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Economic Development Strategies

This course will introduce the concept of economic development to participants both in public and private sectors. Economic developers use a number of financing and development tools to ensure a healthy local economy, from helping small businesses grow to leading large real estate development projects. 

Participants will learn how economic development strategies can be structured to encourage local and regional development and advance their state's growth potential. This seminar aims to highlight theoretical and practical perspectives on economic development and provide participants with the skills needed to organise, plan and implement economic growth initiatives. 

 Economic development credit analysis   
 Business retention and expansion
 Real estate development and reuse        
 Strategic planning
 Marketing and business attraction           
 Entrepreneurial and small business development
 Neighbourhood development strategies   
 Technology-led economic development
 Workforce development and training       
 Ethics in economic development

For government officials at the national level and heads of parastatals in areas bordering on economic growth and development, as well as at sub national levels such as commissioners for finance, economic development, commerce and industry, community development and agriculture, who have responsibilities for formulating and implementing policies that stimulate economic development. Members of the Organised Private Sector such as the Chambers of Commerce and Industry, manufacturers associations, consultants and financial organisations and industrialists will also find the interaction extremely beneficial.

Register: Closed for registration
Sustainability Strategy Master Class


Sustainability strategy and responsible business practices have taken a

global centre stage and businesses are being challenged to take them

seriously. Practitioners' and academic surveys of business leaders of

sustainability and responsible business practices in their strategies, yet

In addition to business demands, sustainability orientation has become an essential management competence. However, there is a dearth of professional training programmes for individuals and organisations in this area, especially in Nigeria. This programme is for practitioners keen on building a robust set of competencies in sustainability strategy and responsible business practices across sectors and functions.

Register: Closed for registration
Building and Leading the Team


In the face of economic uncertainty, competition and ever-increasing customer expectations, organisations constantly seek ways to achieve organisational success, the task of getting people to work together becomes even more pertinent. While research suggests that teamwork is indispensable to organisations, it also provides evidence that teamwork (and its dynamics) has hitches which can sometimes be detrimental to organisational and individual progress especially if not processed with a good measure of dexterity. This programme will address the link between

traditional and contemporary teamwork principles and suggest ways of blending both without inviting the friction and tension characterised by this blend in the workplace



Stages of team development

Individual differences

Self-transformation and integration

Team leadership

Building commitment

Globalization, technology and virtuality

Challenges of technology infrastructure

Diversity, cultural and time differences

Team communication

From group to team: transformation and integration of team members

Register: Closed for registration
Managing Compliance and Legal Risks

Enron and other local and international corporate scandals, financial collapse and attacks on corporate reputation could have been averted with proactive and best practice legal risk management. Calamitous legal and reputational penalties to companies, directors and officers, as well as external advisers would never have eventuated.  Legal risk is now an integral part of the boardroom agenda, regardless of the size of the organisation. This provides a new challenge for in-house lawyers, who can play a crucial role in ensuring that a risk-aware culture prevails across the organisation. Any successful risk management programme must start within the management and its operations.

This new three-day seminar will give you the guidance and information you need in order to put in place preventative measures which will minimise your company’s exposure to risk and  show you how you can protect your in-house clients.

Key benefits
You will learn how to:
 Improve your company’s legal compliance
 Deal with the risk of corporate criminal liability in your company
 Put in place an effective system of legal audit
 Reduce legal costs and risk of damages
 Assist the Board to institute formal structures to review and manage risk
 Distinguish between governance, compliance, risk management and ethics
 Ensure a risk-aware culture prevails in your organisation

 Business interruption
 Corporate criminal liability
 Environmental, health and safety risks
 Employee liability
 Legal privilege
 Corporate governance
 Compliance and regulatory risk
 Establishing a risk management culture

For: In-house counsels, heads of legal departments, risk compliance officers and managers, senior corporate counsel and advisers, compliance officers, company secretaries

Register: Closed for registration
Business Process Improvement Methodologies


The need to develop effective business performance improvement strategies has never been greater in Nigeria than it is today. The economy is growing slowly and is characterized by high cost of funds, materials and services. Companies in all sectors are therefore seeking new ways to improve their financial performance, market share, customer's satisfaction and employee contribution to the business. This seminar will afford participants the opportunity to learn different approaches and methods used to improve the performance of business processes in order to make them effective and efficient.


  • Principles of business process improvement
  • Value creation through process improvement
  • Process improvement strategies: an evaluation process design and
  • redesign
  • Work process versus people processes
  • Business process mapping
  • The role of IT in process design and improvement
  • Problem solving techniques and tools
  • Competitive benchmarking
  • Quality function deployment: turning customer input into innovation
  • Business process costing


Targeted Audience

Senior executives of manufacturing and service organisations with responsibility for business process/quality improvement.


Programme Duration

3 Days


Programme AmountN210, 000
Programme DateApril  1 - 3, 2014
Register: Closed for registration
Mastering Infrastructure & Project Finance


The recent growth of PPPs and Infrastructure projects is closely linked to the financing technique known as "Project Finance". A comprehensive understanding of project finance is therefore very important to when deciding on the viability of projects and even policy related issues. Financing of an infrastructure project must start with one premise in mind-is the project opportunity "bankable" given a set of financial assumptions and agreed-to risk allocations amongst the stakeholders. To successfully create a financial picture of the project opportunity, an array of actions must be put into motion - input variables must be identified, numbers crunched and forecasts created to determine financial viability. If this systematic approach is not adopted then most PPP and Infrastructure projects may not reach financial close.

  • Understanding the underlying principles and rationale for employing project finance in Infrastructure Projects
  • Learning how to design, set-up, and effectively label spreadsheet models for infrastructure project financings
  • Understanding how to structure financial statements within project financing models including: Demand Projections, Capital Investments, Financing Sources, Income Statements, Depreciation Schedules, Debt Schedules, Cash Flow Statements, and Balance Sheet Projections
  • Planning and designing sensitivity analysis on key project financing variables to assess project "bankability" under different conditions

Targeted Audience

Financial analysts, investment bankers, consultants, transaction advisers as well as chairpersons, directors, commissioners and managers of parastatals currently involved or intending to engage in PPPs through project financing; chairmen, directors and managers of private companies who are intending or are currently engaged in PPPs.


Programme Duration3 days
Programme AmountN210,000
Programme DateApril 7 – 9, 2014
Register: Closed for registration
Negotiation Skills and Tools

Overview​This seminar introduces participants to the basics of negotiation understood as both an art and a science. Participants will be exposed to principled negotiation or negotiation on merits, developed by the Harvard University Programme on Negotiation. Strong emphasis will be given to the importance of communication skills in the negotiation process as well as the ability to examine facts and figures in order to grasp their significance for the particular deal being negotiated. The seminar has been designed for participants whose responsibilities demand that they engage in frequent negotiations. It includes practical exercises.
  • Interests, options, criteria, best alternatives, competitive/collaborative
  • approaches
  • Dynamics of negotiation
  • Negotiation techniques and ploys
  • Practical exercises
Targeted AudienceManagers responsible for negotiation activities.
Programme Duration2 Days
Programme AmountN140, 000
Programme DateApril 14 – 15, 2014
Register: Closed for registration
Strategic Procurement/Contract Management


This is the act of satisfying business requirements from markets through proactive and structured analysis of supply markets and selection of capable vendors to meet the agreed business needs. Typically, many business organisations in Nigeria have always encouraged "reactive vendor management" which largely deploys poor approaches to the detriment of corporate governance and profitability. Furthermore, the consequences of poor procurement management which physically manifests quite often in extensive delays, high costs, abandoned and delayed projects, abound in our economy. Interestingly, it is becoming increasingly important to manage the suppliers (vendors) after the award of contract as against the belief that once a contract is awarded, all is safe.


  • Understanding business requirements
  • Understanding the nature of goods and services required by the firm
  • Application of strategic sourcing methods
    • Developing category profile
    • Developing industry and supplier profile
    • Developing external supply market strategy
    • Choosing the suppliers/vendors
    • Developing the service level agreement (SLA)
    • Managing the contract
    • Implementing the contract
    • Monitoring the vendor using the service level agreement
  • Performance measurement


Targeted Audience

Senior managers involved in procurement, supply contract placement, execution and vendor management. Logistics and supply chain managers, administrator in banks charged with procurement and vendor management, logistics managers of oil & gas companies, managers in nonprofit organisations and agricultural produce buyers are encouraged to attend.


Programme Duration3 Days
Programme AmountN210, 000
Programme DateApril 22 – 24, 2014
Register: Closed for registration
Finance & Accounting for Non-Financial Managers


This programme focuses on the accounting and finance functions as well as the ta​​​sks ​and responsibilities thereon of the non-finance and non-accou​nting senior executive or manager for finance and financial accounting, reporting and analysis as well as cost reports and information, cost analysis and cost management. The aim is to provide participants with knowledge and skills to read, understand, and prepare and use financial statements and other financial information and reports, both for reporting to investors and for internal use by executives in management decision making, planning, controlling and evaluating the business performance.

The aim is to provide participants with the knowledge and skills to read, understand and use financial statements and other financial information and reports both for reporting to investors and for internal use by executives in management decision making, planning, controlling and evaluating the business performance. This seminar will also demonstrate how to evaluate investment proposals and optimise investment decisions

The format of this one-week programme has been designed recognising the participant's busy schedule, especially for those attending from out of Lagos. The participant also learns without group or peer pressure, as all participants (peers occupying similar positions in their companies) have no prior knowledge or skill in accounting, costing or finance. A small class size is maintained to ensure close faculty attention and foster individual learning.

  • Introduction to and foundations of financial accounting
  • Corporate financial accounting and financial reporting
  • Business and financial statement reporting and analysis
  • Introduction to and foundations of cost and management accounting
  • Strategic revenue and cost management: cost and revenue analysis & management
  • Budgeting, financial planning and control
  • Corporate Financial Management
  • Working Capital Financial Management
  • Treasury Financial Management
Targeted AudienceSenior executives, company directors, owner managers, senior executives/managers and other professionals without accounting and finance knowledge or skills, who need to make informed use of corporate financial statements and managerial accounting reports or information as well as business finance decisions.
Programme Duration5 Days
Programme AmountN350, 000
Programme DateMay 5 – 9, 2014
Register: Closed for registration
Mastering Competitive Strategy & Blue Ocean Strategy

Overvie​wAs the world struggles to recover from a historic downturn, the competitive landscape is becoming more and more rugged every day. Nigeria and other sub-Saharan economies are growing and becoming more attractive, such that local players are increasingly being thrust upon the global stage. Local and regional companies are no longer insulated from global players, and now have to compete head-on with multinationals that deploy sophisticated strategic analysis and frameworks. At the same time, social and infrastructural deficits make it difficult to compete with imported products and services. As a result it is no longer sufficient to have a good product: good products and processes are merely the minimum requirements for taking part in the global competitive game. Businesses and products need to be positioned strategically, and to continually re-invent their strategies.

Thus, business leaders can no longer just be competitively effective; they must also be strategically competitive. The main objective of this intensive seminar is to introduce senior managers that have strategic responsibility for firms, businesses or product lines, to the strategic tools they require in order to master competitive strategy and strategic innovation. A deep understanding of competitive strategy will enable you to master and dominate your competitive landscape; while a deep understanding of strategic innovation, (as exemplified by Blue Ocean Strategy), will enable your firm to emerge from the current economic slowdown more competitive than you went into it.
  • Demystify competitive strategy and blue ocean strategy
  • Deconstruct industries to find the best position within them
  • Determine the drivers of industry profitability
  • Map the loci of current and future profit flows in the value chain.
  • Formulate or review a strategic plan
  • Obtain insights into business models and positioning configurations utilized by successful local firms
  • Participate in a hands-on blue ocean strategy simulation
  • Acquire an in-depth understanding of blue ocean strategy tools and concepts
  • Begin to develop a blue ocean strategy for their own organisations
Targeted AudienceThis seminar is designed specifically for top-level managers with responsibilities for formulating or reviewing strategy for firms, divisions, businesses, product lines, or brands. It will be especially beneficial to top-level managers in innovative or fast-changing industries or sectors.
Programme Duration5 Days
Programme AmountN360, 000
Programme DateMay 5 – 9, 2014
Register: Closed for registration
Building and Leading the Team Seminar Holding in Abuja

OverviewIn the face of economic uncertainty, competition and ever-increasing customer expectations, organizations constantly seek ways to achieve more. With quick and efficient decision-making remaining a key factor for organizational success, the task of getting people to work together becomes even more pertinent. While research suggests that teamwork is indispensable to organizations, it also provides evidence that teamwork (and its dynamics) has hitches which can sometimes be detrimental to organizational and individual progress especially if not processed with a good measure of dexterity. This programme will address the link between traditional and contemporary teamwork principles and suggest ways of blending both without inviting the friction and tension characterized by this blend in the workplace.
  • Teamwork definition
  • Stages of team development
  • Individual differences
  • Self-transformation and integration
  • Team leadership
  • Building commitment
  • Globalization, technology and virtuality
  • Challenges of technology infrastructure
  • Diversity, cultural and time differences
  • Team communication
  • Team conflict management
  • Leader-member exchange: power and influence
  • From group to team: transformation and integration of team members
Targeted AudienceTeam leaders and middle to senior-level functional managers in both private and public sector organizations whose roles require an understanding of people, groups and group dynamics. Experts and specialist who are making a transition from managing equipment and processes to leading people.
Duration3 Days
FeeN220, 000
Date12 - 14 May 2014
Register: Closed for registration
Marketing Channel Management


Current trends in Nigeria suggest that consumer purchase behaviour is fast changing. Buyers are gradually shifting from purchasing in traditional informal retail outlets to supermarket/hypermarket outlets. In view of these trends, senior marketing leaders have to decide on the appropriate channel strategy for their organisations, from designing a perfect distribution network for maximum coverage to selecting the right channel partners. The game is often won or lost based on a few decisions on how to get goods and services from the point of manufacture to where the demands are. Strategic as the channel of distribution is and common as the practices are, there exists the need to help companies grow the professional expertise on this aspect of marketing.

  • Use of strategic framework for evaluating distribution channel decisions
  • Structuring and managing an internal distribution channel sales /marketing organisation
  • Design effective distribution channels for maximum coverage and reach
  • Outline effective trade marketing tactics
  • Diagnose sources of channel conflict and develop tools for conflict
  • resolution
  • Identify gaps in channel performance
  • Develop tactics for dealing with informal market retailers/wholesalers in Nigeria
Targeted Audience

Sales managers, marketing managers, channel marketing managers, local/regional /national distributors, national wholesalers, franchise operators.

Programme Duration3Days
Programme AmountN210, 000
Programme DateMay 19 – 21, 2014
Register: Closed for registration
Senior Financial Analysts Programme


This is an advanced programme​​ on business and corporate financial analysis designed to equip participants with knowle​dge and skills in using industry and corporate financial statements to evaluate company performance and take investment (debt or equity) decisions.

Participants will acquire the skill to analyse not just the true past performance (quality of earnings, etc), but also prepare the analyst's forecasts of earnings and cash flows statements used in different financial and business planning policies, transactions and decisions.

  • Macro-economic, industry, business and competitive analysis and report
  • Business and financial analysis, evaluation and execution
  • Using interim forecast/outlook statements by board and management
  • Preparing the analysts forecasts of earnings, cash flows and net operating
  • assets
  • Prospective analysis and valuation
  • Valuation, mergers and acquisition
  • Corporate business and financial re-structuring and financial resolution
Targeted Audi​enceSenior analysts and executives whose responsibilities require in-depth analysis and use of statements.
Programme Duration5 Days
Programme AmountN350, 000
Programme DateJune 2 – 6, 2014​
Register: Closed for registration
Mastering Human Resource Management

OverviewThe Human Resource Department has the responsibility for attracting and retaining the right people and for developing and managing an organisational culture that enables the organisation deliver superior performance in a sustainable manner. The quality of human resource systems and processes affects employee motivation and performance. This programme is designed to provide human resource professionals with the skills they require to design human resource systems and processes which not only fit the business strategy and create the context for superior performance, but also give the business a sustainable advantage over its competitors.
  • The changing role of the human resource function
  • Effective recruitment and selection techniques
  • Ethical and legal issues in human resource management
  • Performance management and appraisal
  • Identifying training needs and developing a training programme
  • Job analysis and job evaluation
  • Total reward management
  • Building employee commitment in a unionized environment
  • Improving human resource processes
Targeted AudienceHuman resource professionals who need to further develop the skills they require to create the context for superior performance in their organisations, and managers who seek a career in human resource management or who need specialist knowledge of human resource management.
Programme Duration5 Days
Programme AmountN350, 000
Programme DateJune 2 – 6, 2014
Register: Closed for registration
Business Data Planning and Analysis


This programme will enhance your ability to make intelligent decisions in the presence of uncertainty and variation. It provides you a good understanding of the techniques needed to plan business data projects, collect and analyse data related to business processes and market activities so that better decisions and objective conclusions can be reached.

  • Business uncertainties and decision making process
  • Effective presentation and interpretation of business data
  • Effective market analysis and customer satisfaction studies
  • Understanding product and process data
  • Planning, designing and implementing business data studies
  • Associative and predictive business analysis
  • Business intelligence
Targeted Audience

Product managers, marketing / sales executives, business analysts, process engineers, operations / production executives, quality assurance personnel, corporate strategy and planning executives.

Programme Duration5 Days
Programme AmountN350, 000
Programme DateJune 9 - 13, 2014
Register: Closed for registration
Developing Analytical Competence to Manage Operations


Managers having responsibility for production and service operations are faced with formidable challenges in trying to maintain operational effectiveness and efficiency at all times. This situation arises because of the problems and concerns that surface repeatedly on the day-to-day operations of a business. Among these are process bottlenecks, workforce management, material and information flows, planning, scheduling and control of operating systems. Many times, for convenience and perhaps, mostly due to lack of analytical depth, Nigerian managers rely on intuitive approaches for solutions which most of the time turn out to be grossly ineffective. Consequently, these problems recur, persist and precipitate other concerns. This programme is designed to strengthen the analytical capability of managers by equipping them with tools and practical skills for improving the efficiency of their operations, effectively resolving operational bottlenecks, ensuring optimal allocation of scarce resources. Managers in both production and service organisations including banks will benefit immensely from this intensive and rich programme.


  • Decision process and operations analysis
  • Decisions in sequencing and process operations
  • Distribution, logistics and facility planning
  • Managing service and production queues
  • Statistical process control
  • Materials requirement planning
  • Financial planning
  • Transportation models
  • Forecasting and inventory management
  • Production planning and resource optimization
  • Activity based costing
  • Matching capacity with supply
  • Measuring operational performance


Targeted AudienceManufacturing and service institutions having key responsibility for managing production/service operations
Programme Duration5 Days
Programme AmountN350, 000
Programme DateJune 16 – 20, 2014
Register: Closed for registration
Stepping up to Management


Many a time, persons who are technically competent tend to assume managerial positions without adequate training. Sooner or later they get overwhelmingly perplexed by the demands required in successfully transiting from technically oriented jobs to managerial jobs. In worse scenarios, the managerial ineptitude displayed by such persons makes them fall drastically in performance. As a result, members of top level management become frustrated and may regret their initial decision that ratifies the managerial status that these persons have recently acquired.

Therefore, in order to prevent and resolve the crises that these managerial neophytes and their superiors could plunge into, this seminar aims at transmitting and disseminating a codified body of general management skills, principles and behaviours needed to promote managerial life in modern organisations.

  • Process of management
  • General principles of management
  • Managerial roles and skills
  • Approaches to understanding the behaviour of your organisation
  • Principles for delegating effectively
  • Management by objectives (MBO)
  • Managing boss-subordinate relationships
Targeted AudienceNew managers, inexperienced and upcoming managers that are practically associated or would soon be involved with any functional area of the management discipline.
Programme Duration2 Days
Programme AmountN140, 000
Programme DateJune 23 – 24, 2014
Register: Closed for registration
Legal Issues in HRM


As an HR professional, business or line manager, in-house or external counsel, the number of fundamental concepts and legal issues you need to be aware of in human resource law is growing, and you are expected to stay on top of it all. In view of recent changes in the economic, technological, legislative, global and workplace environment, the need to keep constantly abreast of the norms, policies and law in the workplace is becoming ever more imperative. In order to meet this challenge and excel in your job you require continuing education that keeps you abreast of the latest legal changes along with the best employment practices.


At this seminar you will gain a comprehensive overview of these concepts, learn the latest and most important employee law developments that impact today's workplace and get a new perspective on your HR challenges and new tools for meeting them confidently and legally.

  • Legal aspects of employee recruitment, testing, selection and placement
  • Employment status/contract and the concept of decent work
  • Workplace safety, health and environment
  • Workplace diversity, sexual and other harassment, discrimination and privacy
  • Legal aspects of HR administration: HR policies, procedures and employment handbooks, family friendly HR laws (maternity, flexible working, etc.)
  • Legal aspects of employee supervision and performance management
    1. (employee reward, compensation and benefits law)
  • Employee disciplinary law and dispute resolution strategies
  • Collective bargaining and industrial relations law update
  • Corporate governance: ethico-legal conundrums in the workplace
Targeted AudienceHuman resources professionals, in-house and corporate legal counsel, managers interested in general knowledge of HR law and practice, legislators, government lawyers, legislative counsel and owner managers.
Programme Duration3 Days
Programme AmountN210, 000
Programme DateJune 25 – 27, 2014
Register: Closed for registration
Driving Strategic Innovation and Business Development

OverviewIn a highly competitive market environment, businesses need to build on existing revenue streams and at the same time find new revenue streams. The strategic business development programme offers participants knowledge about locating, developing, defining, negotiating, and closing new and existing business relationships.
  • Strategy Development

  • Setting targets: economic and social targets

  • New product and service development

  • Product and service strategy

  • Performance measurement

  • Marketing Strategies

  • Market research and sales forecasting

  • Effective marketing, advertising and promotional planning including identifying opportunities for campaigns, products and effective distribution channels

  • Route to Market and Relationship Management

  • Customer development and Retention

  • Market penetration and development

  • Building and leading an effective and cohesive business team

  • Key account management – External stakeholders

  • Building relationships with new clients


Targeted AudienceDirectors of business development, Business development managers, Sales Directors, Marketing Directors, Key account managers. Medium and small scale business owners who wish to expand their businesses.
Programme Duration3 Days
Programme AmountN220, 000
Programme DateJuly 1 – 3, 2014
Register: Closed for registration
Improving Your Personal Effectiveness

OverviewThis seminar is designed for people who wish to improve their ability to achieve results through cooperation with other people. The emphasis is first of all on managing oneself through effective goal setting and time management; then managing others. The seminar will focus particularly on building effective working relationships (with staff, colleagues, superiors and customers), but will also deal with personal relationships as these have an impact on a manager's performance.
  • Goal setting
  • Time management
  • Delegation and empowerment
  • Communication and motivation
  • Stress management
  • Leadership
Targeted AudienceManagers and those who wish to improve their personal effectiveness.
Programme Duration2 Days
Programme AmountN140, 000
Programme DateJuly 1 – 2, 2014
Register: Closed for registration
Financial Modeling


This is a comprehensive financial modeling programme developed to equip participants with practical knowledge and skills in modeling financial statement, valuation and DCF using Excel, and M&A (Accretion/Dilution). Using hand-holding approach, participants will develop a complete and comprehensive financial-statements model (three-statement) from scratch using various supporting schedules. Participants will learn the conceptual underpinnings of the valuation framework followed by step-by-step training for building a professional, robust discounted cash flow (DCF) model in Excel from scratch, using real case studies, industry best practices, and sensitivity analyses.

Furthermore, participants will build a merger model in Excel to reflect the pro forma impact of various acquisition scenarios.

  • Building financial models from scratch the way it is done at financial institutions.
  • Excel and formatting best practices, efficient formula construction, and appropriate driver selections. Fixing circularity problems, iteration, and other common modeling troubleshooting.
  • Advanced Excel functions to present various sensitivities that project financial metrics and showcase formatting best practice.
  • Creating a performance analysis model; income statements, balance sheet, cash flow statement and ratio analysis.
  • Balancing the balance sheet accounts, including excess cash and revolver
  • Balance sheet / cash flow statement crosschecks
  • Analysing risk with the use of standard deviation, coefficient of variation models
  • Investment analysis using payback period, accounting rate of return, net present value, internal rate of return
  • M&A modeling overview
  • Valuation models, differences between enterprise and equity valuation, unlevered and levered free cash flow estimation, and intrinsic vs. market based valuation
  • Purchase accounting, accretion/dilution overview and exercise
  • Building the accretion/dilution model
  • Sensitivity analysis using data tables and breakeven & contribution
Targeted AudienceInvestment bankers, equity research associates, business development analysts, asset & hedge fund managers, MBAs, accounting / treasury / corporate finance professionals and anyone seeking to improve their financial and valuation modeling skill set
Programme Duration5 Days
Programme AmountN350, 000
Programme DateJuly 7 – 11, 2014
Register: Closed for registration
Improving Your Marketing Skills & Performance – A Marketing Toolkit-Based Approach


The purpose of this seminar is twofold: 

1)  To expose participants to a process to help them work smarter; and

2)  To practice this "working smarter" process using examples (marketing mini case-studies) from a             number of industries (consumer packaged goods, financial services, governmental units, industrial goods, NGOs, universities, and so on) in both developed and developing-world settings.


Topics addressed in this seminar will include: 

-           A conceptual framework for "working smarter"

-           Practice applying the "working smarter" framework to a variety of marketing-related           problems and opportunities.



The marketing-related problems and opportunities to which seminar participants will practice applying the "working smarter" framework will depend in part on the interests of the participants; however, specific areas of marketing likely to be addressed include:   Advertising, brands and branding, customer relationship management (CRM), customer satisfaction, segmentation, targeting, and positioning (STP), pricing, product development, sales and sales management-related issues, service quality, and turnaround strategies.


Targeted Audience

Marketers at all levels (directors to trainees) interested in improving both their own performance and the performance of their organisation.


Programme Duration2 Day
Programme AmountN140, 000
Programme DateJuly 7 – 8, 2014
Register: Closed for registration
Managing People for Strategic Advantage

OverviewThe Managing People for Strategic Advantage Programme (MPSA), delivered by an outstanding faculty of recognized experts, is designed to build line managers' HR capabilities. Drawing on cutting-edge research from the fields of strategy, business psychology, organisational behaviour, and human resources, and through several learning methods – real-life case studies, engaging lectures, interactive classroom discussions and peer learning – practical solutions are provided to the challenges faced by managers in engaging, managing and retaining people.

Fundamentals of Strategic People Management

MBTI assessment of leadership types

Managing and leading oneself

Making better managerial decisions

Energising and engaging people for performance

Dealing with ethical and legal risks effectively


Talent Management Strategies for High Performance

Recruiting, selecting and developing talent

Making performance management work

Coaching and mentoring for results

Using compensation to drive performance

Leveraging culture for competitive advantage


Leadership and Strategic Impact

Managing politics, power and persuasion

Leading people through change

Aligning people, strategy and performance

Targeted AudienceSenior executives, senior level functional managers and HR professionals interested in learning how to systematically link people, strategy, and performance in their organisations.
Programme Duration3 Days
Programme AmountN210, 000
Programme DateJuly 14 – 16, 2014
Register: Closed for registration
Brand Leadership


In the mid 1990s when brand management gripped the Nigerian Marketing Communications industry, it appeared too many like another management fad that would blow away within a few years. Rather, the use and adoption of brand management increased as one industry after another discovered that brand awareness, perceived quality, customer loyalty, strong brand association and personality, all which are hallmarks of brand management were necessary to compete in the marketplace. Some business organizations such as hospitals, software firms, oil field suppliers and so on discovered branding especially at the corporate level for the first time. Others such as banks, fast moving consumer grocery firms, automobile marketers came to the realization for the need to revitalize their brand management systems to keep pace with the ever-changing competitive landscape. The interest in branding would continue to rise – and the powerful forces of competition and desire for market leadership would fuel the continued interest in branding this decade and beyond.

In order to stay ahead of today's fiercely competitive market and a variety of market forces, business organisations must develope brands that would lead over time in the marketplace.  

  • Brand leadership: the customer, competition, & company triad
  • Building a strong brand leader: the customer, competition, & company triad
  • The brand customer: hitting the bulls eye
  • Competitive analysis for effective brand leadership positioning
  • The corporate strategy & corporate personality: the link within
  • Brand leadership strategy
  • Corporate strategy & brand strategy: the inevitable link within
  • Brand Naming and Renaming
  • Brand leadership development strategies I
  • Brand leadership development strategies II
Targeted Audience

Team leaders, and middle to senior-level functional managers in both private and public sector organisations whose roles require a good understanding of brand management practices, and those that need  to develop their brand, image, and reputation competencies for effective decision-making.

Marketing communications professionals interested in gaining a broad understanding of how to develop effectively differentiated brand.

Programme Duration2 Days
Programme AmountN140, 000
Programme DateJuly 14 – 15, 2014
Register: Closed for registration
Strategic Marketing Management


According to the world's largest association of marketing professionals (the American Marketing Association, or AMA), two key responsibilities of marketers are:  1) To create, promote, and deliver exceptional customer value; and 2) To build strong and enduring customer relationships. 

Data collected from CEOs indicates that another key responsibility of marketers is to "grow the business."  This programme is conceived as an opportunity for marketing managers to review and upgrade their professional knowledge and skills, as regards both the three key responsibilities set forth above plus the related issues set forth below under the "programme" heading.

  • The customer imperative
  • Customer and competitor analysis
  • Obtaining and sustaining competitive advantage
  • Market segmentation and selection
  • New product development
  • Pricing for value
  • Promoting product and service value
  • Delivering product and service value
  • Implementation issues
Targeted AudienceMarketing directors, marketing managers, product or advert managers
Programme Duration5 Days
Programme AmountN350, 000
Programme DateJuly 14 – 18, 2014
Register: Closed for registration
Planning and Developing New Products


Getting high-quality new products to the market on time is one of the most crucial aspects of succeeding in business. It is also the most difficult to achieve. Innovative new products represent the life-blood of companies and a guarantee of their future success, but new product development remains a risky and complicated process. This seminar is designed to provide framework and tools to better prepare, create and execute a winning game plan for launching innovative and market-driven products. It provides a comprehensive coverage of major topics in developing and implementing new product development, building cross-functional teams, and covers business-to-business, consumer products and services.

  • Research methods / data collection techniques / test marketing
  • Business planning, product strategy, and road mapping
  • New product development strategy and structure
  • Identifying product, market opportunities, and forecasting sales
  • Product development process, best practices, problems and pitfalls
  • Managing new product developments
  • Integrating new product development and supply chain management
  • Financial evaluation and pricing of new products
  • Market segmentation, branding, and positioning
  • Implementing, and launching new products
  • Product life cycle management
Targeted Audience

Brand/product managers, relationship managers, marketing managers, market research managers, business development managers, engineers and market analysts.

Programme Duration

3 Days

Programme AmountN220, 000
Programme DateAugust 4 – 6, 2014
Register: Closed for registration
New Product Development Lab


This seminar is designed to provide frameworks and tools to better prepare you to create and execute a winning game plan for launching innovative and market-driven products.

The seminar provides a comprehensive coverage of major topics in developing and implementing new product development, building cross-functional teams and covers business-to-business, consumer products, and services.
  • Integration: a product family planning process
  • Molding a successful new product development programme
  • Managing the product/service life cycle
  • New product management responsibilities
  • Developing the right culture and organization
  • Managing the new product development processMonitoring new product development and planning the launch
Targeted AudienceNew product managers, business executives, product managers, business relationship managers, advertising managers, marketing directors and managers, directors of research and development of manufacturing, research engineers, project managers and directors of product management.
Programme Duration1Day
Programme AmountN80, 000
Programme DateAugust 7, 2014
Register: Closed for registration
Mastering Public -Private Partnerships


Public-Private partnerships or PPP are contractual arrangements between public sector bodies and private sector parties resulting in the private sector delivering and operating public infrastructure facilities over an agreed price and period of time. The key to any successful PPP project include the principles of risk sharing, value of money, consistency, transparency, accountability and a competitive process. Whilst consistency ensures that the PPP design, transaction and implementation process is consistent with government policies and objectives as well as with PPP standards and principles, transparency and accountability imply that there is both a transparent PPP transaction process as well as a clear definition of the roles and responsibilities of the public sector and the private sector parties.

Arising from the Federal and state governments' drive to actively involve the private sector in infrastructure development, the need clearly exists to equip the operators of such projects with the requisite knowledge and skills necessary for successful implementation. PPPs have traditionally recorded very low success in Nigeria and the trend, if not reversed, may result in reduced investment of private sector funds in critical infrastructure.

  • Preliminary assessment
  • Project specification and PPP model selection
  • Transaction strategy and design
  • Tendering and bidding process
  • Technical and economic analysis
  • Financial appraisal
  • Risk assessment and financing structures
  • Analysis of the legal and regulatory framework
Targeted Audience

Top-level managers with responsibilities for formulating or reviewing PPPs. The participants profile include: Chairmen, Directors, Commissioners and Managers of public parastatals currently involved or intending to engage in PPPs as well as Chairmen, Directors and Managers of private companies who are intending or are currently engaged in PPPs .

Programme Duration4 Days
Programme AmountN 280, 000
Programme DateAugust 11 – 15, 2014
Register: Closed for registration
Strategic Account Management


When a small percentage of a firm's customers deliver exponential impacts on revenue, profits can influence the firm's abilities to compete effectively, then chances are that those customers can be rightly classified as "strategic accounts". Today, more and more B2B & B2C organisations have discovered the importance of establishing relationships with protecting and growing strategic accounts. In addition, successful team relationship require a variety of high-level skills, coordination of activities, motivation, sustaining relationship balance, goal setting, business acumen, executive endorsement and mutual strategic negotiations. This best-selling workshop is designed to provide a conceptual framework for understanding strategic customer relationships as well as tools for designing and implementing a strategic accounts management (SAM) programme to develop such relationships and profit from it. Whether you are already managing strategic accounts or looking to start a programme on a local or global scale, this workshop will help you manage and grow strategic account relationships as assets.

  • Building your business acumen
  • Optimise your strategic account sales team
  • Understand what drives strategic account decisions
  • Understand the politics that impact client decisions
  • Identify the unique sales profile needed for executive selling
  • Recognise and overcome pressure tactics
  • Improve strategic account team performance
  • Negotiate large contracts
  • Uncover strategies to win clients for life
Targeted Audience

Executives, managers, experienced sales and marketing people charged with growing their company's largest account.

Programme Duration

3 Days

Programme Amount


Programme DateAugust 18 – 20, 2014
Register: Closed for registration
Budgeting and Budgetary Control


Budgeting is the common accounting tool companies use for planning and controlling what they must do to satisfy their customers and succeed in the market place.

Budgets provide a measure of the financial results a company expects from its planned activities. By planning.

Budget also expresses strategic plans of business units, organizations, activities or events in measurable terms.

The purpose of this seminar is to help the managers to control resources, communicate plans to various responsibility center managers, to motivate managers to strive to achieve budget goals, to evaluate the performance of managers,  to provide visibility into the company's performance and for accountability.

  • Budgets and the  budgeting cycle
  • The role of budgets in strategic planning and implementation; performance measurement; employee motivation and coordination
  • Steps in developing an operating budget
  • Budgeting improving techniques: kaizen budget; activity-based budgeting and sensitivity analysis in budgeting
  • Budgeting and responsibility accounting
  • Human aspects of budgeting
  • Preparation of budgets: the cash budget, the budgeted income statement and the budgeted balance sheet
  • Budgeting with financial modeling tools
Targeted AudienceManagers, Executives and Company directors/Owner Managers without accounting/finance skills or knowledge but who are responsible for managing budgets and are keen on translating their strategies into financials.
Programme Duration3 Days
Programme AmountN210, 000
Programme DateAugust 26 – 28, 2014
Register: Closed for registration
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