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Executive Education
Programmes 2014
Contents
Overview
Fletcher Building – The Leader’s Edge Programme
The Skills Organisation
Global Executive Leadership Programme
Building Leadership Capability with Mercy Hospice
Strategic Supply Chain Management Programme
Learning Environment Key for McDonald’s
Strategic Thinking Gives Business Focus and Energy
The Art of War and Chocolate
Influence to Engage and Inspire
The University of Auckland MBA
Short Course Programmes 2014
Course Categories for the 2014 Programmes
Accounting and Finance Courses
Communication and Engagement Courses
Leadership Development Courses
Managing People and Teams Courses
Operations and Project Management Courses
Sales and Marketing Courses
Strategy and Innovation Courses
Index of Short Courses
Our dedicated course adviser is able to answer your
questions and ensure that your Executive Education
needs are met and that you are on the right
learning journey.
Please call us on 0800 800 875.
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The University of Auckland Business School chose to print on FSC
certified paper because we care about protecting the environment and
the world’s forests.
What’s your plan –
working harder or
working smarter?
Ivan Moss
Director of Executive
Education
“There is no substitute for hard work,” said
Thomas Edison.
“If you always do what you’ve always done, you’ll
always get what you’ve always got,” said Henry Ford.
To work smarter you need to see new ways of doing things
and take the time to implement changes.
Finding new ways of doing things – and then changing and working
smarter - is one of the most satisfying, valuable things you can do in your
job and for your organisation.
Often we’re urged to focus on the important, instead of the urgent. To stop
doing “busy work” and focus on doing our “best work”. But often our “busy work”
is important work, for our clients or our colleagues, and it can’t wait - it must
get done.
Finding new, different, better ways to do things and get better results takes time
and requires ideas.
So that’s why I ask you today to answer one question: How are you going to grow
yourself and your team this year – what will your learning journey be?
People are every organisation’s greatest asset. And enabling you and every
person in your organisation to do their best work and fulfill their potential pays
off for everyone.
Our programmes deliver practical, useful ideas and information in a short, sharp,
interactive way. They expose you and your team to the latest business research
giving you the skills to apply your newfound knowledge at work.
A key focus for us is maximising your return on learning – helping you plan how to
succeed in using your learning back at work. We have best practices integrated
into all our courses to help you do this.
We would be honoured to be part of your learning
journey in 2014 and to help you work smarter.
Ivan Moss BA, CPFA
Director of Executive Education, Graduate School of Management
The University of Auckland Business School
1
For more than 17
years, Executive
Education at
the University
of Auckland
Business School
has been
developing
leaders and
partnering with
organisations
to solve their
toughest
business
challenges.
2
0800 800 875 |www.exec.auckland.ac.nz
Overview
The University of Auckland Business School has an
international reputation for the relevance and impact of
its research and the quality of its people, its programmes
and its partnerships. We were the first business school
in the country to achieve the coveted Triple Crown from
global accreditation agencies and we remain one of
only three business schools in Australasia to hold this
endorsement.
Within the University of Auckland Business School, Executive
Education has been operating since 1996. Over the past 17
years the team has worked with more than 40,000 executives
from public and private sector clients to help them improve their
managerial and leadership performance and their
overall competitiveness.
Our Executive Education portfolio comprises of open enrolment
short courses, in-house short courses, customised programmes
and specifically designed executive programmes (eg. Global
Executive Leadership Programme).
Open enrolment short courses – for the individual
Punchy, practical and relevant - our Open Enrolment Short Courses offer you experiential, interactive classroom
based learning. With a strong emphasis on your learning objectives, our course advisers will work with you
to ensure that your learning journey is firmly based on where you are at now and where you want to go next.
Learning is not a one-off event, rather a continual ongoing journey. Each learning journey is unique and is an
investment – we are looking out for your return; the return on your learning and the return on your investment.
In-house short courses – for the team
An In-house Short Course is a brilliant opportunity to build team skills and enhance the team’s values,
culture and ability to work together effectively. We partner with you to assess and understand your team’s
needs and capability – working through a process to select and customise the learning journey most
relevant to your team. This option is perfect for eight or more people requiring training in the same area as
it develops a very deep understanding and creates collaborative ways of working on challenges.
Customised programmes – for the organisation
Our Executive Education team has long and extensive experience within the customised education market
developing bespoke programmes specifically designed to meet the challenges faced by your people and your
organisation. From the development of programmes on specific topics to modular leadership journeys, we are
able to completely customise both content and delivery to meet your organisational requirements. We work to
maximise return on learning for participants within the organisations by developing strengths where they are
needed most.
Executive programmes
Mid-career development is limited for many high-potential professionals in New Zealand organisations,
stunting their progression and leaving their organisations short of talent and bench-strength. Mid-career
isolation is common too. To address this need, we have worked in partnership with seasoned executives in
supply chain, finance and HR to develop a suite of programmes specifically for future supply chain executives,
CFOs and GM-HRs which make extensive use of live case studies, site visits and guest speakers to grow
participants’ understanding of how their roles must align to and support the organisation’s strategy
and priorities.
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“To win, both now and in the future, Fletcher Building needs
to have the most commercially astute leaders and highest
performing senior teams in its industries and markets.
Fletcher Building is bold and innovative in its approach to
developing its leaders. Together we created a programme
that is both exciting and challenging for participants and
that is creating immediate impact and value for
the organisation.”
Jo Nicol
Organisational Development Manager
Fletcher Building
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0800 800 875 |www.exec.auckland.ac.nz
Fletcher Building
– The Leader’s Edge Programme
Working in close partnership with the University of Auckland Business School,
Fletcher Building has designed The Leaders’ Edge Programme to ensure that
teams that learn together and work together.
Throughout the eight-month programme, teams of leaders are working together
on strategic business initiatives. This embeds their learning and creates
immediate impact and value for the organisation.
Fletcher Building CEO Mark Adamson and his executive team play a pivotal
role in the programme. They are the sponsors of the teams’ strategic business
initiatives. They also contribute as guest speakers, helping teams relate their
work to the organisation’s wider strategy and priorities.
Mentors and coaches work with each team throughout the programme to
provide expert guidance in solving critical business issues and to develop their
team-working and leadership.
The programme launch featured a high-intensity, team-based challenge. Over
four days, the participants visited and met with the leadership teams of nine
different organisations, ranging from the executive teams at Villa Maria and
Auckland Council to the coaches of the Blues rugby team and the prefects at
One Tree Hill College. It stretched and grew their understanding of what it takes
to create a high-performing organisation and to create growth.
“Fletcher Building
has a long and deep
commitment to
investing in its people
and developing its
future leaders. With our
partnership now in its tenth
year, we are proud to see so many
participants continuing to grow
and progress within Fletcher
Building and see their positive
impact individually and collectively
across the business.”
Ivan Moss BA, CPFA
Director of Executive Education
Graduate School of Management
5
“We needed a
partner with
credibility
and flexibility
to enable us
to deliver
the required
modules to
our staff
in-house
with our own
flavour…”
“Executive Education’s long-term relationship with The Skills
Organisation has been great. Over a number of years we have worked
with their leadership team to develop specific capabilities. This has
assisted The Skills Organisation to better help New Zealanders gain the
skills they need for growth and success in their workplace. Through
achieving this, Executive Education achieves its primary goal for the
effective development of organisational executives.”
Jan de Zoete, MBA, DipClinPsych, MA (Hons)
Executive Education Programme Manager
Graduate School of Management
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0800 800 875 |www.exec.auckland.ac.nz
The Skills Organisation
“While developing the structure for our in-house
capability and leadership programme more than two
years ago,we partnered with Executive Education at the
University of Auckland Business School. As an Industry
Training Organisation (ITO) covering 19 industries,
3,300 employers and some 18,000 trainees, we needed
a partner with credibility and flexibility to enable us to
deliver the required modules to our staff in-house with
our own flavour.
The feedback we have received from our participants is that the
facilitators are not only delivering the theoretical aspects of the
topic but also have in-depth knowledge on how that translates
to the business environment.
We are delighted with the results from our programme and will
be continuing to work with Executive Education at the University
of Auckland Business School for the foreseeable future.”
Nicola Daspher
Head of Human
Resources, The Skills
Organisation
Executive Education
has facilitated more
than
380
in-house courses
over the past three
years
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“I got much more out of it than I paid for it
– there is no doubt it has already impacted
the business positively.”
Andy Lewis
Cohort One
CEO, New Zealand Pharmaceuticals
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0800 800 875 |www.exec.auckland.ac.nz
Global Executive Leadership
Programme
This experiential programme, which launched in August 2011, delivers residential
modules in New Zealand, China and the US, offering a unique learning
opportunity for leaders and companies with high growth potential in global
markets. Its aim is to put New Zealand companies on a path of sustained
international growth by developing and enhancing the ambition, mind-set and
capability of New Zealand’s business leaders.
Scale, geographic distance and the complexity of the world marketplace present
some unique and daunting challenges for New Zealand businesses that want to
excel globally.
Opportunities for senior leaders to broaden their international experience
and enhance their global mindset – the ability to influence individuals, teams,
organisations and systems that are different from our own – can be hard to find.
To help New Zealand’s organisational leaders realise their maximum potential for
global growth, a leading edge group of global educators, thought leaders and expert
business practitioners have created the Global Executive Leadership Programme.
More than 36 carefully selected senior executives have completed the Global Executive
Leadership Programme over the past two years. This group have engaged with a
range of people from all over the world bringing global insight from many perspectives
– provocateurs, global subject matter experts and notable guest presenters. This
programme encourages opportunities to build networks with not only business
connections, but also with a New Zealand based peer network.
This exciting initiative has been developed by the Graduate School of
Management at the University of Auckland Business School, Thunderbird School
of Global Management, The ICEHOUSE and sponsored by New Zealand Trade
and Enterprise.
Global Executive
Leadership Programme
Cohort Two
“It has been a privilege to be a part
of the learning journey of a group of
New Zealand’s most successful senior
executives. They shared ideas with global
experts, built a strong peer network
and created global connections that
have already helped grow many of their
businesses. It made me realise that through
these people New Zealand really can punch above
our weight in the global market place.”
Darilyn Kane, MCom
Associate Director, Customised Programmes
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“Gaining an
understanding
of how each of us
thinks differently
has maximised
the depth and
richness of
creativity and
problem solving
that can only be
found in team
work.”
“The partnership that the Business School built with Mercy Hospice
allowed us to develop a clear understanding of their needs and
then design a programme which was aligned to their strategic
priorities and values. Throughout the design and delivery of the
programme we maintained an active dialogue which allowed us to
regularly evaluate the effectiveness of the programme and tailor
content as required.”
Cindy Bradley, BA
Executive Education Programme Manager
Graduate School of Management
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0800 800 875 |www.exec.auckland.ac.nz
Building leadership capability
with Mercy Hospice
“Mercy Hospice Auckland provides specialist
care for patients and families with life limiting
conditions. We are 60 percent funded by the
Auckland District Health Board, the remaining 40
percent is raised through our seven retail outlets,
fundraising events and through the generosity of
our community.
Consequently our leadership team is varied, comprising
of specialist palliative care clinicians, fundraisers and
retailers growing our income and operational managers
providing a secure infrastructure in a changing health
environment. Executive Education worked with us to
provide a tailor-made leadership workshop to build
management capacity in leadership. The three-day course
provided the opportunity for team building, individual
expression, promoted strength and showcased the
existing leadership skills of every member of the team. As
a result, peer leadership groups have been established
to continue the learning and skills development using the
models provided in the workshop.
Executive Education was a perfect match for the
multitude of different personalities, skill bases, work
experience, learning styles and academic achievement
found in our executive team. Gaining an understanding of
how each of us thinks differently has maximised the depth
and richness of creativity and problem solving that can
only be found in team work.”
Lynda Smith
CEO,
Mercy Hospice
Auckland
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“Completing
Strategic Supply
Chain Management
Programme at
the University of
Auckland Business
School enabled me
to view our supply
chain in a different
light, clearly
illuminating parts
that required a fresh
set of thinking in
order to unlock value
and velocity.
I would highly
recommended this
course to any midlevel supply chain
professional as a
way of creating
a competitive
advantage for their
organisation and fast
tracking personal
and professional
development.”
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0800 800 875 |www.exec.auckland.ac.nz
Strategic Supply Chain
Management Programme
Successfully launched in 2011, this programme
equips New Zealand’s supply chain leaders of the
future for senior executive roles.
The programme is designed to actively develop mid-career
supply chain professionals to prepare them to become
the next generation of strategic supply chain leaders. The
dynamic design of the programme includes site visits, live
case studies, peer group work, mentoring and completion
of a supply chain change project for their own organisation.
To ensure its relevance and value to experienced supply
chain managers and their organisations, the programme
was developed in close partnership with an advisory group
of senior New Zealand supply chain executives.
Site visits to organisations with diverse supply chains are
central to the programme. These live case studies bring the
learning to life. Last year’s programme included visits to
Zespri, Eastpack, Waikato District Health Board, Gallagher,
Fonterra, NZ Defence Force and Dairy Transport Logistics.
The programme is delivered in collaboration with the
Business School’s Centre for Supply Chain Management
and draws on faculty and experts from New Zealand,
China, the US and Europe.
“The Strategic Supply Chain Management
Programme has brought a new level of
partnership with industry into our executive
programmes. Nine different organisations hosted
visits to share their supply chain challenges
and achievements to illustrate the issues and
strategies being learnt and explored by the
participants.”
Anthony Mills
National Operational
Planning Manager
- Complex Group
Optimisation, NZ Milk
Products, Fonterra
Ivan Moss BA, CPFA
Director of Executive Education
Graduate School of Management
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“The facilitator created
a learning environment
that was fun and engaging
and ensured that all who
participated came away with
new skills and techniques to
apply in their roles.”
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0800 800 875 |www.exec.auckland.ac.nz
Learning environment
key for McDonald’s
“Our head office staff recently took part in a
tailor-made Business Writing Skills course.
With varying levels of ability and learning needs,
sourcing a provider that could adequately address the
wide range of development gaps of many people was
proving difficult. I was impressed however, with the
tailored approach taken by Executive Education and their
willingness to incorporate both individual and collective
opportunities into the design of the workshop.
Having pre- and post-course work also enabled a
demonstration of the learning that had taken place,
and the feedback from participants was overwhelmingly
positive.
In addition, the facilitator created a learning environment
that was fun and engaging and ensured that all who
participated came away with new skills and techniques to
apply in their roles.”
Ian Craig
Head of People
Development,
McDonald’s
Restaurants (NZ) Ltd
Executive Education
has developed
more than
47,000
professionals over
the past 17 years
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“I recommend it to
everyone I talk to about
strategy – it was simply
brilliant.”
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0800 800 875 |www.exec.auckland.ac.nz
Strategic thinking gives
business focus and energy
Bart Taylor attended Strategic Planning with Bryan Travers.
“I’ve been involved in strategy for 15 years, yet I wanted
to develop my capabilities to become a better leader and
improve my strategic thinking.
The two days with Bryan simply blew me away. I learnt so much
and was able to see things clearly, and my understanding of
strategy has grown considerably.
The course had an immediate impact on me. The very next day I
starting planning my business strategy session for the financial year
using many of the ideas, concepts and tools I learnt. My leadership
team have all commented on the difference from previous years the insights, learning and vision have created a more focused and
energised team. We have also put the customer back at the centre
of our world.
The Strategic Planning course is easy to understand, it’s insightful
and it’s had a big impact on the business.
I recommend it to everyone I talk to about strategy – it was
simply brilliant.”
Bart Taylor
Head of Lantern
Insurance,
IAG
To find out about
our Strategy and
Innovation Short
Courses see page
60
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“Will my business be better for having
attended this short course? Absolutely.
Would I recommend other business
owners do this course? Absolutely, so
long as they are not my competitors.”
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0800 800 875 |www.exec.auckland.ac.nz
The Art of War and
Chocolate
Stu Jordan recently attended Sun Tzu - The Art of War for
Managers presented by Scott Graham.
“The work has really only begun in terms of
transforming the business and there is considerable
hard work still ahead. We are not battle ready, but we
soon will be.
The course completely revolutionised the approach I take
to the business, and the strategy moving forward. It has
given me effective reference points to clarify the areas
of the business that need focus, and where best results
will come. I now have a real tool that I am able to use to
reshape my business. It also has changed the way I
think about the business - I now consider us to be at a
‘war footing’.
As a facilitator, Scott has extensive knowledge of the
subject – and a genuine passion for it. He was able to build
easy rapport with the group and encouraged participation,
and managed to ensure everyone contributed in a
meaningful way.
Will my business be better for having attended this short
course? Absolutely. Would I recommend other business
owners do this course? Absolutely, so long as they are not
my competitors.”
Stu Jordan
Executive Chocolatier,
Käko Chocolate
To find out more
about The Art of
War for Managers
see page
64
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“The course
was extremely
useful and has
helped me in
all aspects of
my life, both
professionally
and personally.”
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0800 800 875 |www.exec.auckland.ac.nz
Influence to engage
and inspire
Paeterasp Vevaina attended Influencing and Persuading
Skills by Roseann Gedye.
“The course was extremely useful and has helped
me in all aspects of my life, both professionally and
personally.
I learned how to negotiate issues with people and get
them to carry out tasks that they would usually refuse
to do. The course taught me how to approach difficult
people and situations, and use them to my advantage in
the way that they would benefit the project.
I can now see things in a much better light and put
a positive spin on them – even situations that are
quite bleak.
Roseann Gedye is an excellent speaker, and she kept
the entire room engrossed throughout all the sessions. I
would definitely recommend it to everyone.”
Paeterasp Vevaina
Senior Business Analyst,
Placemakers
To find out about
our Communication
and Engagement
short courses
see page
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“You quickly learn
your own strengths
and weaknesses. I
knew the MBA would
be challenging, but
it’s challenged me in
unexpected ways –
in terms of who I am,
where I fit into the
world and what my
future is.”
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0800 800 875 |www.exec.auckland.ac.nz
The University of Auckland
MBA - Challenge your thinking
Liz Lindsay is a marketing professional who joined
Tourism Holdings as Brand Manager after working
in the travel industry in London for seven years. Liz
was encouraged by her father, an MBA graduate, to
study at the University of Auckland and develop her
skills in the industry she loves.
“Through doing an MBA, you see sides of the business you
didn’t know were even there. My level of understanding in
the business has really increased. It’s so satisfying to learn
something, understand it and know that it will stay with
you forever.”
Find out if the MBA challenge is right for you. Join us at an
information evening on the first Wednesday of every month.
www.mba.auckland.ac.nz
Liz Lindsay
Brand Manager,
Tourism Holdings
“Twenty years down the track,
I still derive value from the MBA
degree virtually every day of
my working life. The Auckland
MBA delivers a practically
focused and comprehensive
business curriculum. It provides
an environment where the real issues
confronting businesses and business
leaders can be debated and discussed, and
it provides a toolkit of globally recognised
concepts and frameworks across the
spectrum of disciplines inherent in
management and best practice leadership.”
Joan Withers,
Chair,
Mighty River Power
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0800 800 875 |www.exec.auckland.ac.nz
Short course
programmes
2014
25
Accounting and
Finance see page
28
Communication and
Engagement see page
32
Leadership Development
see page
38
Managing People and
Teams see page
42
Operations and Project
Management see page
48
Sales and Marketing
see page
54
Strategy and Innovation
see page
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0800 800 875 |www.exec.auckland.ac.nz
Short course categories for the
2014 programme
To make your journey simpler, we have split our courses into
seven categories.
If you need some advice to work out which is the right
learning journey for you or your team, please give our course
adviser a call on 0800 800 875.
Accounting and Finance
Accounting and financial management provides analysis, rationality and control for your
organisation. It also provides senior management and others with the information and the
confidence to make informed decisions in relation to the opportunities and risks your organisation
faces daily. Skilled managers can extract meaning from financial data to inform internal
stakeholders and provide external insight into the financial viability of your organisation.
Communication and Engagement
Communication is a core capability - it’s the “glue” that binds all other competencies together
allowing individuals and organisations to connect with stakeholders. We have moved on from
simply “telling” to listening and encouraging dialogue in order to understand and relate to
others both internally and externally.
Leadership Development
Leadership evokes imagery of inspiration, vision, courage, creativity, passion and optimism.
You follow a leader because they are worth following – they inspire and motivate you. Fostering
teamwork across the organisation, a leader can align individuals behind a single vision and strategy
and is able to motivate change, drive innovation and ultimately see growth and productivity.
Managing People and Teams
Successful managers blend task orientation effectively with people orientation. Managers can
foster a constructive environment or culture that stimulates productivity and the ability to deliver
on organisational goals. Why people and processes do what they do and linking this with how to
make an impact on both the challenge and opportunity managers face daily.
Operations and Project Management
Operations and Project Management are about a process of turning inputs into outcomes. The
operational outcome may be a service/product or a project delivered to make change in your
organisation. We must look at operations and project management in a strategic way that directly
adds value to the customer. A mind-set shift from “back room” cost centres to capabilities that provide
your organisation with a competitive advantage is required.
Sales and Marketing
Living in a disruptive world, the ability to cut through the noise is becoming increasingly challenging.
For progressive organisations these disruptive technologies can be embraced and integrated to
create impactful co-promotion opportunities directly with your customer. From tactical changes to
strategic brand investments, sales and marketing has a whole business impact. It is the promise and
the delivery and in this socially networked world, there is nowhere to hide.
Strategy and Innovation
Many forces are constantly putting pressure on your organisation. This results in the need
for you and your organisation to make changes happen or to be prepared to be changed by
these forces. Strategy and innovation are inherently linked as strategy is how you and your
organisation conceptualise the future and innovation can be the way in which you translate
those concepts into a successful reality.
27
Accounting
and Finance
• Business Forecasting, Budgeting and Strategic Planning
• Business Model Design
• Company Valuations
• Due Diligence
• Finance for Non-Financial Managers
• Finance Fundamentals
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0800 800 875 |www.exec.auckland.ac.nz
Adrian Kuijpers
Platform and Asset
Manager: Core Linking
Systems, Kordia
Finance
for NonFinancial
Managers
Adrian Kuijpers
Adrian attended Finance for Non-Financial Managers with
Susan Hansen.
“I had no previous financial training and the course proved
extremely useful. I’m now much more confident around finance.
I have the book Simply Finance at my desk and refer to it on a
weekly basis. I could never understand what I was looking at in our
company financial reports, but I do now.
I manage a multimillion-dollar OPEX budget and have clearly seen
an improvement in how I manage it since attending the course. It
has also helped me find problems in my budget that I would not
have previously identified. This has allowed me to trim significant
fat off my annual budget. ”
882
2007
8
2014
participants since
and
courses offered in
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Business Forecasting, Budgeting and Strategic Planning
Do your budgets and forecasts reflect and support the
strategy and priorities of your organisation?
As a manager, are you confident to explain and discuss your
budgets and forecasts with your team and colleagues?
This short course shows how forecasting and budgeting are
interlinked with strategic planning. First, the rationale behind
forecasting and its techniques are introduced, then the traditional
budget process is outlined.
Facilitator:
Price
Dates
Susan Hansen
$1995 + GST
27-28 August 2014
“Demystified a number of financial
terms and processes.”
Participants will receive a copy of Simply Finance by Susan Hansen
(Bateman 2010).
Business Model Design
Are you able to calculate the value of a business or strategy?
Are you able to evaluate business and investment strategies
and understand the associated risks?
This short course explains how to create new revenue streams
in your business through partnering, digital technologies and
redefining your value proposition
Facilitator:
Dean Prebble
Price
$ 1,895 + GST
Dates
10-11 November 2014
A framework for designing business models is introduced, as
well as examples of different types of business models. This is
followed by a redesign experience working back from the needs
of end users. New value propositions are created and new
methods for selling these value propositions are brainstormed.
Company Valuations
When you value a company, how confident are you in your
valuation process?
What are the implications for you and your organisation if
your processes lead you to an incorrect answer?
During this specialist short course you will gain hands-on
experience in preparing valuations under the supervision of the
facilitator. This will enable you to appreciate the intricacies of
company valuations, providing you with an opportunity to ask
questions, and giving you the practise and confidence to carry out
a valuation. Through examples and discussion, you will discover
how financial performance, value drivers and cash-flows
contribute to the valuation of a company.
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0800 800 875 |www.exec.auckland.ac.nz
Facilitator:Professor Jilnaught Wong
Price
Dates
$ 2,195 + GST
11-12 June 2014
“Building the model was very
useful.”
ACCOUNTING
AND FINANCE
Due Diligence
How many times have you bought or sold a business?
Are you sure about all the risks and issues you need to consider
– and how to assess them?
Do you know how to value a business and properly understand
your legal rights and responsibilities as a buyer or seller?
Facilitator:
Susan Hansen
Price
$ 1,995 + GST
This short course provides an understanding of the fundamental
principles, obligations and process of due diligence from a
commercial, financial and people perspective.
“Great overview of process and
summarised key points well covered all I wanted to know.”
Dates
17-18 November 2014
Often time is of the essence. By the end of this course, you will
have constructed your own ‘due diligence checklists’ and know
how to use them.
Finance for Non-Financial Managers
How comfortable are you in understanding financial reports
and asking the right questions before making sound business
decisions?
How confident are you in using financial language relating to
the performance of your team and organisation?
This course introduces you to modern financial tools and equips
you to understand and manage your businesses more effectively.
Ask the right questions and to understand the answers you get.
It also gives managers an appreciation of the roles Financial
Accounting, Management Accounting and Financial Management
each play, and the differences between them.
Facilitator:
Price
Dates
Susan Hansen
$1995 + GST
20-21 January 2014
17-18 March 2014
5-6 May 2014*
“I had no previous financial
training and the course proved
extremely useful. I’m now much
more confident around finance.”
** For more course dates, visit www.exec.auckland.ac.nz
Finance Fundamentals
How important is it for you to better understand your organisation’s
financial reports?
Would greater confidence in understanding accounting concepts
and accounting terms benefit you and your organisation?
This course is designed to help all users of accounting information
understand what it really means – and how to use it. The aim of this
course is to help you to be a better manager and make better
business decisions.
Facilitator:
Price
Dates
Marty Perkinson
$ 1,895 + GST
30 April - 1 May 2014
“Couldn’t have been scripted
better for what I needed to learn.”
This course covers some basics of accounting then moves quickly
into understanding the format, content and meaning of accounting
reports typical to small, medium and large businesses.
31
Communication
and Engagement
32
• Business Writing Skills
• Presentation Skills
• Coaching and Mentoring
• Rapid Reading for Business
• Communicating Confidently Through
Assertiveness
• Technical and Specialist Writing That is Easy
to Read
• Effective Communication Skills
• Time Management
• Mental Toughness
• Train the Trainer
0800 800 875 |www.exec.auckland.ac.nz
Melissa Murray
Warehouse Stationery
Melissa Murray
Melissa attended Business Writing Skills by Nick Read.
“I have never done any type of course at university before and my
initial thoughts were that the course would be too advanced for the
work that I do.
The main purpose of my role is to communicate information from all
aspects of the business and to our stores in a way they will understand
and be able to execute with simplicity.
For me, one of the biggest lessons of the course was how to deliver
clear, specific and to-the-point communications. We were given
consistent guidelines to follow for all types of communication, and
learned the importance of consistency with grammar and layout.
I’ve been able to reduce the size of my communications, and use
shortcuts to deliver the message with fewer words and
punctuation marks.
Business
Writing Skills
has had
213
participants since
2009
The course has really benefitted my employer – I’ve been able to save
time and communicate clearly.”
33
Business Writing Skills
Are you confident that your written communication
represents yourself and your organisation well?
Are you able to express your ideas in the right context at the
right time in a concise manner?
Everyone is judged on the quality of their writing. The reputation
of the writer, their team and their organisation can rest on a
misplaced apostrophe or grammatical error. On this course you
will learn techniques enabling you to write confidently, expressively
and accurately. This is an opportunity to discover how you can
improve your writing skills with an experienced facilitator.
Facilitator:
Price
Dates
Nick Read
$1995 + GST
24-25 February 2014
23-24 June 2014
15-16 October 2014
“Gave me a well-structured
approach to writing that I can use
daily.”
Coaching and Mentoring
Would helping your people come up with their own right
solutions be of benefit to you and your organisation’s
capability?
Are you confident in your ability to achieve this?
Coaching your team can help to create a strong competitive
advantage. It provides continuous learning and develops people
to meet current and future needs. Business mentoring and
coaching is an investment that you make in developing your
people for the long-term benefit of your organisation.
Facilitator:
Price
Dates
Roseann Gedye
$2195 + GST
17-18 September 2013
“Opened my eyes to how people
learn and more importantly why
they don’t.”
Executive coaching builds the capability of managers to
help their employees with the intangible elements of human
relationships.
Communicating Confidently Through Assertiveness
How well do you relate and communicate with your
colleagues?
Are you able to communicate your ideas clearly, or are you
worried that you are too direct or too passive?
Being assertive is a key communication skill. The ability to be
assertive means that you express yourself effectively and are
able to stand up for your point of view, while also respecting
the rights and beliefs of others. Being assertive can boost your
self-esteem, credibility and earn others’ respect. This course can
help you to find your genuine voice.
34
0800 800 875 |www.exec.auckland.ac.nz
Facilitator:
Price
Dates
Roseann Gedye
$2095 + GST
16-17 April 2014
“Able to practise in a safe
environment.”
Are you able to relate to others easily in a business setting?
How would your work life change if you had tools to
communicate with all people, more effectively?
We are all in the relationship business and communication
is the glue that holds relationships together. Effective
communication skills are vital for relating to others in a
business setting.
Mastering the art of one-on-one relationships is fundamental
to good management. This short course examines a number of
practical aspects of effective interpersonal communication.
Facilitator:
Price
Dates
Roseann Gedye
COMMUNICATION
AND ENGAGEMENT
Effective Communication Skills
$2095 + GST
3-4 March 2014
11-12 August 2014
“I enjoyed the group work practice
and the response from the
facilitator to my objectives.”
Mental Toughness
What do an elite athlete, a world-class leader and an
entrepreneur have in common?
Do you have it too?
Why is it that some people are able to succeed in the face of
adversity while others can not?
Mental toughness is a learned process that provides superior
resilience, ultimately giving you the competitive advantage. This
short course will demonstrate how mental toughness enables
you to meet and overcome the adversities and hardships that
cause others to stumble or slow down.
Facilitator:
Price
Dates
Jamie Ford
$1995 + GST
10-11 February 2014
14-15 April 2014
2-3 July 2014
3-4 September 2014
26-27 November 2014
“A thought-provoking and enjoyable
course.”
Presentation Skills
When you give presentations in formal situations are you
nervous?
Do you know how to handle questions and interruptions
during a presentation?
The ability to stand and deliver your message confidently is
essential for success in business today. Without a confident
voice, it is difficult to get buy-in and engagement from both your
audience and your stakeholders. This short course covers practical
means for presenting a message effectively, no matter what size
of audience.
Facilitator:
Price
Dates
Roseann Gedye
$2295 + GST
9-10 April 2014
22-23 September 2014
“I feel I am far better prepared for
public speaking which has always
been my greatest fear.”
Places are limited to ensure effective feedback between
participants and the facilitator.
35
Rapid Reading for Business (one-day course)
How bogged down are you by the volume of information you
have to work through each day?
Would less time reading and more time comprehending
change the way you work?
If the information explosion makes you want to run for cover,
then Rapid Reading is for you. This system helps you get through
your business reading in a fraction of the time it does now, with
greater understanding and retention.
Facilitator:
Price
Dates
Nick Read
$1095 + GST
19 August 2014
“At the end of the day, I could read
and comprehend much more
quickly.”
Rapid Reading is a way to help you concentrate and choose only
the most useful material to read.
Technical and Specialist Writing
That’s Easy to Read
If your reader can’t understand your writing, what impact
does this have on your credibility and their ability to
appropriately respond?
How do you make it easy-to-read without ‘dumbing’ it down?
Most of us read work documents in a hurry. We prefer to pick
up a document, read it once, and instantly understand what it is
saying. In other words we crave plain language.
With a set of principles behind making technical language
readable you can make the technical both easy to understood
and interesting at the same time.
36
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Shelley Davies
$1995 + GST
13-14 October 2014
“Useful, relevant and engaging. I
think every business analyst should
do this.”
Tired of apologising for being late? Weary from working late
and on the weekends?
Are you tired of not achieving what you should?
How you think about time and what you do with it makes all the
difference. In this course you will learn a number of practical
strategies to increase your effectiveness and reduce stress by
helping you become more focused on what’s important to you.
Presenter
Price
Dates
Roseann Gedye
COMMUNICATION
AND ENGAGEMENT
Time Management
$2095 + GST
12-13 March 2014
25-26 June 2014
20-21 October 2014
“I have realistic tools that can be
used in any situation.”
Train the Trainer
Would understanding your team’s learning styles empower
you to facilitate training in an innovative and impactful way?
How would it be for your team to walk into their place of
learning and have a clear understanding of their desired
learning outcomes set clearly from the start?
This practical hands-on short course will cover four processes:
The Learning Process, The Design Process, The Delivery Process
and The Evaluation Process. You will be involved in experiencing
all these processes as well as teaching them.
Presenter
Price
Dates
Roseann Geyde
$2295 + GST
5-6 May 2014
1-2 September 2014
3-4 December 2014
“I can see connections on where
things have not worked in the past
and how I can make them work
now.”
37
Leadership
Development
• Change Management
• Facilitation: The Art of Collaborative
Leadership
• From Team Member to Team Leader
38
0800 800 875 |www.exec.auckland.ac.nz
• Leading with Impact: The Power of
Coaching Conversations
• Motivating High Performance
• Storytelling for Leaders: The Power of
the Story
Elizabeth Menzel
Practice Supervisor,
Paediatric Social Work
Starship Hospital
Elizabeth Menzel
Elizabeth attended Leading with Impact – The Power of Coaching
Conversations with Linley Rose.
“I was looking for an opportunity to further enhance my skills and
knowledge in team management and to develop greater awareness
in my practice. The course leader was inspirational, able to weave
theoretical knowledge into her vast experience as a performance coach.
It was also a fabulous opportunity to work alongside managers
from other organisations and professional disciplines – for me this
added to the wealth of experience and provided different
management perspectives.
The course offered all I was looking for and more; it broadened my
understanding of the importance of looking for potential in others and
has enriched my working relationships. With enhanced skills in assisting
others to develop greater insight we can achieve the best outcomes for
our clients.”
Leading
with Impact
In the class of
2013
95%
more than
of all participants highly
rated the active learning
environment
39
Change Management
Are you keeping up with your competitors?
How focused, flexible, and adaptive is your organisation?
Are you able to identify key change agents as your organisation
evolves?
The primary differentiation for all organisations in the new
millennium will be their ability to engage in and adapt to change
- small incremental change right through to major step change
initiatives.
This short course takes you through a step-by-step process to
allow you and your organisation to become more agile and
innovative.
Presenter
Price
Dates
Bryan Travers
$1995 + GST
26-27 February 2014
27-28 August 2014
“I was able to understand
constructive strategies for me to
lead change in my organisation.”
Facilitation: The Art of Collaborative Leadership
How do you drive your team’s achievement without
dominating it?
Do you empower and enable your team on a daily basis – if
not, why not?
Literally translated, facilitation means “making it easier”.
This course focuses on the process, as well as the role of the
facilitator, in order to make it easier to collaborate.
Presenter
Price
Dates
Roseann Gedye
$2295 + GST
26-27 May 2014
“Practical applications - learning by
doing.”
Participants are given opportunities to practise aspects of
facilitation so they can empower their team, find improved
ways of working with each other and take ownership of
outcomes.
From Team Member to Team Leader
Have you recently moved into a management or leadership
role and are wondering how you can help others to perform
at their best?
Has your role changed from delivering your own work to
needing to achieve things through others?
Taking on accountability for the performance and development
of others often means changing the way you work and
communicate. This course will give you practical experience of
tools and techniques that will help you lead your team in a way
that helps you all perform at your best.
40
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Dr Steven Saunders
$1995 + GST
17-18 February 2014
13-14 August 2014
“I felt more empowered to perform
in my role, I now understand how
different personalities play off each
other.”
LEADERSHIP
DEVELOPMENT
Leading with Impact: The Power of Coaching Conversations
Do you want to engage, coach and empower your team?
Do you want to positively impact performance every day
through conversation?
Learn the most powerful techniques of all aspects of
communication to empower yourself and your people. Become a
leader who is adept at using a coaching approach as one of your
leadership styles.
Presenter
Price
Dates
Linley Rose
$1995 + GST
11-12 June 2014
“The opportunity to experience and
learn coaching.”
The communication skills you learn will help you leverage and
improve your teams performance, your ability to influence and
lead within the organisation, and your own confidence as a
leader.
Motivating High Performance
Does your team follow you because they have to, or because
you inspire them to?
If motivation is so critical to organisational excellence and
success, why is there so little emphasis placed on it in most
organisations?
Presenter
Price
Dates
Dr Peter Blyde
$TBC + GST
TBC
This programme will provide you with insights and tools to lead
with inspiration, vision, courage, creativity, passion and optimism.
It will support you in your journey to be a leader worth following.
The course consists of two one-day workshops approximately
three weeks apart). This ensures there is time to reflect, have
conversations within your team and organisation, and to try new
behaviours in your leadership.
Storytelling for Leaders: The Power of the Story
Are you communicating in a way that engages, inspires and
wins hearts and minds?
If not, what are you missing out on?
Leaders walk the tightrope of balancing their time between
inspiring their team, getting buy-in for ideas, living values,
implementing strategy, managing tasks, building relationships,
coaching others and a whole myriad of other demands. The one
element that all these have in common is communication.
Presenter
Price
Dates
Wade Jackson
$1995 + GST
16-17 April 2014
“Great use of real life stories to help
with structure and delivery.”
This short course will help you improve your storytelling and
communication skills, resulting in higher levels of engagement
and productivity.
41
Managing People
and Teams
42
• Business Skills for New Managers
• Influencing and Persuading Skills
• Dealing with Difficult, Demanding and
Prickly Personalities
• Management for Experienced Managers
• Human Resource Management for
Non-HR Professionals
• The Science and Art of Influence
0800 800 875 |www.exec.auckland.ac.nz
• Managing People
Liz Wright
Scholarship Manager,
First Foundation
Liz Wright
Liz attended The Science and Art of Influence with Nick Read
and Joseph Quinn.
“Communication – a tool that we all use every day and one that
can change the course of history. The way you communicate
something is the start of the ripple effect in terms of how that
communication is perceived and then acted on. This is a fun
course, and because it is fun, you get more out of it. Joseph
and Nick presented so well and had the participants engaging
really quickly. There was no way you could hold back. They gave
such brilliant demonstrations of the processes in action. There
was lots of laughter and lots of learning in a very supported
environment. I would absolutely recommend this course to
anyone - we all communicate so let’s do it the best way we can.”
Managing
People
has had
650
2004
5
participants since
there are
offerings in 2014
43
Business Skills for New Managers
Are you finding your new management role overwhelming?
Are you looking for a framework to help you move from
managing tasks to managing people?
This short course is designed for the new manager. It outlines
the various roles and responsibilities of the leader/manager and
offers practical advice, tips and techniques for those embarking
on a management career. You will return to the workplace
equipped with reference material and practical management
tools to lead and manage yourself and your team.
Presenter
Doug Robertson
Price
$1995 + GST
Dates
17-18 March 2014
9-10 June 2014
1-2 September 2014
10-11 November 2014
“Relevant, clear and effectively
communicated - excellent course.”
Dealing with Difficult, Demanding and Prickly Personalities
Are you having problems gaining co-operation from some
colleagues to achieve results?
Are some personalities so difficult to work with that you
simply chose to work around them instead?
This course will show you how to meet the challenge of working
with different personalities. The skills you learn will benefit your
relationships with colleagues, staff, your manager and other
businesses on a day-to-day basis. This course will help you to build
successful teams and achieve results through working with others.
Presenter
Price
Dates
Dr Steven Saunders
$1995 + GST
12-13 May 2014
15-16 September 2014
“Actually provided tools and language
I can take back to work and use.”
Human Resource Management for Non-HR Professionals
Do you find yourself struggling with human resources policy
and processes that you feel could be more effective?
Are you looking to enhance your ability to manage, recruit,
retain and develop your staff?
The recent trend towards devolving human resources activity
to managers within the business has created some challenges.
Anyone with staff responsibility needs to be aware of the
fundamentals of defining, filling and managing the roles that
report to them. This course will gives you the skills and tools to
handle this with confidence.
44
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Jean Avery
$1995 + GST
31 March – 1 April 2014
MANAGING
PEOPLE AND
TEAMS
Influencing and Persuading Skills
How well do you influence others?
If you became better at influencing, what impact would this
have on your success?
The ability to influence and persuade others to take action
is a key skill for business. This highly interactive short course
explores effective theories and practical exercises that improve
communication. In addition, you will gain self-confidence and
assertiveness in getting others to take action, while growing and
maintaining good relationships.
Presenter
Price
Dates
Roseann Gedye
$2095 + GST
26-27 March 2014
4-5 August 2014
1-2 December 2014
“A lot I can take away and apply in
work and in life.”
Management for Experienced Managers
Are you an experienced manager with plenty of practical skills
but with no formal management training?
Are you looking to enhance your management capability in
order to bring out the best in yourself and ultimately – your
people?
If you are like the majority of New Zealand managers, with
plenty of experience but little if any formal management
training, then this short course is for you. It will hone your
current skills, reinforce key management concepts and enable
you to bring out the best in yourself and your team.
Presenter
Price
Dates
Doug Robertson
$1995 + GST
12-13 November 2014
“I am grateful for the practical tools
which I can actually take and apply
in my workplace.”
Managing People
As a manager, success is achieved through your people. How
well do you understand your team and – importantly – how
well do you understand what drives your people?
Do you manage these relationships and responsibilities well?
Many people are promoted into management and leadership
positions because of their technical expertise. Yet managing and
leading people effectively requires a new set of skills.
This short course deals with the key issues of understanding the
people you work with, and how to communicate effectively with
them. It offers essential skills for communication, dealing with
issues, leadership and motivation.
** For more course dates, visit the website www.exec.auckland.ac.nz
Presenter
Price
Dates
Nick Read
$1995 + GST
12-13 February 2014
7-8 May 2014
16-17 June 2014*
25-26 August 2014
1-2 December 2014
“The real value for me was the
longer- term thinking about how
my team operates.”
45
The Science and Art of Influence
In your role, how critical is it to influence stakeholders to be
engaged in your ideas and initiatives?
As a leader, how would team support assist you in your role?
You know effective communication is essential to influencing
positive business results. Addressing what motivates others will
automatically gain their buy-in and differentiate you and your
organisation from others.
Used extensively to facilitate business growth all over the world,
the tools provided during this short course will allow you to
achieve and exceed your personal and professional goals.
46
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Nick Read and
Joseph Quinn
$2095 + GST
19-20 March 2014
29-30 September 2014
“Such brilliant demonstrations of
the processes in action.”
47
Operations
and Project
Management
• Business Process Improvement
• LEAN Thinking
• New Product Development:
Managing the Process
• Operations Management
• Portfolio and Programme
Management
48
0800 800 875 |www.exec.auckland.ac.nz
• Procurement and Contract
Management
• Project Management
• Strategic Management: Formulation
to Implementation
Paul Metcalf
Reena Hira
Junior Marketing and
Project Manager
AllTeams
Reena Hira
Reena attended Project Management with Rob Verkerk.
“Having completed a commerce degree majoring in marketing
and management, these short courses have been a great way
to complement my degree and further my knowledge in specific
fields. I have now attended and funded two short courses - Event
Planning and Management, and Project Management, and both
have been great. I opted for the Project Management course to
gain an introduction into the field as I had fallen into an entry-level
project management role and was interested in developing the skill
set. Rob was an expert in the field, creating an engaging course
using personal experience to illustrate the tools and techniques of
project management. The very next day at work my attitude in my
role had changed as I had acquired tools to be more successful with
my projects. I started receiving positive feedback from clients and
was able to better meet their expectations while creating memorable
experiences for them, as I created environments where they worked
with me to achieve deadlines and remain within the budgets and
scope of their projects.
These courses are amazing and I’d definitely recommend them as a
great way to develop knowledge and skills along with the opportunity
to meet and network with experts in the industry.”
Project
Management
has had
4166
1998
participants since
There are
10
offerings in 2014
49
Business Process Improvement
Do you know what your business processes are?
Are they optimised and moving at the rate of your growing
organisation?
If you do not know what your current process is or what your
optimum process should be, then you won’t know where
to begin or end when it comes to improving your business.
This short course will enable you and your organisation to
understand and practice implementing successful business
process mapping. It will provide you with the tools, processes
and proven methodology to identify your current “as is” business
process and develop the “should be” road map.
Presenter
Price
Dates
Bryan Travers
$1995 + GST
9-10 April 2014
29-30 October 2014
“I’m inspired to make a difference
with the clear and concise
methodologies learned.”
LEAN Thinking
How many steps in your organisation cost resources and time
but add no value for your customer?
Why does your organisation take these steps if they are not
producing any return for your customer?
Organisations are frequently astonished at how often processes
include steps that create more work with no appreciable
difference to the customer experience.
This short course teaches how to implement a LEAN initiative
in your organisation, and is designed to address “how” while
covering “what”.
Presenter
Bryan Travers
Price
$1995 + GST
Dates
2-3 July 2014
“Practical structured approach to
apply LEAN in my organisation excellent course.”
New Product Development (NPD): Managing the Process
Is your organisation creating new products pro-actively or
re-actively?
Is your organisation at a disadvantage in terms of the length
of time it takes to move from ideas generation to product
launch?
This short course will enable you to understand the NPD
process. You will gain knowledge and skills to effectively
organise, co-ordinate and motivate a cross-functional NPD team,
deal with typical NPD issues and manage the process from
beginning to end.
50
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Rob Verkerk and
Saskia van der Geest
$1995 + GST
14-15 April 2014
OPERATIONS
AND PROJECT
MANAGEMENT
Operations Management
Is your operations process “putting out fires” instead of
working pro-actively?
Does your operations process have a unifying strategy that
integrates with the rest of your organisation?
Presenter
Price
Dates
Dr David Robb
$1995 + GST
15-16 October 2014
Operations processes should be deliberate rather than organic.
The creation and distribution of goods and services entails
multiple processes that must be designed, controlled and
improved to meet various performance objectives.
This training approach works through four modules, and utilising
cases, exercises, and a simulation, you will explore key areas
needed to excel in managing operations.
Portfolio and Programme Management
Does your organisation have difficulty choosing the right
projects to back?
Do those projects fight over resources, time and support?
Learn to identify the criteria for project selection and
prioritisation and apply it to the range of possible projects to
ensure that strategic intent is realised. Portfolio management is
concerned with ensuring that you are doing the right projects.
This short course will cover advanced project and programme
management using an interactive approach including case
studies, class discussion and worked examples.
Presenter
Rob Verkerk
Price
$1895 + GST
Dates
7-8 July 2014
“Very valuable real-world stories
among pragmatic advice and
theory.”
Procurement and Contract Management
Are you putting your organisation at significant risk by not
having a good procurement process in place?
Do you understand precisely how your procurement work
impacts your organisation’s financial performance?
Presenter
Price
Dates
Margaret Gilbert
$1995 + GST
10-11 September 2014
Procurement success relies on a thorough understanding of a
suppliers or buyers essential needs, successful negotiation to achieve
mutually satisfying agreements, and the subsequent and ongoing
monitoring of the agreement.
This short course deals with critical facets essential to the
procurement management process.
51
Project Management
Do you have trouble getting your project completed within
deadlines and in your budget?
Are your projects handicapped by the “business as usual”
operations of your organisation?
Project management is the process through which you execute
and deliver a positive change in an organisation, but the process
can sometimes feel anything but positive. You have to organise,
plan, direct and control a project within time and on budget.
This interactive short course is the most popular programme
that Executive Education offers and features the latest project
management practice and theory, as used by the Project
Management Institute. You will be involved in case studies, class
discussion and worked examples.
Presenter
Price
Dates
Rob Verkerk
$1895 + GST
22-23 January 2014
26-27 February 2014
26-27 March 2014*
“Appreciate the ability to take away
resources that I can use at work.”
** For more course dates, visit www.exec.auckland.ac.nz
Strategic Management: Formulation to Implementation
Do the employees within your organisation know what your
organisational objectives are?
Is your organisation’s strategy reactive instead of well
planned?
Strategic management is vital to the success of an organisation.
Most organisations, however, do not plan their strategy with
intent or share that strategy with the employees. They effectively
limit their own success by neglecting these basic steps.
This is a practical short course detailing how to structure an
effective strategic planning process to fit your organisation type
and size.
More importantly, you will learn how to cascade the strategy
down into the organisation, place accountabilities and review
plans effectively.
52
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Daniel Vidal
Price
$1895 + GST
Dates
20-21 November 2014
OPERATIONS
AND PROJECT
MANAGEMENT
53
Sales and
Marketing
• Event Planning and Management
• Prospecting and Lead Generation
• Key Account Management
• Sales Skills
• Managing Your Sales Team for Results
• The Five Pillars of Sales Management
• Marketing Essentials
• Customer Engagement by VoC
(Voice of the Customer)
• Media Training and Fundamentals of PR
• Negotiation Skills
54
0800 800 875 |www.exec.auckland.ac.nz
Brian Farrell
Contract Manager,
Housing New Zealand
Brian Farrell
Brian attended Negotiation Skills with Doug Robertson.
“The primary focus for attending this course was to develop an
understanding of the intricate art of negotiation. I’ve attended
short courses by different service providers in the past, however
these were of varying quality, but Executive Education was highly
recommended to me for its level of professional, engagement
and interaction.
The Negotiation Skills course engaged each participant
individually and collectively as a group. We gained insight into
the real world of negotiation and were able to understand what
it takes to form solid long-term relationships in the business
world and not just quick wins.
The presenter and other participants shared significant life
experience that added to the academic theory and negotiation
models presented. The transferable skills released during this
two- day course were significant and adaptable to any business
conversation.
The greatest insight was the realisation that excellent
negotiation is not only a business skill but a life skill. The
knowledge and techniques have proven to be an indispensable
part of my overall business and personal tool kit.”
Negotiation
Skills
has had
245
2010
4
participants since
there are
offerings in 2014
55
Event Planning and Management
At every point in the event management process, are you
confident that you are maximising your time and budget?
How comfortably do you sleep the night before a big event?
Presenter
A successful event can provide tremendous marketing,
organisational and personal benefits. This short course is
designed to help you plan and deliver a successful event,
covering all aspects of event management including choosing
a theme, establishing a budget, selecting a venue, organising
catering and reaching your target audience.
Dates
Price
Rob Verkerk
$1895 + GST
21-22 July 2014
19-20 November 2014
“I am looking forward to get getting
into the event industry to leverage
this theory and structure, ensuring a
successful event.”
Key Account Management
Are you able to identify key accounts for your organisation?
How important is it for your organisation to be the supplier
of choice?
Presenter
Your key accounts are the ones that your competitors
would most like to acquire. Retaining and developing your
key accounts, assuring their loyalty and locking out your
competition are essential to your survival and success.
Dates
This course is designed for experienced salespeople
responsible for defending, maintaining and growing an
organisation’s key domestic, national or international products
or services.
Price
Doug Robertson
$1995 + GST
29-30 October 2014
“I can now assess what accounts
would be most beneficial to us and
use the tools given to successfully
acquire and manage them.”
Managing Your Sales Team for Results
Are you spending more time and energy on selling products
than developing your team?
How do you find the balance so you can effectively manage,
motivate and lead your sales team?
This short course is designed to cover all the key aspects of
leading and managing a sales force. You will be provided with
the necessary knowledge and skills to develop your sales team
to maximum potential. You will gain an understanding of best
practise sales force management, leadership, motivation and
planning on both a strategic and operational level.
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0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Doug Robertson
$1995 + GST
3-4 November 2014
“I left the course inspired to put
these new skills and tools in place
with my team…”
SALES AND
MARKETING
Marketing Essentials
Have you been promoted into a marketing position but lack
any formal marketing training?
Did you complete a marketing course years ago but feel it is
time to refresh those all-important basic principles?
This short course is designed for executives who want to
develop and implement a culture within the organisation
centered on customers, not the organisation. This course is
designed to ground you in basic marketing principles, thereby
enabling you to design and implement effective marketing
strategies that deliver value to your organisation by being truly
customer centric.
Presenter
Steve Bridges
Price
$1995 + GST
Dates
12-13 March 2014
6-7 August 2014
5-6 November 2014
“I left the course with a far
greater appreciation of the role
of marketing in achieving our
organisational goals.”
Media Training and Fundamentals of PR (one-day course)
Your organisation is in the news, there is a television reporter
at your door – what do you do and say?
Are you confident that you could stand and deliver effective
communication on behalf of your organisation?
Professional media training is designed to help you make
the most of your publicity opportunities while minimising the
potential for damage to your reputation.
Using an interactive training model with video playback and
self-critique, you will see real improvements in your interview
skills, your overall presentation skills and how you express your
key messages. Participants rate this learning process very highly.
Presenter
Price
Dates
Suzanne McNamara
$1095 + GST
20 August 2014
“I have built the confidence to get
in front of a camera and be able to
talk with assurance and poise.”
Negotiation Skills
How confident are you at the negotiation table?
Presenter
Do you make a plan before you get there – or just wing it and
hope for the best?
Price
The ability to negotiate well is both a key business and life skill.
Most of us find ourselves constantly negotiating on an almost
daily basis, regardless of the position we hold or the type of
business we work in. This short course is highly participative
in nature as you will be involved in two case study exercises,
forming teams, preparing and conducting actual negotiations
based on the scenarios provided.
Dates
Doug Robertson
$1995 + GST
10-11 March 2014
16-17 June 2014
24-25 September 2014*
“The greatest insight was the
realisation has that excellent
negotiation is not only a business
skill but a life skill.”
** For more course dates, visit www.exec.auckland.ac.nz
57
Prospecting and Lead Generation
How is your sales pipeline looking?
Are you confident that you are using your time wisely to bring
in the best new business?
Presenter
Price
$1995 + GST
A critical part of our company growth, the ability to prospect for
new business, is a skill neglected by many salespeople. There
are many ways to find new business and to grow revenue. While
many prospecting techniques remain unchanged, newer and
smarter tactics are rapidly evolving. This short course will equip
you with tactics and techniques to successfully search for new
opportunities.
Dates
7-8 April 2014
Alex Chan
Sales Skills
Do your customers see you as critical to their business
success?
Would you be interested in providing added value to your
customers?
Many companies today are seeking not just suppliers
but partners. These companies want to do business with
organisations that can assist them to save money, make money
or in some way add value to their business.
This short course will demonstrate that salespeople have to
act as advisers, problem solvers and consultants to promote
growth, profit and enhanced customer satisfaction for their
clients, and ultimately their own organisations.
58
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Doug Robertson
$1995 + GST
22-23 October 2014
“Thank you - great sales courses
are hard to find.”
SALES AND
MARKETING
The Five Pillars of Sales Management
This short course is built around the “five pillars” of sales
management which are:
• The winning pillar
• The management pillar
• The leadership pillar
• The strategic pillar
Presenter
Price
Dates
Alex Chan
$1995 + GST
19-20 May 2014
• The motivation pillar
Highly effective structural models are discussed, as well as the
correct use of CRMs and gathering market and competitor
intelligence. We also consider a page by page model on how to
prepare a strategic sales plan.
Customer Engagement by VoC (Voice of the Customer)
How well does your organisation understand its customers?
What are your customers looking for and what do they value?
Customer engagement is an important outcome of an
overall customer focus, customer listening and learning, and
performance excellence strategy.
Presenter
Price
Dates
Bryan Travers
$1995 + GST
19-20 February 2014
At the end of this short course you will be able to:
• Identify who your customers are
•Identify what your customers value
•Set priorities and goals consistent with the core customer
requirements
•Determine which core elements you can profitably meet
59
Strategy and
Innovation
• Building a Compelling Business Case
• Contract Law
• How to Integrate Information Systems
and Business Strategies
• Employment Law for Managers
• Implementation of Strategy
• Governance
• Strategic Planning
• Sun Tzu – The Art of War for Managers
60
0800 800 875 |www.exec.auckland.ac.nz
Luke Fleming
Workforce
Programme Director,
Pasifica Medical
Association
Luke Fleming
Luke attended Employment Law for Managers
with Paul Tremewan.
“Before the course I was keen to learn how to better
approach situations and how to prevent certain situations
from happening. With law, a manager needs to have the
knowledge to be able to manage situations effectively.
Since the course I’ve had the confidence and competence to
fulfil my role better. It’s helped me in areas of my employment
that I am not a specialist in.
I’m now armed with knowledge and notes that I know I can
refer back to if I need to.”
Employment
Law
In the class of
2013
97%
more than
of attendees would
recommend the course
61
Building a Compelling Business Case
Is convincing others to take action on your recommendations
critical for your career success?
Are you challenged with creating a succinct, robust business
case that is targeted at the audience who will decide on the
future of a project or investment?
Presenter
The ability to write a compelling business case is a core
competency for effective managers. A compelling business
case could be the only thing standing between you and a
project, resource or investment that will further your career
and improve your organisation.
“The content was clear and
concise. The facilitator allowed
for plenty of discussion and input
from the class.”
Price
Dates
Rob Verkerk
$1895 + GST
8-9 October 2014
This short course will be supported by coverage of relevant
concepts and frameworks through structured presentations,
case studies, practical exercises and group discussion.
Contract Law
Are you confident that you understand the contracting
process?
Are you certain that your contracts with clients are robust
enough to cover all eventualities?
This course will combine structured presentations and group
discussion and activities. Reviews of extracts from actual
cases will be used to illustrate how the courts develop and
apply the principles of contracting process. You will have the
opportunity to explore your current contracting issues and
evaluate your contracting processes. The group will use their
combined experience with contracting to broaden everyone’s
understanding of the contracting process.
Presenter
Price
Dates
Paul David
$1995 + GST
25-26 August 2014
“Paul David is an excellent and
approachable facilitator.”
Employment Law for Managers
Are you confident that you are aware of all your obligations
and rights as an employer?
Are you able to respond quickly and accurately to potential
employment disputes?
The best way to deal with an employment dispute is to prevent
it from occurring in the first place. This course will ensure that
you are aware of the key aspects of employment law. You will be
aware of your obligations and be able to take action to mitigate
employment relations risks and address them on a timely basis if
they do occur.
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0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Paul Tremewan
$1995 + GST
24-25 November 2014
“I highly recommend this to
new managers to help them
develop their understanding on
employee relations and also to
my HR colleagues.”
STRATEGY AND
INNOVATION
Governance (presented in association with EMA)
As a director or potential director, how clear are you on your
duties and responsibilities?
Do you achieve the results that you want from
communications with the board?
Presenter
Price
$1995 + GST
Governance skills have become increasingly critical for
directors, trustees and managers. Understanding the role
and responsibilities of being a director, the value of a board,
why they exist and how they should operate are essential for
today’s business leaders. This short course provides you with
the necessary theory, practise and governance skills to allow
you to operate effectively in a boardroom with the confidence
to be an effective director.
Dates
7-8 April 2014
Dr Brent Wheeler
and Sarah Haydon
“Depth of knowledge and experience
gave credibility to the subject.”
How to Integrate Information Systems and Business Strategies
Does your information systems (IS) strategy help your
organisation to deliver on its business strategy?
Are key IS decisions made by technical specialists without
connection to the strategic direction of the business?
This course provides a complete methodology for integrating IS
and business strategies. Beyond offering a complete analysis
of the major trends impacting organisations, this short course
focuses on contemporary strategy planning frameworks to
understand the steps required to aligning information systems
with business strategies.
Presenter
Daniel Vidal
Price
$1995 + GST
Dates
23-24 June 2014
“The knowledge of the presenter
provided great linkages of business
to IT strategy.”
Implementation of Strategy
Research indicates 70 percent of strategic initiatives fail in
their implementation.
How big a threat is that to your organisation and you?
Presenter
Formulating the strategy is just the beginning and is simple
– deploying the strategy to the front line is tough trying and
requires outstanding leadership persistence.
Dates
Price
Bryan Travers
$1995 + GST
26-27 November 2014
“Comprehensive course with
a step-by-step framework to
implement strategy.”
63
Strategic Planning
Is your vision of the future constrained to today “plus a bit
more”?
Does your organisation pursue minor improvements while
others reinvent themselves and their industries?
Strategic planning is about defining where your organisation
should be in a future that is very different from today. It is a
systematic process of identifying the challenges in reaching
that future, setting goals and planning actions for achieving
them.
This short course provides you with the strategic thinking
skills and techniques to successfully prepare a one-page
strategic plan aligned to the mission, vision and values of your
organisation.
Presenter
Bryan Travers
Price
$1995 + GST
Dates
4-5 March 2014
4-5 June 2014
3-4 September 2014
1-2 December 2014
“I had heard through another
leader at IAG that this was the
best course on strategy available
in New Zealand – and I agree.”
Sun Tzu – The Art of War for Managers
Is your organisation able to find and capture undefended
market territory?
Do you understand your competitors well enough to spot
their weaknesses?
Can you act quickly to take advantage of those weaknesses?
The key to leveraging the “art of war” in business lies in how
your organisation can adapt to the environment and the market,
and in understanding the relationships between you, your
customers and your competitors.
By the end of this course you will understand the core individual
values of strategy and tactics. You will know how to apply them
in winning principles that can be incorporated into your business
regardless of its size.
64
0800 800 875 |www.exec.auckland.ac.nz
Presenter
Price
Dates
Scott Graham
$1995 + GST
21-22 May 2014
12-13 November 2014
“I recommend this course to
everyone but my competitiors.”
65
Index of courses
66
Course name
Facilitator
Category
Building a Compelling Business Case
Rob Verkerk
Strategy and Innovation
Business Forecasting, Budgeting and Strategic
Planning
Susan Hansen
Accounting and Finance
Business Model Design
Dean Prebble
Accounting and Finance
Business Process Improvement
Bryan Travers
Operations and Project Management
Business Skills for New Managers
Doug Robertson
Managing People and Teams
Business Writing Skills
Nick Read
Communication and Engagement
Change Management
Bryan Travers
Managing People and Teams
Coaching and Mentoring
Roseann Gedye
Communication and Engagement
Communicating Confidently through Assertiveness
Roseann Gedye
Communication and Engagement
Company Valuations
Jilnaught Wong
Accounting and Finance
Contract Law
Paul David
Strategy and Innovation
Customer Engagement by VoC
Bryan Travers
Sales and Marketing
Dealing with Difficult,
Demanding and Prickly Personalities
Steve Saunders
Managing People and Teams
Due Diligence
Susan Hansen
Accounting and Finance
Effective Communication Skills
Roseann Gedye
Communication and Engagement
Employment Law for Managers
Paul Tremewan
Strategy and Innovation
Event Planning and Management
Rob Verkerk
Sales and Marketing
Facilitation - The Art of Collaborative Leadership
Roseann Gedye
Leadership Development
Finance for Non-Financial Managers
Susan Hansen
Accounting and Finance
Finance Fundamentals
Marty Perkinson
Accounting and Finance
From Team Member to Team Leader
Dr Steve Saunders
Leadership Development
Governance
Dr Brent Wheeler,
Sarah Haydon
Strategy and Innovation
How to Integrate Information
Systems and Business Strategies
Daniel Vidal
Strategy and Innovation
Human Resource Management for Non HR
Managers
Jean Avery
Managing People and Teams
Implementation of Strategy
Bryan Travers
Strategy and Innovation
Influencing and Persuading Skills
Roseann Gedye
Managing People and Teams
Key Account Management
Doug Robertson
Sales and Marketing
Leading with Impact
Linley Rose
Leadership Development
LEAN Thinking
Bryan Travers
Operations and Project Management
0800 800 875 |www.exec.auckland.ac.nz
Course name
Facilitator
Category
Management for Experienced Managers
Doug Robertson
Managing People and Teams
Managing People
Nick Read
Managing People and Teams
Managing your Sales Team for Results
Doug Robertson
Sales and Marketing
Marketing Essentials
Steve Bridges
Sales and Marketing
Media Training and Fundamentals of PR
Suzanne McNamara
Sales and Marketing
Mental Toughness
Jamie Ford
Communication and Engagement
Motivating High Performance
Peter Blyde
Leadership Development
Negotiation Skills
Doug Robertson
Sales and Marketing
New Product Development
Rob Verkerk,
Saskia van der Geest
Operations and Project Management
Operations Management
David Robb
Operations and Project Management
Portfolio and Programme Management
Rob Verkerk
Operations and Project Management
Presentation Skills
Roseann Gedye
Communication and Engagement
Procurement and Contract Management
Margaret Gilbert
Operations and PM
Project Management
Rob Verkerk
Operations and Project Management
Prospecting and Lead Generation
Alex Chan
Sales and Marketing
Rapid Reading for Business
Nick Read
Communication and Engagement
Sales Skills
Doug Robertson
Sales and Marketing
Stakeholder Engagement
Geoff Pearman
Sales and Marketing
Storytelling for Leaders: The Power of Story
Wade Jackson
Leadership Development
Strategic Management
Daniel Vidal
Operations and Project Management
Strategic Planning
Bryan Travers
Strategy and Innovation
Sun Tzu – The Art of War for Managers
Scott Graham
Managing People and Teams
Technical and Specialist Writing That is Easy to Read
Shelly Davies
Communication and Engagement
The Five Pillars of Sales Management
Alex Chan
Sales and Marketing
The Science and Art of Influence
Nick Read,
Joseph Quinn
Managing People and Teams
Time Management
Roseann Gedye
Communication and Engagement
Train the Trainer
Roseann Gedye
and Engagement
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Discuss your learning
journey with us
We believe the best investment you can make is in yourself. We
also understand that you need to show a return – both on your
learning and also on your investment. Sometimes navigating
your learning journey can be a challenge. “The journey of 1,000
miles begins with one step” – let that one step be a call to
our course advisers.
Dean Withers
Public Course Adviser
Email: d.withers@auckland.ac.nz
Phone: 0800 800 875
Lena Wilson
In-house Programme Adviser
Email: l.wilson@auckland.ac.nz
Phone: 09 923 8788
Facilities at your course
You will join us at the University of Auckland Business School campus where the energy and
engagement of our students is contagious. We have dedicated staff committed to your learning
experience whose primary focus is you and your development.
Facilities available during your time with us include:
• Free carparking at the Business School
• Free WiFi to keep you connected
• Free lunch and refreshments
• Discounted hotel rates for participants travelling from out of town
If there is anything else we can assist with, please contact one of our team.
Kylie Green
Operations Coordinator
Email: k.green@auckland.ac.nz
Phone: 09 923 3590
70
0800 800 875 |www.exec.auckland.ac.nz
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Based in central Auckland, the
University of Auckland Business School
is home to our public short courses.
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Physical address
The University of Auckland Business School
Owen G Glenn Building
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12 Grafton Road
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Auckland
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(Five levels of parking are available
inside the building)
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The University of Auckland Business School
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Postal address
Executive Education
Graduate School of Management
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Email: exec@auckland.ac.nz
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Phone: 0800 800 875
Business School
Owen G Glenn Building
12 Grafton Road
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Auckland
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Private Bag 92019
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0800 800 875 | www.exec.auckland.ac.nz