4 Day Telecoms Mini-MBA Brochure - AeRC

Telecoms Mini-MBAAn interactive training course for telecoms

companies

© copyright coleago 2009 1www.africanedevelopment.org

1 The Telecoms Mini-MBA Course

2 Practical Aspects of Running the Course

3 Guide to Business Planning Book

4 Introduction to Coleago Consulting

Con

tent


The Telecoms Mini-MBA Course

A course by telecoms professionals for telecoms professionals


A Course Designed for Telecoms Companies. The Mini-MBA for Telecoms Companies is aimed at managers and executives in organisations working within the telecoms, and technology sectors. The course aims to deliver a distilled 4 day MBA focusing on the skills relevant to strategy and business planning.

A Course Delivered by Telecoms ProfessionalsThe 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 dateLearnings can be applied in a practical manner

Learning Objectives and BenefitsThe 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 LearningThe course 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 learningsEnjoyable team work that motivates participantsCase study giving participants the opportunity to put their new skills into action

An in-house interactive course for telecoms companiesThe Coleago Telecoms Mini-MBA

“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


The TrainersThe course is provided by Stefan Zehle and Graham Friend who have many years of industry experience, working on all continents of the globe:

Graham Friend, MA, M.Phil (Cantab) ACA, 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. Stefan Zehle, MBA was a Director of a GSM operator with budgetary responsibility for $46 million of revenue and $29 million of cost. He is an expert in telecoms marketing strategy, market forecasting, and business planning. He was responsible for manysuccessful licence applications. Stefan has spoken at over 30 telecoms conferences world-wide and holds an MBA with distinction.

We only provide consulting and training services to the telecomssector and so we really understand the challenges facing the industry and the training needs within it.

Telecoms Experience and Academic ExcellenceGraham Friend and Stefan Zehle, co-authored the “Guide to Business Planning”, published by the respected Economist group. Graham Friend also co-authored the “Guide to Business Modelling”. Graham holds a Master’s Degree from Cambridge and Stefan an MBA with distinction.

Training Material and Benefits“The companies and individuals within them, who will succeed in the telecoms sector, are those that can combine strong financial andbusiness 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.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 format10 year Excel based business planning valuation modelInvestment appraisal modelStrategic planning templatesIndustry benchmarks

.

Experienced industry professionals train your staffThe Coleago Telecoms Mini-MBA

Books authored by the course presenters


Course content overview

A Balanced and Comprehensive ProgrammeThe 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 andreturn on investment. Coleago's teaching techniques explain complex financial subjects in a manner so that they can easily be understood by non-financial managers.

The Coleago Telecoms Mini-MBA

“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.”Bassey Umoh, MTN Nigeria

The Programme Day 1 Day 2 Day 3 Day 4

9:00 – 10:30Overview of Strategic

and Commercial Planning

Market Analysis and Strategy

Forecasting Techniques

Part 1

Investment Appraisal

Part 1

11:00 – 12:30Environmental 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

Financial Focus

Strategy & Marketing Focus

Hands on Case Study

Intensive, Stimulating and Enjoyable LearningFour 90 minute sessions per dayOne double session case study moduleA 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


Detailed Course Content - Day 1

Overview of Strategic and Commercial PlanningTo develop an understanding of how a company creates value for its shareholdersTo understand the objectives of company strategy and to define key strategic termsInteractive exercise: Definitions of strategy and tacticsTo appreciate the influence of stakeholders and their impact on company goals and performanceTo review the business planning process and gain an overview of key tools and techniquesThe typical content of a business planInteractive exercise: Quiz reviewing the content

Environmental analysis and planning for uncertaintyUnderstanding the nature of uncertainty in the telecoms industryand responses to it Learn how to apply PESTEL analysis – a tool for analysing the environmentInteractive exercise: PESTEL analysisUsing scenario planning to generate alternative views of an uncertain futureInteractive exercise: Scenario planningInteractive exercise: Quiz reviewing the content

Introduction to Financial Statements and ConceptsThe three financial statements and understanding their significanceThe Profit & Loss Account, defining ARPUVariable and fixed costsThe Balance sheet and sources of capital for a businessThe Cash Flow statement, the concept of Free Cash Flow and its role in value creationInteractive exercise: Understanding the 3 financial statementsInteractive exercise: Quiz reviewing the content

Industry and Competitor AnalysisUnderstanding structure and forces that drive competition using Porter’s 5 forces modelThe industry life cycle in relation to the competitive forces that drive the telecoms industryGeneric market structures and their applicability in telecommunications sectorInteractive exercise: Different market structures in telecomsIdentifying the Value Chain, and its impact on strategy; including examples of successful and unsuccessful value chain strategiesInteractive exercise: Your company in the value chainAnalysing competitors using the Key Success Factor (KSF) ranking and Porter’s four corners frameworkInteractive exercise: Quiz reviewing the content




Market Analysis and Strategy What does marketing really mean?Understanding the benefits of market segmentation and applying segmentation methods and targetingInteractive exercise: Market segmentationThe 4 Ps: Adjusting the elements of the marketing mixTargeting market segments with a differentiated offerCase study: the benefit of brand equityHow to position a product or services in the market and develop a value propositionInteractive exercise: your own and your competitor’s value propositionInteractive exercise: Quiz reviewing the content

Strategic Implications of Industry EvolutionUnderstanding the product life cycle curve and its strategic implicationsUnderstanding the strategic movement of portfolio products and cash using the BCG boxCase study: The growth in mobile broadbandAnalysing your own business: How resources contribute to competitive advantageSummarising internal and external factors into Strengths, Weaknesses, Opportunities, and ThreatsInteractive exercise: SWOT analysisInteractive exercise: Quiz reviewing the content

Analysing and Developing Strategy Using a framework for strategy development: Basis of competitiveadvantage, direction and implementation Porter’s generic strategies and the applicability to the telecoms sectorUsing the Ansoff or Market Options matrix to generate strategic directionsUnderstanding the benefits and drawback of alternative methods of strategy implementationCase study: Two case studies illustrating segmentation strategy vs. brand development strategyInteractive exercise: Quiz reviewing the content

Advanced Financial ConceptsAppreciate the fundamental principals of accountingExamine the accounting treatment for fixed assets – depreciation and amortisationDevelop and understanding of economies of scale and their impact on the scalability of a businessCase study: Differences in fixed and variable costs between an MNO and MVNOExamine the concept of accruals and prepaymentsInteractive exercise: Quiz reviewing the content




Forecasting Techniques - Part 1Understanding the process of forecasting demand and essential forecasting conceptsThe effect of inflation: Forecasting in real or nominal termsMarket sizing: The potential demand for a product or serviceSuitability and application of different market research techniquesUnderstanding the suitability of different forecasting techniques in particular situationsHow to use the time series method to make a forecast based on trend and seasonalityInteractive exercise: Applying forecasting techniques using ExcelInteractive exercise: Quiz reviewing the content

Forecasting Techniques - Part 2How to use explanatory methods, notably regression analysis to make a forecastUsing the product life cycle and s-shaped growth curves to forecast take-upThe Bass model of diffusion of innovation to forecast demand fornew servicesPrice elasticity of demand in telecoms markets, practical applicationsPrice elasticity coefficient estimates and empirical evidence ofprice elasticity of demand for telecoms servicesDemand for mobile internet services, a sample survey: methodology and resultsInteractive exercise: Applying forecasting techniques using ExcelInteractive exercise: Quiz reviewing the content

Are Telecoms Companies Creating Value Today?Develop a systematic approach to reviewing financial informationUnderstand how to calculate and interpret profitability ratiosEvolution of EBITDA margins, regional and global reviewInteractive exercise: Calculating profitability ratiosUsing and interpreting different types of capital efficiency ratiosEvolution of Return on Capital Employed (ROCE)Interactive exercise: Calculating capital efficiency ratiosUsing liquidity and solvency ratios to assess a company’s ability to meet it’s immediate obligations and long term exposureCapex to Sales & Capex to EBITDA ratios and cash flow impactInteractive exercise: Calculating solvency ratiosInteractive exercise: Quiz reviewing the content

Basic Valuation Techniques and the Business Case Story BoardInvestment ratios and the role of equity analysts in valuing companiesCase study: Valuing Virgin Mobile, a UK MVNO, for the purposes of setting the IPO share priceWhat happens in a maturing market: the historic performance of the UK Mobile IndustryInteractive exercise: What are the implications for your marketWhat decision makers what to know: The business case story boardInteractive exercise: Quiz reviewing the content




Investment Appraisal – Part 1Understand the objectives of investment appraisal and process ofdecision makingIdentify popular investment appraisal techniques and understand the basis of each approachIdentify which revenues, costs and capital expenditure to include in appraisal techniquesLearn how to calculate Pay BackInteractive exercise: Calculating paybackLearn how to calculate the Break Even Point Interactive exercise: Finding the break even pointInteractive exercise: Quiz reviewing the content

Investment Appraisal – Part 2Learning how to carry out a Discounted Cash Flow AnalysisAppreciate the relevance of Net Present Value to decision makingWorked example: Net present valueInteractive exercise: Calculating the NPV for a new data projectUnderstand the concept of the Internal Rate of Return (IRR)Interactive exercise: Calculating the IRR for a new data projectExpected Net Present Value: a tool to incorporate probable outcomesInteractive exercise: Quiz reviewing the content

Investment Appraisal Case StudyBased around current issues in the communication sectorDraws together the learning from previous sessionsAllows participants to deploy their new skills in a practical exerciseTeam working and presentation skills are tested

Extract from Investment Appraisal Case Study Model


"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


Practical Aspects of the Course

What is involved in running the course


DeliverablesThe course will be delivered 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 format10 year Excel based business planning valuation modelInvestment appraisal modelStrategic planning templatesIndustry benchmarksOptional book: A copy of “The Economist’s Guide to Business Planning” for each participant.

CustomisationThe 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 CourseThe course is highly interactive and involves team working. In order to give participants individual attention, ideally the number ofparticipants should not exceed 16. However, up to an absolute maximum of 20 participants can be accommodated, but this is lessthan ideal. If the client expects to have more than 20 participants, two courses will have to be run.

Booking the CourseColeago’s services are in demand and consultants tend to get booked up well ahead. Therefore it is advisable book two monthsprior to the intended course start date. This also allows the client sufficient time to organise the course venue and delegates can clear their diary for the duration of the course. The Client must place a firm order for the course a minimum of 32 days prior to course delivery.

Further Information or to Arrange Your In-House CourseTo discuss the course on offer or make a booking, please call oremail to the African eDevelopment Resource Centre.

Course deliverablesThe Coleago Telecoms Mini-MBA

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4 Day Telecoms Mini-MBA Brochure - AeRC

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