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The MB Learning Center - 2008 Cincinnati Course Overviews & Dates
McGohan Brabender, the Cincinnati Business Courier and Dale Carnegie Training® have partnered in Cincinnati to offer our Learning Center Sessions via the Courier Classroom. Join other Cincinnati-area professionals who are interested in developing the talent within their organization. For McGohan Brabender clients, there is no cost to attend any of these sessions. We have a limited number of “scholarships” for non-clients and friends (please speak to your McGohan Brabender contact about available scholarships). As with our Dayton and Columbus Learning Center classes, seating is available on a first-come, first-serve basis. To register for Courier Classroom sessions, sign up by clicking here. In turn, we will forward your registration to the Business Courier to make sure you are provided one of the McGohan Brabender "scholarships." You will then receive a confirmation from the Business Courier. All classes will be held at Crowne Plaza Hotel in Blue Ash.
Management Delegation Date: Tuesday, February 5, 2008 (8 AM - 11 AM) 3.0 CE Credits Shortly before a football game the opposing team got possession of the Green Bay Packers playbook. Vince Lombardi said it did not matter that the opposition had his plan because his team would simply “out-execute” them on the field. Execution separates winners and losers. Winning companies have a clear strategy: employees who understand their roles and responsibilities in the plan, and an accountability system that ensures the right things get done on time. They have a disciplined approach to turning strategy into reality. Now you can learn how to bring this same discipline to your company, division, department or business unit at Management Delegation. This intensive program begins by helping you define your role in the company’s plan. You’ll learn to create personal goals that align with corporate objectives and install a personal accountability system for your team that focuses your attention on critical success factors. Learn how to create a team where the members know their roles in the plan, the plan pieces they are personally responsible for executing and what measurements will be used to hold them accountable for results. Why wait? Begin creating a culture committed to “execution” in your organization today! Don’t miss this opportunity to “out-execute” the competition. Learn How To:
Who Should Attend: Any Owner, President, VP or department manager interested in developing a more productive workforce through proper delegation and execution. Course Instructor:
Sales Execution Date: Tuesday, March 4 (8 AM - 11 AM) 3.0 CE Credits Today’s sophisticated buyer can negotiate so many give-backs that the sale is hardly worth making. But you don’t have to be boxed into a corner like that. There are sophisticated selling skills and processes you can use to create a win-win outcome for both you and the buyer. Now you can master these techniques at Sales Execution. This unique seminar will show you how to counter pressure for price and other concessions by demonstrating value and building relationships. It will help you use specific human relations skills to prevent being perceived as a commodity; use Return on Investment (ROI) arguments effectively; and employ closing techniques that prevent the buyer from negotiating you to death an inch at a time. Agreements only work when there is mutual benefit. Learn to create situations in which you and the buyer are satisfied. You’ll learn how to:
Who should attend? Course Instructor:
If you’re on the fast track – someone who has already moved well beyond his or her formal job description – you know how critical it is to be able influence those around you. You are expected to get results – mold a group into a driving force – without any real authority over most of the members because they come from all over the organization. You need new skills to be effective in this environment – skills like winning trust, building credibility and influencing others to your point of view. These are exactly the types of abilities you will acquire at Influencing Without Power: Persuading Your Boss and Peers to Do What You want Them To. This seminar is based on the classic work of Dale Carnegie – the acknowledged master of persuasion and human relations skills. You will learn to communicate up, down and across the organization to build consensus; negotiate compromises that work for everyone; resolve group conflicts before they derail the project; use five types of evidence to gain commitment. In addition, through a set of proprietary exercises you will be shown how to create working alliances and make people glad to do what you want them to do. In today’s matrixed business world, successful leaders are able to work effectively well beyond the narrow span of control granted by a job description. They make the right things happen by gaining commitment and consensus from Who Should Attend? Managers and HR professionals, corporate officers, business owners, and key personnel. Course Instructor:
Successful Sales Leadership “Fail to plan, plan to fail.” Starting the day without a plan means the rest of the day will be spent reacting rather than acting. Leading our team with a plan improves our ability to achieve the results expected of us. We are responsible not only for the environment we create, but also for the processes that produce repeatable economic results. We are also responsible for coaching and developing our salespeople as well. During this session, we will examine the people side of being an effective sale leader and the process side of being an effective sale manager. We will begin with ourselves and where we spend our time for the most profitable action. We will look at ways that we can stay focused on our priorities. We will discover a tool to help us understand what motivates individuals on our team. We will also focus on helping the people on our sales team achieve their vision and goals in life. We will review ways that we can become more effective coaches, raising the performance of our entire sales team. We will address reasons for non-performance. We will practice a skill development process and a system for providing timely feedback that ensures future effort. These combine to provide a way for us to coach and develop our team to reach the objectives of all stakeholders—the salesperson, the sales manager, and the organization. Who Should Attend? Course Instructor:
What Got You Here Isn't Going to Get You Where You Are Going You may think you’re pretty special, having moved up steadily in your career - unstoppable, you’re going places. And maybe you’re right; maybe you are special. But the specialness that has brought you so much success up until now may have blinded you to the things you’re not so good at. You’ve succeeded on your skills, If you’re like most people, you’ve got one, two, maybe three of Goldsmith’s handy Twenty Habits That Hold You Back. Things like your uncontrollable need to always win, to always be right, to pass judgment on others, to make destructive comments, to be negative, to not control your temper - you get the picture. And if you want to take the next step up, you’re going to have to work on your issues. Of course no one has all these bad habits. In fact, some of us have these habits but not to a degree that it really hurts us - our co-workers don’t mind them, even if we are occasionally annoying. But, just about everyone has one or two that are serious enough to affect their success at work. Those are the ones to figure out and start working on. Learn why it’s important you realize your shortcomings, because those around you already Who Should Attend? Senior and C-level managers as well as any mid and upper level managers, preferably as teams. Course Instructor: Ed Eppley, Dale Carnegie Training®
Effectively Managing Meetings & Presentations It doesn’t matter what our career is, sooner or later we’re going to be responsible for hosting a meeting or giving a presentation. If we are moving up the ladder in our professions, at some point we’ll be managing a team, giving project updates, training clients, or giving any number of other business presentations. In this session, we organize the planning process for business meetings and presentations. By planning thoroughly and thoughtfully, we can take much of the anxiety out of giving business presentations and have a powerful impact on our audience. We will also examine our choices when it comes to using visuals, and the appropriateness of certain visuals in different presentation situations. We will learn the guidelines for avoiding visuals that confuse listeners and cause people to disengage. We work on interacting with our visuals in a professional, seamless manner. At the completion of this program, you should have an increased confidence in creating meeting agendas/presentations, and create visuals for those meetings that grab attention and reinforce your message. Who Should Attend? Managers and HR professionals, corporate officers, business owners, and key personnel. Course Instructor:
Planning & Execution Creating the vision and the plan to move toward that vision is leadership. Leaders not only see the big picture and communicate it well, they break that plan down into Organizations face tremendous change as we face the competition of a global economy, acquisitions and mergers, a shifting work force, and ever advancing changes in Who Should Attend? Any mid and upper level manager who needs to produce more, better, faster with less!
Sales managers have to constantly be looking for new sales professionals to hire. Ideally, instead of waiting until we have a sales position open, we constantly look for candidates to establish relationships that could lead to new employees when we need them. If we have done our job well in this area, we have pre-qualified candidates to contact when we need to hire new talent for our sales team. Each sales organization has unique requirements for sales success, based on industry knowledge, experience, technical competence, and product sophistication. In this module, we examine the situations where we typically consider adding to our sales force, the potential sources of new sales talent, and ways to make the entire recruiting effort as organized, objective, and successful as possible. Who Should Attend? Sales Executives and Managers. Course Instructor:
Negotiation - From Conflict to Collaboration Nothing can de-motivate a productive employee faster than a dispute with another co-worker or manager. Conflict in the workplace can lead to a decline in productivity, peace of mind, and the overall well-being of the organization and the individuals involved. In this module, we will determine when mediation is necessary. Conflict situations are frequently complicated and difficult to resolve. By ourselves, we may have limited capacity for dealing with the many issues that might be involved. By collaborating with others within and outside our organization, we can access the experience, expertise, creativity, and values of other professionals to bring the situation to a successful conclusion. Who Should Attend? Owners, Presidents, VP’s, Managers, Business Leaders, HR professionals, and key personnel. Course Instructor:
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