CIBM Programme

8 Modules

Lobby and Advocacy

Management Principles
Marketing
Business Communication
Business Law
Project Management
Accounting and Finance
Information Retrieval

Portfolio of Evidence

1. Hand-in 27 October
Exams

19 October 2009 Portfolio of Evidence - Lobby and Advocacy

21 November - Management Principles

Strategy
Strategic Approach
Where are we now

Internal and External Factors is influenced

Proactive or
Reactive - Adaptive

Emergent Strategy - Flexible (Analysis of Environment and Resources)

Mission, Vision and Objective
Strat dev. Trial of various options
Prescriptive - Fixed

Planning is key

Success of the strat. Depends on the Management Team

Test is whether you can implement

The Strategy-Making
Execution Process
Phases

Revise as needed

What is a strtegic plan

Vision is the road map
compare vision and Mision
Where we are going
Who we are
Phase 2
Set Objectives – yard stick or performance trekker
Spellout how much by when
Concrete outcomes
pushes you to be inventitive
avoid complacency
Status qou performance
void internal confusion
Objectives must be SMART
At every Level
Individual at last
Phase 4
Implementing and Executing Startegy
Involve building capabilities
Allocating resources
Strategy-supportive policies
Motivating tying rewards
Information, communication, operating systems
Best practices
Continuous Improvement
Exerting leadership to drive the process

Or practise
MBWA- Managing By Walking Around

Good strategy Execution

create strong “fits”

Phase 5 Startegy Making Process

Evaluating Performance and Making Corective Action
● Tasks are not a one-time exercise
customer needs
competitive environment changes
new opportunities
technology advances
aspects of executing strategy
new managers with different ideas
organisational learning
● Need for corrective actions and adjustments on an as and when needed basis
Monitoring, Evaluating and adjusing as needed
● Tasking Action to adjustments
Dashboard – key performance areas
altering longterm direction re-defining
raising, lowering, changing performance objectives
modifying the strategy
improving strategy executing

1 October 2009
Marketing and Communication

COMMUNICATION
Managerial communication
Message Encoded Sent through a channel or medium
Decoded
Noise disturbances/ interference with transmission, receipt, or feedback of a message.

The interpersonal communication process

True communication is the two-way Massage Medium Receiver Encoding Ssnde
Process of Interpersonal Communication
Methods of Communication
Interpersonal
Feedback
Complexity capacity
Breath potential
Confidential

Methods of Communication
Interpersonal
● Nonverbal communication
● body language
● verbal intonation – emphasis

Barriers to interpersonal communication

- Filtered – deliberate manipulaton
- Selective Perception
- Emotions by the way the way the receiver feels
- Information Overload – Exceeds processing capacity
– Defensiveness
– Language
– Cultural values

Overcoming the barriers

– Use feeback
– Simplify Language
– Listen Actively

ACTIVE LISTENING BEHAVIOURS

Exhibit affirmative head nods and approppriate facial expression
Avoid Distracting Avoid interrupting the speaker

ORGANISATIONAl COMMUNICATION
Upward
Downward Diagonal
Lateral

– Organisational Communication Networks

– Grapevine – informal network
important source

Nonverbal Communication
Body Language
Eye Contact
Gesture
Space
Touch

ASSIGNMENT

Layered Briefing Folio - Guide 3 Page 16

Contxt Maximizing

Brief Folio/ Position Paper

Layered (Set of notes) – means different parts – comes in layers key issues, key facts, actual
briefing.

Question 2 Meetings Taking minutes and how the recording

Inside a meeting means – a particular departmental meeting

Informal – action sheet tailored in action plan formal

Outside – people from outside

Has to be formal

Question 3
Discuss the way and means for it to attain good results.
Body language
Guideline for e-mails to give good impression

Question 4 Electronic Messaging

Question 5 Communication Breakdown

Question 6 Writing skills

Marketing
Consumer Orientation
Profit Orientation
Social Responsibility

What can be Marketed

Goods
Services
Events experiences
Persons Places & Properties
Organisation
Information
Ideas

Marketing Mix
Product
Price
Promotion
Place
..........................Target Customer.....Intended positioning

Marketing as an interface
Customers
Intermediaries
Marketing Environment
Competitors

Process
Marketers develop marketing strategy by managing marketing instruments

Decision
Influence
– Individual factors
Motivation, Attitude, Perception, Learning ability, Personality, Lifestyle
– Group factors
The family, Reference group, Opinion leaders, Cultural group
Awareness of the need
Gathering information
Evaluation
Action(buying)
Post-purchase evaluation
Determinants of Consumer Behaviour

MARKET AGREEGATION / SEGMENTATION

SINGLE SEGMENT APPROACH
MARKET MULTI-SEGMENT APPROACH

BRANDS

A mark that is unique to the product

To consumers – facilitate decision making
facilitate identification
assurance of quality
degree of protection

Product Life-cycle – Maturity to arrest consumers

Brand Loyalty
Occurs when consumers show loyalty to certain brands
Brand Recognition
Brand Preference
Brand Insistace

Distribution Channels
Producer – Consumer
Producer – Retailer – consumer

Selling is only the tip of the iceberg

Challenges of Marketing

Changing Economy
Ethical concerns
Globalisation
New Marketing Landscape and Information Technologies
Non-profit Market

Meeting people's need in an Employers' Association's perspective

Marketing a particular thought or apont of view.

MARKETING ASSIGNMENT

make a profit
increase the market share
5/6 paragraps

2.1
Describe the effect of Macro-Environment factors
2.2 2.2 Social Responsibility
3. Stages of new proct development
● preliminary assessment - initial screening
● detailed investigation - second screening
● development - decision on business
● testing and validation - development review
● Full production & Market Launch -

How do personal factors influence the customers that purchase McDonalds

4. Promotional Campaign (4 P) Packaging
5. Discuss the to which the McDonalds brand is affected by effected by events in respect
of obesity and make recommendations as to what can be done to manintain the
reputation and leading brand status of Macdonalds.

Osman@mancosa.co.za cell: 0835601251