STANDARD SEMINARS FOR FIRMS
Program Descriptions

The PDC is in the unique position to offer any topic taught in Webster’s Master program in a compressed format as an executive seminar.  Our close affiliation with the university provides us with the access to the university’s resources including its wide network of instructors, all of which are working professionals in their respective fields of expertise. 

For this reason the following list should be viewed only as a sample of our portfolio.  The PDC will gladly draft a more customized package to fit your individual needs, should you desire this.

Please note, where applicable seminars can also be offered in a context specific manner, e.g. “Effective Brand Management in the Beverage Industry”.

DOING BUSINESS IN ENGLISH

The goal of this program is to improve the skill and comfort levels of participants while doing business in English. Three areas important to business are covered: communicating effectively in certain work situations, presentational speaking and negotiating. 

• COMMUNICATING EFFECTIVELY WITH ENGLISH LANGUAGE MEDIA: (2 day workshop)
  Many businesses come to grief over an inability to communicate effectively with the media. This usually springs from two false assumptions: first, in mistaking the internal language of the corporate world for a universal one; and second, in a misunderstanding of media culture.

SEMINAR PARTICIPANTS LEARN: analyzing and understanding media cultures, focusing on the role of the media in the English speaking world, and the goals of reporters, editors and producers in bringing information and insight to the public, which affects what interests them, how they interpret what they hear, see or read, and what they believe. Understanding these attitudes can make the difference between effective public relations or a media disaster.

• HANDS-ON BUSINESS ENGLISH: (2 or 3 day intensive seminar)
  This seminar focuses on improving English as it spoken in the business world. In addition to expanding the participants’ knowledge of business vocabulary, the seminar also focuses on English discussion skills and the “small-talk” ability to form and maintain relationships with English speaking customers and colleagues.  Participants will engage in English conversation, make English presentations, and practice their business writing/email skills in English.  Rather than offering generic language courses in “Business English”, the PDC approach applies the language to different functional areas – i.e., English for Sales, Finance, Marketing, etc.

  SEMINAR PARTICIPANTS LEARN: Participants learn the practical vocabulary, grammar structure, and style in a range of key areas related to business.  The areas covered in this seminar can include: Sales, Finance, Production, Distribution, Marketing, Brand Management, Advertising, Public Relations.

• HOW TO WRITE AND GIVE A SPEECH: (2 to 3-day workshop)
  Delivering speeches is a routine in many jobs and often required in private life as well.  While a poor speech can be a dread for the speaker and the audience alike, a good speech can be an invaluable instrument of influence. The difference between the two begins long before the speech is actually rendered. It starts with defining objectives, conducting research and crafting an effective outline.

  SEMINAR PARTICIPANTS LEARN: to assess their audience, define a storyline, conduct research, structure the speech, choose an appropriate style, build the drama and grip the audience’s attention during delivery.

• PRESENTATION SKILLS: (2-day workshop)
  The ability to present your ideas clearly and persuasively is one of the most important skills in the modern workplace. However, nearly everyone has anxieties when it comes time to make a presentation, especially if the presentation is not in one’s native language. This seminar offers informative lectures, individual practice, and working in small groups as tools to help improve participants’ presentational skills.

  SEMINAR PARTICIPANTS LEARN: how to orient themselves to the group to whom they are presenting; organize complex material in simple, easy to understand segments; use visual aids effectively; infuse themselves with a self-confident attitude about the presentation; and raise their competence and comfort level presenting in English. Recommended book: How to Prepare, Stage and Deliver Winning Presentations, Leech.

  “I learned that there are more win-win solutions than I thought!”
  (SEMINAR ON NEGOTIATIONS)

• PRESENTING YOURSELF EFFECTIVELY: (2-day workshop)
  Top level managers spend great amounts of their time talking in front of large crowds - be it in speeches, presentations, podium discussions or employee gatherings.  Not only are sound presentation skills required but also rhetorical skills and a confident media presence.  This seminar prepares managers to meet these challenges and to hone their skills.  It achieves this with a lively mix of theory, best practice examples and hands-on exercises.  Participants will give short presentations in front of the group to test new skills and concepts in a safe environment.  All exercises are accompanied by professional coaching, peer evaluation and self-assessment.

  SEMINAR PARTICIPANTS LEARN:effective presentation techniques and gain a familiarity of various settings in which these can be applied.  Some examples include:  dealing with nervousness, delivery with command and control, building an audience relationship, clarifying the structure of a presentation and effective use of visual tools (i.e. PowerPoint, presentation aids, etc.), dealing with various media.

• NEGOTIATIONS IN ENGLISH: (2-4 day workshop)
  This interactive course allows participants to examine the principles behind effective negotiation and mediation while developing and refining their own unique styles. Participants are sensitized to potential misunderstandings which can be generated by different cultural backgrounds, different languages and differing approaches to argument. The course is modeled, in part, on theories and exercises developed at the Harvard Negotiation Project at Harvard University.

SEMINAR PARTICIPANTS LEARN:  to plan and set the stage for successful negotiations; understand specific characteristics of English language negotiations; battle irrationality and separate the people from the issues; deal with dirty tricks and negotiation killers; use body language and other non-verbal tactics in negotiating; and negotiate in groups and organizations

DOING BUSINESS ABROAD

Utilizing Webster University’s network of 100 campuses around the globe and its large body of international instructors, the PDC is able to offer seminars and workshops with region-specific content.  This series provides participants with the most important aspects of doing business in a foreign location.  The workshops character of the program allows participants to explore issues especially pertinent to their particular situation.  This is an excellent kick-start for any move abroad!

The goal of this program is to provide participants with a kick-start to their business venture abroad.  Utilizing Webster University’s network of 100 campuses around the globe and its large body of international instructors, the PDC is able to offer seminars and workshops with region-specific content. This series provides participants with the most important aspects of doing business in a foreign location.  The workshops character of the program allows participants to explore issues especially pertinent to their particular situation.  This is an excellent kick-start for any move abroad.

• DOING BUSINESS IN… (USA, CENTRAL & EASTERN EUROPE, CHINA, MIDDLE EAST & the GULF STATES) (5-day workshop possibly followed by a 5 day guided excursion to the country or region)
  During the five day workshop participants will be guided through several topical areas surrounding the specific region or country.  Each topic will be presented by a different expert in that field.  Finally, if desired, a trip to the region can be offered.  The PDC and Webster University will provide 5 days of further in-depth lectures, networking possibilities with local business representatives and a familiarization with cultural aspects on location.

SEMINAR PARTICIPANTS LEARN ABOUT: the dynamics of the foreign market (competitive environment & market structures & channels, consumer behavior, etc.), the legal environment (e.g. establishing and registering your business venture, M&A, etc.), human resource issues (e.g. legal considerations, recruiting local talent, expatriate life, etc.), necessary financial considerations (e.g. financial partnering, venture capital, leasing, Islamic financing, etc.), cross-cultural management issues and the general political, social and cultural environment that needs to be considered when conducting business in the specific country or region.

REGIONAL FOCUS:

• CENTRAL AND EASTERN EUROPE
• CHINA
• EU
• MIDDLE EAST/
• GULF STATES
• USA

OBJECTIVE: The goal of this program is to provide participants with a kick-start to their business venture abroad. All instructors have years of experience in conducting business in the specific regions and in many cases are actually citizens of these countries.

SCHEDULE: (5-day workshop possibly followed by a 5-day guided excursion to the country or region)
During the five day workshop participants will be guided through several topical areas surrounding the specific region or country.  Each topic will be presented by a different expert in that field.  Finally, if desired, a trip to the region can be offered.  The PDC and Webster University will provide 5 days of further in-depth lectures, networking possibilities with local business representatives and a familiarization with cultural aspects on location.

DAY 1: THE COUNTRY and its PEOPLE
The introduction segment of this seminar series will familiarize participants with the general political, social and cultural environment of the country they are planning to enter.  Past and current events are presented by native born instructors.  The country’s official representative channels (Embassy and/or Chamber of Commerce) will participate in a portion of this day’s events.

DAY 2: THE MARKET
The dynamics of the foreign market are explored: competitive environment, market structures, market channels, customer behavior, etc.  Effective tools and strategies for market penetration are discussed.

DAY 3: THE LEGAL ENVIRONMENT/ FINANCIAL CONSIDERATIONS
First Half: The legal/regulatory framework of the foreign market is presented.  Topics range from establishing and registering your business venture, to creating Joint Ventures with local partners and mergers and acquisitions.

Second Half: the focus of this segment deals with financial concerns a new entrant into the foreign market may have.  Issues covered may include: financial partnering/ venture capital, leasing,  IPO’s, Islamic financing, etc.

DAY 4: HUMAN RESOURCES
On the fourth day of the seminar local human resource issues such as specific legal/regulatory considerations, employment norms, compensation, recruiting of local talent, expatriate life, retention, and labor management relations (i.e., Unions, etc.) are explored and discussed.

DAY 5: CROSS-CULTURAL MANAGEMENT
On the final day cross-cultural management issues are presented and explored in role plays and various other activities.  Particular emphasis is given discussing cultural sensibilities, correct business behavior and etiquette. Negotiation skills are developed further. A “graduation dinner” at a restaurant featuring the target country’s cuisine will end the seminar series.

DAYS 6-10 (OPTIONAL): COUNTRY EXCURSION/ TRADE DELEGATION
If desired, the PDC will organize a guided country visit.  The close affiliation with Webster University allows the PDC the opportunity to make use of Webster’s network of 100 campuses around the world.  Participants will be accompanied by a member of PDC’s Vienna office to the target country or region. There the delegation will have the opportunity to meet with local representatives of government and industry.  Local trainers/instructors will conduct further in-depth country analysis in daily workshops and there will be ample opportunities to enjoy cultural sights and experiences with knowledgeable guides.   

LOGISTICS AND FEES:
Most of the seminar will be conducted on Webster University campus.  Visits to the local trade representation may be organized upon request and the final dinner will be held off campus.

Due to the individualistic nature of this series fees must be assessed on an individual basis.  Influencing factors are: the number of participants, the amount of special focus areas requested, the country visit, and so forth.  A PDC consultant will be happy to draft an individual offer for you after an initial information meeting.

GENERAL MANAGEMENT

This program focuses on the use of appropriate management tools and the strengthening of the participants’ capabilities to deal with various business issues.  The goal is to raise the productivity and efficiency in the workplace.

• CROSS-CULTURAL MANAGEMENT: (2-day workshop)
  This seminar lies at the core of everything that makes Webster University and its PDC a world-wide success story.  We always operate in a multi-cultural environment.  In this
  seminar, participants will receive the theoretical underpinnings they need to make sense of their particular
  intercultural experiences.  They will also be introduced to and practice tools and techniques designed to improve their intercultural competencies so that they can build on their experience and deal more effectively with intercultural interactions in the future.

  SEMINAR PARTICIPANTS LEARN: to better understand the significance of cultural differences and to improve their intercultural competence through hands-on exercises involving cases, self-assessment and coaching. They will learn to identify intercultural synergies and apply these to their business reality and their particular leadership role in the organization.

• ENHANCED COMPUTER SKILLS (MS EXCEL/ MS WORD/ MS ACCESS and other applications): a series of 2-day workshop modules
  These seminars are designed to either introduce new computer skills or to enhance existing skills.  Hands-on examples will illustrate the various uses/ applications of these tools.  Modules focus on Microsoft Word, Excel, Access and e-mail management. The exact content the level at which they should be taught is determined through consultation with the customer. Webster University Campus has 2 fully stocked computer labs designed for classroom activities and lectures (incl. beamers, whiteboards etc.) available to the PDC.

• MS PROJECT FOR PROJECT MANAGERS: (2-day workshop)
  This seminar teaches participants how to use MS Project as a tool for controlling a project, including exporting data to other applications for determination of Earned Value Analysis and Status Index indicators. The seminar is designed for project managers and project team members who are responsible for generating project documentation.

  SEMINAR PARTICIPANTS LEARN: to create a basic project schedule; input and modify task data and project milestones; and define the four basic task relationships used in MSProject and apply them to a project. 

• PROJECT MANAGEMENT: (2-day workshop)
  The distinction between process and project management is often blurred and the result is that projects are managed as though they were just part of an ongoing process. This seminar makes the distinction clear. Participants learn how to recognize and separate projects from process in order to achieve better results. This seminar is not just for project managers or team members. All managers benefit from understanding how the project management approach can focus a team on concrete results.

  SEMINAR PARTICIPANTS LEARN: to design the scope and goals of a project and divide it into phases; assign resources; schedule and control the project through PERT and GANTT charts; and bring the project to successful conclusion and evaluate it.

• PROCESS IMPROVEMENT: (2-day workshop)
  This seminar provides an introduction to one of the most practical tools used by management consultants today. Process Mapping is a proven technique for breaking down business processes from a high-level perspective (e.g., “Operations” or “Gaining New Business Operations” etc.,) to a level encompassing individual activities and tasks. Special attention is given to locating process improvement at that level of detail. These improvements potentials could target parameters such as: the reduction of cycle-time, the improvement of process accuracy, the reduction of resources committed.

  SEMINAR PARTICIPANTS LEARN: to view business operations as a series of interlinked processes rather than individual departments. They will learn to map these processes in various degrees of detail, plan improved future processes and scrutinize present operations for improvement potentials.  Finally, they will learn to present/communicate their recommendations in an effective and professional manner. 

• RISK MANAGEMENT: (2-day workshop)
  Risk is the chance that an outcome, other than the one expected, will occur thereby affecting the organizations’ ability to execute its tactical and strategic objectives. All organizations experience a certain level of risk in all operations.

  SEMINAR PARTICIPANTS LEARN: to use tools for identifying, assessing, monitoring and mitigating operational risks.

• STRATEGY EVALUATION: (1-day seminar)
  This seminar is about evaluating a corporate strategy's success using widely acknowledged models of variance analysis. Strategies are formulated by top management and implemented by using models like the Balanced Scorecard. These models are based on “double loop learning”. The first loop is to analyze if the strategy’s targets are met. This seminar provides a tool for the second loop: To evaluate, if the chosen strategy was successful.  Case Studies will apply theory to various industries.

  SEMINAR PARTICIPANTS ARE INTRODUCED TO: concepts such as strategy implementation, Strategy evaluation; analysis of success components (growth component, price recovery component; productivity component); analysis of strategy success (influence of market growth, success of diversification, and success of cost leadership)

• STRATEGIC MANAGEMENT SIMULATION: (3 day workshop)
  Using a renowned business simulation software, this seminar brings together all of the primary functions of business (i.e., production, forecasting, marketing, pricing, finance, human resources and labor negotiations, distribution, trend analysis) and combines it within a competitive framework that teaches strategic thinking, and “strategy” as competitive movement and countermovement.

  SEMINAR PARTICIPANTS LEARN: to arrive at effective business decisions in a timely fashion.  The simulation forces participants to come to grips with conflicting forces and tradeoffs.  The competitive element of the exercises and the speed with which decisions must be made provide experienced managers a chance to hone their management skills. 

LEADERSHIP AND TEAM BUILDING

This program offers effective, hands-on techniques to develop the participants’ communication and management skills allowing them to influence their peers, superiors and direct reports towards a more goal-oriented behavior.

“This seminar should become a standard for all employees. Everyone should do it, and when I say everyone, I mean everyone!”

(SEMINAR ON LEADERSHIP)

• CONFLICT RESOLUTION: (2-day workshop)
  Conflict, in itself, is not negative. On the contrary, it is often an impetus for progress. However, resolving conflict in the workplace can be frustrating as it is usually caused by competition for finite resources. This seminar teaches techniques which allow win-win conflict resolution.

  SEMINAR PARTICIPANTS LEARN: to define the problem; choose an appropriate setting for discussion; organize and plan the discussion; handle emotions and “deal killers”; recognize and understand the needs of all parties; adjust perceptions and attitudes and speak the language of resolution, not deal killers.

• LEADING CHANGE: (2-day workshop)
  Change is not managed, it is lead. Changing an organization is a process involving complex human attitudes; Formal structural change can be undermined unless the human element is carefully attended to. Top executives are under great pressure to just DO IT and start to show positive results, so the tendency is to force the change rather than lead their people through it. Sometimes this works. Often it does not. This seminar will help executives expedite the process of changing human attitudes.

  SEMINAR PARTICIPANTS LEARN: how to appreciate the value of change; understand resistance to it; lead others to accept and support a new vision; and understand the difference between leading and managing change. Recommended book: Leading Change, Kotter.

• LEADERSHIP DEVELOPMENT: (2-day workshop)
  Leadership is changing from a top/down approach to a team approach where special vision, purpose and skills are required to exert institutional change. This seminar focuses on the craft of leadership through introspective exercises, group exercises and skill practice sessions.

  SEMINAR PARTICIPANTS LEARN: how to define their individual visions as a basis for leading others; recognize the impact of their own communication style and correct counter-productive behavior; motivate team members to peak performance in pursuit of common goals; effectively improve and correct team members’ behavior, minimizing conflict and maintaining team motivation; and turn differences from conflict into strengths.

• PERFORMANCE MANAGEMENT: DELEGATING, SUPERVISING & COACHING: (2-day workshop)
  The effective manager must know to whom s/he should delegate, the amount of supervision that is required and the right motivation to achieve the goal. Elements in this seminar include learning to match skills to the task, avoid under- or over-managing and supervising in multi-cultural environments.

  SEMINAR PARTICIPANTS LEARN: to delegate clearly by setting benchmarks for performance; and motivate to suit the personality.

• TEAM BUILDING AND WORKING IN TEAMS: (2-day workshop)
  Effective teams are the building blocks of successful organizations. This seminar shows how teams can channel their energies to achieving group goals and avoid the pitfalls of group work, such as bureaucracy. This seminar assists managers who need to create new or improve existing teams.

SEMINAR PARTICIPANTS LEARN: to identify and use the group’s diverse strengths; establish an open communication system; agree on the team’s objectives; motivate and lead each other; resolve conflict; conduct effective meetings; and move through to closure and goal achievement.

“I feel more confident in the future to work as a team member and team leader.”

(SEMINAR ON TEAM BUILDING)

• LEADERSHIP THROUGH PEOPLES’ SKILLS: (3 to 4-day workshop)
  This seminar introduces the Dimensional® Model for understanding our own and others’ behavior.  It teaches and lets participants practice five specific skills in connection with the Model: Sizing up your own and others’ behavior; organizing transactions to deal with different kinds of behavior, communicating skills, motivating skills and adapting skills. It shows how to vary the use of these skills depending upon whether you are dealing with your own manager, a direct report or a peer. Considerable practice time is given for role-plays in small groups, where participants are video-taped and given feed-back by their colleagues and the trainer. Participants learn about their own behavior as it is seen from different points of view. Because the feed back is highly structured and specific, it is constructive.

• INTERVIEWING  SKILLS: (2-day workshop)
  This seminar trains participants in hiring and appraisal interviewing techniques which are designed to find, hire and appraise the right people for the job. Special emphasis is put on asking the right questions to elicit information from applicants.

  SEMINAR PARTICIPANTS LEARN:to recognize experience and personality traits necessary in a successful job candidate; and how and what to listen for in hiring interviews.

PUBLIC RELATIONS, MARKETING, SALES & SERVICE

This program focuses on creating a world class business model that will enable you to successfully penetrate new markets, successfully defend your present position and to ever expand your market share.  Proven and innovative marketing and PR strategies will be presented, and the elements of top notch customer services will be introduced. 

• CUSTOMER FRIENDLY TELEPHONE SKILLS: (1-day workshop)
  The company telephone and reception services are more than just means of information exchange. They are often the first personal contact the customer has with your firm - the last chance to make a good first impression. A few simple skills in the hands of a trained professional can help turn these important services into effective marketing tools. This seminar is especially helpful for those whose native language is not English. Anyone in a firm who meets and greets the customer or public would profit from this seminar.

   "Understanding, defining and communicating our brand at all levels is key to our company's success. This course really helped us get there!"
  (SEMINAR ON BRAND PROMOTION)

• BRAND DEVELOPMENT AND PROMOTION: (2-day workshop)
  More than a framework for marketing, the brand essence is the source and soul of the organization itself: it generates energy, personality and order. All of the firm’s actions – from advertising to customer service to operations practices- need to express the brand message.  This seminar shows participants how to analyze and determine brand touch points, execute the firm’s brand promise and become constant ambassadors of the brand.  Focus is given to organizational messaging and public speaking.

• DEVELOPING A SERVICE MODEL: (2-day workshop)
   "The customer is always right…even when the customer is wrong,” describes an attitude and developing that attitude is more important than ever as competition and pressures inside the firm increase. This seminar is not just for salespersons.  Every manager would benefit from understanding service as a product in itself, whether the customers are other departments in the firm or end-consumers.

  SEMINAR PARTICIPANTS LEARN: to identify key customers; define the service they require; see the service as a product; and design a customer friendly impact system.

• MARKETING BASICS: (2-day workshop)                                                                                        
  This seminar focuses on basic marketing knowledge. Seminar participants will develop an understanding of the concept of a brand, performance analysis, consumer buying behaviors, market segmentation and market analyses.

  “This course was very good. I would recommend it to any work colleague in customer service.”
  (SEMINAR ON CUSTOMER SERVICE)

• MARKET SIMULATION: (3-day workshop)
  Marketplace is a web based computer simulation game that teaches participants to make realistic marketing and business decisions in a competitive fast paced market.  Working in teams, participants build an entrepreneurial firm to compete with other participants in a virtual business world filled with tactical detail and market uncertainties.  An effective interplay between marketing, manufacturing, human resources, finance, accounting, and team management considerations is essential.

  SEMINAR PARTICIPANTS LEARN: to apply the key principles of marketing to compete in a market where customers are demanding and the competition is working hard to take away their business. They will learn to adjust their strategy as they discover the nature of real-life decisions, conflicts, tradeoffs, and potential outcomes.  This is an excellent seminar for young high potentials moving into management level positions or for anyone who wants an exciting refresher course on marketing skills.

• MEDIA AND PUBLIC RELATIONS: (2-day workshop)
  This seminar gives an overview of current public relations practices with a focus on problem solving techniques, communication with the media and managing crises. It is designed to equip company representatives with a better understanding of the media and its processes enabling them to support these in a mutually beneficial manner.   Attention will be given to crisis public relations.

  SEMINAR PARTICIPANTS LEARN:develop public relations strategies; develop media relations; understand and use new technologies in Public Relations; develop a plan for handling crises; and recognize the different stages of a crisis and formulate an appropriate response.   

• SALES AND SERVICE: (2-day workshop)
  The basics of sales and service, including after-sales-service, are presented in this introductory seminar. Elements include customer expectations and satisfaction, benchmarking, incentive programs and promotions and new product launchings.  Case Studies will highlight top notch approaches from around the world, with a special focus on the United States.

FINANCIAL ANALYSIS TOOLS AND QUANTITATIVE SKILLS

This program is specially developed for managers and employees wanting to sharpen their insights into the operational and financial workings of their firms and to gain a better understanding of the dynamics driving financial markets.

• COMPANY VALUATION: (1-day seminar)
  This seminar is about estimating the value of a corporation based on future cash flows. A widely acknowledged model is
  introduced and applied to a case study. Limitations of the model are discussed.

  SEMINAR PARTICIPANTS WILL LEARN ABOUT: Book Value, Market Value, Discounted Cash Flow

• CONTROLLING AND FINANCE FOR NON-FINANCE MANAGERS: (2-day workshop)
  This seminar is designed particularly with non-finance office managers in mind. It serves as a good way to review key terms and methodologies and learn new concepts that underlie financial statements, balance sheets, income statements, cash flow statements, profitability and liquidity.  This seminar will introduce many important financial concepts and how managers use them to make decisions that help to maximize the return on the organization’s investment. Case studies allow for hands-on testing of these concepts. 

  SEMINAR PARTICIPANTS ARE INTRODUCED TO: Accounting & Controlling concepts and tools such as: Balance Sheets, Income Statement, Cash Flow Statement; Financial Statement Analysis, Cost Structure, Break Even, and Operating Leverage.  They are also introduced to Corporate Finance concepts such as: Equity, Debt, and Mezzanine Financing; Investment Analysis, the Cost of Capital and Working Capital Management. 

• FUNDAMENTAL ANALYSIS  & KEY PERFORMANCE INDICATORS: (2-day seminar)
  Every manager should be able to "read" a balance sheet. This seminar is about fundamental analysis. It emphasizes the importance and the interpretation of fundamental key indicators that can be developed from a balance sheet and a profit and loss statement. Limitations of the analysis and caveats by interpreting the information are discussed.  Case Studies will provide hands-on examples.

  SEMINAR PARTICIPANTS ARE INTRODUCED TO:sources of information for fundamental analysis, forms of fundamental analysis, quantitative analysis (profit, return, cash flow, financial structure, qualitative analysis)

• MERGERS & ACQUISITIONS IN THE BANKING INDUSTRY: (2-day seminar)
  This seminar provides an overview of corporate mergers and acquisitions, an understanding of the conceptual framework and a review of the empirical evidence in general and in the banking industry in particular.  Case studies will be used to analyze real world M&A deals.

  SEMINAR PARTICIPANTS WILL LEARN ABOUT: the M&A process, historic pattern of mergers and acquisitions activity, financial, strategic, economic and managerial perspectives on mergers, paths to create value through M&A, fundamentals of deal transactions, the bid
  process and post-acquisition performance.

• NET WORKING CAPITAL MANAGEMENT: (1-day Seminar)
  This seminar emphasizes the operative and strategic options for the optimization of net working capital (NWC). The challenge for many organizations is to minimize it by keeping the financial balance. Reducing NWC means increasing profitability even when there is a downturn in business. The seminar is about analyzing the options as well as implementation. A case study will be used to explore the implications on various areas of business.

  SEMINAR PARTICIPANTS ARE INTRODUCED TO: corporate value and NWC; definition of NWC, optimizing NWC, and its implementation.

• PROJECT FINANCING: (4-day workshop)
  The importance of project financing for banks and multi-national companies has increased dramatically, particularly for Europeans in the Central European privatization wave. This seminar covers concepts, techniques, and instruments commonly used in Project Finance.

  SEMINAR PARTICIPANTS ARE INTRODUCED: to topics such as Custody Services; Financial and Stock Index Futures; The Offering Memorandum; Project Finance Overviews; Limited-Resource Financing; and Guarantees.

• QUANTITATIVE  TOOLS FOR BUSINESS – SPREADSHEETS: (2-day workshop)
  This is an introduction to using computers to perform calculations effectively needed in everyday business. This seminar helps participants revitalize their quantitative knowledge and use the spreadsheet to free them from the drudgery of calculation to concentrate on analysis, interpretation, and synthesis. 

  SEMINAR PARTICIPANTS LEARN: use spreadsheets (for beginners); derive functions from discrete data; use marginal concepts: average cost, marginal cost, maximizing profit with constraints, etc.; and use the spreadsheet to calculate future value, present value and annuities, etc.

• QUANTITATIVE TOOLS FOR BUSINESS – STATISTICS: (2-day workshop)
  With today’s technology, companies are able to collect tremendous amounts of data with relative ease. However, the data are usually meaningless until they are analyzed for trends, patterns, relationships, and other useful information.

  SEMINAR PARTICIPANTS LEARN:data analysis and decision making; describing data, graphs and tables and summary measures; statistical process control; and regression analysis and forecasting.

• STATE-OF-THE-ART IN CORPORATE FINANCE: (2-day seminar)
  Thiis seminar emphasizes the paradigm change in corporate finance in Austria and the CEE region. Triggered by the implementation of the Euro, the tradition of bank-oriented corporate financing is increasingly replaced by a capital- market-oriented financing culture. The challenge for the corporations is to develop an appropriate financing strategy. The challenge for the banks is to manage the change in their roles - from the capital provider to the capital intermediary.

  SEMINAR PARTICIPANTS ARE INTRODUCED TO: the paradigm shift: from bank-oriented to capital-market-oriented finance and its implications to their business.  Topics include: structured capital management & key indicators; stages in corporate finance: from start-up financing to IPO; Venture capital and private equity; IPO: strategic financing on the capital market; Mezzanine financing: equity-like debt; Leveraged buy-outs.

• TREASURY AND RISK MANAGEMENT: (3 to 5-day seminar on desired depth)
  This seminar provides an overview of the essentials of corporate cash and treasury management.  The level of the seminar can be adjusted to accommodate participants with only a little knowledge of the topic to finance professionals.

  SEMINAR PARTICIPANTS WILL LEARN: about the dynamics of foreign exchange, interest rate and capital markets and discuss the links between the equity, commodity interest rate and currency risks.  Participants will learn to use effective measurement and management instruments to increase cash flow while minimizing risk.  They will learn various hedging strategies and methods to test their effectiveness. The application of forecasting techniques to the risk management process will be presented and current developments (Basel I, Market Risk Amendment, Basel II) will be discussed.

ACHIEVING PEAK PERFORMANCE

The objective of this series is to show the participants how to free themselves of the trappings of ineffective and inefficient work habits by finding the right balance in managing the demands of work and private life in order to achieve their own peak performance.

• TIME  AND PRIORITY MANAGEMENT: (1-day workshop)
  The topic everybody loves to hate…Trying to set priorities can leave one feeling frustrated and inefficient when everything seems to be labeled “URGENT!” This seminar
  deals with the obstacles to productivity most of us face as tasks pile up in the inbox, and helps participants regain a sense of control over the use of their time and personal resources.

SEMINAR PARTICIPANTS LEARN: to recognize and effectively deal with the most common time traps, from distraction to procrastination, and increase output by optimizing personal and external resources.

• MEETINGS: PLANNING AND CONDUCTING THEM: (1-day workshop)
  In many organizations meetings are perceived as a necessary evil or – worst case scenario – as wastes of time.  If they aren’t well-planned and conducted, meetings are a waste of time.  The more people in attendance, the more company time is wasted.

  SEMINAR PARTICIPANTS LEARN: to plan a realistic agenda for the time allocated; assign pre-meeting tasks; keep discussion on track; solve problems in groups; and reach closure.

• STRESS  MANAGEMENT: (1-day workshop)
  Hand-in-hand with the Time and Priority Management seminar, this workshop addresses the growing problem of stress in the workplace and its immediate consequence, burnout. Because of the considerable harmful consequences for the organization and the individual, it is important to recognize stress and harness its potential positive impulse for growth, turning frustration and disenchantment into opportunities for development and self-actualization:

  SEMINAR PARTICIPANTS LEARN: to promptly identify sources of stress and intervene with concrete tools in order to bring their personal and professional lives back into balance.

• CREATIVITY AND INNOVATIONS MANAGEMENT: (1-day workshop)
  Long-term sustainable success is highly dependent on how an organization makes use of the creative potential of its most important resource: its employees. This seminar takes participants on a journey to discover their creative potential – and capitalize on it – with a multitude of techniques including humor, intuition, and imagination.

  SEMINAR PARTICIPANTS LEARN: to detect the nature of creativity and analyze creative behavior in their workplace as a means of increasing their personal sense of accomplishment and job satisfaction.

EXECUTIVE SEMINAR: MASTERING  LEADERSHIP
Through the Dimensional Model® of Training

• LEADERSHIP THROUGH PEOPLE SKILLS®: (3 to 4-day workshop)
  This seminar introduces the Dimensional® Model for understanding our own and others’ behavior.  It teaches and lets participants practice five specific skills in connection with the Model: Sizing up your own and others’ behavior; organizing transactions to deal with different kinds of behavior, communicating skills, motivating skills and adapting skills. It shows how to vary the use of these skills depending upon whether you are dealing with your own manager, a direct report or a peer. Considerable practice time is given for role-plays in small groups, where participants are video-taped and given feed-back by their colleagues and the trainer. Participants learn about their own behavior as it is seen from different points of view. Because the feed back is highly structured and specific, it is constructive.

• COMMUNICATING IN MULTI-CULTURAL ENVIRONMENTS: (2-day workshop)
  Speaking in a non-native language, English, to colleagues from different corporate or national cultures, affects behavior and communication style. Using the Dimensional® Model, we examine the nuances that different cultures and languages require. The focus here is on how customs and sensibilities of different cultures need to be integrated with the Model.  Body language, idioms and customs in an English speaking environment are examined. Other modules include practice of the Dimensional® Model in meetings and other skills for doing business in English. 

• TEAM BUILDING AND WORKING IN TEAMS: (2-day workshop)
  Effective teams are the building blocks of successful organizations. In this seminar, participants apply skills learned in previous seminars to groups to form a team of people working toward common goals. This seminar helps participants understand the different life-cycles of teams and demonstrates skills to move teams through each cycle. Participants learn how to distribute team assignments using behavior recognition techniques, how to communicate to and motivate groups and coach them to group peak performance. Seminar participants learn to identify and use the group’s diverse strengths, establish an open communication system, agree on the team’s objectives, motivate and lead each other, resolve conflict, conduct effective meetings, and move through to closure and goal achievement.

• MANAGER AS COACH TO MOTIVATE FOR PEAK PERFORMANCE: (2-day workshop)

Coaching is more than management and supervision - it is positively encouraging others to achieve more than they thought they could. It is facilitating someone’s peak performance through giving a certain kind of feedback to the individual. It is highly individualistic. The manager coach doesn’t teach; he/she reflects back what he/she observes and feels. Coaching requires more time than supervision, but the results of good coaching are worth the extra time. This workshop applies the Dimensional® Model to the coaching situation: participants learn to communicate expectations of quality performance, suspend judgment while giving honest feed-back, help the coachee articulate what peak performance means to him or her and help the coachee identify his strengths and weaknesses.

• RESOLVING ORGANIZATIONAL CONFLICT: (2-day workshop)
  Conflict, in itself, is not negative. On the contrary, it is often an impetus for progress. The presence of conflict in an organization usually indicates that there are differences of opinion, which are essential for balance. Resolving conflict in the workplace can be frustrating as it is often caused by competition for finite resources. This seminar adds an overlay of negotiation and mediation to the Dimensional® Model. It teaches techniques and attitudes which allow win-win conflict resolution. These skills are based upon interest, rather than position of the parties. Whether it is in a conflict mediation process or a negotiation context, articulating the interests of the parties gets them farther, faster than insisting upon their positions. Through role plays and feed-back, participants see how they can probe for information to discover the other party’s interest. Participants learn to define the problem, choose an appropriate setting for discussion, organize and plan the discussion, handle emotions and “deal killers,” recognize and understand the interests of all parties, adjust perceptions and attitudes and speak the language of resolution, not conflict.

"I learned that there are more win-win solutions than I thought ! "
(SEMINAR ON NEGOTIATIONS)

"This seminar should become a standard for all employees. Everyone should do it, and when I say everyone, I mean everyone!"
(SEMINAR ON LEADERSHIP)

"I feel more confident in the future to work as a team member and team leader."
(SEMINAR ON TEAM BUILDING)

"Understanding, defining and communicating our brand at all levels is key to our company's success. This course really helped us get there!"
(SEMINAR ON BRAND PROMOTION)

" This course was very good. I would recommend it to any work colleague in customer service."
(SEMINAR ON CUSTOMER SERVICE)