MCE Talent Transformation Programmes Guide

TALENT TRANSFORMATION
PART OF
Leading Self
LeadingOthers
LeadingBusiness
Open Enrolment
Programmes 2016
LEADING SELF
All the skills you need to manage
yourself and your work
Communication, Influence,
Negotiation and Interaction
with others
LEADING OTHERS
All the skills you need to manage
your team, department or division
Leadership and People
Management Skills
LEADING BUSINESS
Specific business acumen skills you
need to become a great manager
Business, Strategy, Innovation,
Project, Finance, Marketing,
Sales and HR Management

Who is MCE?
MCE, as part AMA Global, is a leading Learning and
Development Provider in Europe, Middle East and
Africa. We inspire more than 1,000 organizations
and over 10,000 managers and leaders each year
through our Open Enrolment Programmes and
our Customized Learning Solutions.
We have been in the EMEA region for 55 years
and our team of 200 Learning and Development
professionals focuses each day on supporting you to
achieve the impact you need at individual, team and
organizational levels.
55
MCE operating in the
EMEA region for
55 years
200
Learning and development
professionals dedicated to
working with you
1,700
Client companies and
organizations have worked
with MCE since 1961
25+
Open Enrolment
Programmes throughout
EMEA
6,200
Customized Learning
Solutions delivered in over
94 countries
400,000
Participants on
OE Programmes
since 1961
02
Key Facts about MCE
Europe-Middle East-Africa
Asia-Pacific
USA
Canada
Latin America
+32 (0)2 543 21 20 info@mce-ama.com www.mce-ama.com @MCE_Inspiring

Contents
Leading Self Leading Others Leading Business
03
Leading Self
• Developing Personal Influence and Impact P7
• Interacting with Others to Get Things Done P8
• Communicating to Your Senior Management
and Key Stakeholders P9
• Negotiating Effectively P10
Leading Others
• MCE Leadership Development Programme P11
• Managing People in an International Environment P12
• Strategic Leadership for Senior Managers P13
Leading Business
Business Management Skills
• 5-Day Mini MBA P14
• 5-Day Mini MBA for the Pharma and Biotech Industry P15
• Essentials of Management P16
• The Professional Executive Assistant P17
Project Management
• Project Management Fundamentals P18
• Project Management Proficiency P19
• Project Management Advanced P20
• Project Management: PMP Exam Preparation P21
Innovation
• Leading Innovation P22
Strategy & Implementation
• Business Strategy for Managers P23
Sales
• Fundamentals of Successful Selling P24
• Global and Key Account Management in B2B Markets P25
Marketing
• Product Management in B2B Markets P26
• B2B Marketing Strategy P27
• Value Propositions: Create, Build and Use
Powerful Propositions P28
Human Resources
• Human Resources Strategy:
Designing and Implementing Your HR Plan P29
Finance
• Fundamentals of Finance for Non-Financial Managers P30
• Financial Excellence: Create Value in Your
Organization P31
Customized Learning Solutions P32
MCE Conference and Business Centre P34
Index of Topics P35
#MCE55 Event – MCE 55Year Celebration P36
Open Enrolment Programmes P7

MCE Mission andVision
MCE Services
In an increasingly VUCA-world organizations areonly as
strong as their leaders and managers.
At MCE, we
• Believe that leaders and managers can LEARN more
about themselves, and how to manage OTHERS and the
organization they work for.
• Inspire and develop individuals, teams and organizations
to outperform in their environment. We help them become
stronger, more skilled leaders and managers to drive
change, execute strategy, and achieve the organizations’
goals.
• Customized Learning Solutions
• Open Enrolment Programmes
• Assessments
• Coaching Services
• Blended and Digital Solutions
• Programmes Implementation Marketing Support
• LMS and PMO
• Management Toolkits
• Global Research, Books
Learning and Development Services
04
Leader’s
Perspective UA UncertaintyAmbiguity
CComplexity
VVolatillity
Blended
Customized
Books
Assessments
Open
Enrolment
LMS
Coaching
PMO

• 1,700 clients across EMEA and across NGO, IPO and all
industry segments since 1961
• From lightly tailored to highly customized
• Faculty with extensive international business experience
across industries
• Pragmatic, hands-on and practical approach
• Combining the best of classroom and digital
• 25+ programmes in Brussels and across EMEA
• Classroom based
• Pragmatic, hands-on and practical
• International focus
• Faculty with extensive business experience
MCE Open Enrolment Programmes
Customized Learning Solutions
MCE and AMA:Recognized Training Providers
05
MCE Open Enrolment Programmes
MCE Customized Learning Solutions
American Management Association has
been selected for the sixth consecutive
year as one of 2015’s
TOP 20 LEADERSHIP TRAINING
COMPANIES
by TrainingIndustry.com

MCE Leadership Focus Areas
06
Leading Self
Self awareness, knowledge, expertise, personal
strengths and skills – each of which helps an
individual to perform within the business context
they work in.
Leading Others
Knowledge, skills, competence and understanding
of how to formulate a vision, set a strategy and
engage people towards common business and
organizational goals.
Leading Business
The business, financial, commercial and
organizational know how to perform at one’s best
and drive successful business performance.
The 3 sides of leadership:‘Self’,‘Others’and ‘Business’
While MCE believes that insight into business and leadership are two critical dimensions around which 360° leadership should be
built and developed, MCE also believes that a third aspect, which we call‘Leading Self’is equally critical.
All MCE Programmes relate to one or more of these leadership focus areas, as described in the following pages.
Leading Self
LeadingOthers
LeadingBusiness
Serious games are now a crucial element in the learning and
development journey.
MCE in partnership with Totem Learning has launched the
new MCE Leadership Game.
To learn more about the game, please visit our website at
www.mce-ama.com/Leadershipgame
Teaser at https://www.youtube.com/watch?v=TJTn804C50s
MCE Leadership Game

+32 (0)2 543 21 20 info@mce-ama.com www.mce-ama.com @MCE_Inspiring 07
Developing Personal Influence
and Impact
Leading Self
Learn and practice skills to influence people and get things done
in your organisation or company.
After participating in this programme,
you will be able to:
• Influence the people you need to get
your project done and to meet your
goals and objectives
• Manage internal politics and difficult
people and overcome resistance
• Project a stronger, more confident
and professional image so that others
will listen to you
• Build, manage and leverage a
personal network of colleagues
• Apply a wider range of high impact
influencing strategies to get what
you need, regardless of your position
or level of authority
How you will benefit
If you are a manager or director and
need to influence people or teams to
get things done, then this programme
is for you.
Who should attend?
Booking details and locations
Dates & 21 - 24 Feb 2016 (Dubai) 25 - 28 Jul 2016 (Paris)
Locations 18 - 21 Jan 2016 (Brussels) 22 - 25 Aug 2016 (Brussels)
15 - 18 Feb 2016 (Brussels) 19 - 22 Sep 2016 (Brussels)
14 - 17 Mar 2016 (London) 10 - 13 Oct 2016 (Paris)
11 - 14 Apr 2016 (Brussels) 28 Nov - 1 Dec 2016 (Brussels)
17 - 20 May 2016 (Barcelona) 12 - 15 Dec 2016 (London)
27 - 30 Jun 2016 (Brussels)
Duration 4 Days
Price €3750€
More information & Registration:
www.mce-ama.com/Influence
“I have attended many courses
and workshops, but this was
the best one in terms of the
interactions led by Nadia and
the group ethics, support and
willingness to learn
and adapt.”
Dean Harrison
Schulman International
Services, Belgium
• Network and learn with a diverse group
of peers from different functions,
industries and countries in a very
stimulating and easy-to-follow
approach
• Develop a personal action plan that
you will take back with you to
implement within your organisation
• Learn and practice new skills using
compelling case studies, real life
examples and practical exercises
This programme has been reviewed
and approved by the Project
Management Institute® (PMI).
PMB, PMBOK and the PMI R.E.P. logos
are registered trademarks.
PMI Certified

InteractingWith Others
To Get Things Done
08
Leading Self
Develop productive and fruitful professional relationships with all
kind of personalities and achieve outstanding business results!
After participating in this programme, you will be able to:
• Manage your reputation and how you are perceived
by others
• Build more constructive interactions with others, and
develop better working relationships
• Know whose collaboration you need and why: who is vital to
your success?
• Approach difficult people and collaborate with them to get
the job done
• Discover your personal style and preferences
• Recognize other styles in your colleagues and bridge your
style to theirs
• Persuade different types of people
• Map out a plan of actions to make the most of your own
development plan
If your success depends on others to get things done, this
programme is for you.
This programme is appropriate for managers and individuals
who want to increase their business effectiveness by
improving their relationships with others.
Who should attend?
“It simply helps you know
yourself better, know your
strength and weaknesses
around interacting with others,
and give you keys to analyze
your professional environment
better and adjust to it in all
circumstances. And all this
while being fun on the spot!”
Eugène Blanchard
JTI, Switzerland
Dates & 25 - 28 Jan 2016 (Brussels) 4 - 6 Oct 2016 (Brussels)
Locations 16 - 18 March 2016 (Brussels) 28 - 30 Nov 2016 (London)
10 - 12 May 2016 (Barcelona)
Duration 4 Days
Price €4664 (€3450 as from March)€
www.mce-ama.com/Interact
New 3-day version as
from March 2016
NEW

Communicating toYour Senior
Management and Key Stakeholders
09
Leading Self
Improve your credibility and sell your ideas to get the action and
support your need.
• Frame your ideas in strategic business language
• Speak and understand the language of senior managers
• Communicate clearly with senior management
• Get commitment, and make a favourable impression
• Communicate in a way that senior managers listen to,
remember, and are willing to act upon
• Sell your ideas, report your results, raise issues, ask for
support
• Handle interruptions and tough questions
If you want senior management to listen to you, remember
your ideas or data and act upon them, this programme is
for you.
This programme is recommended for managers who
propose strategies and ideas or report performance to senior
management.
Who should attend?
“The training was of very
high quality and as we were
only with 5 participants it was
really tailored to our needs. I
have learned a lot of practical
things that I can immediately
apply.”
Sophie Masset
Astra Zeneca, Belgium
Dates & 7 - 10 Mar 2016 (Brussels) 17 - 20 Oct 2016 (Brussels)
Locations 20 - 23 Mar 2016 (Bahrain) 5 - 8 Dec 2016 (Brussels)
Duration 4 Days
Price €4459€
www.mce-ama.com/Communicate

Negotiating Effectively
Leading Self
Influence the world around you and get the deals you need to add
business value and gain results.
10
“The workshop allowed me
to identify areas I need to
work on. Real-life stories
presented by the associate
were very helpful to illustrate
the concepts discussed.
Professional presentation
and setup, great teachers
and very relevant content.
This knowledge will facilitate
further improvement.”
Christian Stock
Mergers & Acquisitions Director,
PM-International AG, Luxembourg
Dates & 21 - 23 Mar 2016 (Brussels)
Locations 12 - 14 Sep 2016 (Paris)
14 - 16 Nov 2016 (Brussels)
Duration 3 Days
Price €4254€
www.mce-ama.com/Negotiate
• Deal with business situations and get better results in every
negotiation
• Get the best agreement, cope with difficult negotiators and
work effectively with different cultures
• Prepare cohesive negotiation strategies
• Use effective bargaining techniques
• Keep everyone focused on positive outcomes
• Manage your emotions and behaviour
If you wish to improve your negotiation skills to achieve your
objectives in today’s complex organisations, this programme
is for you.
Who should attend?

MCE Leadership Development
Programme
Leading Others
Discover your personal strengths and develop the skills you need
to become the leader to follow and advance in your career.
FEEL MORE...
• Conscious and aware of your personal
leadership strengths and areas of
development
• Empowered to act and take important
leadership decisions
THINK ABOUT THE...
• Impact you have on others
• Way your leadership style affects and
triggers the performance of your team
DO...
• Coach to help your team members
build confidence, grow and
contribute in more effective ways
• Discover your values
• Align your personal leadership brand
closely to your values
• Create greater balance in the way
you lead, work and live
• Map out a plan of actions to bring
about your development
• Receive and apply 1-on-1 feedback
from a professional coach in order
to move your plans forward
• Work in partnership with others toward
common goals and objectives
If you are a team leader or manager who
needs to learn, experience and practice
the best leadership skills to move up in
your career, this programme is for you.
Who should attend?
“Management is doing
things right; leadership
is doing the right things.”
Peter Drucker
Dates & 29 Feb - 3 Mar 2016 22 - 25 Aug 2016 (Brussels)
Locations 14 - 7 Mar 2016 (Frankfurt - German) 17 - 20 Oct 2016 (Brussels)
11 - 14 Apr 2016 (Brussels) 14 - 17 Nov 2016 (Brussels)
Duration 4 Days
Price €3950€
www.mce-ama.com/Leadership
PMI Certified
This programme is also
available in German
MCE Entwicklungsprogramm für
Führungskräfte 14. zum 17. März in
Frankfurt/Main

Managing People in an
International Environment
Leading Others
Understand and motivate your people in order to perform better
and implement your strategy.
• Build and manage a cohesive high-
performing team in an international
environment
• Clarify the competences needed in the
team and relative to the organization’s
strategic context
• Recruit best-fit candidates and better
manage the needs of your team at each
stage of the team’s life cycle
• Conduct performance reviews
confidently and effectively to fix and
redirect low performance in time
• Manage performance, motivation and
reward and show your team you do care
about their career advancement
• Adapt your people management
approach to different styles and
leverage the cultural diversity of
your team
• Coach, give and receive feedback
professionally and ensure everyone
supports your goals and business
objectives
• Network and learn with a diverse
group of peers from different functions,
industries and countries
• Develop a personal action plan that
you will take back with you to
implement with your team
• Learn and practice people management
skills using case studies, real examples
and role plays over 4 interactive and
challenging days
If you manage a team, department
or function in an international
organization or company, this
Whether you are new to the role or
simply want to improve or refresh your
people management skills, then the
“MCE Managing People”programme is
ideal for you.
Who should attend?
“Excellent training, plenty of
practical exercises to learn
and develop new management
techniques, learn from trainees
of different organisations.”
Martyn Griffiths
BAYER Cropscience SA, France
€
www.mce-ama.com/People-Manager
Dates & 25 - 28 Jan 2016 (Brussels) 19 - 22 Sept 2016 (Brussels)
Locations 14 - 17 Mar 2016 (London) 10 - 13 Oct 2016 (Paris)
17 - 20 May 2016 (Barcelona) 14 - 17 Nov 2016 (Brussels)
11 - 14 Jul 2016 (Brussels) 12 - 15 Dec 2016 (London)
8 - 11 Aug 2016 (London)
Duration 4 Days
Price €3950
PMI Certified
REVISED

Strategic Leadership
for Senior Managers
Leading Others
Develop the skills you need to lead and manage change within
your organization and align your people to implement corporate
strategy.
• Lead strategy implementation and change
• Have a plan for aligning your company or
division to deliver on your customer
value proposition
• Get your people’s understanding and
buy-in so that they can see what needs to
be done and where to contribute
• Assemble the people with the skills and
behaviours that move the strategy along,
motivate and develop these people
• Set meaningful KPIs and cascade goals to
keep everyone focused on the strategy
• Streamline processes and structures to
better enable your people to implement
strategy
• Benefit from the experience of faculty
who have real leadership experience
with senior positions in leading
multinational organisations
• Develop a personal action plan that you
will take back with you and implement
with your company
• Learn and practice your leadership
skills, using a compelling case study,
practical exercises and role plays over 4
interactive and challenging days
• This programme is about you! You will
discover your own leadership style, its
strengths and weaknesses and what
you as a senior leader can do about it
If you are a senior executive or director
and need to lead change and strategy
implementation within your company,
this programme is for you. Whether
you are making a strategic adjustment,
a new change or push for greater
performance, this programme will help
you align multiple levels, divisions and
locations to achieve your strategic
objectives.
Who should attend?
“The methodology to develop
a structure was a key learning
and an asset for me. Best
practice sharing with the
attendants as well the lecturer
was also good to have.”
Bulend Alpay
PPG INDUSTRIES KIMYA, Turkey
Dates & 7 - 10 Mar 2016 (Brussels) 4 - 7 Oct 2016 (Brussels)
Locations 23 - 26 May 2016 (Brussels) 12 - 15 Dec 2016 (London)
Duration 4 Days
Price €5740€
www.mce-ama.com/StratLead

Learn the key levers for success quickly and deeply in just 5 days!
Increase your business know-how, make better business decisions
and improve your contribution to the business.
• Understand how a corporation works
with a multi-functional overview of a
business and key leadership
competences necessary for success
• Develop strategic thinking, planning
and execution skills at a divisional or
functional level, using appropriate tools
and frameworks
• Influence, enable and deliver wider
organizational imperatives
• Lead and align your stakeholders towards
delivering your divisional, functional or
organizational strategy with greater
clarity and confidence
• Make better business decisions and
improve your contribution to the
business
• Speak the language of business and
understand how general managers
think and act
• Be able to read the business environment
and translate changes into competitive
strategies for sustainable growth
• Support strategic goals from top
management and be able to translate
them for your area and implement
them more efficiently
• Better implement strategy through
the people in your team and different
departments with new leadership skills
group of peers from different
functions, industries and countries
• Develop a personalized action plan that
you will take back with you to your job
• Learn and practice these new skills using
case studies, real examples and role plays
over 5 interactive and challenging days
If you have a technical, scientific or
specialist background and want to
understand how businesses really work,
this is the ideal programme for you
Who should attend?
14
Dates & 25 - 29 Jan 2016 (Brussels) 23 - 27 May 2016 (Brussels) 17 - 21 Oct 2016 (Brussels)
Locations 1 - 5 Feb 2016 (Brussels) 27 Jun - 1 Jul 2016 (Brussels) 14 - 18 Nov 2016 (Brussels)
14 - 18 Mar 2016 (Brussels) 8 - 12 Aug 2016 (London) 5 - 9 Dec 2016 (London)
11 - 15 Apr 2016 (Brussels) 12 - 16 Sept 2016 (Paris)
Duration 5 Days
Price €3950€
www.mce-ama.com/Mini-MBA
MCE 5-Day Mini MBA
PMI Certified
REVISED, incl. SIMULATION

MCE 5-Day Mini MBA for the
Pharma and Biotech Industry
Gain better understanding of the pharma/biotech business contexts
and develop the skills you need to excel as a high-performance
manager and contribute to your company’s sustainable growth.
“It helped me to see
through lenses of different
stakeholders, customers, to
consider different perspectives
and to understand how to
navigate decision makings
or to deal with conflicts of
interest.”
Thomas Pongratz
Boehringer Ingelheim Pharma - GmbH
& Co. KG, Germany
Locations 25 - 29 Apr 2016 (Brussels) 28 Nov - 2 Dec 2016 (Brussels)
25 - 29 July 2016 (Paris)
Duration 5 Days
Price €3950€
www.mce-ama.com/MBA-Pharma
• Understand unfamiliar aspects of business
• Understand broader financial and strategic contexts
• Support strategic goals from top management and
implement them faster and more efficiently
• Translate healthcare environment changes into competitive
strategies for sustainable growth
• Concentrate on customer value through cross functional
improvements
• Understand the pharma/biotech industry dynamics and
related topics, such as medical affairs, market access, patient
outcomes, pharmacoeconomics and patient centricity
If you are a manager or an expert who wants to master
complexity and understand cross-functional issues in the
pharma or biotech industry, this programme is for you.
Who should attend?

16
Essentials of Management
Learn and practice the essentials of management, including
goal-setting, work planning, budgeting, organising and
controlling and create value for your company.
• Manage your budget and KPI cycle
• Prioritize goals and activities
• Organize workflow and processes
• Monitor results and take action where
needed
• Report results
• Run effective meetings
• Manage your schedule and energy levels
• Manage your boss
• Improve the outputs from your area of
responsibility
• Find more time to devote to leadership
and collaboration with other
departments
group of peers from different
functions, industries and countries
• Develop a personalized action plan
that you will take back with you to
your job
• Learn and practice these new skills
using case studies, real examples and
role plays over 4 interactive and
challenging days
If you are a newly-appointed manager
or supervisor who would like to be
more effective in the operational
aspects of management, this
You may have been in management
role for some time and would like to
get better control of the work, or you
may have been promoted from a senior
technical or engineering role or simply
another individual contributor role
and need to understand how to tackle
and be more effective in operational
management.
Who should attend?
“Participants represented
different business sectors
which allowed wider overview
of challenges and shared
experience. There was a
very good communication
and interaction between
participants and the associate
during the workshop.”
Petar Ivanov
Area Sales Manager,
Omron, Netherlands
Dates & 15 - 18 Feb 2016 (Brussels) 3 - 6 Oct 2016 (Paris)
Locations 17 - 20 May 2016 (Barcelona) 5 - 8 Dec 2016 (Brussels)
Duration 4 Days
Price €4459€
www.mce-ama.com/Management

The Professional
Executive Assistant
As an Executive Assistant or Administrative Support Staff, get the
knowledge, attitudes, tools and techniques you need to become
more efficient and move up in your career.
• Understand the changing business
environment in which you operate and
the impact it has on your role and the
role of your manager
• Enhance your interpersonal skills
• Become a more confident decision–
maker
• Become more effective in a top
management team setting
• Learn to set personal objectives and
develop a plan for your own career and
knowledge development
• Be able to apply creative thinking to
difficult situations, and act more
assertively when appropriate
of other Administrative Professionals
from different industries and countries
• Define and set personal objectives and
your job
using case studies, real examples and
role plays over 4 interactive and
challenging days
If you are an experienced
administrative professional, i.e.
an Executive Assistant, Executive
Secretary, or Administrative
Assistant, who manages a range of
responsibilities, projects and tasks
in support of senior executives, this
programme is for you. You will learn
how to manage and prioritize your
tasks to be more effective and develop
your management skills to take the
right decisions, that will be delegated
to you.
Who should attend?
17
“The quality of the workshop
is excellent - in terms of
content of course, but also
thanks to the Associate who is
very talented. She brought us
so much energy in delivering
the training, a very big
thanks to her. Content of the
workshop was excellent, no
doubt other trainings would be
as professional as this one.
Will check your website!”
Amelie Lavarini
JT International S.A., Switzerland
Dates & 7 - 10 Mar 2016 (Brussels) 10 - 13 Oct 2016 (Paris)
Locations 23 - 26 May 2016 (Brussels) 12 - 15 Dec 2016 (London)
4 - 7 July 2016 (Barcelona)
Duration 4 Days
Price €2819€
www.mce-ama.com/Assistant

Project Management Fundamentals(Part of the MCE-GBMC Project Management Centre of Excellence)
Project Management
Gain the key skills you need to get your projects completed on time
and manage successfully expectations, budget and team.
• Apply the“Best Practices”of project
management
• Effectively define a project and
successfully participate in its initiation
• Create realistic project plans
• Identify and manage project
requirements, risks and stakeholders
• Use the key elements of those project
plans to successfully implement
projects
• Contribute to the monitoring and
controlling of projects during their
execution
• Close projects and contribute in
identifying lessons learned
• Work more effectively in project teams
• Network and learn from a diverse
• Develop a personal action plan to
implement back at work
• Learn and practice new tools in case
studies, practical group exercises and
role plays over 3 intensive days
• Gain 24 PDUs - this programme
is PMBOK® certified by the Project
Management Institute® (PMI)
If you have no project management
experience and have been asked to
coordinate project work or if you have
some experience but no formal training
in project management, then this
Who should attend?
18
Dates & 18 - 20 Jan 2016 (Brussels) 22 - 24 Aug 2016 (Brussels)
Locations 14 - 16 Mar 2016 (Brussels) 17 - 19 Oct 2016 (Brussels)
Duration 3 Days
Price €3250€
www.mce-ama.com/ProjectFundamentals
NEW
MCE in partnership with Global
Business Management Consultants
(GBMC) has launched the Centre
of Excellence that focuses on
programmes that cover Project
Management knowledge and skills at
the basic, proficiency and advanced
levels as well as preparation for Project
Management certification.
Project Management
Centre of Excellence
“The workshop delivered on my expectations. If you are
managing or foresee to manage projects, Project Management
Fundamentals is key to start developing your PM skills.We had
good discussions with input not only from the very
experienced facilitator but also the group members.”
Gordon Lemke Philips Medizin-Systeme, Germany
PMI Certified

Project Management Proficiency(Part of the MCE-GBMC Project Management Centre of Excellence)
Project Management
Take up the management role in your project team and bring the
best out of your team members.
• People experienced at working in
project teams who have completed
a basic Project Management training
or been trained on the basics of
Project Management
• Project Managers who need to
deepen their understanding of
Project Management Best Practices
• Project Managers who want to
confidently and more effectively
manage the dynamics of project
teams
Who should attend?
• Work with different stakeholder groups,
manage what are often conflicting
expectations to retain their respective
support and ongoing endorsement
• Consistently apply the disciplines of risk
identification, assessment and mitigation
using tools and techniques that go
beyond the basics in order to;
• Align requirements;
• Monitor KPIs;
• Control against known variables and
effectively report on a regular basis
against project plan
of other Administrative Professionals
from different industries and countries
• Define and set personal objectives and
your job
using case studies, real examples
and role plays over 4 interactive and
challenging days
19
Locations 27 - 29 Jun 2016 (Brussels)
Duration 3 Days
Price €3350€
www.mce-ama.com/ProjectProficiency
NEW
“Plans are only good intentions
unless they immediately
degenerate into hard work”
Peter Drucker
Project Management Week (3+2 days)
Combine this programme with PMP®
Exam Preparation at €4950 for the
whole week.
Project Management
This programme has been reviewed and approved by
the Project Management Institute® (PMI).
PMB, PMBOK and the PMI R.E.P. logos are registered
trademarks.
PMI Certified

Project Management Advanced
Project Management
Sharpen your ability to manage procurement and advanced risk to
secure quality of increasingly complex projects and consolidate your
confidence to step into the position of Leader of the Project Team.
• Lead multiple project managers and
project teams
• Procure, select and manage
outsourced components of
interdependent projects
• Manage risks in complex projects
using advanced risk management
concepts
• Select and use Quality Management
Tools and Techniques in your projects
• Solve problems using a variety of
advanced tools and techniques
If you are an experienced project
manager and want to increase your
ability to manage procurement,
procurement relationships and
advanced risk to secure quality
across multiple and increasingly
complex interdependent projects,
this programme is for you.
Who should attend?
20
Dates & 11 - 13 Apr 2016 (Brussels)
Locations 19 - 21 Sept 2016 (Brussels)
Duration 3 Days
Price €3450€
www.mce-ama.com/ProjectAdvanced
NEW
(Part of the MCE-GBMC Project Management Centre of Excellence)
“Unless commitment is made, there are only
promises and hopes; but no plans.”
Peter F. Drucker
Combine this programme with PMP®
Exam Preparation at €4950 for the
whole week.
Project Management
PMI Certified

Project Management:
PMP®
Exam Preparation
Project Management
Get solid grounding in the Project Management Body of
Knowledge (PMBOK®
), standards and guidelines.
21
Dates & 14 - 15 April 2016 (Brussels) 17 - 18 Nov 2016 (Brussels)
Locations 30 Jun - 1 July 2016 (Brussels) 1 - 2 Dec 2016 (Brussels)
22 - 23 Sept 2016 (Brussels)
Duration 2 Days
Price €2450€
www.mce-ama.com/ProjectPMP
NEW
• Gain a thorough induction into all
the tools and techniques in the
Project Management Body of
Knowledge®
• Be better prepared to sit your PMP®
certification exam
• Develop increased mastery of project
management competencies
• Gain tools to increase your
performance and value to your
employer
Project Managers and other managers
who are planning to present
themselves for PMP® certification
exams.
Who should attend?
Combine this programme with either
the“Proficiency”or the“Advanced“
Project Management Programme at
€4950 for the whole week.
Project Management
“Impressive experience and full expertise in the topic allows
for very complete answers and very good exchange trough
practical examples”
Alina Barniol
Project Manager, Nestle Product Technology Centre Beauvais, France
PMI Certified

22
Leading Innovation
Innovation
Learn the latest techniques and tactics to drive growth and
continuous renewal through new approaches to innovation
“Innovation is the
specific instrument of
entrepreneurship... the act
that endows resources with a
new capacity to create wealth.”
Peter Drucker
Locations 28 - 29 Nov 2016 (Brussels)
Duration 2 Days
Price €2450€
www.mce-ama.com/Lead-Innov
• Start implementing change initiatives
towards a more innovative culture
• Start orchestrating your company
ecosystem to nurture new growth ideas
• Apply new metrics to encourage more
collaborative and creative problem-
solving and development of new ideas
• Source external partners and internal
talent for innovation projects
• Acquire new tools and gather
insights for instilling an innovation
drive within your organization in a
successful way
• Harness the power of all levels of the
organization in inventing the future
and defining the pathway to success
• Leave this programme with an action
plan to help you identify the next steps
in your workplace, and put in place
your own continued innovation
leadership development plan
If you are a senior manager or member
of the management team and want
to learn new ways and develop skills
to drive growth and innovation, this
Who should attend?
NEW

Business Strategy for Managers
Strategy & Implementation
Learn how to develop effective strategic plans and take the right
decisions to contribute to your company’s success and advance
your career.
“The workshop provided me
with the knowlege to quickly
identify the weak spots in the
existing strategy and where
corrective action is required
and with the structured
approach when developing
new strategies.”
Hrvoje Krip
Area Sales Manager, ABB Switzerland
Locations 10 - 13 May 2016 (Barcelona) 5 - 8 Dec 2016 (Brussels)
11 - 14 July 2016 (Brussels)
Duration 4 Days
Price €4664€
www.mce-ama.com/BusinessStrategy
• Understand the rationale and the tools
behind successful business strategies
• Make decisions that create long-term
value
• Apply strategic thinking and planning in
your department
• Develop a strategic planning process for
your area of the company
• Conduct a strategic analysis considering
both internal and external environmental
factors
• Critically distinguish good strategies from
bad strategies
• Include a plan for successful deployment
and execution in your strategy
• Generate new ideas for your strategy by
benchmarking with fellow participants
from similar or different industries
• Position yourself for higher
responsibility
• Develop a personalized action plan that
you will take back with you to your job
through interactive presentation, case
study, business examples, interaction
and debate with your fellow participants
and application to your own business
situation
If you are a manager or leader who
needs to understand business
strategies and apply strategic decision-
making to improve performance and
prepare for higher responsibility, this
Who should attend?

24
Fundamentals of
Successful Selling
Sales
Gain the right skills, tools and techniques to better structure your
sales call, adopt the right behaviour and position properly your
product or service to close the sale.
“The knowledge I gained will
help me to evolve in my sales
role and supports me growing
sales figures”
Leon Van Groesen
OEM Sales Representative,
SRAM, Netherlands
Dates & 18 - 19 Jan 2016 (Brussels)
Locations 13 - 14 Jun 2016 (Brussels)
Duration 2 Days
Price €3024€
www.mce-ama.com/SalesSkills
• Apply your skills in a systematic and customer-focused sales
process
• Effectively analyze customer information to set SMART call
objectives and call strategies
• Identify and satisfy customer needs through establishing
effective two-way communication
• Emphasize the product benefits that will most appeal to a
particular customer
• Counter objections
• Get the customer’s commitment to take a specific action with
respect to your product
This practical hands-on programme is specifically designed
for newly appointed or relatively inexperienced sales
representatives, key account managers or any commercial
functions, who need to interact with customers and close sales.
Who should attend?

Global and Key Account
Management in B2B Markets
Sales
Learn the skills you need to better manage international accounts
globally, regionally and nationally to maximize sales and create
long-term customer relationships.
“It was clear and to the point
and gave me the information
I need to go on in my position
as Key Account Manager”
Mark Edwards
Key Account Manager, HCA Holland
Colours Apeldoorn, Netherlands
Locations 5 - 7 Dec 2016 (Brussels)
Duration 3 Days
Price €4254€
www.mce-ama.com/KeyAccount
• Identify and manage relationships and decision-making
pathways at a global and local level
• Align internal activities, processes and teams to deliver for
the customer
• Effectively create higher value for you and your customer
• Maintain an advantage over your competitors
If you are responsible for and involved in delivering high value
B2B sales, this programme is for you.
It is beneficial for global and key account managers and senior
functional managers responsible for and involved in delivering
high value B2B sales.
Who should attend?

Product Management
in B2B Markets
Marketing
Gain the key marketing skills you need to drive up your products
profitability.
“The workshop gave me a
broad overview on product
management and some insights
into marketing. To explain these
things, the MCE Associate often
used examples from everyday
life experiences, which made it
easy to understand.”
Line De Kimpe
BD Biosciences, Belgium
Dates & 15 - 19 Feb 2016 (Brussels)
Locations 22 - 26 Aug 2016 (Brussels)
28 Nov - 2 Dec 2016 (London)
Duration 5 Days
Price €4664€
www.mce-ama.com/ProductB2B
Maximize success by ensuring your
marketing plan is customer-driven and can
be executed by the entire organization.
• Understand how to apply the concepts
of marketing planning to your specific
business planning challenges
• Define and communicate your customer
value proposition(s) to your
management, target customers and
channel partners
• Use customer insight to make the link
between your solution, customer focus,
customer loyalty and profitability
• Understand the importance of
segmentation, targeting and positioning
to the acquisition and care of profitable
customers
• Understand the impact of different
value propositions on people, processes
and structure and what to do about it
• Manage the customer buying process
and customer relationships
• Apply service strategies to manage
customer touchpoints and generate
sustainable differentiation
• Network and learn from a diverse group
• Develop a personal action plan to
implement back at work
• Learn and practice new tools in case
studies, practical exercises and role
plays over 5 intensive days
If you are a new or recently appointed
manager in a B2B company and
responsible for product management
or marketing, this programme is
for you.
Participants joining this programme
are typically Product Managers,
Brand Managers, Market or Marketing
Managers, and Process Managers.
Who should attend?

B2B Marketing Strategy
Marketing
Gain the vision, methods and tools needed to formulate a new
marketing strategy and to implement it successfully within your
organization.
“I learned by own experience
that workshops in MCE is
not a useless waste of time,
efforts and money. This is
very effective investment
in development of itself as
professional.”
Marat Shayzhanov,
Dealer Sales Representative,
Toshiba CIS, Russia
Dates & 23 - 26 May 2016 (Brussels)
Locations 5 - 8 Dec 2016 (Brussels)
Duration 4 Days
Price €5586€
www.mce-ama.com/B2BStrategy
• Create and implement a value-based B2B
marketing strategy
• Identify those trends that are impacting
your industry and how to address them
• Understand in greater depth the main
categories of customer value
propositions and what it takes to provide
true value, drive customer loyalty, and
create sustainable advantage
• Generate sustainable, predictable, and
profitable growth
• Integrate marketing strategy in support
of your value proposition
• Evaluate new forms of collaboration
with value chain partners and
customers
• Identify leadership actions required to
align people, processes and metrics in
support of your strategy
• Explore the challenges of customer
centricity, seller-buyer relations,
innovation management, value chain
integration, emerging markets, and the
role of the internet in B2B marketing
If you are a General Manager, Senior
Product, Brand or Marketing Manager
in business markets, responsible for
developing and implementing a value-
based B2B Marketing strategy, this
Who should attend?

Value Propositions:
Create, Build and Use Powerful Propositions
Marketing
Discover the DNA ofValue Propositions and drive your
Go-to-Market in a more coherent and effective way.
“Marketing is not the art of finding
clever ways to dispose of what
you make. It’s the art of creating
genuine customer value.”
Philip Kotler
Locations 28 - 29 Nov 2016 (London)
Duration 2 Days
Price €2450€
www.mce-ama.com/ValuePropositions
NEW
• Build a powerful and dramatically improved Value
Proposition
• Identify actions required to build the value delivery system
your organization needs in order to deliver your Value
Proposition
• Develop your own Value Proposition Plan, which will include
actions necessary to ensure that the organization delivers
the value promised
• Position your Value Propositions at the centre of all strategic
marketing thinking and actions
If you are a Marketing Manager or Director looking to
strengthen your strategy and Go-to-Market with a powerful
Value Proposition, this programme is for you.
It is valid for both B2B and B2C markets and uses many
examples from both situations.
Who should attend?

Human Resources
Gain the right skills to take the lead and build an implementable
strategic HR Plan for today and tomorrow.
“The best way to predict the
future is to create it.”
Peter Drucker
Dates & 23 - 25 May 2016 (Brussels)
Locations 12 - 14 Oct 2016 (Brussels)
Duration 3 Days
Price €3250€
www.mce-ama.com/HR2020
• Conduct an assessment of your required
skills and identify potential gaps
• Learn about leadership and company
culture and how to change it
• Gather insights from professional HR
coaches, exchange views on HR with
other managers from across the globe
• Take the first step into your future and
create a roadmap for implementing your
HR strategy
• Apply and articulate the impact of
major business trends on the HR
function and your company leadership
and culture in particular
• Develop a dedicated, customized HR
strategy for your company
• Develop a concrete plan on required
core actions to drive forward your
company, its HR strategy and its culture
and leadership
• Develop a change navigation plan and
a concrete plan on how to influence
key stakeholders
If you are an HR Leader who needs to
learn how to develop and implement
an HR strategy, this programme is
crucial for you.
Who should attend?
Human Resources Strategy:
Designing and ImplementingYour Strategic HR Plan
NEW

Fundamentals of Finance
for Non-Financial Managers
Finance
Get the key skills you need to understand, interpret and act on
financial information, and contribute to your business profitability.
“Very good balance between theory and practical cases. It
helped a lot understanding finance: wording, rules, logic
behind the numbers, etc. I don’t know yet, but I would
come back to MCE with great pleasure.”
Christophe Birglen, DSM Nutritional
Dates & 24 - 28 Jan 2016 (Dubai) 19 - 23 Sept 2016 (Brussels)
Locations 25 - 29 Jan 2016 (Brussels) 17 - 21 Oct 2016 (Brussels)
7 - 11 Mar 2016 (Frankfurt - German) 5 - 9 Dec 2016 (Brussels)
13 - 17 June 2016 (Brussels)
Duration 5 Days
Price €3950€
www.mce-ama.com/FOF
• Understand, think and speak the
common business finance language
• Gain greater confidence with basic
finance concepts
• Apply financial concepts and methods to
your own business decisions
• Translate your department performance
into financial terms
• Better understand the requirements of
finance
• Make smarter decisions that deliver
higher profitability
• Enhance your value to your organisation
and expand your professional expertise
• Better communicate your contribution
to the bottom line
industries and countries in a very
stimulating and easy-to-follow approach
• Develop a personal action plan that you
will take back with you to implement
with your team
• Learn and practice finance skills using
case studies and real life examples over
5 interactive and intensive days
If you are a manager in a non-
financial area who makes business
decisions with financial implications
or you simply need to understand and
interpret financial information for your
team or department, this programme
is for you.
Who should attend?
PMI Certified
This programme is also
available in German
Grundlagen Finanzen
Für Nicht-Finanzfachleute
7. zum 11. März in Frankfurt/Main

Financial Excellence:
CreateValue inYour Organization
Finance
Discover new ways to use your financial knowledge and skills to
create greater value and success across your organisation
“Without continual growth
and progress, such words as
improvement, achievement,
and success have no meaning.”
Benjamin Franklin
Locations 30 Nov - 2 Dec 2016 (Brussels)
Duration 3 Days
Price €3250€
www.mce-ama.com/FinanceExcellence
NEW
• Explain to your team members the meaning of value
creation and its impact on the sustainability of the company
• Choose and implement the adequate value creation drivers
for your area
• Communicate clearly your implementation plan to your
team members and management
• Monitor the implementation process
• Work on the development programme for your key team
members with HR
• Design and implement the balanced scorecard to measure
the effective stakeholder value
If you are a finance or business manager with minimum 8
years business experience, management responsibility and
a basic understanding of Financial Statements, this programme
is for you.
It’s also appropriate for newly appointed General Managers or
Vice Presidents.
Who should attend?

MCE Customized
Learning Solutions
At the heart of MCE’s success is our dedication and focus on creating a lasting and sustainable positive impact and change for you
and your organization. That is why more than 1,700 companies and organizations have worked with MCE to develop customized
learning solutions since we opened our offices in the EMEA region in 1961. All of MCE’s Customized Learning Solutions start by
listening to you. This is reflected in our engagement model called‘IMPACT’. This 6 step model is a proven process that starts by
listening to you in order to identify your current situation. Then, together, we agree on the desired outcomes and how to measure
impact. You can see more about this 6 step model below.
See more at: www.mce-ama.com/Impactmodel
We start by listening to you
32
Define the desired
outcomes
Organization scan
interviews
Define success and
how it will be
measured
MMap
PPartner
Partner with client
to develop a
transformation
strategy and design
the solution
AAgree
CCreate
TTransform
Identify
Organization
Challenges and
Desired Objectives
Map
Needs and Gaps to
Achieve Desired
Objectives
Partner
with Client in the
Design of the
Solution
Agree
with Stakeholders
and Internal
Clients
Create
solution based on
AMA’s Learning
Architecture
Tranformation
Progress, Measure
and Sustain
IIdentity
Communication plan
to present strategy
and design to
stakeholders, adjust
and gain approval
and commitment
Communication plan
to gain commitment
and engagement
from participants and
their leaders at
roll-out
Gather data on
organization and
individual needs
Diagnostic tools,
assessments,
instruments
Map the needs and
gaps based on data
Prioritize the critical
core competencies
and behaviors
Define the critical
success factors
Methodology to hire
against desired
competencies
Create the
transformation journey,
pilot, measure, adjust,
roll-out
Instructional design,
learning modalities
Assessments,
diagnostics,
instruments, tools
Technology components
Case studies, real life
projects
Coaching, mentoring
Evaluation,
reinforcement
Monitor Progress and
adjust as necessary
Measure results at
each stage
Ensure sustainability
of the program
through timely
feedback and
engagement of
stakeholders

Through the years, MCE has helped many clients find
solutions to a variety of challenging problems. Here are some
examples. Complete success stories are available on our
website at www.mce-ama.com/customer-success-stories
Schindler
Founded in Switzerland in 1874, the Schindler Group is a
leading global provider of elevators, escalators and related
services. To support Schindler’s growth and market strategy,
two of the world’s recognized industry leaders, Schindler
and MCE, are partnering on an innovative and strategic
Leadership Development Programme.
GTECH
GTECH is one of the largest commercial operators and
providers of technology in worldwide gaming markets.
The industry is changing and is highly competitive, and
GTECH wants to make sure that its people have the right
skills and behaviours to compete in this evolving market
space.
Amgen
In 2013, Amgen Europe concluded that instead of focusing
on external resources such as MBA recruitment programmes
to fulfil senior-level job openings it was time to step up
efforts to grow internal talent into senior leadership roles.
In order to prepare managers for broader functional
leadership positions, Amgen wanted a business-focused
programme that would provide participants of varied
specialist backgrounds with a well-rounded curriculum of
business knowledge and skills.
Client Success Stories
33
Find out more
Would you like to know more? Do you have questions? Would
you like to meet with the MCE Customized Learning Solutions
Team? Have we done business in your industry?
The MCE Team is ready to answer your questions at:
Telephone: +32 (0)2 543 21 20
Email to info@mce-ama.com

MCE Conference and
Business Centre
34
• Located in the heart of Brussels with Easy Access
• Hotels: 1000+ hotel rooms nearby with preferential
rates for you
• “7 Continents”Restaurant: Hot and cold buffet lunches
prepared by our professional chefs
• No pillars: All our meeting rooms are open spaces with no
pillars blocking theparticipants’view
• Real daylight: All MCE rooms have natural daylight
• Terrace: An outside roof terrace in the heart of Brussels for
your cocktail receptions and welcoming events
• Free high speed Wifi: Available to all participants
throughout the whole conference centre
• “Europe”Conference Room: 580M² for up to 700
participants including 6 purpose built translation booths
• 38 Meeting Rooms: From 10 to 700 participants
• Coffee Lounges: Throughout the conference centre
• Reception and Registration Areas: Be welcomed by our
staff in the modern and contemporary reception area
See more at:
www.mce-ama.com/mce-conference-and-business-centre
A tailor-made venue for your events
Find out more
Would you like to know more?
Do you have questions?
Would you like to visit the Conference Centre?
The MCE Team is ready to answer your questions at:
Telephone: +32 (0)2 543 21 40
Email to info@mce-ama.com

Assertiveness .............................................................................................. P7, 17
Account Management ................................................................................ P25
Accounting Principles .................................................................................. P30
Balance Scorecard ......................................................................................... P31
Business Communication ............................................................................. P9
Business Management Skills ....................................................... P14, 15, 16
Business Planning .......................................................................................... P23
Business Process Improvement ................................................................ P13
Business Strategy ............................................................................. P14, 15, 23
B2B Marketing ................................................................................... P26, 27, 28
Coaching and Mentoring .................................................................... P11, 12
Communication and Influence Skills ............................................. P7, 9, 10
Corporate Communication .......................................................................... P9
Assertiveness .......................................................................................... P7, 17
Conflict resolution ................................................................................ P8, 12
Emotional intelligence ............................................................................ P12
Influence, persuasion .......................................................................... P7, 10
Interacting with others .............................................................................. P8
Negotiation skills ....................................................................................... P10
Presentation skills ........................................................................................ P9
Stakeholder communication ................................................................... P9
Competitive Analysis .................................................................................... P26
Corporate Strategy ........................................................................................ P23
Creativity ........................................................................................................... P22
Delegation ....................................................................................................... P12
Decision Making ............................................................................................ P23
Ecommerce ...................................................................................................... P27
Emotional Intelligence ................................................................................ P12
Essentials of Management .................................................................. P16, 17
Essentials of Finance ............................................................................. P30, 14
Executive Assistants ..................................................................................... P17
Feedback (receiving) .................................................................................... P11
Feedback (giving) .......................................................................................... P12
Finance ....................................................................................................... P30, 31
Balance Sheet, understanding ............................................................. P30
Budgeting and Control ........................................................................... P30
Cash Flow Management ......................................................................... P30
Finance Fundamentals ............................................................................ P30
Financial Statements ............................................................................... P30
Strategic Finance ...................................................................................... P31
Finance Ratios ............................................................................................ P30
Healthcare Business Management ......................................................... P15
Human Resources Strategy ........................................................................ P29
Influence skills ..................................................................................... P7, 10, 28
Innovation .................................................................................. P22, 27, 28, 31
Internal Politics .......................................................................................... P7, 25
Interpersonal Skills .............................................................................. P7, 8, 10
Interviewing Skills ......................................................................................... P12
Internet Marketing ........................................................................................ P27
Key Management Skills ................................................... P12, 14, 15, 16, 17
Leadership Skills ...................................................................................... P11, 13
Change management ............................................................................. P13
Coaching skills for managers ................................................................ P12
Delegation and Motivation ................................................................... P12
Developing leadership skills ................................................................. P11
Emotional Intelligence ............................................................................ P12
Executive Leadership ............................................................................... P13
People Management ............................................................................... P12
Strategic Leadership ................................................................................ P13
Strategy implementation ....................................................................... P13
Leadership and communication ................................................................ P9
Listening Skills ................................................................................................... P8
Managing People .......................................................................................... P12
Marketing
Account management ............................................................................ P25
Customer value ............................................................................ P26, 27, 28
Market Intelligence ................................................................................... P27
Marketing Management ......................................................................... P26
Marketing Mix ............................................................................................. P26
Marketing Plan ........................................................................................... P27
Marketing Strategy ................................................................................... P27
Mergers and Acquisitions Principles ....................................................... P31
Mini MBAs ................................................................................................. P14, 15
Negotiation Skills ........................................................................................... P10
Newly Appointed Manager ........................................................................ P16
People Management .................................................................................... P12
Performance Management ........................................................................ P12
Pharma and Biotech Management ......................................................... P15
Product Management .................................................................................. P26
Pricing ......................................................................................................... P26, 27
Project Management .............................................................. P18, 19, 20, 21
Sales
Account Management ............................................................................. P25
Fundamentals of Selling ......................................................................... P24
Strategic Planning ......................................................................................... P23
Strategic HR Planning .................................................................................. P29
Strategy Implementation .................................................................... P11, 13
Shareholder Value ......................................................................................... P31
Success Factors .............................................................................................. P31
Talent & Performance Managemen ........................................................ P12
Team Development ...................................................................................... P12
Value Proposition ..................................................................... P25, 26, 27, 28
Value Creation ................................................................................................ P31
Valuation (Company) ................................................................................... P31
35
Index of Topics
A
L
M
P
S
T
V
N
B
C
D
E
F
H
I
K

Celebrating 55Years
in the EMEA region.
Come and join us for
the #MCE55 Event
19 - 20 April 2016
#MCE55
Disruption, Connectivity
And Speed: Are you ready?
Register at
www.mce-ama.com/MCE55
Follow all updates on Twitter at
#MCE55
Location: Brussels
Duration: 2 Days
Over 20 high profile speakers

MCE Talent Transformation Programmes Guide

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