Management

Target Group: 

• Vice-presidents and directors of marketing
• Product managers
• Entrepreneurs and executives in product development
• Managers facing significant price competition

Program Duration: 3 days

Method: Lectures and group work

Academic Directors: Prof. Dr. Jörn Meissner

Certificate: KLU Executive Education Program Certificate

Contents:

• Financial impact of pricing decisions     
• Price discrimination and performance-based pricing
• Pricing for new products
• Bundling of services
• Using conjoint analysis to measure price sensitivity
• Product line pricing

In today’s hypercompetitive business environment, pricing is the strongest determinant of profit. Few firms, however, have developed a pricing strategy designed to capture the maximum revenue potential from their customers. This failure to address pricing in a systematic fashion can have an enormous negative impact on the firm’s bottom line. In an attempt to help companies address this glaring shortcoming in their strategy, Prof. Jörn Meissner from the Kühne Logistics University has created the Pricing Strategy & Revenue Management executive education seminar as part of an industry outreach and information dissemination effort. The goal is to address the paucity of pricing expertise and satisfy the growing need for information about pricing strategies.

Learning Outcomes and Benefits for your Company

The program introduces managers to the fundamentals of pricing, helping them to develop a framework that is applicable within the context of their industry. Participants acquire strategies, tools and best practices for rigorously tackling pricing issues at both strategic and tactical levels. They will also be able to systematically identify opportunities to boost their firm’s profits through improvements in pricing. Participants will leave the course with powerful insights into pricing issues and a new awareness of additional ways to drive business results via strategic pricing. The bottom line result is the ability to make more profitable pricing decisions for their companies.

Target Group: 

• Mid- and senior-level executives
• Vice-presidents and directors of operations
• Finance, sales, and planning executives
• Product managers
• Entrepreneurs and executives in product development

Program Duration: 3 days

Method: Presentations, productive in-session assignments, group workshops, case studies, and animated computer simulation modules

Academic Directors: Prof. Dr. Jörn Meissner

Certificate: KLU Executive Education Program Certificate

Contents:

• The business process flows framework
• Analyze process flows to target improvement efforts
• Science of lean and six sigma
• Basic process dynamics
• Managing the Corrupting influence of variability

By cutting through the rhetoric and debunking the last decade's fads, this program provides realistic ideas for building sound operating strategies. Executives can discover ways to effectively reinvigorate their organizations and improve performance from the fundamental minutia up to the most crucial deals. These practical tools and concepts present the necessary building blocks for maintaining a competitive advantage and providing sustainable growth.

Learning Outcomes and Benefits for your Company

Participants explore a framework for diagnosing, improving, and designing effective processing systems and for identifying leverage points with the greatest impact on the bottom line. They will learn how to launch programs for revitalizing operations and create an environment centered on learning and knowledge sharing. Further, the program will provide participants with an understanding of the operations planning process, help them create strategies that run parallel with the organization’s overall disposition, and give them the tools to build employee commitment to change and innovation.

Target Group: 

• Mid- and senior-level executives
• Finance, sales, and planning executives
• Product managers

Program Duration: 3 - 5 days

Method: Interactive lectures and case study work

Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Christian Barrot

Certificate: KLU Executive Education Program Certificate

Contents:

• How to identify the key decision makers within target accounts for the solution being sold
• How to build relationships with these stakeholders to ensure that the solution will be considered
• How to identify areas within the client organization that are opportunities for solutions that you can deliver
• How to map these opportunities into structured solutions that maximize the value for both organizations
• How to explain the developed solution in a convincing manner through proposals
• How to position the proposed solution against the competition
• How to ultimately close the sale 

The purpose of this workshop is to introduce the attendees to the current state-of-the-art in complex solutions selling and business development. Attendees will exposed to relevant research, practical frameworks, and modern examples that demonstrate the effectiveness of specific approaches and the problems with historical approaches. Further, a closing session may be added which focuses on developing the presentation skills of the attendees so that they can effectively communicate with customers whether in oral discussions or more formal presentation settings.

Learning Outcomes and Benefits for your Company

Workshop attendees will leave the workshop with knowledge of appropriate approaches to take when identifying accounts and opportunities, developing and positioning solutions, and closing solutions sales, as well as how to present themselves, their company and their solutions effectively.

Target Group: Young professionals with few years of professional experience who are preparing for a management career

Program Duration: 20 days (5 modules, 4 days each)

Method: Interactive lectures, group and project work

Academic Directors: Prof. Dr. Rod Franklin et al.

Certificate: KLU Executive Education Program Certificate

Contents:

• Communications and interpersonal skills
• Critical thinking and decision making skills 
• Problem solving skills
• Team skills 
• Leadership/Management skills

Within KLU’s Young Professionals Program, five modules are taught as four-day integrated classes with project work and home work occurring between the classes. Each class is built around one of the five skills themes and a custom designed case study requiring the application of prior knowledge and the learning delivered during the current class. The final session of training involves not only coverage of the theme for the session, but also includes an extra day in which the individual project teams present the results of their project activities. 

The first module on communication and interpersonal skills focuses on providing the participants with a foundation for interacting effectively in the business world. Participants learn to communicate effectively and to apply interpersonal skills in order to develop relationships. The module on critical thinking and decision making provides the individual with the tools to better analyze situations and make informed decisions. The third module on problem solving skills provides the participants with a framework and set of analytical skills for solving typical business problems. Team skills address effective team interaction for individuals so that they can become effective team members and leaders. Finally, the leadership and skills module addresses the individuals’ leadership and management skills along with their demonstration of learning through their project presentations. 

Learning Outcomes and Benefits for your Company

The skills addressed in the training program are critical to the success of high potential employees. The use of a project that the individuals work in teams on throughout the training program ensures both the students and their managers that the learning developed in the class room can be translated into real action for the organization.

Target Group: High potentials who have already gained relevant first professional experience in managerial positions

Program Duration: 16 days (4 modules, 4 days each)

Method: Interactive lectures, group and project work

Academic Directors: Prof. Dr. Rod Franklin et al.

Certificate: KLU Executive Education Program Certificate

Contents:

• Competitive strategy in a global economy
• Thinking critically and making good decisions 
• Operational excellence and continuous improvement
• Managing customers for the long term

The High Potentials Program is conceptualized as a modular program conducted over the period of two years. Each module requires specialized skills and courses customized to the unique needs of the company’s employees. Specific module content will require development work with corporate HR personnel to ensure that the content flows logically and addresses the particular learning objectives that the company has identified for this level of personnel.

The classes build around team work and self-awareness and create networking opportunities though periodic meetings and work on a joint project. This team project assignment focuses on an issue of strategic importance to the company and keeps the personnel working together throughout the program. The specific nature of the thematic problem that the individuals work on throughout the two-year program may alter the content/focus of material that will be presented and discussed in the modules.

Learning Outcomes and Benefits for your Company

The High Potentials Program focuses on increasing the value of key regional personnel to the organization. Within the program, participants acquire the key skills and knowledge to advance corporate objectives. The highly customized nature of the program ensures that learning outcomes can optimally be applied to the workplace and the specific requirements of the company and its employees.