High Potentials (HiPo) Development Programme

High Potentials (HiPo) Development Programme

Registration Deadline: 27 October 2017

Language of Instruction: English

Training Schedule: 

Subject Trainer(s) Training Dates Training Hours Location
People Management Essentials Mrs. Lefki Angeli 07 & 09 November 08:30 – 17:00 CIIM Limassol
Finance and Accounting for non-financial Managers Dr. Olga Kandinskaia 21 & 23 November 08:30 – 17:00 CIIM Nicosia
Sustainable Operations Management Mr. Thomas Poutas
Dr. Christodoulos Stylianides
28 & 30 November 08:30 – 17:00 CIIM Nicosia
Marketing Strategy and Customer Service Excellence Dr. Yannis Pollalis
Dr. Paris Cleanthous
07, 08, 13 & 15 December 08:30 – 17:00 CIIM Limassol

Overview

An all-round management development programme covering the most essential elements that line managers and team leaders require to succeed in their daily responsibilities.

The series of workshops are highly practical and fully-relevant to the duties of managers of any discipline. The training methodology is interactive and the use of educational elements such as case studies, role plays and realistic tools are applied in order to allow participants to successfully transfer the know-how into their work environments.


Key Outcomes

People Management Essentials

  • Understand the importance of Emotional & Social Intelligence
  • Examine your management style and appreciate the communication & working style of others
  • Develop accountability and reliability
  • Attain methods to develop your teams successfully
  • Provide effective feedback to maximise your team’s productivity
  • Appreciate conflict management and resolution

Finance and Accounting for non-financial Managers

  • Learn the terminology of accounting & finance
  • Understand the principles involved in preparing financial statements
  • Interpret and use the information contained in financial statements
  • Understand the budgeting and reporting process
  • Appreciate the limitations of financial statements
  • Master practical tools of financial analysis
  • Identify ways of increasing cash flows

Sustainable Operations Management

  • Understand how to integrate business-driven Sustainable Operations across a value chain
  • Learn to balance and align varying stakeholder (customers/consumers, suppliers, employees and investors) expectations with business realities (both financial and cultural)
  • Utilize life cycle thinking to prioritize sustainability efforts
  • Examine the application of various real-world sustainability tools related to carbon footprint analysis, energy efficiency, product sustainability, sustainable buildings, water risks and supplier engagement
  • Understand the importance of sustainability data management and validation in developing meaningful metrics and goals
  • Learn to communicate Sustainable Operations implications and business benefits in simple, effect and authentic ways, and to present clear business-focused updates to executive management

Marketing Strategy & Customer Service Excellence

  • Examine the role and importance of contemporary marketing
  • Analyse evidence of marketing as a tool for corporate success
  • Understand customers, their behaviour and preferences
  • Examine customer delight as the cornerstone of marketing
  • Appreciate customer management techniques and the practices for successful relationship development
  • Examine the optimal management of customer service and service quality
  • Apply the VALS methodology for segmentation and perceptual mapping
  • Explore the branding principles and consumer involvement
  • Appreciate the principles of customer experience
  • Develop emotional intelligence and learn how it contributes to sales and customer service excellence
  • Understand and manage moments of truth and critical incidents in services
  • Learn why services fail and attain tips to recover failed support services
  • Use tools used for strategic analysis
  • Understand the strategy development process
  • Become exposed to a strategy toolbox
  • Understand the process of strategic planning
  • Practice tools to create insight into the industry, markets, the company and the competition
  • Learn how to synthesize insights to come up with strategic options
  • Understand how to successfully implement the company’s strategy

Designed for

  • Senior Managers
  • Business Unit Managers
  • Line Managers
  • Team Leaders
  • Managers with technical background who have not received a formal business management education

Topics to be covered

People Management Essentials

  • Benefits of managing people effectively
  • Resonant and dissonant management styles
  • Appreciating personality and communication differences
  • The impact of your own management style to others
  • Communicating with empathy and rapport
  • Enhancing listening skills
  • The causes of conflict
  • Strategies to avoid conflict
  • Techniques to resolve conflict
  • Developing people’s potential
  • Overview of the coaching approach
  • Types of feedback
  • Planning a feedback process
  • Handling difficult feedback situations
  • The benefits of receiving feedback
  • Overview of Team Building

Finance and Accounting for non-financial Managers

  • The role of accounting and finance in the management process
  • Communicating financial performance
  • Financial statements
  • Measuring and reporting profitability
  • Current vs. capital expenses
  • Depreciation rules
  • Tracing changes in revenue, costs and income
  • Balance Sheets
  • Assets, liabilities and equity
  • Current vs. Fixed Assets
  • Capital Employed
  • Gearing and Liquidity
  • Cash Flow Statements
  • Ratios
  • Steps of the Financial Planning Process
  • Forecasting sales and net income
  • Budgeting
  • External Financing
  • Variance Analysis and KPIs
  • Break-Even Analysis and Cost-Optimisation
  • Practical examples, cases and illustrations from local and international companies

Sustainable Operations Management

  • Overview of Sustainable Operations and Strategy
  • Value Chain Analysis
  • Facility Operations
  • Sustainable Procurement and Logistics
  • Operational Audits and Standards
  • Stakeholder Engagement
  • Delivering Sustainable Products and Services
  • Suppliers Risk Assessment
  • Operational high-impact priorities
  • Sustainability Performance
  • Sustainability Data, Metrics, Validation and Goal Setting
  • Sustainability Reporting and Lean Operations
  • Role of Competencies
  • Protecting Assets for Risk Mitigation

Marketing Strategy & Customer Service Excellence

  • Principles of Marketing and Consumer Behaviour
  • Contemporary marketing revisited: its role and importance in the current economic landscape
  • Business practice evidence on the significance of understanding customers’ needs for corporate success and long-term profitability
  • Customers: the essence of business practice and the focus of all marketing activities
  • Understanding the preferences and behaviour of customers: imposing logic upon the perceived irrationality of the decision maker
  • Creating and sustaining competitive advantages in an increasingly competitive marketplace: the power of customer delight
  • Strategies for developing and managing customer relationships
  • The achievement of service excellence
  • Customer service and service quality: optimal management for customer delight
  • Moments of truth, critical incidents, service failure, and service recovery: can they too lead to customer delight?
  • Positioning, branding, and communicating for service excellence: analysis and evaluation of successful contemporary examples
  • The importance of creating an exceptional customer service experience and customer delight in your business
  • The usefulness of customer complaints to improving operations and customer service
  • Dealing with complaints and "difficult" customers: an opportunity to improve operations
  • Handling different types of customers in different ways
  • Using emotional intelligence skills to improve customer service and sales
  • Overview of Strategy
  • How firms gain competitive advantage
  • The strategy planning process
  • Industry Analysis
  • PESTEL Analysis
  • Industry Structure and the 5-Forces Model
  • Sources of Competitive Advantage and Identification of Trends in your Industry
  • Market Analysis
  • Market Segmentation
  • Segment Profiling and Prioritisation
  • Identifying Market Priorities
  • Company Analysis
  • Porter’s Generic Strategies
  • Core Competencies
  • Profiling Competitors
  • Competitor Mapping
  • Competitor Positioning
  • International Competitiveness
  • Foreign Market Entry Strategies
  • Market Selection
  • Choosing the right entry mode
  • Strategic Options Selection
  • Strategy Execution and Monitoring
  • Developing the implementation plan
  • Managing execution of the implementation plan through Key Performance Indicators

Trainers

All CIIM Executive Education programmes are developed and taught by CIIM resident and visiting faculty who are widely recognised as skilled professional trainers with local and international business experience. Through many years of business consulting and teaching experience, CIIM faculty develop innovative long-lasting practical concepts that shape the practice of your daily professional responsibilities. The result is a practical educational experience which is designed to have an immediate effect into your business environment.

Lefki Angeli

Mrs. Lefki Angeli 
(Bio)
Human Behaviour Specialist
Associate Expert, CIIM

 

Olga Kandiskaia

Dr. Olga Kandinskaia 
(Bio)
Director in Business Management
Resident Expert, CIIM

 

Thomas Poutas

Mr. Thomas Poutas 
(Bio)
Strategic Business Development Manager
Resident Expert, CIIM

 

Christodoulos (Takis) Stylianides

Dr. Christodoulos (Takis) Stylianides 
(Bio)
VP of Operations
Resident Expert, CIIM

 

Yannis Pollalis

Dr. Yannis Pollalis 
(Bio)
Consultant and Professor of Strategic Marketing and Management
Associate Expert, CIIM

 

Paris Cleanthous

Dr. Paris Cleanthous 
(Bio)
Consultant and Associate Professor of Strategic Marketing and Management
Resident Expert, CIIM

 

Dr. Yannis Pollalis

Dr. Pollalis, is a professor of Strategic Management & Policy in the Department of Economic Science at the University of Piraeus in Greece since 1999, and since 2004 is the founder and Director of the Graduate Program in Economic & Business Strategy.

He has consulted, researched and published numerous articles on strategic marketing, management of information systems, strategy formulation, e-business development, leadership, emotional intelligence and leadership.

In the Greek private sector, he has chaired numerous committees for the development of information systems and has been a special technical consultant in many public sector projects (e-procurement for public services, e-NAYTILIA, Police on-line, etc.), especially in the areas of strategic business planning, reengineering, and procurement planning (Ministry of Commercial Shipping & Maritime Affairs, Hellenic Defense Systems, Ministry of National Development, Hellenic Post , Greek Exports Organization, National Bank of Greece, OTE, etc.).

In addition, he has served as a Keynote & Motivational Speaker and a consultant in issues of Leadership, Human Resources Development, Motivation for Employees, Coaching & Teamwork workshops (Train-the-Trainer), Marketing Planning, Strategic Planning, Performance Management & Measurement Systems (Dixons’ South Europe Group, IASO General Hospital, Hellenic Private Hospitals Organization, L’Oreal Hellas, Altec Telecoms, National Bank of Greece, Oriflame SA, Psimitis SA, Hermes Group-Cyprus, AMGEN Hellas, Yellow-Pages, Interamerican Insurance Group, ING Group, MDRT, LIMRA, GAMA Hellas, etc).

He has published 15 books in the areas of management, strategic planning, information management, e-business, marketing management, organizational behavior and business corporate strategy. His research has been funded by the Onassis Public Benefit Foundation, NATO’s Science & Research Program and the European Network for SMEs Research. He is in the editorial board for The International Journal for Information Management (IJIM), The Journal of Marketing & Operations Management Research and has served as Associate Editor for the Journal of Applied Systems Studies (JASS) and Editor for the International Journal of Economics & Business (SPOUDAI). He has served as a faculty member for iSchool during 1993-1998 and since 2002 he has been a visiting professor for the Summer Leadership Institute at Syracuse University, New York.

Mrs. Lefki Angeli

Mrs. Angeli is a former practitioner in sociology and psychology and as such, she has a strong understanding of human behaviour and the motives that drive this.

With a distinctive passion for human improvement and development in all the positions she has held during her 20+ year professional journey, she has actively sought to be involved in, or responsible for the training and development of those around her including colleagues and clients. Therefore, she has extensive experience in the training of business professionals of all levels and across industries and areas of specialty.

Some of her most prominent courses include emotional intelligence in the workplace, effective presentation skills in formal and informal settings, effective people management in the office and effective communication at work - from hearing to reflective listening.

Dr. Olga Kandinskaia

Dr. Kandinskaia is Assistant Professor of Finance at CIIM and Director of the MSc Business Management. She has over 20 years of local and international experience in business training. She teaches MBA and MSc courses and delivers corporate executive trainings.

Her expertise is in the areas of Accounting and Finance, Business Planning, Strategic Investment Decisions, Corporate Finance, and Financial Modelling. Her focus is on interactive, customized and practically relevant learning where theory is applied to real-life cases.

Dr. Kandinskaia joined CIIM as a full-time resident faculty in 2011. Before joining CIIM, she had taught MBA programs at the University of Greenwich (UK), the University College Plymouth, St Mark & St John (UK), MGIMO University (Moscow, Russia) and The Graduate School of International Business of the Academy of National Economy (Moscow, Russia).

Mr. Thomas Poutas

Mr. Thomas Poutas holds an MSc. in Organizational Sociology and Economy and is an experienced Business Consultant, Trainer and Coach. For a number of years, he has delivered executive seminars in various sectors and countries including Germany, CEEMEA and China.

Mr. Poutas has developed and delivered in-house and public workshops and trainings for more than 3,000 participants (Leaders, Executives and many employees from different cultures in CEEMEA) and training areas have included: Change Management, Business Process Management, Sales Management, Sales Process Management, Time Management, Balance Scorecard, People Leadership, LEAN- KAIZEN, Time Management, Intercultural Communication, Personal Positioning and others.

Furthermore, he has participated as coordinator and project manager in many European funded projects. In Cyprus and Greece he has advised numerous companies in Business Performance Management.

Dr. Christodoulos (Takis) Stylianides

Dr. Stylianides has been with CIIM since 1991 teaching Total Quality Management (TQM), Operations Management and Project Management. He is currently examining the use of the SERVQUAL model in public sector and semi-government organisations.

Dr. Stylianides has worked for over eight years with Hellenic Mining Co. Ltd and Hellenic Chemical Industries Ltd holding various positions including Plant Manager for the Phosphoric Acid Plant and the Fertiliser Bagging Plant.

He was also the Operations Manager of the Robert Perkins Engineering Computer Centre for Advance Technology and has been a consultant to several companies in North Dakota and Minnesota in the area of Quality Management.

Dr. Paris Cleanthous

Dr. Cleanthous is an Associate Professor of Marketing and Strategy at the Cyprus International Institute of Management (CIIM). He is also the Director of the MBA and MPSM programmes at CIIM.

Prior to his appointment at CIIM, he was an Assistant Professor of Marketing at New York University’s Stern School of Business and a Lecturer at the University of Cyprus. He has also held positions at the International Monetary Fund, KPMG and Korea University.

Dr. Cleanthous received his Bachelor of Science in Economics and Mathematics from the University of Michigan, Ann Arbor. He then continued his studies at Yale University where he received his Master of Arts, Master of Philosophy and Doctor of Philosophy in Economics. His fields of teaching and research are strategic innovation, marketing strategy, competitive advertising and market research.

He has consultancy experience in market research, product innovation, new product targeting, positioning and promotion. He also has consultancy experience in governmental and academic forums.


Programme Fee

The programme has been approved by the HRDA (ΑνΑΔ). Organisations registered in Cyprus, who satisfy the HRDA criteria, are entitled to apply for the subsidy and therefore their emolument will be the net fee, as described below:

Gross Fee (before subsidy): €2,362

HRDA Subsidy: €952*

Net Fee (after subsidy): €1,410*

No VAT is charged due to CIIM’s non-profit status. Fees include tuition, educational materials, lunch, coffee-breaks and refreshments.


Application

To proceed with your registration, please click the button below to apply online. Reservation of seat is subject to availability.

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