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Dates:
Module 1: 4. - 6. Okt 2017, Module 2: 15. - 17. Nov 2017
Duration:
Module 1: 3 days, Module 2: 3 days
Location:
Schloss Gracht
Tuition:
5,600 €
Target audience

As a managing director, chairman of a subsidiary, or a division manager, participants are faced with M&A transactions and want to base their strategic decisions on a solid foundation.

Key topics
  • The integration of M&A activities in the corporate strategy
  • Acquisition and defense strategies
  • Steps of the due diligence process
  • Business planning and risk analysis
  • Business valuations
  • Financing M&A projects
  • Financing alternatives: private equity and mezzanine capital
  • Legal and tax consequences
  • Post-merger integration
  • Process design
  • Special characteristics of family-owned businesses
Take-home value

Examine each step of the acquisition process, including the following questions:

  • Which opportunities does an acquisition or divestment project offer?
  • How can we establish the strategic fit of a transaction?
  • Do different laws apply to family-owned businesses and publicly listed companies?
  • Which methods can we use to substantiate purchase prices and determine financing needs?
  • discussion with experts from academia and M&A practice on the complex financial and legal steps of the acquisition process
Dates:
13. - 15. Dec 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
Target audience

Managers with several years of professional experience in sales, marketing, or customer management.

Key topics
  • Managing the salesforce: Setting, monitoring, and steering the right key performance indicators
  • Solution selling: Building the capabilities required for selling complex service solutions
  • Digitalization: Transforming sales management through analytics and automation
  • Managing the change: Achieving buy-in from sales managers and sales representatives
Take-home value
  • approaches to modern sales management
  • get to know new frameworks and concepts, research insights, and best-practice examples
  • take a critical look at personal approaches to sales management and plan specific actions for optimization
  • transport the competencies required for a contemporary management of sales into a company
  • capitalize on the exchange between executives form different industries
Dates:
Sep 13-15, 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,000€
Target audience

Executives concerned with initiating, accompanying, managing, or leading change initiatives.

Key topics
  • Understanding the need for change and the challenges accompanying it
  • Archetypes and dynamics of change processes
  • Why change initiatives fail
  • Factors of successful change
  • Dealing with resistance
  • Influencing others to change
  • Individual preferences in change interactions
  • Understanding and leading technical and adaptive change
  • Frameworks and tools for understanding and leading change
Take-home value
  • greater awareness of change processes, typical patterns, and their challenges.
  • deeper understanding of change as a major aspect of organizational life.
  • frameworks and tools to initiate and successfully implement necessary change.
  • solid network of global contact
Dates:
9. - 10. Nov 2017
Duration:
2 days
Location:
Schloss Gracht
Tuition:
2,100 €
Target audience

This course is designed for professionals who already have experience in the field of negotiating and would like to update, deepen, and broaden them.

Key topics
  • Expand and improve your negotiating style
  • Different negotiation strategies for different situations
  • Successfully lead multilateral and complex negotiations over the whole process
  • Update and deepen your knowledge about how to prepare negotiations
  • Controlling negotiations
Take-home value

This program was designed for managers who would like to refresh or extend their knowledge of negotiations. They will learn how to successfully lead complex negotiations methodically and how to deal with obstacles and confusion. By simulating negotiation situations in a “safe environment,” new approaches can be tried and tested.

Dates:
29. Nov - 1. Dec 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
Target audience

Managers involved in strategic decision making and implementation.

Key topics
  • Proactively assessing the competition in an industry as well as their actions and reactions
  • Thinking like a strategist and analyzing strategic options
  • Designing and formulating competitive strategies
  • Business planning for both mature business lines and new enterprises
  • Sustaining your competitive advantage
  • Managing the low-price competition
  • Capitalizing on new opportunities for product innovation
  • Convincing organizations that they need strategic transformation
Take-home value
  • sharpen strategic acumen
  • learn how to apply strategy, both to theindividual role in the company and to the entire organization

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