organization

METHODOLOGY

The programme would be conducted through the mix of lectures, exercises and case studies.

WHO SHOULD ATTEND

This programme covers the major planning issues facing management today in both the private and public sector. It is recommended for any Manager or Executive...

l with concerns about how strategy is effectively developed, communicated and implemented

l facing the challenge of developing a strategic plan, business plan or functional plan

l new to the position and wanting to align performance to the purpose of the organization whose goal is to develop a stronger strategic marketing and customer focus

PROGRAMME DIRECTOR: Prof. Archana Shukla PROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow (Noida Campus)


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HUMAN RESOURCE MANAGEMENTHUMAN RESOURCE MANAGEMENT

MANAGING EMPLOYEE PERFORMANCE MANAGEMENT SYSTEM FOR CORPORATE EXCELLENCEJune 14-16, 2012

INTRODUCTION

Today's business scenario and the growing competitive environment have raised several challenges for organizations. One of the biggest challenges that companies are facing is how to motivate and retain performing employees. Motivation and retention largely depends on the extent to which a company succeeds in developing an objective and comprehensive performance management system (PMS) that can provide role clarity as well as wider acceptance among the employees. A large number of relevant issues in performance management system and processes need to be addressed and understood for successful implementation of PMS. A three-day unique program, which will be conducted in a workshop mode, aims to contribute towards this direction.

OBJECTIVES

l To make participants aware of the basic concepts and new developments in the field of performance management.

l To help participants develop, through practical sessions, skills to perform goal setting and appraisal in an effective manner.

l To develop amongst the participants the basic ability to provide feedback and effective counselling of subordinates and other employees.

l To sensitize the participants with the critical issues in performance management for building high performance culture in the organizations.

CONTENTS

l Relevant concepts of performance management and an overview in performance management systems and practices in Indian and global organizations.

l Methods of setting individual and group goals in the organization.l Current trends in performance appraisal process, including development centre and

balanced scorecard techniques.l Performance feedback and performance counselling process as a tool for performance

improvement.

METHODOLOGY

The program will be on workshop mode and focus will be on "learning by doing". Methodology adopted for the training sessions will be exercises, case studies, role-plays, discussion, and experience sharing by academicians and HR professionals. A setp-by-step goal setting and feedback process will be performed by the participants during the programme and real counseling session will be conducted to provide the participants practical understanding and experience of counseling.

WHO SHOULD ATTEND

This program is designed for all managers working at middle and senior levels as all these managers require skills in performance appraisal and management. Further it will be very useful for those HR managers and professionals who are involved in developing and redesigning the performance management systems and processes for their.

PROGRAMME DIRECTOR: Prof. Pankaj KumarPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow


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HUMAN RESOURCE MANAGEMENTHUMAN RESOURCE MANAGEMENTHUMAN RESOURCE MANAGEMENTHUMAN RESOURCE MANAGEMENT

LEADERSHIP DEVELOPMENTJuly 12-14, 2012 and January 10-12, 2013

OBJECTIVES

Several theories explain leadership and leadership potential among people. Essentially leadership is about influencing people towards a goal or a vision that the leader himself creates or helps create. Leadership is a practicing art which goes beyond the managerial techniques, skills and practices. As more and more complex challenges keep getting added to the organizational life, there is a dearth of quality leaders to deal with them. This programme helps participants understand the nuances of leadership and through a series of simulations and role plays helps them hone and develop their leadership potential.

CONTENTS

l Theories of Leadership

l Leadership and Change

l Communication for Leadership

l Leadership and Conflict Management

l Leading Teams

l Leadership and Motivation

METHODOLOGY

Measurement and Feedback, simulations, role-plays, theory sensitization through discussions, case analysis, exercises, inputs from experts and coaching would form the dominant pedagogy for learning.

WHO SHOULD ATTEND


PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

NEGOTIATION SKILLS DEVELOPMENTJuly 5-7, 2012 and November 22-24, 2012

OBJECTIVES

While contemporary literature and tools deal with negotiating strategy, tools and techniques, what they miss out on is negotiating “ability”. The primary premise of this program is that behind these tools, techniques and actions to negotiate, is the individual ability to grapple with negotiations in human interactions. The objective of this program is to develop this negotiating ability in participants and then sensitise them to the relevant tools and techniques for conduct of negotiations. Subsequently the participants will be imparted with Negotiation Skills pertinent to interpersonal negotiations in various scenarios.

CONTENTS

Specifically the course would help participants measure their negotiating ability, identify their areas of strengths and weaknesses, identify the processes, both overt and covert, by which negotiating situations emerge, understand the behaviors of negotiating actors and the changing dynamics of negotiating situations, look into the aspects of Business Contracts Negotiation, and develop a conceptual and skills framework for the process of negotiations.

l Introduction and development of the 5-Dimensional Negotiating Ability Framework

l Theoretical Perspectives on Negotiation

l The Art of Kinesthetic Speaking and Persuasion

l Pre-Negotiation Planning

l Crucial Negotiating Skills and Strategies

l Sales Negotiation

l Common Negotiation Techniques and Ploys

l Post Negotiation Strategies

METHODOLOGY

Measurement and Feedback, role-plays, theory sensitization through discussions, case analysis, exercises, inputs from experts and coaching would form the dominant pedagogy for learning.

WHO SHOULD ATTEND


PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participantVENUE: July 5-7, 2012 at IIM Lucknow (residential) and November 22-24, 2012 at Mumbai (non-residential)

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PERSONAL GROWTH THROUGH SELF EXPLORATIONAugust 6-10, 2012 and February 11-15, 2013

INTRODUCTIONOrganizations are constantly seeking newer ways of attaining success in ever changing business environment. Their managers and executives are key drivers in the journey to success. In order to contribute significantly, managers need to address their own personal growth and effectiveness issues on continuous basis. The best way to address personal growth issues is to initiate self exploration through introspection and assessment in current values, motivations, styles, skills of approaching and solving problems. Specifically managers need to understand what are their strengths and potential areas of development through standardized self assessment tools and feedback. And then decide where they want to move from their current locations. What are the skills they require to hone and how?The programme is designed to address the issues of PERSONAL GROWTH THROUGH SELF EXPLORATION. Here managers will get the opportunity to understand their strengths and areas of potential development through standardized diagnostic tools. They will be given opportunity to practice new behaviours and skills that they want to develop and strengthen in the long run in risk free and supportive environment.OBJECTIVESl To expose the participants to the models of Self and Rolel To appraise the participants to various issues involved in Personal Growth and

Effectivenessl To make the participants aware of their Strengths and Areas of Potential Developmentl To provide tips to hone various skillsl To provide opportunity to Observe, Experiment and Practice new behaviours in supportive

environment.

CONTENTSl Models of Personal Growth and Effectivenessl Self Esteem and Self Confidencel Values and Ethicsl Emotional Intelligencel Self in Interpersonal Contextl Communicating Effectivelyl Creativity and Problem Solvingl Art of Leading and Influencingl Mentoring and Counsellingl Collaboration and Team Workl Time Managementl Stress Management.METHODOLOGYThe programme will utilize a variety of pedagogical tools including assessment instruments, games, lectures cum discussion and role playing and simulation.WHO SHOULD ATTENDManagers who believe that learning is a continuous process and would like to invest in self exploration to experience personal growth and effectiveness.

PROGRAMME DIRECTOR: Prof. Shailendra SinghPROGRAMME FEE: ` 40,000/- per participant (residential)VENUE: IIM Lucknow

ADVANCED MANAGEMENT PROGRAMME July 23-August 4, 2012

INTRODUCTION

Management Professionals have sought for years to understand why the very same activity leads to renewal in one company and to more of the same performance in another. Almost always, the answer that is given is leadership, the ability to inspire confidence and support among managers on whose competence and commitment performance depends. The challenge is incessant change and innovation has necessitated that senior executives must have the capability to ensure sustained competitive growth for the organization. Optimizing the effectiveness as a leader, one needs a leadership strategy and style suited to the growing responsibilities – an approach aligned with one's values and personality as well as the management role. Examining the insight from latest research and proven management techniques, the programme focuses on developing a leadership style of the participants that not only makes them better manager of team, but also helps unleash a culture of leadership across their organization.

OBJECTIVES

Management Professionals have sought for years to understand why the very same activity leads to renewal in one company and to more of the same performance in another. Almost always, the answer that is given is leadership, the ability to inspire confidence and support among managers on whose competence and commitment performance depends. The challenge is incessant change and innovation has necessitated that senior executives must have the capability to ensure sustained competitive growth for the organization. Optimizing the effectiveness as a leader, one needs a leadership strategy and style suited to the growing responsibilities – an approach aligned with one's values and personality as well as the management role. Examining the insight from latest research and proven management techniques, the programme focuses on developing a leadership style of the participants that not only makes them better manager of team, but also helps unleash a culture of leadership across their organization.

CONTENTS

l Understand and appreciate the changing dynamics of business globally

l Organizational Culture and Role of Leadership

l Exploring the evolutionary process of successful leadership

l Crafting right kind of leadership style and harness the leadership potential

l Creating a sense of shared responsibility and ownership

l Managing Diversity

METHODOLOGY

l Case Study

l Discussion and Role Plays

l Experiential learning through simulations

l Reflection and Self Assessment

WHO SHOULD ATTEND

This programme is appropriate for senior level executives who are involved in leadership in product divisions, geographical region, a corporate function or a joint venture.

PROGRAMME DIRECTORS: Prof. Pankaj Kumar and Prof. Pushpendra PriyadarshiPROGRAMME FEE: ` 4.75 Lakh per participant (residential)VENUE: Week 1 – Indian Experience (at IIM Lucknow) Week 2 – Overseas Experience (Australia)

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TEAM BUILDINGSeptember 3-5, 2012

INTRODUCTION

Teams are the key to smart, flexible and cost-effective organizations for the 21st century. Similarly, independence is a common feature of large and complex organizations. Effectiveness of organizations therefore depends on team-work at different levels, particularly at the higher levels of organizational hierarchy. While everyone seems to recognize the importance of team-work, there are many inadequacies and problems in practice. Perhaps, senior managers perceive a potential conflict between individual excellence and effective team-work. However, while success in organizations requires the contribution of talented and highly competent individuals, sustained and long term success can be built only on the foundation of good team-work.

A team is a collection of people who are expected to co-operate and collaborate to enable them to achieve the goals of the team as well as goals of individuals. The nature and composition of teams are determined by the basic structure of the organizations and the method of division of work. Effective team-work, therefore, demands an appropriate style of leadership and development of mutual trust and inter-personal relations.

While it is important that each team functions effectively, co-operation and collaboration between various teams within the organization is a pre-requisite for its success. Traditionally, inter-team co-ordination has been found to be a weak link. Further, members of an organization have multiple roles and, therefore, a leader of a team is also a member of one or more teams. Hence, the wisdom in the statements, 'a good leader must also be a good follower'.

Research and experience show that there are many possible obstacles to effective team-work, such as inadequacies of structure; nature of task and technology; personal attitudes and beliefs; organization values and culture and skills to manage inter-personal relations with seniors, juniors and more especially, with peers.

This programme is designed to explore the process and dynamics of team-work, i.e. it will analyze those factors which can prevent and those which can promote team effectiveness and the effectiveness of those who work in teams.

OBJECTIVES

The programme would be primarily focused on sensitizing the participants about the context of team working, including cross-functional teams, project/functional teams, and virtual teams. This programme will sensitize participants about the dynamics of working together, building a team orientation, strategies for building team culture, and developing inter-team collaboration.

CONTENTS

l The nature and role of teams in organization

l Interpersonal compatibility

l Understanding the team dynamics; factors contributing to team effectiveness and factors impending team building

l Team leadership

UNDERSTANDING SELF FOR MANAGERIAL EXCELLENCEAugust 16-18, 2012 and December 13-15, 2012

INTRODUCTIONToday, organizations have no option but to prepare themselves to face the unforeseen challenges of rapid change, global competition, advance technology, and customer care. Trends show that to achieve excellence in the new economy, organizations are making best effort to strategically understand the financial dynamics of the turbulent environment, apply most suitable cost effective technology, redesign as well as transform themselves to match and compete with the environment, and develop effective relationship management. They are also offering superior product-services, moving from product centric to customer centric marketing, understanding and appreciating the customer needs, and applying all strategies to maintain as well as sustain their position.It is not possible to create excellent organizations without excellent managers. In an organization many people may be performing very well but their performance can be improved further if they know their potentialities and weaknesses. In fact, continuously excelling the performance is the need of the organizations and demand of time. It is possible only when an organization is able to establish an effective link between its processes and performance as well as effectively utilize the unlimited potentialities of every member. Here lies the importance of human resource management that will automatically take care of the rest to ensure continued survival and future success of the organization.OBJECTIVES Main objective of this programme is to make an effort to demonstrate to a Manager/Leader that s/he has unlimited potential. Actualization of these potentials in real and work life can only be through understanding one's own self fully and how she/he relates herself/himself to others and the environment in a better way. This workshop will be a journey into managerial insights to highlight various facets of managerial excellence.CONTENTSl Diagnosing and Understanding Self – Self Analysisl Understanding Others: Interpersonal Relationships at Workl Role Analysis and Action Planning for Empowered Rolel Managing Team Effectivelyl Developing Assertiveness and Trust on othersl Understanding Work Environment (culture) and Performancel Managing Diversityl Effective Negotiation Stylesl Leadership Buildingl Reflections through Action Plan PresentationsMETHODOLOGYWe plan to apply the following depending on the requirementl Discussionl Case Studyl Role Playingl Simulation/Management Gamesl Experience sharingWHO SHOULD ATTENDProgramme is designed for every Manager, who aspires to develop herself/himself as an effective leader in all spheres of work and life.

PROGRAMME DIRECTOR: Prof. Pankaj KumarPROGRAMME FEE: ` 40,000/- per participant (residential)VENUE: August 16-18, 2012 at IIM Lucknow and December 13-15, 2012 at IIM Lucknow (Noida campus)

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STRATEGIC HUMAN RESOURCE MANAGEMENT (SHRM)September 6-8, 2012

OBJECTIVES

Human Resource Management is a strategic tool with managers and leaders, the effective utilization of which can lead to transformational changes in organizations. To be efficient and effective the strategies of HRM have to be in line with the organizational strategy. This programme helps participants to create a source of sustainable competitive advantage in organizations through creation, development and retention of Strategic Human Resources.

CONTENTS

l Strategy and Human Resource Management

l Hiring and SHRM

l Training and Development for SHRM

l Performance Management for SHRM

l Team Building and SHRM

l Leadership in SHRM

l Motivation through Employee Engagement

METHODOLOGY

Theory sensitization through discussions, lectures, simulations, case analysis, exercises, inputs from experts and coaching would form the dominant pedagogy for learning.

WHO SHOULD ATTEND

Senior and Middle Level HR Managers of Organizations.

PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

l Conflict: Intra– and inter-departmental, internal customer orientation and inter-group relationship

l Skills needed for effective team building; communication, decision making, problem solving, conflict management, etc.

l Strategies for building team culture

The programme will have six modules as described below:

METHODOLOGY

Our belief is that appreciation of the issues in team building and working together cannot be imparted through lectures, rather when the participants themselves experience the issues through simulations, exercises or games, it becomes their learning, and there is a high degree of ownership to the insights generated during the session. Thus, the pedagogy of the programme will be highly process-driven, rather than lecture-driven.

WHO SHOULD ATTEND

Senior executives, functional heads from Public, Private and Government departments. Though not mandatory, it is desirable that an organization nominates two or more Managers. This will be helpful in facilitating team-building efforts on their return from this programme.

Module Deliverables

Understanding self Analysis of personal strengths and weaknesses, strong likings or dislikings, getting to know one's own way of looking at things, highlighting performances and obsessions in behavior, etc. as team member

Managing diversity To appreciate others' concerns, assumptions, getting to know others' fixations, and therefore, deal with the diversity in the team, appreciating the complementary skills of team members, and how to converge to a common agenda and action plan

Understanding the To appreciate the group level issues like conflicts, group dynamics,dynamics of working group decision making, process, synergy, evolving and adhering to the together common agenda, empathy, leadership, etc.

Team problem solving To help participants understand the nuances of the team problem solving process in terms of analyzing the situation, defining agenda/objectives, evolving criteria for evaluating the options, prioritizing criteria, generating options, evaluating options with the criteria, and choosing the best option.

Managing team To appreciate the team issues of goal setting in teams (operationalizing the performance agenda), team mapping (aligning task, expectations, skills and resources),

and team coordination. This would also help participants in appreciating the need to manage scarce resources, planning, time management, etc. in a project context.

Developing inter-team To highlight the issues in inter-team relationships, building trust, collaboration developing cooperation, and resolving inter-team conflicts.

PROGRAMME DIRECTOR: Prof. Archana ShuklaPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow (Noida Campus)

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DISCOVERING LEADERSHIP THROUGH OUTBOUND LEARNINGOctober 8-10, 2012

INTRODUCTION

Experiential learning has emerged as holistic and vital tool of transfer of learning recently, the growing usage and emerging form is a testimony of this. Professionals rather like to experience by action and reflection rather than being a passive recipient of the intellectual dose. Leadership literature is replete with theoretical models and anecdotes, but as individuals we have realized the hard truth of going through the voyage called leadership that it is better experience, learn and evolve rather than other ways. This programme is intended to take you through various shades of leadership journey through outbound simulations enabling you to identify your path of success, know your virtues and drive and deal with dilemmas and conflict.

OBJECTIVES

l Learning about self and others through experiential exercises.

l Understanding your leadership style and getting best out of it.

l Becoming a team leader and forging amiable team atmosphere.

l Learning to overcome your fears and confronting challenges.

l Emphasize performance by creating a climate of Trust and Comfort

At the end of this workshop the participants will

l Have better understanding of self and others which is the basis of building and nurturing any relationship

l Have a better understanding of LEADERSHIP STYLE

l Developing COMPETENCIES of TEAM LEADER

l Developing the ability to be MENTOR and develop your subordinates.

METHODOLOGY

Among various pedagogical options the programme intends to use experiential learning mainly emphasizing 'learning by doing'. Other approaches will be :

l Management Games

l Experience Sharing

l Discussion

l Role Playing

WHO SHOULD ATTEND

Programme is designed for every manager, who aspires to develop himself/herself as an effective leader in all spheres of work and life.

PROGRAMME DIRECTOR: Prof. Pushpendra PriyadarshiPROGRAMME: ` 30,000/- per participant (residential)VENUE: IIM Lucknow

PERSONAL GROWTH THROUGH EMOTIONAL INTELLIGENCESeptember 24-26, 2012

INTRODUCTION

Performance, customer satisfaction, growth and success are buzz words of Corporate Olympiad. Organizations are searching new ways to win Corporate Olympiad through performance and excellence, as the older ways are not giving results. Traditionally analytical ability and technical qualifications of people were emphasized, as corporate managers believed that these abilities are the key determinants of performance excellence. However, recent insights into the dynamics of executive performance suggest that mere possession of high IQ or technical expertise does not guarantee performance and success. There is compelling evidence that it is not IQ or a degree from a renowned institution but Emotional Intelligence (EQ) that differentiates star performers from average ones.

Unlike traditional intelligence, Emotional Intelligence can be learned at any stage. This programme addresses the issue of Personal Growth through Emotional Intelligence. Here we shall try to develop sensitivity to experience emotions in self and others and also learn to manage these emotions to generate trust, synergy, goodwill and performance.

OBJECTIVES

The programme aims to:

l Expose Managers to the concept of Emotional Intelligence;

l Diagnose the current level of Emotional Intelligence among Managers;

l Provide opportunity to observe and experiment with Emotionally Intelligent Behavior in risk free environment; and

l Provide tips for developing various components of EQ.

CONTENTSl What is Emotional Intelligencel Managing Anger and Negative Emotionsl Optimism and Resiliencel Stress Immunityl Emphatic Inquiry and Trustl Emotionally Intelligent Leadershipl Emotional Intelligence and Team Functioning; andl Conflict Management and Negotiation.

METHODOLOGY

The programme will utilize a variety of pedagogical tools including assessment instruments, games, lectures cum discussion, role playing and simulation.

WHO SHOULD ATTEND

Managers who want to experience personal growth and flourish their effectiveness through Emotional Intelligence.

PROGRAMME DIRECTOR: Prof. Shailendra SinghPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow

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HRD FOR LINE MANAGERSOctober 29-31, 2012

INTRODUCTION

The strides of liberalization and globalization are witnessing a distinct shift in corporate HR practices towards contribution-centric approach. This paradigm shift has also established the strategic partnering of the line manages with HR functions and functionaries. Value creation through people has become the critical success factor and the competitive forces have compelled revisiting the role and contribution of line managers in formulating and implementing HR policies and practices for strategic advantage. The line and HR partnership can only reshape the organizational culture for performance and provide the distinctive competitive advantage.

OBJECTIVES

In this programme, the participants will be able to:

l Develop an appreciation towards HRD policies and practices at workplace

l Build sensitivity to the issues that arise in partnering with the HR department and professionals

l Realize their own strengths and constraints in taking up the empowered roles

l Build necessary skills to be more effective in dealing with HRD issues at work place and contribute to organizational effectiveness.

CONTENTS

l Understanding various common HRD practices at work place

l Understanding the role of line managers in making HRD a success

l Discussing threadbare various HRD mechanisms like Mentoring/Coaching/Counseling, Performance Management System, Reward System and Success Planning, IR Issues, Organizational Culture, etc. and how effectively line managers can contribute to it

l Self analysis to assess the preparedness for taking up this empowered role and working out an initiative plan for implementation

l Analysis of case studies from leading organizations to demonstrate the usual pitfalls and problems in partnering of line and HR and the method to overcome them.

METHODOLOGY

The entire programme will be delivered through case methods, role play, simulation exercises and management games. Therefore the focus would be completely on learning by doing and experience sharing-throughout.

WHO SHOULD ATTEND

Line Managers who believe in HR practices and values and want to contribute to organizational excellence by taking the role of HR Ambassador.

PROGRAMME DIRECTOR: Prof. Pankaj KumarPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

MANAGERIAL EFFECTIVENESSOctober 8-12, 2012 and January 7-11, 2013

INTRODUCTION

Intellectual Capital is undoubtedly a significant source of competitive advantage for firms in the coming knowledge economy. In order to harness the full potential of their intellectual capital, organizations have to invest in building their managers into highly knowledgeable, skillful, and effective in understanding and performing their roles.

As individuals, managers have to focus on developing their competence in managing their own self, interpersonal relationships at work, managing teams, and understanding the context of their workplace. As the individual manager achieves his targets and goals, his team performs, and hence the organization performs and grows.

OBJECTIVES

The programme is designed to help participants:

l Understand self

l Understand the roles and functions of a Manager, and

l Build the requisite competence and skills to perform the role effectively.

CONTENTS

l Role of the Manager

l Self Understanding

l Interpersonal Effectiveness

l Communication Skills

l Time Management and Planning

l Emotional Intelligence and Stress Management

l Team Building and Decision Making

l Leadership and Managerial Styles

l Performance Management (Counseling and Appraisal), and

l Change Management

METHODOLOGY

`Learning by doing' will be dominant pedagogy of this highly experiential programme. The participants would take part in role-plays, group discussions, games and simulations, and various exercises. Lectures and case discussions would support the exercise in concept-sharing.

WHO SHOULD ATTEND

This programme caters to the specific needs of Senior and Middle Level Executives in private, public, and government organizations.

PROGRAMME DIRECTOR: Prof. Archana ShuklaPROGRAMME FEE: ` 40,000/- per participant (residential)VENUE: October 8-12, 2012 at IIM Lucknow and January 7-11, 2013 at IIM Lucknow (Noida campus)

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INSPIRED LEADERSHIPDecember 3-7, 2012

INTRODUCTION

'Man, of all the resources available to man, can grow and develop', so said the great Management Guru, Peter F Drucker. People have immense potential to grow and grow infinitely. It is for the leaders to see that they realize this potential for the benefit of their organizations and broader society. However, there are leaders and then there are Inspired Leaders. Only inspired leaders, who have the ability to instill inspiration in their followers, can make their organizations reach great heights of performance and success. In today's complex and dynamic business world, firms need inspired leaders who can create vision and help firms maintain their competitive advantages.

OBJECTIVES

l To understand and appreciate the complexities of today's business environment

l To understand the process of creating excellent organizations

l To create understanding of changed leadership role

l To understand what it takes to become an inspired leader

l To provide tools and techniques that can be used by the participants to enhance inspirational leadership capability

CONTENT

l Drivers which make people work and need for Inspired Leadership

l What inspired Leaders do

l What it takes to be an Inspired Leader

l Understanding and enhancing Emotional Quotient

l Creativity and Inspired Leadership

l Values and Ethics in Leadership Effectiveness

l Spirituality based Leadership

l Instilling motivation in others

l Art of Story Telling and connecting with people

METHODOLOGY

The programme objectives will be achieved using case discussion, lectures, games, role plays etc.

WHO SHOULD ATTEND

Senior and Middle Level Managers; Policy Makers

PROGRAMME DIRECTOR: Prof. Shailendra SinghPROGRAMME FEE: ` 30,000/- per participant (residential). VENUE: IIM Lucknow

PROGRAMME DIRECTORS: Prof. Sushil Kumar and Prof. Pushpendra PriyadarshiPROGRAMME FEE: `.40,000 per participant (residential)VENUE: IIM Lucknow

ENHANCING MANAGERIAL CAPABILITY THROUGHSTRESS MANAGEMENTNovember 5-7, 2012

INTRODUCTION

Modern age is an era of stress. Stress manifests itself in the forms of tension, frustration, anxiety and worry. It clouds managerial capability and initiative. Thus managers experiencing excessive stress are hazardous to the health of the organization as well as to its human resources. The negative consequence of long term unmanaged stress may be loss of vigour and vitality, erosion in ability to concentrate and make decision, forgetfulness, and frequent fits of anger and withdrawal behaviour among Managers. Modern day diseases like hypertension, high blood pressure, peptic ulcer, etc. are some of the physiological reactions to excessive stress. The problem of stress is further aggravated if people under stress have got a stress-prone and apprehensive temperament.

This programme provides an opportunity to managers to understand and appreciate stress triggers in their personal and work lives and expose them to various techniques of stress management so that they can enhance their capability.

OBJECTIVES

The programme is designed to:

l To help managers understand the phenomenon of stress in self and others

l To examine what stress does to managerial capability

l To identify and list sources of stress in work and non-work situations

l To help managers to identify and utilize their personal support system for coping with stress

l To provide managers with insights and techniques for managing stress

l To provide managers with alternative regarding long term stress reduction

CONTENTSl Stress in your life and workl Stress-prone personalityl Role stressl Personal support networkl Dealing with difficult employeesl Dealing with anger and frustrationl Relaxation techniquesl Counseling for stress managementl Meditation techniquesl Management of timel Yoga for stress management

METHODOLOGY

The pedagogy of the programme would include assessment instruments, exercises, lectures, role playing, relaxation and meditation experience. Participants are invited to bring in their problems of stress experience for exploration, elucidation and analysis.

WHO SHOULD ATTEND

The target audience for the programme are Senior and Middle Level Executives who are willing to manage stress experienced by self and others.

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PROGRAMME DIRECTORS: Prof. Pankaj Kumar and Prof. Pushpendra PriyadarshiPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow

PROGRAMME DIRECTOR: Prof. Pankaj KumarPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow

COACHING AND MENTORING FOR HIGH PERFORMANCEFebruary 11-13, 2013

INTRODUCTION

Today's High Performing Organizations (HPOs) focus on management and leadership process which translates into the cost competitiveness, high quality products and services, innovation and speed. Creating an organization where people see themselves as entrepreneurs rather employees, requires a distinct style of making things happen.

Rather than calling all the shots, the new breed of managers or supervisors focuses on developing subordinates and encouraging them to become involved and take responsibilities of their own actions. The new managers talk about “working themselves out of the job” as subordinates are trained to take over duties formerly done by supervisors or middle managers. The involvement approach is based on self-control and self-management. This frees up management time to concentrate on areas that are more likely to ensure the organizational growth and survival.

Managers see themselves as resource people who are responsible for developing their subordinates. One of the primary skill managers need for this task is coaching and mentoring.

OBJECTIVESl Knowing oneself and others for effective relationship buildingl Becoming a Mentor and Coach: Know the competencies, develop and deliver theml Developing effective communication skills needed for a mentorl Leadership through developing othersl Building an enabling environment in organization through culture of Performance

CONTENTS

l Understanding self and others

l What is Coaching and Mentoring all about? Identify and developing nuances of an effective Mentor and Coach

l Skill of an effective Mentor/Coach communicator

l Know your Protégé : How to get the best out of your people

l Counseling skills for the Mentor/Coach

METHODOLOGY

We plan to apply the following depending on the requirement:

l Discussion

l Case Study

l Role Playing

l Simulation/Management Games

l Experience Sharing

WHO SHOULD ATTEND

Programme is designed for every Manager, who aspires to develop himself/herself as an effective leader in all spheres of work and life.

BUILDING ORGANIZATIONAL CULTURE FOR PERFORMANCEMarch 13-15, 2013

INTRODUCTIONThe rapid globalization of business means that managers are increasingly working with people from different cultures and backgrounds as colleagues, managers or as clients. As a result, organizations are often keenly aware that cultural differences and culture building needs to be understood and appreciated if the potential benefits of national and international working are to be realized. This workshop will not only give an understanding of the way in which different cultures may approach business but will also increase your understanding of self, team working, meetings, negotiating and conflict handling in work setting and cross-cultural setting in particular.OBJECTIVESThe programme is designed to increase your abilities to work successfully with different national, organizational and professional cultures in a business context. You will:l Develop an understanding of organizational culture and their effect on individual and

organizational performancel Learn how culture affects your own behaviorl Increase the skills of influencing and managing culturel Learn how culture gets affected by communicationl Improve the management of cultural conflictsl Increase the skills of leading organizational culture for performanceCONTENTSThis three-day workshop will be designed to cover the following broad insights:Day 1l Ice breaking: Sharing Cultural Experiencesl Understanding and extending Self in the present contextl Issues in assessing Organizational CultureDay 2l Managing Culture for Performancel Dynamics of Team Culturel Building on Cooperation and Collaborationl Role of Communication in building effective CultureDay 3l Organizational Culture and Role of Leadershipl Cultural Transformation & Conflictsl Culture for Competitive AdvantageMETHODOLOGYThis workshop uses a variety of methods to ensure effective learning in a practical context including tutor led discussion, group discussion, case studies and simulation exercises. All sessions will ensure that the practical implications for cultural management are related to organizational backgrounds of the participants.WHO SHOULD ATTENDThis workshop is for you if you are:l A leader who wants to create a new culture at workplace by involving everyonel A team leader who wants a higher performing teaml A business development manager who requires fresh product ideas from peoplel A customer service manager who needs to manage new products and better customer relationsl This workshop would be especially beneficial to those who work in cross functional teams.

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INFORMATION TECHNOLOGY AND SYSTEMSINFORMATION TECHNOLOGY AND SYSTEMS

EXECUTING STRATEGY USING BUSINESS PROCESS MANAGEMENT SYSTEMSAugust 1-3, 2012

INTRODUCTION

Ubiquitous presence of IT in business has led to a fresh view on Business Processes. Business Process Management (BPM) focuses on aligning various organizational systems with business strategy. Technology pieces such as BPM and SOA are emerging as key enablers to align Information Technology with firm's business strategy. In this programme we will discuss Business Process Management Systems from people and technology perspectives. However, we will not take the restrictive view of BPM that focuses on middleware or application integration. We will cover the entire gamut of Business Process Management life cycle starting from process Extraction and Design; Modeling; Process Execution; Process Monitoring and Optimization.

OBJECTIVES

This course is designed to offer sufficient understanding of Business Process Design, Execution, Monitoring and Improvement. Hands on experience will be Provided on Process Modeling, Process Innovation, Simulation and Enterprise Architecture. This program will largely be activity driven which includes industry interactions, simulation, lecture, case studies and software packages.

CONTENTS

l Tools and techniques for process analysis and management

l Understand key aspects of business process including people, roles, information flow etc

l Techniques for process improvement

l Process modeling and simulation using Business Process Modelling notation

l Process design patterns

l Understanding Process reference models

l Designing process key performance indications

l Process mining

l Key practices and case deliberations

METHODOLOGY

Includes lecture, demonstration, hands-on exercises and in-class-assignments.

WHO SHOULD ATTEND

Middle/ Senior level business Managers/ Analysts of private/ public sectors eager to learn Business Process Management by leveraging Information Technology innovations.

INFORMATION TECHNOLOGY AND SYSTEMSINFORMATION TECHNOLOGY AND SYSTEMSPROGRAMME DIRECTOR: Prof Amit AgrahariPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

INFORMATION TECHNOLOGY AND SYSTEMSINFORMATION TECHNOLOGY AND SYSTEMS

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LEGAL MANAGEMENTLEGAL MANAGEMENTPROGRAMME DIRECTOR: Prof Amit AgrahariPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow

MANAGING BUSINESS OF SOFTWARE PRODUCTS AND SERVICESFebruary 14-16, 2013

INTRODUCTION

The term software was first coined in a 1958 article by Bell Labs' John Tukey. Since then it has been an integral part of business. But how do we manage the business of software? Software business involves products, associated services and sometimes both are bundled together along with human resources. This program will cover the entire gamut of issues ranging from product conceptualization to launch. Participants will be exposed to software products, services and IPs from a business perspective. This course will equip them with practical techniques required to define requirements for software products and services, branding, software product line management, managing release, and launching.

OBJECTIVES

In this program, participants will learn entire gamut of activities that are involved in software product and service business. At the end of this program, participants will be able to appreciate the key concepts in software product design and management. Case study, exercise and real life examples will be used to explain these concepts.

CONTENTS

l Software Requirements Engineering

l Software Design Strategies

l Product Portfolio and Product Line Management

l Software Product Pricing

l Software Release Planning and Management

l Key Practices and Case Deliberations

METHODOLOGY

Includes lecture, demonstration, hands-on exercises and in-class-assignments.

WHO SHOULD ATTEND

Middle/ Senior Level Business Managers/ Analysts of private/ public sectors who are responsible of managing software products or services.

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LEGAL MANAGEMENTLEGAL MANAGEMENTLEGAL MANAGEMENTLEGAL MANAGEMENT

l Understand the remedies available in the event of a breach of contract

l Apply, appreciate and understand the role of alternative means of dispute resolution

l Develop an ability to handle more effectively the potential legal risks while managing business contracts

CONTENTS

l An introduction to legal issues in managing business contracts

l Essentials of a valid business contract

l Contract Document: General Clauses

l Principles and practice in formulation and execution of business contracts

l Remedies for Breach of Contracts: Liquidated damages and penalties

l Public Procurement Process and CVC Guidelines

l Bid Document evaluation criteria and procedure

l Risk Management and Dispute Avoidance

l Alternative Dispute Resolution – Arbitration

l International Commercial Agreements etc etc.

METHODOLOGY

The pedagogy of the course would consist of lectures, discussions, case analysis and the exercises.

WHO SHOULD ATTEND

The programme will benefit anyone involved in managing public, private or NGO sector business affairs and contracts, including executives in Industry, Government, Entrepreneurs, State-owned Enterprise Managers, Engineers, Project and Office Managers, Sales and Marketing Managers, Law Officers, Contractors, Sub-Contractors and Consultants delivering Contract Services and Support.

PROGRAMME DIRECTOR: Prof. Dharmendra S Sengar PROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: May 21-23, 2012 at IIM Lucknow (Noida Campus) and September 3-5, 2012 at IIM Lucknow

EFFECTIVE CONTRACT MANAGEMENT AND NEGOTIATIONMay 21-23, 2012 and September 3-5, 2012

INTRODUCTION

In today's modern business world contracts are a necessity. But, numerous laws, regulations and unforeseen events make dealing with business contracts complicated. Therefore, if you are involved in managing public, private or NGO sector business affairs and contracts, you need to understand the intricacies involved in contract formulation, interpretation, review, performance, enforcement, negotiation, as well as remedies in case of its breach. You also need to know the strengths, weaknesses, risks and the missing terms before signing an agreement so that the final agreement is effective and enforceable.

The management of ongoing business contracts is a daunting task, requiring knowledge, skill and the experience. You should be able to handle all the details necessary for ensuring you get what you bargained for as well as covering you against claims that you haven't done your part. Here, you need to know your rights, remedies and duties regarding the performance and enforcement of your legal and contractual rights. Balancing the exercise of rights, selection of remedy and ensuring your own duties are also important.

The breach of contract may have serious consequences both to your business and reputation. Therefore, you need to have sufficient evidence should things deteriorate into a breach of contract and enforcement actions become necessary. Before you plunge into a time intensive and expensive process, you should know whether there is a breach at all and if so, what may be the consequences? Is there any scope to avoid litigation and treat the breach? What are your obligations under the agreement and who will pay the costs and lawyer's fees of an enforcement action? These are some of the issues which you must address, if there is an indication of a breach of contract. There are also possibilities that you may have to think whether to file a lawsuit or begin ADR (Alternate Dispute Resolution – arbitration, mediation, etc.) or go for negotiation or a combination best suited to your business.

OBJECTIVES

The Law of Contract is of great significance as all business transactions are based on contracts. Managing legal issues in contracts is essential to guarantee profitability to the organization. Contract Management is the process which ensures that both parties to the contract fully meet up their respective obligations as effectively as possible, in order to achieve business objectives under the contract. The purpose of the course is to develop an understanding of legal and managerial issues in contract formulation, performance and enforcement to help avoid some of the pitfalls in contracting and providing a sort of backdrop that makes it easier to deal with lawyers and/or arbitrators should the need occur. The programme is designed to:

l Impart knowledge about legal issues in contract formulation and the management of domestic and international commercial contracts

l Examine the principles, practices and issues relating to execution of commercial contracts

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LEGAL MANAGEMENTLEGAL MANAGEMENTLEGAL MANAGEMENTLEGAL MANAGEMENT

CONTENTS

l Management of Intellectual Assets for Competitive Advantage: An Overview

l Patenting System and Managing Patents for Right Holders

l Patents as Business Tool

l Product Patent Regime and Business Method Patenting

l Protecting and Managing Copyright and Digital Rights Management

l Trade marks, Domain name, Trade secrets, Service marks Management

l Industrial Design: Protection, Enforcement and Management

l Intellectual Property and E-Commerce

l Intellectual Property Audit

l Intellectual Property Rights under TRIPS

l Patent Cooperation Treaty and International Patenting and Licensing of IP.

METHODOLOGY

The pedagogy of the course would consist of lectures, discussions, case analysis and the exercises.

WHO SHOULD ATTEND

The course contents will appeal to all persons connected in any way with Intellectual Property issues and seek to be armed with modern legal tools to manage their business effectively for competitive advantage. The specific group targeted will be middle and senior level executives in industry, government and PSUs as well as the persons who are ready to 'manage' intellectual property assets of their organizations. The programme is also relevant for the consultants and legal professionals both in academics and practice.

PROGRAMME DIRECTOR: Prof. Dharmendra S SengarPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow (Noida Campus)

INTELLECTUAL PROPERTY MANAGEMENT FOR BUSINESS ADVANTAGEJuly 3-5, 2012

INTRODUCTION

Intellectual Property (IP) is an important source of wealth creation and economic development. Companies are forging alliances with each other in order to heighten the value of their IP assets. They are availing mutually beneficial competitive advantages through cross licensing. Organizations accumulate large IP assets for use through mergers and acquisitions, joint ventures and cooperative R&D. Thus, managing IP is becoming a unique competitive advantage for businesses.

The scope and subject IP protection has undergone a remarkable transformation in the past decade. The most significant areas of change include biotechnology, business methods and software patents. Domain name and online content issues have influenced the dot com thinking and the new economy. Given the dramatic developments in these and other related areas of intellectual property, managing IP has become increasingly crucial.

In order to protect the interests of enterprises and firms, the Directors, Managers, Technical Executives and the Professional Advisors of the modern organizations need to develop more than superficial knowledge related to IP. They are likely to face the questions at regular intervals relating to protection and management of intellectual assets even without any background and knowledge of these subjects. There are also instances of how lack of knowledge or proper legal advice about IP management has led to real or potential financial loss to the businesses.

Keeping all above mentioned in mind, the present MDP has been launched and it is expected that through this course, one can at least acquire a broad understanding of the subject which would be helpful in managing and protecting intellectual assets of an organization. Thus, one can avoid financial loss and gain competitive advantage through application of IP tools. The course reflects on the views that intangible assets such as knowledge, information, creativity and inventiveness have become much more important parameters alongside traditional and tangible assets such as land, labor and capital as the driving forces of economic growth and business advantage.

OBJECTIVES

The course aims at:

l Providing knowledge about the legal tools necessary for managing intellectual assets of an organization

l Equipping the participants with knowledge and skill useful in evaluating and promoting legal strategies for the protection of IP

l Enabling and encouraging the participants to use IP rights as a legal tool for competitive advantage; and

l Managing more effectively the potential legal risks in using IP assets while doing e-commerce.

LEGAL MANAGEMENTLEGAL MANAGEMENT

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MARKETINGMARKETING

CORPORATE LAW MANAGEMENT AND LAW PROGRAMMEDecember 3-5, 2012

INTRODUCTION

Law and business go hand in hand. It is difficult to take any activity in business which does not have a legal consequence. In fact, every business activity to be successful must have the backing and a sanction of law. With increasing globalization and governmental regulation for all business activities, the survival and growth of the organizations depend to a large extent on their compliance of existing regulations individually, as well as their ability to influence public policies in the area of their concern collectively. WIth increasing demand for legal compliance on the part of industry and business, Managers/Entrepreneurs/ Decision Makers are obliged to ensure the compliance within the legal frame work while seizing opportunities for competitive advantage and profit maximization.

OBJECTIVES

The programme is designed to :

l Develop an interest and curiosity for understanding law and legal enviroment of business l Impart knowledge about legal processes involved in the company incorporation and its

managementl Examine the principles, practices and issues relating to effective management of business l Understand the remedies available in the event of suppression and mismanagementl Understand and apply the concept of corporate social and environmental responsiblyl Develop abilities to handle with confidence the legal and regulatory issues of managementl Examine strategies for meeting legal and regulatory challenges while achieving core

business objectives

CONTENTSl An introduction to Legal Aspects in Managementl Contract Formation : Law and Managementl Performance and Breach of Contractl Company as Dominant Form of Business Organizationl Company Formation : Basic Documents and their Implications l An invitation to investment : Prospectus, Shares and Debenturesl Management of a Company : Duties and Libilities of Directorsl Administration of Company Affairs : Minority Protection & Prevention of Oppression and

Mismangementl Corparate Social and Environmental Liabilityl Intellectual Property Management and Law

WHO SHOULD ATTEND

The programme will benefit anyone involved in managing public, private or NGO sector business affairs and contracts, including Executives in Industry, Government, Entrepreneurs, State-owned Enterprise Managers, Engineers, Project and Office Managers, Sales and Managers, Sales and Marketing Managers, Law Officers and Consultants.

PROGRAMME DIRECTOR: Prof. Dharmendra S SengarPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow (Noida campus)

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MARKETINGMARKETINGMARKETINGMARKETING

STRATEGIC MARKET PLANNING FOR PROFITABILITY AND GROWTHAugust 27-31, 2012 and October 8-12, 2012

INTRODUCTIONIn today's world of Marketing, mere strategic intent is not enough to achieve maximum results. You need Strategic Marketing tools that will enable you to grow and become profitable. “Strategic Market Planning for Profitability and Growth” is designed to help participants learn how to better understand, create, deliver, and profitably harvest value; build more precision in selecting markets; and establish effective communication with the stakeholders. You will learn keys for business analysis, generic marketing strategies, and marketing mix strategies while going through real life business case studies; and will leave with competencies to help drive the marketing processes for increased profitability and growth.OBJECTIVESThis focused programme is designed to help the participants build a sound understanding of how to:l Time the firm's entry into new markets and exit from the existing markets servedl Respond effectively to the inevitable maturation and commoditization of markets in the

face of increasing competitionl Utilize rapid product development, market segmentation, value-based pricing strategies,

and innovative product-line managementl Build and manage a portfolio of profitable customer relationshipsl Develop customer management strategies, including key account management and loyalty

programmes, and monitor and grow a critical base of long-term customersCONTENTSThe intent of “Strategic Market Planning for Profitability and Growth” is to create unique value for you and your organization with a particular focus on most current concepts, tools, techniques, and approaches to:l State-of-the-art Customer-Company-Competitor Analysesl Generic Marketing Strategiesl Innovative Marketing mix strategiesl New Offering Realizationl Creating Brand Equityl Integrated Marketing Communicationsl Strategic Market Planning and ImplementationMETHODOLOGYThe multi-prong pedagogy with which the programme will be delivered by the faculty includes lectures, case analyses, simulation exercises, syndicate discussions, and team presentations. Throughout the programme, the faculty will present the most current methodologies and research, and will share the latest know-how with adequate support of case studies linked to strategic market planning.WHO SHOULD ATTENDThis programme is meant for all those middle and senior level executives who are working to drive profitability and growth for their firm or business. It is ideal for those who are either involved in, or have responsibility for marketing processes and operations. As the faculty provides timely insights on contemporary issues in business, it would also be a perfect “refresher” for those who got formally trained previously in marketing.

PROGRAMME DIRECTOR: Prof. Saji K B NairPROGRAMME FEE: ` 40,000 per participant (residential)VENUE: August 27-31, 2012 at IIM Lucknow and October 8-12, 2012 at IIM Lucknow (Noida campus)

MARKETING MANAGEMENT STRATEGIES FOR SUCCESSJuly 2-6, 2012

INTRODUCTION

Marketing is charged with defining customer targets and the best way to satisfy their needs and wants competitively and profitably. Because consumers and business buyers face an abundance of suppliers seeking to satisfy their every need, and thus becoming more demanding Marketers must do an excellent job if they are to remain in the increasingly competitive global marketplace. The marketer's basic skill lies in influencing the level, timing, and composition of demand for a products and service. And if they have to be able to design business models, marketing strategies, and communication tactics. Company success and failure majorly depend on ability of its marketers at top management. Senior and middle level marketing mangers equipped with advanced and latest marketing strategies can be a point of differentiation.

OBJECTIVES

l Develop an ability to anticipate trends, think strategically, and act practically in every field of marketing

l To acquire managerial skills for formulating and implementing marketing strategy

l Equip themselves with the knowledge and skills required to excel as a marketing strategist

CONTENTS

The programme broadly covers the issues of understanding consumer value management and Indian consumer insights, Marketing Strategy Formulation and execution, Marketing Research, New Products Creation and Brand Management, leading sales teams, Channel Management, Managing Customer Relationships, Leveraging Services advantage, and managing distribution channels.

WHO SHOULD ATTEND

Marketing Managers, Brand Managers, Product Managers, Business Development Managers, General Managers, Marketing and Sales Directors, Sales Manager

METHODOLOGY

Analysis of cases, role-plays, audio-visuals, computer simulation and practical real life examples for illustration will be used for training purposes. Each pedagogical tool has certain advantages. Lectures can be effective to communicate sales related factual information in a succinct and effective way. Role-play can help in developing selling skills. Cases would develop applications of conceptual understandings, and simulations are more involving. The programme would provide an interactive platform to implement training learning's in one's own organization through class discussions.

PROGRAMME DIRECTOR: Prof. Rajeev KumraPROGRAMME FEE: ` 40,000 per participant (residential)VENUE: IIM Lucknow (Noida campus)

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ALIGNING BUSINESS STRATEGY WITH MARKETING AND SALESSeptember 10-14, 2012 and November 5-9, 2012

OBJECTIVES

In today's dynamic markets, only those companies that are able to effectively align their business strategy with marketing and sales will sprint past the competition. The key to tap the total market demand depends on the firm's ability to eliminate the gap between the business strategy and the day-to-day field implementation. The programme titled “Aligning Business Strategy with Marketing and Sales” prepares the marketing and sales managers to link the go-to-market initiatives with strategic priorities and enable the firm to contribute effectively to profitable growth.

CONTENTS

In order to address the needs of marketing and sales managers in midsize firms or business units of large size firms, this programme examines the critical relationship of business strategy with marketing and sales operations. You will discover how to establish and communicate marketing and sales initiatives that support the strategic and business objectives; build and nurture the right marketing and sales channels; develop companywide alignment; and implement the operational infrastructure, processes, and cultural values critical to long-term revenue growth of the firm.

METHODOLOGY

The multi-prong pedagogy with which the programme will be delivered by the faculty includes lectures, case analyses, simulation exercises, syndicate discussions, and team presentations. Throughout the programme, the faculty will present the most current methodologies and research, and will share the latest know-how with adequate support of case studies linked to strategic market planning.

WHO SHOULD ATTEND

This highly focused programme is for all those Marketing and Sales Executives who are working to drive profitability and growth for their firm or business. It is ideal for those who are either involved in, or have responsibility for marketing and sales operations. As the faculty provides timely insights on contemporary issues in business, it would also be a perfect “refresher” for those who have formally learned the art of marketing and sales.

PROGRAMME DIRECTOR: Prof. Saji K. B. NairPROGRAMME FEE: `40,000 per participant (residential)VENUE: September 10-14, 2012 at IIM Lucknow and November 5-9, 2012 at IIM Lucknow (Noida campus)

ADVANCE SALES FORCE AND DISTRIBUTION MANAGEMENTSeptember 3-5, 2012 and February 4-6, 2013

INTRODUCTION

In today's marketplace, sales force provides top line revenue growth and market intelligence. It's a given that everyone wants increased sales in market place, a bigger slice of the pie, thus companies spend maximum amount of their marketing budget on sales force. Company success and failure majorly depend on ability of its sales force. Sales force equipped with advanced selling skills and sales force management techniques can be a point of differentiation. This contemporary sales training can help salespeople gain mastery in the advanced selling skills, sales concepts, behaviors, and attitudes that will enhance their selling expertise. It will also provides sales managers with the best tools, techniques, and concepts for analyzing sales calls, managing distributors effectively, adjusting sales quota, making realigning territories, motivating sales force, evaluating sales force performance and arriving at optimal sales force size.

OBJECTIVES

l To understand the advancements in consumer behavior from sales force perspective of the company.

l To acquire managerial skills for formulating, implementation, evaluation and control of sales programme.

l To practice hands on practical field selling skills for retail and high net-worth customers.

l To manage distribution channels evaluation and conflicts.

CONTENTS

The programme broadly covers the issues of understanding consumer value management and Indian consumer insights, selling to retail and high net worth customers, relationship selling, managing sales force on territory, quota, sales force size, sales performance evaluation, leading sales teams, and managing distribution channels.

WHO SHOULD ATTEND

Senior and Middle level Sales Managers, Business development managers, Managers of family owned businesses, Distribution managers, Sales executives and officers.

METHODOLOGY

Analysis of cases, role-plays, audio-visuals, computer simulation and practical real life examples for illustration will be used for training purposes. Each pedagogical tool has certain advantages. Lectures can be effective to communicate sales related factual information in a succinct and effective way. Role-play can help in developing selling skills. Cases would develop applications of conceptual understandings, and simulations are more involving. The programme would provide an interactive platform to implement training learning's in one's own organization through class discussions.

PROGRAMME DIRECTOR: Prof. Rajeev KumraPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow (Noida campus)

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INTEGRATING PRODUCT AND BRAND WITHMARKETING STRATEGY September 24-26, 2012

INTRODUCTION

Product and Brand Strategies now form the core of the overall marketing strategy. With the increase in competition, marketers have resorted to over differentiation as well as re-segmentation in a big way. This has made the present market scenario very critical. Managers thus should be equipped with the latest in the area of Marketing process and integrating product and brand strategy with it. Brands can be divided in terms of Rational, Functional and Emotional approaches. This programme aims to integrate Product, Brand as essential ingredients of a successful Marketing strategy. It will also take into consideration the different requirements for Service organizations.

OBJECTIVES

How to integrate Product and Brand with Marketing Strategy has been designed to enhance ability of the participants to:

l Understand Marketing Function from a Brand Perspective

l Brief your Ad Agency effectively in terms of communication objectives of your brand

l Handle your product portfolio effectively

l Understand the difference between Product and Service brands and strategise accordingly

l Understand the Rational, Functional and Emotional perspectives effectively.

CONTENTSThis 5 days programme aims to transform your efficacy by focussing on the latest concepts, techniques and approaches to:

l Emerging trends in Market Segmentation, Differentiation and Positioning

l Contemporary Consumer Behaviour

l Marketing Strategy Planning Process

l Strategic Issues in Product Strategy

l Branding Process for Products and Services as well as B2B Markets

l Creating Market Winning Brand Strategies

l Integrating Product and Brand with the Marketing Strategy

METHODOLOGY

The Programme will be highly experiential and interactive, comprising participant presentations and discussions, case studies, classroom lectures and presentations by experts from the industry.

WHO SHOULD ATTEND

This programme has been designed for CEOs/Senior Managers from other functional areas or a non-marketing background who need to take such decisions. Senior/Middle Level Managers into Marketing, Product/Brand, and Sales Functions will find this programme useful. Senior Marketing Analysts/Consultants whose principal responsibilities lie in dealing with existing and new product lines can enhance their skills through this programme. Proprietors of family owned businesses and Entrepreneurs aiming for advanced knowledge in the area of Product and Brand can find valuable insights in this programme. Finally senior level managers/CEOs in the service sector can develop a competitive edge by attending this programme.

PROGRAMME DIRECTOR: Prof. Moutusy MaityPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow (Noida Campus)

PROGRAMME DIRECTOR: Prof. Devashish Das GuptaPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: Lucknow

INTERNET MARKETINGSeptember 13 – 15, 2012

INTRODUCTION

Is your company involved in Internet Marketing? OR, is your company thinking of pursuing Internet Marketing? Are you contemplating on how to go about establishing a Website that attains your business objectives? OR, are you simply curious to know what entails the process of implementing, monitoring and controlling an Internet Marketing plan? You might be thinking of establishing transaction facilities for your customers. OR, you might be content in simply providing information via a Website. And do you wonder whether social media is appropriate for your business?

Internet in India, as a medium, has gained in importance across most industries and consumer groups. The need to include the Web as a component of Strategic Marketing has increased. This course provides a blueprint for approaching Internet Marketing. You will come away with a preliminary action plan for integrating Internet marketing into your total marketing plan – at both tactical and strategic levels.

OBJECTIVES

l Understand the processes involved in developing an Internet Marketing Plan

l Understand the evolving nature of the field of Internet Marketing

l Increase an awareness of the relevance of Internet Marketing, including Search Engine Optimization, Search Engine Marketing, Social Media Marketing, E-mail Marketing, Brand Building, and Web Analytics

l Return to the workplace with actionable ideas in all areas of Internet Marketing, including specific tools and platforms, Search Engines, and Strategic Website Development

CONTENTS

l Framework for developing an effective Internet Marketing Plan

l Procedures for best leveraging the capabilities of the Internet for Marketing your product/service

l Best practices for reaching your consumers through the varied tools on the Internet (e.g., e-mail, advertising, sponsored virtual communities, etc.)

l Procedures for mapping your consumers' activities on your Website

l Processes for incorporating, monitoring and leveraging Web Analytics towards achieving strategic objectives for your Internet Marketing plan

l Search Engine Marketing (SEM) and Search Engine Optimization (SEO) Strategies towards achieving your strategic objectives

l Frameworks for designing effective Websites

METHODOLOGY

The programme will include cases, interactions with business leaders from the industry and participant presentations, in addition to lectures

WHO SHOULD ATTEND

Participants can be from any discipline/vertical. It is desirable to have at least three years of work experience.

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COMPREHENSIVE PROGRAMME IN MARKETING November 19-30, 2012

INTRODUCTIONMarketing of products and services of late has become more of a science than art. This is due to the manifold increase of brands and the growing number of modes of communication. This has lead to a dire necessity of a training programme which provides in-depth hands on knowledge as well as efficacy in handling marketing. For such organizations, this comprehensive programme has been specially designed. This 80+ hours programme endeavors to provide comprehensive training on complete marketing process as well as market planning with an application oriented approach. OBJECTIVESThis comprehensive programme has been designed to enhance ability of the participants to:l Broaden Thought Process towards Marketing as a Mindsetl Understand how to Study Market Environment and how to benefit from It. l Existing Markets and new Market Strategy approachesl Effectively Segment the market and select Optimally Attractive markets l Effectively handle Product and Service Portfolios, l Develop a Robust Approach to Understand the Customer and Maintain Profitable Associationl Technical handling of Sales as well as Motivating the Sales Forcel Understand Information Needs and use Marketing Research judiciouslyl Effectively apply Marketing Strategies in Business to Business Marketsl Develop a long term Brand Image by Sincere Stakeholder Communication ManagementCONTENTSThis programme aims to transform your efficacy by focussing on the latest concepts, techniques and approaches to:l Market Planning Processl Market Environment Analysis and its Implicationsl Information Need and Market Researchl Product Marketing Vs Services Marketingl Contemporary Customer Managementl Differentiation in the backdrop of shrinking Product Life Cyclel Managing Sales and the Sales Forcel Customer Value Proposition l Business to Business Marketingl Integrated Marketing Communication and Promotionl Creating and Sustaining a Positive Brand ImageMETHODOLOGYThe Programme will be highly experiential and interactive, comprising lectures, case analyses, simulation exercises, group presentations and syndicate discussions, case studies, classroom lectures. Throughout the programme, it will be an endeavor of the faculty to share the latest developments in the industry and research.WHO SHOULD ATTENDl Middle and Senior level professionals in Consulting, Sales, and Product Management l Middle Managers from other functional areas in Product and Service Marketing organizationsl Proprietors of family owned businesses and Entrepreneurs aiming for condensed marketing

insightsl Senior Sales Professional graduating into Marketing will find this programme immensely

helpful.l This programme can be an unlearning/learning experience for executives who have attained

formal marketing education years back.

PROGRAMME DIRECTOR: Dr. Devashish Das Gupta PROGRAMME FEE: ` 40,000/- per participant (residential)VENUE: IIM Lucknow

PROGRAMME DIRECTOR: Dr. Devashish Das GuptaPROGRAMME FEE: ` 80,000/- per participant (residential)VENUE: IIM Lucknow

MASTERING MARKETING October 1-5, 2012

INTRODUCTION

In today's competitive business scenario successful organizations have realized that their business model is just not a function of sales. It is a sum total of their understanding of the, market environment, different customer preference sets, and communicating accordingly for developing a strong brand equity to achieve a sustainable competitive advantage. Marketing is more of a mindset than a department or function. This programme aims to sensitize the participants with this basic fact. It also aims to brainstorm various conceptual issues in the backdrop of contemporary marketing practices.

OBJECTIVES

This 5 days programme has been designed to enhance ability of the participants to:

l Broaden Thought Process towards Marketing as a Mindsetl Understand How to study Market Environment and how to benefit from it. l Effectively Segment the Market and Select Optimally Attractive Markets l Effectively Handle Product and Service Portfolios, l Develop a Robust Approach to Understand The Customer l Effectively Differentiate their Offerings and Position their Brand

PROGRAMME SCOPEMastering Marketing, aims to transform your efficacy by focussing on the latest concepts, techniques and approaches to:l Modern Approach of Marketing l Tools and Techniques of Market Environment Analysis and its Implicationsl Product Marketing Vs Services Marketingl Factors Affecting Customer Preferencesl Successfully Differentiating the Product in the backdrop of Shrinking Product Life Cyclel Strategic Brand Positioningl Customer Value Proposition l Marketing Issues in a Service Domain

METHODOLOGY

The Programme will be highly experiential and interactive, comprising participant presentations and discussions, case studies, classroom lectures and presentations by experts.

WHO SHOULD ATTENDl Middle level professionals in Consulting, Sales, and Product Management l Middle Managers from other functional areas in Product and Service Marketing

organizationsl Proprietors of family owned businesses and Entrepreneurs aiming for condensed

marketing insightsl Senior Sales professional who are getting promoted from Sales to Marketing profile will find

this programme immensely helpful.l This programme can be an unlearning/learning experience for executives who have

attained formal marketing education years back.

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RURAL MARKETING STRATEGYDecember 20-22, 2012

INTRODUCTION

Rural economy in India contributes to nearly half of the country's GDP. The size of the market in rural India for durables and FMCG is bigger than that in urban India. Inspite of this it still remains a huge untapped market, riddled with a host of problems. The three day programme will start with an overview of the rural markets in India, moving on developing an appreciation of the contextual differences between rural and urban areas and also touch upon the various emerging perspectives of Rural Marketing, Managerial Initiatives and relevant frameworks. An attempt would be made to understand the key ingredients of developing a successful Rural Marketing Strategy.

OBJECTIVES

l To provide an overview of Rural Markets and emerging perspectives of Rural Marketing.

l To debate the emerging Managerial Initiatives and relevant frameworks in Rural Marketing.

l To share the experiences of institutions engaged in Rural Marketing as Case studies.

CONTENTS

l Rural Marketing Environment

l BOP Marketing and implications for Rural India

l Rural Marketing : Rural Urban Interface

l Rural Marketing : Urban Rural Interface

l Rural Retail and Distribution

l Rural Promotion

l Understanding Rural Consumer and Rural Market Research

l Strategic Issues and New opportunities in Rural Markets

METHODOLOGY

The pedagogy would emphasize insights into the pool of knowledge in Rural Marketing with particular emphasis on practical situation through lectures, exercises and case discussions.

WHO SHOULD ATTEND

All Managers and Executives working in Sales and Distribution function of an organization who are currently handling Rural Markets or would be doing so in the near future.

PROGRAMME DIRECTOR: Prof Rajeev KumraPROGRAMME FEE: ` 30,000/- per participant (residential). VENUE: IIM Lucknow (Noida campus)

PROGRAMME DIRECTOR: Prof. Rajesh AithalPROGRAMME FEE: `30,000 per participant (residential)VENUE: IIM Lucknow

CUSTOMER RELATIONSHIP MANAGEMENT STRATEGIESDecember 10-12, 2012

INTRODUCTION

The rules of Marketing are as frequently changing as has never been expected by the companies. Among all these changes, it is the Relationship Management, which is getting the maximum attention of the marketers. CRM has recently emerged as a strategic solution to modern business problems. It requires redefining of core businesses and customers, designing and integrating business processes, implementing and monitoring programme's, aimed at creating sustainable customer advantage. If implemented successfully, CRM offers immensurable benefit to the organizations, in terms of better sales, profitability, customer satisfaction and reduced cost. This contemporary CRM training can help Marketing Managers and Salespeople gain mastery in Customer Relationship Management concepts, focus on three main components of customer management viz, Customer acquisition, development, and retention, importance of satisfaction, loyalty, loyalty programmes, CRM process and CRM strategy. It will also provide Marketing Managers with the best tools, techniques, and concepts for implementing CRM in organization including Information Technology enabled CRM.

OBJECTIVES

l To sensitize the participants of Customer Relationship Management importance.

l To help the professionals to familiarizing with Indian and International consumer behavior

l To enable participants to build stronger key Customer Relationships

l To build upon participants existing knowledge of Relationship Marketing concepts and practices

l To broaden the participants' awareness of Customer Relationship Data Analysis Tools

CONTENTS

The programme broadly covers the issues of understanding consumer value management and Indian consumer insights, selling to high net worth key accounts, Up-selling, Cross-selling, Key Account Management, Understanding and measuring satisfaction, Loyalty and Managing Loyalty Programs, Economics of CRM such as Customer Life Time Value and Customer Profitability, Managing Customer Database like Data Warehousing, Data Mining, Overview of Operational, Analytical, and collaborative CRM, CRM Process and Strategy, CRM in B2B Market

METHODOLOGY

Analysis of cases, role-plays, audio-visuals, computer simulation and practical real life examples for illustration will be used for training purposes. Each pedagogical tool has certain advantages. Lectures can be effective to communicate CRM related factual information in a succinct and effective way. Role-play can help in developing relationship selling skills. Cases would develop applications of conceptual understandings, and simulations are more involving. The programme would provide an interactive platform to implement training learning's in one's own organization through class discussions.

WHO SHOULD ATTEND

Managers from Marketing and Sales function, Relationship Manager, Key Account Manager, Business Development Managers, Brand Managers, Product Executives, Marketing Manager in Business to Business firms, Public Relations Management and similar functions, Customer Care, Customer Support, Managers of family owned businesses, Managers from services organizations illustrative list, though not limited to is Airlines, Hospitality, Financial Services, Telecom Services, Direct Marketing Agencies and Organized Retail and other than services such as from Automobile, Petroleum, Power, Healthcare Sector, PSUs and many more.

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ACHIEVING SUCCESS IN RURAL MARKETING THROUGH DISTRIBUTION EXCELLENCE January 28-30, 2013

INTRODUCTION

In India the rural economy contributes nearly half of the country's GDP and the size of the rural market in durables and FMCG is bigger than its urban counterpart. In recent times Rural Marketing has emerged as an important internal sub-division within Marketing discipline particularly in the context of a large rural economy like India. But the understanding of these markets is still lagging especially in the case of rural retail and distribution. It tends to be seen as a 'Black Box' or a 'Dark Continent' both with regard to the potential and difficulties. This programme makes an attempt at shedding some light on this critical issue.

OBJECTIVES

l Provide an overview of the changing distribution and retail realities in rural India.

l Map-out the changing distribution and retail scenario in the country

l Assess the viability of the various options of reaching rural consumers.

CONTENTS

l Basics of Rural Marketing

l Rural Urban Interface and Changing Scenario

l Structure of Distribution in Rural Areas

l Various Models of Distribution

l Retail options in Rural India - Traditional

l Retail options in Rural India - Emerging

METHODOLOGY

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class exercises and take home assignments. Both conceptual and practical sides would be stressed upon throughout the programme.

WHO SHOULD ATTEND

All Managers and executives working in Sales and Distribution function of an organization who are currently handling Rural Markets or would be doing so in the near future.

PROGRAMME DIRECTOR: Prof. Rajesh K AithalPROGRAMME FEE: `30,000 per participant (residential)VENUE: IIM Lucknow

PROGRAMME DIRECTOR: Prof. Rajesh K AithalPROGRAMME FEE: `30,000 per participant (residential)VENUE: IIM Lucknow

LEVERAGING DISTRIBUTION CHANNELS TO ACHIEVE SUCCESS IN INDIAN MARKETSJanuary 17-19, 2013

INTRODUCTION

Managing distribution channels is a challenge in India, and in many product categories it can be the deciding factor. The programme tries to address the importance of leveraging distribution channels for achieving marketing success.

OBJECTIVES

l To provide participants with an understanding of the important role that distribution channel activities can play in organizational success

l To highlight the major decision areas within distribution channel management and to provide analytical frameworks and approaches that will facilitate decision making

l To provide an exposure to key concepts, theories and recent developments in channel management and to illustrate their applicability in tackling the challenges in business

CONTENTS

l Introduction to Distribution Channel Management and Strategic Importance of channels

l Channel Design and Partner Selection

l Positioning, Power and Conflict in Channels

l Evaluating, Motivating and Controlling Channel Members

l Internet as an Alternate Channel of Distribution

l Rural Distribution

METHODOLOGY

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class exercises and take home assignments. Both conceptual and practical sides would be stressed upon throughout the programme.

WHO SHOULD ATTEND

All managers and executives working in the sales & distribution function of an organization.

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MARKETINGMARKETING

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MARKETINGMARKETING

MARKETING STRATEGIES FOR SUCCESFUL AGRICULTURAL INPUT ORGANISATIONS March 4-6, 2013

INTRODUCTION

In today's competitive agricultural input market, successful organizations have realized that their business model is just not a function of sales. It is a sum total of their understanding of the, market environment, different customer preference sets, and communicating accordingly for developing a strong brand equity to achieve a sustainable competitive advantage. Marketing is more of a mindset than a department or function. This programme aims to sensitize the participants with this basic fact. It also aims to brainstorm various conceptual issues in the backdrop of contemporary marketing practices.

PROGRAMME OBJECTIVES

This programme has been designed to enhance ability of the participants to:

l Broaden Thought Process towards Marketing as a Mindset

l Understand how to study Market Environment and how to benefit from it.

l Effectively segment the market and select optimally attractive Markets

l Effectively handle Product and Service portfolios

l Develop a robust approach to understand the customer

l Effectively differentiate their offerings and position their brand

PROGRAMME SCOPEThis programme aims to transform your efficacy by focussing on the latest concepts, techniques and approaches to:

l Modern approach of Marketing

l Tools and Techniques of Market Environment Analysis and its implications

l Product Marketing Vs Services Marketing

l Factors affecting Customer Preferences

l Successfully differentiating the product

l Strategic brand positioning

l Customer Value Proposition

l Marketing issues in a Service Domain

METHODOLOGY

The Programme will be highly experiential and interactive and will have an application oriented approach. It would comprise discussions, case studies, classroom lectures, participant presentations and presentations by experts.

WHO SHOULD ATTEND

Executives/Managers/Officers/Channel Partners dealing with marketing of agri-inputs such as seeds, fertilizers, crop protection products, farm machinery and equipments, veterinary products, agri-biotech, and environment-friendly products.

PROGRAMME DIRECTOR: Prof. Devashish Das GuptaPROGRAMME FEE: `30,000 per participant (residential)VENUE: IIM Lucknow

PROGRAMME DIRECTOR: Prof. Devashish Das GuptaPROGRAMME FEE: `30,000 per participant (residential)VENUE: IIM Lucknow

EFFECTIVE RETAIL MANAGEMENTFebruary 11-13, 2013

INTRODUCTION

Indian Retail industry has seen a phenomenal growth in the last few years. Statisticians have given great figures about its growth. There have been great expectations about RoI from this industry which made many big conglomerates making a retail foray. Indian shopper has come of age and has very fast adapted to the new found value given to her. Success in Retail today demands much more than mere copy book strategies. This programme aims to equip the participants with the modern tools and techniques in Retail which should enable him to successfully manage his/her store.

OBJECTIVES

This programme has been designed to enhance ability of the participants to:

l Broaden their horizon regarding Retail Management

l Effectively adopt a Marketing Approach in Store Management

l Understand the shoppers better and cater to their different needs

l Effectively undertake retail expansion in the internet space

l Effectively select ideal locations and neutralise locational disadvantages, if any

l Effectively adopt Retail Communication Strategies for successful Store Promotion

l Understand the pricing issues especially mark-ups and mark-downs.

CONTENTSEffective Retail Management aims to transform your efficacy by focussing on the latest concepts, techniques and approaches to:

l Shopper Behaviour and Strategic Segmentation Issues

l Retail Formats with a focus on non-store formats like e-tailing

l Buying Merchandise strategically

l Contemporary issues in Site Selection and Layout Design

l Service Marketing Strategies in Retail

l Managing Pricing in present day discount era

l Retail Communication Strategies to establish a positive store image

l Managing Franchise Business

l Starting and establishing a store from scratch.

METHODOLOGY

The Programme will be highly experiential and interactive, comprising participant presentations and discussions, case studies, classroom lectures and presentations by experts.

WHO SHOULD ATTEND

l Consultants/Senior and Middle Managers aiming for success in the retail sector

l Middle Managers from other functional areas with a supporting role for organization's retail activities

l Proprietors of family owned businesses and Entrepreneurs aiming for valuable insights on Retail Store Management

l If you are a middle level manager from a non retail background and interested to join the retail sector, this programme will be immensely helpful.

OPERATIONS MANAGEMENTOPERATIONS MANAGEMENT

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MANAGING INNOVATION AND PRODUCT DEVELOPMENTApril 23-25, 2012 and August 1-3, 2012

INTRODUCTIONInnovation and new product/ service development has emerged as one of the top priorities of chief executives of both Indian and global organizations for pursuing growth and profitability. But, success rates of new products and services have historically been low. At the same time, the cost of developing new products and services has increased over the years in many industries. Also, many organizations fail to replicate the success of some products/services due to lack of well-defined processes or failure to adapt to changing business environment or due to inadequate risk management. Managers face challenges in every phase from identifying the right opportunities for innovation to launch of the product or service. Many organizations also lack a set of appropriate metrics to measure the success of innovation. The global nature of the business also adds to further complexity. Organizations need to choose appropriate locations for research and development, manage those dispersed teams and make the necessary changes in the organization to support such an environment. Many of the modern-day products and services require capabilities beyond the core capabilities and competencies of organizations. Hence, there is a growing trend to collaborate with customers, suppliers, external experts and third party intermediaries throughout the innovation cycle.Hence, it is important for practicing managers to understand the nuances and complexities around innovation and product/service development and take well-informed decisions. OBJECTIVESObjective will be to sensitize the participants about the multiple challenges and complexities associated with innovation and product development and provide guidance in decision making to navigate the challenges. This programme will focus on key concepts, methodologies, organizational enablers and decision support for creating an innovation programme and managing the process of innovation and product development in the organization. CONTENTSThe programme will broadly cover the following topics:l Business needs for innovation and new product developmentl Types of Innovationl Opportunity identification and idea generationl Concept evaluation and developmentl Portfolio planning and resource allocationl Creating the business case/proposal for innovation, new product or service ideasl Managing collaboration for innovation and product developmentl Prototyping, testing and launchl Organizing for innovation and product developmentl Managing uncertainty and risk l Managing global product developmentl Measuring the success of innovation and product developmentMETHODOLOGYThis class-room based programme will have mix of lectures, exercises, assignments, case discussions and experience sharing.WHO SHOULD ATTEND The programme is specially designed for:l Executives, responsible for growth in manufacturing and service organizations l Executives, involved in innovation and new product development and representing functions

like Research and Development, Marketing, Manufacturing, Finance, Information Technology and Human Resources and/or are part of cross-functional teams responsible for innovation

l Executives in general management and corporate strategy, responsible for future growth and/or are corporate champions for innovation and product/service development

PROGRAMME DIRECTOR: Prof. Atanu ChaudhuriPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow (Noida campus)

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SUPPLY CHAIN MANAGEMENTSeptember 10-12, 2012

INTRODUCTION

Supply Chain Management has grown rapidly over the past several years, mainly due to an increase in corporate goals of reducing production costs and at the same time ensuring quick and timely deliveries in right quantities at right places that come from planning and managing the supply chain effectively. Managers usually face many challenges in performing this role, to get the best out of their suppliers, in-house operations, logistics and distribution channels. Advances in information/communication systems and quantitative modeling are also being widely implemented, which provide the potential for access and analysis of comprehensive data from all supply chain constituents. So, the managers need to understand various concepts of supply chain and factor them in designing effective and efficient supply chain strategies.

OBJECTIVES

This programme will focus on the key concepts, design, strategies, techniques, technology and management of supply chains; and on what you should be doing to ensure that your organizations are not left behind. It will also look into the future of supply chains, so that you are always one step ahead in the game.

CONTENTS

The programme will broadly cover following topics:l Understanding the Key Fundamentals of SCMl Aligning Demand and Supplyl Customer Focus in Supply Chainl Strategic Issues in Supply Chain Managementl Vendor Managed Inventory and Vendor Relationshipl Inventory Management and Risk Poolingl Managing Supply Chain Partnershipsl Best Practices in Supply Chain Managementl Supply Chain Management Practices in Indian Industryl Supply Chain Modelingl Measuring Supply Chain Performancel New Technologies and Global Initiatives

METHODOLOGY

Given the short duration of the programme, it will primarily be a class-room based programme. It will have a mix of lectures, exercises, assignments, case discussions and experience sharing. The faculty comprises IIM Lucknow faculty and experts in Supply Chain from organizations like Asian Paints, DHL, Gillette, IRCTC, Maruti Suzuki, Moser Baer, etc.

WHO SHOULD ATTEND

The programme is designed specifically for:l Top management personnel responsible for assessing and improving organizational

performancel Executives directly responsible for key functions in supply chain such as production,

distribution and supply management, sourcing, inventory, sales and marketing, information technology and new product development.

l Members of the general management team who interact closely with marketing, materials and sourcing functions.

OPERATIONS MANAGEMENTOPERATIONS MANAGEMENTOPERATIONS MANAGEMENTOPERATIONS MANAGEMENT


PROGRAMME DIRECTOR: Prof. Samir K SrivastavaPROGRAMME FEE: ` 30,000/- per participant (residential)VENUE: IIM Lucknow

DECISION MAKING TECHNIQUES FOR MANAGERSJuly 16-20, 2012

INTRODUCTION

Effective decision making is an essential skill for career success, in general. One can often lead a team to a well-deserved success with the knowledge of how to make timely and well-considered decisions. However, if you make poor decisions, your team risks failure, and your leadership may suffer a setback.

The motivation for this programme comes from the realization that every organization has people who are technically very competent in their functions, but lack the necessary skills for good decision-making. Various problems arising in organizations need to be solved by taking effective decisions. A Manager may often take an inappropriate decision due to a lack of clarity and understanding of various issues involved in the process of decision making.

The programme looks into such issues, and helps you arrive at better decision within the boundary of the available information. You would be exposed to a number of tools and techniques to get the best out of available information in order to appreciate the likely consequences of decisions, work out the importance of individual factors, and choose the best course of action.

The programme will emphasize on participants learning to use a variety of analytical tools and techniques leading to better decisions: both at the individual level as well as at the organizational level.

OBJECTIVES

Programme objectives are to empower the participants with the knowledge of the tools and techniques for better decision-making. The programme would enable the participants to:

l Understand the process of Decision-Making

l Identify and overcome the barriers in the Decision-Making Process

l Developing Decision-Making skills

l Appreciate different perspectives of the decisions and their implications

l Learn proven Decision-Making tools and techniques to help arrive at better decisions

CONTENTSl Identifying Alternatives for Actionl Enhancing Decision-Making Skillsl Problem Solving Approach to Decision-Makingl Analytic Hierarchy Processl Decision-Making in Uncertain Environmentsl Quantitative Tools for Decision-Makingl Implementation Issues of the Decision-Making Process

WHO SHOULD ATTEND

This programme is designed for the ambitious Middle-Level Managers from diverse backgrounds. Participants from different areas such as HRD, Marketing, Operations, Finance and others will benefit from this programme. Employees with the progressive public and the government sectors would also benefit.

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STRATEGIC MANAGEMENTSTRATEGIC MANAGEMENTPROGRAMME DIRECTORS: Prof. Sushil Kumar and Prof. K N SinghPROGRAMME FEE: ` 40,000 per participant (residential)VENUE: IIM Lucknow

PROJECT MANAGEMENTFebruary 18-22, 2013

INTRODUCTION

Project Management is both people and technical oriented. No matter what organization you are working in, as a manager you will be dealing with a number of projects: be it an installation of a new plant or modifying IT infrastructure, or implementing six-sigma quality systems in your organization. Project management is now used in virtually all industries, such as: manufacturing, government, health care, education and banking. Projects are the means by which these organizations streamline to improve productivity.

This programme introduces a basic know-how in the field of project management.

OBJECTIVES

Project management involves understanding the cause-effect relationships and interactions among the socio-technical dimensions of projects. Participants are expected to have improved competencies in these dimensions upon completion of this programme, which will enhance their competitive edge.

The programme would provide complete and thorough instructions in the basic principles and the current methods of project management along with the exposure to the project management software.

CONTENTS

l Understanding Projects

l Project Planning and Scope

l Project Scheduling

l Project Cost Management

l Project Quality Management

l Project Procurement Management

l Safety and Environmental Issues

l Project Risk Management

l Leadership and Team Building

METHODOLOGY

A stimulating mix of lectures, case discussions and workshop sessions would be used to exchange the knowledge in this programme. Participants will be provided with selected relevant lectures and reading materials in the form of book and notes.

WHO SHOULD ATTEND

The programme is designed for managers seeking to improve their professional repertoire with knowledge of project management. No prior knowledge of project management is assumed. The programme will benefit participants from varied organizations and fields.

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MERGERS, ACQUISITIONS AND OTHER RESTRUCTURING STRATEGIESOctober 8-10, 2012

INTRODUCTION

Mergers, acquisitions and other corporate restructuring activities have become an integral part of corporate strategy of companies in the changing global business environment. A deeper understanding of these strategies is essential for managers of firms intending to use these strategies to attain their growth objectives.

OBJECTIVES

This programme is designed to present an integrated view of mergers, acquisitions and corporate restructuring strategies. It looks at these activities from financial, human and legal perspectives. Specifically the programme intends to sensitize participants about various forms of corporate restructuring such as mergers, takeovers, de-mergers etc. and their strategic significance and to familiarize them with the issues and intricacies involved in the choice and implementation of such strategies.

CONTENTS

The programme will broadly cover the following areas:

l Motives behind mergers and acquisitions and restructuring strategies

l Target selection

l Valuation Methods

l Estimation of Synergies

l M&A process and due diligence

l Deal structuring and financing

l Regulatory and accounting issues involved in corporate re-structuring activities

l Takeover defense strategies

l Organizational and human aspects of M&A activity

METHODOLOGY

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class exercises, take home group assignments and experience sharing. Both academic and industry practices would be stressed upon throughout the programme.

WHO SHOULD ATTEND

This programme is designed for Managers in leadership positions in organizations responsible for strategic planning or those aspiring to take up leadership roles in their organizations in the area of Finance and Strategy. It will also help mid-level managers to understand and prepare for the changes brought about by M&A and restructuring activity in their organizations. Managers dealing with post-merger integration and regulatory compliance will also benefit from the programme. It will also be useful for Portfolio Managers, who are interested in the effects of corporate restructuring on firm value, and the implications for portfolio management.

STRATEGIC MANAGEMENTSTRATEGIC MANAGEMENTSTRATEGIC MANAGEMENTSTRATEGIC MANAGEMENT

PROGRAMME DIRECTORS: Prof Ashutosh Kumar Sinha and Prof Arun Kumar TripathyPROGRAMME FEE: ` 40,000 per participantVENUE: IIM Lucknow (Noida Campus)

PROGRAMME DIRECTORS: Prof. Ajay K Garg and Prof. Neeraj DwivediPROGRAMME FEE: ` 30,000 per participant (residential)VENUE: IIM Lucknow (Noida campus)

STRATEGIC ANALYSIS FOR COMPETITIVE ADVANTAGEJune 4-8, 2012 and November 19-23, 2012

INTRODUCTION

With the accelerating pace of competition and innovation in the post liberalization era, strategic decision making is crucial for a success of an organization. This requires a deep understanding of the changing environmental context in which the company finds itself, and the resources and capabilities that the company possesses, or needs to develop.

OBJECTIVES

The programme seeks to familiarize the executives in the use of important analytical tools and techniques of strategic management to aid strategy formulation in different contexts. This would help them to undertake effective strategies to gain and build sustainable competitive advantage for their organizations.

CONTENTS

The programme shall focus on important analytical and behavioral aspects of strategic management at the level of strategic business unit (SBU) within the company. Case method pedagogy will be used to focus on the following themes of strategy:

l The role of strategic analysis in decision making,

l Developing a strategic roadmap,

l Analysing firm resources and competence for competitive advantage,

l Business environment analysis

l Financial analysis for strategic management

l Business level strategies for sustained competitive advantage

l Analysis of business and functional level alignment

l Competitive positioning

METHODOLOGY

The programme will use full length cases. Faculty will lead the discussion on these cases. Compulsory residential stay is required to prepare the cases assigned for the sessions.

WHO SHOULD ATTEND

The course is designed for middle or senior level executives who are currently responsible (or, likely to assume responsibility) for the competitive strategy of a strategic business unit.

77 78

Executive Enclave (Guest House)

The Institute has air-conditioned guest houses (Chanakaya & Patanjali) on single occupancy basis for the Management Development Programme participants.

8079

Note : Map not to scale

MADIGAON

NOTE : MAP NOT TO SCALE

81

Team MDP

Vinod Arora

Sunil K Srivastava S Mukhopadhyay V P Gupta

T R Girijavallabhan Umeshwar Singh Murali Krishna

82

2012-13 April to March

APRIL

JULY

OCTOBER

Sun

Sun

Sun

Mon

Mon

Mon

Tue

Tue

Tue

Wed

Wed

Wed

Thu

Thu

Thu

Fri

Fri

Fri

Sat

Sat

Sat

7

7

8

8

1

1

9

9

2

2

10

10

3

3

11

11

4

4

12

12

5

5

13

13

6

6

14

14

15

15

16

16

17

17

18

18

19

19

20

20

21

21

22

22

23

23

24

24 31

25

25

26

26

27

27

28

28

7 14 21 28

29

29

30

30

81

92

103

114

125

136

15

16

17

18

19

20

22

23

24 31

25

26

27

29

30

MAY

AUGUST

NOVEMBER

JUNE

SEPTEMBER

DECEMBER

Sun

Sun

Sun

Sun

Sun

Sun

Mon

Mon

Mon

Mon

Mon

Mon

Tue

Tue

Tue

Tue

Tue

Tue

Wed

Wed

Wed

Wed

Wed

Wed

Thu

Thu

Thu

Thu

Thu

Thu

Fri

Fri

Fri

Fri

Fri

Fri

Sat

Sat

Sat

Sat

Sat

Sat

4

1

2

3

5 12 19 26

5 12 19 26

6

7

8

9

10

11

13

14

15

16

17

18

20

21

22

23 30

24 31

25

27

28

29

4

1

2

3

6

7

8

9

10

11

13

14

15

16

17

18

20

21

22

23 30

24 31

25

4 11 18 25

27

28

29

5 12 19 26

1

2

3

6

7

8

9

10

13

14

15

16

17

20

21

22

23 30

24

27

28

29

3 10 17 24

1

2

4 11 18 25

5

6

7

8

9

12

13

14

15

16

19

20

21

22

23 30

2

2

9

9

16

16

23

23

30

30

31

26

27

28

29

3 10 17 24

3 10 17 24

1

1

4 11 18 25

4 11 18 25

5

5

6

6

7

7

8

8

12

12

13

13

14

14

15

15

19

19

20

20

21

21

22

22

26

26

27

27

28

28

29

29

JANUARY

Sun

Mon

Tue

Wed

Thu

Fri

Sat

7

136

14

20

21

27

28

81

92

103

114

125

15

16

17

18

19

22

23

24

25

26

29

30

31

FEBRUARY

Sun

Mon

Tue

Wed

Thu

Fri

Sat

4

103

11

17

18

24

25

5

6

7

81

92

12

13

14

15

16

19

20

21

22

23

26

27

28

MARCH

Sun

Mon

Tue

Wed

Thu

Fri

Sat

1

2

4 11 18 25

5

6

7

8

9

12

13

14

15

16

19

20

21

22

23

26

27

28

29

30

3 10 17 2431

83

Lucknow : The City

84

Known for its Adab and Tahzeeb (cultural refinement), Lucknow, spread over an area of 90 sq. km. is associated with its legendary hospitality, leisurely moods of life, fabled edificies steeped in history, world renowned cuisine and exquisite Sham-e-Avadh.

A reference to the past grandeur of Lucknow is synonymous with the unforgettable memories of a great personality, Nawab Wajid Ali Shah who was not only the last Nawab of Oudh but also the most popular and respected ruler of Lucknow. His real name was Mirza Quaiser Zama. He was a literate figure who wrote a number of books including some Ghazals. He had a mild temperament and had equal regard and respect for all religions and fine arts.

The royalty of Avadh was famous for indulging in extravagant patimes like elephant and rooster fights and kite flying. The field of architecture saw re-interpretation of the existing style of architecture. The magnificent edifices standing proudly among the architectural skyline in the city are living examples of the nawab's architectural ingenuity.

Modern Lucknow, spread evenly on both sides of river Gomti, is a perfect blend of the ancient with the modern, as many glitzy shopping arcades coexist with the old monuments. The greatest attraction of Luckonow, wherein the past jostles with the present, is its unique ability to achieve harmony amidst disorder and to assimilate the new into the old.

Lucknow is famous for chikan embroidery and zari work, its zardozi, perfumes, jewellery, metal ware crafts and its fine craftsmanship. Main shopping areas are Aminabad, Chowk and Hazratganj.

The main places of interest are Bara Imambara, Bhulbhulaiya, Chhota Imambara, Picture Galeery, Residency Ruins, Rumi Darwaza, Vidhan Sabha and Ambedkar Park.

Lucknowites enjoy all the seasons. During October to end-February it is cold, summer is between March and July and the temperature ranges from 20 to 38 degree celsius, mid-July till end-September is the rainy season.

How to Reach Lucknow

The city is well connected to other parts of the country through air, rail and road. There are daily flights and well connected trains to important metros.

Transport

Autorickshaws and Buses ply day and night. Prepaid taxies are available at Airport and Railway Station.

Notes

Management DevelopmentDate & Vanue Page No.

1 Effective Communication Strategies Prof. Himanshu Rai August 23-25, 2012, Lucknow 012 Excellence through Effective Communication Prof. R L Raina September 3-5, 2012, Noida3 Written Executive Communication Prof. R L Raina November 22-24, 2012, Lucknow4 Effective Communication Strategies Prof. Himanshu Rai December 6-8, 2012, Lucknow5 Strategic Corporate Communication Prof. R L Raina February 11-13, 2013, Noida6 Successful Communication at Work: Prof. Payal Mehra February 20-22, 2013, Lucknow

People, Process, Products7 Communication for Leaders Prof. Himanshu Rai March 7-9, 2013, Lucknow

8 Managerial Decision Making under Prof. B K Mohanty December 10-12, 2012, LucknowUncertain Environment

9 Finance for Non-Finance Executives Prof. Prakash Singh & July 9-13, 2012, LucknowProf. Ajay K Garg

10 PPP in Indian Infrastructure: Challenges Prof. Manoj Anand October 8-10, 2012, Lucknowand Opportunities

11 Finance for HR Managers Prof. Prakash Singh November 19-21, 2012, Lucknow12 Finance for Non-Finance Executives Prof. Prakash Singh & February 4-8, 2013, Noida

Prof. Ajay K Garg

13 One year part-time General Management Programme for Executives (with 240 hours of teaching in four on-Campus Module of 9 days each)

14 Strategic School Leadership Prof. Sushil Kumar May 21-25, 2012, Lucknow15 Strategies for Low Carbon Management and Prof. Sushil Kumar September 3-5, 2012, Lucknow

Business Sustainability16 Creativity and Innovation for Sustained Prof. Sushil Kumar November 5-7, 2012, Lucknow

Business Performance17 Creativity and Problem Solving Prof. Sushil Kumar November 19-21, 2012, Lucknow18 General Management Programme Prof. Archana Shukla December 3-14, 2012, Lucknow19 Corporate Governance and Ethics Prof. Sushil Kumar January 14-16, 2013, Lucknow20 Developing Strategic Mindset Prof. Archana Shukla January 21-23, 2013, Noida21 Creativity and Problem Solving Prof. Sushil Kumar February 11-13, 2013, Noida22 Greening Strategies Prof. Sushil Kumar February 25-27, 2013, Lucknow

May 19, 2012 - April 21, 2013, Lucknow

23 Managing Employee Performance Prof. Pankaj Kumar June 14-16, 2012, LucknowManagement System for Corporate Excellence

24 Negotiation Skills Development Prof. Himanshu Rai July 5-7, 2012, Noida25 Leadership Development Prof. Himanshu Rai July 12-14, 2012, Lucknow26 Advanced Management Programme Prof. Pankaj Kumar & July 23 - August 4, 2012, Lucknow &

Prof. Pushpendra Priyadarshi Australia27 Personal Growth through Self Exploration Prof. Shailendra Singh August 6-10, 2012, Lucknow28 Understanding Self for Managerial Excellence Prof. Pankaj Kumar August 16-18, 2012, Lucknow29 Team Building Prof. Archana Shukla September 3-5, 2012, Noida30 Strategic Human Resource Management Prof. Himanshu Rai September 6-8, 2012, Lucknow31 Personal Growth through Emotional Intelligence Prof. Shailendra Singh September 24-26, 2012, Lucknow32 Discovering Leadership through Prof. Pushpendra Priyadarshi October 8-10, 2012, Lucknow

Outbound Learning33 Managerial Effectiveness Prof. Archana Shukla October 8-12, 2012, Lucknow34 HRD for Line Managers Prof. Pankaj Kumar October 29-31, 2012, Noida35 Enhancing Manageiral Capability through Prof. Shailendra Singh November 5-7, 2012, Lucknow

Stress Management36 Negotiation Skills Development Prof. Himanshu Rai November 22-24, 2012, Mumbai 37 Inspired Leadership Prof. Sushil Kumar & December 3-7, 2012, Lucknow

Prof. Pushpendra Priyadarshi38 Understanding Self for Managerial Excellence Prof. Pankaj Kumar December 13-15, 2012, Noida

Programmes 2012-2013Programme Title Programme Director(s)S.No.

39 Managerial Effectiveness Prof. Archana Shukla January 7-11, 2013, Noida40 Leadership Development Prof. Himanshu Rai January 10-12, 2013, Lucknow41 Coaching and Mentoring for High Performance Prof. Pankaj Kumar & February 11-13, 2013, Lucknow

Prof. Pushpendra Priyadarshi42 Personal Growth through Self Exploration Prof. Shailendra Singh February 11-15, 2013, Lucknow43 Building Organizational Culture for Performance Prof. Pankaj Kumar March 13-15, 2013, Lucknow

INFORMATION TECHNOLOGY & SYSTEMS

44 Executing strategy using Business Process Prof. Amit Agrahari August 1-3, 2012, LucknowManagement Systems

45 Managing Business of Software Products Prof. Amit Agrahari February 14-16, 2013, Lucknowand Services

LEGAL MANAGEMENT

46 Effective Contract Management and Negotiation Prof. Dharmendra S Sengar May 21-23, 2012, Noida47 Intellectual Property Management for Prof. Dharmendra S Sengar July 3-5, 2012, Noida

Business Advantage48 Effective Contract Management and Negotiation Prof. Dharmendra S Sengar September 3-5, 2012, Lucknow49 Corporate Law Management and Law Programme Prof. Dharmendra S Sengar December 3-5, 2012, Noida

MARKETING

50 Marketing Management Strategies for Success Prof. Rajeev Kumra July 2-6, 2012, Noida51 Strategic Market Planning for Profitability Prof. Saji K B Nair August 27-31, 2012, Lucknow

and Growth52 Advance Sales Force and Distribution Management Prof. Rajeev Kumra September 3-5, 2012, Noida53 Aligning Business Strategy with Marketing Prof. Saji K B Nair September 10-14, 2012, Lucknow

and Sales54 Internet Marketing Prof. Moutusy Maity Setpemebr 13-15, 2012, Noida55 Integrating Product and Brand with Prof. Devashish Das Gupta September 24-26, 2012, Lucknow

Marketing Strategy56 Mastering Marketing Prof. Devashish Das Gupta October 1-5, 2012, Lucknow 57 Strategic Market Planning for Profitability Prof. Saji K B Nair October 8-12, 2012, Noida

and Growth58 Aligning Business Strategy with Marketing Prof. Saji K B Nair November 5-9, 2012, Noida

and Sales59 Comprehensive Programme in Marketing Prof. Devashish Das Gupta November 19-30, 2012, Lucknow60 Customer Relationship Management Strategies Prof. Rajeev Kumra December 10-12, 2012, Noida61 Rural Marketing Strategy Prof. Rajesh K Aithal December 20-22, 2012, Lucknow62 Leveraging Distribution Channels to Achieve Prof. Rajesh K Aithal January 17-19, 2013, Lucknow

Success in Indian Markets63 Achieving Success in Rural Marketing through Prof. Rajesh K Aithal January 28-30, 2013, Lucknow

Distribution Excellence64 Advance Sales Force and Distribution Management Prof. Rajeev Kumra February 4-6, 2013, Noida65 Effective Retail Management Prof. Devashish Das Gupta February 11-13, 2013, Lucknow66 Marketing Strategies for Successful Prof. Devashish Das Gupta March 4-6, 2013, Lucknow

Agri-Input Organizations

OPERATIONS MANAGEMENT

67 Managing Innovation and Product Development Prof. Atanu Chaudhuri April 23-25, 2012, Noida68 Decision Making Techniques for Managers Prof. Sushil Kumar July 16-20, 2012, Lucknow69 Managing Innovation and Product Development Prof. Atanu Chaudhuri August 1-3, 2012, Noida70 Supply Chain Management Prof. Samir K Srivastava Septemebr 10-12, 2012, Lucknow71 Project Management Prof. Sushil Kumar & February 18-22, 2013, Lucknow

Prof. K N Singh

STRATEGIC MANAGEMENT

72 Strategic Analysis for Competitive Advantage Prof. Ashutosh Kumar Sinha June 4-8, 2012, Noida& Prof. Arun Kumar Tripathy

73 Mergers, Acquisitions and other Prof. Ajay K Garg & October 8-10, 2012, NoidaRestructuring Strategies Prof. Neeraj Dwivedi

74 Strategic Analysis for Competitive Advantage Prof. Ashutosh Kumar Sinha November 19-23, 2012, Noida& Prof. Arun Kumar Tripathy

Date & Vanue Page No.

The illiterates of the 21st centurywill not be those who cannot read and write,

but those who cannot learn,unlearn, and relearn

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Programme Director(s)

HUMAN RESOURCE MANAGEMENT

Programme TitleS.No.

COMMUNICATION

DECISION SCIENCE

FINANCE AND ACCOUNTING

GENERAL MANAGEMENT

MDPManagement Development Programmes

2012-2013 (April-March)

"What we have to learn to do,we learn by doing"

"As your will is, so is your deed.As your deed is, so is your destiny"

The programme dates and venue may undergo some changesfor details please contact :

VINOD ARORAProgramme Manager

Indian Institute of ManagementPrabandh Nagar, Off Sitapur Road, Lucknow 226 013

Phone : (0522) 2734101-23Direct : (0522) 2736282, 2736284 or 2736285

Fax : (0522) 2734026 (MDP)/2734025 (GENERAL)E-mail : [email protected]; or [email protected];

Webpage : www.iiml.ac.in/executive_education.html