Kompaktkurse (Englisch) - BPB Business Podium Boards: Offshore, Firmengründungen, Beruf & Karriere

jedi · #1 (**permalink**) 01.11.2006, 21:05

Steel sector related modules to obtain the REFA Branch Certificate

* Module 1: Fundamentals of personnel- and work economy
* Module 2: Work organisation focused on process- and staff orientation
(see description below)
* Module 3: Optimising processes / methods and tools
* Module 4: Company controlling with key numbers
* Module 5: Analysis and design of logistical processes
Working law and workers co-determination
* Module 6: Management and development of human resources
* Module 7:Work- and health protection / influence on staff absence

Following an example how the main topics are presented in:
Module 2: Work organisation focused on process- and staff orientation

The following is transmitted in this course:
Basic knowledge as theoretical basis and practice related knowledge by presenting modern practice-related examples from the steel industry, the steel-related processing industry as well as from teachings, the economy and industry related services.

The modules are taught according to the principle From Practical Use for Practical Use.

In workshops basic and practice related knowledge are applied by working-on and presenting examples and model applications.

Main topics:
Fundamentals of work design / work organisation

(process- and staff oriented)

* Work organisation in the mirror of human and industrial development
* Changes in general and for the steel industry in specific
* Technical systems, social systems, socio-technical systems
* Different ways and forms to look at work organisation

Process oriented work organisation

* Function-, process- and customer orientation
* Processes, business processes, process levels, process organisation, process management and process design
* Strategic areas for process oriented work organisation
* Processes within the value added chain of a company
* Model to systematically apply process orientation in a company
* Process analysis and process design - way of proceeding to achieve it
* Planning and implementation of an integrated work organisation in a company.

jedi · #2 (**permalink**) 01.11.2006, 21:07

REFA ChangeManager International
Change managers attend companies on their way through adjustment and redirection, for instance when a huge organization is going to be restructured into several smaller ones, when a new sales unit is built up, when new production methods or new products are invented or when a new software package is going to be implemented. The art of professional change management is inevitable whenever a company has to adjust to new production methods, new markets or forms of organizations. Change managers are the catalysts for organizations going through a change process. They are the experts for successful change.

In attending change the change manager is not responsible for the successful implementation of the software, he instead is responsible for planning and controlling the whole project, which is much more comprehensive. He organizes the qualification and involvement of managers and employees, so that they accept and use the new software, and that they are willing to change their working procedures. Each change process evokes resistance and barriers within the affected people - the change manager knows how to cope with resistance (give people understanding and information) and how to transform it into cooperation. The change manager plans the process in cooperation with the instructing party. Then he attends and controls the realization of the project. If problems occur he knows how to react.
Training Concept: The REFA ChangeManager consists of three modules.

1. Module: virtual preparation for the training course via Internet
The participants will get a handout about the issue "change management" and the training unit. Further there will be a list of recommended books (in German or English) to be read in advance. The participants will also get a check list in order to prepare and document own change projects. These projects will be handled during the training.
Expenditure of time for the participants: 0,5 days
Module 1 will be started about 4 weeks before the block training

2. Module: Block Training
* How to Initiate Change Processes
Basic principles of change, how to initiate, manage and control target orientated change projects, how to prioritize change projects, how to start systematically, the characteristics of complex organizations.
* How to Put Change Processes into Practice
The most important techniques to implement and realize change processes, the systematic application of selected tools, the meaning of communication and conflict management, analysis of the status quo, definition of the target state, design of the change process.
* How to Stabilize Change Processes
Strategies to guarantee sustained success of change projects (controlling), requirements to managers in order to become change agents, how to enhance the willingness for change.
Expenditure of time for the participants: 5,5 days

3. Module: Documentation of a Real Project
Subsequent to the block training the participants will document an own real change project (either on a personal, team or organizational level) - finished latest 6 weeks after the training, and will send it per email to the trainer. The trainer will give feedback and recommendations. Then the participants will get their certificate "REFA ChangeManager".
Expenditure of time for the participants: 2 days

Target group: Head of Personal Department, Human Resources Managers, Managers and Young High Potentials, Project Managers, Trainers.
Expenditure of time in total for the participants: 8 days plus travelling time.

Date Place Course no. Language
upon request upon request 470 8101 Englisch
Seminar price: upon request

Registration:
E-Mail
Tel: ++49 (0) 6151 8801-155, Fax: ++49(0) 6151 8801-28
REFA-International, Wittichstraße 2, D-64295 Darmstadt

jedi · #3 (**permalink**) 01.11.2006, 21:09

Systematic Sales Evaluation
Objevtive of the seminar: This workshop will help you to

* understand the individual components of high performing sales organizations as well as how they are interrelated
* assess your (sales units') current position in the categories strategy, organization, processes, management, people/competencies/culture
* identify potential strengths as well as areas for improvement
* develop measures to increase sales effectiveness
* learn from other companies' best practice examples

The major advantage of the workshop is that you will learn about the Sales approach of excellent companies as well as having the opportunity to apply this knowledge to your own business.
Contents of the seminar:

* Overview of Sales Excellence - approach, nomenclature, brief presentation of all categories and subcategories
* Self Assessment of the status (stage of maturity) of Sales Excellence in participants' business unit.
* Levers to boost sales performance
* Tools and methods
* Best practice examples
* Presentation of self assessment results through participants
* Analysis of strengths and weaknesses
* Prioritization of the most important topics to better face challenges and improve sales performance
* Next steps to implement changes within the own organization - action plan

Target group: Sales managers (leadership functions), employees of Business Development and Sales Support, all employees involved in implementing CRM Tools or designing processes and organization (e.g. sales transformation project teams).
Duration: 2 seminar days (first day assessment, second day evaluation and generation of action plan)

Date Place Course no. Language
upon request upon request 470 8001 Englisch
Seminar price: upon request

Registration:
E-Mail
Tel: ++49 (0) 6151 8801-155, Fax: ++49(0) 6151 8801-28
REFA-International, Wittichstraße 2, D-64295 Darmstadt

jedi · #4 (**permalink**) 01.11.2006, 21:10

Internationalisation Strategies for Small and Medium-sized Companies
Background: The increasing internationalisation of trade offers small and medium-sized companies the chance to substantially grow their businesses. They can enter new markets profitably in spite of small budgets - provided they take a strategic and systematic approach and manage the risks involved professionally.

Your benefit: The participants learn how to identify potential foreign target markets and to research background information. The tools and instruments provided will enable them to develop an internationalisation plan for their company.
Contents of the seminar:

* basic decisions in international marketing
o internationalisation yes or no?
o which target markets are suitable?
o which distribution channels are the most effective?
o how is the country-specific marketing program to be designed?
o which organisational structure is required?
* identification and evaluation of country-specific chances and risks
* market and competitor analysis in the target market
* modes of entry into foreign markets: Indirect exporting, direct exporting, licensing, joint venture, direct investment
* country-specific product, price and communication strategies
* public and private sources of information for exporting companies

Target group: CEO' s, Managing Directors, Marketing and Sales Directors
Methods: Lecture, group work, case studies with presentations.

Duration: 3 days

Date Place Course no. Language
upon request upon request 470 7701 Englisch
Seminar price: upon request

Registration:
E-Mail
Tel: ++49 (0) 6151 8801-155, Fax: ++49(0) 6151 8801-28
REFA-International, Wittichstraße 2, D-64295 Darmstadt

jedi · #5 (**permalink**) 01.11.2006, 21:10

Internationalisation Strategies for Small and Medium-sized Companies
Background: The increasing internationalisation of trade offers small and medium-sized companies the chance to substantially grow their businesses. They can enter new markets profitably in spite of small budgets - provided they take a strategic and systematic approach and manage the risks involved professionally.

Your benefit: The participants learn how to identify potential foreign target markets and to research background information. The tools and instruments provided will enable them to develop an internationalisation plan for their company.
Contents of the seminar:

* basic decisions in international marketing
o internationalisation yes or no?
o which target markets are suitable?
o which distribution channels are the most effective?
o how is the country-specific marketing program to be designed?
o which organisational structure is required?
* identification and evaluation of country-specific chances and risks
* market and competitor analysis in the target market
* modes of entry into foreign markets: Indirect exporting, direct exporting, licensing, joint venture, direct investment
* country-specific product, price and communication strategies
* public and private sources of information for exporting companies

Target group: CEO' s, Managing Directors, Marketing and Sales Directors
Methods: Lecture, group work, case studies with presentations.

Duration: 3 days

Date Place Course no. Language
upon request upon request 470 7701 Englisch
Seminar price: upon request

Registration:
E-Mail
Tel: ++49 (0) 6151 8801-155, Fax: ++49(0) 6151 8801-28
REFA-International, Wittichstraße 2, D-64295 Darmstadt

jedi · #6 (**permalink**) 01.11.2006, 21:12

Value-based International Business-to-Business Marketing
Background: Traditionally located in the area of consumer goods, marketing now increasingly enters the realm of Business-to-Business transactions with complex technical products and services. The reason: In the face of increased price and competitive pressures, it is no longer sufficient to produce technically excellent products and trust that they will sell 'automatically'. Rather, companies have to clearly articulate their competitive advantages, address their target groups actively and convincingly demonstrate the benefits of their offering.

Your benefit: The participants will be familiarized with the tools and instruments of modern Business-to-Business Marketing. They will be enabled to apply them to their own situation and to formulate a marketing plan for their company.
Contents:

* differences and commonalities between consumer goods
* marketing and business-to-business marketing.
* company strategy and marketing strategy
* How are industrial goods purchased? How can the purchasing process be influenced deliberately by suppliers?
* market analysis and competitor analysis
* strategic positioning and market segmentation
* competitive strategies for market leaders, challengers and nichers
* customer-specific management of products and services
* the innovation process for industrial goods
* value-based pricing strategies
* channel management and personal selling
* the marketing communication mix (advertising, PR, Internet)
* internationalisation strategies
* managing strategic alliances
* marketing and sales controlling
* the Marketing plan

Target group: CEO' s, Managing Directors, Marketing and Sales Directors
Methods: Lecture, group work, case studies with presentations.
Duration: two modules, 2.5 days each

Date Place Seminar-Nr. Language
upon request upon request 470 7703 English
Seminar price: upon request

Registration:
E-Mail
Tel: ++49 (0) 6151 8801-155, Fax: ++49(0) 6151 8801-28
REFA-International, Wittichstraße 2, D-64295 Darmstadt