The definition of management; the process of management; the evolving discipline of management; the management system; efficiency and effectiveness; the importance of management skills; and the distinction between management and leadership.

Organizing the process; committee structure; establishing mission and purpose; and understanding grand strategy.

General environment; task environment; organizational environment; SWOT analysis; strategic alterntive matrix; and selecting a strategy.

Selecting a strategy; product market matrix; business portfolio matrix; and industry analysis.

Developing a calendar of events; putting the strategy into operations; and the never-ending process.

Emphasis is placed on the identification, interrelationships and uses of financial statements.  Included are the Balance Sheet; Income Statement; Sources and Uses Statement; and Statement of Cash Flows.

Provides a look at Liquidity Ratios; Asset Management Ratios; Debt Ratios; and Profitability Ratios.

Provides a review of important tools necessary for making many financial decisions; includes Future Value of a Single Payment; Present Value of a Single Payment; Future Value of Annuities; and Present Value of Annuities.

Emphasis is placed on the presentation of capital budgeting tools and the capital budgeting decision process.  Includes the study of Cash Flow Projects; Net Present Value and Internal Rate of Return.

Discussion includes existing legislation; sources and methods of recruitment; job design; and handling discrimination problems.

Dual roles of performance planning and reward determination; the conduct of performance reviews and coaching sessions; guidelines for performance interviews; and role play exercises.

The pros and cons of various approaches to “Total Compensation;” and discussion on merit, tenure, performance and knowledge.

Covers the ideas of Behavioral Contracting and Progressive Discipline; legal standards necessary to produce disciplinary actions; and group activities.

Includes marketing strategies; growth strategies; segmentation; targeting; positioning; and product/customer mixtures.

Discussion includes performance/satisfaction; role perceptions; personal characteristics and aptitude; recruitment and selection; sales training; motivating the sales force; designing compensation and incentive programs; and evaluation of performance.

Emphasis is placed on the practical application of the capital budgeting tools in the valuation of an agency.  Includes a look at agency cash flow estimation and agency valuation; an agency valuation example, and discussion of the example.

Participants will be divided into study groups to develop presentations demonstrating the application of concepts discussed throughout the program.