Ericsson Senior CPM ProgramA 10-day program for Customer Project Managers

by Semcon Project Management

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Get support in handling future demands and challenges in the Telecom Business and in your role as Customer Project Manager (CPM), join our new Senior Program. Ericsson is one key contributor to get our world spinning and we have a long tradition in supplying quality telecom infrastructure all over the world. Ericsson colleagues in many different roles con-tribute in making human communication easier and our customers successful and profitable.

The Ericsson Senior CPM Program (ESCPMP) focuses on professionals who have experience from the industry as prime responsible for Ericsson deliveries to our telecom customers. The unique customer inter-face that you have gives our company a strong plat-form for business growth and long term profitability.

“Ericsson Profitability,Business growth,

and Cash flow control”

Besides the pure company benefits with the ESCPMP

we also want to give you an opportunity to increase your personal network as well as preparing for your next step in your personal career. The role of a CPM will develop and change since the demand of skills and capabilities related to the business perspective dra-matically increases. The ESCPMP is all about you and the business environment that you meet in your daily operations as a true Ericsson ambassador.

welcome to escpmp

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Ericsson Profitability, Business growth, and Cash flow control are important ingredients and measure the health of our company. Whatever role you have in the company these things make a difference for our capability to develop and take market shares as well as reaching our long term goals.

The ESCPMP is a 10 Day program with focus on in-creasing your personal capabilities related to Business Skills. The program is divided into two modules with 2-3 months of calendar time in between. During the modules we will cover different themes of your CPM role with focus on future business performance. Trainers and speakers who are assigned for deliver-ing content and the knowledge sharing are highly respected global authorities and experts.

Besides a well structured agenda you will have an opportunity of important networking with your CPM colleagues in an international environment.

The basic fundament in the ESCPMP stands on the cornerstones Ericsson – The CPM Role – Our Customers and the program content will cover the following themes:

• EricssontheServiceCompany• PersonalCapabilities&ConsultativeSkills• ProjectSales• TobeBusinessAccountable• TheBusinessEnvironment

The first module will give you the opportunity to meet Ericsson managers that are willing to share strategic information with you, to discuss long term company and telecom trends, our offerings and the Ericsson approach on how we package our prod-ucts and services. During the first module we will also create a solid platform for developed inter- personal skills and team player capabilities. The con-sultative approach as a CPM is essential to be able to increase efficiency in the sales activities as well as creating additional business.

The second module will continue on the same plat-form but with more focus on Business and Sales Skills. The perspective will be on how you can navi-gate in the Business Environment and tools and techniques for sales and increased Business as well as handling the Culture aspects in this Environment. During the module we will also visit a local customer. The purpose and ambition is to reflect on input from this customer’s business needs and supplier require-ments and connect this with the input and feedback that we have received during the program.

CPM is one of the Most iMPortant jobs in eriCsson

program overview

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Ericsson StrategyThe presentation will cover market and industry analysis with focus on important trends and Ericssons position in the market as well as the wanted position. It will also cover our main strategies, focus areas and approach to driving change which are essential for reaching the wanted position. It aims at helping the audience setting their own activities into a bigger perspective.

Core 3 Concept - Best PracticeExperience a presentation and a knowledge shar-ing activity from a successful Core team, in termsof efficient and beneficial team track records. Thisis an invitation to benchmark discussions andreflections of the Core Concept, as well as gainingideas for improving your own Core records.

Ericsson theService Company

Ericsson OfferingsThe Ericsson offerings are a number of products &services structured ina certainway inorder tobe able to offer the customer a “complete” service package including products in the area of telecom business. The purpose of this section is to increase the participant’s knowledge about the Ericsson portfolio which can be seen as an important part of the extended business perspective of the CPM role.

Interpersonal SkillsSelf-awareness and Interpersonal Skills for im-proved ability to manage, motivate, influence and interact in the business environment. The primary content of this block will be based on Effectiveness Consultants’ Interpersonal Dynamics Inventory (IDI) which is a 360 degree feedback instrument that provides participants with a view of how their behavior is perceived by others in their own busi-ness environment.

Personal Capabilities& Consultative Skills

Developing & sustaining effective teamsTo provide practical and relevant sets of skills designed to increase understanding on positive and negative impacts on teams. These teams can be concepts in the own company such as Core 3 and Project Teams, but also towards the customer orga-nization as well as specific professional relations with persons (KAM).

Consultative SkillsTo provide practical and relevant sets of skills designed to improve the ability to work consulta-tively with KAM:s and customers in order to imple-ment and maintain relationship. This includes the app lication of concrete change management and consultative methods, tools and techniques as well as managing resistance.

description of module 1

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The BusinessEnvironment

PoliticsSome managers regard political calculations and manoeuvres as distasteful. Most textbooks advise managers to avoid playing political games. This session, however, will argue that avoidance tactics are naive, ineffective, and unprofessional. The manager who is not willing and able to engage with the politics of the organization will fail, sooner or later, and probably sooner. Politics can be defined as the exercise of influence. If you cannot command the support of others directly, it is necessary to find other more subtle forms of influence and persuasion.

Business SkillsThis area aims to make the participants more business oriented, to make them able to con-tribute to grow the business of Ericsson. The concept of innovation will be discussed, innova-tion that is not what one often think it is. The participants’ business orientation will also be increased by discussions around market dynamics, business dynamics, business modelling, innovation dynamics, and product and service life-cycles.

Sales SkillsIn this area the focus will be on developing the participants’ sales skills. For example to learn how to run fruitful sales meetings, to be able to identify customer needs and wants that could lead to new products and services for Ericsson.

Project Sales

Business & CultureThis session will provide participants with research findings on national cultural differences, which al-low them to focus on a few key dimensions along which cultures differ. Depending on participants’ interests and learning objectives, we will also ad-dress dimensions for capturing different types of organizational cultures. Case studies and real-life examples will demonstrate the influence of such differences on cross-cultural work situations and business challenges. A series of exercises will pro-vide participants with practical tools for interacting and communicating more effectively with clients and colleagues from cultures other than their own.

Telecom Customer visitTo provide information and have a discussion on how the customer sees Ericsson and what kind of future demands that can be put on global and local suppliers of Telecom equipment and services.

To be BusinessAccountable PricingRelated to developing the sales skills is also the importance of increasing the participants’ knowledge about pricing. Therefore, knowledge will be given about how to estimate cost structures, and different principles for pricing. This is crucial since it is impor-tant to be able to calculate the profit potential for Ericsson for the new products and services.

Contract HandlingBeing able to formulate good contracts is of course important, but it is also important to be able to secure the fulfilment of the contract during project accomplishment. It is important both for securing good business relations as well as for securing profitable businesses for Ericsson. Hence, the fourth area of this part of the program will give knowledge about how this can be done.

description of module 2

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speakers

Ursula BrinkmannDr. Ursula Brinkmann is Managing Director of Intercultural Business Improvement, a consultancy firm specialized in intercultural management development. Ursula has worked with numerous or-ganizations, including AirFrance KLM, CHAMPS, DaimlerChrysler, ESCP-EAP, Prénatal, and Siemens Netherlands. Ursula focuses on negotiation, influencing and teambuilding in international con-texts, and has coached numerous expatriates for their responsibilities abroad. Together with IBI co-founder Oscar van Weerdenburg, she developed the Intercultural Readiness Check.

Martin ClarkDr Martin Clarke is Director of the General Management Programmes Group at Cranfield School of Management in the UK. He has worked in the manufacturing and distribution sectors and prior to joining Cranfield was a director of a European business information company. He writes and consults extensively in the fields of management development and organisational politics in personal and organisational change.

Sören Sjölanderis professor of Innovation Engineering and Management at Chalmers. His research interest in-cludes technology and innovation management, strategic management and business creation. He is the founder and co-founder of several spin-off firms and high tech business incubators, venture capital firms, and consultancy practices. Professor Sjölander is a member of the Royal Swedish Academy of Engineering Sciences

Jan Ögren is Vice President and Head of Sales and Finance, Business Unit Global Services, Ericsson. He joined Ericsson in 1983 and has had various management positions in the Ericsson Group.ThemostrecentoneshavebeenasHeadofNetworkRollOutbasedinStockholm,CFO&COOfor Ericsson in North America based in Dallas and before that Vice President and Head of Sales for Business Unit Systems.

Rickard Wieselfors is Head of Strategy Execution, Group Function Strategy, Ericsson. During his whole career he has worked with driving change in different ways. He started his career as a management consultant focusing on strategic change but he has also set up and run two companies as well as worked at the European Central Bank. Rickard has been with Ericsson since 2005.

Lars-Erik AndrénA former Financial Controller and Business Unit Manager with a hands-on expertice from industrial project business. Lars-Erik has now more than 15 years as professional trainer in the field of Business an finance. LArs-ERik did his first training for Ericsson in 1990 and has since then worked with Erics-son and other companies in the telecom industry both as a trainer and a consultant.

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Module 1 - londonModule 2 - bangkok

practical information

10 days and 2 modules in an international

and highlydynamic environment.

Dates and LocationsModule 1 will be located in London starting Monday October 8, 2012 and the module will be closed Friday October 12. Venue will be notified later. We will meet Sunday evening, October 7 for a short get together. When you have registered you will get a Participant Guide describing all details for both modules.

Module 2 will be located in Bangkok starting Monday January 14 2013 and the module will be closed Friday January 18. Venue for Module 2 will also be communi-cated later.

Program FeeProgram fee for ESCPMP 2012 is 76.000 SEK which in-cludes the program content, all program materials, par-ticipant package, lunch and dinners during our stay at the hotels. Included in the program fee will also be a social event during the module and if needed program related transportations, i.e. company visits.

Travel and accommodation is not part of the program fee and will be handled by each program participator.

Target GroupSenior Customer Project Managers and Project Office Managers.

Application and RegistrationAll apllications and registrations is handled thruogh Semcon Project Management’s website. Click here to register or go to spm.semcon.com/ericsson.Maximum seats in the program is 27.

Program informationPlease contact our Program Facilitators for further in-formation about the program (you will find the contact information on the last page).

Contact person at EricssonAndrea Zuccantiandrea.zuccanti@ericsson.com LanguageEnglish

“Excellent course among the best I have been on and very valuable for me for the future. Highly recommend that this

becomes part of the course flow for CPM´s in the future.”Kye Prigg, Japan

“It has been really-really (and I mean: really) a great time with you guys. Learned a lot, Growth a lot and Laughed a lot!”

Joao Sidou, Brazil

“Congratulation for this excellent training program!”Tiago Jardim, Brazil

“Thank you very much for this opportunity. The program was really interesting and the way you managed it absolutely fantastic.”

Paola Gambini, Italy

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semcon project

management

Former Ericsson employee from Ericsson Project Management Institute. Tomas is an active Ericsson assessor and trainer and has been part of the PROPS development as well as PM career concepts in Ericsson and other global companies.

We are experienced consultants/trainers within the field of project management and leadership, many with a past within Ericsson.

Our considerable competence and experience in the area enables us to create a value for individuals, organizations, and businesses independent of type of business or focus.

This program is developed in close co-operation with Ericsson Business Unit Global Services and a delivery from the CPM@Ericsson initiative.

Program Facilitator, Semcon

Tomas LinhardSeniorConsultant&PMP tomas.linhard2@semcon.com+46 704 92 36 28

Marianne OhlssonSenior Project Management Consultant&BScinEconomics/MBA marianne.ohlsson@semcon.com+46 704 47 28 07

Marianne has worked with project manage-ment for more than 15 years. Over the years she has had different roles such as project manager, trainer, coach, sales responsible and line manager.