The Telecoms Mini-MBA

Transcription

1 The Telecoms Mini-MBA An in-house interactive training course for telecoms companies Stefan Zehle, MBA CEO, Coleago Consulting Ltd Graham Friend, MA Managing Director, Coleago Consulting Ltd Scott McKenzie, BE, MBA Director, Coleago Consulting Ltd Tel: Tel: Tel:

2 The Telecoms Mini-MBA Course An in-house course by telecoms professionals for telecoms professionals 1 1

3 The Coleago Telecoms Mini-MBA An in-house interactive course for telecoms companies An excellent course - extremely well delivered, balanced, informative and above all thoroughly enjoyable, a must for anybody who works in telecoms management." Anthony Mawby, Strategic Insight Manager, Orange A Course Designed for Telecoms Companies Coleago is a specialised management consulting firm serving the needs of the telecom, media and technology sectors. Prompted by its clients, Coleago developed a range of training courses, tailored to meet the management development needs of the telecoms industry. The Mini-MBA for Telecoms Companies is aimed at managers and executives in organisations working within the telecoms, media, and technology sectors. The course aims to deliver a distilled MBA focusing on the skills relevant to strategy and business planning. To develop, retain and motivate your employees relevant, practical and cost effective training and development are critical. Choosing Coleago as your management development and training partner offers significant advantages: Relevance: Coleago Consulting is a practical, hands on consultancy firm providing real solutions to clients in the Telecoms, Media and Technology sectors. Practicality: Our trainers are industry professionals with first hand experience of the challenges that companies face in these sectors. Proven: Our training and course materials are based on tried and tested techniques, processes and methodologies that our consultants use every day in their own consulting work. Track Record: Coleago has delivered courses to telecoms companies and regulators such as Axiata, Orange, Vodafone, Zain, Ericsson, Cisco, SabaFon, Ofcom, Motorola, Digi, etc. A Course Delivered by Telecoms Professionals Coleago is most and foremost a telecoms management consulting firm. Training is delivered by consultants with over 15 years of industry experience in international markets, including operational experience. This ensures that the course material is: Relevant and up-to date Learnings can be applied in a practical manner Learning Objectives and Benefits The course is designed to enable participants to gain a practical understanding of the principal techniques employed in business planning in order to be in a position to contribute to setting out strategy and write business plans for small and large projects which achieve the goals of the organisation. Key objectives include: Learning to use practical, strategic analysis and planning tools to support the generation and evaluation of strategic options; Gaining an understanding of the telecoms value chain, the economics of the sector and a range of business models; Knowing how to conduct market research, market forecasting and use market planning techniques that focus specifically on the unique characteristics of the telecoms sector; Gaining the ability to develop and analyse financial forecasts using a range of accounting, financial analysis and project appraisal techniques; Understanding profitability, cash-flow and funding issues; Being in a position to effectively write and present a business plan and secure board approval and funding. Hands on Learning Coleago s courses offer tutorial style interaction with the trainers rather than simply delivering a lecture. This considerably enhances the learning experience. We pride ourselves on bringing potentially boring topics (such as finance) to life through business simulation exercises, role plays, case studies and quizzes but most importantly through our passion and interest for the industry and our content. In-course exercises to gain confidence in applying learnings Enjoyable team work that motivates participants Case study giving participants the opportunity to put their new skills into action 2

4 The Coleago Telecoms Mini-MBA Experienced industry professionals train your staff Books authored by the course presenters Course Benefits The companies and individuals within them, who will succeed in the telecoms sector, are those that can combine strong financial and business skills with a comprehensive understanding of the ever changing competitive landscape. The Telecoms Mini-MBA will teach these essential business skills and coupled with a no nonsense appraisal of industry trends, ensures that all attendees will be able to make a difference on their return to their business. This course is highly practical, involving the use of simulation tools, exercises and a realistic and challenging case study. The Benefit of a Private In-House Course Rather than sending a few people from your company to a public training course, the training course comes to you. This has a number of advantages: Participants can discuss your company s issues freely Delivered where and when you need it Some tailoring of content to your situation We can accommodate a maximum of 16 participants in a tutorial style environment without compromising on interactivity. This means the cost per person will be considerably lower compared to sending people on public courses. High Value Course Material In addition attendees will also be provided with invaluable tools and templates to take away and use in their roles. These include: Extensive course notes in PDF format 10 year Excel based business planning valuation model Investment appraisal model Strategic planning templates Industry benchmarks Our Faculty: Telecoms Experience and Academic Excellence We only provide consulting and training services to the telecoms sector and so we really understand the challenges facing the industry and the training needs within it. Graham Friend, MA, M.Phil (Cantab) ACA, a co-founder of Coleago is an expert in business planning, including strategic analysis and planning, financial forecasting and valuations and business modelling and training for telecoms companies around the world. Graham is a Chartered Accountant and holds a Master s Degree in Economics from Trinity College, Cambridge. Co-author of the Economist s Guide to Business Planning and Guide to Business Modelling. Stefan Zehle, MBA a co-founder of Coleago, was a Director Strategy, Marketing and Regulatory Affairs of a GSM operator. He is an expert in telecoms marketing strategy, market forecasting, and business planning. He was responsible for many successful licence applications. Stefan has spoken at over 30 telecoms conferences world-wide and holds an MBA with distinction. Coauthor of the Economist s Guide to Business Planning. Dr. Matthias Halfmann, BSc Telecoms Eng, MBA, has more than 16 years of relevant experience in the ICT industry, with the last 12 years working as a management consultant. He is a highly experienced in telecoms regulation and regulatory cost modelling. commercial strategy and technology. Matt holds two academic titles, a doctorate degree in telecommunications science and an MBA. He teaches at Barcelona Business School. Scott McKenzie, ME, MBA, a Director of Coleago, has 20 years experience in the telecoms sector. Chief Strategy Officer for KPN s International Mobile division and CEO of KPN s 1bn Mobile Wholesale business. Earlier in his career he worked for Telstra, Ericsson, Arthur D. Little, and as an equity analyst in the City of London covering European telecom operators. He holds a bachelors degree in electrical engineering from Melbourne University and an MBA from Oxford University. 3

5 The Coleago Telecoms Mini-MBA Course content overview This is the best training I have ever attended. It was insightful, practical, dynamic, intense to mention a few. I have just been in the Telecoms environment for 8 months and I already feel like a Telco brainiac. A Balanced and Comprehensive Programme The course is designed to cover the topics relevant to developing strategies that deliver competitive advantage and making investment decisions that increase shareholder value. Participants will become familiar with the tools and language of business planning and decision making. Competitive pressures are increasing and therefore financial literacy is key to understanding how companies increase profitability and return on investment. Coleago's teaching techniques explain complex financial subjects in a manner so that they can easily be understood by non-financial managers. Intensive, Stimulating and Enjoyable Learning Four 90 minutes sessions per day One double session case study module A sequence of strategy and marketing orientated sessions and sessions with a financial focus. The course culminates in an investment appraisal case study with teams competing against each other The Programme Day 1 Day 2 Day 3 Day 4 Strategy & Marketing Focus Financial Focus Hands on Case Study Bassey Umoh, MTN Nigeria 9:00 10:30 Overview of Strategic and Commercial Planning Essential Marketing Concepts Forecasting Techniques Part 1 Investment Appraisal Part 1 11:00 12:30 Environmental Analysis and Planning for Uncertainty Strategic Implications of Industry Evolution Forecasting Techniques Part 2 Investment Appraisal Part 2 13:30 15:00 Introduction to Financial Concepts Analysing and Developing Strategy Are Telecoms Companies Creating Value Today? Investment Appraisal 15:30 17:00 Industry and Competitor Analysis Advanced Financial Concepts Basic Valuation Techniques Case Study 4

6 The Coleago Telecoms Mini-MBA Detailed Course Content - Day 1 Overview of Strategic and Commercial Planning To develop an understanding of how a company creates value for its shareholders To understand the objectives of company strategy and to define key strategic terms Interactive exercise: Definitions of strategy and tactics To appreciate the influence of stakeholders and their impact on company goals and performance To review the business planning process and gain an overview of key tools and techniques The typical content of a business plan Introduction to Financial Statements and Concepts The three financial statements and understanding their significance The Profit & Loss Account, defining ARPU Variable and fixed costs The Balance sheet and sources of capital for a business The Cash Flow statement, the concept of Free Cash Flow and its role in value creation Interactive exercise: Understanding the 3 financial statements Environmental Analysis and Planning for Uncertainty Understanding the nature of uncertainty in the telecoms industry and responses to it Learn how to apply PESTEL analysis a tool for analysing the environment Interactive exercise: PESTEL analysis Using scenario planning to generate alternative views of an uncertain future Interactive exercise: Scenario planning Industry and Competitor Analysis Understanding structure and forces that drive competition using Porter s 5 forces model The industry life cycle in relation to the competitive forces that drive the telecoms industry Generic market structures and their applicability in telecommunications sector Interactive exercise: Different market structures in telecoms Identifying the Value Chain, and its impact on strategy; including examples of successful and unsuccessful value chain strategies Interactive exercise: Your company in the value chain Analysing competitors using the Key Success Factor (KSF) ranking and Porter s four corners framework 5

7 The Coleago Telecoms Mini-MBA Detailed Course Content - Day 2 Essential Marketing Concepts What does marketing really mean? Understanding the benefits of market segmentation and applying segmentation methods and targeting Interactive exercise: Market segmentation The 4 Ps: Adjusting the elements of the marketing mix Targeting market segments with a differentiated offer Case study: the benefit of brand equity How to position a product or services in the market and develop a value proposition Interactive exercise: your own and your competitor s value proposition Analysing and Developing Strategy Using a framework for strategy development: Basis of competitive advantage, direction and implementation Porter s generic strategies and the applicability to the telecoms sector Using the Ansoff or Market Options matrix to generate strategic directions Understanding the benefits and drawback of alternative methods of strategy implementation Case study: Two case studies illustrating segmentation strategy vs. brand development strategy Strategic Implications of Industry Evolution Understanding the product life cycle curve and its strategic implications Understanding the strategic movement of portfolio products and cash using the BCG box Case study: The growth in mobile broadband Analysing your own business: How resources contribute to competitive advantage Summarising internal and external factors into Strengths, Weaknesses, Opportunities, and Threats Interactive exercise: SWOT analysis Advanced Financial Concepts Appreciate the fundamental principals of accounting Examine the accounting treatment for fixed assets depreciation and amortisation Develop and understanding of economies of scale and their impact on the scalability of a business Case study: Differences in fixed and variable costs between an MNO and MVNO Examine the concept of accruals and prepayments 6

8 The Coleago Telecoms Mini-MBA Detailed Course Content - Day 3 Forecasting Techniques - Part 1 Understanding the process of forecasting demand and essential forecasting concepts The effect of inflation: Forecasting in real or nominal terms Market sizing: The potential demand for a product or service Suitability and application of different market research techniques Understanding the suitability of different forecasting techniques in particular situations How to use the time series method to make a forecast based on trend and seasonality Interactive exercise: Applying forecasting techniques using Excel Forecasting Techniques - Part 2 How to use explanatory methods, notably regression analysis to make a forecast Using the product life cycle and s-shaped growth curves to forecast take-up The Bass model of diffusion of innovation to forecast demand for new services Price elasticity of demand in telecoms markets, practical applications Price elasticity coefficient estimates and empirical evidence of price elasticity of demand for telecoms services Demand for mobile internet services, a sample survey: methodology and results Interactive exercise: Applying forecasting techniques using Excel Are Telecoms Companies Creating Value Today? Develop a systematic approach to reviewing financial information Understand how to calculate and interpret profitability ratios Evolution of EBITDA margins, regional and global review Interactive exercise: Calculating profitability ratios Using and interpreting different types of capital efficiency ratios Evolution of Return on Capital Employed (ROCE) Interactive exercise: Calculating capital efficiency ratios Using liquidity and solvency ratios to assess a company s ability to meet it s immediate obligations and long term exposure Capex to Sales & Capex to EBITDA ratios and cash flow impact Interactive exercise: Calculating solvency ratios Basic Valuation Techniques and the Business Case Story Board Investment ratios and the role of equity analysts in valuing companies Case study: Valuing Virgin Mobile, a UK MVNO, for the purposes of setting the IPO share price What happens in a maturing market: the historic performance of the UK Mobile Industry Interactive exercise: What are the implications for your market What decision makers what to know: The business case story board 7

9 The Coleago Telecoms Mini-MBA Detailed Course Content - Day 4 "The telecoms MBA delivered clear, concise and confident teaching of complex content. I have a background in finance, but the financial content was explained better than I have ever heard it done before - I really did learn something new. Amanda Scott, Ingenious Media Investment Appraisal Part 1 Understand the objectives of investment appraisal and process of decision making Identify popular investment appraisal techniques and understand the basis of each approach Identify which revenues, costs and capital expenditure to include in appraisal techniques Learn how to calculate Pay Back Interactive exercise: Calculating payback Learn how to calculate the Break Even Point Interactive exercise: Finding the break even point Investment Appraisal Part 2 Learning how to carry out a Discounted Cash Flow Analysis Appreciate the relevance of Net Present Value to decision making Worked example: Net present value Interactive exercise: Calculating the NPV for a new data project Understand the concept of the Internal Rate of Return (IRR) Interactive exercise: Calculating the IRR for a new data project Expected Net Present Value: a tool to incorporate probable outcomes Investment Appraisal Case Study Based around current issues in the communication sector Draws together the learning from previous sessions Allows participants to deploy their new skills in a practical exercise Team working and presentation skills are tested Extract from Investment Appraisal Case Study Model 8

10 Quotation Coleago s quotation to hold the course for your company 2 9

11 The Coleago Telecoms Mini-MBA Quotation for in-house course delivery Please send an of call, stating when and where you would like to hold the course and Coleago will provide you with a quotation. Coleago s Deliverables Coleago will deliver the 4 Day Telecoms Mini MBA as described in the brochure at a location of your choice by one experienced telecoms professional during a consecutive 4 day period. In addition attendees will also be provided with invaluable tools and templates to take away and use in their roles. These include: Extensive course notes in PDF format 10 year Excel based business planning valuation model Investment appraisal model Strategic planning templates Industry benchmarks Customisation Coleago will customise the course to include specific examples relevant to the Client s country of operation. The customisation will be in the areas of benchmarks, product life cycle stages and ratio analysis. Maximum Number of Delegates per Course The course is highly interactive and involves team working. In order to give participants individual attention, ideally the number of participants should not exceed 16. However, up to an absolute maximum of 20 participants can be accommodated, but this is less than ideal. If the client expects to have more than 20 participants, two courses will have to be run. Course Venue and Set-Up Clients should arrange for a suitable course venue, ideally off-site, so that participants are not distracted by their daily working life. Recognising that the course is demanding for participants, frequently our clients chose to hold courses in well appointed hotels that can also provide participants with morning and afternoon coffee breaks, lunch and water. Quotation for an In-House Course Please send an of call, stating when and where you would like to hold the course. We will provide you with a quotation. One course can accommodate up to 16 participants. If you would like to train more than 16 people, Coleago could run two courses in two consecutive weeks. This would not double the cost because travel expenses would not double and course customisation would have to be done only once. Further Information or to Arrange Your In-House Course To discuss the course on offer or make a booking, please call or either Stefan Zehle, Graham Friend or Scott McKenzie. Stefan Zehle, MBA CEO, Coleago Consulting Ltd Tel: [email protected] Graham Friend, MA Managing Director, Coleago Consulting Ltd Tel: [email protected] Scott McKenzie, BE, MBA Director, Coleago Consulting Ltd Tel: [email protected] 10

12 About Coleago Consulting Ltd A brief introduction to Coleago Consulting, our expertise and experience 3 11

13 Coleago Consulting A leading boutique telecoms consulting and training firm Based in the UK Coleago provides consulting and training services to global and regional telecoms, media and technology players Operators and regulators Telecoms operators around the world trust Coleago to provide insight and advice on key strategic and commercial issues through our broad range of consulting and training services. Experience based consulting approach We do not use inexperienced associates or analysts all our consultants have a minimum of 10 years experience and most have over 15 years, often at board level in operational businesses. Our insight and advice is therefore based on practical experience and proven processes and methodologies developed over many years. Clients can be confident that their project will be delivered by Partner and Senior Manager level consultants from start to finish and our solutions and recommendations will be credible, relevant, realistic and practical. Developed and developing market experience Coleago has worked with clients in developed markets and also in some of the most challenging emerging markets including the Yemen and the Sudan and we have launched and operated GSM businesses in countries such as Algeria. Small, effective teams Our consultants are highly experienced, multi-skilled and have extensive project management experience. This allows Coleago to deploy smaller teams as we do not require the hierarchy of traditional consultancies to manage large teams of juniors. Clients find our small teams easier to work with and integrate into their own project teams. Exceptional vale By eliminating many of the overheads of traditional firms we are able to offer end-to-end partner level consulting at fee rates that provide exceptional value. Partner Senior Managers Manager Senior Consultant Junior Consultant Analyst Traditional Consulting Firm Model Advice covering a broad range of technologies We have advised clients on wireless, fixed, cable, satellite and fibre based technologies. We have specialist expertise in spectrum valuations and spectrum auctions have participated in more than 50 awards since Media and technology experience We have developed strategies and business plans for media companies, TV channels and web based businesses as well as technology companies. Innovative training services Coleago has developed a range of training and management development programmes, including a War Game (business simulation) 12

14 Coleago Consulting We provide a broad range of consulting services We specialise in telecoms business analysis, planning and modelling to ensure that our advice and recommendations deliver increased shareholder value Strategy & Business Planning Spectrum and Licences Marketing & Customer Management Strategy Development, Marketing Strategy Spectrum Strategy Market Forecasting & Market Planning War Gaming Business Planning Business Modelling Spectrum Valuation for Auctions Market Segmentation & Customer Insight Spectrum Auction Bid Strategy Customer Life Time Management Licence Applications Improving Customer Care Due Diligence Commercial Due Diligence Technical Due Diligence Business Transformation & Cost Reduction Cost Reduction Restructuring Turnaround Improving Network Performance Network Audit Network Sharing Outsourcing Regulation & Interconnect Interconnect Cost Modelling Interconnect Agreements and RIO Regulatory Strategy Accounting Separation Digital Content & Media TV Business Planning Digital Media Strategy Digital Content Monetisation Fund Raising Information Memorandum Equity Fund Raising Debt Fund Raising 13

15 Coleago Consulting We offer an innovative suite of training, development and coaching services Our telecoms War Game is a unique and exceptional management development platform and our Dragons Apprentice offers a new approach to team building Specialist Telecoms Trainers Our trainers are first and foremost telecoms industry experts who are able to gain the respect of programme participants. They are also outstanding trainers with a passion for their subjects. Telecoms Focus Our programmes are developed exclusively for the telecoms sector and use real life telecoms case studies, examples and benchmarks throughout. Bespoke Solutions We develop bespoke solutions for clients often utilising information about their specific markets to illustrate key points. Tailored Deliver We provide pre-course questionnaires and hold telephone interviews with every participant to ensure that each and every delivery contains the right content delivered at the appropriate level. Innovative Programmes We use simulation tools, role plays and challenging case studies to provide an entertaining and rewarding learning experience. War Gaming Our War Game process is the most realistic simulation of a telecoms market currently being offered and is the closest thing to running a telecoms business after actually running a telecoms business! The Real Telecoms MBA Technology War Gaming & The Dragons Apprentice & Coaching Finance for Non- Financial Managers Investment Appraisal & Excel Modelling 14

16 Guide to Business Planning A book authored by the Directors of Coleago Consulting Book authored by Graham Friend and Stefan Zehle "Summing up: Highly recommended." Choice, August 2009 Awarded "Outstanding Academic Title 2009" status by Choice, January, 5th 2010 The Economist "Guide to Business Planning The Economist "Guide to Business Planning", authored by Graham Friend and Stefan Zehle, the Directors of Coleago Consulting, was first published in The updated 2nd edition of the successful book is now out. To get any new business idea off the ground or develop and better manage an existing business you must have a plan - and if you need to raise finance to fund the business or get the approval of senior management, it must be a convincing plan. The Economist Guide to Business Planning is suitable for small businesses and large companies alike and covers every aspect of preparing and using a business plan. The guide contains comprehensive coverage of business planning and analysis techniques. The book includes: tools for analysing the market, customers, competitors, and the business environment techniques for examining and choosing between alternative strategic options how to analyse and mitigate risk and explains: how to identify the business's financing needs and select the appropriate type of finance how to use the book's business plan document template to write your own plan. Further Information on the Book Please visit Outstanding Academic Title 2009 Awarded by Choice, Jan 2010 The Guide to Business Planning, was named as one of the "Outstanding Academic Titles, 2009 (Business and Economics)" by Choice, the US academic review journal. Every year, Choice subject editors single out for recognition the most significant print and electronic works reviewed in Choice during the previous calendar year. Appearing annually in Choice s January issue, this prestigious list of publications reflects the best in scholarly titles and attracts extraordinary attention from the academic library community. From Choice Reviewed in August 2009 Although this work is positioned as a book about writing business plans, Friend and Zehle, business consultants, ended up writing an excellent summary of an undergraduate business curriculum. Their volume contains little new material that cannot be found in other business plan books. What it does instead, and what it does very well, is summarize multiple textbooks' worth of information into a single book. The material is laid out consistent with the US Small Business Administration's suggested business plan outline, and each section is concise. The best chapter, "Market Forecasting," provides excellent tools from which to choose. For an entrepreneur who has not had a business education, this book provides concise, informative tactics. For undergraduate business majors, it organizes and summarizes several course concepts very well and will serve as an excellent business reference to consult after graduation. It differs from other business plan texts (e.g., Successful Business Planning for Entrepreneurs by Jerry Moorman and James Halloran, 2005), with its emphasis on specific tactics to employ in a business plan. Summing Up: Highly recommended. Upper-division undergraduate students and practitioners. -- J. J. Janney, University of Dayton 15

17 Coleago Consulting Coleago has delivered assignments for global operators and smaller players Training course clients include Avea, Axiata, Cisco, KPN, MTN. Telkomsel, Orange, Telenor, Ofcom, Telefonica O2,Vodafone, SabaFon, Zain, Smart, Ericsson Kuwait ComReg Ireland Gibraltar Regulatory Authority VIP-Net GSM d.o.o Croatia P4 Poland Sudan 16