Wednesday, January 13, 2010
Workshop #5 Sales
• Sales planning and process
• Managing sales staff, including incentives/bonuses
• Up-selling, cross-selling
• Web site as sales tool

Wednesday, February 3, 2010
Workshop #6 Managing People
• Leadership
• Attracting, retaining and talented employees
• HR issues
• Human rights/laws
• Compensation (e.g., stock ownership, profit sharing and bonus plans)
• Employee Assistance Programs (EAPs)
• Benefits and perks
• Firing
• Dealing with customers and providing superior service
• Developing client relationships

Wednesday, March 3, 2010
Workshop #7 Technology
• Customer relationship management (CRM) tools – why and how to use
• E-Business, e-commerce – do you need it
• Setting up and maintaining an effective web site
• Optimizing your site for search engines
• Tracking results
• Selecting and leveraging mobile technology
• Back-up systems
• Hiring professionals, or do it yourself

Wednesday, April 7, 2010
Workshop #8 Managing Business
• Property management, renting, leasing
• Proper filing of government payments
• Managing Accounts Receivable and supplier credit successfully
• Developing supplier relationships
• Legal issues
• Ethics – expectations of governance

Wednesday, May 12, 2010
Workshop #9 Growth Strategies
• Accessing capital for expansion
• Getting financing/funding options for expansion
• Bargaining with financiers
• Establishing advisory boards
• Going global through trade and exporting
• Establishing partnerships and alliances

Wednesday, June 2, 2010
Workshop #10 Work-Life Balance and Program Wrap-up
• Work and family: challenges and strategies for developing balance between work and life
• Action plan and implementation schedule for expansion

Wednesday, September 15, 2010
Workshop #1 Welcome and Introduction to Program
• Expectations
        » Managing the mentor/protégée relationship
        » Expectations from the course
        » How to make the most of it
• Components of expansion planning
• Vision, mission & core values
        » Are they clear?
        » Who needs to know?
• Business plan
        » Importance of creating one
        » Who needs one and how to use it
        » Elements of a good business plan – from conception to exit strategy

Wednesday, October 6, 2010
Workshop #2 Defining Your Competitive Edge
• Market research
• What is market research
• Why and how to conduct it
• How to define your target market
• How to use the information to position yourself in a competitive marketplace
• Product and service pricing

Wednesday, November 3, 2010
Workshop #3 Fundamentals of Finance
• Accounting principles
• Interpreting financial statements
• Forecasting costs and revenues
• Banking relationships/ How to talk to bankers
• Financial analysis
• Creative financial management
• Cash flow vs. profit

Wednesday, December 1, 2010
Workshop #4 Marketing
• What does it mean – understanding difference between marketing and sales
• How to market your product/service (benefits vs. features)
• Choosing an agency or do it yourself
• Unique selling proposition – what is it and why is it important
• Promotional strategies – direct mail, advertising, e-marketing and e-commerce, PR, networking
• Determining a budget and how much to spend on marketing
• Tracking results and making informed decisions