Cranfield Executive Development

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Preparing people and business for the decade ahead Apprenticeship Levy Consultancy and custom solutions Open programmes

• Customised • Apprenticeship Levy • Open

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Contents

Welcome Consultancy and custom solutions Align your learning strategy Apprenticeship Levy Senior Leader Programme Case study - AON Open programmes - The decade ahead General management Case study - Belmond British Pullman Leadership Strategy Logistics and supply chain management Marketing, sales and client relationships Project and programme management Growing businesses Free development opportunities 20 22 24 28 30 32 34 36 8 14 16

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We offer a unique solution combining leadership and management development services, blended with technical expertise.

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Welcome

Pioneers in developing people and organisations

Our ethos is to transform knowledge into action. Our world-class, acclaimed faculty are armed with cutting edge industry insights, offering clients fresh perspectives, ideas and solutions to the global challenges they face. Combining consultancy expertise with diagnostics and assessments, we can fully understand your specific context and unique challenges; involving you in every step of the solutions we co-create. We use our Design for Impact™ methodologies to co-develop customised solutions, specifically built to produce the impactful results your organisation requires. Cranfield clients gain access to our international industry network; building fruitful relationships with key players. Bringing Cranfield expertise into your organisation is a powerful way to build momentum for your business transformations and for resolving your organisational challenges.

Leaders of major global organisations turn to Cranfield Executive Development (CED) for critical thinking, contemporary education and business improvement. Faced with digital disruption, volatile markets, uncertain futures, complex economics and ambiguous political landscapes, now is the time to equip your management teams for the future. Since Cranfield University’s inception in 1946 we have unlocked the potential of people and organisations; working with business leaders and their management teams to overcome industry specific challenges through our research, education and specialist expertise. We have transformed global organisations, delivering innovative solutions and setting new standards in how leaders and teams overcome complex problems. Our specialist postgraduate University has been creating leaders in technology and management for over 70 years, giving you access to a network of multidisciplinary thought leaders, key influencers and industry experts.

“Our expert-driven consulting offering leverages the world-class, industry-specific research generated by Cranfield University. This contemporary expertise enables us to support organisations in identifying and tackling the emerging wicked problems they face. We are ideally positioned to build unique and sustainable solutions that address pressing organisational problems; taking a systems approach to building capability and empowering our clients.” Mark Threlfall, Director Cranfield Executive Development

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Consultancy and custom solutions

A fresh approach from Cranfield University

We believe that effective consultancy requires a totally customer-centric approach. We are a new breed of university-backed consultancy organisation, with the capability to meet the challenges presented by the unchartered territory and times in which we are all now living and working. Access our research, people-centred approaches, tools and technical expertise to understand and overcome your most complex issues with innovative solutions that are designed for impact. Global forces are constantly triggering new challenges that will impact every organisation differently. Business leaders are faced with huge shifts that threaten to destabilise their business models, organisational design, leadership and management.

We offer a unique solution combining leadership, management and technical expertise We seek to interpret your current and future strategic and operational challenges and underpin them with world class thought leadership, deep expertise and resource.

Your challenges

World-class executive and leadership development with sector-specific technical expertise. University-wide team will tackle your challenges with a solution that will deliver the outcomes you need.

Leadership

Energy and Power

Environment and Agrifood

Transport Systems

Defence and Security

Manufacturing

Water

Aerospace

Technical

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We are organised into eight practice areas

Root cause analysis to inform planning and decision making

Equipping leaders to provide direction, guidance, motivation

Turning ideas into action

Analytics

Innovation

Leadership

p l

Equipping managers with practical tools and techniques

Managing change in complex environments

Change management

Management

O r g a

i s

Operational excellence/ organisational development

Future of work

Sector-based technical support

Aligning systems and processes

Building a fit-for-purpose workforce

World-class Cranfield expertise

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Consultancy and custom solutions

Design for Impact™ is our proprietary methodology that has been grounded in more than ten years of research. It offers leaders, managers, L&D and OD practitioners the frameworks, instruments and tools needed to ensure learning strategies contribute to corporate goals. Obtain insights from our findings, observations and recommendations By determining your strategic orientation, the approach considers how the shift in your strategic context will drive the need for change within your leadership, management and workforce populations. The process considers job roles, responsibilities, learning styles and preferences. An audit of your existing learning provision will identify both suitability of existing provision and gaps. Our specialist team facilitate the end-to-end process and interpret your data. Whether change is required at the corporate, divisional or business unit level, resetting your learning strategy so that it aligns with your corporate strategy is vital to success. Align your learning strategy to your corporate strategy

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Digitally enabled transformative leadership development

Create your digital learning, development and talent strategy. Choose from a list of options and configure a digital learning solution that drives your corporate strategy.

Expand your use of digital learning

The adoption of Education 4.0 is accelerating. Digital fluency is becoming a must have.

Employees expect to be able to access and engage with learning and development that: • Is highly relevant to their job role, time constraints and career goals, • Incorporates a wide range of education systems and tools, • Is accessible on their preferred devices, • Features multi-sized learning delivery.

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Consultancy and custom solutions

Business simulations

Simulations: Learn through leading a fictional organisation.

W ith you, we configure and deliver a tech-enabled, simulated learning experience that will: • Increase rate of learning transfer, driving on-job performance, • Maximise returns for your people and organisation, • Decrease risk of spending budget on costly, zero-value based learning, • Each experience is founded on key value-principles that are aligned to today’s business reality: winning, improvement, problem solving, making change happen, achieving transformation.

How it works

Our business simulations will allow your people to take control of a fictional organisation. They learn and practice in a safe, risk free environment, sensitising them to potential and real-world situations they may face. Every simulation mimics real life situations that reflect the volatile, uncertain, complex and ambiguous (VUCA) world we live in. Learners are challenged by simulation changes which reflect the VUCA nature of business markets. Our simulations accurately replicate how: • Areas of a business interact with each other, • The decisions of an individual organisation will impact on the market, • The decisions taken by individual organisations competing in the same market will impact on each other’s success.

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Achieve positive impact

Team Galvanises, Develops competencies (team-based), Builds new dynamics,

Improves team working, Effects culture change.

Organisation

Individual

Develops business acumen, Builds knowledge, Develops skills, Achieves behavioural change, Enables critical thinking, Improves on-job performance, Increases engagement, Elevates application levels, Fuels career progression.

Lead and manage remotely, Increases the returns from your learning budget, Focusses on your unique situation, Provides a structured approach, Delivers a range of tools and approaches, Clarifies corpora te aims and goals to the participants, Sets direction.

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Apprenticeship Levy

Investing your Apprenticeship Levy

Since the introduction of the Apprenticeship Levy, Cranfield School of Management has been one of the largest Level 7 Senior Leader Apprenticeship providers in the UK.

Whether you are an apprentice looking to widen your knowledge, skills and behaviours or a business identifying a need to up-skill your workforce, we have everything you need to develop yourself and your team through a portfolio of Level 7 Senior Leader Apprenticeship programmes. This is a new, fast-paced executive education programme portfolio for large in-company groups, blending targeted management, leadership frameworks and theory, with practical application and performance.

Our triple-accredited and globally ranked school has supported over 1,500 apprentices since we launched our portfolio in 2017. We currently have 1,000 apprentices across 30 cohorts attending our programmes. Our apprentices have achieved exceptional pass rates, with a first attempt pass rate of 98% and 100% success overall, with over 80% achieving merit/distinction. We believe that there is no one mould for a Senior Leader; for this reason, we have developed a range of programmes that satisfy the differing needs of organisations and their learners across experience and specialisms.

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Apprenticeship Levy

New Apprenticeship Levy copy

Senior leader programme

Cranfield Executive Development’s Strategic Leadership Portfolio is a unique opportunity for employers to develop their talent pools with an industry-specific learning experience. The Strategic Leadership Portfolio is an opportunity for businesses to utilise their levy to support their employees in a fast-paced learning environment.

The portfolio is for employers who want to accelerate the development of a cohort of:

High potentials, Functional leaders, Directors and executives.

Programme benefits

The Strategic Leadership Portfolio is an opportunity for you to leverage your levy for the majority of your full leadership talent population with a personal, fast-paced and commercial development opportunity with one of the UK’s top business schools. It is also an opportunity for you to benefit from the organisational development impact that comes from collaborating in an ‘at scale’ executive development programme with a world-class provider. Individuals who undertake the programme will develop their commercial knowledge, whilst demonstrating the skills and behaviours in the workplace that underpin successful strategic leadership. As an employer organisation you will enhance your succession planning, strengthen your leadership pipeline and improve retention; creating a network of change makers returning commercial propositions and plans, with the support of Cranfield experts, that contribute to sustainable growth, strategic insights and successful change.

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Apprenticeship Levy

CASE STUDY - AON ‘Working with Cranfield has given us the confidence to be bold’ For some businesses, investing their Apprenticeship Levy fund in sponsoring their future leaders through a Masters-level qualification is about creating a catalyst for change. But, for leading global insurance broker and HR consulting firm Aon, the business was already facing change aplenty. Enrolling a number of high-potential employees onto Cranfield’s Business and Strategic Leadership MSc was about moving forwards through transformation to the future ahead.

“Like a lot of employers, we had thought about how we could use the Apprenticeship Levy to meet the ambitions we had for developing our UK leadership,” explains UK Talent Lead Julie Hyett.

Customised to organisations’ own needs and aspirations, it aims to equip future leaders with the knowledge, skills and capabilities they need to help shape and drive forward their company’s strategic agenda.

For Aon, it was this opportunity to work with Cranfield to customise the programme that really appealed. UK CEO Julie Page was among those involved in flexing elective modules and project work to suit the needs of the cohort and the business itself.

Following such a targeted programme, it didn’t take long for the benefits of working with Cranfield to become apparent.

“Cranfield has been an ideal thinking partner,” explained Julie. “The idea of leveraging the Apprenticeship Levy from the beginning was about integrating learning and the working experience to improve the value we give our clients through personal and project transformation.”

“Working with our UK CEO has ensured the programme has been firmly integrated into delivering this client value. We have been able to play real business challenges through the programme and having access to Cranfield’s expert advice for everything from module choice and planning strategic projects to briefing our Executive has given us the confidence to be bold.” “The Cranfield team built out a brief on us as a business at the start, which they shared with key delivery and project personnel. This has tracked through each engagement, honing the line manager briefings they deliver, landing the launch with impact and ultimately giving us the confidence to engage our Executive at every stage with the set-up, implementation and tracked outcomes of the development programme.”

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“Our learner cohort is a mixture of emerging and existing leaders, consultants and technical specialists across financial services as well as reward and human capital advisory,” said Julie. “They are all highly intelligent and engaged, and we needed a programme that we knew would stretch and challenge them, growing their confidence and helping them to progress in their current role and within the firm in order to help us pursue our strategic agenda.”

“The pace of learning has been good, with a large amount of content covered in sufficient depth but plenty of opportunity to ask questions if needed – and the technology worked well the vast majority of the time!”

“We are delighted with how it is going so far, and the future looks promising for the short, mid and long-term outcomes of this partnership,” she added. “Cranfield has met the sophistication and appetite from the group head-on, with a practised and commercial approach that matches well with Aon’s values. We look forward to working with them further in the coming months.”

“Cranfield has been an ideal thinking partner”

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Open programmes

The decade ahead

Use our open programme portfolio to build inspirational executive development pathways.

People and organisations are facing disruption and unprecedented challenges. What worked last year may not work in the next. As the pace of change continues to accelerate, the acquisition of new knowledge, skills and behaviours becomes vitally important. Investing in the right learning and education can have a transformational effect at organisational, team and individual levels. Experience learning that goes beyond knowledge and skills. Enjoy building social capital and participating in wider debates. Learn from others, as rich and diverse ideas and solutions are shared and created. Benefit from the intellectually stimulating real-world insights that our faculty team inject into each interaction. Gain access to professional networks where career-lasting relationships are developed. How we can equip you for the decade ahead Whether you are responsible for your organisation’s corporate learning and development plan, or looking to accelerate progress towards achieving your personal professional objectives, you can be certain of experiencing contemporary, high-impact, transformative learning at Cranfield that will equip you for the decade ahead. For organisations The portfolio provides an opportunity to select and connect courses together to create a programme of learning. Our expert team of advisors can work with you to incorporate your existing development programmes with courses from our portfolio; creating a framework of learning that aligns with your strategic and operational goals. For individuals Our advisors can work with you in a solution-orientated way to understand your career goals, job responsibilities and prior learning experiences. From here we can identify a range of options together, that are right for you . The Bettany Centre of Entrepreneurship The Bettany Centre unlocks the entrepreneurial potential of high growth businesses through linking research, education and practice. Its flagship Business Growth Programme is the UK’s longest running programme for owner-managers looking to take their business to the next stage. The Praxis Centre for Leadership Development For over 30 years the Praxis Centre has been at the forefront of leadership development programmes which are unlike anything you will find in the market. Past participants have described Praxis as a finishing school for experienced leaders.

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The portfolio provides an opportunity to select and connect courses together to create a programme of learning.

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Open programmes

General management

Built on over 40 years’ experience of developing leaders, our general management programmes assist managers at key transition points into wider roles in their leadership careers, helping you to transition smoothly and to have more impact, more quickly. Each course is an immersive experience that supports you over an extended period of time, incorporating a number of modules, with the time and opportunity to return to the workplace and put into practice new learning from sessions at Cranfield and online.

Programme details

Breakthrough Leadership Programme

General Management Programme

Break through to director level leadership Perfect for senior managers moving into director level roles to help build exceptional levels of strategic, high performance and self-aware leadership. This programme will help you shift the balance of how you create value from strategy implementation to strategy making and to bring new thinking to managing stakeholder and strategic tensions. • Develop your organisational leadership and personal effectiveness at director level. • Understand the big picture, external perspectives and emerging trends. • Enhance your ability to formulate

Acquire a broader business perspective to deliver greater value Designed for managers in functional or specialist roles who need to develop a wider business perspective, this programme supports your transition to a cross-functional leader. Realise the knowledge, skills and confidence you need to deliver real long-term organisational value. • Grasp a defined understanding of the strategic issues facing your organisation’s key functions. • Cultivate your ability to work effectively with conflicting perspectives and changing priorities. • Develop a greater ability to influence effectively across functions at all levels. www.cranfield.ac.uk/som/gmp

strategy and increase your implementation capability. www.cranfield.ac.uk/som/blp

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Organisations that have already benefited from these programmes: • Anglian Water Services Ltd, • Card Network Solutions, • Carlsberg Breweries, • Jaguar Land Rover Ltd, • MHR Ltd, • Santander UK Plc, • The Master Innholders, • Willis Towers Watson Plc.

Talent Development Programme

Develop your management perspective and leadership capabilities Suitable for early-career professionals recognised as having high managerial potential. Develop the ability to influence without authority and learn where to add value which delivers results. Combining key managerial knowledge with personal leadership development, the programme offers you the opportunity to realise your promise early in your career. • Work beyond your managerial and specialist comfort zone. • Understand how organisational decisions are made and the role of constructive politics and social dynamics. • Build the confidence to challenge influential people constructively. www.cranfield.ac.uk/som/tdp

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Open programmes

CASE STUDY - Belmond British Pullman Talent Development Programme Why did you choose the Talent Development Programme? The reason I chose the Talent Development Programme was because I wanted to take the opportunity to break out and spend time with fellow professionals from different industries. I knew it’d be very interesting to spend some time on the challenges that we had in common because I was sure there’d be a lot of commonality across the various industries. I wanted to discover more about how they dealt with their own challenges and the different applications they brought to the challenges. This is what I could implement in my organisation. What did you hope to achieve from doing the Talent Development Programme? There were challenges in my career at the time as I was transitioning from one role to another so the programme came at a good time. I was taking a fairly significant step forward in my career. Going into the course, I really wanted to be able to step into my new role with a different frame of mind. Doing this course was about learning new skills and new business practices but also an opportunity to learn more about how I functioned as a leader and manager, and what lessons I could take so that I could start my new job in the best possible way. How did the programme develop you as an individual? I realised fairly quickly that I was developing throughout the programme, I could feel the changes in myself, in the way I was thinking about things. It was also interesting to watch other people take that journey with me. There was a complete transformation. People were engaged in the value of the course, in being taught how we could better look at ourselves and our own personal development. What were the key takeaways from the programme? The Talent Development Programme became an interesting journey. I knew from various past participants that there’d be a surprise at some point so I went into it expecting the unexpected. During the group project work I learnt a lot about group dynamics. I also learnt about leadership, and self-reflection, and looking at how you function with a group and potentially do it better moving forward. What advice would you give to someone thinking about doing the Talent Development Programme? If I was going to advise someone who was thinking about joining the course at Cranfield, I’d say don’t be intimidated. It can seem quite difficult at a first glance but what I learned was, be honest with yourself and who you are. And it doesn’t matter if you have an amazing level of experience, as long as you have a passion for what you do, and you have a definite reason for wanting to further your education you’ll be successful in the process. You need to make the time to invest in yourself. We give a lot of time to our companies and developing the business but it’s important to take a step back. We can become a better asset to our company by taking an important step back to become a better professional for ourselves, our network and the people we work with.

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‘I really wanted to be able to step into my new role with a different frame of mind’ Craig Moffatt General Manager, Belmond British Pullman Talent Development Programme 2019.

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Open programmes

Leadership Our expansive range of leadership programmes will stimulate you to think about your contribution as a leader, whatever your role. They will prepare you to lead strategy and manage the inevitable organisational politics involved, motivate teams and drive change. These programmes offer an innovative, highly stimulating and challenging learning experience and explore leadership from a diverse range of perspectives.

Programme details

The Director as Strategic Leader

This comprehensive seminar is designed to equip you with an understanding of the multifaceted and challenging nature of the non-executive director’s role. Delivered by leading Cranfield academics and expert practitioner speakers for over 20 years, this seminar is a must for aspiring non-executive directors. • Clarity about the key attributes of a successful non-executive director and how you can develop these skills. • Deeper appreciation of legal, regulatory non-executive director placements. • Awareness of how to apply your knowledge and skills to boardroom challenges in different types of organisations. www.cranfield.ac.uk/som/neds The Non-Executive Directors’ Seminar and personal responsibilities. • Greater confidence in primary

To think and act strategically requires broadening personal capabilities and containing the urge to act operationally. This programme provides the opportunity for you to reflect on the gaps in your own skill set, enabling you to determine a clear, strategic direction for your organisation and initiatives and drive strategic aims. • Address the questions that keep leaders awake at night. • Think strategically to understand the big picture. • Learn to exercise the strategic leadership in your organisation. www.cranfield.ac.uk/som/dasl implement strategic actions. • Gain a set of implementable

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Organisations that have already benefited from these programmes: • BBC Television, • Boehringer Ingelheim, • British Gypsum Ltd, • Care Quality Commission, • DHL Express, • EDF Energy, • Emirates Airlines, • Pfizer,

• Shell International Petroleum, • The Scottish Parliament, • Willen Hospice.

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Open programmes

Leadership and personal impact

Programme details

This programme provides a transformational experience for senior executives who wish to develop their leadership potential through in-depth self-examination. Find the blind spots that hold you back so you can enhance your leadership effectiveness, improve your understanding of people and expand your emotional comfort zone. • Uncover a more genuine, open and sensitive style of leadership. • Gain an improved understanding of how your behaviour impacts on others. • Develop your ability to empathise and understand why others behave as they do. • Build the understanding of how to manage yourself and others under pressure. • Become better at handling interpersonal conflict and organisational politics. www.cranfield.ac.uk/som/ptfl Personal Transformation for Leaders*

Developing Leadership Practice*

Enhance your leadership impact by developing a broader grasp of how to lead yourself, others and organisations in order to achieve optimum performance outcomes. This blended learning programme will powerfully and practically develop your ability to perform in a constantly pressurised environment in a variety of creative and engaging ways. • Discover your personal leadership style. • Improve personal performance by increased self-awareness and impact on others. • Maximise team performance and create a positive performance culture. • Enhance your ability to revitalise team members and increase employee engagement. • Build your capabilities and confidence to lead high-performing teams and cross-functional initiatives. www.cranfield.ac.uk/som/dlp

* Praxis programmes are distinguished by their experiential and innovative approach to leadership development. Focusing on who you are and what you do, rather than what you know, these inspirational, person-centred programmes develop confident, resilient and authentic leaders.

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Programme details

Impact and Influence*

High Performance Leadership*

This programme helps middle and senior managers create and sustain a positive, powerful impression from the moment they enter a room and beyond. You will develop your skills in operating in a zone of high impact and influence, tailored to the range of environments and contexts in which you operate. • Identify who your key decision makers and influencers are, both internally and externally. • Learn different tactics for influencing in person and in different environments. • Build confidence to think on your feet and maintain inner confidence under pressure. • Be authentic with your personal impact and influence. • Be more strategic in your dealings and approaches with people so that you can achieve your goals. www.cranfield.ac.uk/som/ii

This programme for senior leaders utilises a sophisticated but practical blended learning approach to define your ideal leadership self, influence and negotiate better with others and unite and inspire people to achieve results. It will help you tackle real-world challenges by developing existing and embedding new leadership practices. • Better interpret your context and how best to lead within it. • Create clarity and purpose to inspire others and bring teams with diverse views together. • Be more capable of achieving results in a resource constrained environment. • Manage complex organisation dynamics and lead in uncertain times. • Improve people performance by developing resilience, confidence and mental agility in people and their teams. www.cranfield.ac.uk/som/hpl

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Open programmes

Strategy Our range of strategy and business performance programmes will enable you to create, execute and drive sustained business change in your organisation. They will ensure that you have the latest tools, techniques and models required by today’s successful strategist. What you learn with us about strategy will stay with you throughout your career.

Programme details

The Director as Strategic Leader

Finance for the Boardroom

In today’s business environment it’s important that senior managers display confidence in corporate financial discussions and understand the financial implications of their strategic decisions. This popular programme will provide you with the skills and well-tested tools to successfully address strategic financial performance, evaluate business plans and use financial strategy to create long-term value. • Improve your confidence with the language of finance, bringing with it an ability to challenge financial presentations and successfully recognise opportunities. • Learn practical implications of investment decisions and acquisitions. www.cranfield.ac.uk/som/ffb • Gain insight into how financial strategies can drive value to your organisation.

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Open programmes

Logistics and supply chain management

We are in the midst of the Fourth Industrial Revolution. The emerging innovative use of technology, pressures of the environment and sustainability objectives are forcing organisations to reconsider their traditional approach to business strategies. Taking advantage of Cranfield’s proud, research-led heritage in this area, you will gain the latest capability to operate effectively in this new era.

Programme details

Organisations that have already benefited from these programmes:

Supply Chain Management Programme

• Adidas UK Ltd, • Astra Zeneca, • Babcock International Group, • BAE Systems,

Renewed for the new digital era, this programme is designed to bring inspiration and innovation to every supply chain professional regardless of their sector, enabling you to apply the latest thinking into your supply chain operations. • Insights into global megatrends and their impact on your supply chains. • How to optimise your agile supply chain methods to increase resilience. • Strategic approaches to sustainable supply chain management. • How to map your supply chain, applying our time–based strategy approach to add value to your organisation.

• Balfour Beatty Ltd, • Britvic Soft Drinks, • Burberry Ltd,

• DHL Global Management, • Estée Lauder Companies, • Holland & Barratt, • John Lewis, • Marks and Spencer Plc,

• Network Rail Ltd, • Polo Ralph Lauren,

www.cranfield.ac.uk/som/scmp

• Rolls-Royce, • Saint-Gobain, • UCAS, • Westminster City Council.

Cranfield School of Management is 1 No. in Europe for supply chain management

30 hours CPD (Continuous Personal Development)

SCM World, Gartner

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Open programmes

Marketing, sales and client relationships

This portfolio of programmes has been built on Cranfield’s industry expertise and decades of research in relationship marketing, key account management and customer experience management. A faculty with global recognition for its pragmatic, state of the art approach to real-world situations, combining latest thinking, practical tools and solutions.

Programme details

Taught by experienced faculty, you will benefit from the creative practices, diverse ideas, successful methods used to overcome challenges that your peers and faculty have faced in a range of sectors. The practical design of the programme walks you through four key elements of a sales leader’s responsibility: strategy, structure, measurement and people development. This ensures that you are fully equipped with the state-of-the-art tools and frameworks to successfully develop your function in order to easily achieve better long term performance. • Support your role to deliver greater value. • Engage with customers more profitably. • Effectively lead your sales organisation. • Develop short term actions for long term performance. • Engage in meaningful sales performance analysis . www.cranfield.ac.uk/som/sdp Strategic Sales Leadership Programme

For the past 20 years, Cranfield has pioneered the development of Key Account Management research in Europe. Working with world-leading businesses to adopt new frameworks to maximise the full potential of your key relationships and strategies, Cranfield has integrated this new frontier knowledge into this programme. You’ll explore a practical approach to planning, analysing and developing closer relationships with your strategic accounts. The pragmatic design walks you through a three-year key account plan, ready for your chosen customer. • Identify and prioritise key accounts to measure their profitability. • Develop customer-focused strategies. • Create powerful value propositions that deepen customer relationships. www.cranfield.ac.uk/som/kambp Key Account Management Best Practice

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Organisations that have already benefited from these programmes: • Adnams Plc, • Barclays Bank Plc, • BT Group UK,

• Intel (UK) Corporation, • Mercedes-Benz UK Ltd, • Scania GB Ltd.

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Open programmes

This programme is highly regarded for bringing together academic thinking and practical tools based on extensive experience, enabling you to implement and drive change in your organisation. Our programme is suitable for all sectors and helps you and your organisation to improve management practices and achieve long-term performance improvements. Project and programme management

Programme details

Organisations that have already benefited from these programmes: • British Airways Plc, • Deutsche Post, • EDS, • Emhart Glass SA, • ING Bank, • Rolls-Royce Plc,

Improving Project Performance

Projects are at the heart of everything we do. This unique programme has been developed to help you grow the techniques and skills that will take you further, accelerate your career and give you the confidence to manage complex projects and make important decisions. • Learn what it takes to build and work in a team. • Understand others and how they see you. • Discover the anatomy of projects. • Achieve a comprehensive understanding of how planning and financial management works. • How to respond in challenging situations. • Understand why collaboration is a key business skill. www.cranfield.ac.uk/som/impp

• Royal Bank of Scotland, • The Coca-Cola Company, • Tourism South East.

34 www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

Open programmes

Growing businesses

This portfolio of programmes has been designed specifically for SMEs, working to develop owner-managers, senior decision makers and the teams that will contribute to driving growth. The success of these programmes has been proven over the last 30 years, with a broad range of participants from almost every industry sector achieving both business and personal goals of development.

Programme details

Business Growth Programme

Essential Management

Over the last 30 years, this programme has helped more than 2,300 owner-managers achieve their business and personal ambitions. This programme unlocks profitable growth with the development of a robust and thorough business plan, reviewed, challenged and tested by peers and experts. • Manage rapid change or growth. • Develop a robust growth strategy and/or exit plan. • Develop as a leader. • Clarify drivers of your business. • Get renewed energy and enthusiasm for the business. • Become part of a life-long business growth community. www.cranfield.ac.uk/som/bgp

Designed for senior management teams within SMEs, this programme will improve the effectiveness of teams and boost business performance. Covering strategy, marketing, finance and people management; delegates will gain the skills required to devise a real-time project that delivers measurable and sustainable value to the business. • Understand the core elements of business management. • Drive team and individual performance. • Network with ambitious businesses and benchmark good practice. • Develop an action plan for business improvement.

www.cranfield.ac.uk/som/em

36 www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

Organisations that have already benefited from these programmes:

• Cobra Beer, • EMW Law, • Frosts Garden Centres, • Go Ape!

• Haines Watts, • Hotel Chocolat, • Netgear, • NFU Mutual, • RingGo, • Thatchers Cider.

Sales Essentials for Success

Finance Fundamentals for Growing Businesses

The direct route to rapid profitable growth is through increased sales of existing products and services. On this programme, delegates will gain a fundamental understanding of the tactics that must be employed on a daily basis in order for the business to succeed. This programme will equip delegates with the tools to: • Determine what the optimal sales force looks like for your business. • Forecast sales, understand your sales pipeline and improve qualification. • Recruit excellent and effective sales people. • Set targets and incentivise your sales people. • Create a sales action plan for you and your business. www.cranfield.ac.uk/som/ses

This programme provides a fundamental introduction to the basic financial concepts that are crucial to SMEs and owner-managed businesses. Designed for anyone in the business who has no formal financial training and will benefit from understanding: • How business works and business cash-flow, step-by-step. • Working capital and overtrading. • How financial decisions affect profit and loss and balance sheet. • How to use financial information to drive and measure improvements. • Management information and how to choose and use KPIs. www.cranfield.ac.uk/som/ff

www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

Free development opportunities

Knowledge hub

The Knowledge Hub is an online resource for additional learning and management development support.

Updated regularly, the Knowledge Hub provides you with actionable insights generated from a broad range of Cranfield academics, associates and thought leaders, helping you to develop your knowledge and skills in key areas of business and management. By joining free as a member, you will also gain access to videos, downloadable reports, whitepapers, ebooks and more.

Become a member

Career development consultations

Bring your career aspirations to your own personal development consultation to improve your career and life chances for the decade ahead.

This dynamic session is tailored to your aspirations and finding solutions on how to develop your career with your existing employer or boosting your CV if you’re looking for your next role. This will be facilitated by an experienced executive development expert who will help put together a development plan for you.

Application is quick and straightforward. Book your consultation today and one of our advisors will be in touch within 48 hours to confirm your session’s date and time.

Book your virtual meeting now

38 www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

Pro-bono leadership team workshop

Bring your leadership team to a pro-bono workshop and work towards solving your biggest challenges.

This dynamic session is tailored to your business and is facilitated by an experienced Cranfield strategy and management expert who will use a proven process to move you forward.

The session will be built and facilitated around your challenges and goals by our team and can be delivered at your site of choice or at our award winning facilities. This could even feature as part of your next leadership team off-site or strategy session.

Application is quick and straightforward. The first step entails a virtual meeting with one of our consultancy team to discuss how you would use this opportunity to improve your organisation. From here a decision will be made within 72 hours.

Book your virtual meeting now

Please be aware: The information in this brochure was correct at the time of going to press. However, as part of the ongoing development of our programmes, delegates, leading academics and practitioners continually review the programmes and their content. We have made every effort to use accurate descriptions, images, quotations and references but errors and omissions may occur and are expected. Please check the programme page on the website for the latest information, fees and offers. Our open and customised programmes are provided by Cranfield Management Development Ltd, a wholly owned subsidiary of Cranfield University.

Cranfield School of Management reserves the right to amend the published programmes.

For full terms and conditions please see our ebsite www cranfield.ac.uk/som/executivetc

www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

Whatever your needs, we’ll design the solution.

Our business development team is waiting to talk to you. T: +44 (0)1234 754500

E: execdev@cranfield.ac.uk www.cranfield.ac.uk/execdev

The solution described in this document is provide by Cranfield Management Development Ltd, a wholly owned subsidiary of Cranfield University.

Every effort is made to ensure that the information in this leaflet is correct at the time it is printed. Please check www.cranfield.ac.uk/som/executive for the latest details.

Terms and conditions can be found at www.cranfield.ac.uk/som/executivetc

40 www.cranfield.ac.uk/execdev T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk

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