MDP. Management Development Programmes (April-March)

Transcription

1 MDP Management Deveopment Programmes (Apri-March) Hkkjrh; izcu/k alfkku y[kuå INDIAN INSTITUTE OF MANAGEMENT LUCKNOW Prabandh Nagar, Off Sitapur Road, Lucknow , INDIA Phone : ( , (EPABX), (0522) , , , , , (Direct) Fax : (0522) , , E-mai : mdpoffice@iim.ac.in; mdp@iim.ac.in Noida Campus : Pot No. B-1, Sector 62, Noida Website :

2 Director's Message Vision and Innovation is vita for meeting any chaenge; be it facing the dramaticay changing economic scenario around the gobe and keeping a pace with it or aunching a new product, or managing the Human Resources with diverse cuture and background. Geographica boundaries have virtuay perished and therefore strategic insights are of utmost importance. The Executive Education Programmes at IIM Lucknow are designed for professiona deveopment of Leaders, Managers and Executives from different areas and hierarchies, who endeavor for professiona and persona growth and who have a desire to have a niche above others to accompish operationa exceence. Education, therefore, as righty said by W B Yeats, is not the fiing of a pai, but the ighting of a fire. Each fine crafted programme offered, is designed to deveop visionary eaders who can become a driving force for their organizations in obtaining and achieving penutimate corporate performance eve and are capabe enough to sustain the same. I, on behaf of IIM Lucknow, invite a to join our endeavours in buiding great eaders in various organizations in the corporate word. Dr. Devi Singh

3 In MDP Chairman's Words MDP Committee IIM Lucknow Prof. Sushi Kumar Prof. Punam Sahga Since its inception in 1984, Indian Institute of Management Lucknow, through its diverse range of Management Deveopment Programmes (MDPs), has been infuencing and shaping eadership in the management of corporate and non-corporate sectors. The Institute has carved a distinctive niche for itsef in ast over 25 years by exceeding the expectations of participants and the industry. The basic objective of MDPs at IIM Lucknow is to buid thought eaders the eaders who are capabe of taking their organizations to greater heights even in the highy turbuent and dynamic environment the word faces in the 21st century. These programmes focus on equipping the participants to become probem sovers by deveoping a mindset which can see patterns in chaotic and compex environments. Prof. Vipu Prof. Pankaj Kumar MDPs of IIM Lucknow are designed and deivered by its knowedgeabe and experienced facuty who have proven track record of executive education. The programmes are designed keeping in view the contemporary chaenges being faced by different industry sectors and the pubic systems. Based on specific needs of an organization, we design and deiver customized programmes too. We take this opportunity to invite you to participate in these programmes. We are sure that the MDPs at IIM Lucknow wi provide thought provoking opportunity, and wi hep the participants to uneash their potentia for enhancing their persona as we as the organizationa growth. Prof. Neeraj Dwivedi Prof. Ashish Dube Prof. Sushi Kumar Prof. Amit Agrahari

4 COMMUNICATION EFFECTIVE COMMUNICATION STRATEGIES August 23-25, 2012 and December 6-8, 2012 AND The programme on Effective Communication Strategies prepares the participants for the acceerated pace of business communication both in the written and the ora form. The principa focus in written communication is on Anaysis foowed by Panning, Writing and Competing Reports and Proposas by attention to how the gathering, anayzing, and presenting of evidence and concusions can be designed for specific purposes and audiences. On the other hand, the primary focus in ora communication is on presentation skis, persuasion, and effective speech. The programme strives to hone the cognitive and anaytica abiities of the participants and teaches them to make informed and effective choices among myriad chaenging business situations. Introduction to Communication Decision Making and Anaysis Business Report Writing Research Report Writing The Art of Kinesthetic Speaking Effective Speech and Persuasion Cross Cutura Issues in Communication Measurement and Feedback, theory sensitization through discussions, case anaysis, exercises, inputs from experts and coaching woud form the dominant pedagogy for earning. Senior and Midde Leve Managers of organizations. COMMUNICATION PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residentia) 2

5 COMMUNICATION COMMUNICATION EXCELLENCE THROUGH EFFECTIVE COMMUNICATION September 3-5, 2012 Every serious study of managers at work comes to the same concusion; what managers do more than anything ese is communication with suppiers, customers, coeagues and above a with their own staff. Improve communication and you improve performance. Effective Communication is fast becoming an area of core competence for a business managers and team eaders. In organizations, effective communication transforms a group into a team. It reduces effort, fatigue and strugge. Work is accompished more accuratey and efficienty, as confict and stress give way to cooperation and satisfaction. It is true that the managers derive authority and status from resuts from productivity and profits. But in achieving resuts they rey heaviy on their communication abiity. In persuading and motivating peope to produce the kind of resuts that are needed, their ony too is the written and spoken word. OBEJCTIVES In ine with the above scenario, the programme on 'Exceence through Effective Communication' attempts to make the participants aware of time tested concepts and ski sets critica to hone communication competencies. Speaking with confidence, making and deivering winning presentations, istening activey, writing audience-centric positive and persuasive documents ike reports, proposas, media communications, are the key components. The programme wi focus on: The art and science of effective communication Interpersona and group communication skis Active istening and non-verba communication Communication trends and chaenges in corporate context Effective document preparation based on sound research, organization and documentation Writing winning messages, proposas and reports Preparing and deivering winning presentations Conducted in a ab environment, the programme wi foow a systematic approach to communication topics from basic skis and principes to more advanced strategies and techniques appied by managers' every day. With individuaized coaching and constructive peer critique, the course content draws extensivey on rea-ife experiences and focuses on case studies, discussions, inspiring fims and practica appication of communication skis. Besides heping the participants understand their communication profie, the course wi aso arm them with usefu communication tips and toos such as worksheets, checkists and tempates to hep them impement what they have earned. The programme is aimed at executives, midde-eve managers, programme managers, engineers, bankers, architects, trainers and teachers interested in sharpening their communication skis. WRITTEN EXECUTIVE COMMUNICATION November 22-24, 2012 In the compex business environment of today, information, with a ife-cyce of its own, has come to occupy a crucia roe. Organizations feed on information. Documents in the corporate context are written to faciitate 'buying' or 'seing' of 'ideas'; 'products', and 'services'. Such documents wi be 'winning' documents if the same are 'sincere', and 'persuasive', in their 'content' as we as 'presentation'. Keeping the above in mind, the major objective of this programme wi be to sensitize the participants on the importance of 'knowedge' and 'information' management. Documents (etters, memos, e-mais, cases, pans, reports, proposas, etc.) wi se we if this important aspect is adequatey addressed to and the same are: Crafted to fit the minds of the intended audiences Compete, concise, concrete, courteous, considerate, correct and cear; and In conformity with standard and accepted practices The programme wi cover the foowing areas: Strategic communication mode for effective document preparation Data research, organization, anaysis, interpretation and documentation Writing and presenting persuasive documents (proposas and reports, in particuar) Reporting a case anaysis and writing a Business pan The programme wi be conducted through the combination of interactive ectures, iustrative case studies, exercises and experience sharing sessions. This programme is aimed at senior executives in industry, academics and government officers with decision making responsibiities, invoved in writing and presenting persuasive documents. PROGRAMME DIRECTOR: Prof. R L Raina PROGRAMME FEE: `30,000/- per participant (residentia) (Noida campus) PROGRAMME DIRECTOR: Prof. R L Raina PROGRAMME FEE: `30,000/- per participant (residentia) 3 4

6 COMMUNICATION COMMUNICATION STRATEGIC CORPORATE COMMUNICATION February 11-13, 2013 Managing and communicating about corporate brands, buiding corporate identity and enhancing corporate image and reputation are vita issues in the boardrooms of corporate goba and oca, arge and sma, profit and non-profit. The programme wi focus on the way Corporate Communication initiatives are buit, 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 tactica when approached in a business setting. The programme wi aso offer perspectives on corporate eve identity and image management as we as corporate eve branding. A good Corporate Communication initiative needs two eements: (i) that it be a part of the corporate strategy, not just a pubic reations or advertising sogan; and (ii) that it be buit for differentiating and sustaining activities of the organization. Addressing these concerns, the programme has been designed to achieve the foowing objectives: Increase awareness about recent deveopments in the Corporate Communication initiatives Identify and bridge gaps in successfu impementation of Corporate Communication initiatives Improve presentation skis for better Corporate Communication initiatives Enhance organizationa communication within and outside the organization. The programme wi cover the foowing areas: Corporate Communication Toos Interna Communication Corporate Branding Investor Reations Managing Government Reations Crisis Communication The programme wi be conducted through an appropriate mix of case studies, presentations, and discussions on frameworks, exercises, and mutua sharing. The programme is aimed at executives, midde eve managers, programme managers, trainers and teachers invoved in Communication, Media Reations, PR & Knowedge/Information Management initiatives. PROGRAMME DIRECTOR: Prof. R.L. Raina PROGRAMME FEE: `30,000/- per participant (residentia). (Noida Campus) SUCCESSFUL COMMUNICATION AT WORK : PEOPLE, PROCESS, PRODUCTS February 20-22, 2013 Communication is the ife's bood of an organization, vita at every eve. An enterprise fu of peope who cannot communicate effectivey with one another cannot communicate we with customers. Leaders must ceary articuate the organization's mission and its vaues. Managers must set cear expectations and give coherent and consistent directions. Executives must understand one another and pu together towards the same ends. Without this carity, the organization becomes dysfunctiona, directioness and disordered. This workshop offers effective, thought-provoking and interactive sessions that address specific and unique issues reated to communication. It provides a mirror to the participants, as it is ony through reaistic sef awareness that we can understand ourseves and others. The workshop aso demonstrates the vaue of fexing or adapting to the person as we as situation for better communication and reationship resuts. The workshop woud cover themes reated to understanding communication, process, barriers, forma, and informa communications. Finer nuances of Interpersona communications woud aso be discussed in the workshop. The workshop aso incudes modues on face to face communication scenarios, reating to organizationa procedures such as Seection, Counseing, Appraisa, Discipine, Grievance, and Meetings. A modue on persuasive presentation-both in written as we as spoken formats and cross cutura communication woud be taken up in detai. Learners wi expore and practice a wide variety of communication skis. Experientia earning activities, Roe pays, Communication Games, and vaidated Survey instruments wi be used to provide measurements and insights into the beiefs, attitudes and practices that infuence communication at both individua and organizationa eves. Persona Counseing and Feedback to each participant wi be provided for sef improvement The workshop wi hep deveop the skis of both managers and non managers, intact work teams, and front ine customer service representatives. It is idea for a professionas working in sectors ike Manufacturing, Hospitaity, IT and even the Education sector. PROGRAMME DIRECTOR: Prof. Paya Mehra PROGRAMME FEE: `30,000/- per participant (residentia) 5 6

7 COMMUNICATION COMMUNICATION FOR LEADERS March 7-9, 2013 AND A eader's primary job is to infuence peope towards a vision which he carves out for them. Research has estabished that eadership can be incucated through certain training interventions and the most important ingredient of transformationa eadership is effective communication. The programme on Communication for Leaders hones the abiity of its participants to infuence, inspire and motivate others through effective communication and persuasive skis. The principa focus is sef anaysis, motivation, presentation skis, persuasion, and effective speech. The programme strives to hone the cognitive and anaytica abiities of the participants and teaches them to ead and transform through communication. Introduction to Communication Decision Making and Anaysis Principes of Leadership The Art of Kinaesthetic Speaking Leading Change Effective Speech and Persuasion Cross Cutura Issues in Communication Measurement and Feedback, Roe-Pays, Theory Sensitization through Discussions, Case Anaysis, Exercises, Inputs from Experts and Coaching woud form the dominant pedagogy for earning. Senior and Midde Leve Managers of Organizations. DECISION SCIENCE PROGRAM DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residentia) 7

8 DECISION SCIENCE MANAGERIAL DECISION MAKING UNDER UNCERTAIN ENVIRONMENT December 10-12, 2012 Management Decision Making, in genera, is compicated and confusing. The progress of an organization can be profoundy affected by what a manager decides. Further, the decision stages, steps, patforms and phases are the important factors of the manageria decision making process. Therefore, there is a need to train the managers so as to enabe them to make effective decisions for their organizations. This requirement is far more pronounced in the present economic scenario both in private and pubic industries. Knowedge of the environment, market and the socia needs in a precise and fexibe manner is a pre-requisite for a manager to arrive at an efficient decision. Our emphasis here is on the situations consisting of Mutipe Criteria Decision Making environments (MCDM). MCDM is appicabe to a wide range of probems both in private and pubic sectors, nonprofitabe organizations and government administrations. To name a few, the fieds of resource aocation, pubic investment, faciity ocation, financia panning and poicy formuation may be mentioned in the area of MCDM. In many MCDM environments, there are mutipe conficting objectives, and there is a need for trade-offs amongst the objectives. The need of trade-off is very common in manageria decision make-versus-buy, and between efficiency and environment impact when seecting certain manufacturing process. With the increasing uncertainty and compexities that a decision maker confronts such as above, even widey known management science toos have become inadequate in soving the probems. If some toos do capture the compexity of the decision situation, very often they ack in capacity to dea with the inherent fexibiity of the system. The fuzzy ogic approach heps in handing the above mentioned difficuties by focusing the decision situation under uncertainty and simuating the inteigent information of human skis through computers. The rea word decision making probems, which are normay expressed in fuzzy or vague manner, are systematicay captured, modeed, soved and finay impemented in a meaningfu way in order to arrive at an efficient decision. Fuzzy ogic approaches have been successfuy appied to many decision probems reated to functiona management areas such as; Information Technoogy, Marketing, Finance, Production Panning, etc. This three-day programme is aimed at sharing experiences in Fuzzy ogic concepts with the foowing objectives: To provide the participants with concepts, toos and techniques of decision making under uncertainty. To provide the necessary skis for impementing the modern decision making toos in their respective organizations and hep in soving the probems. To hep in Manageria Decision-Making through MS-Exce. Decision Making under Uncertainty An Introduction Information Technoogy as an aid for Decisions Group Decision Formuation, Soution and its Impementation Procedures Managers and their Expertise in Decision Making - a Procedure for Impementation, through MS-Exce. This programme is meant for Senior and Midde Leve Managers. PROGRAMME DIRECTOR: Prof. B K Mohanty PROGRAMME FEE: ` 30,000 per participant (residentia) FINANCE AND ACCOUNTS 9

9 FINANCE AND ACCOUNTS FINANCE AND ACCOUNTS FINANCE FOR NON-FINANCE EXECUTIVES Juy 9-13, 2012 and February 4-8, 2013 AND Finance impacts on a segments of organizationa activity. It acquires funds, aocates resources, and tracks performance. It becomes the foca point for manageria attention, decision making, and accountabiity. Methods utiized by finance peope in making financia decision are important and reevant to managers of other functiona areas in a types of organizations. Thus the roe of finance is a pervasive and has impact on the manageria decisions of non-finance executives. It is an extremey usefu programme for management professionas for earning essentias of finance. Successfu managers know that their decisions affect the profitabiity of the company, but are often puzzed by the numbers they dea 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 knowedge of critica financia principes in an easy to foow manner that wi hep them make better decisions in their organization. At the end of the course, the participants wi be abe to communicate finance reated matters more effectivey, understand the performance metrics of the organization, read and use company reports and comprehend other manageria accounting aspects. The participants earn to interpret crucia financia data in ways that enabe them to improve their effectiveness and make a more productive corporate contribution for vaue creation. The programme wi cover the foowing broad areas: Understanding and Anaysis of Financia Statements Cost Concepts and Costing System Profit Panning and Short-term Decision Making Risk and Return in Financia Management Techniques of Capita Budgeting Capita Structure Decision Dividend Decision Working Capita Management Financia Derivatives Capita Market Internationa Finance The participants woud earn through an appropriate mix of cassroom ectures, interactive discussions, case studies, cass exercises, take home group assignments and experience sharing. Both academic and industry practices woud be stressed upon throughout the programme. This programme is designed for Heads of Divisions/Functions, Midde Leve Managers and Managers, who are new to the concepts of Finance or those who wish to update their knowedge on basic Finance and Accounts. PPP IN INDIAN INFRASTRUCTURE: CHALLENGES AND OPPORTUNITIES October 8-10, 2012 Project Finance is arge and rapidy growing sub-fied of Finance. Project Finance through Pubic Private Partnership mode (PPP) provides an efficient way to finance certain assets specificay arge, tangibe assets with imited ives. By creating a project company, sponsors can transfer risk to debt-hoders and reated parties who can bear the risk at ower costs and/or manage specific activities more effectivey than they can themseves. To sustain GDP growth rate at 8 to 9% p.a. in the medium term, India woud need about $1000 biion investment in various infrastructure sectors during the 12th Five Year Pan. The two chaenges are that infrastructure has to be financed by user charges and share of private sector in infrastructure investment woud have to rise substantiay from current eves. Nevertheess, the ongterm demand for capita and infrastructure investment remains arge, which impies the ong-term prospects for project finance remain strong. Pubic Private Partnership in Indian infrastructure has to pay a very important roe. Given the magnitude of current investment and prospects for future growth, financia managers, bankers, and government officias need to understand what Pubic Private Partnership is, why it creates vaue, and how to structure transactions that have a high probabiity of succeeding both operationay and financiay. Knowedge of how arge projects are structured, anayzed, appraised, financed and managed Understanding innovative financia products and structures such as take out financing and risk participation faciities and financia modeing for quantifying viabiity-gap funding or management fees Understanding how risk management affects project vaue, describe a process of risk management, and present a framework of strategies for managing various kinds of project risks Understanding best practices in pubic-private partnerships in concession rights awards, contract design and negotiation Review options for credit enhancements to improve access to internationa bond markets, such as Bank Guarantee instruments, Export Credit Agency Programme and Poitica Risk Insurance Structuring Projects why do firms use Off-Baance Sheet, Project Finance instead of On-Baance Sheet, Corporate Finance; Vauing Projects what makes vauing highy everaged firms difficut Managing risky projects How to Identify, Assess and Aocate Project Risks; and Financing Projects through Innovative Financia Instruments Socia Cost Benefit Anaysis of Projects Financia Modeing to quantify Viabiity-Gap Funding or Management Fees The programme is argey case driven. The participants woud earn fundamentas of Project Finance and Pubic Private Partnership and best practices in action through an appropriate mix of cassroom ectures, interactive discussions, case studies, cass exercises, take home group assignments and experience sharing. The programme is best suited for professionas working in the infrastructure sector: Project Finance Managers Managers from Banks and Financia Institutions Investment Bankers, Private Equity Speciaists Financia Anaysts Finance Professionas Government Officers from SIIDCs Senior Officias of Reguatory bodies PROGRAMME DIRECTORS: Prof. Prakash Singh and Prof. Ajay K Garg PROGRAMME FEE: ` 40,000/- per participant (residentia) VENUE: Juy 9-13, 2012 at IIM Lucknow and February 4-8, 2013 at IIM Lucknow (Noida campus) PROGRAMME DIRECTOR: Prof. Manoj Anand PROGRAMME FEE: ` 30,000 per participant (residentia) 11 12

10 FINANCE AND ACCOUNTS FINANCE FOR HR MANAGERS November 19-21, 2012 To hep HR managers in better understanding of the Finance function and its inkages with the Human Resource function. It is an extremey usefu programme for management for earning essentias of finance for better decision making, panning and contro. Successfu HR Managers know and understand that their decisions affect the profitabiity of the company, but are often puzzed by the numbers they dea 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 knowedge of critica financia principes in an easy to foow manner that wi hep them make better decisions in their organization. At the end of the course the participants wi be abe to communicate finance reated matters more effectivey, understand the performance metrics of the organization, read and use company reports and comprehend other manageria accounting aspects. The participants earn to interpret crucia financia data in ways that enabe them to improve their effectiveness and make a more productive corporate contribution for vaue creation. The programme wi cover the foowing broad areas: The Finance Function and the Human Resource Manager The Baance Sheet and the Human Resource Manager The Interpretation and use of Financia Information for Human Resources Financia Impication of Human Resource Decisions Costing and Human Resources Budgets and Human Behavior Capita Budgeting and its Appication to Human Resources Advances in Behaviora Finance The programme wi be deveoped by various facuty members of the Finance and Accounting area at IIM, Lucknow and the pedagogy wi argey invove case studies, presentation, ectures, exercises and discussion. This programme is designed for Heads of Divisions/Functions, Midde Leve Managers and Mangers, who are new to the concepts of Finance or those who wish to update their knowedge on basic Finance and Accounts. GENERAL MANAGEMENT PROGRAMME DIRECTOR: Prof. Prakash Singh PROGRAMME FEE: ` 30,000/- per participant (residentia) (Noida campus) 13

11 GENERAL MANAGEMENT GENERAL MANAGEMENT ONE YEAR PART-TIME GENERAL MANAGEMENT PROGRAMME FOR EXECUTIVES (GMPE) May 19, 2012 to Apri 21, 2013 Genera Management Programme for Executives (GMPE) is a 1 year part-time programme with Four On-Campus Modues of 9 days each, for working executives to prepare them for advanced career in management. This Management Deveopment Programme has been meticuousy designed to incucate strong conceptua frameworks in Business and Management Skis, Communication Skis, Financia Management, Accounts, Human Resource Management, Quantitative Methods, Operations Management etc. GMPE wi integrate Advanced Management Theory, Soft Skis and Quantitative Methods with rea word business practices. It has 240 hours of teaching in Four "On Campus Modues" of 9 days each. On successfu competion of the programme, the students wi be awarded a Certificate of Part Time Genera Management Programme for Executives To understand macro-economic, socio-poitica, ecoogica and technoogica environment. To deveop anaytica and innovative skis set in management to gauge change hoisticay and to enhance efficiency and effectiveness of organizations. To strengthen eadership and team buiding skis. To deveop vaues and proactive attitudes for societa we-being. Core Courses: Financia Accounting Organizationa Behavior Manageria Economics Business Statistics Business Sustainabiity Management Accounting Marketing Management Operations Research Human Resource Management Business Communication Financia Management Management Information System Marketing Research Advanced Data Anaysis Strategic Management Consumer Behavior Business Environment Suppy Chain Management Business Ethics Operations Management INTEGRATIVE PROJECT The integrative project is an important part of the programme. The student woud identify the management probem, deveop and evauate aternative course of action and suggest the best option. Each student woud present the findings of their study aong with a written submission. The evauation of the project report is to be done by IIML facuty. ELIGIBILITY Bacheor's Degree (or equivaent) in any discipine with minimum 50% aggregate marks in Graduation (or CGPA of 5 on a 10 point scae) or CA/ICWA/CS and a minimum of 5 years fu-time post Bacheor's Degree (or equivaent) professiona experience as on March 1, SELECTION PROCESS th Appication Form, competed with sef attested photocopies of Cass 10 Mark sheet and Certificate, Graduation Mark sheets {a years/semesters}and Degree, Experience Certificates and DD of Rs.1000/- (non refundabe), favoring Indian Institute of Management Lucknow payabe at Lucknow, shoud reach the Programme Manager on or before Tuesday, March 20, Statement of purpose Two etters of recommendation SELECTION CRITERIA Marks in Graduation Post Graduation Quaification/Degree No. of years of experience/quaity of Experience FACULTY The programme woud be deivered by the Indian Institute of Management Lucknow facuty. Industry practitioners and entrepreneurs wi be invited for few sessions for continuous industry interaction. A judicious mix of the foowing: Case method of earning Lectures Exercises, Assignments Group Projects and Presentations Peer Discussions Roe Pays EVALUATION SYSTEM In addition to the Term-end fina examinations, other evauation instruments at the discretion of the facuty wi incude one or more of the foowing: Assignments/Quizzes Cass Participation SCHEDULE AND DURATION Casses wi be conducted on Saturday to Sunday of the foowing week, making it 9 days Four earning Modues of 9 days each (240 hours) at IIM Lucknow. PROGRAMME FEE Description Fees Appication Fees ` 1000/- Tota Programme Fee (incuding board and odging on doube ` 3,50,000/- occupancy basis) 15 16

12 GENERAL MANAGEMENT GENERAL MANAGEMENT FEE DETAILS Date Amount At the time of Appication ` 1,000/- At the time of Confirmation, atest by Apri 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/- Apri 13, 2013 (Beginning of Term IV) ` 50,000/- ADMISSION SCHEDULE Activity Date Last date for appication form and Demand Draft March 20, 2012 Notification of short isted candidates Apri 10, 2012 Acceptance and payment of Confirmation Fee Apri 30, 2012 Term I May 19-27, 2012 Term II August 18-26, 2012 Term III December 15-23, 2012 Term IV Apri 13-21, 2013 The competed appication form aong with the Demand Draft of ` 1000/- (Rupees One Thousand) ony, drawn in favor of Indian Institute of Management Lucknow, payabe at Lucknow shoud reach, The Programme Manager, Indian Institute of Management, Prabandh Nagar, Off Sitapur Road, Lucknow , atest by Tuesday, March 20, STRATEGIC SCHOOL LEADERSHIP May 21-25, 2012 The education environment in India is going through an unprecedented transition, today. Technoogica deveopments and arge scae socio-economic changes in the society are impacting the teaching-earning processes and the teacher-taught reationship in the schoos. These fast deveopments have resuted in an era which is fu of contradictions and compexities. Today's students need earning which can hep them making judicious decision in ight of these contradictions and compexities. The od methods of imparting education need to undergo suitabe modifications to meet the emerging chaenges. In such a scenario, the schoo eadership aso needs to be redefined to provide new vision. Program wi hep participants to change their perspective. They wi be in a much better position to understand themseves and the word around them, thus enhancing their effectiveness. To understand and appreciate the changing schoo education environment To understand the process of creating exceent earning institution To create understanding of changed eadership roe and what it takes to become a great eader To provide toos and techniques that can be used by the participants to enhance their eadership capabiity Leadership traits and what great eaders do Understanding and enhancing emotiona quotient Roe of creativity and innovations in schoo eadership Leadership in response to difficut situations/peope Vaues and ethics in eadership effectiveness Changing schoo education paradigm and emerging eadership chaenges Teaching-earning processes and need for eadership adjustments The programme objectives wi be achieved using case discussion, ecture, games, roe pays etc. Directors of Schoos, Trustees of Schoos, Principas, Teachers, Education Poicy Makers PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 40,000 per participant (residentia) 17 18

13 GENERAL MANAGEMENT GENERAL MANAGEMENT STRATEGIES FOR LOW CARBON MANAGEMENT AND BUSINESS SUSTAINABILITY September 3-5, 2012 Whie goba society is witnessing unprecedented economic growth owing primariy to arge-scae industriaization, the growing degradation of the natura environment and cimate change is becoming a main threat to human surviva in the ong term. A major chaenge confronting businesses is to retain their competitive advantage in view of increasing restrictions being imposed by the reguators as we as by the arger society. Many unforeseen costs and payabe externaities are surfacing for which businesses need to pan now. Various stakehoders, irrespective of boundaries and borders, are pressuring the businesses to minimize their carbon and ecoogica footprints. In such a carbon constrained economy, companies need to move quicky to gain competitive advantage. So, sooner the companies integrate sustainabiity principes in their business practices the better paced they wi be. The programme focuses on sensitizing the participants about impacts of society's growing environmenta concerns. It strives to deveop a business mindset which can move beyond an approach that seeks simpy to minimize the environmenta impacts to strategies that seek to proactivey manage these issues. In addition to exposing participants to working of Carbon Markets and their potentias, the course wi describe various strategies many proactive companies a over the word are introducing to mitigate cimate change and thrive in word where resources are becoming scarce. Understanding compex reationship of business with their countess externa stakehoders Understanding the Concepts of Life Cyce Management and Life Cyce Anaysis Measuring Socia and Environmenta Impacts Ecoogica and Carbon Footprints Discuss various Strategies for integrating Cimate Change Mitigation Methods with Core Business Practices Understanding of Externaity Markets especiay Carbon Markets Concept of business sustainabiity Cimate change and how it affects today's businesses Possibe business responses to the chaenges posed by Cimate Change Low carbon management strategies incuding energy efficiency Externaities in environmenta management and Kyoto Protoco Carbon markets and Emission Trading Schemes Fundamentas Goba deveopments in carbon markets The programme is designed for midde and senior eve managers/professionas in corporate and non-corporate sectors who are connected in any way with managing their organizations on a sustainabe basis. The programme wi aso appea to consutants and non-governmenta organizations. The training wi be conducted using ectures by IIML facuty and guest speakers using various case studies. CREATIVITY AND INNOVATION FOR SUSTAINED BUSINESS PERFORMANCE November 5-7, 2012 Businesses today are operating in a highy turbuent 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 wi not ast more than a few years. Companies have to recognize that transformation is a reaity. In order to maintain a sustainabe competitive advantage, the companies shoud not ony be good at expoiting today's certainties but, at the same time, they need to possess abiities to expore new opportunities they have to be ambidextrous. Effective management of creativity and innovations pay a critica roe in deveoping this trait. However, with many theories emerging both from academic and the corporate words, the word of innovations itsef is undergoing transformation. This programme wi focus on some of the path-breaking works being done across the word in the fied of creativity and innovation. The participants, through various toos and techniques, wi get a chance to anayze their creative abiities. They wi aso be abe to unock their creativity and become innovators thus contributing to the company's innovativeness. To make participants aware of the roe of creativity and innovation in today's business environment To expose the participants to path-breaking innovations across the word To faciitate in unocking creativity To hep the participants in finding innovative soutions for rea ife chaenges being faced. Introduction to Creativity and Innovation Principes and Processes of Creativity Techniques for Deveoping Creativity Deveoping a Creative Organization The participants woud earn through an appropriate mix of cassroom ectures, interactive discussions, case studies and cass exercises, etc. Mid-career and senior executives who can contribute to enhancing innovativeness of organizations. PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 30,000 per participant (residentia) PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 30,000 per participant (residentia) 19 20

14 GENERAL MANAGEMENT GENERAL MANAGEMENT CREATIVITY AND PROBLEM SOLVING November 19-21, 2012 and February 11-13, 2012 At times, the probems faced by the organizations may be unique, mutifaceted and compex, caing for an appied critica thinking by the team to seek out the soution. This demands a higher eve response from the managers and others invoved in the process who, in turn, need to be innovative and creative to sove such probems. This program bends the probem soving and creativity in a comprehensive approach to probem soving, decision making and panning. The programme aims at heping participants buid probem soving and creative thinking skis. The participants woud be exposed to the word of creativity and its impact on the probem soving process and decision making abiity. Appication of a wide variety of toos and techniques in the fied of probem soving and creativity woud be expicity discussed and demonstrated during the course of the training. The programme wi enabe the participants to : Understand the probem soving and decision making process Comprehend the ream of anaytica and creative thinking Appreciate different perspectives of the probems, reated decisions and their impications Understand the atera thinking process and its benefits in soving probems Identify and overcome the barriers in the decision-making process Deveoping decision-making skis Learn proven probem soving toos and techniques Attain knowedge of the appication of severa creative thinking toos Vaue creative thinking as a profit generating too Probem Soving and decision making process Anaytica and creative thinking Brainstorming and atera thinking Probem soving toos and techniques Enhancing decision making skis Human brain information processing and creativity Barriers to creativity and how to overcome those Group creative probem soving A mixed pedagogy of invoved ectures, videos, cases, exercises, and subject oriented games woud be foowed in an experientia earning environment. Managers and personne at midde management eve who are going to be the change agents for those organizations which beieve in the phiosophy that the path of continuous improvement is the way ahead for the organization. Persons invoved in probem soving, decision making and impementing those decisions wi benefit from this programme. GENERAL MANAGEMENT PROGRAMME December 3-14, 2012 In the context of economic iberaization and gobaization of the Indian economy, managers today have to dea with a variety of technica and manageria issues. Managers have to shift from a functiona mindset and capabiities to a more generic competence of managing business as we as peope issues together. Another significant trend in Indian businesses is the reduction of number of ayers (fat structures), emergence of interdependence and cross-functiona team work. Companies have aso fostered interna career growth where they promote high performing individuas to take up arger responsibiities. In such situations, peope who have grown from the ranks with a functiona mindset need to acquire more generic competence the abiity to integrate and compement knowedge and skis from various functiona discipines. It is therefore becoming important that a the empoyees of the organization understand the significance of the business strategy, rather than just the top management. It is in this context that the Genera 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 functiona discipines of management as a unified whoe. The modues and sessions are designed to integrate the specific functiona knowedge and manageria skis with the appreciation of the immediate and ong-term context of the business. The programme is intended to: Orient participants about the emerging Indian and Internationa business environment Provide a basic understanding of the manageria systems and processes Provide basic functiona inputs Accounting and Finance, Decision Sciences, Organizationa Behavior, Human Resources Management, Communication Skis, Marketing, Strategy, Information Technoogy, and Business Environment Famiiarize participants with requisite anaytica toos and techniques. PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 30,000 per participant (residentia) VENUE: November 19-21, 2012 at IIM Lucknow and February 11-13, 2013 at IIM Lucknow (Noida campus) 21 22

15 GENERAL MANAGEMENT GENERAL MANAGEMENT CORPORATE GOVERNANCE AND ETHICS January 14-16, 2013 The pedagogy adopted woud be muti-pronged, ranging from case method, ectures, simuations and games, exercises and projects/ assignments. The programme is designed for executives who have both peope and business management responsibiities, and senior-midde executives grown from functiona streams. Countess socia and ethica issues frame reationship between business and various stakehoders incuding government and society. Recent rash of scandas invoving major corporate giants throughout the word have brought to the attention of pubic and academia the need to anayze these issues. As corporate India strugges to finds its socia and ethica identity in nationa and goba business environment that grows increasingy compex, managers are confronted with exceedingy difficut chaenges in baancing their economic, ega, ethica, and phianthropic responsibiities to the variety of stakehoder groups with which they interact. This course addresses these chaenges from individua, organizationa, manageria, and societa perspectives. The materia covered in this course wi enabe participants to dea more effectivey with pressures and demands companies experience from a range of stakehoders in their externa business environment, such as oca communities, governments, pressure groups, suppiers, and the media to name ony a few. Describe the stakehoder approach to business, society, and ethics Introduce the concept of vaues and ethics as an intangibe assets Provide students with an opportunity to gain an understanding of the importance of sociay responsibe strategies in sustainabe business management practices Deveop an understanding of the current issues and deveopments in the corporate governance debate, incuding the changing roe of investors, the CEO, and the board Deveop an understanding of what makes a board effective. Stakehoder approach of vaue creation Fundamentas of business ethics Vaues and ethics as competitive advantage Corporate Boards: Processes, Contro and Independence Reporting Issues, Scandas and Reguatory Responses The programme objectives wi be achieved using case discussion, ecture, games, roe pays etc. Senior and midde eve managers, poicy makers, NGOs etc. PROGRAMME DIRECTOR: Prof. Archana Shuka PROGRAMME FEE: ` 80,000/- per participant (residentia) PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME DIRECTOR: ` 30,000 per participant 23 24

16 GENERAL MANAGEMENT GENERAL MANAGEMENT DEVELOPING STRATEGIC MINDSET January 21-23, 2013 Business managers are facing very chaenging times. Understanding how to pan and execute compex strategies that meet the goas of the organization is now critica for both career and business success. The programme heps transate strategic anaysis into a highy interactive workshop. It is designed to hep participants deveop their understanding of where their job fits into the overa vaue creation process of the organization, and how to deveop a persona action pan that meets the evoving goas of the organization. Deveop a compete strategic mindset to enhance your contribution to the organization Think forward identify critica success factors for the future, both individuay and organizationay Understand the key fundamentas of strategic panning and thinking Identify new ways to create vaue for the organization Use strategic evauation toos to improve your abiities in the key areas of: probem soving, communications, confict management and decision-making Learn to conduct an environmenta scan to uncover strengths, weaknesses, opportunities, and threats Deveop a persona vision statement and map to impement back at the office. What is Strategy What is Strategic Thinking Exporing Different Styes Mapping your Stye Techniques for Improvement Infuencing your Organization The programme woud be conducted through the mix of ectures, exercises and case studies. This programme covers the major panning issues facing management today in both the private and pubic sector. It is recommended for any Manager or Executive... with concerns about how strategy is effectivey deveoped, communicated and impemented facing the chaenge of deveoping a strategic pan, business pan or functiona pan new to the position and wanting to aign performance to the purpose of the organization whose goa is to deveop a stronger strategic marketing and customer focus CORPORATE GREENING STRATEGIES February 25-27, 2013 Businesses a over the word are facing severe criticism for the arge-scae degradation of environment. Goba society has started accusing the businesses for promoting unsustainabe use of natura resources and ever increasing poution eves. In response, many proactive firms are attempting to integrate environmenta concerns in their business strategies by redesigning products and services. These firms beieve that environmenta protection can possiby become a source of competitive advantage can aso hep to meet the chaenges of stringent reguatory norms. Many business eexecutives now regard the environment as the socio-poitica issue that wi attract the most attention, by far, from the pubic and poiticians over the next five year (McKinsey Quartery, March 2008). According to IBM survey, eco-friendy product aunches increased by more than 500% from 2007 to Provide an understanding of compex reationship between business and various components of its externa environment Introduce the concept of sustainabe business management and corporate socia responsibiity in new and dynamic economy Discuss various market and non-market greening strategies Understand the concept of ife cyce anaysis and computation of various footprints Provide participants with an opportunity to gain an understanding of the importance of environmentay responsibe strategies in sustainabe business management practices Probem of Environmenta Degradation in Post-industria Era Competitive Anaysis in the Carbon Constrained Economy Chaenges of Integrating Greening Strategies with Core Corporate Strategy Eco-efficiency Anaysis and Sustainabe Product Deveopment Product Life Cyce Management and Life Cyce Anaysis Biomimicry, Natura Capitaism and Eco-Innovativeness Green Certification Green Branding and Positioning The program objectives wi be achieved using case discussion, ecture, games, roe pays etc. Senior and midde eve managers, poicy makers, NGOs etc. PROGRAMME DIRECTOR: Prof. Archana Shuka PROGRAMME FEE: ` 30,000/- per participant (residentia) (Noida Campus) PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 30,000 per participant (residentia) 25 26

17 HUMAN RESOURCE MANAGEMENT MANAGING EMPLOYEE PERFORMANCE MANAGEMENT SYSTEM FOR CORPORATE EXCELLENCE June 14-16, 2012 HUMAN RESOURCE MANAGEMENT Today's business scenario and the growing competitive environment have raised severa chaenges for organizations. One of the biggest chaenges that companies are facing is how to motivate and retain performing empoyees. Motivation and retention argey depends on the extent to which a company succeeds in deveoping an objective and comprehensive performance management system (PMS) that can provide roe carity as we as wider acceptance among the empoyees. A arge number of reevant issues in performance management system and processes need to be addressed and understood for successfu impementation of PMS. A three-day unique program, which wi be conducted in a workshop mode, aims to contribute towards this direction. To make participants aware of the basic concepts and new deveopments in the fied of performance management. To hep participants deveop, through practica sessions, skis to perform goa setting and appraisa in an effective manner. To deveop amongst the participants the basic abiity to provide feedback and effective counseing of subordinates and other empoyees. To sensitize the participants with the critica issues in performance management for buiding high performance cuture in the organizations. Reevant concepts of performance management and an overview in performance management systems and practices in Indian and goba organizations. Methods of setting individua and group goas in the organization. Current trends in performance appraisa process, incuding deveopment centre and baanced scorecard techniques. Performance feedback and performance counseing process as a too for performance improvement. The program wi be on workshop mode and focus wi be on "earning by doing". Methodoogy adopted for the training sessions wi be exercises, case studies, roe-pays, discussion, and experience sharing by academicians and HR professionas. A setp-by-step goa setting and feedback process wi be performed by the participants during the programme and rea counseing session wi be conducted to provide the participants practica understanding and experience of counseing. This program is designed for a managers working at midde and senior eves as a these managers require skis in performance appraisa and management. Further it wi be very usefu for those HR managers and professionas who are invoved in deveoping and redesigning the performance management systems and processes for their. PROGRAMME DIRECTOR: Prof. Pankaj Kumar PROGRAMME FEE: ` 30,000/- per participant (residentia) 28

18 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT NEGOTIATION SKILLS DEVELOPMENT Juy 5-7, 2012 and November 22-24, 2012 LEADERSHIP DEVELOPMENT Juy 12-14, 2012 and January 10-12, 2013 Whie contemporary iterature and toos dea with negotiating strategy, toos and techniques, what they miss out on is negotiating abiity. The primary premise of this program is that behind these toos, techniques and actions to negotiate, is the individua abiity to grappe with negotiations in human interactions. The objective of this program is to deveop this negotiating abiity in participants and then sensitise them to the reevant toos and techniques for conduct of negotiations. Subsequenty the participants wi be imparted with Negotiation Skis pertinent to interpersona negotiations in various scenarios. Specificay the course woud hep participants measure their negotiating abiity, 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, ook into the aspects of Business Contracts Negotiation, and deveop a conceptua and skis framework for the process of negotiations. Introduction and deveopment of the 5-Dimensiona Negotiating Abiity Framework Theoretica Perspectives on Negotiation The Art of Kinesthetic Speaking and Persuasion Pre-Negotiation Panning Crucia Negotiating Skis and Strategies Saes Negotiation Common Negotiation Techniques and Poys Post Negotiation Strategies Severa theories expain eadership and eadership potentia among peope. Essentiay eadership is about infuencing peope towards a goa or a vision that the eader himsef creates or heps create. Leadership is a practicing art which goes beyond the manageria techniques, skis and practices. As more and more compex chaenges keep getting added to the organizationa ife, there is a dearth of quaity eaders to dea with them. This programme heps participants understand the nuances of eadership and through a series of simuations and roe pays heps them hone and deveop their eadership potentia. Theories of Leadership Leadership and Change Communication for Leadership Leadership and Confict Management Leading Teams Leadership and Motivation Measurement and Feedback, simuations, roe-pays, theory sensitization through discussions, case anaysis, exercises, inputs from experts and coaching woud form the dominant pedagogy for earning. Senior and Midde Leve Managers of Organizations. Measurement and Feedback, roe-pays, theory sensitization through discussions, case anaysis, exercises, inputs from experts and coaching woud form the dominant pedagogy for earning. Senior and Midde Leve Managers of Organizations. PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant VENUE: Juy 5-7, 2012 at IIM Lucknow (residentia) and November 22-24, 2012 at Mumbai (non-residentia) PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residentia) 29 30

19 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT ADVANCED MANAGEMENT PROGRAMME Juy 23-August 4, 2012 Management Professionas have sought for years to understand why the very same activity eads to renewa in one company and to more of the same performance in another. Amost aways, the answer that is given is eadership, the abiity to inspire confidence and support among managers on whose competence and commitment performance depends. The chaenge is incessant change and innovation has necessitated that senior executives must have the capabiity to ensure sustained competitive growth for the organization. Optimizing the effectiveness as a eader, one needs a eadership strategy and stye suited to the growing responsibiities an approach aigned with one's vaues and personaity as we as the management roe. Examining the insight from atest research and proven management techniques, the programme focuses on deveoping a eadership stye of the participants that not ony makes them better manager of team, but aso heps uneash a cuture of eadership across their organization. Management Professionas have sought for years to understand why the very same activity eads to renewa in one company and to more of the same performance in another. Amost aways, the answer that is given is eadership, the abiity to inspire confidence and support among managers on whose competence and commitment performance depends. The chaenge is incessant change and innovation has necessitated that senior executives must have the capabiity to ensure sustained competitive growth for the organization. Optimizing the effectiveness as a eader, one needs a eadership strategy and stye suited to the growing responsibiities an approach aigned with one's vaues and personaity as we as the management roe. Examining the insight from atest research and proven management techniques, the programme focuses on deveoping a eadership stye of the participants that not ony makes them better manager of team, but aso heps uneash a cuture of eadership across their organization. Understand and appreciate the changing dynamics of business gobay Organizationa Cuture and Roe of Leadership Exporing the evoutionary process of successfu eadership Crafting right kind of eadership stye and harness the eadership potentia Creating a sense of shared responsibiity and ownership Managing Diversity Case Study Discussion and Roe Pays Experientia earning through simuations Refection and Sef Assessment This programme is appropriate for senior eve executives who are invoved in eadership in product divisions, geographica region, a corporate function or a joint venture. PROGRAMME DIRECTORS: Prof. Pankaj Kumar and Prof. Pushpendra Priyadarshi PROGRAMME FEE: ` 4.75 Lakh per participant (residentia) VENUE: Week 1 Indian Experience (at IIM Lucknow) Week 2 Overseas Experience (Austraia) PERSONAL GROWTH THROUGH SELF EXPLORATION August 6-10, 2012 and February 11-15, 2013 Organizations are constanty 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 significanty, managers need to address their own persona growth and effectiveness issues on continuous basis. The best way to address persona growth issues is to initiate sef exporation through introspection and assessment in current vaues, motivations, styes, skis of approaching and soving probems. Specificay managers need to understand what are their strengths and potentia areas of deveopment through standardized sef assessment toos and feedback. And then decide where they want to move from their current ocations. What are the skis they require to hone and how? The programme is designed to address the issues of PERSONAL GROWTH THROUGH SELF EXPLORATION. Here managers wi get the opportunity to understand their strengths and areas of potentia deveopment through standardized diagnostic toos. They wi be given opportunity to practice new behaviours and skis that they want to deveop and strengthen in the ong run in risk free and supportive environment. To expose the participants to the modes of Sef and Roe To appraise the participants to various issues invoved in Persona Growth and Effectiveness To make the participants aware of their Strengths and Areas of Potentia Deveopment To provide tips to hone various skis To provide opportunity to Observe, Experiment and Practice new behaviours in supportive environment. Modes of Persona Growth and Effectiveness Sef Esteem and Sef Confidence Vaues and Ethics Emotiona Inteigence Sef in Interpersona Context Communicating Effectivey Creativity and Probem Soving Art of Leading and Infuencing Mentoring and Counseing Coaboration and Team Work Time Management Stress Management. The programme wi utiize a variety of pedagogica toos incuding assessment instruments, games, ectures cum discussion and roe paying and simuation. Managers who beieve that earning is a continuous process and woud ike to invest in sef exporation to experience persona growth and effectiveness. PROGRAMME DIRECTOR: Prof. Shaiendra Singh PROGRAMME FEE: ` 40,000/- per participant (residentia) 31 32

20 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT UNDERSTANDING SELF FOR MANAGERIAL EXCELLENCE August 16-18, 2012 and December 13-15, 2012 Today, organizations have no option but to prepare themseves to face the unforeseen chaenges of rapid change, goba competition, advance technoogy, and customer care. Trends show that to achieve exceence in the new economy, organizations are making best effort to strategicay understand the financia dynamics of the turbuent environment, appy most suitabe cost effective technoogy, redesign as we as transform themseves to match and compete with the environment, and deveop effective reationship management. They are aso offering superior product-services, moving from product centric to customer centric marketing, understanding and appreciating the customer needs, and appying a strategies to maintain as we as sustain their position. It is not possibe to create exceent organizations without exceent managers. In an organization many peope may be performing very we but their performance can be improved further if they know their potentiaities and weaknesses. In fact, continuousy exceing the performance is the need of the organizations and demand of time. It is possibe ony when an organization is abe to estabish an effective ink between its processes and performance as we as effectivey utiize the unimited potentiaities of every member. Here ies the importance of human resource management that wi automaticay take care of the rest to ensure continued surviva and future success of the organization. Main objective of this programme is to make an effort to demonstrate to a Manager/Leader that s/he has unimited potentia. Actuaization of these potentias in rea and work ife can ony be through understanding one's own sef fuy and how she/he reates hersef/himsef to others and the environment in a better way. This workshop wi be a journey into manageria insights to highight various facets of manageria exceence. Diagnosing and Understanding Sef Sef Anaysis Understanding Others: Interpersona Reationships at Work Roe Anaysis and Action Panning for Empowered Roe Managing Team Effectivey Deveoping Assertiveness and Trust on others Understanding Work Environment (cuture) and Performance Managing Diversity Effective Negotiation Styes Leadership Buiding Refections through Action Pan Presentations We pan to appy the foowing depending on the requirement Discussion Case Study Roe Paying Simuation/Management Games Experience sharing Programme is designed for every Manager, who aspires to deveop hersef/himsef as an effective eader in a spheres of work and ife. TEAM BUILDING September 3-5, 2012 Teams are the key to smart, fexibe and cost-effective organizations for the 21st century. Simiary, independence is a common feature of arge and compex organizations. Effectiveness of organizations therefore depends on team-work at different eves, particuary at the higher eves of organizationa hierarchy. Whie everyone seems to recognize the importance of team-work, there are many inadequacies and probems in practice. Perhaps, senior managers perceive a potentia confict between individua exceence and effective team-work. However, whie success in organizations requires the contribution of taented and highy competent individuas, sustained and ong term success can be buit ony on the foundation of good team-work. A team is a coection of peope who are expected to co-operate and coaborate to enabe them to achieve the goas of the team as we as goas of individuas. 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 stye of eadership and deveopment of mutua trust and inter-persona reations. Whie it is important that each team functions effectivey, co-operation and coaboration between various teams within the organization is a pre-requisite for its success. Traditionay, inter-team coordination has been found to be a weak ink. Further, members of an organization have mutipe roes and, therefore, a eader of a team is aso a member of one or more teams. Hence, the wisdom in the statements, 'a good eader must aso be a good foower'. Research and experience show that there are many possibe obstaces to effective team-work, such as inadequacies of structure; nature of task and technoogy; persona attitudes and beiefs; organization vaues and cuture and skis to manage inter-persona reations with seniors, juniors and more especiay, with peers. This programme is designed to expore the process and dynamics of team-work, i.e. it wi anayze those factors which can prevent and those which can promote team effectiveness and the effectiveness of those who work in teams. The programme woud be primariy focused on sensitizing the participants about the context of team working, incuding cross-functiona teams, project/functiona teams, and virtua teams. This programme wi sensitize participants about the dynamics of working together, buiding a team orientation, strategies for buiding team cuture, and deveoping inter-team coaboration. The nature and roe of teams in organization Interpersona compatibiity Understanding the team dynamics; factors contributing to team effectiveness and factors impending team buiding Team eadership PROGRAMME DIRECTOR: Prof. Pankaj Kumar PROGRAMME FEE: ` 40,000/- per participant (residentia) VENUE: August 16-18, 2012 at IIM Lucknow and December 13-15, 2012 at IIM Lucknow (Noida campus) 33 34

21 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT Confict: Intra and inter-departmenta, interna customer orientation and inter-group reationship Skis needed for effective team buiding; communication, decision making, probem soving, confict management, etc. Strategies for buiding team cuture The programme wi have six modues as described beow: Modue Deiverabes Understanding sef Managing diversity Understanding the dynamics of working together Team probem soving Managing team performance Deveoping inter-team coaboration Anaysis of persona strengths and weaknesses, strong ikings or disikings, getting to know one's own way of ooking at things, highighting performances and obsessions in behavior, etc. as team member To appreciate others' concerns, assumptions, getting to know others' fixations, and therefore, dea with the diversity in the team, appreciating the compementary skis of team members, and how to converge to a common agenda and action pan To appreciate the group eve issues ike conficts, group dynamics, group decision making, process, synergy, evoving and adhering to the common agenda, empathy, eadership, etc. To hep participants understand the nuances of the team probem soving process in terms of anayzing the situation, defining agenda/objectives, evoving criteria for evauating the options, prioritizing criteria, generating options, evauating options with the criteria, and choosing the best option. To appreciate the team issues of goa setting in teams (operationaizing the agenda), team mapping (aigning task, expectations, skis and resources), and team coordination. This woud aso hep participants in appreciating the need to manage scarce resources, panning, time management, etc. in a project context. To highight the issues in inter-team reationships, buiding trust, deveoping cooperation, and resoving inter-team conficts. STRATEGIC HUMAN RESOURCE MANAGEMENT (SHRM) September 6-8, 2012 Human Resource Management is a strategic too with managers and eaders, the effective utiization of which can ead to transformationa changes in organizations. To be efficient and effective the strategies of HRM have to be in ine with the organizationa strategy. This programme heps participants to create a source of sustainabe competitive advantage in organizations through creation, deveopment and retention of Strategic Human Resources. Strategy and Human Resource Management Hiring and SHRM Training and Deveopment for SHRM Performance Management for SHRM Team Buiding and SHRM Leadership in SHRM Motivation through Empoyee Engagement Theory sensitization through discussions, ectures, simuations, case anaysis, exercises, inputs from experts and coaching woud form the dominant pedagogy for earning. Senior and Midde Leve HR Managers of Organizations. Our beief is that appreciation of the issues in team buiding and working together cannot be imparted through ectures, rather when the participants themseves experience the issues through simuations, exercises or games, it becomes their earning, and there is a high degree of ownership to the insights generated during the session. Thus, the pedagogy of the programme wi be highy process-driven, rather than ecture-driven. Senior executives, functiona heads from Pubic, Private and Government departments. Though not mandatory, it is desirabe that an organization nominates two or more Managers. This wi be hepfu in faciitating team-buiding efforts on their return from this programme. PROGRAMME DIRECTOR: Prof. Archana Shuka PROGRAMME FEE: ` 30,000/- per participant (residentia) (Noida Campus) PROGRAMME DIRECTOR: Prof. Himanshu Rai PROGRAMME FEE: ` 30,000 per participant (residentia) 35 36

22 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT PERSONAL GROWTH THROUGH EMOTIONAL INTELLIGENCE September 24-26, 2012 DISCOVERING LEADERSHIP THROUGH OUTBOUND LEARNING October 8-10, 2012 Performance, customer satisfaction, growth and success are buzz words of Corporate Oympiad. Organizations are searching new ways to win Corporate Oympiad through performance and exceence, as the oder ways are not giving resuts. Traditionay anaytica abiity and technica quaifications of peope were emphasized, as corporate managers beieved that these abiities are the key determinants of performance exceence. However, recent insights into the dynamics of executive performance suggest that mere possession of high IQ or technica expertise does not guarantee performance and success. There is compeing evidence that it is not IQ or a degree from a renowned institution but Emotiona Inteigence (EQ) that differentiates star performers from average ones. Unike traditiona inteigence, Emotiona Inteigence can be earned at any stage. This programme addresses the issue of Persona Growth through Emotiona Inteigence. Here we sha try to deveop sensitivity to experience emotions in sef and others and aso earn to manage these emotions to generate trust, synergy, goodwi and performance. The programme aims to: Expose Managers to the concept of Emotiona Inteigence; Diagnose the current eve of Emotiona Inteigence among Managers; Provide opportunity to observe and experiment with Emotionay Inteigent Behavior in risk free environment; and Provide tips for deveoping various components of EQ. What is Emotiona Inteigence Managing Anger and Negative Emotions Optimism and Resiience Stress Immunity Emphatic Inquiry and Trust Emotionay Inteigent Leadership Emotiona Inteigence and Team Functioning; and Confict Management and Negotiation. The programme wi utiize a variety of pedagogica toos incuding assessment instruments, games, ectures cum discussion, roe paying and simuation. Managers who want to experience persona growth and fourish their effectiveness through Emotiona Inteigence. Experientia earning has emerged as hoistic and vita too of transfer of earning recenty, the growing usage and emerging form is a testimony of this. Professionas rather ike to experience by action and refection rather than being a passive recipient of the inteectua dose. Leadership iterature is repete with theoretica modes and anecdotes, but as individuas we have reaized the hard truth of going through the voyage caed eadership that it is better experience, earn and evove rather than other ways. This programme is intended to take you through various shades of eadership journey through outbound simuations enabing you to identify your path of success, know your virtues and drive and dea with diemmas and confict. Learning about sef and others through experientia exercises. Understanding your eadership stye and getting best out of it. Becoming a team eader and forging amiabe team atmosphere. Learning to overcome your fears and confronting chaenges. Emphasize performance by creating a cimate of Trust and Comfort At the end of this workshop the participants wi Have better understanding of sef and others which is the basis of buiding and nurturing any reationship Have a better understanding of LEADERSHIP STYLE Deveoping COMPETENCIES of TEAM LEADER Deveoping the abiity to be MENTOR and deveop your subordinates. Among various pedagogica options the programme intends to use experientia earning mainy emphasizing 'earning by doing'. Other approaches wi be : Management Games Experience Sharing Discussion Roe Paying Programme is designed for every manager, who aspires to deveop himsef/hersef as an effective eader in a spheres of work and ife. PROGRAMME DIRECTOR: Prof. Shaiendra Singh PROGRAMME FEE: ` 30,000/- per participant (residentia) PROGRAMME DIRECTOR: Prof. Pushpendra Priyadarshi PROGRAMME: ` 30,000/- per participant (residentia) 37 38

23 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT MANAGERIAL EFFECTIVENESS October 8-12, 2012 and January 7-11, 2013 HRD FOR LINE MANAGERS October 29-31, 2012 Inteectua Capita is undoubtedy a significant source of competitive advantage for firms in the coming knowedge economy. In order to harness the fu potentia of their inteectua capita, organizations have to invest in buiding their managers into highy knowedgeabe, skifu, and effective in understanding and performing their roes. As individuas, managers have to focus on deveoping their competence in managing their own sef, interpersona reationships at work, managing teams, and understanding the context of their workpace. As the individua manager achieves his targets and goas, his team performs, and hence the organization performs and grows. The programme is designed to hep participants: Understand sef Understand the roes and functions of a Manager, and Buid the requisite competence and skis to perform the roe effectivey. Roe of the Manager Sef Understanding Interpersona Effectiveness Communication Skis Time Management and Panning Emotiona Inteigence and Stress Management Team Buiding and Decision Making Leadership and Manageria Styes Performance Management (Counseing and Appraisa), and Change Management `Learning by doing' wi be dominant pedagogy of this highy experientia programme. The participants woud take part in roe-pays, group discussions, games and simuations, and various exercises. Lectures and case discussions woud support the exercise in concept-sharing. This programme caters to the specific needs of Senior and Midde Leve Executives in private, pubic, and government organizations. The strides of iberaization and gobaization are witnessing a distinct shift in corporate HR practices towards contribution-centric approach. This paradigm shift has aso estabished the strategic partnering of the ine manages with HR functions and functionaries. Vaue creation through peope has become the critica success factor and the competitive forces have compeed revisiting the roe and contribution of ine managers in formuating and impementing HR poicies and practices for strategic advantage. The ine and HR partnership can ony reshape the organizationa cuture for performance and provide the distinctive competitive advantage. In this programme, the participants wi be abe to: Deveop an appreciation towards HRD poicies and practices at workpace Buid sensitivity to the issues that arise in partnering with the HR department and professionas Reaize their own strengths and constraints in taking up the empowered roes Buid necessary skis to be more effective in deaing with HRD issues at work pace and contribute to organizationa effectiveness. Understanding various common HRD practices at work pace Understanding the roe of ine managers in making HRD a success Discussing threadbare various HRD mechanisms ike Mentoring/Coaching/Counseing, Performance Management System, Reward System and Success Panning, IR Issues, Organizationa Cuture, etc. and how effectivey ine managers can contribute to it Sef anaysis to assess the preparedness for taking up this empowered roe and working out an initiative pan for impementation Anaysis of case studies from eading organizations to demonstrate the usua pitfas and probems in partnering of ine and HR and the method to overcome them. The entire programme wi be deivered through case methods, roe pay, simuation exercises and management games. Therefore the focus woud be competey on earning by doing and experience sharing-throughout. Line Managers who beieve in HR practices and vaues and want to contribute to organizationa exceence by taking the roe of HR Ambassador. PROGRAMME DIRECTOR: Prof. Archana Shuka PROGRAMME FEE: ` 40,000/- per participant (residentia) VENUE: October 8-12, 2012 at IIM Lucknow and January 7-11, 2013 at IIM Lucknow (Noida campus) PROGRAMME DIRECTOR: Prof. Pankaj Kumar PROGRAMME FEE: ` 30,000 per participant (residentia) 39 40

24 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT ENHANCING MANAGERIAL CAPABILITY THROUGH STRESS MANAGEMENT November 5-7, 2012 Modern age is an era of stress. Stress manifests itsef in the forms of tension, frustration, anxiety and worry. It couds manageria capabiity and initiative. Thus managers experiencing excessive stress are hazardous to the heath of the organization as we as to its human resources. The negative consequence of ong term unmanaged stress may be oss of vigour and vitaity, erosion in abiity to concentrate and make decision, forgetfuness, and frequent fits of anger and withdrawa behaviour among Managers. Modern day diseases ike hypertension, high bood pressure, peptic ucer, etc. are some of the physioogica reactions to excessive stress. The probem of stress is further aggravated if peope 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 persona and work ives and expose them to various techniques of stress management so that they can enhance their capabiity. The programme is designed to: To hep managers understand the phenomenon of stress in sef and others To examine what stress does to manageria capabiity To identify and ist sources of stress in work and non-work situations To hep managers to identify and utiize their persona support system for coping with stress To provide managers with insights and techniques for managing stress To provide managers with aternative regarding ong term stress reduction Stress in your ife and work Stress-prone personaity Roe stress Persona support network Deaing with difficut empoyees Deaing with anger and frustration Reaxation techniques Counseing for stress management Meditation techniques Management of time Yoga for stress management The pedagogy of the programme woud incude assessment instruments, exercises, ectures, roe paying, reaxation and meditation experience. Participants are invited to bring in their probems of stress experience for exporation, eucidation and anaysis. The target audience for the programme are Senior and Midde Leve Executives who are wiing to manage stress experienced by sef and others. INSPIRED LEADERSHIP December 3-7, 2012 'Man, of a the resources avaiabe to man, can grow and deveop', so said the great Management Guru, Peter F Drucker. Peope have immense potentia to grow and grow infinitey. It is for the eaders to see that they reaize this potentia for the benefit of their organizations and broader society. However, there are eaders and then there are Inspired Leaders. Ony inspired eaders, who have the abiity to insti inspiration in their foowers, can make their organizations reach great heights of performance and success. In today's compex and dynamic business word, firms need inspired eaders who can create vision and hep firms maintain their competitive advantages. CONTENT To understand and appreciate the compexities of today's business environment To understand the process of creating exceent organizations To create understanding of changed eadership roe To understand what it takes to become an inspired eader To provide toos and techniques that can be used by the participants to enhance inspirationa eadership capabiity Drivers which make peope work and need for Inspired Leadership What inspired Leaders do What it takes to be an Inspired Leader Understanding and enhancing Emotiona Quotient Creativity and Inspired Leadership Vaues and Ethics in Leadership Effectiveness Spirituaity based Leadership Instiing motivation in others Art of Story Teing and connecting with peope The programme objectives wi be achieved using case discussion, ectures, games, roe pays etc. Senior and Midde Leve Managers; Poicy Makers PROGRAMME DIRECTOR: Prof. Shaiendra Singh PROGRAMME FEE: ` 30,000/- per participant (residentia). PROGRAMME DIRECTORS: Prof. Sushi Kumar and Prof. Pushpendra Priyadarshi PROGRAMME FEE: `.40,000 per participant (residentia) 41 42

25 HUMAN RESOURCE MANAGEMENT HUMAN RESOURCE MANAGEMENT COACHING AND MENTORING FOR HIGH PERFORMANCE February 11-13, 2013 Today's High Performing Organizations (HPOs) focus on management and eadership process which transates into the cost competitiveness, high quaity products and services, innovation and speed. Creating an organization where peope see themseves as entrepreneurs rather empoyees, requires a distinct stye of making things happen. Rather than caing a the shots, the new breed of managers or supervisors focuses on deveoping subordinates and encouraging them to become invoved and take responsibiities of their own actions. The new managers tak about working themseves out of the job as subordinates are trained to take over duties formery done by supervisors or midde managers. The invovement approach is based on sef-contro and sef-management. This frees up management time to concentrate on areas that are more ikey to ensure the organizationa growth and surviva. Managers see themseves as resource peope who are responsibe for deveoping their subordinates. One of the primary ski managers need for this task is coaching and mentoring. Knowing onesef and others for effective reationship buiding Becoming a Mentor and Coach: Know the competencies, deveop and deiver them Deveoping effective communication skis needed for a mentor Leadership through deveoping others Buiding an enabing environment in organization through cuture of Performance Understanding sef and others What is Coaching and Mentoring a about? Identify and deveoping nuances of an effective Mentor and Coach Ski of an effective Mentor/Coach communicator Know your Protégé : How to get the best out of your peope Counseing skis for the Mentor/Coach We pan to appy the foowing depending on the requirement: Discussion Case Study Roe Paying Simuation/Management Games Experience Sharing Programme is designed for every Manager, who aspires to deveop himsef/hersef as an effective eader in a spheres of work and ife. BUILDING ORGANIZATIONAL CULTURE FOR PERFORMANCE March 13-15, 2013 The rapid gobaization of business means that managers are increasingy working with peope from different cutures and backgrounds as coeagues, managers or as cients. As a resut, organizations are often keeny aware that cutura differences and cuture buiding needs to be understood and appreciated if the potentia benefits of nationa and internationa working are to be reaized. This workshop wi not ony give an understanding of the way in which different cutures may approach business but wi aso increase your understanding of sef, team working, meetings, negotiating and confict handing in work setting and cross-cutura setting in particuar. The programme is designed to increase your abiities to work successfuy with different nationa, organizationa and professiona cutures in a business context. You wi: Deveop an understanding of organizationa cuture and their effect on individua and organizationa performance Learn how cuture affects your own behavior Increase the skis of infuencing and managing cuture Learn how cuture gets affected by communication Improve the management of cutura conficts Increase the skis of eading organizationa cuture for performance This three-day workshop wi be designed to cover the foowing broad insights: Day 1 Ice breaking: Sharing Cutura Experiences Understanding and extending Sef in the present context Issues in assessing Organizationa Cuture Day 2 Managing Cuture for Performance Dynamics of Team Cuture Buiding on Cooperation and Coaboration Roe of Communication in buiding effective Cuture Day 3 Organizationa Cuture and Roe of Leadership Cutura Transformation & Conficts Cuture for Competitive Advantage This workshop uses a variety of methods to ensure effective earning in a practica context incuding tutor ed discussion, group discussion, case studies and simuation exercises. A sessions wi ensure that the practica impications for cutura management are reated to organizationa backgrounds of the participants. This workshop is for you if you are: A eader who wants to create a new cuture at workpace by invoving everyone A team eader who wants a higher performing team A business deveopment manager who requires fresh product ideas from peope A customer service manager who needs to manage new products and better customer reations This workshop woud be especiay beneficia to those who work in cross functiona teams. PROGRAMME DIRECTORS: Prof. Pankaj Kumar and Prof. Pushpendra Priyadarshi PROGRAMME FEE: ` 30,000/- per participant (residentia) PROGRAMME DIRECTOR: Prof. Pankaj Kumar PROGRAMME FEE: ` 30,000/- per participant (residentia) 43 44

26 INFORMATION TECHNOLOGY AND SYSTEMS EXECUTING STRATEGY USING BUSINESS PROCESS MANAGEMENT SYSTEMS August 1-3, 2012 Ubiquitous presence of IT in business has ed to a fresh view on Business Processes. Business Process Management (BPM) focuses on aigning various organizationa systems with business strategy. Technoogy pieces such as BPM and SOA are emerging as key enabers to aign Information Technoogy with firm's business strategy. In this programme we wi discuss Business Process Management Systems from peope and technoogy perspectives. However, we wi not take the restrictive view of BPM that focuses on middeware or appication integration. We wi cover the entire gamut of Business Process Management ife cyce starting from process Extraction and Design; Modeing; Process Execution; Process Monitoring and Optimization. This course is designed to offer sufficient understanding of Business Process Design, Execution, Monitoring and Improvement. Hands on experience wi be Provided on Process Modeing, Process Innovation, Simuation and Enterprise Architecture. This program wi argey be activity driven which incudes industry interactions, simuation, ecture, case studies and software packages. Toos and techniques for process anaysis and management Understand key aspects of business process incuding peope, roes, information fow etc Techniques for process improvement Process modeing and simuation using Business Process Modeing notation Process design patterns Understanding Process reference modes Designing process key performance indications Process mining Key practices and case deiberations Incudes ecture, demonstration, hands-on exercises and in-cass-assignments. Midde/ Senior eve business Managers/ Anaysts of private/ pubic sectors eager to earn Business Process Management by everaging Information Technoogy innovations. INFORMATION TECHNOLOGY AND SYSTEMS PROGRAMME DIRECTOR: Prof Amit Agrahari PROGRAMME FEE: ` 30,000 per participant (residentia) 46

27 INFORMATION TECHNOLOGY AND SYSTEMS MANAGING BUSINESS OF SOFTWARE PRODUCTS AND SERVICES February 14-16, 2013 The term software was first coined in a 1958 artice by Be Labs' John Tukey. Since then it has been an integra part of business. But how do we manage the business of software? Software business invoves products, associated services and sometimes both are bunded together aong with human resources. This program wi cover the entire gamut of issues ranging from product conceptuaization to aunch. Participants wi be exposed to software products, services and IPs from a business perspective. This course wi equip them with practica techniques required to define requirements for software products and services, branding, software product ine management, managing reease, and aunching. In this program, participants wi earn entire gamut of activities that are invoved in software product and service business. At the end of this program, participants wi be abe to appreciate the key concepts in software product design and management. Case study, exercise and rea ife exampes wi be used to expain these concepts. Software Requirements Engineering Software Design Strategies Product Portfoio and Product Line Management Software Product Pricing Software Reease Panning and Management Key Practices and Case Deiberations Incudes ecture, demonstration, hands-on exercises and in-cass-assignments. Midde/ Senior Leve Business Managers/ Anaysts of private/ pubic sectors who are responsibe of managing software products or services. PROGRAMME DIRECTOR: Prof Amit Agrahari PROGRAMME FEE: ` 30,000 per participant (residentia) LEGAL MANAGEMENT 47

28 LEGAL MANAGEMENT LEGAL MANAGEMENT EFFECTIVE CONTRACT MANAGEMENT AND NEGOTIATION May 21-23, 2012 and September 3-5, 2012 In today's modern business word contracts are a necessity. But, numerous aws, reguations and unforeseen events make deaing with business contracts compicated. Therefore, if you are invoved in managing pubic, private or NGO sector business affairs and contracts, you need to understand the intricacies invoved in contract formuation, interpretation, review, performance, enforcement, negotiation, as we as remedies in case of its breach. You aso need to know the strengths, weaknesses, risks and the missing terms before signing an agreement so that the fina agreement is effective and enforceabe. The management of ongoing business contracts is a daunting task, requiring knowedge, ski and the experience. You shoud be abe to hande a the detais necessary for ensuring you get what you bargained for as we as covering you against caims that you haven't done your part. Here, you need to know your rights, remedies and duties regarding the performance and enforcement of your ega and contractua rights. Baancing the exercise of rights, seection of remedy and ensuring your own duties are aso important. The breach of contract may have serious consequences both to your business and reputation. Therefore, you need to have sufficient evidence shoud things deteriorate into a breach of contract and enforcement actions become necessary. Before you punge into a time intensive and expensive process, you shoud know whether there is a breach at a and if so, what may be the consequences? Is there any scope to avoid itigation and treat the breach? What are your obigations under the agreement and who wi pay the costs and awyer'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 aso possibiities that you may have to think whether to fie a awsuit or begin ADR (Aternate Dispute Resoution arbitration, mediation, etc.) or go for negotiation or a combination best suited to your business. The Law of Contract is of great significance as a business transactions are based on contracts. Managing ega issues in contracts is essentia to guarantee profitabiity to the organization. Contract Management is the process which ensures that both parties to the contract fuy meet up their respective obigations as effectivey as possibe, in order to achieve business objectives under the contract. The purpose of the course is to deveop an understanding of ega and manageria issues in contract formuation, performance and enforcement to hep avoid some of the pitfas in contracting and providing a sort of backdrop that makes it easier to dea with awyers and/or arbitrators shoud the need occur. The programme is designed to: Impart knowedge about ega issues in contract formuation and the management of domestic and internationa commercia contracts Examine the principes, practices and issues reating to execution of commercia contracts Understand the remedies avaiabe in the event of a breach of contract Appy, appreciate and understand the roe of aternative means of dispute resoution Deveop an abiity to hande more effectivey the potentia ega risks whie managing business contracts An introduction to ega issues in managing business contracts Essentias of a vaid business contract Contract Document: Genera Causes Principes and practice in formuation and execution of business contracts Remedies for Breach of Contracts: Liquidated damages and penaties Pubic Procurement Process and CVC Guideines Bid Document evauation criteria and procedure Risk Management and Dispute Avoidance Aternative Dispute Resoution Arbitration Internationa Commercia Agreements etc etc. The pedagogy of the course woud consist of ectures, discussions, case anaysis and the exercises. The programme wi benefit anyone invoved in managing pubic, private or NGO sector business affairs and contracts, incuding executives in Industry, Government, Entrepreneurs, State-owned Enterprise Managers, Engineers, Project and Office Managers, Saes and Marketing Managers, Law Officers, Contractors, Sub-Contractors and Consutants deivering Contract Services and Support. PROGRAMME DIRECTOR: Prof. Dharmendra S Sengar PROGRAMME FEE: ` 30,000/- per participant (residentia) VENUE: May 21-23, 2012 at IIM Lucknow (Noida Campus) and September 3-5, 2012 at IIM Lucknow 49 50

29 LEGAL MANAGEMENT LEGAL MANAGEMENT INTELLECTUAL PROPERTY MANAGEMENT FOR BUSINESS ADVANTAGE Juy 3-5, 2012 Inteectua Property (IP) is an important source of weath creation and economic deveopment. Companies are forging aiances with each other in order to heighten the vaue of their IP assets. They are avaiing mutuay beneficia competitive advantages through cross icensing. Organizations accumuate arge 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 remarkabe transformation in the past decade. The most significant areas of change incude biotechnoogy, business methods and software patents. Domain name and onine content issues have infuenced the dot com thinking and the new economy. Given the dramatic deveopments in these and other reated areas of inteectua property, managing IP has become increasingy crucia. In order to protect the interests of enterprises and firms, the Directors, Managers, Technica Executives and the Professiona Advisors of the modern organizations need to deveop more than superficia knowedge reated to IP. They are ikey to face the questions at reguar intervas reating to protection and management of inteectua assets even without any background and knowedge of these subjects. There are aso instances of how ack of knowedge or proper ega advice about IP management has ed to rea or potentia financia oss to the businesses. Keeping a above mentioned in mind, the present MDP has been aunched and it is expected that through this course, one can at east acquire a broad understanding of the subject which woud be hepfu in managing and protecting inteectua assets of an organization. Thus, one can avoid financia oss and gain competitive advantage through appication of IP toos. The course refects on the views that intangibe assets such as knowedge, information, creativity and inventiveness have become much more important parameters aongside traditiona and tangibe assets such as and, abor and capita as the driving forces of economic growth and business advantage. The course aims at: Providing knowedge about the ega toos necessary for managing inteectua assets of an organization Equipping the participants with knowedge and ski usefu in evauating and promoting ega strategies for the protection of IP Enabing and encouraging the participants to use IP rights as a ega too for competitive advantage; and Managing more effectivey the potentia ega risks in using IP assets whie doing e- commerce. Management of Inteectua Assets for Competitive Advantage: An Overview Patenting System and Managing Patents for Right Hoders Patents as Business Too Product Patent Regime and Business Method Patenting Protecting and Managing Copyright and Digita Rights Management Trade marks, Domain name, Trade secrets, Service marks Management Industria Design: Protection, Enforcement and Management Inteectua Property and E-Commerce Inteectua Property Audit Inteectua Property Rights under TRIPS Patent Cooperation Treaty and Internationa Patenting and Licensing of IP. The pedagogy of the course woud consist of ectures, discussions, case anaysis and the exercises. The course contents wi appea to a persons connected in any way with Inteectua Property issues and seek to be armed with modern ega toos to manage their business effectivey for competitive advantage. The specific group targeted wi be midde and senior eve executives in industry, government and PSUs as we as the persons who are ready to 'manage' inteectua property assets of their organizations. The programme is aso reevant for the consutants and ega professionas both in academics and practice. PROGRAMME DIRECTOR: Prof. Dharmendra S Sengar PROGRAMME FEE: ` 30,000/- per participant (residentia) (Noida Campus) 51 52

30 LEGAL MANAGEMENT CORPORATE LAW MANAGEMENT AND LAW PROGRAMME December 3-5, 2012 Law and business go hand in hand. It is difficut to take any activity in business which does not have a ega consequence. In fact, every business activity to be successfu must have the backing and a sanction of aw. With increasing gobaization and governmenta reguation for a business activities, the surviva and growth of the organizations depend to a arge extent on their compiance of existing reguations individuay, as we as their abiity to infuence pubic poicies in the area of their concern coectivey. WIth increasing demand for ega compiance on the part of industry and business, Managers/Entrepreneurs/ Decision Makers are obiged to ensure the compiance within the ega frame work whie seizing opportunities for competitive advantage and profit maximization. The programme is designed to : Deveop an interest and curiosity for understanding aw and ega enviroment of business Impart knowedge about ega processes invoved in the company incorporation and its management Examine the principes, practices and issues reating to effective management of business Understand the remedies avaiabe in the event of suppression and mismanagement Understand and appy the concept of corporate socia and environmenta responsiby Deveop abiities to hande with confidence the ega and reguatory issues of management Examine strategies for meeting ega and reguatory chaenges whie achieving core business objectives An introduction to Lega Aspects in Management Contract Formation : Law and Management Performance and Breach of Contract Company as Dominant Form of Business Organization Company Formation : Basic Documents and their Impications An invitation to investment : Prospectus, Shares and Debentures Management of a Company : Duties and Libiities of Directors Administration of Company Affairs : Minority Protection & Prevention of Oppression and Mismangement Corparate Socia and Environmenta Liabiity Inteectua Property Management and Law The programme wi benefit anyone invoved in managing pubic, private or NGO sector business affairs and contracts, incuding Executives in Industry, Government, Entrepreneurs, State-owned Enterprise Managers, Engineers, Project and Office Managers, Saes and Managers, Saes and Marketing Managers, Law Officers and Consutants. PROGRAMME DIRECTOR: Prof. Dharmendra S Sengar PROGRAMME FEE: ` 30,000 per participant (residentia) (Noida campus) MARKETING 53

31 MARKETING MARKETING MARKETING MANAGEMENT STRATEGIES FOR SUCCESS Juy 2-6, 2012 STRATEGIC MARKET PLANNING FOR PROFITABILITY AND GROWTH August 27-31, 2012 and October 8-12, 2012 Marketing is charged with defining customer targets and the best way to satisfy their needs and wants competitivey and profitaby. Because consumers and business buyers face an abundance of suppiers seeking to satisfy their every need, and thus becoming more demanding Marketers must do an exceent job if they are to remain in the increasingy competitive goba marketpace. The marketer's basic ski ies in infuencing the eve, timing, and composition of demand for a products and service. And if they have to be abe to design business modes, marketing strategies, and communication tactics. Company success and faiure majory depend on abiity of its marketers at top management. Senior and midde eve marketing mangers equipped with advanced and atest marketing strategies can be a point of differentiation. Deveop an abiity to anticipate trends, think strategicay, and act practicay in every fied of marketing To acquire manageria skis for formuating and impementing marketing strategy Equip themseves with the knowedge and skis required to exce as a marketing strategist The programme broady covers the issues of understanding consumer vaue management and Indian consumer insights, Marketing Strategy Formuation and execution, Marketing Research, New Products Creation and Brand Management, eading saes teams, Channe Management, Managing Customer Reationships, Leveraging Services advantage, and managing distribution channes. Marketing Managers, Brand Managers, Product Managers, Business Deveopment Managers, Genera Managers, Marketing and Saes Directors, Saes Manager Anaysis of cases, roe-pays, audio-visuas, computer simuation and practica rea ife exampes for iustration wi be used for training purposes. Each pedagogica too has certain advantages. Lectures can be effective to communicate saes reated factua information in a succinct and effective way. Roe-pay can hep in deveoping seing skis. Cases woud deveop appications of conceptua understandings, and simuations are more invoving. The programme woud provide an interactive patform to impement training earning's in one's own organization through cass discussions. In today's word of Marketing, mere strategic intent is not enough to achieve maximum resuts. You need Strategic Marketing toos that wi enabe you to grow and become profitabe. Strategic Market Panning for Profitabiity and Growth is designed to hep participants earn how to better understand, create, deiver, and profitaby harvest vaue; buid more precision in seecting markets; and estabish effective communication with the stakehoders. You wi earn keys for business anaysis, generic marketing strategies, and marketing mix strategies whie going through rea ife business case studies; and wi eave with competencies to hep drive the marketing processes for increased profitabiity and growth. This focused programme is designed to hep the participants buid a sound understanding of how to: Time the firm's entry into new markets and exit from the existing markets served Respond effectivey to the inevitabe maturation and commoditization of markets in the face of increasing competition Utiize rapid product deveopment, market segmentation, vaue-based pricing strategies, and innovative product-ine management Buid and manage a portfoio of profitabe customer reationships Deveop customer management strategies, incuding key account management and oyaty programmes, and monitor and grow a critica base of ong-term customers The intent of Strategic Market Panning for Profitabiity and Growth is to create unique vaue for you and your organization with a particuar focus on most current concepts, toos, techniques, and approaches to: State-of-the-art Customer-Company-Competitor Anayses Generic Marketing Strategies Innovative Marketing mix strategies New Offering Reaization Creating Brand Equity Integrated Marketing Communications Strategic Market Panning and Impementation The muti-prong pedagogy with which the programme wi be deivered by the facuty incudes ectures, case anayses, simuation exercises, syndicate discussions, and team presentations. Throughout the programme, the facuty wi present the most current methodoogies and research, and wi share the atest know-how with adequate support of case studies inked to strategic market panning. This programme is meant for a those midde and senior eve executives who are working to drive profitabiity and growth for their firm or business. It is idea for those who are either invoved in, or have responsibiity for marketing processes and operations. As the facuty provides timey insights on contemporary issues in business, it woud aso be a perfect refresher for those who got formay trained previousy in marketing. PROGRAMME DIRECTOR: Prof. Rajeev Kumra PROGRAMME FEE: ` 40,000 per participant (residentia) (Noida campus) PROGRAMME DIRECTOR: Prof. Saji K B Nair PROGRAMME FEE: ` 40,000 per participant (residentia) VENUE: August 27-31, 2012 at IIM Lucknow and October 8-12, 2012 at IIM Lucknow (Noida campus) 55 56

32 MARKETING MARKETING ADVANCE SALES FORCE AND DISTRIBUTION MANAGEMENT September 3-5, 2012 and February 4-6, 2013 ALIGNING BUSINESS STRATEGY WITH MARKETING AND SALES September 10-14, 2012 and November 5-9, 2012 In today's marketpace, saes force provides top ine revenue growth and market inteigence. It's a given that everyone wants increased saes in market pace, a bigger sice of the pie, thus companies spend maximum amount of their marketing budget on saes force. Company success and faiure majory depend on abiity of its saes force. Saes force equipped with advanced seing skis and saes force management techniques can be a point of differentiation. This contemporary saes training can hep saespeope gain mastery in the advanced seing skis, saes concepts, behaviors, and attitudes that wi enhance their seing expertise. It wi aso provides saes managers with the best toos, techniques, and concepts for anayzing saes cas, managing distributors effectivey, adjusting saes quota, making reaigning territories, motivating saes force, evauating saes force performance and arriving at optima saes force size. To understand the advancements in consumer behavior from saes force perspective of the company. To acquire manageria skis for formuating, impementation, evauation and contro of saes programme. To practice hands on practica fied seing skis for retai and high net-worth customers. To manage distribution channes evauation and conficts. The programme broady covers the issues of understanding consumer vaue management and Indian consumer insights, seing to retai and high net worth customers, reationship seing, managing saes force on territory, quota, saes force size, saes performance evauation, eading saes teams, and managing distribution channes. Senior and Midde eve Saes Managers, Business deveopment managers, Managers of famiy owned businesses, Distribution managers, Saes executives and officers. Anaysis of cases, roe-pays, audio-visuas, computer simuation and practica rea ife exampes for iustration wi be used for training purposes. Each pedagogica too has certain advantages. Lectures can be effective to communicate saes reated factua information in a succinct and effective way. Roe-pay can hep in deveoping seing skis. Cases woud deveop appications of conceptua understandings, and simuations are more invoving. The programme woud provide an interactive patform to impement training earning's in one's own organization through cass discussions. In today's dynamic markets, ony those companies that are abe to effectivey aign their business strategy with marketing and saes wi sprint past the competition. The key to tap the tota market demand depends on the firm's abiity to eiminate the gap between the business strategy and the day-to-day fied impementation. The programme tited Aigning Business Strategy with Marketing and Saes prepares the marketing and saes managers to ink the go-to-market initiatives with strategic priorities and enabe the firm to contribute effectivey to profitabe growth. In order to address the needs of marketing and saes managers in midsize firms or business units of arge size firms, this programme examines the critica reationship of business strategy with marketing and saes operations. You wi discover how to estabish and communicate marketing and saes initiatives that support the strategic and business objectives; buid and nurture the right marketing and saes channes; deveop companywide aignment; and impement the operationa infrastructure, processes, and cutura vaues critica to ong-term revenue growth of the firm. The muti-prong pedagogy with which the programme wi be deivered by the facuty incudes ectures, case anayses, simuation exercises, syndicate discussions, and team presentations. Throughout the programme, the facuty wi present the most current methodoogies and research, and wi share the atest know-how with adequate support of case studies inked to strategic market panning. This highy focused programme is for a those Marketing and Saes Executives who are working to drive profitabiity and growth for their firm or business. It is idea for those who are either invoved in, or have responsibiity for marketing and saes operations. As the facuty provides timey insights on contemporary issues in business, it woud aso be a perfect refresher for those who have formay earned the art of marketing and saes. PROGRAMME DIRECTOR: Prof. Rajeev Kumra PROGRAMME FEE: ` 30,000 per participant (residentia) (Noida campus) PROGRAMME DIRECTOR: Prof. Saji K. B. Nair PROGRAMME FEE: `40,000 per participant (residentia) VENUE: September 10-14, 2012 at IIM Lucknow and November 5-9, 2012 at IIM Lucknow (Noida campus) 57 58

33 MARKETING MARKETING INTERNET MARKETING September 13 15, 2012 Is your company invoved in Internet Marketing? OR, is your company thinking of pursuing Internet Marketing? Are you contempating on how to go about estabishing a Website that attains your business objectives? OR, are you simpy curious to know what entais the process of impementing, monitoring and controing an Internet Marketing pan? You might be thinking of estabishing transaction faciities for your customers. OR, you might be content in simpy providing information via a Website. And do you wonder whether socia 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 incude the Web as a component of Strategic Marketing has increased. This course provides a bueprint for approaching Internet Marketing. You wi come away with a preiminary action pan for integrating Internet marketing into your tota marketing pan at both tactica and strategic eves. Understand the processes invoved in deveoping an Internet Marketing Pan Understand the evoving nature of the fied of Internet Marketing Increase an awareness of the reevance of Internet Marketing, incuding Search Engine Optimization, Search Engine Marketing, Socia Media Marketing, E-mai Marketing, Brand Buiding, and Web Anaytics Return to the workpace with actionabe ideas in a areas of Internet Marketing, incuding specific toos and patforms, Search Engines, and Strategic Website Deveopment Framework for deveoping an effective Internet Marketing Pan Procedures for best everaging the capabiities of the Internet for Marketing your product/service Best practices for reaching your consumers through the varied toos on the Internet (e.g., e- mai, advertising, sponsored virtua communities, etc.) Procedures for mapping your consumers' activities on your Website Processes for incorporating, monitoring and everaging Web Anaytics towards achieving strategic objectives for your Internet Marketing pan Search Engine Marketing (SEM) and Search Engine Optimization (SEO) Strategies towards achieving your strategic objectives Frameworks for designing effective Websites The programme wi incude cases, interactions with business eaders from the industry and participant presentations, in addition to ectures Participants can be from any discipine/vertica. It is desirabe to have at east three years of work experience. PROGRAMME DIRECTOR: Prof. Moutusy Maity PROGRAMME FEE: ` 30,000 per participant (residentia) (Noida Campus) INTEGRATING PRODUCT AND BRAND WITH MARKETING STRATEGY September 24-26, 2012 Product and Brand Strategies now form the core of the overa marketing strategy. With the increase in competition, marketers have resorted to over differentiation as we as re-segmentation in a big way. This has made the present market scenario very critica. Managers thus shoud be equipped with the atest in the area of Marketing process and integrating product and brand strategy with it. Brands can be divided in terms of Rationa, Functiona and Emotiona approaches. This programme aims to integrate Product, Brand as essentia ingredients of a successfu Marketing strategy. It wi aso take into consideration the different requirements for Service organizations. How to integrate Product and Brand with Marketing Strategy has been designed to enhance abiity of the participants to: Understand Marketing Function from a Brand Perspective Brief your Ad Agency effectivey in terms of communication objectives of your brand Hande your product portfoio effectivey Understand the difference between Product and Service brands and strategise accordingy Understand the Rationa, Functiona and Emotiona perspectives effectivey. This 5 days programme aims to transform your efficacy by focussing on the atest concepts, techniques and approaches to: Emerging trends in Market Segmentation, Differentiation and Positioning Contemporary Consumer Behaviour Marketing Strategy Panning Process Strategic Issues in Product Strategy Branding Process for Products and Services as we as B2B Markets Creating Market Winning Brand Strategies Integrating Product and Brand with the Marketing Strategy The Programme wi be highy experientia and interactive, comprising participant presentations and discussions, case studies, cassroom ectures and presentations by experts from the industry. This programme has been designed for CEOs/Senior Managers from other functiona areas or a nonmarketing background who need to take such decisions. Senior/Midde Leve Managers into Marketing, Product/Brand, and Saes Functions wi find this programme usefu. Senior Marketing Anaysts/Consutants whose principa responsibiities ie in deaing with existing and new product ines can enhance their skis through this programme. Proprietors of famiy owned businesses and Entrepreneurs aiming for advanced knowedge in the area of Product and Brand can find vauabe insights in this programme. Finay senior eve managers/ceos in the service sector can deveop a competitive edge by attending this programme. PROGRAMME DIRECTOR: Prof. Devashish Das Gupta PROGRAMME FEE: ` 30,000/- per participant (residentia) VENUE: Lucknow 59 60

34 MARKETING MARKETING MASTERING MARKETING October 1-5, 2012 In today's competitive business scenario successfu organizations have reaized that their business mode is just not a function of saes. It is a sum tota of their understanding of the, market environment, different customer preference sets, and communicating accordingy for deveoping a strong brand equity to achieve a sustainabe 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 aso aims to brainstorm various conceptua issues in the backdrop of contemporary marketing practices. This 5 days programme has been designed to enhance abiity of the participants to: Broaden Thought Process towards Marketing as a Mindset Understand How to study Market Environment and how to benefit from it. Effectivey Segment the Market and Seect Optimay Attractive Markets Effectivey Hande Product and Service Portfoios, Deveop a Robust Approach to Understand The Customer Effectivey Differentiate their Offerings and Position their Brand PROGRAMME SCOPE Mastering Marketing, aims to transform your efficacy by focussing on the atest concepts, techniques and approaches to: Modern Approach of Marketing Toos and Techniques of Market Environment Anaysis and its Impications Product Marketing Vs Services Marketing Factors Affecting Customer Preferences Successfuy Differentiating the Product in the backdrop of Shrinking Product Life Cyce Strategic Brand Positioning Customer Vaue Proposition Marketing Issues in a Service Domain The Programme wi be highy experientia and interactive, comprising participant presentations and discussions, case studies, cassroom ectures and presentations by experts. Midde eve professionas in Consuting, Saes, and Product Management Midde Managers from other functiona areas in Product and Service Marketing organizations Proprietors of famiy owned businesses and Entrepreneurs aiming for condensed marketing insights Senior Saes professiona who are getting promoted from Saes to Marketing profie wi find this programme immensey hepfu. This programme can be an unearning/earning experience for executives who have attained forma marketing education years back. COMPREHENSIVE PROGRAMME IN MARKETING November 19-30, 2012 Marketing of products and services of ate has become more of a science than art. This is due to the manifod increase of brands and the growing number of modes of communication. This has ead to a dire necessity of a training programme which provides in-depth hands on knowedge as we as efficacy in handing marketing. For such organizations, this comprehensive programme has been speciay designed. This 80+ hours programme endeavors to provide comprehensive training on compete marketing process as we as market panning with an appication oriented approach. This comprehensive programme has been designed to enhance abiity of the participants to: Broaden Thought Process towards Marketing as a Mindset Understand how to Study Market Environment and how to benefit from It. Existing Markets and new Market Strategy approaches Effectivey Segment the market and seect Optimay Attractive markets Effectivey hande Product and Service Portfoios, Deveop a Robust Approach to Understand the Customer and Maintain Profitabe Association Technica handing of Saes as we as Motivating the Saes Force Understand Information Needs and use Marketing Research judiciousy Effectivey appy Marketing Strategies in Business to Business Markets Deveop a ong term Brand Image by Sincere Stakehoder Communication Management This programme aims to transform your efficacy by focussing on the atest concepts, techniques and approaches to: Market Panning Process Market Environment Anaysis and its Impications Information Need and Market Research Product Marketing Vs Services Marketing Contemporary Customer Management Differentiation in the backdrop of shrinking Product Life Cyce Managing Saes and the Saes Force Customer Vaue Proposition Business to Business Marketing Integrated Marketing Communication and Promotion Creating and Sustaining a Positive Brand Image The Programme wi be highy experientia and interactive, comprising ectures, case anayses, simuation exercises, group presentations and syndicate discussions, case studies, cassroom ectures. Throughout the programme, it wi be an endeavor of the facuty to share the atest deveopments in the industry and research. Midde and Senior eve professionas in Consuting, Saes, and Product Management Midde Managers from other functiona areas in Product and Service Marketing organizations Proprietors of famiy owned businesses and Entrepreneurs aiming for condensed marketing insights Senior Saes Professiona graduating into Marketing wi find this programme immensey hepfu. This programme can be an unearning/earning experience for executives who have attained forma marketing education years back. PROGRAMME DIRECTOR: Dr. Devashish Das Gupta PROGRAMME FEE: ` 40,000/- per participant (residentia) PROGRAMME DIRECTOR: Dr. Devashish Das Gupta PROGRAMME FEE: ` 80,000/- per participant (residentia) 61 62

35 MARKETING MARKETING CUSTOMER RELATIONSHIP MANAGEMENT STRATEGIES December 10-12, 2012 The rues of Marketing are as frequenty changing as has never been expected by the companies. Among a these changes, it is the Reationship Management, which is getting the maximum attention of the marketers. CRM has recenty emerged as a strategic soution to modern business probems. It requires redefining of core businesses and customers, designing and integrating business processes, impementing and monitoring programme's, aimed at creating sustainabe customer advantage. If impemented successfuy, CRM offers immensurabe benefit to the organizations, in terms of better saes, profitabiity, customer satisfaction and reduced cost. This contemporary CRM training can hep Marketing Managers and Saespeope gain mastery in Customer Reationship Management concepts, focus on three main components of customer management viz, Customer acquisition, deveopment, and retention, importance of satisfaction, oyaty, oyaty programmes, CRM process and CRM strategy. It wi aso provide Marketing Managers with the best toos, techniques, and concepts for impementing CRM in organization incuding Information Technoogy enabed CRM. To sensitize the participants of Customer Reationship Management importance. To hep the professionas to famiiarizing with Indian and Internationa consumer behavior To enabe participants to buid stronger key Customer Reationships To buid upon participants existing knowedge of Reationship Marketing concepts and practices To broaden the participants' awareness of Customer Reationship Data Anaysis Toos The programme broady covers the issues of understanding consumer vaue management and Indian consumer insights, seing to high net worth key accounts, Up-seing, Cross-seing, Key Account Management, Understanding and measuring satisfaction, Loyaty and Managing Loyaty Programs, Economics of CRM such as Customer Life Time Vaue and Customer Profitabiity, Managing Customer Database ike Data Warehousing, Data Mining, Overview of Operationa, Anaytica, and coaborative CRM, CRM Process and Strategy, CRM in B2B Market Anaysis of cases, roe-pays, audio-visuas, computer simuation and practica rea ife exampes for iustration wi be used for training purposes. Each pedagogica too has certain advantages. Lectures can be effective to communicate CRM reated factua information in a succinct and effective way. Roe-pay can hep in deveoping reationship seing skis. Cases woud deveop appications of conceptua understandings, and simuations are more invoving. The programme woud provide an interactive patform to impement training earning's in one's own organization through cass discussions. Managers from Marketing and Saes function, Reationship Manager, Key Account Manager, Business Deveopment Managers, Brand Managers, Product Executives, Marketing Manager in Business to Business firms, Pubic Reations Management and simiar functions, Customer Care, Customer Support, Managers of famiy owned businesses, Managers from services organizations iustrative ist, though not imited to is Airines, Hospitaity, Financia Services, Teecom Services, Direct Marketing Agencies and Organized Retai and other than services such as from Automobie, Petroeum, Power, Heathcare Sector, PSUs and many more. PROGRAMME DIRECTOR: Prof Rajeev Kumra PROGRAMME FEE: ` 30,000/- per participant (residentia). (Noida campus) RURAL MARKETING STRATEGY December 20-22, 2012 Rura economy in India contributes to neary haf of the country's GDP. The size of the market in rura India for durabes and FMCG is bigger than that in urban India. Inspite of this it sti remains a huge untapped market, ridded with a host of probems. The three day programme wi start with an overview of the rura markets in India, moving on deveoping an appreciation of the contextua differences between rura and urban areas and aso touch upon the various emerging perspectives of Rura Marketing, Manageria Initiatives and reevant frameworks. An attempt woud be made to understand the key ingredients of deveoping a successfu Rura Marketing Strategy. To provide an overview of Rura Markets and emerging perspectives of Rura Marketing. To debate the emerging Manageria Initiatives and reevant frameworks in Rura Marketing. To share the experiences of institutions engaged in Rura Marketing as Case studies. Rura Marketing Environment BOP Marketing and impications for Rura India Rura Marketing : Rura Urban Interface Rura Marketing : Urban Rura Interface Rura Retai and Distribution Rura Promotion Understanding Rura Consumer and Rura Market Research Strategic Issues and New opportunities in Rura Markets The pedagogy woud emphasize insights into the poo of knowedge in Rura Marketing with particuar emphasis on practica situation through ectures, exercises and case discussions. A Managers and Executives working in Saes and Distribution function of an organization who are currenty handing Rura Markets or woud be doing so in the near future. PROGRAMME DIRECTOR: Prof. Rajesh Aitha PROGRAMME FEE: `30,000 per participant (residentia) 63 64

36 MARKETING MARKETING LEVERAGING DISTRIBUTION CHANNELS TO ACHIEVE SUCCESS IN INDIAN MARKETS January 17-19, 2013 Managing distribution channes is a chaenge in India, and in many product categories it can be the deciding factor. The programme tries to address the importance of everaging distribution channes for achieving marketing success. To provide participants with an understanding of the important roe that distribution channe activities can pay in organizationa success To highight the major decision areas within distribution channe management and to provide anaytica frameworks and approaches that wi faciitate decision making To provide an exposure to key concepts, theories and recent deveopments in channe management and to iustrate their appicabiity in tacking the chaenges in business Introduction to Distribution Channe Management and Strategic Importance of channes Channe Design and Partner Seection Positioning, Power and Confict in Channes Evauating, Motivating and Controing Channe Members Internet as an Aternate Channe of Distribution Rura Distribution The participants woud earn through an appropriate mix of cassroom ectures, interactive discussions, case studies, cass exercises and take home assignments. Both conceptua and practica sides woud be stressed upon throughout the programme. A managers and executives working in the saes & distribution function of an organization. ACHIEVING SUCCESS IN RURAL MARKETING THROUGH DISTRIBUTION EXCELLENCE January 28-30, 2013 In India the rura economy contributes neary haf of the country's GDP and the size of the rura market in durabes and FMCG is bigger than its urban counterpart. In recent times Rura Marketing has emerged as an important interna sub-division within Marketing discipine particuary in the context of a arge rura economy ike India. But the understanding of these markets is sti agging especiay in the case of rura retai and distribution. It tends to be seen as a 'Back Box' or a 'Dark Continent' both with regard to the potentia and difficuties. This programme makes an attempt at shedding some ight on this critica issue. Provide an overview of the changing distribution and retai reaities in rura India. Map-out the changing distribution and retai scenario in the country Assess the viabiity of the various options of reaching rura consumers. Basics of Rura Marketing Rura Urban Interface and Changing Scenario Structure of Distribution in Rura Areas Various Modes of Distribution Retai options in Rura India - Traditiona Retai options in Rura India - Emerging The participants woud earn through an appropriate mix of cassroom ectures, interactive discussions, case studies, cass exercises and take home assignments. Both conceptua and practica sides woud be stressed upon throughout the programme. A Managers and executives working in Saes and Distribution function of an organization who are currenty handing Rura Markets or woud be doing so in the near future. PROGRAMME DIRECTOR: Prof. Rajesh K Aitha PROGRAMME FEE: `30,000 per participant (residentia) PROGRAMME DIRECTOR: Prof. Rajesh K Aitha PROGRAMME FEE: `30,000 per participant (residentia) 65 66

37 MARKETING MARKETING EFFECTIVE RETAIL MANAGEMENT February 11-13, 2013 Indian Retai industry has seen a phenomena growth in the ast few years. Statisticians have given great figures about its growth. There have been great expectations about RoI from this industry which made many big congomerates making a retai foray. Indian shopper has come of age and has very fast adapted to the new found vaue given to her. Success in Retai today demands much more than mere copy book strategies. This programme aims to equip the participants with the modern toos and techniques in Retai which shoud enabe him to successfuy manage his/her store. This programme has been designed to enhance abiity of the participants to: Broaden their horizon regarding Retai Management Effectivey adopt a Marketing Approach in Store Management Understand the shoppers better and cater to their different needs Effectivey undertake retai expansion in the internet space Effectivey seect idea ocations and neutraise ocationa disadvantages, if any Effectivey adopt Retai Communication Strategies for successfu Store Promotion Understand the pricing issues especiay mark-ups and mark-downs. Effective Retai Management aims to transform your efficacy by focussing on the atest concepts, techniques and approaches to: Shopper Behaviour and Strategic Segmentation Issues Retai Formats with a focus on non-store formats ike e-taiing Buying Merchandise strategicay Contemporary issues in Site Seection and Layout Design Service Marketing Strategies in Retai Managing Pricing in present day discount era Retai Communication Strategies to estabish a positive store image Managing Franchise Business Starting and estabishing a store from scratch. The Programme wi be highy experientia and interactive, comprising participant presentations and discussions, case studies, cassroom ectures and presentations by experts. Consutants/Senior and Midde Managers aiming for success in the retai sector Midde Managers from other functiona areas with a supporting roe for organization's retai activities Proprietors of famiy owned businesses and Entrepreneurs aiming for vauabe insights on Retai Store Management If you are a midde eve manager from a non retai background and interested to join the retai sector, this programme wi be immensey hepfu. PROGRAMME DIRECTOR: Prof. Devashish Das Gupta PROGRAMME FEE: `30,000 per participant (residentia) MARKETING STRATEGIES FOR SUCCESFUL AGRICULTURAL INPUT ORGANISATIONS March 4-6, 2013 In today's competitive agricutura input market, successfu organizations have reaized that their business mode is just not a function of saes. It is a sum tota of their understanding of the, market environment, different customer preference sets, and communicating accordingy for deveoping a strong brand equity to achieve a sustainabe 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 aso aims to brainstorm various conceptua issues in the backdrop of contemporary marketing practices. PROGRAMME This programme has been designed to enhance abiity of the participants to: Broaden Thought Process towards Marketing as a Mindset Understand how to study Market Environment and how to benefit from it. Effectivey segment the market and seect optimay attractive Markets Effectivey hande Product and Service portfoios Deveop a robust approach to understand the customer Effectivey differentiate their offerings and position their brand PROGRAMME SCOPE This programme aims to transform your efficacy by focussing on the atest concepts, techniques and approaches to: Modern approach of Marketing Toos and Techniques of Market Environment Anaysis and its impications Product Marketing Vs Services Marketing Factors affecting Customer Preferences Successfuy differentiating the product Strategic brand positioning Customer Vaue Proposition Marketing issues in a Service Domain The Programme wi be highy experientia and interactive and wi have an appication oriented approach. It woud comprise discussions, case studies, cassroom ectures, participant presentations and presentations by experts. Executives/Managers/Officers/Channe Partners deaing with marketing of agri-inputs such as seeds, fertiizers, crop protection products, farm machinery and equipments, veterinary products, agri-biotech, and environment-friendy products. PROGRAMME DIRECTOR: Prof. Devashish Das Gupta PROGRAMME FEE: `30,000 per participant (residentia) 67 68

38 OPERATIONS MANAGEMENT MANAGING INNOVATION AND PRODUCT DEVELOPMENT Apri 23-25, 2012 and August 1-3, 2012 OPERATIONS MANAGEMENT Innovation and new product/ service deveopment has emerged as one of the top priorities of chief executives of both Indian and goba organizations for pursuing growth and profitabiity. But, success rates of new products and services have historicay been ow. At the same time, the cost of deveoping new products and services has increased over the years in many industries. Aso, many organizations fai to repicate the success of some products/services due to ack of we-defined processes or faiure to adapt to changing business environment or due to inadequate risk management. Managers face chaenges in every phase from identifying the right opportunities for innovation to aunch of the product or service. Many organizations aso ack a set of appropriate metrics to measure the success of innovation. The goba nature of the business aso adds to further compexity. Organizations need to choose appropriate ocations for research and deveopment, 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 capabiities beyond the core capabiities and competencies of organizations. Hence, there is a growing trend to coaborate with customers, suppiers, externa experts and third party intermediaries throughout the innovation cyce. Hence, it is important for practicing managers to understand the nuances and compexities around innovation and product/service deveopment and take we-informed decisions. Objective wi be to sensitize the participants about the mutipe chaenges and compexities associated with innovation and product deveopment and provide guidance in decision making to navigate the chaenges. This programme wi focus on key concepts, methodoogies, organizationa enabers and decision support for creating an innovation programme and managing the process of innovation and product deveopment in the organization. The programme wi broady cover the foowing topics: Business needs for innovation and new product deveopment Types of Innovation Opportunity identification and idea generation Concept evauation and deveopment Portfoio panning and resource aocation Creating the business case/proposa for innovation, new product or service ideas Managing coaboration for innovation and product deveopment Prototyping, testing and aunch Organizing for innovation and product deveopment Managing uncertainty and risk Managing goba product deveopment Measuring the success of innovation and product deveopment This cass-room based programme wi have mix of ectures, exercises, assignments, case discussions and experience sharing. The programme is speciay designed for: Executives, responsibe for growth in manufacturing and service organizations Executives, invoved in innovation and new product deveopment and representing functions ike Research and Deveopment, Marketing, Manufacturing, Finance, Information Technoogy and Human Resources and/or are part of cross-functiona teams responsibe for innovation Executives in genera management and corporate strategy, responsibe for future growth and/or are corporate champions for innovation and product/service deveopment PROGRAMME DIRECTOR: Prof. Atanu Chaudhuri PROGRAMME FEE: ` 30,000/- per participant (residentia) (Noida campus) 70

39 OPERATIONS MANAGEMENT OPERATIONS MANAGEMENT DECISION MAKING TECHNIQUES FOR MANAGERS Juy 16-20, 2012 Effective decision making is an essentia ski for career success, in genera. One can often ead a team to a we-deserved success with the knowedge of how to make timey and we-considered decisions. However, if you make poor decisions, your team risks faiure, and your eadership may suffer a setback. The motivation for this programme comes from the reaization that every organization has peope who are technicay very competent in their functions, but ack the necessary skis for good decisionmaking. Various probems arising in organizations need to be soved by taking effective decisions. A Manager may often take an inappropriate decision due to a ack of carity and understanding of various issues invoved in the process of decision making. The programme ooks into such issues, and heps you arrive at better decision within the boundary of the avaiabe information. You woud be exposed to a number of toos and techniques to get the best out of avaiabe information in order to appreciate the ikey consequences of decisions, work out the importance of individua factors, and choose the best course of action. The programme wi emphasize on participants earning to use a variety of anaytica toos and techniques eading to better decisions: both at the individua eve as we as at the organizationa eve. Programme objectives are to empower the participants with the knowedge of the toos and techniques for better decision-making. The programme woud enabe the participants to: Understand the process of Decision-Making Identify and overcome the barriers in the Decision-Making Process Deveoping Decision-Making skis Appreciate different perspectives of the decisions and their impications Learn proven Decision-Making toos and techniques to hep arrive at better decisions Identifying Aternatives for Action Enhancing Decision-Making Skis Probem Soving Approach to Decision-Making Anaytic Hierarchy Process Decision-Making in Uncertain Environments Quantitative Toos for Decision-Making Impementation Issues of the Decision-Making Process This programme is designed for the ambitious Midde-Leve Managers from diverse backgrounds. Participants from different areas such as HRD, Marketing, Operations, Finance and others wi benefit from this programme. Empoyees with the progressive pubic and the government sectors woud aso benefit. SUPPLY CHAIN MANAGEMENT September 10-12, 2012 Suppy Chain Management has grown rapidy over the past severa years, mainy due to an increase in corporate goas of reducing production costs and at the same time ensuring quick and timey deiveries in right quantities at right paces that come from panning and managing the suppy chain effectivey. Managers usuay face many chaenges in performing this roe, to get the best out of their suppiers, in-house operations, ogistics and distribution channes. Advances in information/communication systems and quantitative modeing are aso being widey impemented, which provide the potentia for access and anaysis of comprehensive data from a suppy chain constituents. So, the managers need to understand various concepts of suppy chain and factor them in designing effective and efficient suppy chain strategies. This programme wi focus on the key concepts, design, strategies, techniques, technoogy and management of suppy chains; and on what you shoud be doing to ensure that your organizations are not eft behind. It wi aso ook into the future of suppy chains, so that you are aways one step ahead in the game. The programme wi broady cover foowing topics: Understanding the Key Fundamentas of SCM Aigning Demand and Suppy Customer Focus in Suppy Chain Strategic Issues in Suppy Chain Management Vendor Managed Inventory and Vendor Reationship Inventory Management and Risk Pooing Managing Suppy Chain Partnerships Best Practices in Suppy Chain Management Suppy Chain Management Practices in Indian Industry Suppy Chain Modeing Measuring Suppy Chain Performance New Technoogies and Goba Initiatives Given the short duration of the programme, it wi primariy be a cass-room based programme. It wi have a mix of ectures, exercises, assignments, case discussions and experience sharing. The facuty comprises IIM Lucknow facuty and experts in Suppy Chain from organizations ike Asian Paints, DHL, Giette, IRCTC, Maruti Suzuki, Moser Baer, etc. The programme is designed specificay for: Top management personne responsibe for assessing and improving organizationa performance Executives directy responsibe for key functions in suppy chain such as production, distribution and suppy management, sourcing, inventory, saes and marketing, information technoogy and new product deveopment. Members of the genera management team who interact cosey with marketing, materias and sourcing functions. PROGRAMME DIRECTOR: Prof. Sushi Kumar PROGRAMME FEE: ` 40,000 per participant (residentia) PROGRAMME DIRECTOR: Prof. Samir K Srivastava PROGRAMME FEE: ` 30,000/- per participant (residentia) 71 72

40 OPERATIONS MANAGEMENT PROJECT MANAGEMENT February 18-22, 2013 Project Management is both peope and technica oriented. No matter what organization you are working in, as a manager you wi be deaing with a number of projects: be it an instaation of a new pant or modifying IT infrastructure, or impementing six-sigma quaity systems in your organization. Project management is now used in virtuay a industries, such as: manufacturing, government, heath care, education and banking. Projects are the means by which these organizations streamine to improve productivity. This programme introduces a basic know-how in the fied of project management. Project management invoves understanding the cause-effect reationships and interactions among the socio-technica dimensions of projects. Participants are expected to have improved competencies in these dimensions upon competion of this programme, which wi enhance their competitive edge. The programme woud provide compete and thorough instructions in the basic principes and the current methods of project management aong with the exposure to the project management software. Understanding Projects Project Panning and Scope Project Scheduing Project Cost Management Project Quaity Management Project Procurement Management Safety and Environmenta Issues Project Risk Management Leadership and Team Buiding A stimuating mix of ectures, case discussions and workshop sessions woud be used to exchange the knowedge in this programme. Participants wi be provided with seected reevant ectures and reading materias in the form of book and notes. The programme is designed for managers seeking to improve their professiona repertoire with knowedge of project management. No prior knowedge of project management is assumed. The programme wi benefit participants from varied organizations and fieds. PROGRAMME DIRECTORS: Prof. Sushi Kumar and Prof. K N Singh PROGRAMME FEE: ` 40,000 per participant (residentia) STRATEGIC MANAGEMENT 73

41 STRATEGIC MANAGEMENT STRATEGIC MANAGEMENT STRATEGIC ANALYSIS FOR COMPETITIVE ADVANTAGE June 4-8, 2012 and November 19-23, 2012 MERGERS, ACQUISITIONS AND OTHER RESTRUCTURING STRATEGIES October 8-10, 2012 With the acceerating pace of competition and innovation in the post iberaization era, strategic decision making is crucia for a success of an organization. This requires a deep understanding of the changing environmenta context in which the company finds itsef, and the resources and capabiities that the company possesses, or needs to deveop. The programme seeks to famiiarize the executives in the use of important anaytica toos and techniques of strategic management to aid strategy formuation in different contexts. This woud hep them to undertake effective strategies to gain and buid sustainabe competitive advantage for their organizations. The programme sha focus on important anaytica and behaviora aspects of strategic management at the eve of strategic business unit (SBU) within the company. Case method pedagogy wi be used to focus on the foowing themes of strategy: The roe of strategic anaysis in decision making, Deveoping a strategic roadmap, Anaysing firm resources and competence for competitive advantage, Business environment anaysis Financia anaysis for strategic management Business eve strategies for sustained competitive advantage Anaysis of business and functiona eve aignment Competitive positioning The programme wi use fu ength cases. Facuty wi ead the discussion on these cases. Compusory residentia stay is required to prepare the cases assigned for the sessions. The course is designed for midde or senior eve executives who are currenty responsibe (or, ikey to assume responsibiity) for the competitive strategy of a strategic business unit. Mergers, acquisitions and other corporate restructuring activities have become an integra part of corporate strategy of companies in the changing goba business environment. A deeper understanding of these strategies is essentia for managers of firms intending to use these strategies to attain their growth objectives. This programme is designed to present an integrated view of mergers, acquisitions and corporate restructuring strategies. It ooks at these activities from financia, human and ega perspectives. Specificay 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 famiiarize them with the issues and intricacies invoved in the choice and impementation of such strategies. The programme wi broady cover the foowing areas: Motives behind mergers and acquisitions and restructuring strategies Target seection Vauation Methods Estimation of Synergies M&A process and due diigence Dea structuring and financing Reguatory and accounting issues invoved in corporate re-structuring activities Takeover defense strategies Organizationa and human aspects of M&A activity The participants woud earn through an appropriate mix of cassroom ectures, interactive discussions, case studies, cass exercises, take home group assignments and experience sharing. Both academic and industry practices woud be stressed upon throughout the programme. This programme is designed for Managers in eadership positions in organizations responsibe for strategic panning or those aspiring to take up eadership roes in their organizations in the area of Finance and Strategy. It wi aso hep mid-eve managers to understand and prepare for the changes brought about by M&A and restructuring activity in their organizations. Managers deaing with post-merger integration and reguatory compiance wi aso benefit from the programme. It wi aso be usefu for Portfoio Managers, who are interested in the effects of corporate restructuring on firm vaue, and the impications for portfoio management. PROGRAMME DIRECTORS: Prof Ashutosh Kumar Sinha and Prof Arun Kumar Tripathy PROGRAMME FEE: ` 40,000 per participant (Noida Campus) PROGRAMME DIRECTORS: Prof. Ajay K Garg and Prof. Neeraj Dwivedi PROGRAMME FEE: ` 30,000 per participant (residentia) (Noida campus) 75 76

42 Executive Encave (Guest House) The Institute has air-conditioned guest houses (Chanakaya & Patanjai) on singe occupancy basis for the Management Deveopment Programme participants

43 MADIGAON NOTE : MAP NOT TO SCALE Note : Map not to scae 79 80

44 Team MDP Apri to March APRIL MAY JUNE Sun Sun Sun Mon Mon Mon Tue Tue Tue Wed Wed Wed Thu Thu Thu Fri Fri Fri Vinod Arora Sat JULY 28 Sat AUGUST Sat SEPTEMBER Sun Sun Sun Mon Mon Mon Tue Tue Tue Wed Wed Wed Thu Thu Thu Fri Fri Fri Sat Sat Sat OCTOBER NOVEMBER DECEMBER Sun Sun Sun Suni K Srivastava S Mukhopadhyay V P Gupta Mon Tue Mon Tue Mon Tue Wed Wed Wed Thu Thu Thu Fri Fri Fri Sat Sat Sat JANUARY FEBRUARY MARCH Sun Sun Sun Mon Mon Mon Tue Tue Tue Wed Wed Wed Thu Thu Thu T R Girijavaabhan Umeshwar Singh Murai Krishna Fri Sat Fri Sat Fri Sat

45 Lucknow : The City Notes Known for its Adab and Tahzeeb (cutura refinement), Lucknow, spread over an area of 90 sq. km. is associated with its egendary hospitaity, eisurey moods of ife, fabed edificies steeped in history, word renowned cuisine and exquisite Sham-e-Avadh. A reference to the past grandeur of Lucknow is synonymous with the unforgettabe memories of a great personaity, Nawab Wajid Ai Shah who was not ony the ast Nawab of Oudh but aso the most popuar and respected ruer of Lucknow. His rea name was Mirza Quaiser Zama. He was a iterate figure who wrote a number of books incuding some Ghazas. He had a mid temperament and had equa regard and respect for a reigions and fine arts. The royaty of Avadh was famous for induging in extravagant patimes ike eephant and rooster fights and kite fying. The fied of architecture saw re-interpretation of the existing stye of architecture. The magnificent edifices standing proudy among the architectura skyine in the city are iving exampes of the nawab's architectura ingenuity. Modern Lucknow, spread eveny on both sides of river Gomti, is a perfect bend of the ancient with the modern, as many gitzy shopping arcades coexist with the od monuments. The greatest attraction of Luckonow, wherein the past jostes with the present, is its unique abiity to achieve harmony amidst disorder and to assimiate the new into the od. Lucknow is famous for chikan embroidery and zari work, its zardozi, perfumes, jeweery, meta ware crafts and its fine craftsmanship. Main shopping areas are Aminabad, Chowk and Hazratganj. The main paces of interest are Bara Imambara, Bhubhuaiya, Chhota Imambara, Picture Gaeery, Residency Ruins, Rumi Darwaza, Vidhan Sabha and Ambedkar Park. Lucknowites enjoy a the seasons. During October to end-february it is cod, summer is between March and Juy and the temperature ranges from 20 to 38 degree cesius, mid-juy ti end-september is the rainy season. How to Reach Lucknow The city is we connected to other parts of the country through air, rai and road. There are daiy fights and we connected trains to important metros. Transport Autorickshaws and Buses py day and night. Prepaid taxies are avaiabe at Airport and Raiway Station

46

47 jktfo k jktxqáka ifo=feneqùkee~a izr;{kkoxea /ke;za qq[ka drzeo;;e~aa ;g fokkufgr Kku c fo kvksa dk jktk c xksiuh;ksa dk jktk] vfr ifo=] vfr mùke] izr;{k Qyokyk] /kez;qdr] k/ku djus esa cm+k qxe vksj vfouk'kh gsa This Knowedge (of both the Nirguna and Saguna aspects of Divinity) is a sovereign science, a sovereign secret, suprfemey hoy, most exceent, directy enjoyabe, attended with virtue, very easy to practice and imperishabe. S.No. Programme Tite COMMUNICATION Management Deveopment Date & Vanue Page No. 1 Effective Communication Strategies Prof. Himanshu Rai August 23-25, 2012, Lucknow 01 2 Exceence through Effective Communication Prof. R L Raina September 3-5, 2012, Noida 3 Written Executive Communication Prof. R L Raina November 22-24, 2012, Lucknow 4 Effective Communication Strategies Prof. Himanshu Rai December 6-8, 2012, Lucknow 5 Strategic Corporate Communication Prof. R L Raina February 11-13, 2013, Noida 6 Successfu Communication at Work: Prof. Paya Mehra February 20-22, 2013, Lucknow Peope, Process, Products 7 Communication for Leaders Prof. Himanshu Rai March 7-9, 2013, Lucknow DECISION SCIENCE 8 Manageria Decision Making under Prof. B K Mohanty December 10-12, 2012, Lucknow Uncertain Environment FINANCE AND ACCOUNTING 9 Finance for Non-Finance Executives Prof. Prakash Singh & Juy 9-13, 2012, Lucknow Prof. Ajay K Garg 10 PPP in Indian Infrastructure: Chaenges Prof. Manoj Anand October 8-10, 2012, Lucknow and Opportunities 11 Finance for HR Managers Prof. Prakash Singh November 19-21, 2012, Lucknow 12 Finance for Non-Finance Executives Prof. Prakash Singh & February 4-8, 2013, Noida Prof. Ajay K Garg GENERAL MANAGEMENT 13 One year part-time Genera Management Programme for Executives (with 240 hours of teaching in four on-campus Modue of 9 days each) May 19, Apri 21, 2013, Lucknow 14 Strategic Schoo Leadership Prof. Sushi Kumar May 21-25, 2012, Lucknow 15 Strategies for Low Carbon Management and Prof. Sushi Kumar September 3-5, 2012, Lucknow Business Sustainabiity 16 Creativity and Innovation for Sustained Prof. Sushi Kumar November 5-7, 2012, Lucknow Business Performance 17 Creativity and Probem Soving Prof. Sushi Kumar November 19-21, 2012, Lucknow 18 Genera Management Programme Prof. Archana Shuka December 3-14, 2012, Lucknow 19 Corporate Governance and Ethics Prof. Sushi Kumar January 14-16, 2013, Lucknow 20 Deveoping Strategic Mindset Prof. Archana Shuka January 21-23, 2013, Noida 21 Creativity and Probem Soving Prof. Sushi Kumar February 11-13, 2013, Noida 22 Greening Strategies Prof. Sushi Kumar February 25-27, 2013, Lucknow HUMAN RESOURCE MANAGEMENT Programme Director(s) 23 Managing Empoyee Performance Prof. Pankaj Kumar June 14-16, 2012, Lucknow Management System for Corporate Exceence 24 Negotiation Skis Deveopment Prof. Himanshu Rai Juy 5-7, 2012, Noida 25 Leadership Deveopment Prof. Himanshu Rai Juy 12-14, 2012, Lucknow 26 Advanced Management Programme Prof. Pankaj Kumar & Juy 23 - August 4, 2012, Lucknow & Prof. Pushpendra Priyadarshi Austraia 27 Persona Growth through Sef Exporation Prof. Shaiendra Singh August 6-10, 2012, Lucknow 28 Understanding Sef for Manageria Exceence Prof. Pankaj Kumar August 16-18, 2012, Lucknow 29 Team Buiding Prof. Archana Shuka September 3-5, 2012, Noida 30 Strategic Human Resource Management Prof. Himanshu Rai September 6-8, 2012, Lucknow 31 Persona Growth through Emotiona Inteigence Prof. Shaiendra Singh September 24-26, 2012, Lucknow 32 Discovering Leadership through Prof. Pushpendra Priyadarshi October 8-10, 2012, Lucknow Outbound Learning 33 Manageria Effectiveness Prof. Archana Shuka October 8-12, 2012, Lucknow 34 HRD for Line Managers Prof. Pankaj Kumar October 29-31, 2012, Noida 35 Enhancing Manageira Capabiity through Prof. Shaiendra Singh November 5-7, 2012, Lucknow Stress Management 36 Negotiation Skis Deveopment Prof. Himanshu Rai November 22-24, 2012, Mumbai 37 Inspired Leadership Prof. Sushi Kumar & December 3-7, 2012, Lucknow Prof. Pushpendra Priyadarshi 38 Understanding Sef for Manageria Exceence Prof. Pankaj Kumar December 13-15, 2012, Noida Programmes S.No. Programme Tite Programme Director(s) 39 Manageria Effectiveness Prof. Archana Shuka January 7-11, 2013, Noida 40 Leadership Deveopment Prof. Himanshu Rai January 10-12, 2013, Lucknow 41 Coaching and Mentoring for High Performance Prof. Pankaj Kumar & February 11-13, 2013, Lucknow Prof. Pushpendra Priyadarshi 42 Persona Growth through Sef Exporation Prof. Shaiendra Singh February 11-15, 2013, Lucknow 43 Buiding Organizationa Cuture 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, Lucknow Management Systems 45 Managing Business of Software Products Prof. Amit Agrahari February 14-16, 2013, Lucknow and Services LEGAL MANAGEMENT 46 Effective Contract Management and Negotiation Prof. Dharmendra S Sengar May 21-23, 2012, Noida 47 Inteectua Property Management for Prof. Dharmendra S Sengar Juy 3-5, 2012, Noida Business Advantage 48 Effective Contract Management and Negotiation Prof. Dharmendra S Sengar September 3-5, 2012, Lucknow 49 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 Juy 2-6, 2012, Noida 51 Strategic Market Panning for Profitabiity Prof. Saji K B Nair August 27-31, 2012, Lucknow and Growth 52 Advance Saes Force and Distribution Management Prof. Rajeev Kumra September 3-5, 2012, Noida 53 Aigning Business Strategy with Marketing Prof. Saji K B Nair September 10-14, 2012, Lucknow and Saes 54 Internet Marketing Prof. Moutusy Maity Setpemebr 13-15, 2012, Noida 55 Integrating Product and Brand with Prof. Devashish Das Gupta September 24-26, 2012, Lucknow Marketing Strategy 56 Mastering Marketing Prof. Devashish Das Gupta October 1-5, 2012, Lucknow 57 Strategic Market Panning for Profitabiity Prof. Saji K B Nair October 8-12, 2012, Noida and Growth 58 Aigning Business Strategy with Marketing Prof. Saji K B Nair November 5-9, 2012, Noida and Saes 59 Comprehensive Programme in Marketing Prof. Devashish Das Gupta November 19-30, 2012, Lucknow 60 Customer Reationship Management Strategies Prof. Rajeev Kumra December 10-12, 2012, Noida 61 Rura Marketing Strategy Prof. Rajesh K Aitha December 20-22, 2012, Lucknow 62 Leveraging Distribution Channes to Achieve Prof. Rajesh K Aitha January 17-19, 2013, Lucknow Success in Indian Markets 63 Achieving Success in Rura Marketing through Prof. Rajesh K Aitha January 28-30, 2013, Lucknow Distribution Exceence 64 Advance Saes Force and Distribution Management Prof. Rajeev Kumra February 4-6, 2013, Noida 65 Effective Retai Management Prof. Devashish Das Gupta February 11-13, 2013, Lucknow 66 Marketing Strategies for Successfu Prof. Devashish Das Gupta March 4-6, 2013, Lucknow Agri-Input Organizations OPERATIONS MANAGEMENT 67 Managing Innovation and Product Deveopment Prof. Atanu Chaudhuri Apri 23-25, 2012, Noida 68 Decision Making Techniques for Managers Prof. Sushi Kumar Juy 16-20, 2012, Lucknow 69 Managing Innovation and Product Deveopment Prof. Atanu Chaudhuri August 1-3, 2012, Noida 70 Suppy Chain Management Prof. Samir K Srivastava Septemebr 10-12, 2012, Lucknow 71 Project Management Prof. Sushi Kumar & February 18-22, 2013, Lucknow Prof. K N Singh STRATEGIC MANAGEMENT Date & Vanue 72 Strategic Anaysis 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, Noida Restructuring Strategies Prof. Neeraj Dwivedi 74 Strategic Anaysis for Competitive Advantage Prof. Ashutosh Kumar Sinha November 19-23, 2012, Noida & Prof. Arun Kumar Tripathy Page No. The iiterates of the 21st century wi not be those who cannot read and write, but those who cannot earn, unearn, and reearn

48 "As your wi is, so is your deed. As your deed is, so is your destiny" MDP Management Deveopment Programmes (Apri-March) "What we have to earn to do, we earn by doing" The programme dates and venue may undergo some changes for detais pease contact : VINOD ARORA Programme Manager Indian Institute of Management Prabandh Nagar, Off Sitapur Road, Lucknow Phone : (0522) Direct : (0522) , or Fax : (0522) (MDP)/ (GENERAL) E-mai : mdpoffice@iim.ac.in; or mdp@iim.ac.in; Webpage :