coleago 4 day telecoms mini-mba

Telecoms Mini-MBAAn in-house interactive training course for telecoms companies

1© copyright coleago 2009www.coleago.com

A Course Designed for Telecoms CompaniesColeago is a specialised management consulting firm serving the needs of the telecom, media and technology sectors. Prompted byits clients, Coleago developed a range of training courses, tailored to meet the management development needs of the telecoms industry. The Mini-MBA for Telecoms Companies is aimed at managers and executives in organisations working within the telecoms, media, and technology sectors. The course aims to deliver a distilled MBA focusing on the skills relevant to strategy and business planning. To develop, retain and motivate your employees relevant, practical and cost effective training and development are critical. Choosing Coleago as your management development and training partner offers significant advantages:

Relevance: Coleago Consulting is a practical, hands on consultancy firm providing real solutions to clients in the Telecoms, Media and Technology sectors. Practicality: Our trainers are industry professionals with first hand experience of the challenges that companies face in these sectors.Proven: Our training and course materials are based on tried andtested techniques, processes and methodologies that our consultants use every day in their own consulting work. Track Record: Coleago has delivered courses to telecoms companies and regulators such as Orange, Vodafone, Zain, Ericsson, Cisco, SabaFon, Ofcom, Motorola, Digi, etc.

A Course Delivered by Telecoms ProfessionalsColeago is most and foremost a telecoms management consulting firm. Training is delivered by consultants with over 15 years ofindustry 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 LearningColeago’s courses 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, a co-founder of Coleago 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 a co-founder of Coleago, 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 many successful 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, the co-founders of Coleago Consulting, 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

The Benefit of a Private In-House CourseRather than sending a few people from your company to a public training course, the training course comes to you. This has a number of advantages:

Participants can discuss your company’s issues freelyDelivered where and when you need itSome tailoring of content to your situation

We can accommodate a maximum of 16 participants in a tutorial style environment without compromising on interactivity. This means the cost per person will be considerably lower compared to sending people on public courses.

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

15:30 – 17:00

13:30 – 15:00

11:00 – 12:30

9:00 – 10:30

The Programme Day 1 Day 2 Day 3 Day 4

Overview of Strategic and Commercial

Planning

Market Analysis and Strategy

Forecasting Techniques

Part 1

Investment Appraisal

Part 1

Environmental Analysis and Planning for

Uncertainty

Analysing and Developing Strategy

Part 1

Forecasting Techniques

Part 2

Investment Appraisal

Part 2

Introduction to Financial Concepts

Analysing and Developing Strategy

Part 2

Are Telecoms Companies Creating

Value Today?Investment Appraisal

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

Analysing and Developing Strategy – Part 1Understanding 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 non-sms mobile dataAnalysing 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 – Part 2 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



Course Logistics and Contacts

Course Location and Set-UpThe course is organised in-house for your company’s staff at a time convenient to you. Coleago’s trainers travel to your preferred location. At this location, Clients should arrange for a suitable course venue, ideally off-site, so that participants are not distracted by their daily working life.Recognising that the course is demanding for participants, frequently our clients chose to hold courses in well appointed hotels that can also provide participants with morning and afternoon coffee breaks, lunch and water. The training room should be equipped with:

a PC projector;a desk or table space for each participant and the trainer, eachwith a power outlet for the PCs; several flip charts and colour marker pens (one for each team and one for the trainer);a whiteboard and colour pens.

All participants require a laptop in order to take part in the exercises and read the course notes provided in PDF format. Although the course material is very extensive, participants may whish to take additional notes and bring pens and paper.

Further Information or to Arrange Your In-House CourseTo discuss the course on offer or make a booking, please call oremail either Stefan Zehle or Graham Friend.

Contacts


"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

Stefan Zehle, MBA

Tel: +44 7974 356 [email protected]

CEO, Coleago Consulting Ltd

Graham Friend, MA

Tel: +44 7973 315 [email protected]

Managing Director, Coleago Consulting Ltd


Coleago Consulting

A brief introduction to Coleago Consulting, our expertise and experience


A leading boutique telecommunications consulting and training firmColeago Consulting

Our experience encompasses mobile, WiFi, WiMAX, cable, broadband, fixed services and television. Our expertise ranges from strategy and business planning, spectrum auctions and due diligence through market forecasting, market research and market planning to interconnect and regulation, cost modelling and network planning and optimisation.

Broad range of consulting services

Coleago only recruits leading industry experts with over 10, 15 and even 25 years experience, many at board and director level. Our team shape industry opinion; are quoted in the Financial Times and Wall Street Journal and have written for The Economist.

We only recruit leading industry experts

We have unrivalled experience and insight into emerging markets such as the Middle East and Africa through directorships of mobile businesses in the region and have provided advice to operators such as Qtel, Warid, MTN, Digicel and Zain.

Emerging market specialists

We provide Partner level, end-to-end consulting expertise on every assignment and specialise in complex assignments requiring the highest level of expertise and experience throughout. We never use recent MBAs, juniors or associates.

End-to-end Partner level consulting on all assignments

Global players such as Orange, Vodafone and Telefonica and leading regional players such as KPN, Qtel and Zain, along with regulators such as Ofcom, have selected Coleago as a preferred supplier for a wide range of consulting services around the world.

Preferred supplier to major global & regional players

Since its launch in 2001, Coleago Consulting, based in the UK, has established itself amongst operators around the world as one of the leading boutique telecoms advisory firms.


Coleago has delivered assignments for global operators and smaller playersColeago Consulting

Our clients include fixed and mobile operators, MVNOs, equipment vendors, regulators and content providers


We offer practical, realistic advice that can be implemented to deliver real valueColeago Consulting

Major operators are increasingly choosing to work with Coleago’s small, dedicated and highly experienced teams over “traditional”consultancies with their large, expensive teams of relatively inexperienced consultants.

Many Coleago team members are fluent in a number of languages including French, Spanish, Arabic, German and Dutch – language skills are often crucial in delivering assignments in emerging markets.

Language Skills

Our consultants are highly experienced, multi-skilled and have extensive project management experience – this means we can deploy smaller teams, without the hierarchy of traditional consultancies, which clients find easier to work with and integrate into their own project teams.

Small, effective teams

As we only focus on the telecoms sector we have an extensive library of modelling and forecasting tools developed specifically for the sector as well as comprehensive benchmark databases which ensure that we can be adding value from the outset of a project.

Existing tools and databases

Our advice is based on hands on experience, much at Director and Board level, and ensures that our recommendations are realistic, practical and achievable.Practical, relevant advice

Coleago focuses only on providing independent advice, we have no commercial interest in recommending infrastructure investment, system implementations or on-going outsourcing services.

Independent opinions


Fears About Debt Levels of Mobile Operators are MisplacedArticle, Total Telecom & elsewhere

Demand for Mobile Internet ServicesArticle, Total Telecom

Trends in Mobile TariffingArticle, Telecommunications & Microwave Journal

International Accounting Rates Letter, Telecommunications

A Cellular Alternative in Eastern Europe?Opinion, Mobile Europe

Telecoms in Eastern Europe: Investing for GrowthArticle, Telecommunications

Mobile Networks in Eastern EuropeArticle, Telecommunications

Inter German Telecommunications IntegrationArticle, Communications International

GSM BillingArticle, Communications International

PMR in EuropeArticle, Communications International

Coleago’s consultants lead and shape the industryColeago Consulting

Business texts written by the founders of ColeagoSome of the papers published by ColeagoColeago is regularly asked to speak at key telecoms conferences around the world as well as sitting on governmental working groups and industry bodies that shape the future of the industry.


Our services include advisory roles, operational support and trainingColeago Consulting

Strategic Analysis & Planning Regulatory Cost Modelling Identifying and Screening Opportunities Network Optimisation

Market Research & Forecasting Spectrum and Licence Bids Commercial Due Diligence Geo Marketing

War Gaming and Scenario Planning Interconnect Strategy Technical Due Diligence Product & Services

Development

Marketing Planning Reference Interconnect Offers

Preparing Information Memorandum

Budgeting Process Re-engineering

Technical & Network Planning Interconnect Agreements Valuation Training Services

Financial Forecasting International Connectivity Excel Modelling and Bespoke Models

Valuations & Benchmarking

Business Planning Regulation M&A Transaction Support

Performance Improvement


Global outlookColeago Consulting

Austria, Belgium, Bulgaria, Czech Republic, Croatia, Denmark, Finland, France, Germany, Ireland, Italy, Luxembourg, Malta, Netherlands, Norway, Poland, Spain, Sweden, Switzerland, UK

Canada, USA

Algeria, Tunisia, Egypt, Sudan, Madagascar, Morocco, SouthAfrica

Argentina, Venezuela, Brazil

Caribbean, El Salvador, Haiti, Mexico, Panama

Australia, China, Hong Kong, India, Indonesia, Iran, Japan, Korea, Malaysia, Pakistan, Thailand, Taiwan, Singapore

Kuwait, Saudi Arabia, Yemen, Oman

We have delivered projects on every continent of the globe

coleago 4 day telecoms mini-mba

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