IMI Short Programmes Spring 2019 Blueprints for your career

Transcription

1 IMI Short Programmes Spring 2019 Blueprints for your career

2 Welcome to IMI Welcome to Ireland s executive management centre and our IMI Short Programmes the blueprints for your successful career. Our goal is to help you to build your career using the most advanced training techniques, real world experiences and the finest resources in the country. At IMI, we equip leaders to build the future. For managers, leaders and their organisations to be recognised as truly world-class, they need a globally recognised executive education partner. Since 1952, IMI has helped to build the careers of thousands of Ireland s most successful business people within every industry. By delivering results-oriented short programmes for executives we have achieved international acclaim as one of the top executive management centres in the world, resulting in IMI being the only Irish provider to be simultaneously ranked by the Financial Times for the provision of both customised and open executive education. IMI Short Programmes Applying all of our experience we have developed a series of short and impactful programmes that will help you at the various stages of your career in business. They will give you the specific skills you need to realise both your individual and your organisation s full potential. All of our IMI short programmes are delivered by experienced local or global executive learning directors who bring their extensive knowledge as thought leaders and practitioners to our programmes. They will show you how to apply practical tools directly and specifically to your own work environment. The programmes in our portfolio focus on four distinct areas: Management & Leadership, Personal & Career Development, HR & People and Business & Functional Excellence. Programme start dates and fees quoted throughout this document are subject to change. 2

3 IMI Short Programmes Index Management & Leadership...6 Front Line Management... 7 Essential Skills of management... 8 Mini MBA... 9 High Impact Leadership Senior Executive Programme Taking the Lead Women in Leadership Personal & Career Development...13 Managing People Communicating for Performance Presenting with Impact Think on Your Feet Innovative Problem Solving Human Resources & People Development...19 Leadership and Motivation Facilitation Skills High Performance Teams Coaching for Business Results Business & Functional Excellence...24 Finance for the Non-Financial Manager Advanced Negotiation Skills Change Management Growing Key Accounts Breakthrough Sales Management... 29

4 Break through to a new level Our portfolio focuses on four distinct areas: Management & Leadership, Personal & Career Development, Human Resources & People Development and Business & Functional Excellence. Early Career Mid Career Senior Career Front Line Management (3 Days) Essential Skills of Management (6 Days over 3 Modules) Management and Leadership Mini MBA (5 Days) High Impact Leadership (6 Days over 3 Modules) Senior Executive Programme (13 Days over 5 Modules) Taking the Lead Women in Leadership (4 Days over 2 Modules) Managing People (2 Days) Personal and Career Development Human Resources & People Development Communicating for Performance (3 Days) Presenting with Impact (2 Days) Think on Your Feet (2 Days) Innovative Problem Solving (2 Days) Facilitation Skills (2 Days) High Performance Teams (2 Days) Leadership and Motivation (2 Days) Coaching for Business Results (3 Days) Advanced Negotiation Skills (2 Days) Business and Functional Excellence Growing Key Accounts (3 Days) Breakthrough Sales Management (3 Days) Finance for the Non-Financial Manager (3 Days) Change Management (2 Days) For more information, please contact our Programme Advisors on programmeadvisors@imi.ie or

5 Upcoming programmes and dates for Spring 2018 Programme Start January February March April May June Front Line Management 16th 11th 20th & 29th 18th Essential Skills of Management 26th 04th & 15th 16th Mini MBA 04th Management and Leadership High Impact Leadership 31th 08th 02nd Senior Executive Programme Spring 2019 Taking the Lead Women in Leadership 26th 07th Managing People 11th Communicating for Performance 18th 27th Personal and Career Development Presenting with Impact 11th 27th Think on Your Feet 22nd Innovative Problem Solving 23rd Facilitation Skills 28th Human Resources and People Development High Performance Teams Leadership & Motivation Coaching for Business Results 25th 23rd 30th Advanced Negotiation Skills 24th 30th 06th Growing Key Accounts 15th Business and Functional Excellence Breakthrough Sales Management 30th Finance for the Non Financial Manager 26th 24th 18th Change Management Spring

6 Management and Leadership Our best-known programmes designed to meet the needs of today s managers. Our programmes provide a powerful and practical learning experience whether you are completely new to management or a seasoned senior executive. 6 IMI Short Programmes Autumn 2018

7 Moving to Management Front Line Management Programme Gain the skills for success as you into management move into management People who are about to or who have recently taken on the responsibility for managing others. Designed to give newly appointed front line managers, team leaders, supervisors and others a solid foundation in management skills. 3 Consecutive Days For a business to succeed in today s environment, the productivity of your front line employees must be maximised by effective management. This programme gives potential or new front line managers the comprehensive set of people and business skills necessary to succeed. Non Members Fee 2,075 Corporate Members Fee 1,695 This programme will help you to meet today s front line management challenges. It is an innovative three-day programme that will give you the practical skills you need to achieve success in your new management role. We cover all of the critical topics that your initial move into management. 16, 17, 18 January 2019 Programme 2: Dublin 11, 12, 13 March 2019 Programme 3: Cork 20, 21, 22 May 2019 Programme 4: Dublin 29, 30, 31 May 2019 Programme 5: Dublin 18, 19, 20 June 2019 These include: transition and change management, personal effectiveness including time management, problem solving, decision making, building trust and teams, communications at work and the key aspects of HR from employment law to managing performance. A Graduate s View: I thought the Front Line Management programme was excellent. The topics were wide-ranging, with plenty of interesting real-life examples. I enjoyed listening to other managers issues in the group and felt we all learned from each other. It s a great programme for people new to management.. Cliona Hegarty, National Campaigns Manager, Irish Cancer Society. 7

8 Developing Manager Essential Skills of Management Learn how to achieve excellence as a developing manager 6 days over 3 modules Non Members Fee 3,995 Corporate Members Fee 3,425 Developing managers who have six months or more experience and who would like to enhance their essential skills of management. Management acumen is not necessarily something you can pick up as you go along. As good managers develop, they recognise the fact that they need to enhance their essential skills to really perform in their organisation. This programme will help you to do that by building on your existing management expertise and developing new experience and research. 26 &27 February & 20 March & 10 April 2019 Programme 2: Dublin 04 & 05 April & 03 May & 07 June 2019 Programme 3: Cork 15 & 16 April & 14 May & 11 June 2019 Programme 4: Dublin 16 & 17 May & 14 June & 05 July 2019 This programme will help you to understand the role of the manager in a modern organisation and show you how to make the most of a variety of management techniques to deliver results. You will see how you can align, implement and manage focused work-plans and learn how to build trust and motivation within your teams. You can then select from a range of leadership styles to match the situation as well as design strategies for increased employee performance. You will also gain the personal skills you need to deliver communications with clarity and impact and to foster an environment for creativity and innovation. A Graduate s View: A very practical, modern and informative training programme. The best I have ever been on. Andrew Brennan, Assistant Principal, Department of Justice. 8

9 Developing Manager Mini MBA To assist developing leaders to master advanced business skills Developing business leaders seeking to broaden and strengthen their knowledge of business theory and practice. The Mini MBA is perfect for those with considerable specialist experience in one area who want exposure to other areas of the business. It is also a great help to managers who will soon be, or are currently, leading major projects and for those who aspire to positions of greater responsibility. 5 Consecutive Days The Mini MBA is an intensive five-day programme designed to give you the maximum impact from a limited time away from work. The format and design creates a supportive environment where participants learn from subject experts, practical application of case studies and from each other. We run workshops, examine case studies, conduct class discussions and work in groups to ensure that the week is as rewarding as it is insightful. Non Members Fee 3,445 Corporate Members Fee 2,845 The programme team is made up of top business executives with a wealth of specialist subject experience and expertise. Y challenging with a clear practical orientation. Whatever path your career takes, you will need leadership skills and an understanding of all areas of enterprise. The Mini MBA covers the business 04, 05, 06, 07, 08 May 2019 an intensive format designed to give you a thorough framework of knowledge for making informed business decisions. The programme is designed to build on your existing management competencies by giving you a comprehensive understanding of all the functions of an organisation. A Graduate s View: The Mini MBA provided a real world insight into organisational strategy and how it is supported by finance and marketing and executed by effective leadership. The programme was well structured and delivered by professional, experienced and highly knowledgeable practitioners in their fields. Overall it was a very informative, interesting and worthwhile piece of learning and the participants also learned much from each other both in terms of wider industry experiences and personal insights. Denis Rodgers, Business Analysis Practice Lead, Delphi Technologies. 9

10 Developing Leader High Impact Leadership To assist high potential leaders to develop their influence and impact Developing leaders who want to examine and master their leadership styles and hone their interpersonal skills for future success. 6 days over 3 modules This unique programme puts developing leaders through their paces. A master class in individual leadership, you will learn a lot about yourself, how you interact with and manage others and you will get a broader perspective on your organisation. This is a demanding experience that will help you to identify and build on your strengths and to recognise and learn to overcome personal leadership challenges. Non Members Fee 3,995 Corporate Members Fee 3, January & 01 February February & 01 March & 22 March 2019 Programme 2: Cork 08 & 09 April & 14 May & 11 June 2019 Programme 3: Dublin 02 & 03 May & 07 June & 28 June 2019 As a developing leader, the High Impact Leadership programme will provide you with a framework with which to develop to your full potential. You will broaden your business perspectives and develop your interpersonal skills through intensive interaction with managers from other organisations. This will help to mould you into an excellent leader for both now and into the future. You will gain knowledge of how to interact better with and lead others and this will help you to step up to your next leadership challenge in a positive and proactive way. A Graduate s View: A hugely rewarding experience, both professionally and personally. It has given me the tools to improve my leadership skills in a way I would not have seen before the programme. The attention to detail and professionalism of the programme contributors was exemplary. The one-to-one attention and feedback was outstanding. The facilities at the IMI are second to none and the ability to stay on campus made attendance very easy. I really enjoyed it and made some great friends during the process. Bryan Ahern, Head of Finance, Cascade Designs Ltd. 10

11 Senior Executive Programme To provide you with the skills and resources you need for ultimate personal and organisational success success 12 days over modules + 1 follow up day Non Members Fee 10,100 Corporate Members Fee 8,200 Spring 2019 TBC Senior executives who have responsibility, either individually or as a member of the top team for steering their organisation strategically. Participants are all high achievers: executive directors and senior line managers, including general managers and functional heads from medium and large companies. This programme has been designed and perfected over the years for high calibre individuals; from private, public desire to enhance an already impressive track record, have a hunger to learn and gain exposure to new ideas and strategic perspectives. This programme creates a global context for enterprise-wide thinking and explores the challenge of building an adaptive, innovative organisation that can thrive and prosper in a fast changing and challenging marketplace. You will go on a journey of personal learning and discovery to maximise your potential as a business leader. Delivered by an international faculty drawn from leading business schools across Europe and the US, the programme gives you an integrated framework to enhance your personal performance and that of your business. Leading organisations in this business environment is a complex challenge. Our premier programme is designed to equip senior executives with the strategic skills and leadership understanding to position both themselves and their organisations for success. You will examine the best global business practices and learn how to deliver them in a practical and focused way within your own organisation. We cover the key entrepreneurship, negotiations and managing change. We will also maintain a focus on developing your own leadership capacity. The programme is delivered in short modules to suit your demanding schedule. You will also build your personal network of business leaders, as you work closely with your class colleagues while also becoming part of the broader Senior Executive Programme alumni. A Graduate s View: The SEP programme appealed to me for different reasons. I was keen to develop my own capabilities and I had great feedback from colleagues who had attended the programme about their experiences. I needed flexibility in terms of my professional and personal commitment and the modular design of the programme was very appealing. I was particularly interested to learn from and work with people outside my industry, both from a development perspective but also to widen my personal network. The programme really delivered on my objectives. The range of the faculty, both in terms of their experience and their perspectives was very stimulating. The mix of large and small companies, both private and public sector, meant for some great shared learning. I ve made some good friends and great contacts who I can now contact to discuss a range of different challenges. I highly recommend the programme. Susan Sunderland, Business Unit Director, Sanofi Aventis 11

12 4 days over 2 modules Taking the Lead Women in Leadership A programme for aspiring women leaders navigating today s business landscape. Explore how you can become a catalyst for your own and your organisation s success Non Member Fee 4,995 Corporate Member Fee 4,245 Women aspiring to and preparing for more senior management positions Women exploring career options and ambitions. Taking the Lead is designed for aspiring and developing women leaders who are hoping to accelerate their career and personal development. 26 & 27 February & 03 April 2019 Programme 2: Dublin 07 & 08 May & 12 June 2019 As a participant on this programme, you will be given the time and space to explore where you are in your work and career, articulate the leadership challenges facing you in today s workplace and develop the insight and skills to address these. You will begin with completing the EQi - the globally recognised Emotional Intelligence measure to provide these insights. Practical, outcome oriented tasks will help you to develop increased resilience and strategies to maintain balance in a competitive organisation, while identifying personal career and leadership ambitions. Through this programme, you will: Become more compelling, influential and persuasive and learn proven techniques to be a more effective and resilient leader. Learn how to enhance your executive presence to get results and inspire others. Greatly increase your leadership impact, create long-term personal and professional change, and become a role model. 12

13 Personal & Career Development A range of programmes to enhance your interpersonal and communication skills. IMI Short Programmes Autumn

14 Personal & Career Development Managing People Discover how to maximise interpersonal relationships Business people at all levels who want to improve their interpersonal skills and get more from their working relationships. 2 Consecutive Days People make businesses work - they form the fabric of the organisation's culture. If organisations are to be successful, individuals must have a clear understanding situations. Whatever your level, this programme will give you a range of proven techniques that will help you to effectively manage the interactions you have with people, both inside and outside the organisation. Non Members Fee 1,385 Corporate Members Fee 1, & 12 February 2019 This highly interactive two day programme is focused on managing people and relationships in the work place. We will show you how to connect with staff, peers or other managers and stakeholders. Through a knowledge of human dynamics and an understanding of what motivates and drives people s behaviours, this programme will give you the practical skills to effectively manage challenging situations. You will learn how to build effective and lasting relationships, gain the knowledge to A Graduate s View: I found the programme very enjoyable. I learned quite a bit about my own personal management style and how I deal with people on a day-to-day basis. Geraldine O Sullivan, Senior Financial Accountant, SouthWestern. 14

15 Personal & Career Development Communicating for Performance Learn how to communicate with clarity, brevity and impact Anyone who needs to develop their one-to-one and one-to-many communication skills in the workplace. 3 Consecutive Days Most people believe that they can communicate, but can they communicate effectively? This programme will show how to listen, provide feedback and to avoid Non Members Fee 2,075 Corporate Members Fee 1,695 body language, think on your feet and be assertive. The programme includes engaging activities and exercises where you can apply the theories you have learnt, 18, 19, 20 February 2019 Programme 2: Dublin 27, 28, 29 May 2019 On completing this highly interactive three day programme you will be an effective communicator who can absorb other people s views and clearly communicate your competence to communicate for greater performance. We will give you the tools you need to answer tough questions on the spot and the ability to take ownership and responsibility to ultimately communicate better. A Graduate s View: The content and delivery were excellent. The programme was very interesting with lots of role play to keep the focus. I would recommend the programme to all managers. Adrian Murphy, Quality Manager, Moffett Engineering Limited. 15

16 Personal & Career Development Presenting with Impact Enabling you to deliver presentations that achieve results achieve results Presenting with impact is not a talent people are born with, it is a skill that everyone can learn. This two day programme is designed for individuals who want to develop the skills required to deliver effective presentations in business and social settings. Whether you present on a regular basis or less frequently, Presenting with Impact is for you. This programme is designed to maximise the effectiveness of your presentations to ensure you get the results you are aiming for. 2 Consecutive Days Non Members Fee 1,385 Corporate Members Fee 1,145 This highly interactive two day programme will help you build and practice the skills of effective presenting. Through structured exercises and performance feedback you will identify your strengths and areas for development, helping you master the skills of presenting. Learn the techniques used by professionals and how to apply them to your presentations. Understand how to communicate your information with clarity You will receive structured feedback from our experienced staff that will help you identify opportunities to increase your effectiveness. In this safe learning environment you will have the opportunity to review your presentations and re-deliver them after applying the feedback. 11 & 12 February 2019 Programme 2: Dublin 27 & 28 May 2019 At the end of this two day programme you will have a toolset for building and delivering effective presentations. You will understand how to control your nerves, design and structure effective content, and deliver successful presentations. You audience, tailoring your message, and achieving your presentation goals. 16

17 Personal & Career Development Think on Your Feet The internationally acclaimed workshop that trains you to organise your ideas fast The ability to analyse, organise and present your ideas fast is now a core skill. Think on Your Feet is designed to help you to get your ideas across clearly, concisely, and persuasively. 2 Consecutive Days Think on Your Feet is designed for anyone concerned about communications, including senior executives, managers, sales and marketing professionals, technical Non Members Fee 1,385 Corporate Members Fee 1, & 23 May 2019 Think on Your Feet introduces the capsules-of-persuasion concept 10 plans that structure your ideas quickly, for impact and persuasion. The programme will provide you with the skills to answer questions on the spot, to explain complex ideas clearly, and to structure your communications in a professional manner. Whether you are communicating one-to-one, one-to-many, on the phone, in meetings, informal presentations, or through , Think on your Feet will allow you to excel. We provide the blueprints for success and you apply and practice these techniques in a safe learning environment. At the end of this innovative two-day programme you will have a set of skills that will enable you to: get to the point and be remembered; present your ideals in a logical and persuasive manner; handle questions quickly, clearly and effectively; avoid common communication traps; structure your information into facets, aspects, and perspectives; bridge effectively from questions to answers; and sell your ideas, products, or services. Think on your Feet is an internationally recognised programme. As a successful participant you will receive access to a range of follow-up support materials and resources including: TOYF-FRESH - an on-line refresher module, and TOYF TIPS - a monthly newsletter providing reminders, tips, and ongoing reinforcement of your classroom experience. 17

18 Personal & Career Development Innovative Problem Solving Using innovation and structured problem solving techniques to turn ideas into action solving techniques to turn ideas into action 2 Consecutive Days Innovative Problem Solving is a two-day course that explores how to apply innovation and creativity in a structured process that helps provide solutions to Whether you are a strategic planner, project leader, manager or individual contributor, having an innovative problem solving toolkit will enhance your success. Non Members Fee 1,385 Corporate Members Fee 1, & 24 March 2019 The course provides participants with a toolkit and a set of techniques for using innovation in a structured way to deliver results. Participants will explore and learn about innovation tools, processes and techniques. Through a range of engaging and interactive activities participants will learn how to apply innovation to problems and processes. Each participant will also receive an innovation toolkit to take away. Participants will be able to directly apply the tools and techniques they learn on the course to their everyday challenges back in the workplace. Our highly experienced staff will provide you with the skills you need to be more successful in overcoming challenges by applying creativity and innovation to your problem solving techniques. 18

19 Human Resources & People Development A range of programmes to enhance your ability to engage with and get the best from people. 19

20 Human Resources & People Development Leadership and Motivation Unravel the science of motivation for leaders at all levels Anyone who faces the challenge of leading and motivating staff to achieve higher performance. 2 Consecutive Days One of the most important things you have to do in business is to lead and motivate individuals and teams to higher performance. This is a daily challenge and leadership and motivation skills have become a crucial element of an effective manager s toolkit. This two-day programme will equip you with the skills and insights you need to be an effective leader and motivator. It will give you a practical review of cutting-edge, best practice leadership methods and help you to develop self-knowledge of your leadership preferences and behaviours, together with the skills to effectively lead others. Non Members Fee 1,385 Corporate Members Fee 1,145 The IMI Leadership and Motivation programme is particularly helpful to managers and business specialists who are leading teams through organisational change. You will be helped to identify appropriate leadership and motivational styles while focusing on optimising job performance. Guest speakers are a major feature of this 25 & 26 March 2019 and advice and encourage you to discuss your own leadership and motivation challenges with them to develop practical approaches to solve these issues. A Graduate s View: Very relevant to my job and some of the projects I have planned. Very professional team at IMI and I will definitely have a look at other programmes that may be of use to me. Paddy Savage, Operations Manager, InterTrade Ireland. 20

21 Human Resources & People Development Facilitation Skills Facilitate groups to succeed Managers, HR specialists, HR business partners, project managers, team leaders and anyone who needs to work within a group setting and achieve results. Facilitation is the art of achieving success in groups through engagement and structured processes. 2 Consecutive Days Non Members Fee 1,385 Corporate Members Fee 1, & 26 March 2019 This highly interactive two-day programme introduces the art of facilitation. Through 10 proven steps, participants will gain the skills required to successfully facilitate any group in achieving their goals. Participants will learn best practice techniques for group engagement and focused processes for success. From getting buy-in to taking ownership of actions, facilitation skills will enable participants to apply a range of proven techniques to deliver success in a group setting. Our experienced trainers will guide you through the process of facilitation and provide you with tools and techniques that you can practice to develop your skills. You will be provided with expert analysis and feedback to allow you to enhance your skills for success. By the end of the two days you will have a 10-step facilitation process and a range of tools to generate group engagement and support. Participants will acquire a set of tools designed to increase their effectiveness in any facilitation setting, which they can take away. 21

22 Human Resources & People Development High Performance Teams Understand the dynamics of teams in the context of the modern organisation For managers who are moving to manage a team within an organisation or who need to understand the dynamics of teams in the context of the modern organisation 2 Consecutive Days Those who have recently moved into a new team leadership role. Those whose team has been expanded or merged. Those tasked with leading a matrix or project team. Those leading a smaller organisation as a team. Those coordinating groups of diverse individuals. Those looking to expand their management and leadership skills to lead groups of individuals. Non Members Fee 1,385 Corporate Members Fee 1,145 The IMI Leading High Performance Teams programme is a short two day programme aimed at developing your team leadership skills, your understanding of team roles and dynamics. Unlike many other management programmes it takes a deep dive into the behavioural aspects of managing a group of people to excel and to achieve high performance. Participants will leave with a toolkit for measuring and assessing their own and others team strengths and with skills that enable them to build and sustain a collaborative, effective and engaged team. 23 & 24 April 2019 This programme will equip participants with the tools and competences they need to: Develop high performing teams. Understand the psychological traps of working groups. Focus the team collective mind on strategic objectives. Develop team productivity. Plan for the synergistic interactions of a team in the organisation. Identify team member critical strengths and focus them where they count the most. Develop trust and team leadership skills. Develop team agility and collaborative spirit. Shape and model team high performing behaviours. 22

23 Human Resources & People Development Coaching for Business Results Learn how to coach for engagement, empowerment and accountability Whether you are a senior manager/leader in charge of a team who is looking to develop a coaching culture as a part of your business strategy and need an approach and a set of skills to improve your effectiveness at work or if you ask yourself the following questions, then Coaching for Business Results will help enhance your success. 3 Consecutive Days How do I have better conversations with my team and empower them to achieve their goals? How can coaching help me to have difficult conversations with underperforming staff? How can I use coaching as an approach to enhancing individual and organisational performance? Non Members Fee 2,075 Corporate Members Fee 1, April, 01, 02 May 2019 Organisations are looking for ways to introduce managers and leaders to a more progressive approach to leadership as a way of supporting the empowerment, engagement and accountability of others. Coaching has proved to be an effective tool and continues to gain in popularity with organisations globally.this three-day programme has been designed to give managers access to powerful coaching skills that will enable them to improve their effectiveness at work and drive business results. By using effective questions, giving positive feedback and choosing the appropriate communication style, a manager can create a team and support an individual to become aware of how they do things, the impact it has and the willingness to take responsibility for their own performance. On completing this highly interactive programme you will learn how to practice giving feedback that is timely, specific and tied to goals. You will unlock a person s potential to improve their own performance by raising their awareness and clarifying goals and involve direct reports in finding solutions for performance improvement. Discover how to gain understanding by listening attentively and create relationships of partnership, equality and trust. On completion you will receive credits towards your recognition by the ICF as an accredited coach. Interested managers will also have an accredited next step available to them. 23

24 Business & Functional Excellence A range of programmes to enhance your business skills and success. 24

25 Business & Functional Excellence Finance for the Non- Financial Manager Gain a financial toolkit for even the most challenging times 3 Consecutive Days A responsible for budgets. Credit control staff will also learn how to avoid bad debts. Non Members Fee 2,075 Corporate Members Fee 1,695 literate in order to be effective. They do not need to be experts but they do need to e will give you the skills you need to perform your own job better and to contribute more effectively 26, 27, 28 February 2019 performance, control your department more effectively, enhance your decision s Programme 2: Cork 24, 25, 26 April 2019 Programme 3: Dublin 18, 19, 20 June 2019 A Graduate s View: A really excellent three days with the correct balance of information, discussion and practice. Justine McCarthy, Director. 25

26 Business & Functional Excellence Advanced Negotiation Skills Learn how to maximise the value in every deal by mastering your negotiations Negotiations are about getting the best value you can from what is on offer and 2 Consecutive Days Non Members Fee 1,385 Corporate Members Fee 1, & 25 January 2019 Programme 2: Cork 30 & 31 May 2019 Programme 3: Dublin 06 & 07 June 2019 programme is designed for individuals and managers who want to maximise their ability and effectiveness in a broad range of negotiation situations. This unique programme challenges you as a negotiator to hone your skills in a broad range of negotiations. This is a demanding experience that will help you to identify and build on your strengths as well as recognise and learn to overcome the challenges and hard bargaining tactics that hinder your negotiations. As an experienced negotiator this programme will provide you with a framework to master your ability to work on your feet by preparing for and analysing complex negotiations. You will learn about the mutual gains approach to negotiation, how to distinguish interests from positions and gain valuable tools and tactics for all stages of the negotiation process. You will also learn how to control your own emotions and reactions in negotiations. Core concepts include mastering power imbalances, responding to hard bargaining tactics, building trust, bargaining effectively, demonstrating persuasive reasoning and charismatic reasoning appropriately and maintaining relationships while in highly pressurised negotiations. A Graduate s View: It was a fantastic programme. I really enjoyed the two days and found it very interesting. The delivery of the material was excellent and the class atmosphere was relaxed and friendly. The programme was beneficial to my work and the exercises were very relevant. Fionnuala Barry, Advisory Project manager, IBM. 26

27 Business & Functional Excellence Change Management Mastering the skills to effect successful and lasting change 2 Consecutive Days We live in a world where change is the only constant. For organisations this can be a challenge in complex business settings where people, processes and systems may not readily embrace change. This two-day programme will provide you with the skills to introduce, implement and embed change within complex settings. Non Members Fee 1,385 Corporate Members Fee 1,145 change. Through interactive activities and structured exercises participants will learn how to plan for and position change, understand the human dynamics and reaction to change, and how to embed lasting change within organisations. Through an understanding of the factors of change and the leading theories, participants will develop a toolkit for change across a broad range of complex settings. Date TBC By the end of this two-day programme participants will have the skills and tools to effect successful change within their organisations. Participants will know how to approach and deal with the barriers to change including culture and human dynamics. In addition, participants will be provided with a range of tools to successfully implement change. 27

28 Business & Functional Excellence Growing Key Accounts Learn the strategies, skills and techniques to retain & grow your most important customers 3 Consecutive Days Executives who want to grow their customers, or who are tasked with the job of customer service, customer satisfaction, customer experience or success and for Key Account Managers/Developers, or other business development roles. This programme is suitable for companies who are looking to either start a Key Account Management strategy or want to enhance their existing key account strategy. Non Members Fee 2,075 Corporate Members Fee 1,695 15, 16, 17 May 2019 Managing accounts is no longer enough. They need to be developed and grown. The question has evolved from how are we managing accounts? to how are we helping the customer to succeed? Unless you are continuously adding value, developing the relationship and innovating in terms of delivery, there is a chance that your client will be poached by competitors. During the three days of the programme you will learn how to improve your customer retention rate and you will be given all the tools to develop and grow your key customers. However, if you are just starting a key account strategy, this programme will give you all the knowledge necessary to succeed. This programme will help you identify the performance and potential for Key Account Management and Key Account Development in your organisation, while learning how to become a strategic supplier and creating your roadmap to success. You will be able to set goals for increasing profitability by growing and retaining your customer base, benchmark your KAM against best practice and identify gaps, and decide where to focus based on reward and risk. On completion of this programme you will have the knowledge of how to apply a Key Account Plan to your top accounts. 28

29 Business & Functional Excellence Breakthrough Sales Management A results-driven programme for ambitious Sales Managers & Directors People who are responsible for maximising profits through effective sales management efforts and/or are managing field sales people and business development managers. 3 Consecutive Days Non Members Fee 2,075 Corporate Members Fee 1, April, 01, 02 May 2019 As a Sales Manager, your success depends on your ability to get each person on your team to perform to their fullest potential. This programme will help you boost the effectiveness of your one-to-one meetings with salespeople and sales team meetings. It will also help you to leverage performance reviews, coaching and other similar techniques while exploring key interconnected areas for sales success like sales targeting, messaging, visibility and control, customer acquisition and retention This programme will help you identify the sales performance improvement priority area which can increase the efficiency of your team and help you map the road to achieving breakthrough performance. High level performance is not achieved by doing one or two things, and is also different in every organisation. During the three day programme, you will explore the characteristics and behaviours of great sales managers, how they allocate and get most of their time, top challenges and how to handle these together with your team, sales processes and methodologies to accelerate performance and other strategies and techniques which will enhance your sales activities. 29

30 Navigate the changing business landscape with IMI s Customised Solutions IMI also offer programmes on a customised basis, comprising the themes in this brochure and more.talk to our Customised Solutions team today to find out more. Equip your leaders to build the future of your organisation. t: e: solutions@imi.ie w: imi.ie

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32 IMI Membership INFORM 2 TRANSFORM Masterclasses All the Benefits of INFORM Membership plus TRANSFORM... Global thought leaders sharing their next-practice ideas. Talent Forum Advant-Edge Series A network for senior HR and talent practitioners sharing their next-practice ideas. A series of sessions focusing on developing yourself, your people and your business. Network Mentors Thought Leadership Webinars Develop future leaders through this unique cross-company mentoring initiative. Learn from the comfort of your desktop with our series of leadership webinars. The Connect Lounge Insights from IMI s most popular programmes. Inform Extras - National Management Conference - Programme Discounts - Knowledge Centre - Top Team Days Away Up Close and Personal Meet and engage with international thought leaders in a closed group environment. programmeadvisors@imi.ie Freephone: Follow us