Date	13 Sep 2010, 10 weeks
Price	EUR 1559.00 / GBP 1250.00 Members of our Training Partnership scheme pay EUR 779.00 / GBP 625.00
Get	Course brochure [463kb]
Book	Book now online or learn about other ways of booking

Length	10 Modules - immediate download available (when paying online)
Price	USD 1700.00 / EUR 1300.00 / GBP 1050.00 (+VAT @ 17.50)% Members of our Training Partnership scheme pay USD 0.00 / EUR 779.00 / GBP 625.00 (+VAT @ 17.50%)
Book	Book now online or learn about other ways of booking

Course overview

The telecommunications industry is at the forefront of the information age – delivering voice, data, graphics and video at ever increasing speeds and in an increasing number of ways.

This distance learning programme incorporates everything an executive from the Telecoms industry needs to know to improve corporate and personal effectiveness.

The course provides an overview of key regulatory, technical, and financial trends impacting the established and new entrant providers in the industry. It analyses the technology trends underlying many of the strategies and principles executives are applying as they attempt to build businesses. Over 10 concise modules you will focus on essential management theory, practice and techniques applied in the context of the telecommunications industry. The key business skills developed will ensure that you take a dynamic approach to overcoming each challenge you face and improve the bottom line of your business.

Who should enrol on this programme?

Executives and managers across the telecommunications industry who want to increase their understanding of successful strategic management within the sector. Those who want to enhance their own performance and their key management, leadership and Telecoms industry skills.

Course modules

MODULE 1 – Introduction to the Telecoms market Market analysis of the Telecoms industry – Ofcom 2007/2008 Communications today and an overview of the main technologies in telecommunications Convergence explained Next Generation networks Key trends for the future Investigating Mobile Virtual Network Operators (MVNO’s) Overview of satellite communications MODULE 2 – Strategy and strategic planning in the Telecoms sector The key to business success in the telecommunications market Effective market analysis within the sector Understanding the strategic importance of the ITU Strategic penetration of Internet Protocol and VoIP solutions The Global ICT community, regulatory bodies, standards issues and MOU’s How to adopt a Green IT strategy Case studies Strategic alliances Disaster recovery Environmental impact on choosing suppliers Overview of the main players in telecommunications MODULE 3 – Managing yourself and others First learn to master yourself Performance management Communicate and motivate Effective coaching Tackling poor performers Managing your team … and also your time MODULE 4 – Learn to be a leader What do we mean by management? A survey of leadership styles? Sun Tzu Sensitive leadership Exemplary leadership Inspirational leadership The leader as mentor Decision-making in leadership Management and leadership, essentially a team effort MODULE 5 – Sales planning and management for business growth Sales planning and development Territory planning Targets and forecasting Products and competitors Managing your accounts and targeting new accounts Targeting new accounts Managing the sale The sales presentation and proposal Closing the sale MODULE 6 – Mastering marketing in the Telecoms industry How marketing works Choosing your customers Global marketing strategies Marketing strategies The marketing mix The marketing plan Brand management Pricing Product life-cycle Distribution Segmentation

MODULE 7 – Demystifying finance – Finance and accounting principles in practice Understanding basic accounts P&L account Balance sheets Assets and liabilities How to analyse performance Balance sheet measures Finance ratios Working capital management Detailed case study External analysis: the press PE’s, yields and market cap Accounting principles Fixed assets Depreciation and amortisation Long term liabilities Owner’s equity Notes to the accounts MODULE 8 – Demystifying finance – Budgeting and decision-making The budget Setting a budget Reviewing a budget Zero-based budgeting Monitoring your budget Management accounting Analysing costs Break-even Building up costs Decision-making and golden rules for decisions Making sense of the future Techniques for decision-making Rate of return and payback period Time value of money Discounted cash flow MODULE 9 – Demystifying Finance – Financial management in the Telecoms sector What drives Telecoms? – from a financial perspective Telecoms is just a money making machine – or is it? What is an income statement (P&L account)? What is different in a Telecoms income statement What is in a Telecoms balance sheet – what is a license worth? As ever the importance of cash generation Accruals, amortisation, depreciation and impairment explained What does the future hold? – the importance of budgeting – budgets tied to longer term corporate objectives Financial strategy Costing – volume and price (thus margin) issues The financial effects of regulation Capital expenditure – project appraisal – using models to make better decisions Understanding finance is vital MODULE 10 – Negotiating and managing commercial contracts Legal foundation for negotiation Freedom to negotiate Agreements of the parties Duty to disclose information Representations, promises and puffery Duress and undue influence Exclusion clauses Unfair contracts Managing the relationship Effective expectation engineering Supporting documents and evidence Platform building Taking defensive measures Identifying time bombs Developing corporate, general and personal relationships Negotiation tips and tactics

Course contributors

Kevin Hard has a background in sales and management development within the Telecoms industry. His extensive experience in the industry includes setting-up and managing a national sales team to launch the successful Datatrak and Band3 products within the UK market. He spent many years working with a major telecommunications consultancy advising many major UK corporates, offering independent advice to enable organisations to make informed decisions on their strategic initiatives in telecoms including MEUC, GKN, Warners, Somerfields, Lloyds. He was regularly involved in the training of new personnel and set up a training service -3C for customers to fill a gap in the market and introduced new innovative technologies into the UK from Israel (VoIP) – Lloyds, Freeserve; Australia (CMS) – Boots, NHS, and Digital Literacy (Finland) – IBM, SAP. He now runs his own consultancy working with clients to provide management and commercial training for managers and senior level executives.

Ian Ruskin-Brown has been the owner/entrepreneur of several service businesses, a course director at the Chartered Institute of Marketing for courses on marketing in the service sector and has
designed, written and piloted in-company training courses on marketing and selling consultancy services for a number of international Telecoms businesses.

Mark Thomas is an international business consultant, author and speaker specialising in business planning, managing change, human resource management and executive development. Based in London, Mark work across the globe – he has worked in over 40 different countries and is a frequent conference and seminar speaker on business, organisation and human resource issues. He has worked extensively with Telecoms companies including BT, T-Mobile, Nokia and KPN.

Ralph Tiffin is a chartered accountant and registered auditor – principal of McLachlan+Tiffin. The firm has a wide range of clients and supports clients with audit and advisory work in area such as an introduction to IFRS, ethics and fraud prevention. As a consultant he acts for many companies in the UK and overseas including British Telecom, Cable and Wireless and Telekom Malaysia on subjects ranging from understanding finance and accounting for telecoms companies, project appraisal, budgetary control systems through to fraud prevention and how proper accounting can help business.

Michael Williams is an international management consultant. His main clients include leading business schools as well as several universities and a wide range of companies throughout Europe and North America including, T-Mobile and Danish Telecom. He is author, or co-author, of many books in the fields of leadership, management practice and organisational psychology.

Tim Boyce has been involved in contract management for over 20 years. He began his career in the Ministry of Defence holding executive positions in contracts and contracts policy and finance. His
industrial career began at Plessey in 1980 after which he enjoyed appointments with Siemens, British Aerospace and as commercial director at BAE systems. His functional responsibilities have included contracts, commercial, procurement, estimating, legal, project accounting and the implementation of the European Business Model.

Julian Clay has spent the past ten years helping companies increase their sales effectiveness by improving their sales and management processes. His vast selling experience, business and psychology training have given him an invaluable insight into how a successful sales operation works. This has involved specific areas like account management, sales forecasting and looking at how CRM systems can be adapted to monitor and improve performance. Other projects have included developing a sales forecasting programme and writing and delivering many sales coaching and tailored training programmes in the areas of Transport, Paper, IT and Pharmaceuticals as well as ‘Open’ programmes for many other markets which have included, Electronics, Aviation and Telecoms.

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Falconbury’s distance learning programmes have been certified by the Academy of Distance Learning (ADLiB).. ADLiB supplies an unbiased authentication of, and quality assurance for, distance learning programme providers.

Upon course completion, distance learning participants are invited to undertake a final external assessment in the form of an online multiple-choice paper.

Participants are required to achieve a pass rate of 80% and above to ensure that a high level of competence has been achieved within the subject area and to receive the advanced ‘Certificate of Excellence’. The final external assessment can be taken up to three times, thereafter the ‘General Certificate of Course Completion’ will be issued.

NB: The final external assessment is an optional appraisal and those participants not wishing to undertake it will automatically receive the ‘General Certificate of Completion’ for their personal development/training profile.

Find out more about ADLIB here.

Academy of Distance Learning in Business

ADLiB

Falconbury’s distance learning programmes have been certified by the Academy of Distance Learning (ADLiB). ADLiB supplies an unbiased authentication of, and quality assurance for, distance learning programme providers.

Upon course completion, distance learning participants are invited to undertake a final external assessment in the form of an online multiple-choice paper.

Participants are required to achieve a pass rate of 80% and above to ensure that a high level of competence has been achieved within the subject area and to receive the advanced ‘Certificate of Excellence’. The final external assessment can be taken up to three times, thereafter the ‘General Certificate of Course Completion’ will be issued.

NB: The final external assessment is an optional appraisal and those participants not wishing to undertake it will automatically receive the ‘General Certificate of Completion’ for their personal development/training profile.

Find out more about ADLIB here.

International Association of Distance Learning

The International Association for Distance Learning (IADL) promotes excellence in open, distance, and online learning worldwide, and provides a benchmark through which global consumers can gauge the quality of courses offered by their members.

 

The IADL is an independent, non-profit organisation with its principal administrative offices in London in the United Kingdom. Find out more.

 

Falconbury are an Approved Member of the International Association for Distance Learning. Please see our IADL membership certificate

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