Profitable Management
Workshop (PMW)
Day One
Session 1.1 - Welcome and Introductions
Sets student
expectations for the program. Students explore the
objectives for the PMW, review their role in the learning
experience, and share their top concerns. Students get a
chance to meet each other, including those at their team
table.
Session 1.2 - Industry in Transition
After reviewing
some research statistics on what is happening in the
industry and analyzing trends, students accept the
fact that things will not stay the same and that the
industry is undergoing significant changes. This is a
starting point for the
remainder of the PMW, which shows them how to meet the new
challenges.
Session 1.3 - Business Situation Analysis
Strategic planning
for the agency is discussed, along with the importance of
planning 3 years in advance. Students,
along with their team, review pre-workshop materials that
help analyze current agency staff, markets and products.
Students
discuss their agency's philosophy, mission and vision and
determine if their current organization is in alignment with
them.
Session 1.4 - Agency Mission and Philosphy
A more
in-depth look is made into the agency philosophy and mission
with the intent of possibly modifying it by week's
end. The agency's philosophy and mission is compared to that
of the company's. Students do a "Philosophy of Life"
exercise
and a SWOT analysis of their agency to determine strengths,
weaknesses, opportunities and threats.
Session 1.5 -
What Will Your Agency Look Like in 3 Years
This session
provides a look into the future. Students do a visioning
exercise and learn how to effectively communicate
their agency vision to others. Having diagnosed the current
agency situation in the last session, the students now set
objectives
of what they want their agency to look like in 3 years.
Session 1.6 - Developing Job and Function
Descriptions
Not only will
companies and agencies be different in the future, but jobs
within the agency will change, too. The students
begin to think about how different their agent's, unit
manager's, functional manager's and administrative staff's
jobs will change to
meet the new challenges. Finally, students will build a job
description for a selected "new" position of the future.
Day Two
Session 2.1 - Group Simulation Exercise
This session
emphasizes the importance of teamwork. Students participate
in an exercise that tests their ability to
survive over almost insurmountable odds. Using scoring
grids, students can see the difference in results between
individual effort
and team effort.
Session 2.2 - Group Development Principles
Students are
introduced to a cyclical process through which teams go in
their formation - from initial creation strategies
through the final stages where they reach peak performance.
These stages are related back to the previous session, and
students will identify those they experienced during the
simulation exercise.
Session 2.3 - Group Development and Agency
Team Building
Capitalizing
on all that has been learned about group development in the
previous sessions, students now focus on
how they can affect group development in their own agencies
and build effective teams. Students analyze their own
effectiveness
as a team builder and then analyze how the needs of the team
members in their agencies affect team performance.
Session 2.4 - Leadership Principles and
Situational Leadership
The
importance of leadership is covered in detail in this
session. Students learn various styles of leadership and
then
complete and score a questionnaire which helps them
determine their own leadership styles. Situational
leadership emphasizes
the importance of identifying which styles to use in which
situations, and students are shown how to do it.
Session 2.5 -
Using Situational Leadership
Using
case studies, students will practice identifying leadership
styles. Using role-play, students will build skill in
choosing the proper leadership style for a particular
situation that could present itself in their agency.
Session 2.6 - The Centralia Challeng I
This is
the first of four sessions dealing with Centralia that helps
bring together all the elements of the Profitable
Management Workshop and enables students to use what they
learn. The Centralia Challenge puts the student in a
"corporate"
frame of mind". Students assume the roles of home office
decision-makers assigned to "turn around" a company in
decline in the
mythical country of Centralia.
Day Three
Session 3.1 -- Marketing
This session begins by defining
marketing and having students analyze some of the great
companies in the world
known for marketing. Using a sample agency and an outline
for creating a marketing plan, students learn how to
identify markets
and develop plans to penetrate them.
Session 3.2 - Recruiting Plans for
Organizational Growth
Students begin to think of
themselves as the CEO of their agency and understand that
recruiting the right people will
continue to make their organizations grow and be more
dynamic. They are reminded that jobs in their agencies may
look quite
different in the future and a new recruiting paradigm must
replace the old ways of past recruiting. Through team
exercises, students
discuss ways to build manpower in the agency to at least
double its current size.
Session 3.3 -
Selection Principles for Process Development
An effective and consistently
used selection system is the second part of the equation to
grow the type of agency
discussed in the previous session. Students analyze their
current selection system and determine ways to make it more
effective
and efficient in light of the new jobs that will be required
in the agency of the future.
Session 3.4 - Getting the Right Start
Once new personnel are
selected, the next steps are extremely important and will
determine success or failure.
Students learn the importance of the orientation and setting
expectations early in the career. Setting minimum standards
is
discussed and students learn how to manage activities rather
than results. A key factor to early success is mentoring and
students learn how to develop a mentoring program in their
agencies.
Session 3.5 - The Centralia Challenge II
Work on the Centralia
project continues. On Day 2, students analyzed the company
situation in Centralia. Today,
students begin to determine the goals to be reached.
Day Four
Session 4.1 - Performance
Analysis and Management
This session helps managers
diagnose why people don't meet performance standards. A
decision-tree checklist is
used to analyze the nature of performance problems. Since
performance problems involve people, students are taught
proper
interviewing techniques so that the exact reason for the
performance discrepancy can be determined. Role-play enables
students
to practice the interviewing techniques.
Session 4.2 - Business Management: Time,
Money, and Resources
Future agency managers must be
good business managers. This session deals with three
elements of good business
management - time control, agency financial responsibility,
and managing the agency's resources. Students analyze their
time
expenditure and determine ways to better spend this valuable
resource. Students learn how to perform cost-benefit
analyses to
make the best decisions regarding expenditures. Finally,
students learn to develop their most valuable asset, their
people. The
focus is on building a developmental plan for unit managers.
Session 4.3 -
Change Management
By this time in the PMW, students are
well aware that changes must and will occur. The subject of
change is
addressed in this session and how people react to change
Students learn how their agents, administrative staff and
unit or
functional managers are affected by change and learn
management techniques to facilitate change within their
agencies.
Session 4.4 - Centralia Challenge III
In this session, students will
determine exactly how they plan to put the ailing company in
Centralia back on a
successful track. They will make plans concerning markets,
manpower, products, distribution system, and home office
systems to
carry out their objectives. Each team will prepare a
presentation to the "Board of Directors" to be delivered on
Day 5.
Day Five
Session 5.1 -
Centralia Challeng IV
Each team gives a 15-minute
presentation to the Board of Directors outlining their plans
to move the Centralia
company in a positive direction. Various delivery methods
may be used including PowerPoint, flip chart, hard copy
report, etc.
Other students, company personnel and the PMW instructor act
as the members of the Board and ask questions of each team
to
test theory, logic and practicality of their proposals.
Placing the advanced manager students in home office
positions forces them
to think about the broad company picture rather than their
own individual agency.
Session 5.2 - Back to the Future
Students are reminded that after this
day, they will go back into their agencies. But they should
not go back to
their past, they should go "back to their future". A company
official conducts this session discussing the future of the
company
and the role that these managers will play. A question and
answer period is included.
Session 5.3 - Leading Into the Future
This is the closing session of the
Profitable Management Workshop. Students are assigned
post-workshop
projects to help them implement in their agencies what they
have learned in the school. The school objectives and
expectations
are reviewed. The CIAM designation is discussed and students
will learn what remaining steps are necessary to attain this
mark.
The school closes with hearing a motivating discussion,
Encouraging The Heart.