eLearning Collaborative

Since it’s inception in 1992, HSM has been organizing seminars around the world featuring some of today’s leading business thinkers. In response to client need, HSM has condensed their most popular seminars into 2 hour, interactive web based elearning programs. Now companies can offer the wisdom of world renowned experts on critical business issues to a broad range of their managers, executives and individual contributors at a very affordable price.

The current series consists of:

Operations

Benchmarking: A Roadmap to Best Practices
Robert Camp

Do you need to improve your company's processes? Don't reinvent the wheel. Robert Camp tells you how to do "benchmarking", how to learn from the best. Follow the steps of this process in a model case and use the course to get your own benchmarking plan ready to be put into practice.

Introduction
Module 1: What is benchmarking?
Module 2: Planning
Module 3: Analysis
Module 4: Integration and action
Module 5: Benchmarking and Internet
Conclusions

Robert C. Camp one of the most widely recognized authority in the benchmarking arena. His books Benchmarking, The Search for Industry Best Practices That Lead to Superior Performance and Business Process Benchmarking have been translated to several languages. From the Best Practice institute, he leads the research and consulting focused on the world's best practices. Mr. Camp is Chairman of The Global Benchmarking Network and of the editorial council of The Benchmarking Review. He’s also helped establish the International Benchmarking Clearinghouse. While at Xerox, he started the program for the expansion and consolidation of Benchmarking practices.

Strategic Cost and Management
John Shank

How to obtain profitability in the value change? Strategically relating costs and clients. Learn to make cost management a tool for your company's success focusing in the clients and in the activities that create value. Put it to work and focus on your clients without jeopardizing efficiency.

Introduction
Module 1: Cost management and markets
Module 2: Strategic Cost Management: key issues
Module 3: From accounting systems to strategic tools Conclusions

Acknowledged as one of the world's major experts in strategic cost management, John Shank is the author of 13 books, a corporate consultant and an adviser of the World Bank and of the French Ministry of Mail and Telegraph. Shank is professor of general accountancy at Amos Tuck School of Business Administration at Dartmouth College —he’s also taught at Harvard Business School and Ohio State University. One of his best sellers, Strategic Cost Management has ranked first in sales in the United States, Japan, France and Germany. He’s also published articles in Harvard Business Review, Journal of Cost Management, Sloan Management Review, Financial Executive and Journal of Business Strategy.

Sales & Marketing

Sales in the New Era
Ben Shapiro

Selling is no longer what it used to be. In the information era, markets and customers have changed. Those companies that do not re-think their sales strategy will not be able to stay competitive. In this course, Ben Shapiro explains how to stop "suffering" the context and become a "price maker".

Introduction
Module 1: The customer as strategy
Module 2: Differentiation
Module 3: How to fix prices
Module 4: Sales and Internet
Conclusions

Ben Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. Until July 1997 he was the Malcolm P. McNair Professor of Marketing at the Harvard Business School where he taught full-time from 1970 to 1997. He continues to teach there in several executive programs including the CEO Program, Young President's Program, and Business Marketing Strategy. He is author, co-author or editor of 14 books and has published lots of articles in Harvard Business review and other prestigious publications. His most recent books are Seeking Customers and Keeping Customers.

Real Time Marketing
Regis McKenna

Nowadays, clients want more, in less time and even personalized. Use marketing to satisfy them. Take advantage of the "real time" culture and the power of its principles to become an interactive company based on the "person" oriented and on the "experience" centered services.

Introduction
Module 1: The principles of a new era
Module 2: Market discontinuous changes
Module 3: Marketing in Real-Time companies
Conclusions

Regis McKenna is Chairman of The McKenna Group, an international consulting firm dedicated to the application of new technologies to business strategies. He is considered one of the 100 people who made Silicon Valley what it is today. He helped launch some of the most important technological innovations of the last thirty years: the first microprocessor (Intel Corporation), the first personal computer (Apple Computer), and the first recombinant DNA genetically engineered product (Genentech, Inc.). McKenna is still involved in high tech start-up companies through his venture activities. His books are The Regis Touch, Who's Afraid of Big Blue, Relationship Marketing and Real Time, Preparing For The Age Of The Never Satisfied Customer.

Negotiation

Negotiation in Action
William Ury

Whether aware or not, you negotiate all the time. In this course, William Ury revisits the keys to negotiate successfully, both in your personal and professional life: separate people from problems; focus on interests and options; and know exactly how much you can win and lose in the process.

Introduction
Module 1: The starting point: people
Module 2: The reason for negotiating: the problem
Module 3: Conflict and problem solving: the proposal
Conclusions

Widely regarded as one of the world's leading negotiation specialists, co-founder of Harvard's Program on Negotiation, a consultant to many of America's biggest corporations as well as to the Pentagon and the White House, William Ury has mediated situations ranging from corporate mergers to ethnic wars in Russia and the former Yugoslavia. Working with former President Jimmy Carter, he helped found the International Negotiation Network, which seeks to end civil wars around the world. His books, Getting to Yes and Getting Past No have sold more than five million copies. The author's profits from the sale of his last one, Getting to peace, will be used for peace education.

Strategy

Competition and Strategy
C.K. Prahalad

Get out of the "comfort zone" and enter into the "opportunity zone": whichever your position in the company, put to test your strategic profile. Prahalad helps you identify the principles governing change to "discover" the underlying strategy and prompts you to set the rules of the game.

Introduction
Module 1: Competitive scenario: a new era
Module 2: The value of innovation
Module 3: The other face of strategy
Module 4: Strategy in action
Conclusions

C.K.Prahalad is an expert in corporate strategy. He has been named a 2001 top-10 worldwide management thinker by the Financial Times, UK Observer and BusinessWeek. Since 1975, he is an invited researcher in Harvard Business School, president and teacher of the Indian Institute of Management and invited professor of the European Institute of Business Administration (INSEAD), in France. He is also a Harvey C. Fruehauf Professor of Business Administration at the University of Michigan Graduate School of Business Administration. His book Competing for the Future (1994), co-authored with Gary Hamel, has been translated into 20 languages and his 1990 essay on 'core competences' is the Harvard Business Review's most reprinted article ever.

Building Strategic Alliances
Jordan Lewis

Alliances are more than legal or commercial agreements. They have to do with creativity, innovation, value and trust. For Jordan Lewis, in any alliance, trust is the cornerstone of growth and profitability. In this online course, you'll find the eight steps to build a successful strategic alliance.

Introduction
Module 1: Motivations for a Strategic Alliance
Module 2: Conditions for a satisfactory agreement
Module 3: Types of alliances: structure and governance
Conclusions

Jordan Lewis is a well-known expert in strategic alliances. His books on the subject -Trusted Partners: How Companies Build Mutual Trust and Win Together, The Connected Corporation: How Leading Companies Win Through Customer-Supplier Alliances; Partnerships for Profit: Structuring and Managing Strategic Alliances - have been translated into 12 idiomas. He's been a professor at Columbia, Dartmouth, London, Northwestern and Wharton business schools. As a speaker, he's been invited to the annual meetings of the World Economic Forum in Davos, Switzerland. Graduated from the University of Michigan, he's also a consultant.

Customers

Total Quality Service
Karl Albrecht

Products and services are not self-excluding categories: Everything is service. If you are not serving a client, surely you are serving someone that actually is. In order not to lose this focus, Albrecht suggests a business model that helps gain your customers' loyalty through value proposition.

Introduction
Module 1: Customer service: change of paradigm
Module 2: Customer demand: a determining factor
Module 3: Customer-oriented attitude: essential value
Module 4: Total Quality Service (TQS): implementation key success factors
Conclusions

Karl Albrecht is considered as the pioneer of the Service Revolution. He authored 15 books, which have been translated into different languages, among them, The Service Advantage, The Creative Corporation, The Only Thing That Matters, Corporate Radar. He wrote countless articles for leading newspapers and magazines in which he presents avant-garde concepts that have paved the way for organizational productivity improvement. Albrecht has worked as consultant for leading international corporations such as Xerox, IBM, Volkswagen, DuPont, Shell, Chrysler and the Japan Management Association. He conducted several seminars for businessmen and executives in four continents.

Customer-Centered Growth
Richard Whitely

If you want to grow and be profitable, focus on the client. If you are able to keep this focus enough time, you will be guaranteeing your company with an unmatched competitive advantage. Learn with Whitely the five keys to obtain it and start the growth engine.

Introduction
Module 1: Adopt a laser-beam focus
Module 2: Hardwire the voice of the Customer
Module 3: Seek universal collaboration
Module 4: Delight your Customer
Module 5: Lead through contact
Conclusions

Richard Whiteley is an outstanding expert in Customer Focused Quality. His book The Customer-Focused Company, published in 1991 was chosen that same year as one of the best works ever written about management, according to research done by Fortune magazine. Internationally reputed lecturer, he has conducted seminars in Europe, Asia and North America. Whiteley is vice-chairman y cofounder of The Forum Corporation, a leading company in the implementation of Customer-Focused Quality programs worldwide. Whiteley has also founded the Instructional System Association, which gathers 90 companies of managerial training. His articles have been published in Sales & Marketing, Forbes, Fortune, and The Wall Street Journal.

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